Maryland Primary Agent - December 2016

DECEMBER 2016 | MARYLAND

NFIP POLICY CANCELLATIONS WHEN INSURED AUTOS ARE UNINSURED WHY WINDOWS 10?

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IN THIS

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YEAR IN REVIEW Recount how independent agents collectively moved ahead in 2016 — specifically 16 accomplishments that advanced member agencies’ shared interests, strengths and stature.

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VOLUNTEERS’ ROLE IN OUR SUCCESSES Volunteers truly make the IA&B world go ‘round. As we reflect on 2016, we recognize the member agents who contributed their time and vision to better the association.

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WHY WINDOWS 10?

Microsoft is trying hard to convince Windows 7 and 8 users to upgrade to Windows 10. Learn what’s new and what to consider before installing the new operating system.

IN EVERY ISSUE 2 3 4 6 9 IBC IBC IBC

Chairman of the Board’s Message Ask Our Experts Coverage Corner State News IA&B Partners Advertiser’s Index My Events Classified Ads

Periodical postage paid at Mechanicsburg, Pa. and at additional mailing offices.

Postmaster: Send address changes to Insurance Agents & Brokers, 5050 Ritter Road, Mechanicsburg, PA 17055.

Primary Agent (ISSN 1543-3110), Permit # 638-620, Issue # 2016-12, is published monthly by IA&B Service Group Inc., a subsidiary of IA&B.

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Copyright 2016. All rights reserved. No material may be reproduced in whole or in part without written consent of the publisher. The information in this publication is general in nature and not intended to serve as legal, accounting, financial, insurance, investment advisory or other professional advice as to any reader’s particular situation. Users are encouraged to consult with competent legal, financial, insurance, investment advisory and/or other professional advisors concerning specific matters before making any decisions. We disclaim any responsibility for any decisions or actions by readers. Statements of fact and opinion in Primary Agent are the responsibility of the authors alone and do not imply an opinion on the part of the officers or the members of IA&B. Participation in IA&B events, activities and/or publications is available on a non-discriminatory basis and does not reflect IA&B endorsement of the products and/or services.

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CHAIRMAN OF THE BOARD’S MESSAGE

INSURANCE AGENTS & BROKERS

REFLECTIONS ON 2016

5050 Ritter Road | Mechanicsburg, PA 17055 800-998-9644 | IABforME.com

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OFFICERS

s we stare down the end of another year (that one flew by, didn’t it?), it only makes sense to reflect on successes and failures – personally and professionally, at an individual level and an agency level. And for those of us on the IA&B Boards of Directors, we also are tasked with evaluating the year for the association – and assessing the industry at large.

The year brought its share of challenges for the independent agency system thanks to increased competition for market share, emerging risks, shifting consumer habits, and an onslaught of new employment regulations for agency owners to pore over.

But 2016 brought plenty of positives, too: Steady profitability among many independent agencies, regardless of size. Streamlined operations thanks to technology advances. And an increase in optimism about the future of the independent agency system.

As an association, IA&B plodded ahead and, I’m proud to report, logged a number of accomplishments on behalf of member agencies. Turn to page 10 for a recap of the top 16 ways IA&B advanced agents in 2016. And stick around because there are some great things planned for the year ahead. n

Chair of the Board

Michael F. McGroarty Sr Vice Chair of the Board

John B. Hollister

Immediate Past Chair of the Board

Robert S. Klinger, LUTCF, CPIA

MEMBERS Emory Stephen Burnett, CIC, ARM Wilmington, Del.

Richard F. Corroon, CPCU Wilmington, Del.

Michael P. Ertel Sr.+ Columbia, Md.

G. Greg Gunn, CIC* Lemoyne, Pa.

Bryan C. Hanes, JD Hagerstown, Md.

David C. King Lancaster, Pa.

Lisa A. Leach Goth, CIC New Bethlehem , Pa.

Douglas A. Loesel, CPCU Erie, Pa.

Crag S. Mader Crofton, Md.

Elizabeth H. Martin, CIC Millersville, Pa.

Until next time,

Mark J. Monroe

West Chester, Pa.

Joseph R. Pastor, CPCU, AAI Oil City, Pa.

Richard M. Rankin, CIC

Michael “Mike” F. McGroarty Sr. Chairman of the Board

Lancaster, Pa.

April E. Ressler, CIC Altoona, Pa.

Scott C. Rogers, CPIA York, Pa.

Glenn R. Strachan

Ft. Washington, Md.

Bryan S. Willey Dover, Del.

Lawrence A. Wilson, CIC, CPIA, CPCU, ARM** Newark, Del.

J. Marshall Wolff, CIC, CPCU Easton, Pa.

* Pa. IIABA National Director ** Del. IIABA National Director + Md. PIA National Director

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DECEMBER 2016

Ask Our Experts Question: An insured sold his home a little over two years ago, but the flood insurance policy on the property wasn’t canceled. Does the flood insurance manual contain provisions addressing such a cancellation?

Answer: While this issue isn’t expressly addressed, under a limited number of circumstances, an insured may be entitled to a refund of premium for a period in excess of two years, including for circumstances where an insured has sold the insured building.

Procedures for completing the NFIP cancellation/nullification form, and the applicable refund processing procedures, are addressed in the “Cancellation/ Nullification” section (Section 14) of the NFIP Flood Insurance Manual (“FIM”). Of significance, the guidelines provide as follows: • A request for a refund for a period which exceeds two years is required to be processed by the NFIP Bureau of Statistical Agent, so don’t necessarily expect a quick turnaround. (FIM – Cancellation/ Nullification Section I.A.2) • The applicable NFIP insurer(s) will be required to provide supporting documentation, to include a policy cancellation request and the premium refund calculation for each year, declaration pages for the applicable policy terms, and evidence of payment of premium by the

insured. (FIM – Cancellation/ Nullification Section I.A.2a)

This month’s answer was provided by Don Bankus, our legal affairs manager.

• The insured will be required to provide a copy of a bill of sale and/ or a settlement statement in order to provide evidence of sale of the property. (FIM – Cancellation/ Nullification Section I.B.1) • Per the FIM, the applicable “Cancellation Effective Date” to be entered on the Flood Insurance Cancellation/Nullification Request Form should reflect “The date on which the insured ceased to have an insurable interest in the building (e.g. the date of the sale of the building).” (FIM – Cancellation/Nullification Section I.B.1) Completion of the cancellation form is addressed in the FIM, under “Cancellation/Nullification” – section 14 (primarily see pages CN 1 and 2), which is available on FEMA’s website (http://www. fema.gov/flood-insurance-manual). n

Have a question? Ask our experts!

Rely on our experts to answer your most perplexing questions. Visit the Ask Our Experts section of IABforME.com (find the link in the website footer) to submit your question and review answers to other frequently asked questions. Or email your question to us at IAB@IABforME.com.

We look forward to hearing from you.

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COVERAGE CORNER

WHEN IS AN INSURED AUTO AN UNINSURED AUTO?

By Jerry M. Milton, CIC

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ibbets v. State Farm Mutual Auto Ins. Co. is a case that was settled in the U.S. District Court in Florida. Why should we folks here in Pennsylvania, Maryland and Delaware care about a Florida case? Because attorneys and judges frequently cite cases from other states. The classic example is Kvaerner Metals v. Commercial Union Ins. Co., a Pennsylvania case which has been cited in cases throughout the country when determining if faulty workmanship is an occurrence.

coverage to the parents of Angela Marie Tibbets. The policy covered a Honda Civic owned by Angela’s mother. Angela qualified as a “resident relative” since she lived with her parents. She was also listed as a driver of her parents’ autos.

user of the auto. Since state Farm treated the auto as an uninsured auto and no other liability policy insured the auto, Angela made a claim for her injuries under the UM coverage of the State Farm policy. State Farm denied that claim, too.

On Sept. 16, 2014, Ray Walker was driving the Honda Civic when he was involved in an accident. Walker was not a member of the Tibbetts family. Angela was a passenger in the auto, and she was injured in the accident.

Angela sued State Farm for UM benefits.

Both parties filed for summary judgment.

The Court found that there was UM coverage for the accident and granted Angela’s motion for summary judgment.

State Farm issued an automobile liability policy with Uninsured Motorists (UM)

State Farm denied liability coverage for Walker because he was not a permissive

DECEMBER 2016

The State Farm UM provision covered Angela, as an insured, for bodily injury caused by the driver of an uninsured

motor vehicle. The policy defined an uninsured motor vehicle to include a motor vehicle whose ownership and use is not insured for bodily injury at the time of the accident. Ray Walker, the driver of the Honda, was not insured by any insurance policy at the time of the accident. State Farm denied liability coverage for Walker because he was driving without permission.

State Farm contended its position was supported by an exception to the definition of an uninsured motor vehicle, which states, “Uninsured motor vehicle does not include a land motor vehicle owned by, furnished to, or available for the regular use of you or a residence relative.”

Angela, on the other hand, relied on another exception to the definition of an uninsured motor vehicle, which reads, “Uninsured motor vehicle does not include a land motor vehicle whose ownership or use is provided Liability Coverage by this policy. However, any such vehicle will be deemed to be an uninsured motor vehicle for bodily injury sustained by a resident relative while the vehicle is being operated by a person other than you or a resident relative.”

Any time the Court uses the word “ambiguous,” you can bet they’re going to rule in favor of the insured.

Y’all take care! n Jerry M. Milton, CIC, teaches and consults on industry issues. The legal profession recognizes him as an expert on insurance coverages. He also serves as our education consultant, working with our CISR, CIC and continuing education programs.

Catch him at one of our upcoming seminars: IABforME.com/MyTraining.

WHAT YOU “AUTO” KNOW As Jerry shares in this column, auto insurance can be down-right complicated. Learn about the personal auto policy, along with liability coverages, UM/UIM coverage and more at the CISR “Personal Auto Seminar.” Or take a more in-depth look into personal auto coverages with the CIC “Personal Lines Institute.”

IA&B will offer a number of opportunities to take these courses throughout our tri-state area in the new year, including the following during the first half of 2017.

CISR Personal Auto Seminar Mechanicsburg, Pa. – Feb. 16 Monroeville, Pa. – March 28 Hagerstown, Md. - April 19 Salisbury, Md. - May 3 CIC Personal Lines Institute Wilmington, Del. – March 22 IABforME.com/MyTraining

State Farm argued that since the Honda Civic satisfied one of the exceptions to an uninsured motor vehicle, it could not be considered an uninsured motor vehicle. The Court rejected State Farm’s argument because the two exceptions to an uninsured motor vehicle contradicted each other and that created a policy ambiguity. Under one exception the Honda Civic was an uninsured motor vehicle. Under the other exception it was not.

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STATE NEWS

FORECASTING THE FUTURE OF MARYLAND’S MEDICAL STOP-LOSS INSURANCE The Maryland Insurance Administration (MIA) recently weighed in on the state’s medical stop-loss law. Enacted in 2015, Chapter 494 (formerly House Bill 552) required MIA’s study, which began with a fall 2015 public hearing on medical stop-loss insurance (MSLI) and included the release of this new report.

During its research, the MIA found that:

COMPARISONS AND PERSPECTIVES ON MARYLAND’S WORKERS’ COMP MARKET If you take an in-depth look at the state’s workers’ compensation market, you’ll find it “healthy and competitive,” according to the 2016 Report on Workers’ Compensation Insurance. Insurance Commissioner Al Redmer Jr. released the report earlier this fall to the Joint Committee on Workers’ Compensation Benefit and Insurance Oversight.

Highlights include: • Competitive market: Ninety-six insurance groups (including Chesapeake Employers Insurance Company) offered workers’ compensation to Maryland employers in 2015. The market share among the largest writers remained relatively stable between 2014 and 2015.

• Medical cost inflation and deductible erosion will continue to affect MSLI premium rates • MSLI-related consumer protection laws are necessary The MIA’s “Final Report on the Use of Medical Stop-Loss Insurance in SelfFunded Employer Health Plans” also includes recommendations for the state to: • Maintain its current statutory attachment points

• Increasing DPW: These insurers wrote $962,920,060 in direct written premium in 2015, about 3.4 percent more than in 2014.

• Continue to monitor the effects of medical cost inflation

• Dipping premium rates: In 2015 and 2016, the National Council on Compensation Insurance (NCCI) filed decreases of -2.7 percent and -5.5 percent, respectively. For 2017, NCCI filed a -9.9 percent decrease based upon improved claims experience, decreasing loss ratio trends and an increase in indemnity and medical benefits.

• Maintain its current disclosure requirements

The annual report also provides an overview of the 2016 state legislative changes that impact the market and an update on the Terrorism Risk Insurance Program.

Insurance.Maryland.gov

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• Maryland has the third highest specific attachment point in the nation, while its aggregate attachment point is comparable to other states

DECEMBER 2016

• Maintain its current consumer protections In the report, the MIA asserts its intention to continue providing “open-forum informational meetings for stakeholders” on MSLI. The law includes a 2018 sunset on the new rates, so no doubt the MIA’s findings and recommendations will be critical when the General Assembly revisits the issue.

REFRESHER ON CHAPTER 494 The law increased from $10,000 to $22,500 the minimum threshold employers who self-fund health insurance have to pay on individual employee claims (called the “specific attachment point”) before triggering stop-loss coverage. Additionally, it increased the minimum aggregate attachment point (the percentage of expected claims in a policy year above which the medical stoploss insurer assumes liability for losses incurred by the insured) from 115 to 120 percent of expected claims. Policies and contracts issued prior to June 1, 2015 were grandfathered.

The new law does provide several protections for small employers (as referenced in the MIA’s report): Treatment of high-cost employee claimants: A medical stop-loss insurer may not impose higher cost sharing for a specific individual within a small employer’s health benefit plan than is required for other individuals within the plan; decrease or remove stop-loss coverage for a specific individual within a small employer’s health benefit plan; or exclude any employee or dependent from a policy or contract based on an actual or expected health status related factor or condition.

Annual rate guarantee: A medical stoploss insurer must guarantee rates for at least 12 months, unless there is a change in benefits, ownership and control of the small employer, or the number of covered lives by a significant percentage resulting from specified events; pay stoploss claims incurred during the policy or contract period and submitted within 12 months after the expiration of the policy or contract; and disclose to the small employer the following regarding the contract or policy: total costs, the effective and termination dates, renewal provisions, attachment points, and limitations on coverage.

MINIMUM WAGE CLIMB CONTINUES The Maryland Minimum Wage and Overtime law continues to trigger a series of minimum wage increases. The latest increase (to $10.75/hour) took effect in Prince George’s County on Oct. 1. Next up will be increases for the rest of the state effective July 1, 2017.

The law impacts all counties, but rates and effective dates differ slightly for Montgomery and Prince George’s Counties. Employers are required by law to post information on the state’s Minimum Wage and Overtime Law. An updated poster is available on the Department of Labor’s website.

DLLR.state.md.us

CORRESPONDING MENTOR PROGRAM Included in the cost of the pre-licensing package ($169 for IA&B members/$189 for non-members) is a mentoring guide that can greatly contribute to the exam prep experience and increase the likelihood of success on the test. We urge students to work with a mentor in their agency, and our mentor guide facilitates this with strategies, schedules and sample questions.

Self-study package includes: • Licensing Text • Study Guide • Chapter Quizzes • Exam Simulator Online Access • State Licensing Bulletin • State Specific Law Information • Mentor Guide

MIA-APPROVED SELFSTUDY GUIDE IS LIKE CLIFFSNOTES FOR STATE LICENSING EXAM Aspiring agents could spend a lot of time attempting to learn everything about insurance prior to taking the state licensing exam. But agency principals have told us that they can train new agents in the concepts of risk management; they just need help preparing them specifically for the licensing exam.

We do exactly that with the new Property & Casualty Pre-licensing Self-study Guide, a tool written specifically for Maryland and approved by the Maryland Insurance Administration. This new guide gives would-be agents insight into the questions they should be prepared to answer when taking the exam. It explains the entire test process (from registration to testtaking tips), provides a study schedule and encourages working with a mentor.

MONEY-BACK GUARANTEE If you’re not completely satisfied with our new Maryland P&C Pre-Licensing Manual, you can return it to IA&B for a full refund.

IABforME.com/Licensing

WELCOME NEW MEMBERS ACTUARIAL BROKERS INSURANCE COMPANY Frederick, Md.

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PLATINUM PROFILE

Insurance Agents & Brokers proudly recognizes MMG Insurance Company as one of its Platinum Partners. IA&B Platinum Partners dedicate the highest level of sponsorship to our organization.

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very minute of every day, you can count on us to protect your piece of the world — in good times and bad — just as we have for all of our customers for over 119 years.

At MMG Insurance, a progressive regional property/casualty insurance company, we value the trusted relationships we’ve built with our agency partners and work to serve our policyholders. It’s our belief that behind every accomplishment you’ll find hard work and a commitment to excellence.

That’s a big reason MMG is a carrier of choice for agencies across Maine, New Hampshire, Vermont, Pennsylvania and Virginia.

To differentiate ourselves from the larger companies, MMG works to ensure top-notch service. We take a tremendous amount of pride in being there when our agents and policyholders need us. We still answer the telephone in person and have empowered employees to resolve issues quickly. We do business exclusively through independent agents and live by the philosophy that people do business with people. MMG management and

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staff meet face to face with agents to see what they are dealing with and bring innovative ideas back, making changes where necessary.

We strive to add value to the agents’ operations, so our major focus is making it easy for them to do business with us, particularly through cutting-edge automation. It’s that combination of high-tech, high-touch that enables business to flow quickly from the agents to us and back, and ultimately benefits the policyholder. n MMG was selected as the 2015 National Company of the Year by the National Association of Professional Insurance Agents

FEATURED PARTNER MMG Insurance Company PRESIDENT & CHIEF EXECUTIVE OFFICER Larry M. Shaw, CPCU COMPANY LOCATIONS Presque Isle, Me. Corporate Headquarters Concord, NH & Bethlehem, Pa. 1-800-343-0533 A.M. BEST RATING A (Excellent) WEBSITE www.mmgins.com RECENT AWARDS 2016 & 2015 Company of the Year – Maine Insurance Agents Association 2016 & 2014 Top Performing Company – Professional Insurance Agents of New Hampshire 2015 Champion of Attraction, Retention and Engagement – Maine Development Foundation 2015 Named among the Best Places to Work in Maine –six time recipient

Proud Partner of the Trusted Choice network of Independent Insurance Agents

DECEMBER 2016

PARTNERS PROGRAM

Listed below are those companies that strongly support the independent agency system and Insurance Agents & Brokers.

Thank you for your continued sponsorship.

WHAT IS IA&B PARTNERS? The IA&B Partners program gives company and allied businesses the opportunity to demonstrate their commitment of support to independent agents and receive maximum market exposure. As an IA&B Partner, you will also realize the benefits of IA&B membership to help you succeed in the insurance industry.

PLATINUM LEVEL

BRONZE LEVEL

ACUITY

Aegis Security Insurance Co.

Amerisafe

Agency Insurance Company

Berkley Mid-Atlantic Group

AmWINS Program Underwriters Inc

Donegal Insurance Group Erie Insurance Group Insurance Agents & Brokers Service Group Inc Liberty Mutual Insurance

Auto-Owners Insurance Company Bailey Special Risks Inc Berkshire Hathaway GUARD Insurance Companies Brethren Mutual Insurance Company Briar Creek Mutual Insurance Company

MAPFRE Insurance

Conemaugh Valley Mutual Insurance Co

MMG Insurance Company

Countryway Insurance Company

Millers Mutual Group

Encompass Insurance

Mutual Benefit Group

GMI Insurance

Nationwide

Goodville Mutual Casualty Company

Penn National Insurance

Grinnell Mutual Reins Company

Swiss Re The Main Street America Group

DO YOU SEE YOUR NAME?

United Fire Group

To become an IA&B Partner, choose the sponsorship package that matches your commitment of support.

Contact the Member Sales Center at 800-998-9644, 717-795-9100 or visit us online at IABforME.com to get started.

Utica National Insurance Group

HM Workers’ Compensation Insurance Alliance of Central PA Inc Insurance House Insurance Placement Facility of PA Lackawanna Insurance Group

GOLD LEVEL

Lebanon Valley Insurance Company

Progressive

Merchants Insurance Group

Universal Property & Casualty Insurance Company

Mercury Casualty

Westfield Insurance

PennPRIME Municipal Insurance

SILVER LEVEL

CM Regent Insurance Company Cumberland Insurance Group Farmers Mutual Insurance Company of Western Pennsylvania Frederick Mutual Insurance Co Juniata Mutual Insurance Co

Millville Mutual Insurance Co Reamstown Mutual Insurance Company Rockwood Casualty Insurance State Auto Mutual Insurance Company Strategic Comp TAPCO Underwriters Inc The Motorists Insurance Group The Mutual Service Office Inc Travelers

Keystone Insurers Group Inc

Tuscarora Wayne Group of Companies

Selective

Zenith Insurance

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DECEMBER 2016

YEAR IN REVIEW

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ADVANCEMENTS FOR AGENTS IN 2016

For the independent agency system at large, this year has been one of highs (Google’s walk away from insurance) and lows (an industry black-eye thanks to allegations of NFIP mismanagement). A year of celebrations (the demise of Zenefits) and frustrations (will NARAB ever be implemented?).

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n a micro level, IA&B member agencies faced their share of challenges thanks to a hyper-competitive market, shift in carrier expectations and heightened employer regulations. But despite it all, 2016 brought bright spots, too – legislative victories, operational advances and a solid step toward alleviating perpetuation concerns.

On the following pages, we share 16 highlights (in no particular order) from 2016. Sixteen accomplishments that advanced member agencies’ shared interests, strengths and stature. Take a read and recount how independent agents collectively moved ahead in 2016 and how we’re positioned to maintain that momentum in 2017.

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ENGAGED YOUNG AGENTS. Perpetuation worries are high and, in many cases, warranted.

Thanks to the industry’s less-than-thrilling reputation among young professionals, finding young talent can be difficult.

Equally challenging (thanks in part to carriers' tempting salaries) can be keeping an agency's new hires.

Engaging young agents is key to retaining them in the independent agency system. That idea drove our creation of the Futures Program, which aims to develop today’s young agents into tomorrow’s leaders. The initiative launched in 2015 and picked up momentum throughout 2016.

Nearly 200 young agents joined our Futures Program Facebook group, where they compare challenges, crowdsource solutions, and – yes – occasionally share memes. And over 80 young agents attended the Inaugural Futures Conference, held in September outside of Philadelphia.

The young agents we’ve engaged are enthusiastic, appreciative and eager for more opportunities to connect with one another.

Look for growth of the Futures Program in 2017.

DECEMBER 2016

Recount how independent agents collectively moved ahead in 2016 and how we’re positioned to maintain that momentum in 2017.

SUPPORTED AGENCY COMPLIANCE. Regulatory compliance is always a moving target, but this spring, the U.S. Department of Labor pushed the target into new territory with its release of a final overtime rule. The new standards significantly increased the dollar threshold for exemption from overtime pay and turned the spotlight on employees’ job duties and employers’ compliance.

In response, we developed an extensive resource library for employers to reference, complete with a final overtime rule summary and Q&A, insurance-specific job descriptions, and an explanatory webinar that pulled them all together. And we kept member agency owners and principals up to date with regular communication about their duties (and the legal and legislative challenges to the rule) leading up to the Dec. 1 effective date.

STREAMLINED AGENCY AGREEMENT LAUNCHES. Once an agency agreement hits the streets, implementing wholesale changes is a hassle for carriers and agents alike. So early this year, we unveiled a new process to review agency contracts: analyzing agreements “upstream.”

How it works: Companies voluntarily submit a draft agreement for our review. We discuss with company reps what their goals and rationale are and provide agents’ perspective in return. This allows the company to secure an IA&B Seal of Approval, which shows that – in our eyes – the agreement comports with industry standards under the American Agency System.

By late 2016, four companies earned the seal of approval, and we anticipate additional carriers to participate in the new year.

SPURRED ASPIRING AGENTS’ CAREERS. The state licensing exam can trip up the best of them. So in May we unveiled the Maryland Property & Casualty Pre-Licensing Self-Study Guide – a guide that the Maryland Insurance Administration approved to meet the state’s pre-licensing education requirement.

The guide focuses specifically on the Maryland exam, providing would-be agents with test-taking tips, insight into questions they should be prepared to answer, a study schedule and details about the entire process. It also includes a corresponding mentor program that is unlike any pre-licensing program available to Maryland agencies.

LIFTED AGENTS’ ADMINISTRATIVE BURDEN. A string of changes to the state’s commercial lines premium increase notification threshold over the past seven years left agents burdened and consumers confused. Following the passage of a legislative fix in 2012, agents reported that the change did not go far enough to eliminate the problems associated with notices sent for de minimis increases.

We responded this year by championing HB 1408, which amended the notice requirement for commercial policies to those with increases of at least 15 percent. The legislation took effect on Oct. 1.

STRENGTHENED AGENT-LEGISLATOR RELATIONSHIPS. Connecting member agents with state lawmakers allows us to establish symbiotic relationships. When legislators need input from the small business community or perspectives on the insurance industry, they can call on us. Likewise, when we need an advocate in the General Assembly to represent the interests of agents or their customers, we have lawmakers willing to lend an ear.

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Throughout the year we partnered with the Maryland Health Underwriters and the Maryland chapter of the National Association of Insurance and Financial Advisors to host five producers-only receptions across the state. The relationships built there will serve independent agents’ interests for years to come.

TOOK AGENTS’ MESSAGE TO FEDERAL LAWMAKERS. What happens in Washington, D.C. certainly doesn’t stay there.

Instead, it trickles down to agencies and their customers. In midMay IA&B of Maryland Board of Directors and Government Relations Committee members traveled to Washington, D.C. to speak directly to federal lawmakers about the most important national issues impacting the industry, agents and their customers.

Our members met with congressmen and congressional staff in the offices of Reps. Dutch Ruppersberger, Chris Van Hollen, Andy Harris, John Delaney, John Sarbanes, and Sen. Ben Cardin. Topics of discussion included the reform and modernization of the National Flood Insurance Program, the repeal of several harmful Affordable Care Act provisions, protection of the state-based system of insurance regulation, and the preservation of the Federal Crop Insurance Program.

FURTHERED EMPLOYEE RECRUITMENT EFFORTS. The ask is common and, with the average age of an insurance agent reaching 59, increasingly urgent: “Where can I find new

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talent?” We launched an industry-specific job board in July to help meet member agencies’ recruitment needs and to introduce the independent agency system to job seekers.

Efforts remain underway to drive job seekers to the job board. In late summer we alerted career services centers at regional business schools, colleges and universities of the job board, and then in the fall, we met with faculty at the Temple University Fox School of Business Department of Risk, Insurance & Healthcare Management. Outreach efforts will continue (with job fairs and career days on the radar) in 2017.

SPURRED CONSUMER EDUCATION. Drone ownership and usage skyrocketed over the past year.

In response, we expanded our consumer education library to include a piece that answers FAQs on a range of dronerelated topics, from registration requirements to insurance considerations to safety guidelines.

In total, the library now contains nearly 24 pieces. The vetted content is available as professionally designed (yet customizable) flyers and as raw text for members to use as they see fit. Look for the addition of new content in 2017.

SIMPLIFIED CREATING OPERATIONAL GUIDELINES. Running a business often takes priority over formally documenting how to run the business. That’s why this year we

DECEMBER 2016

Expect big things in worker’ compensation. Expect to save a third of your clients 30% or more. Most classes approved, nationwide.

For information call (877) 234-4450 or visit auw.com/us. Follow us at bigdoghq.com.

Š2016 Applied Underwriters, Inc., a Berkshire Hathaway company. Rated A+ (Superior) by A.M. Best.

Insurance plans protected U.S. Patent No. 7,908,157.

partnered with a leading consultant for independent agencies to develop an agency procedure manual that provides the basis for a customized blueprint on how to run your business.

In addition to being an important document for business continuity, the manual can assist in improving procedures and compliance/consistency by staff.

PROVIDED CUTTING-EDGE COVERAGE UPDATES. Thanks to constant changes within the industry, insurancerelated professional training and education must remain nimble.

Each year we offer special topic seminars to keep agents informed on the latest coverage trends.

In 2016, we added courses on Directors and Officers, Professional Liability, contracts and leases, and the latest NFIP changes. Plus, we unveiled a new life and health CISR seminar.

STAYED ON TOP OF EMPLOYMENT LAW CHANGES. Changes to the human resources landscape are frequent – and difficult to keep on top of. We work with our HR consultant to monitor employment laws and keep members in the know about changes and how to implement them.

We maintain a directory of state and federal HR bulletins, where we cite legal and regulatory changes, explain what they mean for employers, and link to additional information.

Throughout the year we added 11 federal and two Marylandspecific bulletins. The bulletins complement HR Solution© – a comprehensive collection of human resource products and services designed exclusively for our members to develop and maintain an HR program.

FACILITATED AGENCY MANAGEMENT SYSTEM SHOPPING. Shopping for a new (or a first) agency management system can be daunting and time-consuming. Even after narrowing down the seemingly countless vendor options, conducting an applesto-apples comparison of their features becomes a challenge.

We responded earlier this year with the “Agency Management System Options for Agencies” webinar series. Facilitator Steve Anderson, CIC, highlighted 13 agency management system vendors/products over 13 one-hour webinars. Participants heard from vendor reps about the systems’ capabilities and tracked their notes in a proprietary tool developed to help compare and contrast the systems' features.

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REACHED A LANDMARK IN PROFESSIONAL TRAINING. The CIC designation remains a highly regarded recognition within the industry and beyond. Designees differentiate themselves from the competition with innovative ways to maximize coverage, plus they boast increased earning potential.

This year marked our 40th year of offering the CIC program.

We celebrated the milestone by hosting several special guests at our Conferment Ceremony: Dr. William T. Hold and four charter CIC members – Owen Ashbrook, Ben Cloud, Duncan Creelman and Bruce Mattheis.

STREAMLINED AGENCY/ASSOCIATION COMMUNICATION. Customer service is just as important to us as it is to our member agencies. In our aim to be responsive to members’ needs, we added a new “Ask IA&B” feature at IABforME.com.

An “Ask IA&B” pop-up box now appears at the bottom right corner of our website. Members can easily submit their question, comment or request online. The message will be routed to the appropriate IA&B staff person who will respond within 24 hours. What’s more, members can track the status of their requests from within our website.

ASSESSED AGENCIES’ EVOLVING NEEDS. Our association has long prided itself on being membercentric – as supported by our ongoing Member Agent Panels, Government Relations Committees and other member input groups. But this year we stepped up our efforts and kicked off a campaign to get to know member agents – and their needs – even better.

As part of the initiative, IA&B staff hit the road and made impromptu check-in visits with member agencies. The visits will continue in the months ahead as we stop by agencies to thank staff for their membership and ask if there’s anything else that IA&B can do for them. n

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2016-2017 Board of Directors

E. Stephen Burnett, CIC, ARM

Delaware Association of IA&B Chairman Weymouth, Swayze & Corroon Insurance Wilmington, Del.

Lisa A. Leach Goth, CIC

G. Greg Gunn, CIC

Charles P. Leach Agency Inc. New Bethlehem, Pa.

John B. Hollister

IA&B Service Group Vice Chairman Sheeley Insurance Agency Milford, Pa.

Douglas A. Loesel, CPCU

18

Richard F. Corroon, CPCU

Insurance & Financial Services Wilmington, Del.

Loesel-Schaaf Insurance Agency Inc. Erie, Pa.

IIABA National Director Gunn-Mowery, LLC Lemoyne, Pa.

David C. King

Michael P. Ertel Sr. PIA National Director The Jacobs Company Columbia, Md.

Bryan Hanes, J.D.

IA&B of Maryland Vice Chairman Antietam Insurance Associates Inc. Hagerstown, Md.

Robert S. Klinger, LUTCF, CPIA

Horst Insurance Lancaster, Pa.

IA&B Service Group Immediate Past Chairman Klinger Insurance Group Germantown, Md.

Craig S. Mader

Elizabeth H. Martin, CIC

Craig S. Mader Insurance Agency Inc. Crofton, Md.

Martin Insurance Agency Millersville, Pa.

Michael F. McGroarty Sr.

IA&B Service Group Chairman McGroarty & Bradburn Insurance Inc. Pittsburgh, Pa.

Richard Rankin, CIC

IA&B of Pennsylvania Vice Chairman Murray Securus Lancaster, Pa.

Glenn R. Strachan

IA&B of Maryland Chairman Strachan Insurance Agency Inc. Ft. Washington, Md.

Mark J. Monroe

Griffith Insurance, LLP West Chester, Pa.

April E. Ressler, CIC

Teeter Insurance Agency Inc. Altoona, Pa.

Bryan S. Willey

Delaware Association of IA&B Vice Chairman Harrington Insurance Agency Dover, Del.

Joseph R. Pastor, CPCU, AAI IA&B of Pennsylvania Chairman Barr’s Insurance Oil City, Pa.

Scott C. Rogers, CPIA The Glatfelter Agency York, Pa.

Lawrence A. Wilson, CIC, CPIA, CPCU, ARM IIABA National Director S.T. Good Insurance New Castle, Del.

J. Marshall Wolff, CIC, CPCU Kressler Wolff & Miller Inc. Easton, Pa.

19

IA&B Financial Reports INSURANCE AGENTS & BROKERS COMBINING STATEMENT OF ACTIVITIES March 31, 2016

IAB OF PA Revenues: Membership Dues Professional Training Events & Member Products Publications Royalties & Commissions Other Total Revenues Expenses: Membership Commission Professional Training Events & Member Products Publications Advocacy Corporate & Management Governance Total Expenses Net Operating Income (Loss)

IAB of MD

Combined IAB Associations

DAIAB

457,604 1,419,025 60,667

85,388 352,364 10,288

26,196 47,748 65,199

637,797 3,891 2,578,984

143,376 591,416

1,245 43,398 183,786

203,639

1,629

9,589

1,136,817 54,146

308,529 8,189

48,491 40,624

80,386 1,149,989 17,875 2,642,852

57,883 225,840 6,739 608,809

12,986 60,020 6,498 178,208

(63,868)

(17,393)

Other Income (Expense): Contributions & interest to designated funds Depreciation & amortization Interest & dividends on cash equivalents Net investment income (loss) PAC income (loss), net of expense Pension expense Life insurance income Deferred compensation expense Pension related changes Income tax benefit (expense) Total Other Income (Expense)

(30,433)

(1,587)

Change in Net Assets

(94,301)

(18,980)

569,188 1,819,137 136,154 0 782,418 47,289 3,354,186

5,578

814 (7,801) 5,400

260 (2,100) 5,659

Intercompany Eliminations

Combined IAB

(4,045) 897 98,779 2,020,613 1,385,556 3,505,845

214,857 0 1,493,837 102,959 0 151,255 1,435,849 31,112 3,429,869

1,740

8,101 (38,355) (1,919)

IAB Service Group

(5,000) (19,341) (1,388,668) (1,417,054)

(1,428) 128,191 430 89,370 2,965,956 37,446 3,221,393

(75,683)

284,452

1,740 0

(200,370)

3,819

9,175 (48,256) 9,140 0 0 0 0 0 (28,201)

1,376 (1,814)

107,094 (475,165)

9,397

(103,884)

(190,713)

(34,532) (882)

(1,389,224) (1,426,066)

565,143 1,819,137 132,051 79,438 2,803,031 44,177 5,442,977

213,429 128,191 1,459,305 102,507 89,370 151,255 3,012,581 68,558 5,225,196

9,012

217,781

1,740 (200,370) 10,551 (59,082) 9,140 0 977 (382,428) 0 107,094 (512,378)

(9,012)

977 (382,428)

(9,012) 0

(294,597)

INSURANCE AGENTS & BROKERS COMBINING STATEMENT OF FINANCIAL POSITION March 31, 2016 ASSETS IAB OF PA Cash & Cash Equivalents Cash, Premium Fiduciary Account Accounts Receivable Prepaid Expenses Deferred Income Tax Inventory Inter-corporate Loans, current portion Investments - Mutual Funds & ETFs Total Current Assets

IAB of MD

Combined IAB Associations

DAIAB

1,759,572

255,150

124,337

161,320 57,513

1,963 2,318

1,716 6,961

8,042 80,933 1,897,172 3,964,552

4,136

204

247,192 510,759

257,822 391,040

Property & Equipment, net Cash Whose Use is Limited, Board & Donor Designated Inter-corporate Loans, net of current portion Investment in Big I Reinsurance Co. Investment in IAB Service Group Other Assets, Net of Amortization Cash Value, Life Insurance Deferred Income Tax Total Other Assets

397,060 397,989 90,000 486,082

27,941

22,193

2,139,059 0 164,999 66,792 0 12,382 80,933 2,402,186 4,866,351

57,476 1,396,023

0

1,182,212

1,371,131

129,954

64,198

Total Assets

5,335,683

640,713

455,238

6,431,634

Total Current Liabilities

1,375,414

30,000 12,005

552,372 386,933 306,899 59,019 22,600 10,724

Intercompany Eliminations

(318,647)

(80,933) (399,580)

Combined IAB 2,691,431 386,933 153,251 125,811 22,600 23,106 0 2,459,662 5,862,794 1,182,212

447,194 397,989 120,000 600,100 0 0 0 1,565,283

102,013

IAB Service Group

447,194 (397,989)

45,840 1,139,308 594,830 1,779,978

(998,089)

0 120,000 0 45,840 1,139,308 594,830 3,529,384

4,358,213

(1,397,669)

9,392,178

(600,100)

LIABILITIES & NET ASSETS

Inter-corporate Loans Retirement Obligations Total Long-term Liabilities

Net Assets, unrestricted Capital Stock Additional Paid-in Capital Designated Funds Undesignated Total Net Unrestricted Assets Total Liabilities & Net Assets

20

218,241

61,034

1,654,689

738,095

(399,580)

1,993,204

397,989 1,258,175 1,656,164

(397,989) (397,989)

0 1,258,175 1,258,175

100 600,000

(100) (600,000)

0

0

0

0 0 0

396,428 3,563,841 3,960,269

27,936 394,536 422,472

22,133 372,071 394,204

0 0 446,497 4,330,448 4,776,945

1,363,854 1,963,954

(600,100)

0 0 446,497 5,694,302 6,140,799

5,335,683

640,713

455,238

6,431,634

4,358,213

(1,397,669)

9,392,178

DECEMBER 2016

IA&B maintains a strong balance sheet with $9.4 million in assets, $6.1 million in member equity and no long-term debt, with almost $218,000 net operating income for the year.

IA&B supports the activities that our members value – effective advocacy, timely compliance resources and quality education.

We’re over 1,250 members strong across three states. Approximately 6,600 participants attend over 195 IA&B classes annually.

And members buy almost 1,700 policies through us for their agency insurance coverage.

This allegiance to IA&B, combined with our carrier partnerships, supports the financial strength of the organization.

The accountants’ review for the fiscal year ended March 31, 2016 is on file at IA&B headquarters.

These statements are a summary of that report.

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The role of volunteers in IA&B’s successes “Your life and mine shall be valued not by what we take, but by what we give.”

– Easter Seals Founder Edgar Allen

V

olunteers truly make the IA&B world go ‘round. We’re a member-centered organization on multiple levels.

Member agents volunteer to govern our association by serving on our board of directors, provide direction to our government affairs team through committee participation, and steer our initiatives through member-input groups. (And stay tuned as we unveil new ways for member agents to get involved and contribute their ideas in 2017.)

As we reflect on 2016 and position our organization for another successful year ahead, we would like to recognize the IA&B of Maryland member agents who gave of their time to better the association over the past 12 months. (Please see pages 18-19 for our board of directors listing.)

22

DECEMBER 2016

Thank You IA&B OF MARYLAND GOVERNMENT RELATIONS COMMITTEE Craig Mader, Chair Craig S Mader Insurance Agency, Inc. - Crofton Vincent "Chip" Boylan, CPCU Willis of Maryland, Inc. - Potomac Bryan Hanes, JD Antietam Insurance Associates, Inc. - Hagerstown Robert Klinger, LUTCF, CPIA Klinger Insurance Group - Germantown Linda McCann, AAI, CPCU, CPIW Bay Shore Insurance, Inc. - Salisbury Stacey Nicholson, CIC, CPCU, CRM, LUTCF CNR Insurance, Inc. - Annapolis Jay Radov Gebco Insurance Associates, Inc. - Towson David "Brad" Rosenkilde, Jr. Rosenkilde & Associates - Hunt Valley Larry Sanders, CIC, CPIA Edward L. Sanders Insurance Agency - La Plata Bryson Popham, Esq., Lobbyist Popham & Andryszak, P.A. - Annapolis

MEMBER AGENT PANELS Gregory Bennett Butch Bradley Bettye Buffington Jon Christiana Reese Cropper Kerry Day Virginia Donohue Crystal Ellis Michael Ertel Barbara Harders Robert Klinger Mark McArdle Craig Mader Blair Mattheiss Kathleen Miller Stacey Nicholson Daniel O'Connell Michael Papa David Patterson Sara Payne Connie Phillips Brad Rosenkilde David Rosenkilde Skip Shepherd Glenn Strachan Michael Thomas Kip White Rodney Yates Gerald Zoller n

Rachel Severance, Lobbyist Fox Rothschild, LLP - Washington, DC

BENEFITS OF VOLUNTEERING WE’RE ALWAYS looking for new member agent volunteers, and in 2017, we’ll unveil new ways to get involved and to help steer the association.

Involvement has its benefits – professional and personal – with opportunities to: • Expand your network

•

Increase your knowledge and experiences

• Contribute to your profession

• Grow into a leadership position (should you desire)

IABforME.com/volunteer

23

What #IABvisits

are teaching us about you Have you heard? The IA&B team is knocking on member agencies’ doors, connecting with agency owners and learning how we can better help them succeed.

24

O

ur campaign to connect with you – our members – by making agency visits is in full force.

Between late June and early November, we met with over 450 agencies throughout our organization’s tri-state footprint (Pennsylvania, Maryland and Delaware). That’s well over a third of our membership, and we’re prepared to visit the rest in the months ahead.

Our goals are simply to thank you for your membership and to ask if there’s anything else that IA&B can do for you.

Reflecting on our visits, we’ve learned how diverse you, our member agencies, are –

DECEMBER 2016

from staff complement, office space and customer base; to lines of business, agency operations and carrier appointments.

But we’ve also noted similarities in your strengths, struggles and even your needs from IA&B membership.

In the process, we’ve reunited with old friends, put faces with names we’ve known for years and met agents we’ve never before crossed paths with. And we’ve met countless agency dogs – and even two agency birds! Follow along in Agent Headlines and on Twitter (#IABvisits) as we document our trek through the region. n

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TECHNOLOGY UPDATE

WHY

WI N DOWS 10?

By Daniel Gilbert

Windows 10 functionally is just like its predecessors with a slightly new look and feel, and a few new features.

26

DECEMBER 2016

W

hat is so special about Windows 10? Why is Microsoft trying so hard to get me to install it, but charging no money for it?

Should I upgrade now? Chances are you have asked these questions since the new operating system was released in 2015.

Fear not – you are not alone. Microsoft is taking an approach to implementing their new operating system that is unique in terms of their previous releases, and people are noticing. In past releases, PC owners have needed to purchase either a license for the new operating system, or a whole new computer with the new operating system installed.

Now, Microsoft is offering Windows 10 as a free upgrade to anyone running a genuine copy of Windows 7 or Windows 8. Also, they are delivering the upgrade by way of Windows Update rather than the traditional method of providing installation media, in the form of a CD/ DVD or a standalone download. This delivery method drastically increases the ease of upgrade from an old operating system to the new operating system.

Regardless of your current operating system, the upgrade to Windows 10 will surely be noticeable. Lately, Microsoft has been in a love/hate relationship with the appearance of the infamous Start Menu.

Desktop users have always enjoyed the traditional menu that appears in the bottom-left of the screen when they click the Start button. When Windows 8 hit the market, Microsoft recognized the emergence of tablet and other touchbased devices, so they designed the “Metro” Interface, which is a version of the Start Menu occupying the entire screen. It was intended to provide more natural interaction on touch devices, but desktop users quickly made it clear to Microsoft that they were upset with the change. The Windows 10 Start Menu is an attempt at finding a healthy compromise between the traditional desktop appearance and the Metro

interface. It appears in the bottom-left as it did before but uses tiles like the Metro Start Menu. It is also fully searchable.

Simply open the Start Menu and begin typing the program or file you need to locate. Try it – it works!

Another notable change in Windows 10 is the emphasis on window docking, or “snapping.” You may know how to maximize or minimize a window, and may even know how to snap a window to a custom size, but Windows 10 adds a new dimension to windows management.

Snapping allows you to position different windows on different areas of the screen, while still maximizing your landscape usage. Suppose that you have only one monitor, but you are required to work in different programs at the same time.

You can drag the window by its title bar to the edge of the screen depending on

where you want it to snap. Dragging the window to the left edge will cause it to occupy the left half of the screen, dragging it to the right edge will cause it to occupy the right half, and dragging it to the top will maximize the window across the entire screen. You can even drag windows to corners of the screen to snap to that corner, allowing you to transform your screen into quadrants.

With two windows snapped side-by-side, Windows 10 allows you to adjust the border where the two windows meet if you want one side to be wider than the other. Learning to snap windows can greatly enhance productivity by reducing the effort and time it takes to switch between windows.

But still, Microsoft has never tried this hard to get us on board with their new operating system – why now? Microsoft

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27

recognizes the effect of prolonged usage of old technology. If they do not promote the use of their new operating system, dependence on the old operating system will grow larger and larger, and they will be stuck supporting it.

Microsoft’s promotion of their new release is nothing new, but they are surely trying harder than ever this time. People have perceived this promotion not as enthusiasm, but rather as aggression by Microsoft. The time between releases of new technology is becoming shorter and shorter, so Microsoft decided that now is the time to become intentional about converting late adopters so that they are not left in the dust by the rapidly evolving world of technology.

Of course, adopting new technology will require some level of re-learning. But the truth is that Windows 10 functionally is just like its predecessors with a slightly new look and feel, and a few new features. Likewise, “under the hood,” Windows 10 is very similar to Windows 7 or 8. This means that applications such as your agency management system are highly unlikely to have any compatibility issues with Windows 10. Just to be safe, check with your IT support before upgrading to ensure applications are compatible and peripherals such as printers and scanners have the proper drivers to function using Windows 10.

Daniel Gilbert, Help Desk Team Lead, has been part of the Kite Technology team for five years. Daniel enjoys leveraging technology to drive automation. He spends much of his workday implementing solutions that eliminate computer issues and improve his clients’ experience. Daniel is an active blogger and enjoys writing articles about new technology.

For additional questions about Windows 10 or agency technology support, Daniel can be reached at 410-356-3113 or at daniel@kitetechgroup.com

28

DE CE M BE R

COUNTDOWN TO COMPLIANCE TH U R SD

New Department of Labor (DOL) overtime regulations go into effect December 1.

ARE YOU PREPARED?

Non-compliance poses a triple threat to agencies. That’s why IA&B is offering a customized compliance program through our new company, Independent Agency Solutions — so you can rise above the risks.

RISK

RISK

RISK

DOL fines can be $10,000 or more

Employees can file lawsuits

DOL can audit your agency

1

2

3

Think of this as PENALTY PREVENTION. Our customized program will provide you with: • • • • •

A thorough understanding of the new rules Compliant job descriptions for all employees Essential updates to your employee handbook Instructions on the required timekeeping protocols Implementation strategies and compliance checklist

RESERVE YOUR SPOT TODAY Make sure your agency becomes confidently compliant with the new overtime regulations. We’re offering this customized program on a first-come, first-serve basis, so don’t delay.

Contact us today to learn about the pricing for your agency size and the levels of program customization available. Call us at 800-998-9644, option 4, email IAB@IABforME.com or visit IABforME.com/IAS. A CUSTOMIZED SERVICE FROM

DECEMBER 2016

CLASSIFIED A DV E R TI S E M E N TS

My Events

SOUTHEAST PA PRODUCERS & AGENCIES

Dec. 2016, Feb. & Mar. 2017 DATE TOPIC

LOCATION

DECEMBER 2016 1

CISR Commercial Property

Philadelphia, PA

5-8

CIC Commercial Casualty Institute

Philadelphia, PA

6

CISR Agency Operations

Mechanicsburg, PA

6-8

Property & Casualty Licensing Study Course

Pittsburgh, PA

7

CISR Commercial Casualty II

Reading, PA

8

William T. Hold: Condo Concepts & Coverage

Baltimore, MD

13-15

Property & Casualty Licensing Study Course

Mechanicsburg, PA

FEBRUARY 2017 1

CISR Personal Residential

Professional agency since 1926 located in Feasterville, Bucks County, Pa. Call for confidential information and a review of our services.

Contact Ray Reinard at 215-357-8600, Ext. 119.

If you would like to place a classified advertisement, please contact Laura Gaenzle at Laura.gaenzle@theygsgroup.com or (717) 430-2351.

Baltimore, MD

1

CISR Elements of Risk Management

Philadelphia, PA

2

CISR Agency Operations

Pittsburgh, PA

7-9

Property & Casualty Licensing Study Course

Mechanicsburg, PA

8

CISR Agency Operations

Allentown, PA

16

CISR Personal Auto

Mechanicsburg, PA

22

CISR Miscellaneous Personal Lines

Lancaster, PA

22-25

CIC Agency Management Institute

Harrisburg, PA

23

William T. Hold: Personal Lines

Hagerstown, MD

28-Mar. 2

Property & Casualty Licensing Study Course

Allentown, PA

AD INDEX Applied Underwriters..................................................15 Berkshire Hathaway Guard Ins Cos .............25

MARCH 2017 7

William T. Hold: Personal Lines

York, PA

8

William T. Hold: Personal Lines

Wilmington, DE

13-14

James K. Ruble Graduate Seminar

Ellicott City, MD

14-16

Property & Casualty Licensing Study Course

Philadelphia, PA

21

William T. Hold: Commercial Lines

Philadelphia, PA

22-25

CIC Personal Lines Institute

Wilmington, DE

22

CISR Miscellaneous Personal Lines

Wilkes-Barre, PA

27-30

CIC Agency Management Institute

Erie, PA

28

CISR Personal Auto

Pittsburgh, PA

29

William T. Hold: Personal Lines

Mechanicsburg, PA

30

CISR Commercial Property

Reading, PA

EMC Insurance Companies..................................17 Grinnell Mutual Reinsurance Co.......................21 Harford Mutual Ins Co...............................................27 IA&B.........................................................................................28 IA&B Partners Program................................................9 Interstate Insurance Mngmnt Inc.................OBC Millers Mutual Group.................................................IFC Preferred Property Program.................................25

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