2015 Professional Training Schedule

E&O Risk Management

Management Training

Licensing Exam Prep Designation & Coverage Training Sales & Marketing

Pages 2-3

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TRAINING WHERE AND WHEN YOU WANT IT We have the ability to bring any IA&B course directly to your office. We can deliver the same quality classroom education from one of our nationally recognized training experts directly to your staff, eliminating the lost productivity and expense of travel. PLUS, an in-house program allows us to tailor a topic to address the specific needs of your agency. It also allows for consistent training across your workforce. To explore this option, call (800) 998-9644, option 1 or email IAB@IABforME.com.

NEW LOCATIONS FOR 2015 CONFERENCES Annual Delaware Convention June 3-4, 2015, Ocean City, Md. The 58th Annual Convention of the Delaware Association of IA&B will convene in one of the east coast’s most popular destinations in 2015. This event will continue to offer our traditional combination of quality professional development, networking and re-energizing fun. Watch for details in March.

Executive Management Conference Oct. 27-28, 2015, Allentown, Pa. Agency owners and principals are urged to mark their calendars and plan to attend our annual Executive Management Conference (EMC)—moving to Pennsylvania’s Lehigh Valley for 2015. Bear Creek Mountain Resort will host to our seventh-annual EMC. Watch for details this summer.

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IABforME.com | (800) 998-9644

Certified Insurance Counselors (CIC) Designation Program Agency Management Commercial Casualty Commercial Property Life & Health Personal Lines James K. Ruble Graduate Seminars

Pages 4-11 Certified Insurance Service Representatives (CISR) Designation Program Page 4 CISR Overview CISR Elite Page 5 Agency Operations

Commercial Casualty I Page 6 Commercial Casualty II Insuring Commercial Property Page 7 Insuring Personal Auto Exposures Insuring Personal Residential Property Page 8 Personal Lines Miscellaneous

Elements of Risk Management Page 9 William T. Hold—Tricks, Traps and

Thanks for Writing Commerical Accounts Page 10 William T. Hold—Policy Language Surprises Page 11

Special Topics—Insuring Contractors with Jerry Milton

Page 12 Sales & Marketing Training — Certified Professional Insurance Agent (CPIA) Designation Program Insurance Success Seminars Page 13

Licensing Exam Preparation Life & Health Property & Casualty

Page 14

Licensing Self-Study Packages Life & Health Property & Casualty

Page 15

E&O Risk Management Training E&O Risk Management: Meeting the Challenge of Change 10 Ways to Get Sued

Page 16 Online Programs Introductory Training New Employee Orientation Delivering Quality Service Personal Lines Basics Commercial Lines Basics Page 17

Other Coverage On-Demand Training Certificates of Insurance Insuring e-Commerce Pollution Exposures and Coverages Compliance Pitfalls and Ethical Responsibilities Understanding the (NFIP) and the Biggert Waters Act ISO 2013 Commercial Property Changes ISO 2013 CGL Changes

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Registration Form

EDUCATION

CERTIFIED INSURANCE COUNSELOR (CIC) DESIGNATION PROGRAM

CONSULTANTS:

James T. Harrison Jr., CIC, CPCU, CLU, ChFC

Don’t take your insurance knowledge for granted. Learn how coverages work in the real world from nationally recognized instructors who’ve been there.

In today’s competitive marketplace, you need to deliver value through exceptional product knowledge and trusted advice. Build your career and increase your earning potential by earning the CIC designation. As a CIC designee, you will differentiate yourself from the competition by knowing innovative ways to maximize coverage for your clients.

Daniel E. Lawyer, CIC, CPCU, CSRM

The CIC curriculum expands your personal and commercial lines knowledge beyond the basics, developing a keen awareness of special coverage types and the ability to detect hidden exposures.

CIC Institutes n n n

Agency Management* Commercial Casualty Commercial Property

n n

Life & Health Personal Lines

Jerry M. Milton, CIC

Earning the Designation To earn the CIC designation you must complete all institutes and pass each exam within five calendar years following the year you pass the first exam. Institutes may be taken in any order.

Retaining the Designation

Clem J. Wandrisco Jr., CPCU, ARM, AIC, AAI

CIC designees must attend one of the following programs annually for update credit: n Any one CIC institute (no exam required) n James K. Ruble Graduate Seminars ** n Dynamics of Selling Program, Sales Management, Personal Insurance or Company/Agency Relationships Programs*** n Any Certified Risk Managers (CRM) course

2015 Institute Dates & Locations Commercial Casualty February 23-26 Commercial Casualty March 9-12 Commercial Property March 25-28 Life & Health May 13-16 Agency Management May 18-21 Agency Management June 15-18 Personal Lines June 15-18 Commercial Property August 12-15 Life & Health September 9-12 Commercial Property October 5-8 Commercial Property October 21-24 Commercial Casualty November 11-14 Personal Lines December 2-5

Harrisburg, PA Erie, PA Wilmington, DE Hunt Valley, MD Lehigh Valley, PA Erie, PA Lancaster, PA Philadelphia, PA Harrisburg, PA Erie, PA Pittsburgh, PA Hunt Valley, MD Philadelphia, PA

* Approved for Loss Control Credit for Utica policyholders. ** You must be a dues-paid member of the Society to register. *** You must be a dues-paying member of the Society to receive annual designation update credit.

CE APPROVALS PA MD DE AM

20

17 PC/LH 3 ETH

CC

20

20 PC

CP

20

20 PC

LH 18 GEN 18 PC/LH PL*

2 LTC

2 LTC/LH

20

20 PC

21 GEN 4 ETH 21 GEN 3 ETH 21 GEN 3 ETH 19 GEN 2 LTC/3 ETH 21 GEN 4 ETH

* FLD Flood credits may be available in the PL Institutes.

Review specific course agenda for more information.

Credit approval is subject to re-evaluation by state insurance departments.

Agenda DAY ONE Registration: 12:00 – 1:00 p.m.

Seminar: 1:00 – 5:15 p.m.

DAY TWO & THREE Seminar: 8:00 a.m. – 5:00 p.m.

DAY FOUR (EXAM DAY) Exam: 8:30 a.m. – 10:30 a.m.

Registration Fee $430 Course materials, instruction, coffee breaks and DE, MD & PA continuing education fees are included.

Dates, fees and locations are subject to change.

IABforME.com/CIC | (800) 998-9644

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JAMES K. RUBLE GRADUATE SEMINARS CIC Designation Update Option Gain specialized product knowledge on the topics you want in choice destinations throughout the mid-Atlantic region.

®

Learning doesn’t stop after you earn the CIC or CRM designation. Take your coverage knowledge to new heights and watch your earning potential grow by attending our two-day James K. Ruble Graduate seminars.

Ruble seminars go beyond the required curriculum provided in the CIC program. You can choose your own learning agenda based on topics that interest you. Concurrent sessions give you flexibility to focus your learning on more complex or specialized coverage types. There’s no pressure to pass an exam and you can use Ruble Graduate Seminars to satisfy your annual CIC or CRM update requirement.

Strengthen your client relationships and increase your business with the knowledge gained in just two days at a Ruble Graduate Seminar. * Must be a dues-paid member of the Society of CIC to register.

Must hold the CIC or CRM designations to attend.

Approved for Utica’s E&O Loss-Control credit.

CE APPROVALS

2015 Locations & Dates Ellicott City, MD Pittsburgh, PA Philadelphia, PA Annapolis, MD Lehigh Valley, PA Hershey, PA Pittsburgh, PA Ellicott City, MD Ocean City, MD Lancaster, PA

March 9-10 April 13-14 April 27-28 June 2-3 July 16-17 August 3-4 August 10-11 August 18-19 October 8-9 November 16-17

State continuing education credit varies by program agenda. Visit IABforME.com for details.

Credit approval is subject to re-evaluation by state insurance departments.

Agenda Registration: 7:00 a.m.

Seminar: 8:00 a.m. – 5:15 p.m.

ADDITIONAL CIC UPDATE PROGRAMS (NOT CONDUCTED BY IA&B) Update your CIC designation using other programs through the National Alliance.

For more information or to register for the seminars below, visit www.thenationalalliance.com or call (800) 633-2165.

Registration Fee $420 Course materials, instruction, coffee breaks and DE, MD & PA continuing education fees are included.

Dates, fees and locations are subject to change.

Certified Risk Manager

Financing Risk August 15-18 — Baltimore, MD

Certified Risk Manager

Certified Risk Manager

Practice of Risk Management August 3-6 – Erie, PA

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IABforME.com/Ruble | (800) 998-9644

Certified Risk Manager

Principles of Risk Management March 18-21– Philadelphia, PA

Control of Risk October 7-10 — York, PA

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CERTIFIED INSURANCE SERVICE REPRESENTATIVE (CISR) DESIGNATION PROGRAM

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Program provides flexibility and focused training options.

Choice and flexibility is what CISR insurance courses are all about. CISR courses are designed to focus on your type of business. It takes only five courses to earn the CISR designation, but participants have the flexibility of nine course options. This allows CSRs and other front-line staff to focus on what’s important to them and the type of work they handle.

The CISR program builds knowledge of essential coverages and improves cross-selling ability.

Eight topics are offered through IA&B classroom seminars in convenient locations across Pa., Md. and Del. A Life & Health Essentials course is also offered online. Participants learn how to analyze risks and exposures while guiding customers through various coverage scenarios. The education gained is key to advancement within an agency and a more fulfilling insurance career.

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CISR Course Options (five required to earn designation) n n n n n

Life & Heath Essentials (available online only) Commercial Casualty I* Commercial Casualty II* Insuring Commercial Property Insuring Personal Auto Exposures

n n n n

Insuring Personal Residential Property Personal Lines Miscellaneous Agency Operations Elements of Risk Management

* Commercial Casualty I is not required before taking Commercial Casualty II.

Earning the Designation To earn the CISR designation, you must complete five course options and pass the exam for each within three calendar years of passing the first exam. Courses may be taken in any order.

Retaining the Designation To retain the designation, you must attend one of the following programs annually (by end of birth month) for update credit: n n n

Any one CISR course (classroom or online) n Entire CIC institute or CRM course Dynamics of Service Seminar (fulfills two years of update credit) CIC institute for eight consecutive hours* n William T. Hold Seminar

*CE credit would not be available if attending only 8 hours.

CISR ELITE DESIGNATION The National Alliance for Insurance Education and Research created CISR Elite status to signify a commitment to broader insurance knowledge, to present additional CISR update options and to create a higher goal for agency staff in their pursuit of customer service excellence.

Earning the CISR Elite credential Anyone passing five CISR courses within three years (thus earning the standard CISR designation) AND THEN successfully completing the remaining four seminars within a three-year time period will be awarded CISR Elite status.

If advancing to the Certified Insurance Counselor (CIC) designation (see page 2) is not something you’re prepared for or interested in, CISR Elite will take you to a higher level of knowledge and skill and award a credential that symbolizes your ongoing commitment to professional development.

IABforME.com/CISR | (800) 998-9644

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CERTIFIED INSURANCE SERVICE REPRESENTATIVE (CISR) DESIGNATION PROGRAM CE APPROVALS Agency Operations

PA

MD

DE

6 LH/PC 6 GEN/ 1 ETH 1 ETH Commercial Casualty I 7

PA

MD

DE

7

7 PC

7 GEN

Credit approval is subject to re-evaluation by state insurance departments.

Agenda Registration: 7:30 a.m.

Seminar: 8:00 a.m. – 3:45 p.m.

Q&A & Review: 3:45 – 4:15 p.m.

Exam: 4:15 – 5:15 p.m.

Mandatory if earning a designation.

Registration Fee $195 Course materials, instruction, coffee breaks, lunch and DE, MD & PA continuing education fees are included. Dates, fees and locations are subject to change.

Agency Operations NOTE: Approved for loss-control credit for Utica E&O policyholders Gain self-assurance and a greater understanding of the dynamics within insurance organizations.

Also, understanding how agencies operate is essential training for both insurance agency and company personnel.

Topics: n Legal and Ethical Requirements n The Insurance Agency n The Insurance Industry and Marketplace n Communication

2015 Locations & Dates Pittsburgh, PA Lehigh Valley, PA Lancaster, PA Reading, PA Mechanicsburg, PA Wilkes-Barre, PA Philadelphia, PA Newark, DE

n n n

Agency Workflow Account Management Errors & Omissions

March 18 May 12 May 13 July 8 July 9 July 9 October 14 October 29

Commercial Casualty I Improve your understanding of legal liability and what creates liability exposures. The focus of this course is the Commercial General Liability Coverage Form. It also addresses additional insured exposures and the coverage available to meet these needs.

Topics: n n n

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2015 Locations & Dates Mechanicsburg, PA Pittsburgh, PA Waldorf, MD York, PA Lancaster, PA Philadelphia, PA Indiana, PA Salisbury, MD Lehigh Valley, PA

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IABforME.com/CISR | (800) 998-9644

Essentials of Legal Liability n CGL Introduction n Commercial General Liability Coverage Parts

April 8 April 9 April 22 April 28 July 21 August 25 September 18 September 24 October 27

CGL Other Provisions Additional Insureds

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Commercial Casualty II

FACULTY:

This course further strengthens your ability to have productive, assured interactions with your commercial customers in the area of commercial casualty exposures and coverages. The focus is on the Business Auto Policy, the Workers’ Compensation Policy and Excess Liability Policies.

Topics: n n n

Business Auto Exposures and Coverages Workers Compensation and Employers Liability Insurance Policy Commercial Umbrella and Excess Liability Policies

2015 Locations & Dates York, PA Reading, PA Lehigh Valley, PA Mechanicsburg, PA Baltimore, MD Wilkes-Barre, PA Pittsburgh, PA Philadelphia, PA

January 27 March 18 August 11 September 23 October 13 October 28 November 4 December 8

Linda A. McCann, CPCU, AAI, CPIW

L inda has over 25 years experience working in the insurance industry. She is the president of Bay Shore Insurance Inc., located in Salisbury, MD. Linda teaches numerous continuing education programs for Insurance Agents & Brokers and currently serves on the Maryland Legislative Committee for Insurance Agents and Brokers of Maryland. * Not all courses taught by this instructor.

CE APPROVALS Commercial Casualty II

PA

MD

DE

7

7 PC

7 GEN

Insuring Commercial Property

PA

MD

DE

7

7 PC

7 GEN

Credit approval is subject to re-evaluation by state insurance departments.

Insuring Commercial Property

Agenda

Improve your cross-selling abilities with up-to-date knowledge of commercial property coverage while reducing your agency’s E&O exposures. This course gives you the skills to address these issues with greater ease and confidence.

Mandatory if earning a designation.

Topics: n n n

Fundamentals of Commercial Property Building and Personal Property Coverage Form Causes of Loss Forms

2015 Locations & Dates Lancaster, PA Erie, PA Wilkes-Barre, PA Philadelphia, PA Pittsburgh, PA Hagerstown, MD Altoona, PA Mechanicsburg, PA

Registration: 7:30 a.m.

Seminar: 8:00 a.m. – 3:45 p.m.

Q&A & Review: 3:45 – 4:15 p.m.

Exam: 4:15 – 5:15 p.m.

n Basics of Time Element n Basics of Commercial Inland Marine

Registration Fee $195 Course materials, instruction, coffee breaks, lunch and DE, MD & PA continuing education fees are included. Dates, fees and locations are subject to change.

February 26 April 8 April 16 April 29 July 16 October 28 November 17 December 9

IABforME.com/CISR | (800) 998-9644

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CERTIFIED INSURANCE SERVICE REPRESENTATIVE (CISR) DESIGNATION PROGRAM CE APPROVALS

Insuring Personal Auto Exposures

Insuring Personal Auto Exposures

Assist your clients in identifying their exposures and more effectively advise them in the processes of analyzing, obtaining, and modifying their personal automobile policies.

PA

MD

DE

7

7 LH/PC

7 GEN

Insuring Personal Residential Property

PA

MD

DE

7

7 PC

7 GEN

Credit approval is subject to re-evaluation by state insurance departments.

Agenda Registration: 7:30 a.m.

Seminar: 8:00 a.m. – 3:45 p.m.

Q&A & Review: 3:45 – 4:15 p.m.

Exam: 4:15 – 5:15 p.m.

Mandatory if earning a designation.

Registration Fee $195

Topics: n n n

Introduction to the Personal Auto Policy Liability Coverages Medical Payments Coverage

2015 Locations & Dates Wilkes-Barre, PA Indiana, PA Mechanicsburg, PA Philadelphia, PA Frederick, MD State College, PA Baltimore, MD Pittsburgh, PA

n Uninsured/Underinsured Motorists Coverage n Coverage for Damage to Your Auto n Provisions

February 10 April 21 May 28 July 8 August 4 August 12 August 18 August 19

* Personal Auto course and examination are state specific. Participants are encouraged to attend in the state in which they write most of their business.

Course materials, instruction, coffee breaks, lunch and DE, MD & PA continuing education fees are included. Dates, fees and locations are subject to change.

Insuring Personal Residential Property Gain the expertise you need to guide your customers through the often complex and confusing process of purchasing homeowners insurance. Learn how to help them make decisions that insure their most valuable assets.

Topics: n n

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2015 Locations & Dates Lehigh Valley, PA Dover, DE Hagerstown, MD Philadelphia, PA Pittsburgh, PA Reading, PA Waldorf, MD Mechanicsburg, PA

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IABforME.com/CISR | (800) 998-9644

Introduction to the Homeowners Policy Homeowners Policy Section I

February 11 May 13 June 11 June 16 June 18 September 22 November 17 November 19

n Homeowners Policy Section II n Tenants, Unit-Owners, and the Dwelling Policy

AVA

Personal Lines Miscellaneous

CE APPROVALS

Because the ISO Homeowners and ISO Personal Auto Programs provide only very limited coverage for watercraft, RVs, and business activities, you will learn how to design and cross-sell the appropriate coverage for these exposures. The course also provides analysis of personal umbrella and excess liability policies.

Topics: n n

Watercraft Exposures & Coverages Recreational Vehicles

2015 Locations & Dates Philadelphia, PA Salisbury, MD Altoona, PA York, PA Erie, PA Mechanicsburg, PA Pittsburgh, PA Reading, PA

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n Business Activities of Personal Lines Clients n Personal Umbrella/Excess Liability

February 25 May 20 June 10 August 5 August 18 August 26 October 7 November 18

Personal Lines Miscellaneous

PA

MD

DE

7

7 PC

7 GEN

Elements of Risk Management

PA

MD

DE

7

7 LH/PC

7 GEN

Credit approval is subject to re-evaluation by state insurance departments.

Agenda Registration: 7:30 a.m.

Seminar: 8:00 a.m. – 3:45 p.m.

Q&A & Review: 3:45 – 4:15 p.m.

Exam: 4:15 – 5:15 p.m.

Mandatory if earning a designation.

Registration Fee $195 Course materials, instruction, coffee breaks, lunch and DE, MD & PA continuing education fees are included. Dates, fees and locations are subject to change.

Elements of Risk Management Insurance is an integral part of any organization’s overall risk management program. Services provided by carriers, agencies and brokerages are often significant items associated with the cost of risk.

This course covers the steps involved in protecting an organization’s assets, mission and its brand.

Topics: n n n

The Risk Management Process & Risk Terms Risk Identification Risk Analysis

2015 Locations & Dates Pittsburgh, PA Mechanicsburg, PA Frederick, MD Baltimore, MD Wilkes-Barre, PA Lancaster, PA Philadelphia, PA Pittsburgh, PA

n n n

Risk Control Risk Finance Risk Administration

February 4 March 11 April 16 July 7 August 26 October 14 November 3 November 5

IABforME.com/CISR | (800) 998-9644

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WILLIAM T. HOLD SEMINARS FACULTY:

Bettye D. Buffington, CIC, CRM, CPCU, AAI, ARM, CPIA

B ettye teaches Certified Insurance Counselors (CIC) institutes, Certified Insurance Service Representatives (CISR) courses, Dynamics of Service and topical seminars for IA&B. She currently serves on the Board of Governors for the Society of CIC and is a national faculty member of the Societies of CIC and CISR.

* Not all courses taught by this instructor.

CE APPROVALS William T. Hold Seminar Tricks, Traps and Thanks for Writing Commercial Accounts

PA

MD

DE

Tricks, Traps and Thanks for Writing Commercial Accounts Instructor: Bettye Buffington Once you have earned the CISR designation, you can attend seminars designed specifically for CISR designees.

These courses are also an option to meet the annual update requirement to maintain the designation. Our 2015 William T. Hold Seminar options are described on the next two pages.

All commercial accounts are unique. Like individuals, no two are identical. Challenges facing the exposures of commercial insureds are misunderstood by many. Avoid E&O exposures and learn to properly cover your clients by learning the exposures excluded under the CGL, Business Auto and Workers Compensation Coverage Forms. Learn to solve these coverage gaps through endorsements and other risk management solutions.

In addition to properly covering the commercial risk, discuss these accounts from a profitability standpoint from both the agency and the company.

Specifics policies discussed: n The CPP, BOP and Non-ISO BOP Forms and selected endorsements n Business Income Coverage n Business and Personal Auto Forms n CGL n Professional Liability n Employment Practices Liability n Equipment Breakdown Policy

Submitted for 7 Credit approval is subject to re-evaluation by state insurance departments.

Agenda Registration: 7:30 a.m.

Seminar: 8:00 a.m. – 4:00 p.m.

Registration Fee $195 Course materials, instruction, coffee breaks, lunch and DE, MD & PA continuing education fees are included. Dates, fees and locations are subject to change.

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IABforME/WTHold | (800) 998-9644

2015 Locations & Dates Philadelphia, PA Lehigh Valley, PA Reading, PA Lancaster, PA Mechanicsburg, PA Frederick, MD Salisbury, MD Dover, DE Pittsburgh, PA Reading, PA Baltimore, MD

March 24 April 7 April 28 June 10 July 14 July 15 July 22 August 6 September 2 October 29 November 11

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WILLIAM T. HOLD SEMINARS FACULTY:

Policy Language Surprises

Mary R. “Rita” Hollada, CIC, CPCU, CPIA

Instructors: Larry Hollada, Rita Hollada Daily in the insurance world, we are surprised by definitions, inclusions and clauses in the language of policies.

The result is that sometimes there is coverage in a place where we least expect, and other times there is a lack of coverage that was assumed to be there.

Personal and commercial lines policies often use the same vocabulary, but they have entirely different meanings. For example, the term “vacancy” is defined very differently in the homeowners policy than it is in the commercial property policy. Property and activities may be covered in a completely different coverage form than expected, such as some delivery. Of course, there are some things for which there is limited or no coverage at all!

R ita presents programs for IA&B on topics of communication and customer service and develops and presents special interest programs such as flood insurance.

She also serves as a national faculty member of the Societies of Certified Insurance Counselors (CIC) and Certified Insurance Service Representatives (CISR). * Not all courses taught by this instructor.

This course will explore some of these policy language “surprises” and through the use of mini case studies, take the class on a scavenger hunt through policy terminology to find coverage for specific exposures.

The ultimate result may leave you shaking your head and saying, “Does my policy really say that?”

2015 Locations & Dates Newark, DE Hagerstown, MD Pittsburgh, PA Baltimore, MD Pittsburgh, PA Altoona, PA Wilkes-Barre, PA Lehigh Valley, PA Philadelphia, PA Altoona, PA Wilkes-Barre, PA Erie, PA Mechanicsburg, PA Lancaster, PA

February 17 February 18 February 19 April 7 April 14 April 15 May 19 September 29 September 30 October 6 October 7 October 20 October 28 December 1

FACULTY:

Larry A. Hollada, CPCU, CIC, CPIA

L arry develops and instructs insurance and professional courses for various organizations including IA&B. He is also a national faculty member of the Societies of Certified Insurance Service Representatives (CISR), Certified Insurance Counselors (CIC) and faculty member of Certified Professional Insurance Agents (CPIA). * Not all courses taught by this instructor.

CE APPROVALS William T. Hold Seminar Policy Language Surprises

PA

MD

DE

Submitted for 7 Credit approval is subject to re-evaluation by state insurance departments.

Agenda Registration: 7:30 a.m.

Seminar: 8:00 a.m. – 4:00 p.m.

Registration Fee $195 Course materials, instruction, coffee breaks, lunch and DE, MD & PA continuing education fees are included. Dates, fees and locations are subject to change.

IABforME.com/WTHold | (800) 998-9644

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SPECIAL TOPIC SEMINARS FACULTY:

Insuring Contractors with Jerry Milton

J erry brings more than 30 years of working industry knowledge to his role as education consultant for IA&B and instructor for the CIC Institute program. Dubbed an insurance coverages expert by the legal profession, he frequently presents testimony in court proceedings.

This program is led by coverages expert Jerry Milton, CIC and designed for anyone writing contractors coverage.

It reviews property and liability exposures and discusses the policies needed. It’s especially important for agents who have not taken specific education over the past two years on contractors coverage and, thus, are not up to speed on all the changes that have occurred.

Jerry M. Milton, CIC

* Not all courses taught by this instructor.

CE APPROVALS Insuring Contractors with Jerry Milton

PA

MD

DE

8

8

8

Credit approval is subject to re-evaluation by state insurance departments.

Why is this update so important?

This area of coverage is very much open to interpretation by the courts and has seen significant changes through rulings over the past several years (including cases like Kvaerner and Gambone) as well as updated ISO policy forms.

E&O exposure for your agency?

This program will help agents remain current on both CGL and Commercial Property coverages, including revisions brought forth by case law and ISO changes. Failure to remain up to date on these issues leaves agents and their agencies exposed to E&O claims due to lack of (or improper) coverage.

2015 Locations & Dates Wilkes-Barre, PA Gaithersburg, MD

February 25 March 24

Agenda Registration: 7:30 a.m.

Seminar: 8:00 a.m. – 4:00 p.m.

Registration Fee Member: $195 Non-Member: $235 Course materials, instruction, coffee breaks, lunch and DE, MD & PA continuing education fees are included. Dates, fees and locations are subject to change.

NEPWICS TO

New Topics Coming Soon

Keeping it fresh for you, IA&B will offer these new special-topic seminars in the coming year: n Business vs. Personal Auto n Advanced Time Element n Cyber, Equipment Breakdown and Electronic-Data Policies — are they all needed? n Human Resource Pitfalls Watch for more information on these programs at IABforME.com/SpecialTopics.

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IABforME/SpecialTopics | (800) 998-9644

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SALES & MARKETING TRAINING These seminars help producers, sales support staff and company personnel improve their sales techniques.

Attendees learn to generate qualified sales leads that will translate into more sales and more commissions.

Unlike general sales programs, Insurance Success Seminars are designed specifically for insurance agents.

Insurance Success Seminars NOTE: Approved for loss-control credit for Utica E&O policyholders n n

n

Position for Success (Module 1): Learn to develop business plans that generate sales leads Implement for Success (Module 2): Implement sales plans using marketing and sales tools to qualify new leads Sustain Success (Module 3): Retain clients with service that goes the extra mile

FACULTY:

Jim Back, CIC, CPIA

Jim has taught Certified Insurance Service Representatives (CISR) and Certified Professional Insurance Agents (CPIA) courses for IA&B for nearly 10 years.

He also serves as a faculty member of CPIA and the Society of CISR. * Not all courses taught by this instructor.

Earning the Designation To earn the CPIA designation, you must attend all seminars in any order.

Retaining the Designation To retain the designation, you must fulfill a biennial update by attending any of the following: n n n n

Any one Insurance Success Seminar An Advanced Insurance Success Seminar AIMS Society’s annual Pro-to-Pro Executive Retreat Maintain individual or agency membership in the American Insurance Marketing and Sales Society (AIMS)

2015 Locations & Dates Mechanicsburg, PA Position for Success Implement for Success Sustain Success

CE APPROVALS PA MD DE Day 1

7

7

Day 2

7

7

Day 3

7

7

5 GEN 2 ETH 5 GEN 2 ETH 6 GEN 2 ETH

Credit approval is subject to re-evaluation by state insurance departments.

May 12 May 13 May 14

Agenda Registration: 7:30 a.m.

Seminar: 8:00 a.m. – 4:00 p.m.

Registration Fee Member: $199 Non-Member: $239

All Seminars

Philadelphia, PA Position for Success Implement for Success Sustain Success

September 1 September 2 September 3

Pittsburgh, PA Position for Success Implement for Success Sustain Success

November 17 November 18 November 19

Same attendee for all seminars

Member: $580 Non-Member: $700 Course materials, instruction, coffee breaks, lunch and DE, MD & PA continuing education fees are included. Dates, fees and locations are subject to change.

This program is not affiliated with the CIC or CISR designation programs.

IABforME.com/CPIA | (800) 998-9644

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LICENSING EXAM PREPARATION FACULTY: Daniel E. Lawyer, CIC, CPCU, CSRM

Dan teaches Certified

Insurance Counselors

(CIC) institutes, Certified Insurance Service Representatives (CISR) courses and topical seminars for IA&B. He is a national faculty member of the Societies of CIC and CISR and serves on the Board of Governors for the Society of CISR. * Not all courses taught by this instructor.

FACULTY:

Betsy J. Tribendis, AAI, CIC, CPIW, GRI

Betsy teaches various programs including pre-licensing education, E&O prevention and insurance coverage topics for IA&B. * Not all courses taught by this instructor.

Agenda Registration: 7:30 a.m.

Seminar: 8:00 a.m. – 5:00 p.m.

Registration Fee Member: $395 Non-Member: $515 Course materials, instruction, coffee breaks, lunch and PA pre-licensing education fees are included.

Dates, fees and locations are subject to change.

IA&B takes the stress out of studying for the state licensing exam through two study preparation methods— traditional classroom instruction and self-study. Whether it’s a property & casualty or life & health license needed, students will feel more confident with newfound knowledge to successfully pass the exam.

Pa. Licensing Exam Prep

Aspiring agents in the Keystone State now have a better chance of passing the Pennsylvania licensing exam on their first try with the new structure of IA&B’s Licensing Exam Preparation courses. The program features a sharper focus on content most likely to be on the test and also includes: n additional study aids

n mentoring guidelines

n streamlined study manual

Classroom instruction breaks down study preparation in smaller, manageable components: pre-study assignments, class interaction and post-study mock exam testing. Students absorb what they learn in an organized, user-friendly format so they don’t cram content at the last minute. Attendees use this blended study method to remain focused on exam content.

Guaranteed to pass! If registered at least four weeks prior to the course, IA&B guarantees

students will pass the exam. If they fail, they may attend another study course within one year at no charge.

Updated course material fees may apply.

2015 Life & Health Mechanicsburg, PA Mechanicsburg, PA Pittsburgh, PA Philadelphia, PA 2015 Property & Casualty Mechanicsburg, PA Lehigh Valley, PA Mechanicsburg, PA Philadelphia, PA Mechanicsburg, PA Pittsburgh, PA Lehigh Valley, PA Philadelphia, PA Mechanicsburg, PA Pittsburgh, PA Mechanicsburg, PA Lehigh Valley, PA Mechanicsburg, PA Philadelphia, PA Pittsburgh, PA Mechanicsburg, PA

February 10-12 June 9-11 October 13-15 November 10-12 January 27-29 March 3-5 March 24-26 April 28-30 May 5-7 May 19-21 June 2-4 July 7-9 July 21-23 September 1-3 September 8-10 October 6-8 October 20-22 October 27-29 December 1-3 December 1-3

* Due to state-specific information, course participants must attend the Licensing Study Course offered in the state they intend to become licensed. ** State exam fee is not included NOTE: Self-study packages for licensing exam preparation are also available. Learn more at IABforME.com/self-study.

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IABforME/ExamPrep | (800) 998-9644

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LICENSING SELF-STUDY PACKAGE A self-study option is available for those who feel comfortable setting their own study agenda and prefer independent preparation. Self-study packages contain the same study content as the classroom course, only participants have the flexibility of learning on their own time at their own pace.

Packages are available for both property & casualty and life & health lines.

Self-Study Packages include:

n Study Guide

n State Licensing Bulletin

n Licensing Text

n Exam Simulator Online Access

n Chapter Quizzes

n State-specific Law Information

Property & Casualty and Life & Health Self-Study Packages Member

NonMember

PA Residents

$179.14

$200.34

All Other States

$169

$189

Pre-Licensing Requirements and Approvals Delaware n No pre-licensing requirement Maryland

n Property

& Casualty Pre-Licensing Requirements: 20 hours for each line of authority (eg. Property/Casuality would require 40 hours). * The self-study package for MD meets this requirement.

n The Maryland Insurance Administration does grant pre-licensing education waivers for specific designations earned as well as consistent employment background. Go to http://www.IABforME.com/ education/programs/producer_licensing/md/ple.asp and access the criteria and application for an Insurance Education waiver.

Pennsylvania

n Property & Casualty Pre-Licensing Requirements: 24 hours

n Life and Health Pre-Licensing Requirements: 24 hours

n Both

the Property & Casualty and Life & Health Licensing Study courses and self-study products are approved for 24 hours of pre-licensing education (PLE) credit in Pennsylvania. The PLE credits are valid for one year and you must pass the state licensing exam within that timeframe in order for the PLE credits to be applied. It is important, however, to remember that the Pennsylvania P&C self-study product is based on the Property & Casualty combined exam and the L&H self-study product is based on the Life, Accident & Health combined exam.

IABforme/Self-study | (800) 998-9644

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E&O RISK MANAGEMENT TRAINING CE APPROVALS E&O Risk Management

PA

MD

DE

Submitted for 6 On-Demand Version

PA

MD

DE

6 GEN

6 LH/PC

6 ETH

Approved for loss-control credit for Westport (DE/PA only) and Utica policyholders.

10 Ways to Get Sued

PA

MD

DE

6 GEN

6 PC

6 GEN

Approved for loss-control credit fo Utica policyholders.

Filed for continuing education credit by IA&B only in the states of Pennsylvania, Maryland and Delaware.

Credit approval is subject to re-evaluation by state insurance departments. Seminars are not affiliated with any designation program.

Classroom Agenda Registration: 7:30 – 8:00 a.m.

Seminar: 8:00 a.m. – 3:00 p.m.

E&O Risk Management: Meeting the Challenge of Change The ever-changing world of insurance includes new and evolving E&O exposures as well as emerging new ways to protect one’s agency. There are E&O exposures that exist today that were unimaginable 15 years ago, including those created by social media and data breaches. Following this six-hour seminar, you will walk away with greater knowledge of the following: n The duties owed to clients n Using claims statistics to focus risk

management efforts n Why customer file documentation

is so important n Procedural steps that can reduce

E&O exposures n What constitutes private personal information n Direct and indirect costs of data breaches This seminar is approved for loss control credit for Westport and Fireman’s Fund policy holders in PA and DE and pending approval for Utica policy holders in PA, MD and DE.

Attention Utica, Westport and Fireman’s Fund E&O Policyholders!

Attendance at loss-control seminars can provide additional pricing considerations at renewal time.

Each carrier has specific requirements for loss-control credit application.

For more information, go to

IABforME.com/LossControlCredit or e-mail iab@IABforME.com.

2015 Locations & Dates Philadelphia, PA Lehigh Valley, PA Mechanicsburg, PA Pittsburgh, PA Dover, DE Erie, PA Philadelphia, PA Mechanicsburg, PA Pittsburgh, PA Lehigh Valley, PA Newark, DE

February 24 April 21 April 22 May 28 July 8 July 15 August 19 September 17 October 8 November 3 December 2

Also available in On-Demand format.

Registration Fee Member: $195 Non-Member: $235 Registration Fee: On-Demand Version of E&O Risk Mgmt.

Member: $150 Non-Member: $210 Course materials, instruction, coffee breaks, lunch and DE, MD & PA continuing education fees are included. Dates, fees and locations are subject to change.

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IABforME.com/E&Oseminars | (800) 998-9644

10 Ways to Get Sued Understand and use coverage standards to prevent errors and omissions claims. You will learn standard questions to ask in the interview process that can be used to form guidelines for prevention.

2015 Locations & Dates Baltimore, MD Baltimore, MD

May 12 September 16

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ONLINE PROGRAMS Introductory Training

Set the stage for your insurance career with New Employee Training.

Whether you are new to the agency business or want to take your insurance career further, get to know the “nuts and bolts” of insurance through four online courses. You will learn the basics of E&O prevention and provisions of common personal and commercial lines policies to interact and serve clients better. Use these courses to position yourself to succeed in the insurance industry.

The courses n n n n

CE APPROVALS New Employee Orientation

PA

MD

DE

12

0

15 GEN

Registration Fee Member: $265 Non-Member: $305

New Employee Orientation Delivering Quality Service Personal Lines Basics Commercial Lines Basics

Credit approval is subject to re-evaluation by state insurance departments.

CE APPROVALS

Getting Started

1. Register at IABforME.com — Courses may be taken independently in any order. Supplemental course

Delivering Quality Service

materials are included in the course registration fee and mailed prior to the scheduled program.

PA

MD

DE

2. Online Navigation Instruction — You will receive instruction to acquaint yourself with network

12

0

15 GEN

navigation and the overall course structure. You will also have a personal mailbox for communication with the instructor and other participants and have the option to receive a weekly progress report faxed to your employer. (This comes at no additional charge).

3. Seminar Instruction — Weekly reading assignments and activities will be posted on the website, which you work at your own pace to complete. You may e-mail questions to the instructor to be answered privately or shared with other participants.

4. Final Exam — To receive a completion certificate at the end of the course and for continuing education credit (for licensed individuals), you must complete all activities assigned and pass a final exam with a minimum grade of 70 percent.

New Employee Orientation (NO EXPERIENCE NECESSARY)

January 12 - March 6 February 9 - April 3 March 9 - May 1 April 13 - June 5 May 11 - July 3 June 8 - July 31 July 14 - September 4 August 10 - October 2 September 14 - November 6 October 12 - December 4 November 9 - January 8, 2016

Delivering Quality Service (EXPERIENCE: TWO – SIX MONTHS)

Personal Lines Basics

(EXPERIENCE: THREE – NINE MONTHS)

January 12 - February 27 March 9 - April 24 May 11 - June 26 July 14 - August 28 September 14 - October 24 November 9 - January 1, 2016

Commercial Lines Basics

(EXPERIENCE: SIX – TWELVE MONTHS)

February 9 - April 10 April 13 - June 12 June 5 - August 7 August 10 - October 9 October 12 - December 11

Registration Fee Member: $265 Non-Member: $305 Credit approval is subject to re-evaluation by state insurance departments.

CE APPROVALS Personal Lines Basics

PA

MD

DE

12

0

15 GEN

Registration Fee Member: $285 Non-Member: $325 Credit approval is subject to re-evaluation by state insurance departments.

CE APPROVALS Commercial Lines Basics

PA

MD

DE

12

0

15 GEN

Registration Fee Member: $295 Non-Member: $335 Credit approval is subject to re-evaluation by state insurance departments.

February 9 - March 27 June 8 - July 24 October 12 - November 27

IABforME.com/OnlineTraining | (800) 998-9644

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OTHER COVERAGE TRAINING Learn at your own pace in your own place.

IA&B’s expanding selection of on-demand training courses offers more options to gain critical knowledge and earn CE credit. These Web-based seminars give you the flexibility and convenience of taking courses when and where it suits you. Following registration, users have up to 30 days to complete an on-demand course. Each award CE credits upon successful completion.

Certificates of Insurance

CE APPROVALS PA

MD

DE

Certificates

1 GEN

1 PC

1 PC

e-Commerce

4 GEN

4 PC

4 PC

Pollution

4 GEN

4 PC

4 PC

Compliance

3

3 ETH

3 ETH

Flood

3 GEN/ FLD

3 PC/ FL

3 GEN/ FLD

CP Changes

4 GEN

4 PC

4 PC

CGL Changes

4 GEN

4 PC

4 PC

Filed for continuing education credit by IA&B only in the states of Pennsylvania, Maryland and Delaware. Credit approval is subject to re-evaluation by state insurance departments.

Seminars are not affiliated with any designation program.

Registration fees vary depending on program length.

Certificates have become a major source of litigation between certificate holders, insureds, insurers and insurance agents. This course reviews the most frequently disputed and litigated certificate of insurance issues and offers risk management suggestions that should reduce some of these conflicts.

This On-Demand program is presented by Jerry Milton, CIC.

Insuring e-Commerce

E-commerce activities have created new exposures that are not adequately covered by traditional property and liability policies. Many insurers have developed policies to address acts of a hacker, theft of money or intellectual property, loss of income, extortion and third-party liability. This course reviews these exposures and the policies designed to provide coverage. This On-Demand program is presented by Jerry Milton, CIC.

Pollution Exposures and Coverages

Businesses have become subject to increased environmental liability and financial loss exposures.

These include site assessment, testing, upgrading facilities, cleanup, third-party damages or injuries, and fines or penalties. A separate Pollution Liability policy is often needed to address these and this course discusses the provisions of such policies. This On-Demand program is presented

by Jerry Milton, CIC.

Compliance Pitfalls and Ethical Responsibilities*

IA&B advocacy experts Jason Ernest, Esq. and Claire Pantaloni, CIC, CISR highlight the most violated insurance laws and regulations and show agents how to remain compliant.

(Pa.- and Md.-specific editions available.) * Approved for loss-control credit for Utica policyholders

Understanding the National Flood Insurance Program (NFIP) and the Biggert Waters Act

Flood insurance expert Rita Hollada, CIC, CPCU, CPIA leads this three-hour program which awards the CE credit agents need to sell NFIP policies. This program is presented by Rita Hollada, CIC, CPCU, CPIA.

ISO 2013 Commercial Property Changes

Changes discussed include modified coverage forms and causes of loss forms; changes to various endorsements; introduction of new endorsements; and the withdrawal of others. The changes range in scope from minor editorial changes clarifying language based on recent court decisions to major expansion or contraction of coverages.

ISO 2013 CGL Changes

Both this and the course above were authored by coverages expert Jerry Milton, CIC, and are presented by national faculty member, Dan Lawyer, CIC, CPCU. This courses is designed to guide you through the commercial general liability changes, explain the rationale behind them and help you better understand their impact on coverage.

Visit IABforME.com/on-demand to read more and register.

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IABforME.com/on-demand | (800) 998-9644

2015 Registration Form THIS FORM MAY BE DUPLICATED.

4 Easy Ways to Register Web:* Phone:* Fax: Mail:*

IABforME.com/education (800) 998-9644 or (717) 795-9100 (717) 795-8347 5050 Ritter Road Mechanicsburg, PA 17055-4879 *Secure for credit/debit card payment.

REGISTRATION INFORMATION

Program

Date(s)

Location (City, State)

Licensing Self-Study Packages: Choose the line of authority and state in which you need to get licensed: ■ Life & Health ■ Property & Casualty ■ PA ■ MD ■ DE

First Name

M.I.

Designations Earned

Nickname for Badge

On-Demand Registration: I understand

that I have 30 days to access the course. ________ initials

Last Name

REGISTRATION INFORMATION

Agency/Company Name

■ Agency

Agency/Company Address* ■ Main Office *Physical shipping address required for licensing courses.

■ Insurance Company

■ Other

■ Branch Office

■ Home/Other

Full registration fee must accompany registration form. All fees include instruction, materials, coffee breaks, lunch (except CIC and JKR seminars) and Pennsylvania, Maryland and Delaware continuing education filing fees. The difference in member and non-member fees may be applied toward new membership if eligible. Registration fees are deductible as ordinary business expenses but may not be deducted as charitable contributions. Fees, dates and locations are subject to change.

REGISTRATION CHANGE POLICY

City

State

Telephone Number

Fax Number

Zip + Four

Email Address (REQUIRED)

REQUIRED INFORMATION FOR CE FILING: Requesting CE credits? ■ Yes ■ No

/

/

Confirmation is e-mailed upon registration and includes course agenda along with hotel information.

State License Number

AMERICANS WITH DISABILITIES ACT

National Producer Number

METHOD OF PAYMENT: Total Registration Fee $___________ Indicate registration fee from applicable course description page.

Fee must accompany registration form. All fees include DE, MD & PA CE filing fees.

■ Check enclosed payable to IA&B. Returned checks may be assessed a $20 fee.

■ Charge my:

■ Personal OR ■ Corporate credit/debit card (complete information below) ■ MasterCard ■ American Express ■ Discover ■ Visa

Credit/Debit Card # Expiration Date Name of Cardholder (PRINT) Signature of Cardholder

CONTINUING EDUCATION

Full attendance is required for continuing education credit; partial credit will not be granted. Credit approval is subject to re-evaluation by the state insurance department.

PROGRAM CONFIRMATION

State of Licensure

Birth Date

Registration changes received more than 10 days before the course are fully refundable or transferrable. After that, registration changes are subject to a 25% penalty.

Substitutions are honored any time. No shows result in registration fee forfeiture. Please contact the IA&B Member Service Center regarding penalties for licensing changes.

Credit/Debit cards are processed upon arrival. Receipts mailed upon request.

In accordance with Title III of the Americans with Disabilities Act (ADA), program registrants with disabilities may request special accommodations. Please submit requests to IA&B in advance.

Join IA&B and save! All employees of IA&B member agencies and company partners save up to 20% on every IA&B education program and have unlimited access to members-only tools and resources and information through a variety of services.

For more information on IA&B membership, call (800) 998-9644 or (717) 795-9100, option 1.

(Program discount excludes CISR and CIC programs.)

IAB Office Use Only: Date: _________________________ Check#: __________________P or A Code: ____________________ _______ Amount: ______________________ Entered: _______________________ Source code: PDCAT15

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

Thank you for your continued sponsorship.

PLATINUM LEVEL ACUITY Berkley Mid-Atlantic Group Donegal Insurance Group Erie Insurance Group Harleysville Insurance HM Insurance Group Insurance Agents & Brokers Service Group Inc Liberty Mutual Insurance MMG Insurance Company Millers Mutual Group Millville Mutual Insurance Co Mutual Benefit Group Penn National Insurance Swiss Re The Main Street America Group Utica National Insurance Group

GOLD LEVEL Progressive Westfield Insurance

SILVER LEVEL

Access Insurance Company American Mining Insurance Co Cumberland Insurance Group Farmers Mutual Insurance Company of Western Pennsylvania Frederick Mutual Insurance Co Juniata Mutual Insurance Co PSBA Insurance Trust Selective The Philadelphia Contributionship

BRONZE LEVEL Aegis Security Insurance Co Agency Insurance Company AmWINS Program Underwriters Inc ARI Insurance Companies Auto-Owners Insurance Company Bailey Special Risks Inc Briar Creek Mutual Insurance Company Conemaugh Valley Mutual Insurance Co Countryway Insurance Company Encompass Insurance Foremost Insurance Group GMI Insurance Goodville Mutual Casualty Company Guard Insurance Group Insurance Alliance of Central PA Inc Insurance Placement Facility of PA Keystone Insurers Group Inc Lebanon Valley Insurance Company MAPFRE Insurance Merchants Insurance Group Mercury Casualty 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 Motorists Insurance Group The Mutual Service Office Inc Travelers Tuscarora Wayne Group of Companies United Fire Group Zenith Insurance