Member Benefits Catalog - Delaware Edition

New Coverage and resources to reduce E&O exposure. See page 2.

YOUR KEY TO DISTINCTION

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Member Benefits Catalog

Driving members to distinction.

About Insurance Agents & Brokers

We’re listening!

Part of IA&B’s mission is to develop offerings based on member feedback. Several items in this catalog were inspired by Member Agent Panels (MAPs), groups of independent agents that meet twice a year in their home region to share their experiences, views and ideas.

Organized by IA&B, MAP meetings are an open forum for discussion and an opportunity to learn about issues of importance to members. To learn how you can help shape IA&B—your association—as a MAP member, visit iabgroup.com/get_involved.

5050 Ritter Road

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PO Box 2023

Mechanicsburg, PA 17055 Phone: (800) 998-9644 / (717) 795-9100 Fax: (717) 795-8347

Driving members to distinction.

Getting the most out of your membership means taking full advantage of the many resources described in this catalog. Based on input from members and our vast industry knowledge, we are confident that we have developed a portfolio of products and services that will add significant value — and distinction — for independent agents.

With many challenges presented by a weak economy and soft insurance market, there has never been a better time to take advantage of the many benefits provided by IA&B. We can help: • • • • • •

Reduce your E&O exposure Train your staff Increase your sales Influence legislation Streamline your business Keep you informed

Keep this catalog handy as a quick reference guide to the many resources available to you as a member. Then visit iabgroup.com for the most up-to-date and comprehensive information on these and other benefits to which you are entitled.

Email: iab@iabgroup.com iabgroup.com

Driving members to distinction.

Table of Contents Insurance Products ........................... 2 – 5 Errors & Omissions Program E&O Coverage for Property and Casualty Agents E&O Coverage for Life and Health Agents E&O Loss Control Seminars Agent’s Umbrella Virtual Risk Consultant Group Insurance Plans Market Options Personal Umbrella Policy Home Business Insurance Workers’ Compensation Big “I” Markets Excess Umbrella Liability Insurance Eagle Agency Flood Insurance PIA National Flood Program Warranty Solutions Premium Financing Political, Industry and Legal Affairs ................................ 6 – 7 Advocacy Political Action Legal Affairs Producer Agreement Toolkit Fiduciary Responsibility Agency Termination Contract Reviews

Agency Operations ....................... 14 – 16 Employee Management HR Solution© Employee Screening Employee Profiling Big “I” Career Center Business Services 24/7 Customer Care Banking/Financial Services PIA Credit Cards Retirement Services Benchmarking Marsh Berry Best Practices Car Rental Licensing and Renewal Services Central Licensing Bureau Print Products Shipping Services Technology Online Data Backup & Recovery Data Protective Services Real Time Emergency and Business Continuity Planning Getting Started Start-up Agency Toolkit Carrier Relationships ...........................17 Company Satisfaction Index

Education ............................................... 8 – 13

Coverage Issues .......................................17

Executive Management Conference Designation Programs Certified Insurance Counselor (CIC) Certified Insurance Service Representative (CISR) Certified Professional Insurance Agent (CPIA) Errors & Omissions Loss Control Licensing Preparation Self-Study Package Online and On-demand Training Special Topic Seminars On-site Training Education Calendar

Marketing and Branding ...................18 e-Newsletters Brand Affiliation Trusted Choice® Local Agents Serving Main Street AmericaSM Consumer Brochures from IA&B

Publications and .........................

Communications .....................................19 Agent Headlines Capitol Connection IA&B Website Social Media Primary Agent Magazine PIA Connection Independent Agent Magazine

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IA&B Partners ............................................20 IA&B Partners Program

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Insurance Products Protect your agency and your customers with insurance products available through

E&O Coverage for Life and Health Agents _______________________________

your membership in IA&B. Whether it’s errors and omissions (E&O) coverage for your agency, specialized market access or premium financing, IA&B helps safeguard your business and increases your value to clients by providing coverage programs from well-established carriers.

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Benefits found online at iabgroup.com

NB National Benefits available through IA&B’s affiliation with IIABA and PIA Nationals.

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Errors & Omissions Program An E&O lawsuit can devastate an agency. Beyond offering comprehensive coverage from the industry’s most stable carriers, IA&B has tools and resources to help you better understand potential exposures and how to limit them. Strong technical knowledge and solid operational practices will help you prevent unnecessary claims. More information on E&O resources described in this section can be found by logging onto iabgroup.com and clicking “Errors & Omissions.” For coverages, call the IA&B Sales Center at (800) 998-9644, option 2.

For other inquiries, press option 0.

E&O Coverage for Property and Casualty Agents _______________________________

A sound E&O policy can protect your agency from the effects of costly lawsuits. Strong E&O coverage from highly rated carriers is available through your membership in IA&B. You will appreciate coverage features important to independent agents: ■ comprehensive coverage ■ range of deductibles ■ liability limits options ■ optional coverages ◗ employment-related practices liability ◗ contingent catastrophe claim extra expense Our E&O team of service-oriented professionals will guide you through important considerations for protecting your business.

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The description of this coverage herein is for illustration only and is subject to individual policy provisions.

Litigation can seem to come from nowhere, impacting even the best of agencies doing everything by the book. Protect your business with E&O coverage features for life and health agents: ■ ■ ■

optional first-dollar defense full prior acts defense costs in addition to limit of liability

Rest easy knowing you are protected. Turn to IA&B for coverage from stable carriers to safeguard your hard-earned assets.

The description of this coverage herein is for illustration only and is subject to individual policy provisions.

E&O Loss Control Seminars _______________________________ Avoid claims by attending E&O seminars through IA&B. We offer programs that explore different angles — from understanding how and why agents are sued to learning best practices for preventing claims.

Seminars are geared to agency staff that may have an impact on claims.

NOTE: Utica and Westport E&O policyholders may be eligible for loss control credit when completing these courses.

Insurance Products Agent’s Umbrella _______________________________

When your agency’s earning potential and assets warrant more protection than your E&O and commercial coverage provides, turn to IA&B for additional umbrella insurance. We work with you to craft an umbrella program that extends your coverage limits and shields your agency from a potentially devastating loss. IA&B’s umbrella program provides excess coverage for the following underlying policies: ■ ■ ■ ■ ■

errors and omissions comprehensive general liability workers’ compensation commercial automobile liability optional employment practices liability (additional charge and subject to underwriting approval)

Agencies of all sizes can benefit from IA&B’s umbrella program, which includes: ■ ■ ■

comprehensive coverage competitive rate structure payment plans for any premium

To learn more, visit iabgroup.com and click “Insurance Products.”

The description of this coverage herein is for illustration only and is subject to individual policy provisions.

NB Virtual Risk Consultant _______________________________ Increase productivity and professionalism while limiting E&O exposure with The Big I Advantage® Virtual Risk Consultant powered by Rough Notes.

This unique risk evaluation and coverage resource is available at a deep discount to members. It helps identify hidden exposures, while providing greater understanding of the products you sell. Modules to help with solicitations and e-marketing are also included. For more information, visit iabgroup.com and click “Agency Operations” and “Discount Services,” or call The Rough Notes Company at (800) 428-4384.

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Group Insurance Plans

Protect yourself, your employees and families with insurance plans available through your membership in the National Association of Professional Insurance Agents (PIA). Plans are flexible and can be customized to meet your needs. Plans include: ■ ■ ■ ■ ■ ■ ■

Basic Term Life Insurance Long Term Disability Short Term Disability Accidental Death & Dismemberment Hospital Indemnity Voluntary and Dependent Term Life Insurance Business Overhead Expense

To learn more, visit iabgroup.com and click “Insurance Products,” then “Group Programs.”

Market Options Growing your business by selling more types of coverage is possible through IA&B’s Market Options.

A robust portfolio of coverages is available to members who want to reach more insureds or to grow relationships with existing customers through product cross-selling. These programs provide competitive commissions, yet have no volume requirements or access fees. Visit iabgroup.com and click “Insurance Products” to learn more.

Personal Umbrella Policy _______________________________ With liability lawsuits leading to expensive jury awards, clients may not have the coverage they need with their current auto and homeowners’ policies.

Protect your clients’ financial well being by offering Personal Umbrella Policies (PUP) through RLI. A PUP’s stand-alone capability eliminates the complications of complying with underlying coverages. Program highlights include: ■

■ ■ ■ ■

self-underwriting application ability to combine with another umbrella for additional coverage limits up to $5 million coverages above auto, home and rental properties broad underwriting guidelines

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Insurance Products Home Business Insurance _______________________________

NB Big “I” Markets _______________________________

You can tap the home business market using RLI’s home business insurance, available through IA&B. Many entrepreneurs working out of their homes discover they are under insured only after suffering a loss. RLI helps you protect home business clients with coverages that are often excluded in homeowners’ and renters’ policies. With policies that are simple to rate and self-underwriting, you can quickly tell your clients if they qualify for coverage. Other advantages include:

Grow your business with specialty/niche policies, program business and hard-to-find markets with coverage through Big “I” Markets. As an IIABA member, you have access to competitive products with attractive commissions for a wide range of coverages, including:

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business property protection up to $100,000 (with a $250 deductible) liability limits up to $1 million policies written on a standard BOP form electronic data processing coverage loss-of-income coverage

Workers’ Compensation _______________________________ Protect your business-owner clients from lawsuits resulting from work-related accidents. IA&B’s partnership with Agency Resources Inc. (ARI) gives you access to a small, mono-line workers’ comp program to expand your product offering and grow your business. Program highlights include: ■ ■ ■ ■ ■ ■

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selection of carriers hundreds of business classes any size account multi-state availability same-day quotes pay-as-you-go option — clients pay premiums based on actual payrolls, not estimates

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affluent homeowners’ renters insurance event liability recreational vehicles

There are no access fees, no volume requirements and no IT capabilities beyond basic Internet access.

Excess Umbrella Liability Insurance _______________________________ Our increasingly litigious society has created new and complex exposures for individuals, especially those with substantial assets or high income. Anderson & Murison’s primary and excess umbrella liability insurance is designed to help mitigate the significant liability risks these clients face every day.

NB Eagle Agency _______________________________ Build your personal lines book of business using Eagle Agency, a benefit created exclusively for IIABA members. Eagle Agency provides easy access to top-rated carriers with low volume commitments and no fees. Profitable Eagle agents attaining a pre-determined level of written premium will have the opportunity to receive direct contracts with the partner carriers.

Insurance Products NB Flood Insurance _______________________________

Big “I” Flood Program Help your clients prepare for flood damage with coverage through the Big “I” Flood Program.

IIABA and its flood insurance partner, Selective Insurance, offers IA&B members access to flood insurance. Beyond the coverage, this program provides education and guidance for agents unfamiliar with writing flood policies. Selective also provides a range of tools as part of its WYO program.

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PIA National Flood Program Through The Hartford (a WYO company) and PIA National, IA&B members have the opportunity to offer flood insurance to their clients. The Hartford Flood program features an easy enrollment process, competitive commissions, advanced Internet services, plus a variety of programs and surplus lines.

Premium Financing

Help your clients manage the cost of their insurance coverage with premium financing. Available for personal and commercial lines, you can offer an affordable solution to clients who need coverage and a way to pay for it. Highlights of the program include: ■ ■ ■ ■ ■

guaranteed interest rate online quoting and servicing easy Quick Loan technology flexible payment terms optional credit card down payment

Premium financing can add to your agency’s bottom line. With competitive interest rates, you can add another source of revenue* to invest in your business.

For more information, visit iabgroup.com and click “Insurance Products,” then “Premium Financing.”

NB Warranty Solutions _______________________________ Market a Vehicle Service Contract (VSC) product directly to auto dealerships using Warranty Solutions.

Members can access this program and monitor sales, loss ratios and claims activity for their dealers through the Warranty Solutions website, warrantysolutions.com.

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Political, Industry and Legal Affairs Advocacy

Political Action _______________________________

IA&B serves as your advocate in the state

regulators to support the independent

Join the legions of independent insurance agents trying to affect positive change by participating in IA&B’s Grassroots Action Alerts and by making a contribution to AgentPAC — your state association’s political action committee. Donating to AgentPAC is how you can personally make a difference.

Your contribution helps ensure that agent-friendly candidates are elected and representing your interests in the halls of political power. Making an online contribution is easy and secure when you log on at iabgroup.com and click “Political Action Center.”

agency system. We also offer resources to

Top issues for the current legislative session include:

Capitol and throughout the industry by striving to ensure that new laws, government regulations and industry trends are in your best interest (and helping you to navigate them, when they’re not). We also work on your behalf to elect likeminded legislators and to encourage

advise you on important legal matters.

Stay informed through items in weekly Agent Headlines e-mails, periodic Capitol Connection updates and 24/7 resources at

Pennsylvania ■

seeking greater clarity and consistency with certificates of insurance

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increasing minimum auto limits to reflect today’s costs

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ensuring the role of agents in the implementation of health care reform

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expanding voluntary WC coverage to include partners of a partnership and officers of an LLC

iabgroup.com. More in-depth articles also appear on the pages of Primary Agent magazine each month.

Maryland

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seeking greater clarity and consistency with certificates of insurance

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pushing for a privately run health insurance exchange

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ensuring that agents – as business owners – don't get pinched in revenuegenerating proposals to address state budget deficits

Delaware ■

ensuring the role of agents in the implementation of health care reform

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making sure regulators and legislators are aware of the potential negative impacts of severe mandated rate cuts in the workers’ comp market

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ensuring that agents – as business owners – don’t get pinched in revenue-generating proposals to address state budget deficits

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Legal Affairs _______________________________ IA&B’s advocacy goes beyond lobbying lawmakers.

We protect member interests in the legal system and explain what court decisions mean to them. Rely on IA&B to protect your position. For expert guidance on a legal question or situation, log onto iabgroup.com and click “Industry & Legal,” or refer to the specific resources described below.

Producer Agreement Toolkit Don’t let departing employees leave with your agency’s accounts. IA&B’s Producer Agreement Toolkit is a Web-based resource that walks member agency owners through necessary provisions in producer agreements and spells out the consequences of improperly drafted contracts.

It also contains a sample producer agreement for employees and independent contractors. Members can access this resource at iabgroup.com/patoolkit.

Fiduciary Responsibility Ensure your fiduciary accounts are in proper order using IA&B’s Fiduciary Responsibility Resource. This online resource provides a solid foundation for you to thoroughly understand your legal requirements, how to manage those requirements and how to maximize FDIC protection on your accounts.

To get your fiduciary duties in order, log on to iabgroup.com, and click “Agency Operations” then “Fiduciary Duties.”

Agency Termination When agencies and carriers part ways, contract laws, consumer rights as well as state laws come into play. This resource looks at the state agency termination statutes and answers frequently asked questions about the operation of that law.

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Contract Reviews IA&B provides reviews of and advocacy concerning carrier contracts. Advocacy on behalf of members is central to the mission of IA&B with an emphasis on the protection of agents’ ownership of expirations and other key components of agency-company contracts.

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Education Knowledge is power. With professional development programs from IA&B, you can gain the knowledge (and power) to succeed. Whether it's basic insurance training, sales or advanced designation courses, IA&B’s nationally acclaimed training programs distinguish you from

Designation Programs IA&B offers designation and certification programs to give your staff the knowledge they need to be a greater asset to your agency. Professional designation pays dividends for the agency, employees and clients.

Certified Insurance Counselor (CIC) _______________________________

the competition. IA&B programs help you: ■ ■ ■ ■

build your knowledge refine your skills manage your business serve your clients

Courses are offered in ways that work best for your agency: ■

traditional classroom settings in your region

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Agency Management

on-site training right in your office building

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Commercial Casualty

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Commercial Property

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online training through scheduled webinars

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Life and Health

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Personal Lines

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on-demand content at the time and place of your choosing

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Executive Management Conference (EMC) IA&B has designed programs exclusively for member agency owners to receive guidance on key management topics. These dynamic conferences focus on complex issues that requires careful attention, but often get overlooked in the daily operation of running a busy agency.

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This designation is recognized as the insurance industry’s highest sign of distinction. The curriculum goes beyond personal and commercial lines coverage basics to build a keen awareness of special policies while exploring innovative ways to maximize clients’ coverage. Relevant, practical content is taught through five institutes:

Topics are identified by members through various means, including Member Agent Panel meetings, surveys, evaluations and member inquiries to IA&B. Recent conferences have focused on agency perpetuation and technology utilization to increase productivity.

By attending EMC agency owners will gain insight on the full scope of the issue and learn how to break it down into manageable components to implement.

In addition, talking and collaborating with experts helps owners re-prioritize key initiatives that help keep their agency viable.

The 2011 EMC will take place on October 4-5 at the Lancaster Eden Resort in Lancaster, Pa.

Certified Insurance Service Representative (CISR) _______________________________

This program coaches front-line employees — your CSRs, agents and agency managers — and lays the foundation for them to deliver exceptional customer service. It provides information on risks and exposures of personal and commercial lines while focusing on minimizing E&O claims and cross-selling coverages.

The program is comprised of five courses that are offered in classrooms or online: ■

Agency Operations

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Insuring Commercial Casualty

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Insuring Commercial Property

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Insuring Personal Autos

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Insuring Residential Property

Education Certified Professional Insurance Agent (CPIA) _______________________________

This program teaches participants how to generate qualified leads and fine tune communication skills in order to sell to new prospects and retain existing clients. Three Insurance Success Seminars cover marketing and sales strategies that will maximize sales opportunities for producers and customer service representatives: ■

Position for Success

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Implement for Success

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Sustain Success

Errors & Omissions Loss Control Avoid errors and omissions (E&O) claims by attending E&O seminars through IA&B. We offer seminars that explore different angles — from understanding how and why agents are sued, to learning best practices for preventing claims. Seminars are geared to agency staff that may have an impact on claims.

NOTE: Utica and Westport E&O policyholders may be eligible for pricing considerations when completing these courses.

Special Topic Seminars IA&B offers special-topic seminars that focus on key coverages. These are designed around all positions in the agency. Look for seminars coming throughout the year that will take you beyond the basics and into the complexity of different insurance coverages. Past topics have covered issues surrounding changes to condo laws and CGL coverage for faulty workmanship.

Licensing Preparation These programs are designed to take some of the anxiety out of taking licensing exams. IA&B offers traditional classroom and self-study options for both property & casualty and life & health lines.

Self-Study Package _______________________________ This option is an alternative to the classroom for those who prefer independent exam preparation. Packages include study schedules, checkpoint quizzes and online practice exams. This method offers the flexibility of learning on your own time and at your own pace.

Online and On-demand Training When the classroom offerings don’t fit your schedule, your area of interest or your learning style, you may be able to go online to obtain the professional development you need. IA&B’s schedule of webinars or on-demand programs (available anytime) can satisfy your training or CE requirements at your desk, at home, or wherever you have Web access. This training technology provides a convenient learning format that delivers the same quality instruction you expect from IA&B’s education curriculum.

You learn relevant, timely information on various topics, including: ■

New Employee Orientation

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Delivering Quality Service

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Personal Lines Basics

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Commercial Lines Basics

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National Flood Insurance

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Ethics In the Insurance Industry

NOTE: Courses leading to CISR designation are also offered online.

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On-site Training Maximize your agency’s productivity and effectively train your staff right in your own office building. Meet your staff training goals without the travel expense and time spent out of the office by hosting any IA&B training program right on your premises. Contact the IA&B Member Service Center for more details on how you can bring on-site training to your agency.

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2011 Education Calendar CIC Institutes Seminar

Location

Dates

Agency Management

Ellicott City, MD

May 16 – 19

Agency Management

Erie, PA

May 23 – 26

Agency Management

Philadelphia, PA

August 3 – 6

Agency Management

Pittsburgh, PA

October 5 – 8

Commercial Casualty

Lancaster, PA

June 6 – 9

Commercial Casualty

Hunt Valley, MD

August 22 – 25

Commercial Casualty

Philadelphia, PA

November 9 – 12

Commercial Property

Pittsburgh, PA

February 23 – 26

Commercial Property

Erie, PA

March 28 – 31

Commercial Property

York, PA

May 11 – 14

Life & Health

Lehigh Valley, PA

April 6 – 9

Life & Health

Harrisburg, PA

September 14 – 17

Personal Lines

Newark, DE

March 23 – 26

Personal Lines

Lehigh Valley, PA

September 19 – 22

Personal Lines

Ellicott City, MD

November 2 – 5

Personal Lines

Erie, PA

November 14 – 17

James K. Ruble Graduate Seminars (CIC Designees Only) Location

Dates

Location

Dates

Ellicott City, MD

March 16 – 18

Hershey, PA

August 10 –12

Pittsburgh, PA

April 18 – 20

Ocean City, MD

October 3 – 5

Philadelphia, PA

May 18 – 20

Lancaster, PA

December 5 – 7

Annapolis, MD

June 15 – 17

CISR Agency Operations

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Location

Dates

Location

Dates

Lancaster, PA

March 9

Frederick, MD

September 28

Philadelphia, PA

March 16

Erie, PA

October 5

Baltimore, MD

April 7

Pittsburgh, PA

October 6

Reading, PA

May 17

Mechanicsburg, PA

October 20

Lehigh Valley, PA

June 15

Philadelphia, PA

November 2

Pittsburgh, PA

July 19

Salisbury, MD

November 3

Altoona, PA

July 20

Dover, DE

December 15

Mechanicsburg, PA

September 14

CISR Commercial Casualty Location

Dates

Location

Dates

Philadelphia, PA

March 18

Hagerstown, MD

July 26

York, PA

June 29

Baltimore, MD

July 27

Reading, PA

July 6

Lancaster, PA

August 9

State College, PA

July 7

Philadelphia, PA

August 10

Wilkes-Barre, PA

July 12

Mechanicsburg, PA

September 16

Lehigh Valley, PA

July 20

Pittsburgh, PA

September 28

Mechanicsburg, PA

July 21

Pittsburgh, PA

September 29

CISR Commercial Property Location

Dates

Location

Dates

Philadelphia, PA

March 17

Baltimore, MD

May 18

Altoona, PA

March 30

Mechanicsburg, PA

May 19

Erie, PA

April 12

Lehigh Valley, PA

May 25

Wilkes-Barre, PA

April 20

Salisbury, MD

June 1

Reading, PA

April 21

Pittsburgh, PA

June 15

York, PA

April 26

Lancaster, PA

June 16

Frederick, MD

April 27

Philadelphia, PA

June 28

Pittsburgh, PA

May 4

Mechanicsburg, PA

September 15

CISR Personal Auto* Location

Dates

Location

Dates

Philadelphia, PA

February 17

Reading, PA

March 22

Baltimore, MD

February 22

York, PA

March 23

Lehigh Valley, PA

February 23

Pittsburgh, PA

March 29

Pittsburgh, PA

March 8

Salisbury, MD

April 5

Altoona, PA

March 9

Mechanicsburg, PA

September 13

Philadelphia, PA

March 15

*State specific

Newark, DE

March 16 iabgroup.com

CISR Personal Residential

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Location

Dates

Location

Dates

Philadelphia, PA

March 14

York, PA

October 26

State College, PA

March 30

Mechanicsburg, PA

November 2

Mechanicsburg, PA

September 12

Lancaster, PA

November 10

Baltimore, MD

September 13

Pittsburgh, PA

November 15

Scranton, PA

October 11

Pittsburgh, PA

December 7

Reading, PA

October 12

Lehigh Valley, PA

December 13

Frederick, MD

October 13

Philadelphia, PA

December 14

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2011 Education Calendar Dynamics of Service Location

Dates

Location

Dates

Columbia, MD

April 20

Baltimore, MD

August 11

Mechanicsburg, PA

May 26

Pittsburgh, PA

October 19

Philadelphia, PA

June 7

Mechanicsburg, PA

December 8

William T. Hold Seminars Location

Dates

Location

Dates

Erie, PA

February 23

Philadelphia, PA

July 14

Lehigh Valley, PA

March 8

Salisbury, MD

August 3

Baltimore, MD

March 16

Lehigh Valley, PA

August 16

Pittsburgh, PA

April 13

Dover, DE

August 17

Mechanicsburg, PA

April 19

Altoona, PA

September 27

Newark, DE

May 18

Wilkes-Barre, PA

September 27

Baltimore, MD

June 30

Pittsburgh, PA

October 18

Lancaster, PA

July 13

Hagerstown, MD

November 1

Location

Dates

Location

Dates

Mechanicsburg, PA

April 12

Pittsburgh, PA

August 18

Mechanicsburg, PA

April 13

Philadelphia, PA

October 25

Mechanicsburg, PA

April 14

Philadelphia, PA

October 26

Pittsburgh, PA

August 16

Philadelphia, PA

October 27

Pittsburgh, PA

August 17

CPIA

E&O 10 Ways to Get Sued Location

Dates

Location

Dates

Baltimore, MD

March 15

Lehigh Valley, PA

November 8

Philadelphia, PA

March 22

Baltimore, MD

November 29

Pittsburgh, PA

April 21

Dover, DE

November 30

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Mechanicsburg, PA

November 1

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E&O Best Practices

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Location

Dates

Location

Dates

Newark, DE

February 24

Pittsburgh, PA

November 16

Philadelphia, PA

May 26

Erie, PA

December 6

Lehigh Valley, PA

August 24

Life & Health Licensing Study Course Location

Dates

Location

Dates

Mechanicsburg, PA

March 1 – 3

Mechanicsburg, PA

August 30 – 9/1/2011

Philadelphia, PA

May 3 – 5

Pittsburgh, PA

October 18 – 20

Property & Casualty Licensing Study Course Location

Dates

Location

Dates

Mechanicsburg, PA

February 15 – 17

Philadelphia, PA

August 23 – 25

Philadelphia, PA

April 5 – 7

Lehigh Valley, PA

September 20 – 22

Mechanicsburg, PA

April 26 – 28

Mechanicsburg, PA

October 4 – 6

Pittsburgh, PA

May 10 – 12

Lehigh Valley, PA

November 1 – 3

Lehigh Valley, PA

May 24 – 26

Pittsburgh, PA

November 8 – 10

Mechanicsburg, PA

June 7 – 9

Mechanicsburg, PA

November 29 – December 1

Pittsburgh, PA

August 2 – 4

Philadelphia, PA

December 6 – 8

Mechanicsburg, PA

August 9 – 11

New Employee Training (Online) Seminar

Dates

New Employee Orientation

March 14 – May 6

New Employee Orientation

April 11 – June 3

New Employee Orientation

May 9 – July 1

New Employee Orientation

June 13 – August 5

New Employee Orientation

July 11 – September 2

New Employee Orientation

August 8 – September 30

New Employee Orientation

September 12 – November 4

New Employee Orientation

October 10 – December 2

New Employee Orientation

November 14 – January 6

Delivering Quality Service

June 13 – July 29

Delivering Quality Service

October 10 – November 25

Commercial Lines Basics

April 11 – June 10

Commercial Lines Basics

June 13 – August 12

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Commercial Lines Basics

August 8 – October 7

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Commercial Lines Basics

October 10 – December 9

Personal Lines Basics

March 14 – April 29

Personal Lines Basics

May 9 – June 24

Personal Lines Basics

July 11 – August 26

Personal Lines Basics

September 12 – October 28

Personal Lines Basics

January 14 – December 30

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Agency Operations Running an independent agency has never been more challenging.

Fortunately, the following resources are available to help members effectively and efficiently manage

NB Employee Profiling _______________________________ Take the guesswork out of personnel decisions by using OMNIA employee profiling services. Whether you are hiring, deciding future roles for current employees, team building or creating a business succession plan, OMNIA can help.

their business.

Employee Management

NB Big “I” Career Center _______________________________

Your staff may be your agency’s greatest asset, but without proper due diligence, bad apples can become a liability. IA&B provides tools to help you manage human resources while protecting the best interests of your business. These are briefly described in this section with more information available by logging onto iabgroup.com, and clicking “Agency Operations” then “Employee Management.”

Independent Insurance Agents & Brokers of America offers the Big “I” Career Center, an online job and resume posting service for the insurance industry.

Employers and recruiters can also use the website to fill staffing needs from the qualified talent pool.

Visit insurancecareerfinder.com to learn more.

Note: Many of these resources are available only to individuals designated as your “Agency Administrator” with IA&B. Contact the Member Service Center for more information.

HR Solution© _______________________________ IA&B’s HR Solution© is revamped and more robust.

This resource helps agency administrators manage employment practices and become legally compliant with federal and state employer laws.

HR Solution© provides a solid foundation for setting proper employment practices through these base products:

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human resources audit survey

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employee handbook template

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administrative and compliance guide

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consultation services (call (610) 779-3870)

Employee Screening _______________________________ IA&B-endorsed ScreenNow® pre-employment screening services offer instant access to various background reports to help ensure new hires have a clean record. IA&B members receive a 15 percent discount on background screening products.

Business Services IA&B members have access to products and services (some at discounted member rates) used in the daily operation of their businesses. Briefly described in this section, these are available through our alliances with nationally recognized companies. Learn more by logging onto iabgroup.com and clicking “Agency Operations” then “Discount Services,” or call our Member Service Center at (800) 998-9644.

NB 24/7 Customer Care _______________________________ Extend your customer service without adding staff.

Big “I”– endorsed Artizan Internet Services offers CSR24, the only 24/7 customer-care solution designed for the insurance industry, and Service 911, a low-cost solution for your agency to remain operational during an emergency.

Agency Operations NB Financial Services _______________________________

Benchmarking _______________________________ Marsh Berry

NB Banking/Financial Services Mange your agency’s financial stability with InsurBanc. InsurBanc recognizes the value of an agency’s business and offers both creative agency financing solutions and custom cash management capabilities with a range of products and services that maximize value.

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Evaluate and improve your agency’s value using Marsh Berry resources. Learn innovative management techniques and benchmarking services in the areas of finance, operations, sales and marketing and strategy to position your agency for success. IA&B members save $100 off the annual basic subscription fee.

__________________________ NB Best Practices

NB PIA Credit Cards Bank of America offers members PIA-branded personal (PIA Platinum Plus® MasterCard® with or without WorldPoints®) and business (PIA Business Card with WorldPoints®) credit cards. WorldPoints® allows you to earn points and get the rewards you want — cash, travel, merchandise and gift certificates. Apply at pianet.com/bankofamerica.

Improve your agency’s performance with the Best Practices program, available through Big“I.” Performance benchmarks and business strategies guide you in realizing your agency’s full potential. A comprehensive series of tools and publications also allows you to compare your agency’s results with those of other top-performing agencies in the country.

NB Retirement Services _______________________________ Big “I” Retirement Services helps you to choose the plan that is right for you or your agency. Choose from: Plans for Agencies

Plans for Individuals

Money Purchase Plans

Regular IRA

Profit Sharing Plans

Roth IRA

Regular 401(k) Safe Harbor 401(k) Simple 401(k) Simple IRA

NB Car Rental _______________________________ PIA members get unlimited mileage and year-round discounts of up to 20 percent off Alamo’s rates. Book with your travel agent or directly through Alamo.

Be sure to request ID number 93140 at the time of reservation. Call 1-800 GO ALAMO or book online.

Also enjoy special savings and upgrades on car rentals from Hertz. Use your IIABA member CDP number 0034948 to book your reservation.

Simplified Employee Pension Program (SEP) Big “I” Retirement Services consultants can construct a custom plan for you or consult with you on an existing one. They also make it easy to roll over into a customized plan without excess paperwork. Contact the IA&B Member Service Center to learn more about this program.

NB Licensing and Renewal Services _______________________________ Producer licensing is a time-consuming and expensive process for agencies. PIA members can access discounted, Web-based licensing services from Sircon, an industry leader in providing compliance services.

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Agency Operations NB Central Licensing Bureau _______________________________ Focus on selling insurance, not completing license applications. Central Licensing Bureau (CLB) takes the hassle out of licensing by supplying and completing all license applications and helping you obtain and maintain your licenses.

NB Print Products _______________________________ Communicate your agency’s brand with customized printed materials from Mines Press. An extensive selection of office supplies, business forms, stationery and promotional items is available at discounts ranging from 10-50 percent.

NB Shipping Services

_______________________________ Receive special discounts on package shipping through UPS and FedEx. For more information contact our Member Service Center or go to iabgroup.com and click “Agency Operations” then “Discount Services.”

Technology Technology tools can increase productivity and pay real dividends when used effectively. The “Technology” section of iabgroup.com offers a collection of resources to bring you up to speed with this ever-changing aspect of your business.

NB Online Data Backup and Recovery _______________________________

iabgroup.com (800) 998-9644

Using online data backup and recovery offered by Courtesy Computers, Inc., PIA members can use their agency’s Internet connection to backup their agency’s critical files to a secure remote location, from anywhere in America.

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NB Data Protective Services _______________________________ Handling your customer’s data with care is more critical than ever, and simply having a data security plan is not enough. You need to be able to continuously audit, monitor and enforce compliance with that plan. PIA has partnered with MobileSecure to provide insurance agents with a program that helps agencies take a proactive stance in managing their data security risk.

NB Real Time

_______________________________ Simplify your agency workflows and deliver speedy customer service using Real Time. Real Time gives you the ability to click on a button from a client file in your agency management system or comparative rater for immediate access to carrier information on your client.

Whether the transaction is a quote, billing inquiry, claim inquiry/loss run, policy view, endorsement or a request for information, you will experience a single workflow for servicing or quoting without the wait.

This faster, more efficient way of doing business is available to IIABA members. Visit www.getrealtime.org to learn more.

Emergency and Business Continuity Planning Avoid financial loss and unnecessary downtime when disaster or emergency strikes. IA&B’s Emergency Planning Manual will help you bring order to chaos in recovering your agency from a natural disaster or any sudden emergency.

This Web-based tool allows you to create your agency’s personalized plan, which you can access anywhere, anytime to act decisively and smoothly to restore your agency operations. To develop and implement your emergency plan, go to iabgroup.com and click “Agency Operations” then “Emergency Planning.”

Getting Started Start-up Agency Toolkit _______________________________ New agencies may need extra help in getting established, so we’ve developed “ABC’s for New Agencies,” a Web-based tool that covers the essentials of starting an insurance agency.

This resource explains the American Agency System and the different corporate structures available.

It covers licensing, business plans, E&O insurance and various compliance components – like privacy, handling client money and procedure manuals.

Log on to iabgroup.com/start-up to access this new member benefit.

Carrier Relations IA&B leads the way in building positive

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Products, Pricing & Underwriting

relationships between agents and

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Policy Service & Claims

carriers. The “Carrier Relationships”

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Agency/Company Relationship

area of iabgroup.com offers contract

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Technology

analyses and other company-specific information, as well as the searchable results of IA&B’s Company Satisfaction

The new biennial report (released in 2010) differentiates the carriers based upon direct premium written and the number of states in their footprint.

Index, a biennial member survey that serves as a benchmarking tool for carrier satisfaction.

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Company Satisfaction Index IA&B’s Company Satisfaction Index (CSI) survey is a valuable tool for comparing your experiences with carriers to those of other agents. This information can be used when considering new carriers. The CSI report provides member feedback on four key areas:

Coverage Issues Make sure you are up to date on changing coverage issues to best serve your clients and maintain your agency’s reputation.

In the “Coverages” area of iabgroup.com, you will find a collection of coverage resources authored

by Jerry Milton, CIC, covering topics such as: ■ ■ ■ ■ ■ ■ ■ ■

Auto Business Owners’ Homeowners’ Workers’ Compensation Commercial General Liability Flood Life State-specific coverage issues

“

Most of our backyard toys are ‘attractive nuisances.’

They attract children – pure and simple! Remember, if we’re not properly insured for our toys, our ‘fun in the sun’ could prove to be very costly. Have you advised your clients?

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– Jerry Milton, CIC

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Marketing and Branding Effective branding and marketing distinguishes your agency from the competition, and the good news is that IA&B helps make it affordable. Whether it’s an e-newsletter service, consumer

TrustedChoice.com where they can search for their local independent agents through an Agency Locator. The website also provides information related to their insurance needs while reinforcing the message that independent agents work on their behalf.

brochures or access to recognizable national brands, IA&B helps you project a professional image and compelling message. For more information on the resources mentioned below, log on to iabgroup.com, and click “Agency Operations” then “Marketing & Branding.”

e-Newsletters _______________________________ How do your clients and prospects want to receive information? If they prefer e-mail, IA&B offers an easy, affordable way to send them an informative, professional-looking electronic newsletter. A collection of professionally written articles and design templates that can be customized for your agency make effective e-mail communication and marketing manageable.

NB Brand Affiliation _______________________________ Trusted Choice® Adopting and (most importantly) living the Trusted Choice® brand projects the critical message that independent agencies, like yours, are the smart way to buy insurance and financial services. Through an aggressive national marketing and advertising strategy, consumers are drawn to you through: iabgroup.com (800) 998-9644 Online Benefit NB

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■ national broadcast advertising and public relations exposure ■ professionally produced tie-in ads for TV, radio and print publications that are customizable for your agency ■ local marketing collateral materials that include the Trusted Choice® logo ■ user-friendly website to drive visitors to your contact information

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When effectively integrated with local advertising and public relations initiatives, this campaign pushes consumers to

NB Local Agents ServingSM Main Street America

Available exclusively through your PIA national membership (at no additional cost), this branding program helps set you apart from the competition by focusing on the main benefits of the independent agency system: personal support and service, and a choice of companies’ policies to best fit clients’ needs.

Participants receive an advertising kit containing a series of print ads that can be customized with your agency’s logo and contact information.

PIA radio ads can also be used on the stations of your choice with custom tags for your agency.

Consumer Brochures from IA&B _______________________________ Promote your agency while protecting your clients by using customizable consumer brochures from IA&B. Add your agency logo and contact information to keep your name in front of current and prospective clients as you help them make informed decisions.

IA&B’s Family Risk Brochure comes in a self-mailing, questionnaire format that allows clients to provide you with details on their family activities so you can determine the right type of coverage to fit the liability.

Publications and Communications Keep up on important issues and industry trends with IA&B's print publications and electronic communications. These resources deliver information you need

Social Media The longer you put off joining the conversation, the more you're missing. IA&B is facilitating professional and informative exchanges on the social Web.

to make informed decisions essential

Discuss trends and network with colleagues by joining IA&B’s LinkedIn group.

to your business.

_______________________________

Read timely updates on your association’s activities and breaking industry news by following IA&B on Twitter.

Agent Headlines This weekly electronic newsletter keeps you up to speed on the latest information you need. It covers industry and financial news, state-specific legislative activity, company ratings and announcements from IA&B. Special editions alert you to breaking industry news.

Capitol Connection Stay in touch with IA&B's legislative initiatives on both the state and federal level with this periodic e-newsletter. Sent at pivotal times in the legislature’s cycle, Capitol Connection gives you insider details about issues that impact you the most.

IA&B Website Whether you’re looking for a business solution or simply more information, look to iabgroup.com first.

All the benefits and resources available to you as a member are just a few clicks away. Real-time capabilities make online registration for seminars and other services a snap. Members receive quick and unlimited access to state-specific, passwordprotected information not available to the general public.

PENNSYLVANIA

year, start

Primary Agent Magazine

Fresh fresh

Packed with news and information, Primary Agent magazine gives you an insightful look at issues affecting the workplace, industry and association.

Each monthly issue includes state-specific news, commentaries on coverage and preventing errors and omissions, and other articles of interest to independent agents. Hard copies are mailed to agency principals while all agency employees receive access to digital editions at iabgroup.com.

INTHISISSUE: ––––––––––––––– 11 resolutions for 2011

NB

PIA Connection

The official newsletter of the National Association of Professional Insurance Agents, PIA Connection focuses on legislative topics that affect independent agents, highlights PIA membership benefits and keeps members informed of industry developments and trends that impact the agency system.

NB

Independent Agent Magazine

Available to members affiliated nationally with Independent Insurance Agents & Brokers of America (IIABA), Independent Agent (IA) magazine offers a national perspective on news, industry developments and business trends and insurance-related legislation.

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IA&B Partners IA&B Partners are qualified companies who receive year-round exposure to key decision makers within independent insurance agencies. Partners can choose from four levels of sponsorship (Platinum, Gold, Silver or Bronze), depending on the level of exposure they desire.

What’s in it for Partners?

Why Become a Partner?

Membership as an IA&B Partner provides market exposure to 13,000 individual agents and staff working in more than 1,400 member agencies in Pennsylvania, Maryland and Delaware. Sponsors can choose from four levels of partnership with varying amounts of promotion. IA&B Partners also enjoy the benefits of IA&B membership (e.g. access to members-only communications, Web content, education programs, etc.).

Becoming a Partner enables you to reach agents — your core audience — who serve as the direct link to insurance-buying consumers.

Through a mix of promotional media, you can enhance recognition of your brand and communicate your message. More importantly, you can stay connected to agents and the industry issues of importance to them by receiving some of the same member benefits.

For more information, contact the IA&B Member Service Center at (800) 998-9644, option 0, or visit iabgroup.com/join/partners.

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

Thank you for your continued sponsorship.

Partners Program Partners Program 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.

DO YOU SEE YOUR NAME? 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 www.iabgroup.com to get started.

PLATINUM LEVEL

BRONZE LEVEL

ACUITY Berkley Mid-Atlantic Group Erie Insurance Group Harleysville Insurance Highmark Casualty Insurance Company Insurance Agents & Brokers Service Group Inc Millers Mutual Group Millville Mutual Insurance Co Mutual Benefit Group Ohio Casualty Penn National Insurance Selective Swiss Re The Main Street America Group Travelers Utica National Insurance Group

Aegis Security Insurance Co

GOLD LEVEL Allied Insurance MMG Insurance Progressive

SILVER LEVEL Access Insurance Company American Mining Insurance Co Cumberland Insurance Group Donegal Insurance Group Frederick Mutual Insurance Co Harford Mutual Insurance Co Juniata Mutual Insurance Co PSBA Insurance Trust The Motorists Insurance Group Westfield Insurance Zenith Insurance

Agency Insurance Company Auto-Owners Insurance Company Briar Creek Mutual Insurance Company Builders Insurance Group Chubb Group of Insurance Companies Encompass Insurance First General Services Foremost Insurance Group Goodville Mutual Casualty Company Grange Insurance Companies Hanover Fire & Casualty Insurance Company Insurance Alliance of Central PA Inc Insurance Placement Facility of PA Keystone Insurers Group Inc Lebanon Mutual Insurance Company Mercer Insurance Group Merchants Insurance Group Mercury Casualty Penn Millers Insurance Company Penn PRIME Municipal Insurance Reamstown Mutual Insurance Company Rockwood Casualty Insurance State Auto Mutual Insurance Company TAPCO Underwriters Inc The Brethren Mutual Insurance Company The Mutual Service Office Inc Tuscarora Wayne Insurance Company

Find help through IA&B’s Member Service Center

Driving members to distinction.

Whether you need assistance using iabgroup.com, have a question about insurance coverage or are looking for information about a particular topic, call the IA&B Member Service Center. We're here to help you get the information you need and answer your questions. Call us anytime at (800) 998-9644, option 0 or e-mail iab@iabgroup.com.

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â–

PO Box 2023

Mechanicsburg, PA 17055 iabgroup.com (800) 998-9644 Join our group Follow us

Driving members to distinction.