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100 30 100 Our team understands the specialized coverage you need from 30 A to Z. Whether it’s a corporate executive or a hiring manager, we 70 help protect the people you count on for your success. And we do it all70 in letter-perfect fashion.

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Certain coverage may be provided by a surplus lines insurer. Surplus lines insurers do not generally participate in state guaranty funds and insureds are therefore not protected by such funds. Great American Insurance Group I 301 East Fourth Street I Cincinnati, OH 45202 © 2012 Liberty Mutual Insurance www.insurancejournal.com September 24, 2012 INSURANCE JOURNAL-WEST REGION | 3

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LIU_110751_OCEAN_P4D.indd 1 2/8/12 9:29 AM N16 WEST On The Cover Special Report: America’s Best Independent Agencies Inside This Issue to Work For 2012 September 24, 2012 • Vol. 90, No. 18 • West Region

8 14 N12 N44

NATIONAL COVERAGE WEst COVERAGE Idea exchange N10 Commercial Lines Pricing 8 New Mexico Jury Awards $2M N1 Growing Your Property Jumps 6% in Q2: Towers for Botched Back Surgery Casualty Agency: Shulman Watson 8 Brown Signs Electronic Proof N6 The Competitive N12 Closer Look: Know the Details of Insurance Bill Advantage: Burand When Insuring Cargo

N14 Closer Look: Why Cargo 14 New National Parks’ N44 Closing Quote: Dave Coons security Should Be On Every Insurance Requirements business’ To-Do List Ignite Controversy

N16 Special Report: America’s Best 16 report: Wildfires Pose Risk Independent Agencies to to Three Quarter-Million Work For 2012 N17 best Overall: Western U.S. Homes Bryan Insurance N18 Best in the West: 20 Judges Tout Wikipedia in ‘Jet Meyer & Cook Insurance Agency N19 Best in the South Central: ski’ Exclusion Ambiguity Walker Myers Insurance & Risk Management N20 Best in the Southeast: 26 First Annual InsurFEST Herbie Wiles Insurance N21 Best in the Midwest: touts Leadership Hausmann Johnson Insurance N22 Best in the East: American Insurance Services Agency DEPARTMENTS 6 Opening Note N24 Low Interest Rates: An Ongoing 10 People problem for the Re/insurance 12 Declarations Industry 12 Figures N4 MyNewMarkets N25 2012 Professional Liability directory

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WeST COVERAGE

EDITORIAL Editor-in-Chief Andrea Ortega-Wells | awells@insurancejournal V.P. Content Andrew Simpson | [email protected] East Editor Opening Note Young Ha | [email protected] Southeast Editor Michael Adams | [email protected] South Central Editor/Midwest Editor Stephanie K. Jones | [email protected] West Editor Outdoor Feeling of Freedom Costs Don Jergler | [email protected] International Editor Charles E. Boyle | [email protected] hat feeling of freedom one gets from the great outdoors it seems is any- ClaimsJournal.com Editor Denise Johnson | [email protected] Tthing but free. MyNewMarkets.com Associate Editor Amy O’Connor | [email protected] A recent National Parks Service decision to hike their required insurance Columnists liability limits has outfitters, guides and their insurance providers, headed Chris Burand, Curtis Pearsall, Alan Shulman Contributing Writers to the halls of Congress, reports MyNewMarkets Associate Editor Amy Dave Coons, Barry Tarnef O’Connor. SALES V.P. Sales & Marketing Julie Tinney (800) 897-9965 x148 O’Connor’s story starting on page 14 details a battle over an increase in [email protected] West Dena Kaplan (800) 897-9965 x115 outfitter and guide general liability limit requirements from a minimum [email protected] of $500,000 to $5 million on 2010 renewal contracts for rafting companies South Central Mindy Trammell (800) 897-9965 x149 [email protected] operating in Grand Teton National Park. Midwest Lauren Knapp (800) 897-9965 x161 [email protected] Opponents of the hike say it’s unnecessary and may put smaller opera- Southeast Howard Simkin (800) 897-9965 x162 [email protected] tors out of business, but NPS says the higher limits are based on recommen- East Dave Molchan (800) 897-9965 x145 dations from risk and insurance experts at PriceWaterhouse Coopers and [email protected] New Markets Sales Manager consultants at insurance broker Aon Global Risks. NPS also says backcoun- Kristine Honey | [email protected] Classifieds, Jobs, Agencies Wanted/For Sale (800) 897-9965 x125 try operations carry Ly Nguyen | [email protected] higher risk, and that MARKETING/NEW MEDIA ‘…in the late 12th and early Marketing Administrator the minimum commer- Gayle Wells | [email protected] cial liability for rela- 13th centuries, fully one-third Advertising Coordinator Erin Burns | [email protected] tively low-risk opera- of the land area of southern (619) 584-1100 x120 New Media Producer tions starts around $1 England was designated as Bobbie Dodge | [email protected] million. Videographer/Editor royal forest.’ Matt Tolk | [email protected] The America DESIGN/WEB Outdoors Association, Vice President/Design Guy Boccia | [email protected] a trade association for outfitters, says the recommended liability levels will Vice President/Technology Joshua Carlson | [email protected] cost too much, and an independent actuary hired by the group said it’s rare Design and Marketing Executive Derence Walk | [email protected] to have a claim that reaches $1 million. Web Developer Jeff Cardrant | [email protected] Bottom line for outdoor enthusiasts is this could end up leading to Web Developer increased costs for folks to access the outdoors. It may be a stretch to Chris Thompson | [email protected] make this comparison, but to me it smacks of the Royal Forest IJ ACADEMY OF INSURANCE Director of Education concept. In England in the 11th, 12th and 13th centuries, some Christopher J. Boggs | [email protected] Online Training Coordinator forest was protected under this title to save hunting animals Barbara Dooley | [email protected] for the aristocracy. It eventually got so restrictive, according to ADMINISTRATION Wikipedia, that “in the late 12th and early 13th centuries, fully Chairman Mark Wells one-third of the land area of southern England was designated Chief Executive Officer Mitch Dunford as royal forest.” Accounting Manager And the access on U.S. Forest lands isn’t just becoming Megan Sinclair | [email protected] more costly and more restricted for die-hard adventurers. That feeling of freedom one seeks on the weekends from picking up FOR QUESTIONS REGARDING SUBSCRIPTIONS: a fishing rod and heading to a stream, or going for a hike, is Call: 856-380-4176 or becoming a costly endeavor in all respects. You may subscribe or change your address online at Cost: A half a tank of gas to get where you’re going — the national aver- insurancejournal.com/subscribe

age gas price at the time this story went to print was $3.87 per gallon, and Insurance Journal, The National Property/Casualty Magazine (ISSN: 00204714) is published semi- monthly by Wells Publishing, Inc., 3570 Camino del Rio North, Suite 200, San Diego, CA 92108-1747. it was much higher in areas like Los Angeles, where gas averaged $4.16 per Periodicals Postage Paid at San Diego, CA and at additional mailing offices. SUBSCRIPTION RATES: $7.95 per copy, $12.95 per special issue copy, $195 per year in the U.S., $295 gallon. A fishing license — in California it’s $44.85 for an annual license, per year all other countries. DISCLAIMER: While the information in this publication is derived from sources believed reliable and is subject to reasonable care in preparation and $14.30 for a day. A U.S. Forest Service “recre- and editing, it is not intended to be legal, accounting, tax, technical or other professional advice. Readers are advised to consult competent professionals for application to their ation fee” — they are around $5, or $10 in some particular situation. Copyright 2012 Wells Publishing, Inc. All Rights Reserved. Content Don Jergler may not be photocopied, reproduced or redistributed without written permission. areas. West Editor Insurance Journal is a publication of Wells Publishing, Inc. POSTMASTER: Send change of address form to Insurance Journal, Circulation Department, PO Box 9049, Maple Shade, NJ 08052

ARTICLE REPRINTS: For reprints of articles in this issue, contact Rhonda Brown 6 | INSURANCE JOURNAL-WEST REGION September 24, 2012 at 1-866-879-9144 ext. 194 or [email protected]. Visit insurancejournal. com/reprints for more information. 1 2 3 3 2 1 4 4

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CHR12026 Claims_TentReach_commonA Date: 05/31/12 Live: common Mech: Mark Title: Claims Tent Print Ad Trim: See Sizes App: QXD Acct. Mngr: Lindsay/Kara AD/Designer: Nancy/MH Bleed: Below Color: 4C Trafﬁc: Melissa Production: Victor Scale: 100% Spot Colors: NA Pub/Notes: Apprvls: BM CD Prod

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WeST COVERAGE News & Markets New Mexico Jury Awards $2M for Botched Back Surgery

Santa Fe, N.M. jury has awarded $2 on the claim that the ordeal and chang- Amillion to a man whose back sur- es in McCann’s personality caused by gery was so badly botched he suffered the trauma destroyed the couple’s mar- cardiac arrest and required three more riage. surgeries. McCann’s attorneys had also asked Matt McCann entered Christus St. jurors for punitive damages because Vincent Regional Medical Center in hospital workers failed to notice that Santa Fe in May 2008 for removal of a something was wrong with McCann Suit: herniated disc. But the surgeon acciden- after the surgery. Jurors declined to add Arizona tally cut into a major artery and vein the punitive damages. Police and didn’t notice the mistake. The hospital’s attorneys could not Mistook McCann went into cardiac arrest 36 be reached. McCann’s brother, John Seizure, hours later and doctors discovered what McCann, said he was “disappointed that Used Taser had happened. McCann reportedly suf- the jury did not awarded punitive dam- A federal lawsuit says Nogales, fered damage to nerves that control his ages” in the case. Arizona police bladder and bowels, and brain damage. Matt McCann declined to comment wrongly used a stun gun on a The jury also ordered Christus St. on the verdict. Roberts did not return a disabled man after Vincent to pay $50,000 to Stephanie call seeking comment. officers mistook his seizure for Roberts, McCann’s former wife, based @2012 Associated Press. All Rights Reserved. criminal activity. The Nogales International reported that 40-year-old Diego Lerma claims in Brown Signs Electronic Proof of Insurance Bill a federal lawsuit filed in July that police used a stun ov. Jerry Brown made California Feliciano, with the Association gun on him shortly their customers. Arizona, Idaho, after he suffered Gthe seventh state in the nation to of California Insurance Louisiana and Minnesota all a seizure at a allow drivers to show proof of insur- Companies. Subway sandwich approved legislation in 2012 to shop. According ance coverage using their smart phone Under the bill drivers will modernize their laws to allow to court docu- by signing Assembly Bill 1708, which have a choice to use their smart ments, Lerma had electronic proof of coverage. wandered out of gives drivers the option to show proof phone, or a piece of paper to Alabama and Colorado autho- the Subway and of financial responsibility electronically demonstrate they are carry- into a nearby rized use of mobile elec- department store using a mobile electronic device. ing auto insurance. Insurers tronic devices through when an employee “Governor Brown just brought proof will have the choice to called the police. regulations. The lawsuit says of coverage into the 21st Century offer ID cards electroni- @2012 Associated Press. All Lerma was not by signing AB 1708,” said Armand cally or in a paper copy to fully aware of Rights Reserved. his surroundings when officers used the stun gun. Lerma was charged in Nogales Municipal Court Calif. Lawsuit Claims Discrimination by In-N-Out Chain with disorderly conduct, criminal trespassing and lawsuit filed on behalf of two tory practices and to provide back pay over the age of 40. criminal damage but the charges Ablack men in Oakland, Calif. and other monetary relief to those who The restaurant chain has 210 restau- were later dis- claims In-N-Out Burger didn’t hire have been unlawfully denied employ- rants in California. missed. City Attorney Jose them because of their race and age. ment. Arnie Wensinger, In-N-Out Burger’s Luis Machado said The suit filed in Alameda County The suit claims both men were qual- vice president and general counsel, he had not seen the lawsuit. Superior Court asks a judge to order ified for jobs at In-N-Out but weren’t denied the allegations in the lawsuit. @2012 Associated Press. the restaurant chain to end discrimina- hired because they are black and also @2012 Associated Press. All Rights Reserved. All Rights Reserved. 8 | INSURANCE JOURNAL-WEST REGION September 24, 2012 www.insurancejournal.com Off With Their Heads! Wayne is serious. If his professional liability department does not deliver a quote or communicate with you within 24 hours, heads will roll. Execute a quote or eliminate! Enough said. Professional Liability: • D&O • EPLI • Misc. Professional Liability • Architects & Engineers • Accountants • Technology • Legal Malpractice • Tenant Discrimination • Specified Medical Professions • Non-standard Medical Professionals • Real Estate & Property Managers E&O All your professional liability needs executed by skillful technicians.

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WeST COVERAGE People

Denver, Colo.-based Van Gilder Insurance Corp. named As head of DWC, Moran managed a staff of over 1,000 Don Woods its new president. and a budget of $155 million, according to DIR. Moran Woods is co-founder and CEO of Community Bankshares had served as a workers’ compensation judge since 2005. Inc. and its subsidiaries. Previously, she was an attorney in private practice. Under Woods, Community Bankshares Inc. grew to over $2 billion in assets and had 42 branches in Colorado and San Ramon, Calif.-based Edgewood Partners northern California. Insurance Center named Connie Rowe vice president Don Woods A privately held insurance brokerage firm, Van Gilder and business development executive in the firm’s San is in its fourth generation of leadership by the Van Gilder Ramon-based Programs Group. family. Rowe will expand her support of EPIC’s highly successful insurance programs for McDonald’s owners and The Assurant Solar Group named Cindy Henry as operators to include new business development respon- the new director of solar underwriting and account man- sibilities. Her background in relationship management, agement. business operations, loss prevention and claims manage- Henry will be based in Fountain Valley, Calif. and sup- ment made her a fit for McDonald’s restaurant operators, port the company’s solar insurance business. the company stated. Cindy Henry Henry has more than 33 years of experience in the insur- Rowe has 25 years of experience in claims manage- ance industry, including 26 years specializing in renewable ment, safety program development and workers’ compen- energy. sation cost control. Prior to EPIC Rowe held a range of Prior to Assurant, Henry was vice president of under- positions for employers and insurance companies. writing at PowerGuard Specialty Insurance Services. Before EPIC operates from eight offices across California. that Henry co-founded WorldLink Insurance Services where she managed a retail book of a wind energy accounts. She Salt Lake City, Utah-based The MGIS Companies also co-authored the “WindPro,” a policy form for the wind Inc., a provider of insurance products and services spe- energy industry. cifically for physicians, named Michael G. Green vice president of IT operations. California Department of Workers’ Compensation Green will lead the development and implementation Director Rosa Moran, one of the members of Gov. of strategic IT systems for MGIS and its subsidiary com- Jerry Brown’s Department of Industrial Relations team panies. that helped to hammer out a last-minute deal to reform Green has more than 16 years of experience in IT. Most California’s workers’ compensation system, has stepped recently he was data center operations manager at ADP down. AdvancedMD. Previously, Green was with Symantec PGP The announcement was made earlier this month with Corp. little detail offered for her departure other than she was MGIS provides products and services to more than returning to work as a judge. Moran was originally appoint- 10,000 physician groups, 900,000 group members, and ed on July 18, 2011. 300,000 physicians nationwide.

10 |ASTISH14873.inddASTISH15197.inddASTISH5333.indd INSURANCE JOURNAL-WEST 1 1 REGION September 24, 2012 www.insurancejournal.com1/27/116/11/119/6/11 2:549:428:30 PMAM www.insurancejournal.com September 24, 2012 INSURANCE JOURNAL-WEST REGION | 11

WeST COVERAGE Declarations Pay-drive Prop. 33 Vitriol Prop. 33 Flabbergasted “Esurance is the latest California company “They are spitting in the eyes of foreign ser- “It’s unbelievable. We have nothing to do to offer consumers a simple and innovative vice officers and other heroes.” with Libya. That sounds so far out I don’t insurance option that allows motorists who – Jamie Court, a spokesman for Consumer know how to comment on that.” drive fewer miles to save money by only Watchdog, referring to ads for Proposition 33, – Mercury Chairman George Joseph, a World being charged for the insurance they need an auto insurance persistency initiative, focusing War II veteran and Proposition 33’s biggest cam- and use.” on the military that ran around the time of the paign contributor. – California Insurance Commissioner Dave tragedy in Libya where four Americans were Jones approved a personal auto filing by Esurance killed an attack on a U.S. Consulate in Benghazi. that will allow its policyholders to voluntarily participate in a pay-drive verified mileage auto program.

Defaming Pink Slime “The lawsuit is without merit. We will contest it vigorously.” – Jeffrey Schneider, senior vice president of ABC News, talking about a $1.2 billion defamation lawsuit against ABC by a South Dakota meat processor that accused it of misleading viewers into believing that a product that critics have dubbed “pink slime” was unsafe. Figures

$ Million The number of Montana counties Is how much Japan is providing declared disaster areas by the U.S. 1 to Alaska for cleanup of debris Agriculture Department, making from that country’s tsunami last year. The farmers and ranchers there eligible money is part of a $6 million appropriation for for low-interest emergency loans. the task to the U.S. and Canada. The state’s They are Broadwater, Gallatin, congressional delegation praises the effort, Jefferson and Silver Bow counties. but says more needs to be done by the U.S. 4 government. $ $100,000 Million Is how many alcohol breath tests Montana Attorney General 1.5 Steve Bullock says have so far been conducted under the state’s year-old drunk driving enforcement program. The That’s how much a man who was left par- 24/7 Sobriety Program forces repeat DUI offenders to under- tially paralyzed by an infection has been go daily alcohol tests at their own expense. awarded by jurors who ruled that Kaiser Permanente Medical Center in Fresno, Calif. was 30 percent negligent for Dusten Chevalier’s condition.

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WeST COVERAGE News & Markets operate on thin margins and would have to tighten our belts. That could include deferring the purchase of new equipment, not being able to provide a pay raise that we had anticipated, and may impact our staff training and scholar- ships for staff.”

Concession Contract History The NPS allows small, private businesses to operate within the parks through concession contracts and commercial use authorizations, according New National Parks’ Insurance to Peggy O’Dell, NPS deputy director for operations. The parks service cur- Requirements Ignite Controversy rently has 515 concession contracts in 130 parks, with 60 percent of those contracts By Amy O’Connor high are available only from excess and generating less than $250,000 in annual surplus lines insurers at premiums sub- revenue. National Parks Service (NPS) deci- stantially higher than what the O’Dell said that NPS hired Asion to hike their required insurance outfitters/guides are now paying, they PriceWaterHouse Coopers in 1999 and, liability limits by 1,000 percent has some say. in 2009, MFL Consulting and its sub- outfitters and guides, as well as their The complaints from the small busi- contractor Aon Global Risk Consulting, insurance providers, navigating the halls nesses have reached Congress and the to review its concession program and of Congress. The battle began because of an NPS House Subcommittee on National Parks, insurance requirements as part of an NPS increase in outfitter and guide gen- Forests and Public Lands, which held effort to “professionalize” its business eral liability limit requirements from a a hearing in early August to look into practices. minimum of $500,000 to $5 million. The the NPS contracts for Wyoming’s Grand “Our insurance experts indicate that increased limits were required on 2010 Teton National Park rafting companies. the minimum commercial liability insur- renewal contracts for rafting companies Nat Patridge, president of Exum ance needed for relatively low-risk opera- operating in Grand Teton National Park. Mountain Guides, which operates in tions currently starts around $1 million. The operators of outfitters and guide Grand Teton National Park and other However, backcountry operations are companies in the national parks say the national parks, appeared at the hear- deemed to carry higher risk, and there- new insurance limits are unnecessarily ing and said these limits would at least fore the expert risk analysis typically high and the resulting cost — in some double his company’s insurance premium results in insurance coverage recom- cases doubling their premiums — will put many smaller operators out of busi- if required when his contract is up for mendations that are significantly higher,” ness if they become the new minimum renewal next year. O’Dell told the subcommittee. requirement for all NPS outfitter and “We are the biggest mountain guid- O’Dell said that in order to ensure guides. ing service concessioner in the United more accurate current minimum In addition to whitewater or river raft- States, but we are a big service, not a big insurance coverage requirements, the ing operations, outfitter and guide com- business,” he told Insurance Journal. “A NPS uses an independent insurance panies lead activities such as mountain likely result [of paying more for insur- consultant to get a detailed risk and climbing, kayaking, free climbing and ance] would be a diminishment of guide insurance-requirement analysis for each other outdoor activities, which can be wages, and the best guides would leave new concession contract. risky. and would not work for us. More acci- O’Dell said the limit requirements According to NPS, the higher limits dents would occur as a result.” recommended in the contract that was are based on recommendations from risk and insurance experts at PriceWaterhouse Dan Helig, general manager of Jackson offered to Grand Teton River rafting Coopers and consultants at insurance Hole Mountain Guides, which operates companies in 2010 were the result of an broker Aon Global Risks. in Grand Teton National Park, said an analysis by PriceWaterHouseCoopers But other insurance experts say the increase of this magnitude would cost Risk Management Division. higher limits are not only costly but also his firm at least an additional $7,000 a In 2011, NPS requested a second unnecessary and hard to get for many year on insurance. analysis from MFL and Aon Global Risk outfitter/guide companies. Limits this “That’s significant,” said Heilig. “We continued on page 18 14 | INSURANCE JOURNAL-WEST REGION September 24, 2012 www.insurancejournal.com www.insurancejournal.com September 24, 2012 INSURANCE JOURNAL-WEST REGION | 15

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WeST COVERAGE News & Markets Report: Wildfires Pose Risk to Three Quarter-Million Western U.S. Homes By Don Jergler

ore than three-quarters of a mil- Mlion homes in the Western U.S. have a high risk of wildfire damage, according to a report released by Santa Ana, Calif.-based CoreLogic. CoreLogic’s Wildfire Hazard Risk Report identifies more than 740,000 residences across 13 states in the Western U.S. with high levels of risk for wildfire damage. Those homes represent a combined property value of more than $136 billion. Nearly 168,000 homes fall into the “very high risk” category, with a pro- jected aggregated value of more than $32 billion, the report states. The ongoing drought and several record-setting wildfires this year put the report in an especially poignant Wyoming and Washington. It also keys Solutions, said in a statement. “In 2012, light. Colorado and New Mexico expe- in on six cities: Los Angeles, Calif; San we are experiencing a high fuel load of rienced record wildfires, and some Diego, Calif; Boulder, Colo; Austin, natural vegetation combined with very experts are predicting a severe wildfire Texas; Albuquerque, N.M. and Salt dry and hot conditions to produce a season for California. Lake City, Utah, as well as the top ZIP record wildfire season in terms of the California, Colorado and Texas con- Codes at risk within each metro area. number and size of fires across the U.S. tain the largest number of properties “Over the last two decades, wildfire Even so, unlike other natural hazards, categorized as “very high risk” in the has been responsible for billions of such as hurricanes, tornadoes, hail report. dollars of property damage. Wildfires storms and earthquakes, wildfires can The report assigns a numeric score dominated news headlines in 2011, and be extinguished or redirected through ranging from 1-100 to indicate the level again this summer, they have been fire suppression efforts. Accurately wildfire risk. Those levels account for risk within a property itself, as ‘In 2012, we are experiencing a high fuel load well as risk in close proximity to the property boundary. When consider- of natural vegetation combined with very dry ing the surrounding area, more than and hot conditions to produce a record wildfire 900,000 homes in the Western U.S. can season in terms of the number and size of fires be assigned the highest wildfire risk score, considered 81 and higher. Those across the U.S.’ properties represent a combined value of more than $161 billion, the report responsible for record-setting property identifying risk levels, even in areas states. destruction across a swath of states where wildfire activity has historically The report examines 13 western spanning the West, from Colorado to been low, is imperative to mitigating states: Arizona, California, Colorado, Idaho to Washington,” Howard Botts, the potentially devastating effect of Idaho, Montana, Nevada, New Mexico, vice president and director of database fires to property and on human life.” Oklahoma, Oregon, Texas, Utah, development for CoreLogic Spatial continued on page 24

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WeST COVERAGE News & Markets National Parks, continued from page 14 mendation of that [Aon] consultant,” he about the cost of insuring for higher lim- Consulting in response to concessioner said. “So our effort has been to show the its, others said that finding policies with concerns that the minimum insurance impact that these limits have in limiting $5 million limits is not easy. amounts in the contracts were unneces- activities in the parks and people enjoy- The Aon Global report said that sarily high. ing these activities.” Philadelphia would provide $5 million Insurance Journal obtained a copy of The AOA also went so far as to hire its general liability coverage limits for rafting the Aon Global report dated Jan. 11, 2011. own independent actuary, Jim Lynch, to companies navigating anything but “Class “In our opinion, business operations that provide another technical analysis of the 4” and “Class 5” rapids. It also stated that potentially could result in serious injury liability limits. K&K Insurance, which is owned by Aon, to multiple parties should consider liabil- Lynch, a property/casualty actuary would be willing to provide $5 million ity limits of at least $5 million,” the Aon and member of the American Academy limits to Grand Teton Rafting companies report says. “Based on the loss potential, of Actuaries, said he researched the his- that navigate “Class 4” or “Class 5” rivers. we consider the $5 million limit to be rea- tory of the parks service and insurance Rivers are ranked by navigation difficulty sonable for most river rafting and guide guidelines from the mid-1980s through and water roughness from “Class 1” to situations.” present day. He also compared the NPS “Class 6,” with six being the most danger- Aon declined to participate in this requirements to those of other federal ous — if not impossible — to navigate. story. land organizations including the Bureau But Prime’s Lindsey questioned this. Asked by subcommittee members of Land Management and the U.S. Forest He told the lawmakers he had person- if the NPS often encounters claims of Service, both of which require $500,000 to ally telephoned both organizations cited $5 million against outfitter and guide $1 million limits. in the Aon report and was informed the concessioners, O’Dell named one on a “It was very rare to have a claim that information was inaccurate. larger company’s $6 million policy. The reaches that $1 million limit,” Lynch said. When contacted by Insurance Journal, claim was a result of deaths from carbon Lynch also found evidence that the Philadelphia Insurance said the informa- monoxide poisoning on Lake Powell in NPS policy could be counterproductive. tion in the report is accurate but declined Arizona, near the Glen Canyon National “It could reduce the number of conces- to comment further. K&K said it had not Recreation Area, but was not against an sioners or increase the cost [of outfitter been aware of the Aon document until outfitter and guide company. services to visitors] to the point where recently and did not comment on its con- customers who typically would buy the tents. Fighting for the Small Business service now don’t have the ability to Pachner & Associates and Pachner The America Outdoors Association because it is too costly,” says Lynch. “Or Risk Management, a Bedford, N.Y., agen- (AOA), the national trade association for they strike out on their own, which is cy that focuses on the non-motorized out- outfitters that provide services in the more hazardous.” door recreation segment, also questioned back country of national parks, says the An insurance executive with experi- how easy it is to find the high limits. recommended liability levels will cost too ence in the market agreed with Lynch. “Once the paddling reaches Class 4 much. Prime Insurance has been writing this and 5 there are a more limited number of class since 1985 through its Worldwide insurers that will entertain the risk,” said ‘In my 30 years of experience, Outfitter & Guides Association (WOGA) President Donald Pachner. the $500,000 limit has been and is also a member of the AOA. CEO Pachner said he also priced a policy Rick Lindsey, who testified at the sub- for an insured at the $5 million limit and more than adequate.’ committee hearing, says the company came back with a premium that is 36 has yet to see a claim that even comes percent higher than what that insured According to AOA’s David Brown, close to the $500,000 limit. currently pays. liability levels now sought by NPS based “In my 30 years of experience, the “If the NPS imposes these limits, only on Aon’s recommendation are not afford- $500,000 limit has been more than ade- the largest corporations would be able to able for the small businesses that operate quate,” he told Insurance Journal, as well as afford them and obtain contracts, even if in the parks. Brown has been calling the subcommittee. they aren’t passionate about what they attention to the issue — he also appeared “Most people I insure would go out are doing,” he says. “The leverage of being at the subcommittee hearing — so the of business if they had to meet those a large business will give them the advan- NPS will reconsider making these limits requirements,” Lindsey said. tage over passionate and well managed required on all contracts. smaller-to-midsize guide services.” “They [NPS] seem to be unwilling to Market Access Ambiguity Pachner, whose agency is a member of consider anything other than the recom- While the small businesses complained continued on page 22

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WeST COVERAGE News & Markets Judges Tout Wikipedia in ‘Jet Ski’ Exclusion Ambiguity

“By far the most interesting thing is the Wikipedia references,” said Valerie Moore, with Haight Brown & Bonesteel in Los Angeles. Moore, who does coverage work and bad faith defense primarily for insurance companies in all lines, including personal and commercial, believes the use of Wikipedia in decisions will continue to rise. “I think we might see more of this,” she said. As for referencing Wikipedia as “great,” that’s a matter of opinion. By Don Jergler “At first I thought they were being insured and their beneficiaries so as to tongue and cheek,” she said. Utah Court of Appeals ruled the promote and not defeat the purposes of In terms of the decision itself, the Aterm “jet ski” to be ambiguous as insurance.” It sided with attorneys for court used the contract interpretation an exclusion in a homeowners’ policy, defendants who argued the term “jet laws of Utah, which are virtually the and to back up its decision the court ski” was ambiguous because that refers same in most states, Moore noted. used as a reference the popular refer- to the trademarked name of a water- “They’re just confirming that when ence website Wikipedia, calling it craft manufactured by Kawasaki. you as an insurer are the party that a “great repository of contemporary “Basically, then, the insurer was drafted the policy,” she said. “There’s wisdom.” imprecise in using the term ‘jet ski’ no room for bargaining when you’re an The court overturned a decision that in its policy,” the court stated. “Even insurer. Exclusions are very narrowly ruled against a pair of men allegedly discounting the bizarre possibility that read by all courts.” injured on a watercraft who sued their it meant to refer only to one Kawasaki She added, “I believe a California homeowners insurer, Fire Insurance watercraft model, it still cannot be court would find the same thing. And Exchange, which refused their claim definitively said what the insurer I think that almost any other court because the policy excluded among intended: Did it mean all manner of would too. I think that a lot of policies other things injuries suffered while on personal watercraft? Or did it mean are going to be changed to say ‘personal a “jet ski.” The case was Fire Insruance only the stand-up variety? The provi- watercraft.’” Exchange vs. Robert Allen Oltmanns and sion, then, is ambiguous as a matter of Moore noted the court did temper Brady Blackner. law.” it’s deference to Wikipedia, calling for To back up their judgment the court its use in some, but not all situations. used Wikipedia, which it cited as a The opinion, which cited a 2007 ‘In the past, we might have “great repository of contemporary wis- argument by Judge Richard A. Posner hesitated to cite Wikipedia dom.” of the United States Court of Appeals The court in its decision also defend- for the Seventh Circuit in Chicago in a judicial opinion given its ed its use of Wikipedia. in favor of Wikipedia as a resource, reputation — perhaps not well “In the past, we might have hesi- read like an advertisement for using tated to cite Wikipedia in a judicial Wikipedia in most instances. deserved — for unreliability.’ opinion given its reputation — perhaps “While a prudent person would not well deserved — for unreliability,” avoid a surgeon who bases his or her The men were injured while riding the court stated. “But the increasing understanding of complicated medical Oltmanns’ personal watercraft, and trend of using Wikipedia in judicial procedures on an online source whose they filed a claim under Oltmann’s opinions over the last decade seems to contributors range from expert scholars homeowners’ insurance policy. demonstrate a growing recognition of to internet trolls, where an under- The appellate finding, filed on Aug. its value in some contexts, as noted in standing of the vernacular or colloquial 16, states that Utah courts have long one 2010 article that found that by that is key to the resolution of a case, Judge held that “‘insurance policies should year Wikipedia had been cited in over Posner is correct that Wikipedia is be construed liberally in favor of the four hundred judicial opinions.” tough to beat,” the opinion stated.

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WeST COVERAGE News & Markets National Parks, continued from page 18 players but over a three-to-seven year that the most important thing is for the the AOA, said these new requirements period they learn it’s a very tough class parks service to make sure it would have an impact on his agency, as and either cancel policies or go broke,” provides a “pleasant experience” for those well. said Lindsey. visiting the parks. “By increasing the required limit of AOA’s actuary Lynch addressed the “If indeed we have small businesses liability and consequently restricting current market cycle in his report and that have become an essential part of the insurance marketplace, the National what would happen to the affordability making it pleasant, we want to make Park Service will be impairing my ability of a $5 million general liability policy sure that it works for their business to find the most appropriate and most when the market hardens. model, that it not be too cumbersome competitively-priced insurance for our cli- “High-risk businesses like outdoor rec- and that it not be too burdened down ents in an insurance marketplace with an reation will suffer more than most. Rates with regulations to make it effective,” he uncertain appetite for outdoor adventure will climb higher, rising perhaps 50 per- said. “I think we have a chance of maybe risks,” Pachner wrote in a letter to the cent or more. Less coverage will be avail- talking to the parks service sometime in subcommittee on August 13. able. For some classes, a $5 million limit the future about the direction in which According to Prime’s Lindsey, the may not even be available,” he wrote. we are going, especially with the small traditionally hard-to-place outfitter and businesses that are concessioners and the guide business is written by only a few What Now? requirements that they have.” excess and surplus companies, including Brown and the outfitters do not know Brown said his group still plans to Prime. The exception is during a very what, if anything, lawmakers will do. work with the NPS. soft market like the one the insurance The subcommittee recessed after the “Some of the info gathered at the hear- industry has been dealing with for some hearing and no updates were available ing and the attention the issue got will time. on the matter. However, Chairman of the hopefully put [NPS] in a better position “In a soft market this class attracts new subcommittee, Rob Bishop, R-Utah, said to reconsider,” he says.

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WeST COVERAGE News & Markets

News & Markets, continued from page 16 Not surprisingly the states most Colorado has ‘The total combined value of properties in commonly associated with wild- 45,311 properties fires contain the most properties considered “high California and Colorado that are located in at risk. California, Colorado and risk.” very high risk areas exceeds $21 billion.’ Texas contain the largest number of By dollar properties categorized as “very high amount Colorado leads the list Texas in the “high risk” category, and 28,490 risk,” with a combined property for “very high risk” exposure. The in the “very high risk” category, the report value exceeding $20 billion. Adding report shows nearly $12.5 billion in shows. New Mexico (9,732), Oregon (9,291), the homes located in the “high risk” properties in that category. Montana (7,668) and Arizona (7,637) are other category increases the total property The state was plagued with wild- western states with a large number of “very value at risk to more than $62 bil- fires over the summer, with two of high risk” properties. lion. the most expensive wildfires in state Of the six cities analyzed in the report, California contains a total of history striking one after the other. Los Angeles is home to the most single-fam- 49,258 homes at “very high risk.” The two most destructive wildfires ily residences exposed to wildfire risk, with Colorado has 48,901 homes consid- in Colorado’s history will cost insur- more than 29,000 properties in the “high” or ered as such, and Texas has 28,490 ers roughly $450 million, according “very high risk” categories. homes in that category. to a regional insurer association. The The total value of the homes in the two “The total combined value massive figure for insured losses categories combined is estimated to be of properties in California and comes from the total 600 homes nearly $10 billion, with Malibu at the top of Colorado that are located in very destroyed and other damages by the the list of ZIP Code areas with more than high risk areas exceeds $21 billion,” two fires, which raged in June and $900 million in potential residential prop- the report states. “Adding the homes July. erty exposure to wildfire risk, according to located in the High Risk category There is nearly $9.5 billion worth the report. Beverly Hills ($578 million), Los increases the total value by more of exposure in California in the “very Angeles ($447 million) and Topanga ($361 than $62 billion.” high risk” category, according to the million) were other Los Angeles area cities at California has 233,237 proper- report. the top of the list. ties considered “high risk,” while There are 195,149 residences in San Diego’s exposure for “very high risk” properties is $284 million, and $2.7 billion for “high risk” properties, the report states. For Colorado, Boulder tops the list for exposure with $1.8 billion in the “very high risk” category and $462 million in the “high risk” category. Austin tops the list in Texas with $232 million in the “very high risk” category and $4.8 billion in the “high risk” category. A portion of the report includes a Wildland Urban Interface, which identifies the intersection of potentially high-risk fire areas and large numbers of homes. The report states that just between the years of 1990 to 2008, there were nearly 17 million new homes built in the U.S., of which 10 million were located in the WUI and therefore potentially located near high wildfire risk zones. The report was developed to provide the insurance industry, financial services companies, homeowners and others impacted by wildfire outbreaks with a better understanding of wildfire risk in the U.S.

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WeST COVERAGE News & Markets First Annual InsurFEST Touts Leadership Conference attendees will vote on a recommended name change for the group

BA West is debuting InsurFEST ing its name, and maintaining its of State Compensation Insurance Fund. Inext month in San Diego, Calif., already existing affiliation with the Rowe is expected to share his thoughts a conference that focuses on leader- Independent Insurance Agents and on leadership and his role in State Fund’s ship. Brokers of America (IIABA). transformation process. The conference also affords IBA The three-day conference will California State Sen. Juan Vargas, D-San West members the opportunity to feature a series of presentations and Diego, will speak at the awards luncheon vote on a name change. events focused on insurance educa- and closing session. Vargas will share The group, which represents tion, sales and leadership training, as his perspective on the state’s economic several thousand brokers and agents well as industry networking. and political outlook in the weeks before and is comprised of 31 affiliated local With the first conference named the November election. Vargas served in associations, will consider a recom- “Bridges To Leadership,” InsurFEST the Assembly from 2000 to 2006 on the mendation by the association’s board is offering participants 30 hours of Assembly Insurance Committee, where of directors to change the name of sales and leadership workshops, as he was part of a bi-partisan coalition to the corporation. well as offering up to 14 continuing implement workers’ compensation reform. The board of directors at its July education credits. InsurFEST replac- Vargas has been active on insurance meeting unanimously agreed to rec- es the Young Brokers & Agents issues including public safety, education ommend that the association name Conference and offers an expanded and prevention of elder abuse. be changed from the current IBA conference curriculum that includes Participants will then hear “How We West, short for Insurance Brokers leadership training in agency man- Stand,” insights from IBA West President and Agents of the West, to the agement, sales and service, according Steve Shea, who will overview opportuni- Independent Insurance Agents and to its organizers. ties and challenges that face young insur- Brokers of California (IIABC). The keynote speaker at InsurFEST ance professionals. IBA West is merely chang- is Tom Rowe, president and CEO Nick Popaditch, 2012 candidate for U.S. House of Representatives, will deliver closing remarks. Popaditch lost a bid in In honor of our 60th Anniversary, this year's theme is The 60s 2010 to Democrat Bob Filneris for the 51st congressional district. Popaditch is now competing against incumbent Democrat Susan Davis for the 53rd district that was recently redrawn. He garnered 2012 IBA Kern 42 percent of the vote during the June primary. He served 12 years in the United States Marine Corps, during which he was the recipient of the Silver Star and Purple Trade Show & Heart. Popaditch co-authored the memoir “Once a Marine: An Iraq War Tank Golf Tournament Commander’s Inspirational Memoir of Combat, Courage, and Recovery,” which detailed his combat experiences, recovery, and difficulties with disability and the Veterans Administration. November 7th & 8th - Bakersfield, CA The conference is Oct. 12 to 14 at the San For more information, visit www.ibakern.com or Diego Marriott Marquis & Marina Hotel contact Jereme Gardiner @ 661-327-3111 in San Diego. For more information visit www.ibawest.com or call or 800-772-8998.

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Growing Your Property Casualty Agency 8 Lessons to Learn from the Presidential Election

he 2012 presidential election to undercut and underprice you your competitive advantage. Tis coming up quickly and through misinformation. They 6. Cultivate media relation- the media is outputting endless may understate sales and payrolls, ships. Politicians know the dollar stories, videos, Tweets and more replace coverage forms, reduce value of free publicity. A national about it. Pay attention to the ads limits, etc. When you uncover interview on a news show is and the action to pickup some les- these unethical actions, point worth a small fortune and can sons you can apply to your agency. them out to the affected insureds, have more impact than campaign Here are eight to consider. prospects and carriers. Forcefully ads. You can work the media as 1. Adapt your message. defend your integrity, but never well. Make yourself known to area Politicians pander directly attack the other agent. reporters and business writers. By Alan Shulman by delivering 4. Don’t attack your Endeavor to become “the agent” explicit mes- opposition. they contact for insurance insight sages that Negative cam- and information. appeal to paign 7. Turn the negative into the needs something positive. Whenever and wants a politician encounters bad Politicians and of targeted news, he often tries to spin it agents both audiences. around so that when he discusses require the Do the it, it sounds like it’s something continuous same by good. This is known as “spin- identify- ning.” Perception is often more approval of their ing specific insurance buyers you ads are a dangerous tool. At times important than reality. You may constituencies, want to solicit and approach them they are effective, but they can do it as well, without realizing or they’ll be with targeted promotions. Employ also backfire on the campaigner it. For instance, you may say that replaced. an appropriate mix of digital and who uses them. Similarly, harsh, a 25 percent premium increase traditional media, like the candi- unwarranted statements about is “good” because some insureds dates do. Don’t rely on just one. another agent can injure you more are encountering much higher 2. Make the incumbent than your intended target. Instead, increases or having their coverages accountable. When selling, ask calmly point out the differences non-renewed. Consequently, spin- your prospect to hold his present in your proposal, focusing on your ning isn’t bad; it just depends on agent responsible for every act of advantages — not on your rival. the degree. underperformance. Point out sig- 5. Take credit for favorable 8. Political service is a nificant exposures that aren’t ade- factors. Incumbent politicians do privilege and responsibility. quately covered, and discuss how this at every opportunity. They Ditto with providing insurance. they can impact the buyer’s finan- want you to believe that every- Professional politicians and agents cial security. When the moment thing good that happened during both require the continuous is right, invite the prospect to their term in office was due to approval of their respective con- vote with their feet and move their efforts. You can do some- stituencies, or they’ll literally be their account to you. Demanding thing similar. For example, you replaced. Fortunately, your vote of accountability is easy when you’re may have had nothing to do with acceptance lasts longer than those the challenger, because you don’t the fact that a client’s premium of most elected officials. yet have a record to stand on. was reduced or that his coverage 3. Don’t allow misinforma- was broadened. But since you are Shulman is the publisher of “Agency Ideas,” tion about you to go unan- frequently held accountable for a sales and marketing newsletter. He is also swered. Aggressively protect negative factors beyond your con- the author of the many tools on the “Agency your professional reputation. At trol, modestly grab the glory for Ideas” Instant Download Store. Phone: 800- times, competing agents will try the good things and use them to 724-1435. Email: [email protected]. www.insurancejournal.com September 24, 2012 INSURANCE JOURNAL-NATIONAL REGION | N1 What’s the key to being recognized as the fastest Don t act like one. growing corporation in the industry? ’

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IDEA EXCHANGE The Competitive Advantage Common Mistakes When Divorcing Spouses, Family and Business Partners

have had considerable experience working not mean just legal counsel. If all you have losing every penny if their partners lost every Iwith agency owners who were divorcing is legal counsel, be prepared to suffer even penny, plus one. someone: a spouse, family member, busi- more because no matter how good an attor- ness partner or sometimes a ney is, an attorney cannot provide for the Good Lawyers combination of all at the same whole solution. Get great legal counsel. I have seen too many time. These are always tough Get counseling regardless of which side incompetent lawyers give lousy advice. Even times for everyone. When emo- you are on, because everyone loses some- in normal times, it is difficult to recognize tions are running wild, stress is thing in these deals. Counseling can help bad legal advice. And even if recognized, it is overwhelming, and logic goes restore rational thought, too. Bringing ratio- difficult to go against your attorney’s advice. out the door, the opportunity nal thought to the table is important because When in a completely emotional state, going By Chris to make a bad situation worse is the parties are in such raw emotional states against bad legal advice is next to impossible. Burand great. Below is some hard-won that their decision-making becomes grossly Here are some tips. advice about resolving these situ- flawed. Additionally, many people pursue When hiring an attorney, hire one that special- ations in the least traumatic way possible. scorched earth strategies because — and this izes in your area of need. If divorcing a spouse, is key — in these situations, making sure get a great divorce attorney. If divorcing a Good Counsel you get more than the other person often partner, get a great business attorney. The Seek extraordinarily good counsel and buy becomes paramount. I have literally seen laws and even the type and quality of judges the best you can afford. By “counsel,” I do partners state publicly they did not mind are quite different in these different courts. Having the knowledge, experience and personality that fit that court often makes the winning difference. If litigating, get a litigator. Few attorneys are Coverage Denied? competent litigators. I have been frustrated to see (or happy depending on which side IT’S NOT A PROBLEM, IT’S OUR SPECIALTY. I was on) an attorney’s spine turn to a wet noodle when the attorney had to actually negotiate or worse, litigate. For many attor- If your clients are unable to obtain malpractice insurance, then it’s time to call the experts. neys, their skill set is only for sitting behind We specialize in providing malpractice insurance for medical professionals, including a desk. physicians, surgeons, podiatrists, and dentists who, for whatever reason, have difﬁ culty Few attorneys can practice multiple areas obtaining coverage. Features of our program include: of law competently, much less perform well. Do not make the • Rated A (Excellent) by A.M. Best Company mistake of asking • $1 million/$3 million claims-made coverage, your attorney to up to $2 million/$6 million go outside his • Broad policy form or her area of expertise, and • Choice of a more restrictive policy for a reduced price don’t believe • Superior claims management the attorney who preach- • Quick turnaround time to meet your needs es about For more information, contact us today at being a good (800) 537-7362 or visit www.pulic.com. attorney in all situations. The best attorneys recognize continued on page N8

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IDEA EXCHANGE The Competitive Advantage

Common Mistakes, continued from page N6 the client’s cost. Cost does not just mean their Valuation Counsel many people are led astray by valuation con- legal bills. They understand that while the Involve a great business valuation consul- sultants that give clients the answers they case may be won, the war is lost and they’ll tant early if the situation involves splitting of (or their attorneys) want to hear, rather than advise their clients appropriately. The cost assets. Hire one that: the answers they need to hear. is so much more than money. Just the cost of •Specializes in independent insurance not putting this difficult time behind you as agencies. Give In quickly as possible and getting on with life •Knows and can articulate the different Some people say they will do everything can exceed the value of a win. valuation standards that apply in different in their power to keep the other side from People in these situations often have the situations. Too many business valuation getting anything. Without realizing it, they feeling that everything is just not fair, so “experts” give the same valuation regardless are telling the world they won’t be rational. they keep fighting. People get this feeling of the situation. Courts often require differ- Often the result is they lose even more. because they’re losing even when they’re ent valuation methods be used for specific I am not suggesting the cost is so high the winning. A good attorney will help you see situations. The result is that a valuation for divorce should be avoided or that you give this price you’re paying. A good counselor a marital divorce may result in a value of 1.5 the other side everything. But, giving in a will help you see this, too. times, and the valuation for a partnership little often pays huge returns. A small act of However, accepting this high price and breakup may result in a value of 1.1 times, kindness may diffuse raw emotions. A small moving on may give an advantage to an or vice versa. An analogy is the difference act of rationality may help the person see unreasonable aggressor. The best attorneys between replacement cost and market value. past the divorce to the next life. create a strategy to nip the aggressor’s efforts It is the same building with two very differ- early and eliminate this advantage. Not ent but both totally legitimate values. Burand is the founder and owner of Burand & Associates many attorneys have this much talent, so it •Will give an honest opinion regardless LLC based in Pueblo, Colo. Phone: 719-485-3868. Email: Westrope IJ-BB4_IJ-BB4 6/6/11 3:20 PM Page 1 pays to find them. of whether the client will like it or not. Too [email protected].

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NATIONAL COVERAGE News & Markets Commercial Lines Pricing Jumped 6% in Q2: Towers Watson

ommercial insurance prices experi- Directors and officers, and employment reported claim cost inflation. This is a rever- Cenced the largest rise in eight years, a practices liability saw price increases in the sal from the estimated 3 percent loss ratio new industry survey reveals. mid-single digits, a change from the flat deterioration between 2010 and 2011. In aggregate, commercial lines pricing pricing of the past two quarters. Carrier estimates of claim cost inflation jumped by 6 percent during the second For commercial lines, price increases were improved since the prior quarter. Estimated quarter of 2012, the sixth consecutive observed for all account sizes. Increases for claim cost inflation through the first half of quarter that aggregate prices rose for all mid-market and large 2012 in aggregate is 2 per- commercial lines, according to the new accounts were larger Workers’ comp and cent, compared to almost 4 Commercial Lines Insurance Pricing than those seen for small commercial property percent in 2011. Survey (CLIPS) conducted by Towers commercial accounts. prices jumped the “Improving loss ratios Watson. The survey compared prices Specialty commercial do not necessarily mean charged on policies underwritten dur- lines pricing rebounded, most in Q2. better results, as faltering ing the second quarter of 2012 to those although increases were investment income offsets charged for the same coverage during the not as large as in standard commercial lines. improvements in underwriting outcomes,” same quarter in 2011. Loss cost information reported by par- said Thomas Hettinger, property/casualty Workers’ compensation and commercial ticipating carriers pointed to an improve- sales and practice leader for the Americas property experienced the largest price ment of more than 1 percent in loss ratios at Towers Watson. “Insurers’ success as 2012 adjustments, with increases in the high in accident-year-to-date 2012 relative to 2011, draws to a close will continue to depend on single digits. as earned price increases more than offset pricing discipline and moderate loss trends.”

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Closer Look Inland Marine

E&O Insights: Know the Details When Insuring Cargo

By Curtis M. Pearsall

t’s impor- best way to do that? Things to Consider • If the material has been sold and is Itant to A great starting point is deter- The following questions, plus being delivered, who actually owns know all of mining whether the risk actually a host of additional questions the material in transit? the details has a cargo exposure. One of the and issues, will be covered by a • Does the cargo need to be refriger- when look- leading exposure analysis check- carrier’s application. ated in transit? ing to insure lists can help you to understand • Is the risk shipping the cargo • Is there coverage if the refrigerated risks with a the overall type of risk and sup- using their own trucks (owners form)? unit malfunctions? cargo expo- ply the details by line of business • Are they using another firm to • What perils are to be insured sure. Because within that class. deliver the product (legal form)? Is it against? By Curtis M. Pearsall no two risks The carrier’s cargo application a combination of the two (combined • Is coverage for loading/unloading are the same, and the questionnaires provided form)? included? the underwriter will look to the by these checklists should give • Do the vehicles transporting the • What if the material is not accepted agency to provide those details you and the carrier’s underwriter material need to be scheduled or is and needs to be returned? to fully understand and under- the details to assess and price coverage provided for any vehicles • Is there a backhauling exposure write the exposure. What is the the exposure. leased or operated by the insured? where the insured (hauling their own

N12 | INSURANCE JOURNAL-NATIONAL REGION September 24, 2012 www.insurancejournal.com material) engages in any for-hire shipping? informed either agent to add the yard to the carrier’s underwriter far in advance of the • If your risk is contracting with a carrier to deliv- locations on the policy, it was believed that desired effective date. er the material, is that carrier assuming responsi- the policy would not have paid the loss, It is possible that the underwriter will bility for the full invoiced value of the goods or is because at the time of the loss the cargo was have some follow-up questions. Contact the carrier’s liability limited to a fixed amount? not in transit; it was at the point of origin. the risk to get the “correct” answers. If the • Are multiple shipments in route where there Counsel was concerned that the jury information is provided over the phone, send could be a catastrophic exposure where more than might have difficulty understanding the written communication to the risk memorial- one shipment is damaged? argument regarding coverage because the izing the conversation. This extra level of It is best to meet directly with the risk agent basically accepted the premium with- documentation could be vital to the agency’s and ask these questions exactly as they out securing a policy. Due to the quirky joint defense if an uninsured loss occurs. appear on the application. The producer liability law in the state, liability would be Conduct the necessary follow-up to ensure should accurately doc- split 50/50 with the everything is in order and that a premium ument the responses, Take the time to understand other agency if the quotation is provided. There may be limita- then require the risk/ the coverage and the risk first agency was tions/exclusions on the premium proposal, prospect to review it found even 1 percent so review it with the risk for acceptability. for accuracy and com- when insuring cargo. at fault. The case Insuring cargo is probably not an every- pleteness, and sign it. was settled, with day occurrence at your agency, so take the This could be significant if a problem devel- each agency paying $208,000. time to understand the coverage and your ops and the application’s accuracy is called risk. With cargo insurance, it’s all about the into question. Do Your Homework details. In all likelihood, your agency will not More Than $200,000 … Each have any binding authority for this type of Pearsall is president of Pearsall Associates Inc. and a special Requiring the risk/prospect to review the coverage, soIJ it adis best0812.pdf to secure 1 the8/7/12 necessary 2:32 PM consultant to the Utica National Agents E&O program. application could have helped the final out- information and get the application to the Phone: 315-768- 1534. Email: [email protected]. come in an errors and omissions claim. A producer in an agency took an $8,500 premium from a client for a truck cargo Connect the Outside Dots policy. Several days later, the producer left To Find the Range of A&M’s Personal Umbrella Coverage the agency and went to another agency, tak- (answer below) ing the business with him. Before he left the first agency, he issued a certificate of insurance stating a cargo policy was in existence. While at the new agency, over the course of nine months, 15 additional certificates of C insurance confirming coverage were issued. However, no cargo policy was ever issued. M

Nine months later, the client was con- Y tracted to transport cargo for a customer andCM instructed to pick up the cargo from a specif- MY ic terminal. Before the transport took place, the truck was loaded at a warehouse and CY parked overnight in the yard. The cargo wasCMY stolen while the truck was in the yard, withK the value of the cargo loss close to $400,000. The total loss claimed was around $800,000, including attorney fees and interest. The E&O carrier believed the case was

defensible from the perspective of the first

ationwide!

www.andersonmurison.com N YES agency, and that it was the fault of the new says agency for not ensuring there was cover- (800) 234-6977x260 or Fax: (323) 255-0957 age. An expert opined a cargo policy would 800 W. Colorado Blvd., Los Angeles, CA 90041

not pay for the loss without the yard being California License #0323106 Answer: added to the policy. Because the client never www.insurancejournal.com ANDERS16049.indd 1 September 24, 2012 INSURANCE JOURNAL-NATIONAL8/8/12 REGION 8:58 |AM N13

Closer Look Inland Marine ing “exploits” in movies such as “The Italian Job” and “The Fast and the Furious.” In reality, they may result in the injury to or death of a driver or a warehouse security guard. And when goods are stolen, it can cause serious financial consequences for the company and its customers. CargoNet, a theft prevention and recovery network, reported in 2011 there were 1,215 thefts across 40 states, a 17 percent increase over the number reported in 2010. The estimated cost of those cargo-related losses was $130 million. While cargo theft in the United States remains high, companies that ship products outside the country are also at risk. FreightWatch International, a logistics security services firm, said cargo theft in Mexico in 2011 rose 13 percent, representing a lower than normal increase. From 2006 to 2010, these crimes jumped between 20 percent Why Cargo Security Should Be and 40 percent annually. Commodities that are targeted by thieves On Every Business’ To-Do List vary slightly from year to year. Historically, electronic and technology products have led argo theft, a multibil- truck, air or ocean. Regardless of how a com- in cargo theft numbers. But the popularity Clion dollar industry, pany chooses to house or ship its products, of commodities stolen can quickly change. continues to threaten sup- it is vulnerable to both organized crime and In the first quarter of 2012, theft involv- ply chain security around opportunistic thieves. Therefore, protecting ing metal, specifically copper, showed a 245 the world. It can occur cargo, both at rest and on the move, should percent growth rate from the fourth quarter while goods are stored be a top priority for companies. of 2011. While in 2010, the pharmaceutical 10817 Insuranceor in transit Journal — byhorz.pdf train, 1 8/6/12Cargo heists3:43 PM are often portrayed as excit- industry took a surprise hit when the theft By Barry Tarnef of drugs from a Connecticut warehouse resulted in a record-loss of $75 million. There is evidence that once an industry is targeted and experiences a high number of thefts, it reacts by becoming educated on the risks and vulnerabilities associated with cargo storage and transportation. Its members also tend to adopt policies to ensure C better supply chain management, effectively M CE the reducing the incident rate.

Y For example, pharma industry logistics and security professionals are now increas- CM ingly conscious of the risk of cargo theft and MY Smart Way have implemented best practices and con- CY trols to mitigate it. FreightWatch reported

CMY that in 2011 there were only 36 pharmaceutical thefts compared to 49 in 2010. K

Identifying Threats How can companies identify the threat to their goods and build a layered defense to static and in-transit exposures? To insulate a examfx.com company against the risks inherent in stor- N14 | INSURANCE JOURNAL-NATIONAL REGION September 24, 2012 www.insurancejournal.com EXAM16047.indd 1 8/7/12 8:14 AM ing and transporting cargo, and to ensure ers. Whether they are national firms or a local if the shipment has been tampered with, end-to-end supply chain security, a risk man- trucking company, it is a business imperative allowing for quick response. ager should consider the following. to thoroughly vet the entity that will have Despite having these and other resources in Cargo at rest is cargo at risk. Saturday care, custody and control of your goods. place to prevent cargo theft, thieves may still and Sunday show the highest theft activ- Ask tough questions: What’s their success be successful in stealing goods. That’s why an ity, and unsecured or minimally secured rate of safely delivering cargo? Have they effective layered approach includes insurance locations like drop lots, open parking areas experienced any recent security breaches? to help protect a company from the financial and truck stops are ideal venues for theft — What changes have they made following impact suffered when cargo is lost. demonstrating that cargo is more vulnerable them? Do they subcontract work? If so, It is sometimes difficult for insureds to any time it is not moving. require them to receive approval before imagine that their company will be the As a good practice, plan schedules to avoid goods can be moved by another carrier. victim of a cargo theft. The “it-won’t-happen- unnecessary travel over weekends and also so Lastly, when preparing transportation to-me mentality” is a natural one when some- cargo arrives at its final destination during reg- contracts with a carrier, consider a Standards thing has yet to occur. But with the contin- ular business hours. Plan the route with as few of Care clause that contains explicit language ued high levels of cargo theft, it is wise from stops as possible, and require that the cargo is regarding expectations on how shipments a business and risk management perspective attended at all times either by personnel (driv- will be handled and transported. to prevent cargo from becoming a target. ers or security guards) and/or through tracking Add an additional layer of protection. Customers must acknowledge this risk and technology and remote monitoring. While some Use tracking devices, overt and embedded, take precautionary steps to reduce the threat shipments may require specific description, and other physical measures to augment — as long as the opportunity exists to steal, keep the language on shipping documentation security protocols along with route analysis someone will seize upon it. as generic as possible while still adhering to the tools that enable planning the safest, most necessary laws and regulations. secure route to ship the cargo. Devices can Tarnef is an assistant vice president and a senior loss Do your due diligence. Most companies be programmed to alert someone when the control specialist for the Chubb Group of Insurance Cos. entrust their shipments to third-party carri- shipment goes outside a prescribed area or Email: [email protected].

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www.insurancejournal.com September 24, 2012 INSURANCE JOURNAL-NATIONAL REGION | N15 SPECIAL REPORT The Votes Are In...

he votes have been tallied and the results are in for the “2012 Best THE WINNERS Independent Insurance Agency to Work For” survey by Insurance Journal. The owners of the “Best Agencies to Work For in 2012” highlight Overall differentT programs or benefits depending upon their employees’ needs, their Bryan Insurance Agency community, agency history, resources, even their own personalities and styles. Graham, Texas However, it is clear that it’s not all about benefits and programs. Happiness in the workplace has a lot to do with people and relationships. Employees of the West winning agencies cite high personal job satisfaction; rate their relationships Meyer & Cook Insurance Agency LLC with their immediate boss or supervisor as positive; and express a high opinion Walnut Grove, California of their agency’s owner or principals. Many employees are grateful the best agency owners support local commu- South Central nities through charitable efforts and community outreach. The best agencies Walker Myers Insurance continued to give back to various organizations in their communities and to Austin, Texas provide avenues for employees to participate in community service. Employees take pride in working for agencies that are respected in their communities. Southeast Employees also appreciate the generosity of their agency owners in sharing rev- Herbie Wiles Insurance enues in the form of bonuses, trips and other perks. St. Augustine, Florida The best agencies also provide ways to help their employees grow — by giving them the tools and technology they need, and supporting them with edu- Midwest cation, training, annual and on-time performance reviews, and, in some cases, Hausmann Johnson Insurance mentors. The survey results clearly show employees value this support. Madison, Wisconsin The winning agencies score high for overall employee benefits including wellness programs and for working conditions, including flex-time and alterna- East tive schedules that allow employees to work from home or remotely. American Insurance Services The best agencies to work for also provide employees with a strong sense of Clark, New Jersey work-life balance, and deliver a workplace environment where employees feel supported wholeheartedly by management and their peers. Insurance Journal wishes to thank the many customer service representatives, account executives, producers, managers and other agency staff who took the time to nominate their independent insurance agency in this year’s survey.

N16 | INSURANCE JOURNAL-NATIONAL REGION September 24, 2012 www.insurancejournal.com Best Agency to Work For - Overall

Graham, Texas Bryan Insurance Agency Small Town Values Creates Strong Ties

By Andrea Wells

ogether everybody achieves more — that’s Tthe motto of Bryan Insurance Agency in Graham, Texas, the Overall Best Agency to Work For in Insurance Journal’s 2012 nationwide survey. In a town of just 8,000 people, reputation is everything to a small business. Building a good reputation with quality service to back it up is critical to success. It’s just not possible without teamwork, says Tommy Dies, chief financial officer at Bryan Insurance. “We treat everybody here as if they were our family,” Dies said. “We live in a small community so we don’t have a large pool of Denny Bryan says his agency has always operated under the motto that ‘together everyone achieves more.’ job applicants to choose from so we try to treat our employees very special. Insurance is One employee said: “We are a professional ing at Bryan Insurance for much more than a tough business and it’s highly stressful, and organization, but I really feel like Bryan the salaries. “We do try to stay competitive we manage to run a very profitable agency Insurance is a family. We all work together in the salary area, but being in a small town with minimal staff.” for common goals and enjoy our successes. we can’t compete with Houston, Dallas, San Dies knows the employees at Bryan The agency supports the employees in all Antonio-type agencies,” he says. Insurance have to work hard to keep up areas including professional development as But there are other benefits that Bryan the pace. Bryan Insurance serves the North well as personal life.” Insurance is able to offer such as telecom- Texas area, writing all lines of insurance, Founded in 1921, the agency has built muting positions or work-from-home options including commercial, personal, life and a solid reputation in its community and for some staff. health policies. The agency has a specialty beyond. Bryan Insurance has been recog- “If kids are sick they can go home and take in the oil and gas sector, including accounts nized in multiple years as an Independent care of their kids and still work from their across the nation, and writes around $18 mil- Insurance Agents & Brokers “Best Practices home,” Dies says. lion in property/casualty premium annually. Agency.” “We also have six people that work “We work employees very hard but we In 2010, the agency was named as Insurance remote. They came to work for us in also try to reward them, not just monetarily Journal’s Best Agency to Work For in the Graham, but had to move because of family but by treating them with dignity and South Central region as well. situations, and we didn’t want to lose them respect,” Dies said. Denny Bryan, managing owner of Bryan and they didn’t want to lose us.” Now those That means caring about every employee’s Insurance, says he is honored to be named employees work remotely in other cities. personal life, too. “We are very flexible in twice as a Best Agency to Work For. “We Dies said the agency also believes in shar- terms of letting employees take off with do treat this agency like a family and try to ing its success with those who helped create fairly short notice so that they can go and keep it that way even as we keep growing,” it. enjoy their children. That’s very important,” he says. “We want to remember that our “We try to do an end-of-year sharing of the Dies said. employees are here to help us, our clients, profits. If we’ve had a good year we want our That respect carries down through each (and they) put food on their table and our employees to know that it’s because of them employee in the agency. “We have about table, too.” that we had a good year,” Dies said. 20 or so employees and most of them are Another employee spoke highly of Bryan’s Overall, Denny Bryan says everyone in the women,” Dies said. “I’ve been here a little leadership, stating: “The owner is always agency is part of a team. “We operate under over 10 years and have been amazed at how fair, considerate, patient, clear of his instruc- the motto that together everybody achieves everyone takes care of each other. When tions for the job at hand, even willing to pay more,” he said. somebody is out, the rest of the team just for continuing education classes.” That motto has worked well throughout jumps in and takes care of their accounts.” Dies believes that employees enjoy work- the history of Bryan Insurance. www.insurancejournal.com September 24, 2012 INSURANCE JOURNAL-NATIONAL REGION | N17 SPECIAL REPORT The Votes Are In... Best Agency to Work For - West

Walnut Grove, California his desk to fight fires and provide medical aid. We have the past president and founder Meyer & Cook Insurance of the local Chamber of Commerce. Another sat on and chaired the local redevelopment target area committee and is responsible for our beautiful community dock. Our agency A Place Where All Work Together has always supported these employees with paid time off to attend the myriad of meet- pier employees ings and fire calls, and ... encourages us to and happier cus- participate in community service.” tomers, says James In almost every rating category, employees Cook, majority scored the agency as “excellent.” owner and man- Cook chalks that up to incentives, which ager of the agency. he says pay off in the long-run. “It’s a team con- “We give new business production bonus- cept at the agency. es,” Cook says. “If you meet a certain produc- We’re all in it tion goal, you get a cash award.” together,” says Agents also get a percentage of the new Cook, who refers business that they write. And the agency to his employees offers numerous benefits, such as picking up as “the greatest the cost of health benefits for employees and asset that the their families. “We pay 100 percent,” Cook agency has.” says of the health plan. The agency was Other employee benefits include: health Left to right, back row: Jim Cook; Tim Cook; Mark Rogerson; Chris Cook; Sam Boone. Left to right, front row: Janet Hauser; Adrienne Puckett; April Slawson; Julie Lancaster; started in 1922 by savings accounts, vision care, dental, long- Carol Cain; Lorraine Diede; Kathy Adams. Myron Brown, and term disability, group life, a cafeteria plan, after World War II payment of service club dues, gas cards, By Don Jergler it became Brown & Meyer. In the 1960s, it profit sharing, Christmas bonuses and up to became Brown, Meyer & Tranum. In 2000, four weeks of vacation for those who have nice office view, lots of raises — and a they formed an LLC and became Meyer & stayed with the company for a while. ACostco membership. Those are the keys Cook LLC. And employees do tend to stick around. to making employees happy. And those are The pro-employee environment has been Several have been with the agency 35 years among the reasons Meyer & Cook Insurance built upon by agency principals and leaders. or more. Cook started there 32 years ago. was selected as the Best Agency to Work For “I was an employee myself for a long time,” The upside of this pro-employee philoso- in the West in Insurance Journal’s 2012 survey. the 55-year-old Cook says. “I’ve been on that phy? “I get happy employees, I hope,” Cook Meyer & Cook is a small agency in Walnut side. You always feel you treat people with says, adding, “I get happy customers.” Grove, Calif., with an office in a historic respect, they treat you with respect.” He notes the firm’s retention rate is in building that overlooks the Sacramento Things like employee pay increases even the high 90th percentile, which he attri- River. Being in the California Delta, the during tough times are signs of good leader- butes to employee retention. That, in turn, agency handles a great deal of agricultural ship that employees recognize and respect. leads to institutional knowledge of clients, offering products for crops, workers’ “Reviews are annual and on-time,” wrote customers. compensation, coverage for trucks, tractors one employee. “Not just a new title given at “We know our insureds,” he says. and equipment, as well as personal lines. review, but increase in annual income. The Employees also have a thorough knowl- Employees who offered opinions on the agency shares in its growth.” edge of what may be considered by some to agency talked up several positive aspects Evidently, the agency and its employees be small potatoes — but they are important of Meyer & Cook, with perks that include: also believe in sharing with the community. at Meyer & Cook. “membership to Costco and Sam’s Club,” “Four of our team are actively involved in “They know what various pieces of farm wrote one employee who took the survey. our local Rotary Club,” wrote one employee. equipment do, what crops the clients grow, In simple terms, the management mindset “One of our crew is a fire commissioner of the times of season for certain crops, so we at the 90-year-old agency follows the “do our local fire district, and another employee don’t hit them in the middle of harvest time,” unto others” Golden Rule, resulting in hap- is a volunteer firefighter who regularly leaves Cook says.

N18 | INSURANCE JOURNAL-NATIONAL REGION September 24, 2012 www.insurancejournal.com Best Agency to Work For - South Central

Austin, Texas business and financial skills. I respect everyone I work with and like them.” Walker Myers Insurance Thomas says many agencies are facing retirement and perpetuation issues. “When you don’t have that retirement on the horizon and you are all trying to build together under Right People, Right Fit Makes a Great Place that team approach, everyone gets excited.” The agency treats everyone as equals, By Andrea Wells people and leaders. which is another reason why Thomas thinks “It’s youthful, there’s energy to what we employees like their jobs. tarting a new business in a healthy econo- are doing, and there are new ideas and con- “They (support staff) are the face of our Smy is a challenge. Starting a new business cepts,” he says. organization,” Thomas says. “They are deal- — and succeeding — in a difficult economy One example, is next to impossible. Yet that’s what Austin, is how Walker Texas-based Walker Myers Insurance & Risk Myers built its Management LLC has done while creating operations around an environment its employees believe is a technology to great place to work. This 20-employee inde- make doing busi- pendent insurance agency was named this ness easier and year’s Best Agency to Work for in the South faster for employ- Central region by Insurance Journal in 2012. ees and custom- Walker Myers opened its doors a year and ers. half ago with a vision of becoming a large- “Because we account commercial lines agency served by are a new firm, some of the insurance industry’s best young- we could build er talent, says Todd Thomas, president and our firm around executive partner, who started the agency technology that with the Scott Carrigan, vice president. . other firms ... had “That was the catalyst for starting our to interject or force Left to right: David Light, partner; Todd Thomas, president; Cristina Vasquez, partner; own firm,” says 28-year-old Thomas. into their model,” Rod Tootle, partner; and Scott Carrigan, vice president. Thomas previously worked at Wortham Thomas says. Insurance, a nearly 100-year-old insurance “Most agencies were built when there wasn’t ing with clients on a daily basis, and some- brokerage with 500 employees. Carrigan also Internet or email, and you didn’t have agency times they can be more important than a came from a large, independent agency. He management systems ... We could start from producer.” That’s why Walker Myers’ support left Swantner & Gordon (now Higginbotham the ground up with some of those efficiencies.” staff work in the window offices, he says. Insurance) to found Walker Myers. Despite Walker Myers’ youth, there have “They can actually see the sunshine, and for The decision to start a new agency didn’t been few growing pains. As one employee us, that’s gone a long way in terms of morale come quick. “We didn’t just start our own said in Insurance Journal’s survey, “We are and just keeping people happy.” firm to start our own firm,” Thomas says. well-staffed, well-trained, and have good, One agency employee said: “You are not “We wanted to be the best and have best experienced producers … Above all it is just treated like an assembly line worker.” practices. ... When we first started, our belief a fun place to work.” While the agency is a newbie, it’s growing was that independent agencies don’t always The average age of Walker Myers’ work- at a healthy pace. In its first six months of build themselves around A-players.” force is around 36 to 37 years old, which operation, Walker Myers wrote more than $1 But the key to a happy workplace set- has led to a high-energy environment with million in new business commission. ting is hiring the right people for the right highly motivated employees, Thomas says. In 12 to 24 months, Thomas expects positions, Thomas says. “We are cognizant “We are young, fun, smart, creative, and Walker Myers to open at least two offices. of how employees fit into our team because everyone enjoys coming to work,” one The firm currently operates offices in Austin, unlike a lot of places that talk about a team employee wrote. “We are encouraged to San Antonio and Corpus Christi, Texas. approach, we rely on it because of our size.” express our ideas and concerns freely. The Finding the right talent while in “growth Thomas believes that the reason his firm’s partners in the company are knowledgeable mode” will be important, Thomas says. “We employees are happy has a lot to do with its of the industry, as well as have wonderful have made that our mission.”

www.insurancejournal.com September 24, 2012 INSURANCE JOURNAL-NATIONAL REGION | N19 SPECIAL REPORT The Votes Are In... Best Agency to Work For - Southeast

St. Augustine, Florida the agency gets an equal share of 10 percent Herbie Wiles Insurance of the profits. Producers have their own incentive plan to reward new business. The profit sharing plan has helped business, according to employees. “This generates Good Reputation by Doing the Right Thing excitement within our team, and the number of referrals we receive increased exponential- million in pre- ly once it was implemented,” one explained. mium per year “Sharing the agency profits with our staff — everything is an appropriate thing to do to reward a from the “little good staff,” Wiles says. “It also has helped old lady with one them buy into what we’re trying to do. If automobile” to they can see some financial results for the larger accounts hard work that they put in for those occa- around $200,000, sional extra hours and for the extra care they says President take with our clients ... we all win.” Doug Wiles, who As appreciative as they are of the profit- joined his father in sharing checks, employees also rate the the agency in 1979. intangible benefits of working at Herbie The firm also has a Wiles very high. few niche markets “This is a family run agency that has been including condo- in the community for 50 years, that has miniums, religious achieved a reputation of honesty, compassion Herbie Wiles Insurance in St. Augustine, Fla., has continued to preserve its reputation institutions and and integrity that makes everyone proud to in the community by doing the right thing, says Doug Wiles, president. bed and breakfast be associated with it,” said an employee. establishments. A few years ago the agency’s priorities The spirit of were tested during the economic slow- By Andrew Simpson giving behind the agency’s museum dona- down, which hit Florida especially hard. tion, and its support for various community Management decided to freeze salaries. any independent agencies give back causes, helped make Herbie Wiles Insurance Employees think they did the right thing. Mto their community, but Herbie Wiles Insurance Journal’s Best Agency to Work For in As one employee said, “When the economy Insurance (HWI) in St. Augustine, Fla., has the Southeast for 2012. started to take a downturn, well before it taken that to a new level by donating its When Doug Wiles talks about running his affected HWI, Doug Wiles, started making whole building to the community. business, he talks about doing something small expense cuts, and we took a salary In 1966, agency founder and CEO Herbie because it is the “right” thing to do — from freeze for one year. This enabled us not to Wiles bought a vacant, old house and reno- matching 401(k) contributions to tailoring have to lay any staff off during a recession. vated it for an office, turning an eyesore into work hours to the individual, when possible. He had the vision to see the agency through a landmark. In 1980, the agency expanded “It’s all a part of being fair and treating the difficult times, and we all pulled togeth- by buying the house next door and joining people with respect, treating them as profes- er and made it work. True leadership!” it with the original office. By 2007, even that sionals, and recognizing that every job in the Wiles, an Army and National Guard vet- doubled space proved inadequate for the agency is important, regardless as to what eran and former elected state representative, growing business, so Wiles built a new home it is. Certainly, there are differences in jobs, says he inherited the agency’s good reputa- for its business on its location. But it did not but certainly all are important,” Wiles says. tion in the community from his grandfather, destroy the old place; it donated the historic Of the benefits of working at the agency, father and those who came before him. structure to the city and paid to move it to employees gave high marks to the group “My family did a pretty good job in the another site, where it now is a museum. plan, office hours, working conditions, business. My challenge was not to screw it The agency with its 28 employees serves performance reviews and all of the other up,” he says. St. Augustine and neighboring northern tangible perks. The most popular tangible Like the office that is now a museum, it Florida communities including Jacksonville benefit, however, is actually another form of appears the agency’s good reputation has also and Orlando. The agency writes about $28 giving: profit sharing. Every non-producer in been well preserved.

N20 | INSURANCE JOURNAL-NATIONAL REGION September 24, 2012 www.insurancejournal.com Best Agency to Work For - Midwest

Madison, Wisconsin Some of the firm’s 18 sales personnel are minority owners, as are three people in key Hausmann-Johnson Insurance management, but non-producing, positions. There are certain criteria associates have to meet to become owners, Squires says, but ownership is “available if a person is inter- Always Striving to be a Cut Above the Rest ested, and we encourage it.” The company is committed to maintaining By Stephanie K. Jones what we call it,” Squires says. “It’s a commit- its independence and has an internal per- tee that’s formed every year ... they basically petuation plan in place. Hausmann-Johnson’s “ e always do what we say we’re going plan the fun for the year, whether it’s the associates appreciate and rely on that strate- Wto do.” annual company picnic or a winter event. gic plan, one survey respondent wrote. That slogan serves as a guiding light for They probably do an event once a month at “As a result of that initiative, we’ve gone Hausmann-Johnson Insurance, the agency least. Something around the office — it can on a hiring spree, bringing in young talent selected as Insurance Journal’s Best Agency to be as little as a trivia game.” to create the ‘next generation.’ This central Work for in the Midwest in 2012, and one of One particularly popular event is the focus on finding ways to stay indepen- the many reasons why the firm’s associates annual mini miniature golf tournament. “We dent and keep our culture intact has been endeavored to recognize it as such. have teams, and we set up a little miniature received very well by our associates. We find Steve Squires, president and CEO, says golf course all the way around the office that everyone on the staff works harder and he’s pleased but not surprised that the agen- cubicles and so forth. People seem to enjoy prouder as a result of it. We know our com- cy’s associates — they are not referred to that. There again, we think people spend a petitors are looking to sell to larger national/ as employees — think his agency is a great lot of time at work and we want to make regional agencies, which inevitably causes place to work. “They prove to us every day sure it’s an enjoyable time,” he says. the culture and approach of the agency to that they’re glad to be here,” Squires says. Squires says the agency aims to create an change. Our clients and our associates know “They’re a good group, and we always strive environment where associates are encour- that we’re here to stay.” to be better and work harder.” aged to succeed and advance in their careers. Ultimately, Hausmann-Johnson tries “to The Madison, Wis.-based company’s phi- As one associate put it: “We are a team be a cut above the rest” with its benefits and losophy “drives our employees to treat our that works like clients, carriers and each other honestly and a ‘well-oiled directly, leading to a high level of profession- machine;’ our team alism and trust in the company,” wrote one members coordi- associate. “It’s earned us the title ‘Preferred nate their efforts Independent Insurance Agency’ by a local to ensure the best business magazine for the past four years.” possible outcome Hausmann-Johnson has about 65 associ- for our clients and ates, including 13 owners, and generates ultimately the suc- about $11 million in revenue annually on the cess of our com- sales of around $100 million in written pre- pany. Our associ- mium, including group benefits. The agency’s ates take pride in mix of business is about 25 percent employee their performance, benefits and 75 percent property/casualty, taking ownership about 92 percent of which is in commercial in everything lines and 8 percent personal lines. that they do. Squires says the company recognizes that This makes it Hausmann-Johnson’s associates work together like a ‘well-oiled machine.’ “an employee or associate spends a lot of fun to work for time in a work world, and we want to make Hausmann-Johnson.” pay structures, and advancement oppor- sure it’s a pleasurable experience.” Employees say the agency is “flexible and tunities, Squires says. If someone is in the To that end, management not only seeks generous.” The company provides a path insurance agency business or is interested in to encourage solid workplace practices, but whereby associates are able to seek owner- the insurance agency business, Hausmann- also to make it an enjoyable place to work. ship positions. Of the 13 current owners, Johnson wants to be “one of the first agencies “We have a fun committee, that’s actually three, including Squires, are major owners. they think about.”

www.insurancejournal.com September 24, 2012 INSURANCE JOURNAL-NATIONAL REGION | N21 SPECIAL REPORT The Votes Are In... Best Agency to Work For - East

Clark, New Jersey sible, respectful and professional — and believe in their employees.” American Insurance Services Law says the agency’s employees know their jobs, work hard and respect one another. “Everyone works hard and they enjoy what they are doing. We would like people Strength of Family Helps Agency to Flourish to come to work and feel like they are the owners, like they own their work.” The agency also tries to empower its staff By Young Ha respect, care, and service to all our clients,” by providing the latest technologies and explained one staff member. social media platforms available. Within the hen you walk into the offices of A common theme from the employees’ previous 10 years, the agency upgraded its WAmerican Insurance Services in Clark, evaluations of their agency was how enjoy- technology, San Filippo explains. “All of our N.J., you may be forgiven for mistaking it for able they said it is to come to work. CSRs went from working on one computer an extended family reunion. “It is a pleasure to come to work,” an monitor to three monitors for maximum pro- “The benefit of a family-like environment is employee said. “I like working here, because cessing efficiency,” he says. offered here. I treat my employees like family, I can be myself and can express my thoughts, When employees receive a call or call and we treat our customers the same way,” and know that my ideas are listened to, transfer, their computer monitors will notify says Nick San Filippo, who started his prop- regardless of my position in the company. I them about the caller, along with the cus- erty/casualty insurance agency 36 years ago. also enjoy the people that I work with and tomer file information. This information can The family-like atmosphere is a primary know that together we work well as a team.” then be transferred to other CSRs in the reason American Insurance Services was When asked about the agency’s enjoyable office via their direct telephone extensions. voted on by its employees as Insurance work atmosphere, Dawn Law, the agency’s San Filippo says a paperless work environ- Journal’s Best Agency to Work For in the vice president who is in charge of opera- ment — where CSRs can download PDF East in 2012. The family-like atmosphere tions, says, “you have to make employees faxes, scans, and emails with the click of a want to be here.” button — means employees can access any For example, the information at their fingertips. agency is parent- The agency utilizes social media platforms friendly, she to generate new business and employs two notes, providing social media staff to serve as the voice of young parents American Insurance Services. with adjustable “We now have a large online presence work schedules across multiple social media outlets that to accommodate generate new leads daily,” San Filippo says. their work and “We’ve created a very popular New Jersey family obligations. community blog that we use to interact with “We are very our local businesses and customers every family-oriented.” day,” he says. The flexibil- To further motivate employees, the com- ity afforded to pany offers competitive salaries and ben- employees is a efits, as well as an incentive plan in which Dawn Law, vice president, standing on right, says managers have to be responsible, result of mutual employees can earn extra money. respectful and professional, and believe in their employees. respect, Law says. “[For] anyone that sells any kind of insur- “The main thing ance policy, for any reason, even if a staff just also is the reason the agency is flourishing. you have to do is show your staff respect,” answers the phone and someone says they American Insurance now has 24 employees she says. “There is a human side to work[ing] want to buy car insurance, we pay the staff and more than $30 million in written premi- here — I guess that’s what it comes down who writes that policy a percentage of the ums, and business continues to expand. to. It’s not just a job. We hope it’s a career for agency commission,” Law says. “It adds up. I “Our President Nick San Filippo treats the employees. And we hope they end up have people that make anywhere from $100 us all like members of his own family. This feeling like we are a family, because that’s a month, and sometimes I have incentive act is contagious, and we reciprocate that what we are. Managers have to be respon- checks that are well over $1,000.”

N22 | INSURANCE JOURNAL-NATIONAL REGION September 24, 2012 www.insurancejournal.com of

City of Hope’s Spirit of Life Award Dinner Saturday, October 27, 2012 The Beverly Hilton - Beverly Hills, CA Register at www.CityofHope.org For more information, contact Ken Birkett at 800-272-2310 or [email protected]

COH16057.indd 1 8/30/12 8:54 AM

NATIONAL COVERAGE News & Markets Low Interest Rates: An Ongoing Problem for the Re/insurance Industry

By Charles Boyle of insurance executives at the Reinsurance level, the report indicates. Rendezvous in Monte Carlo indicates that Astrid Frey, co-author of the study, says: wiss Re’s sigma report analyzing the the condition will last for at least three “Interest rates have a delayed impact on Seffect on the insurance industry of the more years, and probably longer. insurance investment portfolios, allowing continuing low interest rates doesn’t paint The sigma report notes that insurers, insurers time to react but also tempting a pretty picture. Rates have been at historic as large institutional investors managing them to postpone necessary remedial action lows for several years. For instance the nom- around $25 trillion or 12 percent of global in hopes that interest rates will rebound.” inal yield on a 10-year U.S. treasury bond is financial assets, suffer greatly from low As that now seems unlikely, the re/insur- around 2 percent, but Swiss Re points out investment yields. The impact of low ance industry will be unable to realize a that the real yield is effectively zero. interest rates on insurers also affects poli- return on investments, which is greater than Kurt Karl, Swiss Re’s chief economist, cyholders because the cake shrinks for all the low inflation rates, the study says. says there is “no benefit for insurers” from — translating to fewer benefits or to higher The situation poses greater problems for the expansionary monetary policy the premiums for equal protection.” life insurers, but P/C re/insurers will be United States, United Kingdom and other Low rates haven’t been a particular affected, the study says. As they have no con- countries have embraced as they finance concern until recently “because only cur- trol over interest rates or inflation, about the their activities from premium payments. rent premium income — a fraction of total only thing the P/C industry can do is tighten And the downward trend in interest investments — is invested at [low] market underwriting standards. Yet given economic rates, which began after interest rates yields.” It’s becoming a problem because conditions and low growth in most devel- peaked in the early 1980s, shows no signs of the debt instruments with higher yields are oped countries, it’s unlikely there will wide- reversing. An unscientific survey conducted maturing and can’t be replaced at the same spread premium increases, the study says.

N24MARSHALL16087.indd | INSURANCE JOURNAL-NATIONAL 1 REGION September 24, 2012 www.insurancejournal.com9/13/12 3:48 PM elcome to Insurance Journal’s 2012 WProfessional Liability Directory. We’ve compiled this directory of professional liability providers to assist independent agents and brokers in their search for markets. In today’s highly litigious world, professional liability coverages have become critical insurance for many businesses. This directory has been designed to serve as a quick reference guide that allows users to locate carriers, wholesale brokers and managing general agencies offering professional liability coverage. The information published in this directory was submitted directly by the providers and includes their contact information, Web site and states where coverage is available. For a complete listing of markets offered by providers named in this directory, visit: www.insurancejournal.com/ resources and type in “professional liability” under the Excess & Surplus, “find a market” option. To submit a listing for future direc- tories, or e-mail Kristine Honey at khoney@ insurancejournal.com. We hope you find IJ’s Professional Liability Directory to be a useful tool. To comment on this directory, or any other IJ resource, please e-mail: editorial@ insurancejournal.com.

Looking for other markets? Visit MyNewMarkets (www.mynewmarkets. com) to search more than 25,000 property/casualty listings for free from standard, specialty, excess and surplus lines markets nationwide.

Accountants Liability Accountants Liability (continued) Company States Company States

A & B Insurance Solutions, LLC AL AR FL GA IL IN KY LA MA MI MO MS R.E. Chaix & Assoc. CA NJ NY TN Sullivan Brokers Wholesale Insurance Solutions All States Access E&S Insurance Services (CA) AZ CA CO NV TX Swett & Crawford All States ACE Westchester Specialty—Professional Risk (GA) All States Target Insurance Services All States Align General Insurance Agency, LLC All States Travelers All States Allsouth Professional Liability Multiple – please contact us. U.S. E & O Brokers All States Alta Professional Insurance Services (MI) IN IL MI MN OH Western Security Surplus Insurance Brokers, Inc. AZ CA CO FL IL NV Aon Affinity All States Western Surplus Lines Agency, Inc. LA NM OK TX Argo Pro Most States Worldwide Facilities, Inc. - All Offices All States Betty Harder & Associates, Inc. AL AZ CO GA IL LA ME MI MO MS NC NM OH OR TN TX VA WI WY Ck Specialty Insurance Associates - All Offices AZ CA CO ID NV OR TX UT WA Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA Allied Health Care Professional Liability

CPA Protector Plan All States except AK KY VA Company States E.L.M. Insurance Brokers, Inc. Most States

Founders Professional All States except AK A & B Insurance Solutions, LLC AL AR FL GA IL IN KY LA MA MI MO MS Herbert H. Landy Insurance All States except AK LA (includes Tax NJ NY TN Preparers & Bookkeepers) Access E&S Insurance Services (CA) AZ CA CO NV TX Insurance Innovators Group - All Offices Continental US Access E&S Insurance Services (VA) DC DE GA IL MD NC NJ NY OH PA SC Intercorp, Inc. All States TN TX VA James River Insurance Company All States AFPD – Professional Liability All States Jorgensen & Company All States Agentic Insurance, LLC DC DE FL MD NJ NY PA VA Keystone Insurance Services, Inc. TX Agostini Surplus Insurance Services AZ CA CO NE NM NV OR TN TX UT WA McGowan, Donnelly & Oberheu, LLC (MDO) All States Alexander J. Wayne & Associates, Inc. All States Monitor Liability Managers, LLC All States All Solutions PBS LLC All States Navigators Pro All States Allsouth Professional Liability Multiple – please contact us. NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV American Underwriting Managers AR LA NM TX Norman-Spencer International, Inc. All States Anderson & Murison, Inc. CA People’s United Insurance Agency, Inc. ME NH VT Aon Affinity All States Philadelphia Insurance Companies All States except LA Apogee Insurance Group, a Berkshire Hathaway Co. All States Professional Liability Ins. Svcs - Underwriting Facilities All States ARC West Coast Excess & Surplus Brokerage, LLC All States Professional Underwriters Agency, Inc. All States Ark-La-Tex Underwriters, Inc. AR LA MS TX ProWest Insurance Services, Inc. CA - License # - 0C52396 Arlington/Roe & Co of Indiana All States

www.insurancejournal.com September 24, 2012 | INSURANCE JOURNAL-NATIONAL N25 Allied Health Care Professional (continued) Architects & Engineers Liability (continued) Company States Company States

Ashley General Agency TX Agentic Insurance, LLC DC DE FL MD NJ NY PA VA Atlantic Risk Specialists All States Alexander J. Wayne & Associates, Inc. All States Bailey Special Risks, Inc. All States except AK HI All Risks, Ltd. All States Bliss & Glennon, Inc. All States Allsouth Professional Liability Multiple – please contact us. Bliss & Glennon Central All States Alta Professional Insurance Services (MI) IN IL MI MN OH Boston Insurance Brokerage, Inc. All States American Risk Mgmt Resources Network, LLC All States Braishfield Associates, Inc. All States American Underwriting Managers AR LA NM TX Burns & Wilcox — All Offices All States AmWINS Group, Inc. - 50 Offices Nationwide All States Charles A. Walker Corp. MD NJ NY OH PA VT Anderson & Murison, Inc. CA Citadel Insurance Services, LC All States Aon Affinity All States Cochrane & Company AK AZ CA CO ID MT ND NM NV OR UT Apogee Ins. Group, a Berkshire Hathaway Company All States WA WY ARC West Coast Excess & Surplus Brokerage, LLC All States Commercial Sector Insurance Brokers, LLC All States Argo Pro Most States Construction Insurance Partners All States Arlington/Roe & Co of Indiana All States Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA Arrowhead General Insurance Agency, Inc. - All States except CRC Insurance Services, Inc. - 29 Offices Nationwide All States Architects & Engineers Liability MN Donald Gaddis Co., Inc. All States Ashley General Agency TX E.L.M. Insurance Brokers, Inc. Most States Atlantic Specialty Lines - VA FL MW PA TX AR CT DC DE FL GA IL IN KY LA MD MI Eaton Professional Insurance Services CA MN NC NJ NY OH PA SC TN TX VA WI Founders Professional All States except AK Bailey Special Risks, Inc. All States except AK HI Gateway Specialty Insurance All States Bliss & Glennon, Inc. All States Gateway Underwriters Agency All States Bliss & Glennon Central All States Gresham & Associates, Inc. - Corporate Office All States Braishfield Associates, Inc. All States Indemnity Excess & Surplus Agency, Inc. Most States Charles A. Walker Corp. MD NJ NY OH PA VT Insurance Innovators Group - All Offices Continental US Citadel Insurance Services, LC All States International Excess Alliance, LLC All States Ck Specialty Insurance Associates - All Offices AZ CA CO ID NV OR TX UT WA J.E. Brown & Associates CA Cochrane & Company AK AZ CA CO ID MT ND NM NV OR UT J.M. Wilson AL AR FL GA IA IL IN KS KY MI MO NC WA WY NE OH OK PA SC TN VA WI WV Commercial Sector Insurance Brokers, LLC All States James River Insurance Company All States Construction Insurance Partners All States Jimcor Agencies All States Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA K&B Underwriters, LLC All States CRC Insurance Services, Inc. - 29 Offices Nationwide All States Keystone Insurance Services, Inc. TX Crouse & Associates All States King Insurance Support Systems Nationwide Crump Professional Concepts All States LevelFirst AR AZ CA CO KS LA MI NM NV OK OR TX Davidson-Babcock CO IA IL KS MO NE OK SD M.J. Hall & Company, Inc. AK AZ CA HI NV TX Delta General Agency Corp. TX MarketScout Wholesale, LLC / dba MSW All States Donald Gaddis Co., Inc. All States Mercator Risk Services, Inc. All States E.L.M. Insurance Brokers, Inc. Most States Monitor Liability Managers, LLC All States Eaton Professional Insurance Services CA Morstan General Agency of Florida All States Euclid Managers Most States NAS Insurance Services, Inc. All States Founders Professional All States except AK NIF Group, Inc. All States Fox Point Programs All States (varies based on class of business) Pacific Coast E&S Insurance Services CA ID NV OR WA Freberg Environmental, Inc. All States Patriot National Underwriters, Inc. OK TX Gateway Underwriters Agency All States PBS Insurance Underwriting Corporation All States except AK KS Gorst Co. CA Pennock Insurance, Inc. DE MD NJ PA VA Gresham & Associates, Inc. - Corporate Office All States Philadelphia Insurance Companies All States except LA Indemnity Excess & Surplus Agency, Inc. Most State Professional Liability Ins. Svcs - Underwriting Facilities All States Insurance Innovators Group - All Offices Continental US Professional Program Insurance Brokerage All States Intercorp, Inc. All States Quaker Special Risk - FL MA NJ NY offices Most States International Excess Alliance, LLC All States Quirk & Company LA NM OK OR TX WA Jacobs & Associates, Inc. OH R.E. Chaix & Assoc. CA James River Insurance Company All States RMIS CA IA IL IN OH WI Jimcor Agencies All States Rockwood Programs, Inc. All States K&M Henderson Insurance Services, Inc. CA NV OR RPS Healthcare All States Keystone Insurance Services, Inc. TX RPS SAFA St. Louis IA IL MO NE King Insurance Support Systems Nationwide S.H. Smith & Company, Inc. - 8 Offices Nationwide All States LevelFirst AR AZ CA CO KS LA MI NM NV OK OR TX Smith, Bell & Thompson, Inc. a div of Willis Programs All States M.J. Hall & Company, Inc. AK AZ CA HI NV TX Sullivan Brokers Wholesale Insurance Solutions All States MarketScout Wholesale, LLC / dba MSW All States Swett & Crawford All States Mercator Risk Services, Inc. All States Tejas American General Agency AR LA NM OK TX Monarch E&S Insurance Services AZ CA HI NV TX Tennant Risk Services All States Monitor Liability Managers, LLC All States TuscanoPro DE FL MD NC NJ NY OH PA SC VA WV Morstan General Agency of Florida All States USG Insurance Services, Inc. All States Navigators Pro All States USX/S All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV Victor O. Schinnerer & Co. Most States Norman-Spencer International, Inc. All States Worldwide Facilities, Inc. - All Offices All States Pacific Coast E&S Insurance Services CA ID NV OR WA Yates & Associates Ins. Services CA Patriot National Underwriters, Inc. OK TX Pennock Insurance, Inc. DE MD NJ PA VA Architects & Engineers Liability Professional Underwriters Agency, Inc. All States ProWest Insurance Services, Inc. CA - License # - 0C52396 Company States Quadrant Insurance Managers All States

Quaker Special Risk - FL MA NJ NY office Most States 5Star Professional Programs All States Quirk & Company LA NM OK OR TX WA A & B Insurance Solutions, LLC AL AR FL GA IL IN KY LA MA MI MO MS R.E. Chaix & Assoc. CA NJ NY TN RLI All States Access E&S Insurance Services (CA) AZ CA CO NV TX Roush Insurance Services, Inc. IL IN OH Access E&S Insurance Services (VA) DC DE GA IL MD NC NJ NY OH PA SC TN TX VA RPS SAFA St. Louis IA IL MO NE

N26 INSURANCE JOURNAL-NATIONAL | September 24, 2012 www.insurancejournal.com Architects & Engineers Liability (continued) D&O Liability (continued) Company States Company States

RT Specialty All States Apogee Insurance Group, a Berkshire Hathaway Co. All States Russell Bond & Co., Inc. Most States ARC West Coast Excess & Surplus Brokerage, LLC All States S.H. Smith & Company, Inc. - 8 Offices Nationwides All States Argo Pro Most States Socius Insurance Services All States Arlington/Roe & Co of Indiana All States Southern Insurance Underwriters, Inc. AL FL GA MS NC SC TN Ashley General Agency TX Sullivan Brokers Wholesale Insurance Solutions All States ASI All States except LA Swett & Crawford All States Atlantic Risk Specialists All States Tejas American General Agency AR LA NM OK TX Atlantic Specialty Lines - VA FL MW PA TX AR CT DC DE FL GA IL IN KY LA MD MI Tennant Risk Services All States MN NC NJ NY OH PA SC TN TX VA WI Travelers All States Bailey Special Risks, Inc. All States except AK HI TuscanoPro DE FL MD NC NJ NY OH PA SC VA WV Bliss & Glennon, Inc. All States USG Insurance Services, Inc. All States Bliss & Glennon Central All States USX/S All States Boston Insurance Brokerage, Inc. All States Victor O. Schinnerer & Co. Most States Braishfield Associates, Inc. All States Western Security Surplus Insurance Brokers, Inc. AZ CA CO FL IL NV NY OR TX UT WA Burns & Wilcox — All Offices All States Western Surplus Lines Agency, Inc. LA NM OK TX Charles A. Walker Corp. MD NJ NY OH PA VT Western World Insurance Group Most States Chubb Group of Insurance Companies All States Westrope All States Citadel Insurance Services, LC All States Cochrane & Company AK AZ CA CO ID MT ND NM NV OR UT Worldwide Facilities, Inc. - All Offices All States WA WY Yates & Associates Ins. Services CA Commercial Sector Insurance Brokers, LLC All States Zurich North America Commercial All States Compass Insurance Group of Agencies CA Construction Insurance Partners All States Beauty / Barber Shop E&O Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA CRC Insurance Services, Inc. - 29 Offices Nationwide All States

Company States Crouse & Associates All States Crump Professional Concepts All States Access E&S Insurance Services (CA) AZ CA CO NV TX Davidson-Babcock CO IA IL KS MO NE OK SD Ashley General Agency TX Delta General Agency Corp. TX International Beauty Brokerage AZ CA NV Donald Gaddis Co., Inc. All States Izzo Insurance Services, Inc. AZ CA NV E.L.M. Insurance Brokers, Inc. Most States Monitor Liability Managers, LLC All States Eaton Professional Insurance Services CA Pacific Coast E&S Insurance Services CA ID NV OR WA Executive Perils All States Professional Program Insurance Brokerage All States Founders Professional All States except AK SASSI - Salon & Spa Specialty Insurance Most States Gateway Specialty Insurance All States Topa Insurance Company AZ CA NV Gateway Underwriters Agency All States USASIA Insurance Services AZ CA Gerald J. Wilkoff, Inc. All States Gray-Stone & Company, Inc. All States except AK WY Great American Ins. Group - Executive Liability Division All States Crime Gresham & Associates, Inc. - Corporate Office All States Company States Herbert H. Landy Insurance All States except AK LA Indemnity Excess & Surplus Agency, Inc. Most States Access E&S Insurance Services (CA) AZ CA CO NV TX Independent Brokers & Agents of the West (IBA West) CA All Solutions PBS LLC All States Insurance Innovators Group - All Offices Continental US Alta Professional Insurance Services (MI) IN IL MI MN OH Intercorp, Inc. All States Brownyard Group Most States (includes first & third party IPA Risk Management, LLC All States dishonesty) J.E. Brown & Associates CA Chubb Group of Insurance Companies All States J.M. Wilson AL AR FL GA IA IL IN KS KY MI MO NC Crump Professional Concepts All States NE OH OK PA SC TN VA WI WV E.L.M. Insurance Brokers, Inc. Most States J.R. Olsen Bonds & Insurance Brokers, Inc. All States International Excess Alliance, LLC All States Jacobs & Associates, Inc. OH J.R. Olsen Bonds & Insurance Brokers, Inc. All States Jimcor Agencies All States M.J. Hall & Company, Inc. AK AZ CA HI NV TX Jorgensen & Company All States Monitor Liability Managers, LLC All States K&M Henderson Insurance Services, Inc. CA NV OR ProSurance Group, Inc. All States King Insurance Support Systems Nationwide (includes profit and non-profit) RPS Technology & Cyber All States M.J. Hall & Company, Inc. AK AZ CA HI NV TX RT Specialty All States MarketScout Wholesale, LLC / dba MSW All States USASIA Insurance Services AZ CA Mercator Risk Services, Inc. All States Monarch E&S Insurance Services AZ CA HI NV TX D&O Liability Monitor Liability Managers, LLC All States Morstan General Agency of Florida All States

Company States Navigators Pro All States Negley Associates All States

5Star Professional Programs All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV A & B Insurance Solutions, LLC AL AR FL GA IL IN KY LA MA MI MO MS NIF Group, Inc. All States NJ NY TN OneBeacon Professional Insurance Most States Access E&S Insurance Services (CA) AZ CA CO NV TX Pacific Coast E&S Insurance Services CA ID NV OR WA Access E&S Insurance Services (VA) DC DE GA IL MD NC NJ NY OH PA SC PBS Insurance Underwriting Corporation All States except AK KS TN TX VA Pennock Insurance, Inc. DE MD NJ PA VA Agentic Insurance, LLC DC DE FL MD NJ NY PA VA Philadelphia Insurance Companies All States except LA Agostini Surplus Insurance Services AZ CA CO NE NM NV OR TN TX UT WA Prime Insurance Company Most States Alexander J. Wayne & Associates, Inc. All States Professional Governmental Underwriters All States All Risks, Ltd. All States Professional Underwriters Agency, Inc. All States All Solutions PBS LLC All States ProWest Insurance Services, Inc. CA - License # - 0C52396 Allsouth Professional Liability Multiple – please contact us. Quirk & Company LA NM OK OR TX WA Alta Professional Insurance Services (MI) IN IL MI MN OH Quadrant Insurance Managers All States AmWINS Group, Inc. - 50 Offices Nationwide All States Quaker Special Risk - FL MA NJ NY office Most States Anderson & Murison, Inc. CA QuoteNBind.com All States except AK HI LA

www.insurancejournal.com September 24, 2012 | INSURANCE JOURNAL-NATIONAL N27 D&O Liability (continued) E&O (General) (continued) Company States Company States

RLI All States Insurance Innovators Group - All Offices Continental US RMIS CA IA IL IN OH WI Intercorp, Inc. All States Rockwood Programs, Inc. All States J.E. Brown & Associates CA Roush Insurance Services, Inc. IL IN OH J.M. Wilson AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV RPS SAFA St. Louis IA IL MO NE J.R. Olsen Bonds & Insurance Brokers, Inc. All States RPS Technology & Cyber All States King Insurance Support Systems Nationwide RT Specialty All States LevelFirst AR AZ CA CO KS LA MI NM NV OK OR TX Russell Bond & Co., Inc. Most States M.J. Hall & Company, Inc. AK AZ CA HI NV TX S.H. Smith & Company, Inc. - 8 Offices Nationwides All States Markel Cambridge Alliance All States Smith, Bell & Thompson, Inc. a div of Willis Programs All States MarketScout Wholesale, LLC / dba MSW All States Socius Insurance Services All States Monitor Liability Managers, LLC All States Southern Insurance Underwriters, Inc. AL FL GA MS NC SC TN NAS Insurance Services, Inc. All States Sullivan Brokers Wholesale Insurance Solutions All States Navigators Pro All States Swett & Crawford All States Negley Associates All States TAPCO Underwriters, Inc. Most States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV Tejas American General Agency AR LA NM OK TX NIF Group, Inc. All States Tennant Risk Services All States Norman-Spencer International, Inc. All States Travelers All States OneBeacon Professional Insurance Most States TuscanoPro DE FL MD NC NJ NY OH PA SC VA WV Patriot National Underwriters, Inc. OK TX U.S. E & O Brokers All States Pennock Insurance, Inc. DE MD NJ PA VA USASIA Insurance Services AZ CA Philadelphia Insurance Companies All States except LA USG Insurance Services, Inc. All States Prime Insurance Company Most States Victor O. Schinnerer & Co. Most States Professional Governmental Underwriters All States Western Special Risks, Inc. AZ NV Professional Liability Ins. Svcs - Underwriting Facilities All States Western World Insurance Group Most States Professional Underwriters Agency, Inc. All States Westrope All States ProSurance Group, Inc. All States Worldwide Facilities, Inc. - All Offices All States Quadrant Insurance Managers All States Yates & Associates Ins. Services CA QuoteNBind.com All States except AK HI LA Zurich North America Commercial All States R.E. Chaix & Assoc. CA RLI All States E&O (General) RMIS CA IA IL IN OH WI Rockwood Programs, Inc. All States Company States Roush Insurance Services, Inc. IL IN OH RPS SAFA St. Louis IA IL MO NE 5Star Professional Programs All States RPS Technology & Cyber All States Access E&S Insurance Services (CA) AZ CA CO NV TX RT Specialty All States Access E&S Insurance Services (VA) DC DE GA IL MD NC NJ NY OH PA SC Russell Bond & Co., Inc. Most States TN TX VA Socius Insurance Services All States ACE Westchester Specialty—Professional Risk (GA) All States Southern Insurance Underwriters, Inc. AL FL GA MS NC SC TN Agentic Insurance, LLC DC DE FL MD NJ NY PA VA Sullivan Brokers Wholesale Insurance Solutions All States Agostini Surplus Insurance Services AZ CA CO NE NM NV OR TN TX UT WA TAPCO Underwriters, Inc. Most States Alexander J. Wayne & Associates, Inc. All States Target Insurance Services All States All Solutions PBS LLC All States Tennant Risk Services All States Alta Professional Insurance Services (MI) IN IL MI MN OH Trinity E&S Insurance Services, Inc. (Bermuda Dunes) AZ CA NV American Risk Mgmt Resources Network, LLC All States U.S. E & O Brokers All States American Underwriting Managers AR LA NM TX Anderson & Murison, Inc. CA USG Insurance Services, Inc. All States Ashley General Agency TX USX/S All States ASI All States except LA Western Security Surplus Insurance Brokers, Inc. AZ CA CO FL IL NV NY OR TX UT WA Atlantic Specialty Lines - VA FL MW PA TX AR CT DC DE FL GA IL IN KY LA MD MI Western Special Risks, Inc. AZ NV MN NC NJ NY OH PA SC TN TX VA WI Western Surplus Lines Agency, Inc. LA NM OK TX Bailey Special Risks, Inc. All States except AK HI Western World Insurance Group Most States Burns & Wilcox — All Offices All States Westrope All States Capitol Insurance Companies / Specialty Global All States Worldwide Facilities, Inc. - All Offices All States Centurion Insurance Group All States Zurich North America Commercial All States Chubb Group of Insurance Companies All States

Cita Insurance Services All States Citadel Insurance Services, LC All States Employment Practices Liability Ins. (EPLI)

CMS, LLC CA CT FL MD NJ NY PA Company States Commercial Sector Insurance Brokers, LLC All States

Compass Insurance Group of Agencies CA 5Star Professional Programs All States Construction Insurance Partners All States A & B Insurance Solutions, LLC AL AR FL GA IL IN KY LA MA MI MO MS CRC Insurance Services, Inc. - 29 Offices Nationwide All States NJ NY TN Crump Professional Concepts All States Access E&S Insurance Services (CA) AZ CA CO NV TX Davidson-Babcock CO IA IL KS MO NE OK SD Access E&S Insurance Services (VA) DC DE GA IL MD NC NJ NY OH PA SC TN TX VA Delta General Agency Corp. TX ACE Westchester Specialty—Professional Risk (GA) All States E.L.M. Insurance Brokers, Inc. Most States Agostini Surplus Insurance Services AZ CA CO NE NM NV OR TN TX UT WA Eaton Professional Insurance Services CA Alexander J. Wayne & Associates, Inc. All States Euclid Managers, LLC All States All Risks, Ltd. All States Executive Perils All States All Solutions PBS LLC All States Fox Point Programs All States (varies based on class of business) Allsouth Professional Liability Multiple – please contact us. Gateway Underwriters Agency All States Alta Professional Insurance Services (MI) IN IL MI MN OH Gorst Co. CA American Underwriting Managers AR LA NM TX Gray-Stone & Company, Inc. All States except AK WY AmWINS Group, Inc. - 50 Offices Nationwide All States Gresham & Associates, Inc. - Corporate Office All States Anderson & Murison, Inc. CA Herbert H. Landy Insurance All States except AK LA Apogee Ins. Group, a Berkshire Hathaway Company All States Indemnity Excess & Surplus Agency, Inc. Most States ARC West Coast Excess & Surplus Brokerage, LLC All States

N28 INSURANCE JOURNAL-NATIONAL | September 24, 2012 www.insurancejournal.com Employment Practices Liability (EPLI) (continued) Employment Practices Liability (EPLI) (continued) Company States Company States

Argo Pro Most States Quirk & Company LA NM OK OR TX WA Ark-La-Tex Underwriters, Inc. AR LA MS TX QuoteNBind.com All States except AK HI LA Arlington/Roe & Co of Indiana All States R.E. Chaix & Assoc. CA Ashley General Agency TX RMIS CA IA IL IN OH WI ASI All States except LA Rockwood Programs, Inc. All States Atlantic Risk Specialists All States Roush Insurance Services, Inc. IL IN OH Atlantic Specialty Lines - VA FL MW PA TX AR CT DC DE FL GA IL IN KY LA MD MI RPS SAFA St. Louis IA IL MO NE MN NC NJ NY OH PA SC TN TX VA WI RPS Technology & Cyber All States Bailey Special Risks, Inc. All States except AK HI RT Specialty All States Bliss & Glennon, Inc. All States Russell Bond & Co., Inc. Most States Bliss & Glennon Central All States S.H. Smith & Company, Inc. - 8 Offices Nationwides All States Boston Insurance Brokerage, Inc. All States Smith, Bell & Thompson, Inc. a div of Willis Programs All States Braishfield Associates, Inc. All States Socius Insurance Services All States Burns & Wilcox — All Offices All States Sullivan Brokers Wholesale Insurance Solutions All States Centurion Insurance Group All States Swett & Crawford All States Chubb Group of Insurance Companies All States TAPCO Underwriters, Inc. Most States Cita Insurance Services All States Target Insurance Services All States CMS, LLC CA CT FL MD NJ NY PA Tejas American General Agency AR LA NM OK TX Cochrane & Company AK AZ CA CO ID MT ND NM NV OR UT WA WY Tennant Risk Services All States Commercial Sector Insurance Brokers, LLC All States Travelers All States Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA Trinity E&S Insurance Services, Inc. (Bermuda Dunes) AZ CA NV CRC Insurance Services, Inc. - 29 Offices Nationwide All States TuscanoPro DE FL MD NC NJ NY OH PA SC VA WV Crouse & Associates All States U.S. E & O Brokers All States Crump Professional Concepts All States USASIA Insurance Services AZ CA Delta General Agency Corp. TX USX/S All States Donald Gaddis Co., Inc. All States Western Surplus Lines Agency, Inc. LA NM OK TX E.L.M. Insurance Brokers, Inc. Most States Westrope All States Eaton Professional Insurance Services CA Worldwide Facilities, Inc. - All Offices All States Executive Perils All States Victor O. Schinnerer & Co. Most States Founders Professional All States except AK Yates & Associates Ins. Services CA Gateway Underwriters Agency All States Zurich North America Commercial All States Gray-Stone & Company, Inc. All States except AK WY Great American Ins. Group - Executive Liability Division All States Environmental E&O Gresham & Associates, Inc. - Corporate Office All States IAAC, Inc. NY Company States Indemnity Excess & Surplus Agency, Inc. Most States Independent Brokers & Agents of the West (IBA West) CA A & B Insurance Solutions, LLC AL AR FL GA IL IN KY LA MA MI MO MS Insurance Innovators Group - All Offices Continental US NJ NY TN Intercorp, Inc. All States Access E&S Insurance Services (CA) AZ CA CO NV TX International Excess Alliance, LLC All States Access E&S Insurance Services (VA) DC DE GA IL MD NC NJ NY OH PA SC TN TX VA IPA Risk Management, LLC All States ACE Westchester Specialty--Environmental All States Izzo Insurance Services, Inc. All States Agentic Insurance, LLC DC DE FL MD NJ NY PA VA J.E. Brown & Associates CA American Risk Mgmt Resources Network, LLC All States J.M. Wilson AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV Apogee Ins. Group, a Berkshire Hathaway Company All States J.R. Olsen Bonds & Insurance Brokers, Inc. All States Ark-La-Tex Underwriters, Inc. AR LA MS TX Jacobs & Associates, Inc. OH Ashley General Agency TX James River Insurance Company All States Atlantic Specialty Lines - VA FL MW PA TX AR CT DC DE FL GA IL IN KY LA MD MI MN NC NJ NY OH PA SC TN TX VA WI Jimcor Agencies All States Beacon Hill Associates, Inc. All States Jorgensen & Company All States Burns & Wilcox — All Offices All States K&M Henderson Insurance Services, Inc. CA NV OR Charles A. Walker Corp. MD NJ NY OH PA VT King Insurance Support Systems Nationwide Citadel Insurance Services, LC All States LevelFirst AR AZ CA CO KS LA MI NM NV OK OR TX Ck Specialty Insurance Associates - All Offices AZ CA CO ID NV OR TX UT WA M.J. Hall & Company, Inc. AK AZ CA HI NV TX Cochrane & Company AK AZ CA CO ID MT ND NM NV OR UT MarketScout Wholesale, LLC / dba MSW All States WA WY Mercator Risk Services, Inc. All States Commercial Sector Insurance Brokers, LLC All States Monarch E&S Insurance Services AZ CA HI NV TX Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA Monitor Liability Managers, LLC All States Construction Insurance Partners All States Morstan General Agency of Florida All States Davidson-Babcock CO IA IL KS MO NE OK SD NAS Insurance Services, Inc. All States Delta General Agency Corp. TX Navigators Pro All States E.L.M. Insurance Brokers, Inc. Most States Negley Associates All States Environmental Insurance Services, Inc. All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV Executive Perils All States NIF Group, Inc. All States Freberg Environmental, Inc. All States Norman-Spencer International, Inc. All States Gateway Underwriters Agency All States Number One Insurance Agency MA Gray-Stone & Company, Inc. All States except AK WY OneBeacon Professional Insurance Most States Indemnity Excess & Surplus Agency, Inc. Most States Pacific Coast E&S Insurance Services CA ID NV OR WA Insurance Innovators Group - All Offices Continental US Patriot National Underwriters, Inc. OK TX Intercorp, Inc. All States PBS Insurance Underwriting Corporation All States except AK KS International Excess Alliance, LLC All States Pennock Insurance, Inc. DE MD NJ PA VA J.M. Wilson AL AR FL GA IA IL IN KS KY MI MO NC Philadelphia Insurance Companies All States except LA NE OH OK PA SC TN VA WI WV Professional Governmental Underwriters All States except LA Jacobs & Associates, Inc. OH Professional Liability Ins. Svcs - Underwriting Facilities All States James River Insurance Company All States Professional Underwriters Agency, Inc. All States K&M Henderson Insurance Services, Inc. CA NV OR ProWest Insurance Services, Inc. CA - License # - 0C52396 LevelFirst AR AZ CA CO KS LA MI NM NV OK OR TX Quadrant Insurance Managers All States McGowan, Donnelly & Oberheu, LLC (MDO) All States

www.insurancejournal.com September 24, 2012 | INSURANCE JOURNAL-NATIONAL N29 Environmental E&O (continued) Financial Professionals’ Liability (continued) Company States Company States

Monitor Liability Managers, LLC All States Citadel Insurance Services, LC All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV Ck Specialty Insurance Associates - All Offices AZ CA CO ID NV OR TX UT WA Patriot National Underwriters, Inc. OK TX CMS, LLC CA CT FL MD NJ NY PA Philadelphia Insurance Companies All States except LA Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA Professional Underwriters Agency, Inc. All States Crump Professional Concepts All States Quadrant Insurance Managers All States Donald Gaddis Co., Inc. All States Quaker Special Risk - FL MA NJ NY office Most States E.L.M. Insurance Brokers, Inc. Most States Quirk & Company LA NM OK OR TX WA Executive Perils All States R.E. Chaix & Assoc. CA Fox Point Programs All States (varies based on class of business) RLI All States Insurance Innovators Group - All Offices Continental US Roush Insurance Services, Inc. IL IN OH IPA Risk Management, LLC All States Russell Bond & Co., Inc. Most States Jorgensen & Company All States Sullivan Brokers Wholesale Insurance Solutions All States Markel Cambridge Alliance All States Swett & Crawford All States MarketScout Wholesale, LLC / dba MSW All States Tejas American General Agency AR LA NM OK TX McGowan, Donnelly & Oberheu, LLC (MDO) All States Trinity E&S Insurance Services, Inc. (Bermuda Dunes) AZ CA NV Monitor Liability Managers, LLC All States TuscanoPro DE FL MD NC NJ NY OH PA SC VA WV Navigators Pro All States USG Insurance Services, Inc. All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV USX/S All States OneBeacon Professional Insurance Most States Victor O. Schinnerer & Co. Most States Prime Insurance Company Most States Western Security Surplus Insurance Brokers, Inc. AZ CA CO FL IL NV NY OR TX UT WA ProSurance Group, Inc. All States Worldwide Facilities, Inc. - All Offices All States RMIS CA IA IL IN OH WI Yates & Associates Ins. Services CA Russell Bond & Co., Inc. Most States Zurich North America Commercial All States S.H. Smith & Company, Inc. - 8 Offices Nationwides All States Sullivan Brokers Wholesale Insurance Solutions All States Swett & Crawford All States Fiduciary Liability Insurance Tennant Risk Services All States Travelers All States Company States Westrope All States Worldwide Facilities, Inc. - All Offices All States 5Star Professional Programs All States Access E&S Insurance Services (CA) AZ CA CO NV TX Alta Professional Insurance Services (MI) IN IL MI MN OH Hospital Professional Liability AmWINS Group, Inc. - 50 Offices Nationwide All States Argo Pro Most States Company States ASI All States except LA Chubb Group of Insurance Companies All States Access E&S Insurance Services (CA) AZ CA CO NV TX Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA Alexander J. Wayne & Associates, Inc. All States Crump Professional Concepts All States Arlington/Roe & Co of Indiana All States E.L.M. Insurance Brokers, Inc. Most States Centurion Insurance Group All States Gerald J. Wilkoff, Inc. All States Citadel Insurance Services, LC All States Gray-Stone & Company, Inc. All States except AK WY Construction Insurance Partners All States Great American Ins. Group - Executive Liability Division All States E.L.M. Insurance Brokers, Inc. Most States Insurance Innovators Group - All Offices Continental US Insurance Innovators Group - All Offices Continental US IPA Risk Management, LLC All States K&B Underwriters, LLC All States Jorgensen & Company All States Keystone Insurance Services, Inc. TX Markel Cambridge Alliance All States Monitor Liability Managers, LLC All States Monitor Liability Managers, LLC All States Negley Associates All States Navigators Pro All States Pacific Coast E&S Insurance Services CA ID NV OR WA Negley Associates All States Patriot National Underwriters, Inc. OK TX PBS Insurance Underwriting Corporation All States except AK KS PBS Insurance Underwriting Corporation All States except AK KS Philadelphia Insurance Companies All States except LA Prime Insurance Company Most States ProWest Insurance Services, Inc. CA - License # - 0C52396 Professional Program Insurance Brokerage All States RLI All States Quaker Special Risk - FL MA NJ NY office Most States RPS Technology & Cyber All States RPS Healthcare All States RT Specialty All States Smith, Bell & Thompson, Inc. a div of Willis Programs All States Russell Bond & Co., Inc. Most States Sullivan Brokers Wholesale Insurance Solutions All States Socius Insurance Services All States Swett & Crawford All States Sullivan Brokers Wholesale Insurance Solutions All States U.S. E & O Brokers All States Swett & Crawford All States USX/S All States Travelers All States Western Security Surplus Insurance Brokers, Inc. AZ CA CO FL IL NV NY OR TX UT WA USASIA Insurance Services AZ CA Westrope All States Victor O. Schinnerer & Co. Most States Worldwide Facilities, Inc. - All Offices All States Western Security Surplus Insurance Brokers, Inc. AZ CA CO FL IL NV NY OR TX UT WA Zurich North America Commercial All States Worldwide Facilities, Inc. - All Offices All States

Insurance Agents & Brokers Prof. Liability Financial Professionals’ Liability

Company States Company States

Access E&S Insurance Services (CA) AZ CA CO NV TX 5Star Professional Programs All States ACE Westchester Specialty—Professional Risk (GA) All States Access E&S Insurance Services (CA) AZ CA CO NV TX Agentic Insurance, LLC DC DE FL MD NJ NY PA VA AFPD – Professional Liability All States Alexander J. Wayne & Associates, Inc. All States Agostini Surplus Insurance Services AZ CA CO NE NM NV OR TN TX UT WA All Risks, Ltd. All States Alexander J. Wayne & Associates, Inc. All States AmWINS Group, Inc. - 50 Offices Nationwide All States Align General Insurance Agency, LLC All States Apogee Insurance Group, a Berkshire Hathaway Co. All States Allsouth Professional Liability Multiple – please contact us. Boston Insurance Brokerage, Inc. All States American Underwriting Managers AR LA NM TX Chubb Group of Insurance Companies All States

N30 INSURANCE JOURNAL-NATIONAL | September 24, 2012 www.insurancejournal.com Insurance Agents & Brokers PL (continued) Lawyers Liability Company States Company States

Aon Affinity All States 5Star Professional Programs All States Apogee Ins. Group, a Berkshire Hathaway Company All States A & B Insurance Solutions, LLC AL AR FL GA IL IN KY LA MA MI MO MS ARC West Coast Excess & Surplus Brokerage, LLC All States NJ NY TN Argo Pro Most States Access E&S Insurance Services (CA) AZ CA CO NV TX Ark-La-Tex Underwriters, Inc. AR LA MS TX ACE Westchester Specialty—Professional Risk (GA) All States ASI All States except LA AFPD – Professional Liability All States Atlantic Risk Specialists All States All Risks, Ltd. All States Boston Insurance Brokerage, Inc. All States Allsouth Professional Liability Multiple – please contact us. Braishfield Associates, Inc. All States Alta Professional Insurance Services (MI) IN IL MI MN OH Burns & Wilcox — All Offices All States AmWINS Group, Inc. - 50 Offices Nationwide All States Cita Insurance Services All States Aon Affinity All States Ck Specialty Insurance Associates - All Offices AZ CA CO ID NV OR TX UT WA ARC West Coast Excess & Surplus Brokerage, LLC All States Cochrane & Company AK AZ CA CO ID MT ND NM NV OR UT Argo Pro Most States WA WY Ark-La-Tex Underwriters, Inc. AR LA MS TX Commercial Sector Insurance Brokers, LLC All States Arlington/Roe & Co of Indiana All States Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA ASI All States except LA Crouse & Associates All States Atlantic Risk Specialists All States Crump Professional Concepts All States Boston Insurance Brokerage, Inc. All States Davidson-Babcock CO IA IL KS MO NE OK SD Braishfield Associates, Inc. All States Donald Gaddis Co., Inc. All States Charles A. Walker Corp. MD NJ NY OH PA VT E.L.M. Insurance Brokers, Inc. Most States Chubb Group of Insurance Companies All States Executive Perils All States Ck Specialty Insurance Associates - All Offices AZ CA CO ID NV OR TX UT WA Founders Professional All States except AK Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA Gresham & Associates, Inc. - Corporate Office All States Crouse & Associates All States IAAC, Inc. NY Crump Professional Concepts All States Independent Brokers & Agents of the West (IBA West) CA Delta General Agency Corp. TX Insurance Innovators Group - All Offices Continental US Donald Gaddis Co., Inc. All States International Excess Alliance, LLC All States D&O Liability E.L.M. Insurance Brokers, Inc. Most States IPA Risk Management, LLC All States Eaton Professional Insurance Services CA Jacobs & Associates, Inc. OH Company Executive Perils States All States James River Insurance Company All States Founders Professional All States except AK K&M Henderson Insurance Services, Inc. CA NV OR Gray-Stone & Company, Inc. All States except AK WY King Insurance Support Systems Nationwide Gresham & Associates, Inc. - Corporate Office All States Lee and Mason Nationwide Herbert H. Landy Insurance All States except AK LA LevelFirst AR AZ CA CO KS LA MI NM NV OK OR TX Insurance Innovators Group - All Offices Continental US MarketScout Wholesale, LLC / dba MSW All States IPA Risk Management, LLC All States McGowan, Donnelly & Oberheu, LLC (MDO) All States James River Insurance Company All States Mercator Risk Services, Inc. All States Jimcor Agencies All States Monarch E&S Insurance Services AZ CA HI NV TX Jorgensen & Company All States Monitor Liability Managers, LLC All States Keystone Insurance Services, Inc. TX NAS Insurance Services, Inc. All States LevelFirst AR AZ CA CO KS LA MI NM NV OK OR TX Navigators Pro All States M.J. Hall & Company, Inc. AK AZ CA HI NV TX NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV MarketScout Wholesale, LLC / dba MSW All States NIF Group, Inc. All States Mercator Risk Services, Inc. All States Number One Insurance Agency MA Monarch E&S Insurance Services AZ CA HI NV TX PBS Insurance Underwriting Corporation All States except AK KS Monitor Liability Managers, LLC All States Professional Liability Ins. Svcs - Underwriting Facilities All States Navigators Pro All States Professional Underwriters Agency, Inc. All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV ProSurance Group, Inc. All States Norman-Spencer Agency, Inc. All States Quadrant Insurance Managers All States Norman-Spencer International, Inc. All States Quaker Special Risk - FL MA NJ NY office Most States Number One Insurance Agency MA R.E. Chaix & Assoc. CA OneBeacon Professional Insurance Most States RMIS IA IL IN OH WI Pennock Insurance, Inc. DE MD NJ PA VA Rockwood Programs, Inc. All States People’s United Insurance Agency, Inc. ME NH VT RPS SAFA St. Louis IA IL MO NE Prime Insurance Company Most States S.H. Smith & Company, Inc. - 8 Offices Nationwides All States Professional Underwriters Agency, Inc. All States South Texas General Insurance Agency TX Quaker Special Risk - FL MA NJ NY office Most States Southern Insurance Underwriters, Inc. AL FL GA MS NC SC TN R.E. Chaix & Assoc. CA Sullivan Brokers Wholesale Insurance Solutions All States RT Specialty All States Swett & Crawford All States Russell Bond & Co., Inc. Most States TAPCO Underwriters, Inc. Most States Smith, Bell & Thompson, Inc. a div of Willis Programs All States Tejas American General Agency AR LA NM OK TX Socius Insurance Services All States Tennant Risk Services All States Southern Insurance Underwriters, Inc. AL FL GA MS NC SC TN Travelers All States Sullivan Brokers Wholesale Insurance Solutions All States Trinity E&S Insurance Services, Inc. (Bermuda Dunes) AZ CA NV Swett & Crawford All States U.S. E & O Brokers All States Target Insurance Services All States USX/S All States Tejas American General Agency AR LA NM OK TX Westrope All States Tennant Risk Services All States Worldwide Facilities, Inc. - All Offices All States Travelers All States Yates & Associates Ins. Services CA TuscanoPro DE FL MD NC NJ NY OH PA SC VA WV Zurich North America Commercial All States USG Insurance Services, Inc. All States USX/S All States Western Security Surplus Insurance Brokers, Inc. AZ CA CO FL IL NV NY OR TX UT WA Westrope All States Worldwide Facilities, Inc. - All Offices All States

www.insurancejournal.com September 24, 2012 | INSURANCE JOURNAL-NATIONAL N31 Managed Health Care Professional Liability Media Professional Liability (continued) Company States Company States

Access E&S Insurance Services (CA) AZ CA CO NV TX Sullivan Brokers Wholesale Insurance Solutions All States Agentic Insurance, LLC DC DE FL MD NJ NY PA VA Swett & Crawford All States Agostini Surplus Insurance Services AZ CA CO NE NM NV OR TN TX UT WA Tennant Risk Services All States Arlington/Roe & Co of Indiana All States TuscanoPro DE FL MD NC NJ NY OH PA SC VA WV Atlantic Risk Specialists All States USG Insurance Services, Inc. All States Centurion Insurance Group All States USX/S All States Cochrane & Company AK AZ CA CO ID MT ND NM NV OR UT Western Security Surplus Insurance Brokers, Inc. AZ CA CO FL IL NV NY OR TX UT WA WA WY Worldwide Facilities, Inc. - All Offices All States E.L.M. Insurance Brokers, Inc. Most States Insurance Innovators Group - All Offices Continental US Monitor Liability Managers, LLC All States Medical Professional Liability NAS Insurance Services, Inc. All States OneBeacon Professional Insurance Most States Company States Prime Insurance Company Most States RPS Healthcare All States A & B Insurance Solutions, LLC AL AR FL GA IL IN KY LA MA MI MO MS Smith, Bell & Thompson, Inc. a div of Willis Programs All States NY TN Sullivan Brokers Wholesale Insurance Solutions All States Access E&S Insurance Services (CA) AZ CA CO NV TX Swett & Crawford All States Access E&S Insurance Services (VA) DC DE GA IL MD NC NJ NY OH PA SC USX/S All States TN TX VA Victor O. Schinnerer & Co. Most States ACE Westchester Specialty—Professional Risk (GA) All States Worldwide Facilities, Inc. - All Offices All States Alexander J. Wayne & Associates, Inc. All States All Risks, Ltd. All States

American Underwriting Managers AR LA NM TX Media Professional Liability AmWINS Group, Inc. - 50 Offices Nationwide All States Aon Affinity All States Company States Arlington/Roe & Co of Indiana All States Ashley General Agency TX A & B Insurance Solutions, LLC AL AR FL GA IL IN KY LA MA MI MO MS Atlantic Specialty Lines - VA FL MW PA TX AR CT DC DE FL GA IL IN KY LA MD MI NJ NY TN MN NC NJ NY OH PA SC TN TX VA WI Access E&S Insurance Services (CA) AZ CA CO NV TX Bliss & Glennon, Inc. All States Agentic Insurance, LLC DC DE FL MD NJ NY PA VA Bliss & Glennon Central All States American Underwriting Managers AR LA NM TX Boston Insurance Brokerage, Inc. All States Anderson & Murison, Inc. CA Citadel Insurance Services, LC All States Apogee Ins. Group, a Berkshire Hathaway Company All States Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA ARC West Coast Excess & Surplus Brokerage, LLC All States Crouse & Associates All States Ark-La-Tex Underwriters, Inc. AR LA MS TX Delta General Agency Corp. TX Atlantic Risk Specialists All States E.L.M. Insurance Brokers, Inc. Most States Bailey Special Risks, Inc. All States except AK HI Eaton Professional Insurance Services CA Bliss & Glennon, Inc. All States Fox Point Programs All States (varies based on class of business) Bliss & Glennon Central All States Gray-Stone & Company, Inc. All States except AK WY Boston Insurance Brokerage, Inc. All States Indemnity Excess & Surplus Agency, Inc. Most States Braishfield Associates, Inc. All States Insurance Innovators Group - All Offices Continental US Burns & Wilcox — All Offices All States K&B Underwriters, LLC All States Capitol Insurance Companies / Specialty Global All States Keystone Insurance Services, Inc. TX Chubb Group of Insurance Companies All States MarketScout Wholesale, LLC / dba MSW All States Ck Specialty Insurance Associates - All Offices AZ CA CO ID NV OR TX UT WA Mercator Risk Services, Inc. All States Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA Monarch E&S Insurance Services AZ CA HI NV TX CRC Insurance Services, Inc. - 29 Offices Nationwide All States Monitor Liability Managers, LLC All States Crouse & Associates All States NAS Insurance Services, Inc. All States Davidson-Babcock CO IA IL KS MO NE OK SD NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV Donald Gaddis Co., Inc. All States OneBeacon Professional Insurance Most States E.L.M. Insurance Brokers, Inc. Most States Patriot National Underwriters, Inc. OK TX Eaton Professional Insurance Services CA PBS Insurance Underwriting Corporation All States except AK KS Euclid Managers, LLC All States Prime Insurance Company Most States Executive Perils All States Professional Program Insurance Brokerage All States Gateway Underwriters Agency All States ProWest Insurance Services, Inc. CA - License # - 0C52396 Great American Ins. Group - Executive Liability Division All States PULIC - Professional Underwriters Liability Ins. Co. All States Gresham & Associates, Inc. - Corporate Office All States Quadrant Insurance Managers All States Insurance Innovators Group - All Offices Continental US R.E. Chaix & Assoc. CA Jacobs & Associates, Inc. OH Roush Insurance Services, Inc. IL IN OH Jimcor Agencies All States RPS Healthcare All States Keystone Insurance Services, Inc. TX RT Specialty All States LA Xcess Insurance Brokers, Inc. All States Russell Bond & Co., Inc. Most States McGowan, Donnelly & Oberheu, LLC (MDO) All States S.H. Smith & Company, Inc. - 8 Offices Nationwides All States Monarch E&S Insurance Services AZ CA HI NV TX Smith, Bell & Thompson, Inc. a div of Willis Programs All States Monitor Liability Managers, LLC All States Sullivan Brokers Wholesale Insurance Solutions All States Morstan General Agency of Florida All States Tennant Risk Services All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV TuscanoPro DE FL MD NC NJ NY OH PA SC VA WV OneBeacon Professional Insurance Most States USG Insurance Services, Inc. All States Prime Insurance Company Most States USX/S All States Professional Liability Ins. Svcs - Underwriting Facilities All States Wholesale Connection Insurance Services CA ProWest Insurance Services, Inc. CA - License # - 0C52396 Worldwide Facilities, Inc. - All Offices All States Quadrant Insurance Managers All States Zurich North America Commercial All States Quirk & Company LA NM OK OR TX WA RLI All States RPS SAFA St. Louis IA IL MO NE Socius Insurance Services All States Southern Insurance Underwriters, Inc. AL FL GA MS NC SC TN

N32 INSURANCE JOURNAL-NATIONAL | September 24, 2012 www.insurancejournal.com Misc. Professional Liability - Medical Fields Miscellaneous Professional Liability (continued) Company States Company States

Access E&S Insurance Services (CA) AZ CA CO NV TX Bailey Special Risks, Inc. All States except AK HI Access E&S Insurance Services (VA) DC DE GA IL MD NC NJ NY OH PA SC Bliss & Glennon, Inc. All States TN TX VA Bliss & Glennon Central All States Agostini Surplus Insurance Services AZ CA CO NE NM NV OR TN TX UT WA Boston Insurance Brokerage, Inc. All States Align General Insurance Agency, LLC All States Braishfield Associates, Inc. All States All Solutions PBS LLC All States Brownyard Group Most States Allsouth Professional Liability Multiple – please contact us. Brownyard Programs, Ltd. All States Argo Pro Most States Burns & Wilcox — All Offices All States Atlantic Specialty Lines - VA FL MW PA TX AR CT DC DE FL GA IL IN KY LA MD MI Capitol Insurance Companies / Specialty Global All States MN NC NJ NY OH PA SC TN TX VA WI Centurion Insurance Group All States Boston Insurance Brokerage, Inc. All States Charles A. Walker Corp. MD NJ NY OH PA VT Charles A. Walker Corp. MD NJ NY OH PA VT Chubb Group of Insurance Companies All States CRC Insurance Services, Inc. - 29 Offices Nationwide All States Cita Insurance Services All States Delta General Agency Corp. TX Citadel Insurance Services, LC All States E.L.M. Insurance Brokers, Inc. Most States CMS, LLC CA CT FL MD NJ NY PA Gorst Co. CA Cochrane & Company AK AZ CA CO ID MT ND NM NV OR UT Gray-Stone & Company, Inc. All States except AK WY WA WY Insurance Innovators Group - All Offices Continental US Commercial Sector Insurance Brokers, LLC All States IPA Risk Management, LLC All States Construction Insurance Partners All States International Excess Alliance, LLC All States Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA J.R. Olsen Bonds & Insurance Brokers, Inc. All States CRC Insurance Services, Inc. - 29 Offices Nationwide All States James River Insurance Company All States Crouse & Associates All States K&B Underwriters, LLC All States Crump Professional Concepts All States LevelFirst AR AZ CA CO KS LA MI NM NV OK OR TX Davidson-Babcock CO IA IL KS MO NE OK SD Monitor Liability Managers, LLC All States Delta General Agency Corp. TX Morstan General Agency of Florida All States E.L.M. Insurance Brokers, Inc. Most States NAS Insurance Services, Inc. All States Euclid Managers, LLC All States Negley Associates All States Executive Perils All States NIF Group, Inc. All States Gateway Underwriters Agency All States Patriot National Underwriters, Inc. OK TX Gray-Stone & Company, Inc. All States except AK WY PBS Insurance Underwriting Corporation All States except AK KS Gresham & Associates, Inc. - Corporate Office All States Prime Insurance Company Most States Fox Point Programs All States (varies based on class of business) Professional Program Insurance Brokerage All States Herbert H. Landy Insurance All States except AK LA PULIC - Professional Underwriters Liability Ins. Co. All States Indemnity Excess & Surplus Agency, Inc. Most States Rockwood Programs, Inc. All States Insurance Innovators Group - All Offices Continental US RPS Healthcare All States International Beauty Brokerage AZ CA NV OR WA Smith, Bell & Thompson, Inc. a div of Willis Programs All States International Excess Alliance, LLC All States Sullivan Brokers Wholesale Insurance Solutions All States Izzo Insurance Services, Inc. All States (Includes Security Guards, Swett & Crawford All States Cosmetic Mfrs, Spas/Salons) Tennant Risk Services All States J.E. Brown & Associates CA USASIA Insurance Services AZ CA J.M. Wilson AL AR FL GA IA IL IN KS KY MI MO NC USX/S All States NE OH OK PA SC TN VA WI WV Western Security Surplus Insurance Brokers, Inc. AZ CA CO FL IL NV NY OR TX UT WA J.R. Olsen Bonds & Insurance Brokers, Inc. All States Western Special Risks, Inc. AZ NV Jacobs & Associates, Inc. OH Western Surplus Lines Agency, Inc. LA NM OK TX James River Insurance Company All States Westrope All States Jimcor Agencies All States Worldwide Facilities, Inc. - All Offices All States Jorgensen & Company All States Yates & Associates Ins. Services CA K&M Henderson Insurance Services, Inc. CA NV OR Zurich North America Commercial All States King Insurance Support Systems Nationwide LevelFirst AR AZ CA CO KS LA MI NM NV OK OR TX

M.J. Hall & Company, Inc. AK AZ CA HI NV TX Miscellaneous Professional Liability McGowan, Donnelly & Oberheu, LLC (MDO) All States

Mercator Risk Services, Inc. All States Company States Monarch E&S Insurance Services AZ CA HI NV TX

Monitor Liability Managers, LLC All States 5Star Professional Programs All States Morstan General Agency of Florida All States A & B Insurance Solutions, LLC AL FL GA IN KY LA MA MI MO MS NJ NAS Insurance Services, Inc. All States NY TN Navigators Pro All States Access E&S Insurance Services (CA) AZ CA CO NV TX Negley Associates All States Access E&S Insurance Services (VA) DC DE GA IL MD NC NJ NY OH PA SC TN TX VA NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV NIF Group, Inc. All States Agentic Insurance, LLC DC DE FL MD NJ NY PA VA Agostini Surplus Insurance Services AZ CA CO NE NM NV OR TN TX UT WA Norman-Spencer International, Inc. All States All Risks, Ltd. All States Pacific Coast E&S Insurance Services CA ID NV OR WA All Solutions PBS LLC All States Patriot National Underwriters, Inc. OK TX Allsouth Professional Liability Multiple – please contact us. PBS Insurance Underwriting Corporation All States except AK KS Alta Professional Insurance Services (MI) IN IL MI MN OH Pennock Insurance, Inc. DE MD NJ PA VA American Risk Mgmt Resources Network, LLC All States Philadelphia Insurance Companies All States except LA American Underwriting Managers AR LA NM TX Professional Liability Ins. Svcs - Underwriting Facilities All States Anderson & Murison, Inc. CA Professional Program Insurance Brokerage All States Apogee Insurance Group, a Berkshire Hathaway Co. All States Professional Underwriters Agency, Inc. All States ARC West Coast Excess & Surplus Brokerage, LLC All States ProWest Insurance Services, Inc. CA - License # - 0C52396 Argo Pro Most States Quadrant Insurance Managers All States Ark-La-Tex Underwriters, Inc. AR LA MS TX Quaker Special Risk - FL MA NJ NY office Most States Quirk & Company LA NM OK OR TX WA Arlington/Roe & Co of Indiana All States Ashley General Agency TX QuoteNBind.com All States except AK HI LA ASI All States except LA RLI All States Atlantic Specialty Lines - VA FL MW PA TX AR CT DC DE FL GA IL IN KY LA MD MI RMIS CA IA IL IN OH WI MN NC NJ NY OH PA SC TN TX VA WI Rockwood Programs, Inc. All States

www.insurancejournal.com September 24, 2012 | INSURANCE JOURNAL-NATIONAL N33 Misc. Professional Liability (continued) Nonprofits’ Liability (continued) Company States Company States

Roush Insurance Services, Inc. IL IN OH NIF Group, Inc. All States RPS SAFA St. Louis IA IL MO NE Pacific Coast E&S Insurance Services CA ID NV OR WA RPS Technology & Cyber All States Pennock Insurance, Inc. DE MD NJ PA VA Russell Bond & Co., Inc. Most States Philadelphia Insurance Companies All States except LA S.H. Smith & Company, Inc. - 8 Offices Nationwides All States Quirk & Company LA NM OK OR TX WA SASSI - Salon & Spa Specialty Insurance Most States QuoteNBind.com All States except AK HI LA Socius Insurance Services All States RLI All States Southern Insurance Underwriters, Inc. AL FL GA MS NC SC TN RMIS CA IA IL IN OH WI Sullivan Brokers Wholesale Insurance Solutions All States Rockwood Programs, Inc. All States Swett & Crawford All States Roush Insurance Services, Inc. IL IN OH TAPCO Underwriters, Inc. Most States RPS SAFA St. Louis IA IL MO NE Tejas American General Agency AR LA NM OK TX Socius Insurance Services All States Tennant Risk Services All States Southern Insurance Underwriters, Inc. AL FL GA MS NC SC TN The Mechanic Group, Inc. All States (Security Guards, Alarm & Sullivan Brokers Wholesale Insurance Solutions All States Electronic Security firms, PI’s, Background Screeners) Swett & Crawford All States TAPCO Underwriters, Inc. Most States Travelers All States Tennant Risk Services All States Trinity E&S Insurance Services, Inc. (Bermuda Dunes) AZ CA NV USASIA Insurance Services AZ CA TuscanoPro DE FL MD NC NJ NY OH PA SC VA WV Western Security Surplus Insurance Brokers, Inc. AZ CA CO FL IL NV NY OR TX UT WA U.S. E & O Brokers All States Western Special Risks, Inc. AZ NV USASIA Insurance Services AZ CA Western World Insurance Group Most States Western Surplus Lines Agency, Inc. LA NM OK TX Worldwide Facilities, Inc. - All Offices All States Western World Insurance Group Most States Westrope All States Worldwide Facilities, Inc. - All Offices All States Yates & Associates Ins. Services CA Physicians Professional Liability Company States Nonprofits’ Liability Company States Access E&S Insurance Services (CA) AZ CA CO NV TX Aon Affinity All States Ark-La-Tex Underwriters, Inc. AR LA MS TX 5Star Professional Programs All States Bliss & Glennon, Inc. All States Access E&S Insurance Services (CA) AZ CA CO NV TX Bliss & Glennon Central All States Agostini Surplus Insurance Services AZ CA CO NE NM NV OR TN TX UT WA Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA All Solutions PBS LLC All States E.L.M. Insurance Brokers, Inc. Most States American Underwriting Managers AR LA NM TX Founders Professional All States except AK Anderson & Murison, Inc. CA Insurance Innovators Group - All Offices Continental US ASI All States except LA IPA Risk Management, LLC All States Atlantic Specialty Lines - VA FL MW PA TX AR CT DC DE FL GA IL IN KY LA MD MI MN NC NJ NY OH PA SC TN TX VA WI James River Insurance Company All States Bailey Special Risks, Inc. All States except AK HI K&B Underwriters, LLC All States Bliss & Glennon, Inc. All States Keystone Insurance Services, Inc. TX Bliss & Glennon Central All States Monitor Liability Managers, LLC All States Burns & Wilcox — All Offices All States NAS Insurance Services, Inc. All States Capitol Insurance Companies / Specialty Global All States Negley Associates All States Charles A. Walker Corp. MD NJ NY OH PA VT PBS Insurance Underwriting Corporation All States except AK KS Chubb Group of Insurance Companies All States Professional Program Insurance Brokerage All States Ck Specialty Insurance Associates - All Offices AZ CA CO ID NV OR TX UT WA PULIC - Professional Underwriters Liability Ins. Co. All States CMS, LLC CA CT FL MD NJ NY PA ProSurance Group, Inc. All States R.E. Chaix & Assoc. CA Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA Rockwood Programs, Inc. All States Crump Professional Concepts All States RPS Healthcare All States Davidson-Babcock CO IA IL KS MO NE OK SD S.H. Smith & Company, Inc. - 8 Offices Nationwides All States Delta General Agency Corp. TX Smith, Bell & Thompson, Inc. a div of Willis Programs All States E.L.M. Insurance Brokers, Inc. Most States Southern Insurance Underwriters, Inc. AL FL GA MS NC SC TN Eaton Professional Insurance Services CA Sullivan Brokers Wholesale Insurance Solutions All States Executive Perils All States Swett & Crawford All States Fox Point Programs All States (varies based on class of business) Tennant Risk Services All States Gateway Specialty Insurance All States Worldwide Facilities, Inc. - All Offices All States Gray-Stone & Company, Inc. All States except AK WY Zurich North America Commercial All States Great American Ins. Group - Executive Liability Division All States Gresham & Associates, Inc. - Corporate Office All States Indemnity Excess & Surplus Agency, Inc. Most State Public Officials Liability Insurance Innovators Group - All Offices Continental US Intercorp, Inc. All States Company States J.E. Brown & Associates CA J.M. Wilson AL AR FL GA IA IL IN KS KY MI MO NC Access E&S Insurance Services (CA) AZ CA CO NV TX NE OH OK PA SC TN VA WI WV All Solutions PBS LLC All States J.R. Olsen Bonds & Insurance Brokers, Inc. All States AmWINS Group, Inc. - 50 Offices Nationwide All States Jacobs & Associates, Inc. OH Apex Insurance Services All States (Includes Law Enforcement & Jimcor Agencies All States School Board Liability w/ EPL) K&M Henderson Insurance Services, Inc. CA NV OR Capitol Insurance Companies / Specialty Global All States King Insurance Support Systems Nationwide Ck Specialty Insurance Associates - All Offices AZ CA CO ID NV OR TX UT WA LevelFirst AR AZ CA CO KS LA MI NM NV OK OR TX E.L.M. Insurance Brokers, Inc. Most States M.J. Hall & Company, Inc. AK AZ CA HI NV TX Euclid Managers Most States Monitor Liability Managers, LLC All States Insurance Innovators Group - All Offices Continental US Morstan General Agency of Florida All States J.M. Wilson AL AR FL GA IA IL IN KS KY MI MO NC Negley Associates All States NE OH OK PA SC TN VA WI WV NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV

N34 INSURANCE JOURNAL-NATIONAL | September 24, 2012 www.insurancejournal.com Public Officials Liability (continued) Real Estate Agents’ Liability (continued) Company States Company States

Monitor Liability Managers, LLC All States CRC Insurance Services, Inc. - 29 Offices Nationwide All States NIF Group, Inc. All States Crouse & Associates All States Professional Governmental Underwriters All States Crump Professional Concepts All States Roush Insurance Services, Inc. IL IN OH Davidson-Babcock CO IA IL KS MO NE OK SD RT Specialty All States Donald Gaddis Co., Inc. All States Sullivan Brokers Wholesale Insurance Solutions All States E.L.M. Insurance Brokers, Inc. Most States Swett & Crawford All States Executive Perils All States Victor O. Schinnerer & Co. Most States Fox Point Programs All States (varies based on class of business) Western Security Surplus Insurance Brokers, Inc. AZ CA CO FL IL NV NY OR TX UT WA Gateway Underwriters Agency All States Western World Insurance Group Most States Herbert H. Landy Insurance All States except AK LA (includes Real Worldwide Facilities, Inc. - All Offices All States Estate Appraisers E&O) Insurance Innovators Group - All Offices Continental US Intercorp, Inc. All States Real Estate Agents’ Liability IPA Risk Management, LLC All States J.M. Wilson AL AR FL GA IA IL IN KS KY MI MO NC Company States NE OH OK PA SC TN VA WI WV J.R. Olsen Bonds & Insurance Brokers, Inc. All States Access E&S Insurance Services (CA) AZ CA CO NV TX Jacobs & Associates, Inc. OH All Risks, Ltd. All States Jimcor Agencies All States All Solutions PBS LLC All States K&M Henderson Insurance Services, Inc. CA NV OR Apogee Ins. Group, a Berkshire Hathaway Company All States Keystone Insurance Services, Inc. TX Anderson & Murison, Inc. CA King Insurance Support Systems Nationwide ARC West Coast Excess & Surplus Brokerage, LLC All States McGowan, Donnelly & Oberheu, LLC (MDO) All States Argo Pro Most States Mercator Risk Services, Inc. All States ASI All States except LA Monarch E&S Insurance Services AZ CA HI NV TX Atlantic Risk Specialists All States Monitor Liability Managers, LLC All States Bailey Special Risks, Inc. All States except AK HI Morstan General Agency of Florida All States Braishfield Associates, Inc. All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV Burns & Wilcox — All Offices All States Norman-Spencer Agency, Inc. All States Cita Insurance Services All States OneBeacon Professional Insurance Most States CMS, LLC CA CT FL MD NJ NY PA Professional Liability Ins. Svcs - Underwriting Facilities All States Cochrane & Company AK AZ CA CO ID MT ND NM NV OR UT Quaker Special Risk - FL MA NJ NY office Most States WA WY Quirk & Company LA NM OK OR TX WA Commercial Sector Insurance Brokers, LLC All States QuoteNBind.com All States except AK HI LA Construction Insurance Partners All States ProWest Insurance Services, Inc. CA - License # - 0C52396 Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA

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Bring your talent and energy Help your community • Join other insurance professionals Sign up your volunteer team at IICF.org/volunteer. New for 2012: A giving campaign supporting St. Baldrick’s Founda- tion, Starlight Children’s Foundation, and Wounded Warrior Project. *Text INSURANCE to 50555 to donate $5 or donate at IICF.org.

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IICF-Week of Giving ad 082312.indd 1 8/23/12 5:57 PM Real Estate Agents’ Liability (continued) Technology E&O (continued) Company States Company States

RMIS IA IL IN OH WI MarketScout Wholesale, LLC / dba MSW All States RPS SAFA St. Louis IA IL MO NE McGowan, Donnelly & Oberheu, LLC (MDO) All States Southern Insurance Underwriters, Inc. AL FL GA MS NC SC TN Monarch E&S Insurance Services AZ CA HI NV TX Sullivan Brokers Wholesale Insurance Solutions All States Monitor Liability Managers, LLC All States Swett & Crawford All States Morstan General Agency of Florida All States TAPCO Underwriters, Inc. Most States NAS Insurance Services, Inc. All States (includes Cyber Liability) Tejas American General Agency AR LA NM OK TX Negley Associates All States Tennant Risk Services All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV Travelers All States NIF Group, Inc. All States USASIA Insurance Services AZ CA OneBeacon Professional Insurance Most States USG Insurance Services, Inc. All States Pacific Coast E&S Insurance Services CA ID NV OR WA Victor O. Schinnerer & Co. Most States Patriot National Underwriters, Inc. OK TX Western Surplus Lines Agency, Inc. LA NM OK TX Pennock Insurance, Inc. DE MD NJ PA VA Western World Insurance Group Most States Philadelphia Insurance Companies All States except LA Worldwide Facilities, Inc. - All Offices All States Prime Insurance Company Most States Yates & Associates Ins. Services CA Professional Liability Ins. Svcs - Underwriting Facilities All States Professional Underwriters Agency, Inc. All States ProWest Insurance Services, Inc. CA - License # - 0C52396 Technology E&O Quaker Special Risk - FL MA NJ NY office Most States Quirk & Company LA NM OK OR TX WA Company States QuoteNBind.com All States except AK HI LA RLI All States Access E&S Insurance Services (CA) AZ CA CO NV TX RMIS CA IA IL IN OH WI Access E&S Insurance Services (VA) DC DE GA IL MD NC NJ NY OH PA SC Rockwood Programs, Inc. All States TN TX VA Roush Insurance Services, Inc. IL IN OH Agentic Insurance, LLC DC DE FL MD NJ NY PA VA RPS Technology & Cyber All States Agostini Surplus Insurance Services AZ CA CO NE NM NV OR TN TX UT WA RT Specialty All States Alexander J. Wayne & Associates, Inc. All States S.H. Smith & Company, Inc. - 8 Offices Nationwides All States All Risks, Ltd. All States Socius Insurance Services All States Alta Professional Insurance Services (MI) IN IL MI MN OH Sullivan Brokers Wholesale Insurance Solutions All States American Underwriting Managers AR LA NM TX Swett & Crawford All States AmWINS Group, Inc. - 50 Offices Nationwide All States TAPCO Underwriters, Inc. Most States Anderson & Murison, Inc. CA Tejas American General Agency AR LA NM OK TX Apogee Insurance Group, a Berkshire Hathaway Co. All States Tennant Risk Services All States ARC West Coast Excess & Surplus Brokerage, LLC All States Trinity E&S Insurance Services, Inc. (Bermuda Dunes) AZ CA NV Argo Pro Most States (includes Cyber Liability) TuscanoPro DE FL MD NC NJ NY OH PA SC VA WV Ark-La-Tex Underwriters, Inc. AR LA MS TX USASIA Insurance Services AZ CA Arlington/Roe & Co of Indiana All States (includes Cyber Security) USX/S All States Ashley General Agency TX Western Security Surplus Insurance Brokers, Inc. AZ CA CO FL IL NV NY OR TX UT WA Atlantic Risk Specialists All States Western Surplus Lines Agency, Inc. LA NM OK TX Atlantic Specialty Lines - VA FL MW PA TX AR CT DC DE FL GA IL IN KY LA MD MI Western World Insurance Group Most States MN NC NJ NY OH PA SC TN TX VA WI Worldwide Facilities, Inc. - All Offices All States Bailey Special Risks, Inc. All States except AK HI Yates & Associates Ins. Services CA Bliss & Glennon, Inc. All States

Bliss & Glennon Central All States

Boston Insurance Brokerage, Inc. All States Title Agents’ E&O Braishfield Associates, Inc. All States Company States Capitol Insurance Companies / Specialty Global All States Charles A. Walker Corp. MD NJ NY OH PA VT Citadel Insurance Services, LC All States Access E&S Insurance Services (CA) AZ CA CO NV TX CMS, LLC CA CT FL MD NJ NY PA All Risks, Ltd. All States Cochrane & Company AK AZ CA CO ID MT ND NM NV OR UT Charles A. Walker Corp. MD NJ NY OH PA VT WA WY Commercial Sector Insurance Brokers, LLC All States Cooper & McCloskey, Inc. (includes Cyber Liability) AK AZ CA CO HI IL NV NY OH OR TX WA Crump Professional Concepts All States CRC Insurance Services, Inc. - 29 Offices Nationwide All States E.L.M. Insurance Brokers, Inc. Most States Crouse & Associates All States Founders Professional All States except AK Donald Gaddis Co., Inc. All States Fox Point Programs All States (varies based on class of business) E.L.M. Insurance Brokers, Inc. Most States Intercorp, Inc. All States Eaton Professional Insurance Services CA International Excess Alliance, LLC All States Euclid Managers, LLC All States J.R. Olsen Bonds & Insurance Brokers, Inc. All States Mercator Risk Services, Inc. All States Executive Perils All States Founders Professional All States except AK Monitor Liability Managers, LLC All States Gateway Underwriters Agency All States Professional Liability Ins. Svcs - Underwriting Facilities All States Indemnity Excess & Surplus Agency, Inc. Most State Tennant Risk Services All States Insurance Innovators Group - All Offices Continental US TitlePac, Inc. All States except AK ME VT Intercorp, Inc. All States USG Insurance Services, Inc. All States International Excess Alliance, LLC All States Victor O. Schinnerer & Co. Most States IPA Risk Management, LLC All States J.E. Brown & Associates CA J.M. Wilson AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV J.R. Olsen Bonds & Insurance Brokers, Inc. All States Jacobs & Associates, Inc. OH Jimcor Agencies All States Keystone Insurance Services, Inc. TX King Insurance Support Systems Nationwide M.J. Hall & Company, Inc. AK AZ CA HI NV TX

N36 INSURANCE JOURNAL-NATIONAL | September 24, 2012 www.insurancejournal.com Professional Liability Directory - Alphabetical Directory of Markets

5Star Professional Programs All Solutions PBS LLC 1230 E. Diehl Rd., Ste. 350, Naperville, IL 60563 P.O. Box 1218, Morristown, NJ 07962 Phone: 877-247-9772 ; Fax: 866-720-5003 Phone: 888-376-5884 ; Fax: 888-726-6638 E-mail: [email protected] E-mail: [email protected] Website: www.5starsp.com/PROtect Website: www.AllSolutionsPBS.com

A & B Insurance Solutions,LLC Allsouth Professional Liability Argo Pro 2002 Richard Jones Rd.,Ste. 304C, Nashville, TN 37215 9800 4th Street N, Ste. 400, St. Petersburg, FL 33702 101 Hudson, Ste. 1201, Jersey City, NJ 07302 Phone: 800-207-9333 ; Fax: 615-292-8318 Phone: 800-913-9260 ; Fax: 813-282-0994 Phone: 732-623- 8950 ; Fax: 732-906-9274 E-mail: [email protected] E-mail: [email protected] E-mail: [email protected] Website: www.abinsurance.com Website: www.allsouth.net Website: www.argoprous.com

Access E&S Insurance Services (CA) Alta Professional Insurance Services (MI) Ark-La-Tex Underwriters, Inc. 5575 Lake Park Way, Ste. 222, La Mesa, CA 91942 14141 Farmington Rd., Livonia, MI 48154 1945 E. 70th St., Ste. C, Shreveport, LA 71105 Phone: 619-462-1128 ; Fax: 866-209-7312 Phone: 866-532-2582 ; Fax: 734-786- 0067 Phone: 318-798-7703 ; Fax: 318-798-3959 E-mail: [email protected] E-mail: [email protected] Website: www.altuquotes.com Website: www.access-es.com Website: www.altaproinsurance.com Arlington/Roe & Co of Indiana Access E&S Insurance Services (VA) American Risk Mgmt Resources Network, LLC 8900 Keystone Crossing, Ste. 800, Indianapolis, IN 46240 2001 N. Lincoln St., Arlington, VA 22207 7507 Hubbard Ave., Ste. 200, Middleton, WI 53562 Phone: 800-878-9891 ; Fax: 317-554-8551 Phone: 703-248-2566 ; Fax: 703-248-2565 Phone: 608-836-9590 ; Fax: 608-836-9565 E-mail: [email protected] E-mail: [email protected] E-mail: [email protected] Website: www.arlingtonroe.com Website: www.access-es.com Website: www.armr.net Arrowhead General Insurance Agency, Inc. - American Underwriting Managers Architects & Engineers Liability ACE Westchester Specialty--Environmental 365 Miron Dr., Ste. D, Southlake, TX 76092 99 Pacific St., Ste. 155F, Monterey, CA 93940 11575 Great Oaks Way, Ste. 200, Alpharetta, GA 30022 Phone: 817-424-1996 ; Fax: 817-481-0742 Phone: 800-887-7811 ; Fax: 831-333-9847 Phone: 678-795-4220 ; Fax: 678-795-4569 E-mail: [email protected] Website: www.ArrowheadGrp.com E-mail: [email protected] Website: www.amuinsur.com Website: www.acewestchester.com Ashley General Agency AmWINS Group, Inc. - 50 Offices Nationwide ACE Westchester Specialty--Professional Risk 2040 N. Loop 336 W, Ste. 200, Conroe, TX 77304 See Website for Locations Phone: 936-441-5959 ; Fax: 936-521-5922 11575 Great Oaks Way, Ste. 200, Alpharetta, GA 30022 Headquarters - Charlotte, NC 28210 Phone: 678-795-4263 ; Fax: 678-795-4120 E-mail: [email protected] Phone: 704-749-2700 ; Fax: 704-943-9000 Website: www.ashleyga.com E-mail: [email protected] E-mail: [email protected] Website: www.acewestchester.com Website: www.amwins.com ASI 101 Hudson St., Ste. 3606, Jersey City, NJ 07302 Anderson & Murison, Inc. Phone: 201-830-2264 ; Fax: 201-830-2279 800 W. Colorado Blvd., Los Angeles, CA 90041 E-mail: [email protected] Phone: 323-255-2333 ; Fax: 323-255-0957 Website: www.amsafety.com E-mail: [email protected] Website: www.andersonmurison.com Atlantic Risk Specialists One International Blvd., Ste. 350, Mahwah, NJ 07945 Aon Affinity Phone: 941-870-3125 ; Fax: 201-661-7816 AFPD – Professional Liability 159 E. County Line Rd., Hatboro, PA 18966 E-mail: [email protected] 555 North Ln., Ste. 6060, Conshohocken, PA 19428 Phone: 215-293-1261 Website: www.arspecialists.com Phone: 610-941-9877 ; Fax: 610-941-9889 E-mail: [email protected] E-mail: [email protected] Website: www.aon.com Website: www.AFPD.net Apex Insurance Services Agentic Insurance, LLC 404 E. Ramsey, Ste. 114, San Antonio, TX 78216 900 W. Valley Forge Rd., Ste. 100 Phone: 210-340-8985 ; Fax: 210-340-8986 King of Prussia, PA 19406 E-mail: [email protected] Phone: 610-900-0060 ; Fax: 610-900-0070 Website: www.apexinsurance.com E-mail: [email protected] Atlantic Specialty Lines - VA FL MW PA TX Website: www.agenticins.com See Website for Addresses Corporate Office - Richmond, VA 23235 Phone: 804-320-9500 ; Fax: 804-320-7280 Agostini Surplus Insurance Services E-mail: [email protected] 7125 El Cajon Blvd., Ste. 3, San Diego, CA 92115 Website: www.atlanticspecial.com Phone: 800-922-7283 ; Fax: 619-593-2008 E-mail: [email protected] Operating as an independently owned wholesale broker, Atlantic Website: www.agostinisurplus.com Specialty Lines offers insurance solutions for a full range of Apogee Ins. Group, a Berkshire Hathaway surplus lines products. Our team of knowledgeable and energetic Alexander J. Wayne & Associates, Inc. Company professionals operate out of multiple sales centers targeting 2551 N. Clark St., Ste. 601, Chicago, IL 60614 1190 Devon Park Dr., P.O. Box 6640, Wayne, PA, 19087 Mid-Atlantic and coastal states. Phone: 773-305-7685 ; Fax: 773-328-1259 Phone: 877-337-3200 ; Fax; 610-337-2337 E-mail: [email protected] E-mail: [email protected] Bailey Special Risks, Inc. Website: www.ajwayne.com Website: www.apogeeinsgroup.com 177 E. Main St., Ste. 5, Hendersonville, TN 37075 Quote Now: apogeeinsgroup.com/Apogee_Quotes.html Phone: 615-264-3977 ; Fax: 615-264-3980 Align General Insurance Agency, LLC Products: apogeeinsgroup.com/Apogee_all_products.html E-mail: [email protected] 350 10th Ave., Ste. 1450, San Diego, CA 92101 Website: www.bsrins.com Phone: 619-333-2500 Ext. 244 Specialty Wholesale Broker for Technology, Cyber, Professional E-mail: [email protected] & Management Liability (E&O, D&O/EPLI), Architects & Website: www.aligngeneral.com Engineers, Environmental Liability, Allied Healthcare and Beacon Hill Associates, Inc. Insurance Agents E&O areas. P.O. Box 1532, Charlottesville, VA 22902 All Risks, Ltd. Phone: 800-596-2156 ; Fax: 434-979-8964 10150 York Rd., 5th Fl., Hunt Valley, MD 21030 E-mail: [email protected] ARC West Coast Excess & Surplus Brokerage, LLC Website: www.b-h-a.com Phone: 800-366-5810 ; Fax: 410-828-8179 260 S. Los Robles Ave., Ste. 205, Pasadena, CA 91101 E-mail: [email protected] Phone: 626-584-5050 ; Fax: 626-584-5010 Website: www.allrisks.com Betty Harder & Associates, Inc. E-mail: [email protected] 84 Chalet Cir., Dawsonville, GA 30534 Website: www.arcbrokers.com Phone: 706-216-6698 ; Fax: 706-216-0191 E-mail: [email protected] Website: www.cpaprofessionalliabilityinsurance.com www.insurancejournal.com September 24, 2012 | INSURANCE JOURNAL-NATIONAL N37 Professional Liability Directory - Alphabetical Directory of Markets

Bliss & Glennon, Inc. 435 N. Pacific Coast Hwy, Redondo Beach, CA 90277 Phone: 800-829-7330 ; Fax: 310-372-1903 E-mail: [email protected] Website: www.bgsurplus.com

Bliss & Glennon’s Professional liability covers a large range of Citadel Insurance Services, LC Crouse & Associates risks, from Answering Services to X-ray Labs. A team of brokers P.O. Box 1677, American Fork, UT 84003 100 Pine St., Ste. 2500, San Francisco, CA 94111 dedicated to service your clients’ professional liability needs; Large Phone: 801-610-2720 ; Fax: 801-610-2701 Phone: 415-982-3870 ; Fax: 415-982-2546 or small, we handle the tough stuff. E-mail: [email protected] E-mail: [email protected] Website: www.citadelus.com Website: www.crouseandassociates.com Bliss & Glennon Central 1406 Wilson Rd., Conroe, TX 77304 Citadel is a leading edge specialty casualty and professional Crouse and Associates represents a wide range of E&O, D&O, Phone: 936-521-7400 ; Fax: 936-521-7471 insurance program manager. In additional to our exclusive Cyber, EPL, Fiduciary, Crime, and K&R markets. We have E-mail: [email protected] programs, we represent a network of the world’s leading A+ over 50 professional liability markets that are all Best Rated Website: www.bgsurplustx.com rated insurance carriers providing all lines of Casualty, Property, “A” and some in house exclusive products. Marine and Professional Liability insurance. We welcome ideas Boston Insurance Brokerage, Inc. for new casualty and professional programs. Call us today with Crump Professional Concepts your questions, ideas, and key opportunities. 24 Federal St., 4th Fl, Boston, MA 02110 105 Eisenhower Pkwy, 4th FL, Roseland, NJ 07068 Phone: 866- 331-1997 ; Fax: 617-556-7070 Phone: 973-461-2181 ; Fax: 973-461-2196 E-mail: [email protected] Ck Specialty Insurance Associates - All Offices E-mail: [email protected] Website: www.bostonbrokerage.com See Website for Locations Website: www.crumpins.com/products.aspx Headquarters - San Jose, CA 95037 Boston Insurance Brokerage is a wholesale broker that offers Phone: 800-411-0083 ; Fax: 408-227-7732 Davidson-Babcock commercial insurance solutions. Our product portfolio includes E-mail: [email protected] 16011 College Blvd., Ste. 203, Lenexa, KS 66219 all forms of property, casualty, environmental, umbrella, execu- Website: www.ckspecialty.com Phone: 800-203-3233 ; Fax: 855-760-3880 tive & professional, workers compensation and risk management E-mail: [email protected] products and services including markets and expertise in CMS, LLC Website: www.davidson-babcock.com healthcare liability. 95 Grand Ave., Massapequa, NY 11758 Phone: 516-799-4200 ; Fax: 516-799-1892 Delta General Agency Corp. E-mail: [email protected] Braishfield Associates, Inc. P.O. Box 2045, Houston, TX 77252 Website: www.cmsrisk.com 2966 Commerce Park Dr., Ste. 250, Orlando, FL 32819 Phone: 713-570-2700 ; Fax: 713-570-2800 Phone: 888-335-6616 ; Fax: 888-335-6615 E-mail: [email protected] E-mail: [email protected] Cochrane & Company Website: www.deltains.com Website: www.braishfield.com 1333 S. Rustle, Spokane, WA 99224 Phone: 509-838-0655 ; Fax: 509-838-1710 Donald Gaddis Co., Inc. Brownyard Group E-mail: [email protected] 150 S. Wacker Dr., Ste. 600, Chicago, IL 60606 21 Maple Ave., P.O. Box 9175, Bay Shore, NY 11706 Website: www.cochraneco.com Phone: 888-853-0071 ; Fax: 312-853-1033 Phone: 800-645-5820 ; Fax: 631-666-5723 E-mail: [email protected] E-mail: [email protected] Commercial Sector Insurance Brokers, LLC Website: www.gaddiscompany.com Website: www.brownyard.com 600 Corporate Pkwy, Ste. 250, Birmingham, AL 35242 Phone: 205-776-1600 ; Fax: 205-776-1619 E.L.M. Insurance Brokers, Inc. Brownyard Programs, Ltd. E-mail: [email protected] 1960 E. Grand Ave., Ste. 370, El Segundo, CA 90245 86 Carleton Ave., East Islip, NY 11730 Website: www.comsectorins.com Phone: 310-322-1301 Ext. 114 ; Fax: 310-322-1302 Phone: 631-581-9300 ; Fax: 631-581-9385 E-mail: [email protected] E-mail: [email protected] Compass Insurance Group of Agencies Website: www.e-o.com Website: www.brownyardprograms.com 9310 Topanga Canyon Blvd., Chatsworth, CA 91311 Phone: 818-507-1980 ; Fax: 818-545-3818 Eaton Professional Insurance Services Burns & Wilcox — All Offices E-mail: [email protected] 17602 17th St., Ste. 102-120, Tustin, CA 92780 See Web for Addresses, HQ - Detroit/Farmington Hills Website: www.compasseands.com Phone: 714-832-8649 ; Fax: 714-832-2586 Phone: 248-932-9000 ; Fax: 248-932-9046 E-mail: [email protected] E-mail: [email protected] Construction Insurance Partners Website: www.episi.net Website: www.burnsandwilcox.com 308 N. 21st St., Ste. 300, St. Louis, MO 63103 Phone: 314-554-9754 ; Fax: 314-342-7170 Environmental Insurance Services, Inc. Capitol Insurance Companies / Specialty Global E-mail: [email protected] 200 Cahaba Park S, Ste. 200, Birmingham AL 35242 800 W. 47th St., Ste. 515, Kansas City, MO 64112 Website: www.cip-stl.com Phone: 800-239-1347 ; Fax: 205-991-7767 Phone: 877-224-9748 ; Fax: 816-298-1301 E-mail: [email protected] E-mail: [email protected] Website: www.env-ins.com Website: www.capitol.net Euclid Managers Centurion Insurance Group 234 Spring Lake Dr., Itasca, IL 60143 Centurion Place - P.O. Box 959, Hanover, NH 03755 Phone: 630-238-1900 ; Fax: 630-773-8590 Phone: 603-643-2000 ; Fax: 603-643-2740 E-mail: [email protected] E-mail: [email protected] Website: www.euclidmanagers.com Website: www.centurionusa.com Cooper & McCloskey, Inc. Euclid Managers, LLC Charles A. Walker Corp. 111 Pine St., Ste. 1530, San Francisco, CA 94111 1627 Main St., Ste. 800, Kansas City, MO 64108 P.O. Box 8049, One LePage Pl., Syracuse, NY 13217 Phone: 415-433-7700 ; Fax: 415-433-7707 Phone: 816-778-0708 ; Fax: 816-778-0715 Phone: 315-488-3143 ; Fax: 315-488-3029 E-mail: [email protected] E-mail: [email protected] E-mail: [email protected] Website: www.cmiprorisk.com Website: www.euclidmanagerskc.com Website: www.twg-esr.com CPA Protector Plan Chubb Group of Insurance Companies 655 N. Franklin St., Ste. 1800, Tampa, FL 33602 3 Mountain View Rd., Warren, NJ 07059 Phone: 800-438-1263 ; Fax: 813-222-4165 Phone: 908-903-2000 ; Fax: 908-903-3246 E-mail: [email protected] E-mail: [email protected] Website: www.cpaprotectorplan.com Executive Perils Website: www.chubb.com 11845 W Olympic Blvd, Ste 750, Los Angeles, CA 90064 CRC Insurance Services, Inc. - 29 Offices Nationwide Phone: 310-444-9333 ; Fax: 310-444-9355 Cita Insurance Services See Website for Locations. E-mail: [email protected] 681 S. Parker St., Ste. 300, Orange, CA 92868 Headquarters - Birmingham, AL 35209 Website: www.eperils.com Phone: 800-280-7250 ; Fax: 714-978-2692 Phone: 800-824-1709 ; Fax: 205-879-3739 E-mail: [email protected] Website: www.crcins.com Website: www.citainsurance.com

N38 INSURANCE JOURNAL-NATIONAL | September 24, 2012 www.insurancejournal.com Professional Liability Directory - Alphabetical Directory of Markets

Founders Professional J.M. Wilson 147 2nd St. S, Ste. 203, St Petersburg, FL 33701 8036 Moorsbridge Rd., Portage, MI 49024 Phone: 727-498-6503 ; Fax: 727-498-6506 Phone: 800-282-8113 ; Fax: 269-327-2620 E-mail: [email protected] E-mail: [email protected] Website: www.founderspro.com Website: www.jmwilson.com

Fox Point Programs Herbert H. Landy Insurance J.R. Olsen Bonds & Insurance Brokers, Inc. 250 Philadelphia Pike, Wilmington, DE 19809 75 Second Ave., Needham, MA 02494 7407 Topanga Cyn. Blvd., Canoga Park, CA 91343 Phone: 800-499-7242 ; Fax: 302-472-8529 Phone: 800-336-5422 ; Fax: 800-344-5422 Phone: 818-227-2620 ; Fax: 818-227-0086 E-mail: [email protected] E-mail: [email protected] E-mail: [email protected] Website: www.foxpointprg.com Website: www.landy.com Website: www.jrolsenbonds.com

Freberg Environmental, Inc. The Herbert H. Landy Insurance Agency, celebrating 63 years Jacobs & Associates, Inc. 2000 S. Colorado Blvd., Tower II, Ste. 800 of providing the finest insurance plans and service, is a national 8300 Dow Circle W, Ste. 500, Strongsville, OH 44141 Denver, CO 80222 administrator for Accountants, Tax Preparers & Bookkeepers, Phone: 440-625-2690 ; Fax: 440-625-2731 Phone: 800-377-4152 ; Fax: 303-623-8101 Real Estate Agents and Real Estate Appraisers Errors & Omissions E-mail: [email protected] E-mail: [email protected] insurance. Website: www.jacobsnow.org Website: www.feiinsurance.com IAAC, Inc. Gateway Specialty Insurance 5784 Widewaters Pkwy, Dewitt, NY 13214 1190 S. Warner Rd., Wayne, PA 19087 Phone: 800-962-7950 ; Fax: 888-432-0510 Phone: 877-977-4474 E-mail: [email protected] E-mail: [email protected] Website: www.iiabny.org Website: www.gatewayspecialty.com INSURANCE Indemnity Excess & Surplus Agency, Inc. Gateway Underwriters Agency 1500 NW Bethany Blvd., Ste. 235, Beaverton, OR 97006 James River Insurance Company 6641 W. Broad St., Ste. 300, Richmond, VA 23230 2458 Old Dursett Rd., Maryland Heights, MD 63043 Phone: 800-487-2442 ; Fax: 503-526-9700 Phone: 804-289-2700 ; 804-289-2703 Phone: 314-238-0070 ; Fax: 314-238-0065 E-mail: [email protected] Fax: E-mail: [email protected] E-mail: [email protected] Website: www.ies-xs.com Website: www.gua-stl.com Website: www.jamesriverins.com Independent Brokers & Agents of the West Gerald J. Wilkoff, Inc. James River underwrites a wide variety of specialty P&C and (IBA West) Professional risks on an E&S basis in all states. PL teams include 95 Main St., Mineola, NY 11501 7041 Koll Center Pkwy, Ste. 290, Pleasanton, CA 94566 Medical PL, Allied Healthcare, and non-Medical PL. Visit www. Phone: 516-747-0200 ; Fax: 516-747-2021 Phone: 800-772-8998 ; Fax: 818-244-7306 jamesriverins.com to find a JRIC-authorized wholesale broker! E-mail: [email protected] E-mail: [email protected] Website: www.wilkoffbonds.com Website: www.ibawest.com Jimcor Agencies Gorst Co. Insurance Innovators Group - 6 Offices Serve 60 Craig Rd., Montvale, NJ 07645 9310 Topanga Canyon Blvd., Chatsworth, CA 91311 Nationwide Phone: 201-573-8200 ; Fax: 201-573-8820 E-mail: [email protected] Phone: 818-507-0900 ; Fax: 818-507-1133 See Website for Addresses Website: www.jimcor.com E-mail: [email protected] Headquarters - Glenside, PA 19038 Website: www.gorst.com Phone: 215-885-7300 ; Fax: 215-886-2482 E-mail: [email protected] ; [email protected] Jorgensen & Company Gray-Stone & Company, Inc. Website: www.iiigroup.com 42 W. Allendale Ave., Allendale NJ 07401 275 E. Hillcrest Dr., Ste. 250 Phone: 201-447-4400 ; Fax: 201-818-5680 Thousand Oaks, CA 91360 Intercorp, Inc. E-mail: [email protected] Phone: 805-494-4440 ; Fax: 805-299-4985 1438-F W Main St., Ephrata, PA 17522 Website: www.jorgenseandcompany.com E-mail: [email protected] Phone: 717-721-3500 ; Fax: 717-721-3515 Website: www.gray-stone.com E-mail: [email protected] K&B Underwriters, LLC Website: www.intercorpinc.net 11800 Sunrise Valley Dr., Ste. 1400, Reston, VA 20191 Phone: 888-760-3194 ; Fax: 703-880-7520 International Beauty Brokerage E-mail: [email protected] P.O. Box 20199, El Cajon, CA 92021 Website: www.kbunderwriters.com Phone: 800-552-8870 ; Fax: 800-332-5611 E-mail: [email protected] K&M Henderson Insurance Services, Inc. Website: www.beauty2000.org 8331 Sierra College Blvd., Ste. 204 Granite Bay, CA 95661 Great American Insurance Group - Executive International Excess Alliance, LLC Phone: 916-788-8191 ; Fax: 800-785-7970 E-mail: [email protected] Liability Division 26451 Curtiss Wright Pkwy, #103, Cleveland, OH 44143 Website: www.hendersoninsure.com 1515 Woodfield Rd., Ste. 500, Schaumburg, IL 60173 Phone: 216-797-9700 ; Fax: 216-797-9970 Phone: 847-330-6750 ; Fax: 513-929-6890 E-mail: [email protected] E-mail: [email protected] Website: www.intlxs.com Keystone Insurance Services, Inc. Website: www.GreatAmericanELD.com P.O. Box 9127, Austin, TX 78766 IPA Risk Management, LLC Phone: 512-257-8000 E-mail: [email protected] The Executive Liability Division (ELD) of Great American 16-00 Pollitt Dr., Fair Lawn, NJ 07410 Website: www.MyKeystoneIns.com Insurance has been protecting business leaders in a variety of Phone: 201-797-1084 ; Fax: 201-797-1076 institutions and corporations for over 25 years. We have offices E-mail: [email protected] King Insurance Support Systems located in Schaumburg, Illinois; Chicago, Illinois; New York, Website: www.ipariskmanagement.com New York; Princeton, New Jersey; and Toronto, Ontario. 31381 Rancho Viejo Rd., Ste. 101 San Juan Capistrano, CA 92675 Izzo Insurance Services, Inc. Phone: 949-488-2255 ; Fax: 949-488-2259 Gresham & Associates, Inc. - Corporate Office 7234 W. North Ave., Elmwood Park, IL 60707 E-mail: [email protected] One Gresham Landing, Stockbridge, GA 30281 Phone: 800-800-1704 ; Fax: 708-452-1777 Website: www.kinginsuranceca.com Phone: 770-389-1600 ; Fax: 770-389-1650 E-mail: [email protected] E-mail: [email protected] Website: www.izzoinsurance.com LA Xcess Insurance Brokers, Inc. Website: www.gresham-inc.com 10474 Santa Monica Blvd., Ste 306 J.E. Brown & Associates Los Angeles, CA 90025 303 Lennon Ln., Walnut Creek, CA 94598 Phone: 310-405-0001 ; Fax: 310-405-0002 Phone: 800-955-8213 ; Fax: 925-947-3978 E-mail: [email protected] E-mail: [email protected] Website: www.laxcess.com Website: www.jebrown.net

www.insurancejournal.com September 24, 2012 | INSURANCE JOURNAL-NATIONAL N39 Professional Liability Directory - Alphabetical Directory of Markets

Lee and Mason NAS Insurance Services, Inc. People’s United Insurance Agency, Inc. 195 Farmington Ave., Ste. 301, Farmington, CT 06032 16501 Ventura Blvd., Ste. 200, Encino, CA 91436 P.O. Box 485, Burlington, VT 05402 Phone: 860-677-0500 Ext. 404 ; Fax: 860-677-1227 Phone: 818-382-2030 ; Fax: 818-382-2040 Phone: 802-863-2841 ; Fax: 802-652-6245 E-mail: [email protected] E-mail: [email protected] E-mail: [email protected] Website: www.leeandmason.com Website: www.nasinsurance.com Website:www.peoples.com/insurance

LevelFirst Navigators Pro 5501 LBJ Fwy, Dallas, TX 75240 One Penn Plaza, New York, NY 10119 Phone: 972-499-4580 ; Fax: 214-736-8628 Phone: 212-613-4305 ; Fax: 212-613-4302 E-mail: [email protected] E-mail: [email protected] Website: www.level1st.com Website: www.navg.com Philadelphia Insurance Companies M.J. Hall & Company, Inc. One Bala Plaza, Ste. 100, Bala Cynwyd, PA 19004 P.O. Box 192, Stockton, CA 95201 Phone: 800-873-4552 ; Fax: 610-617-7940 Phone: 209-948-8108 ; Fax: 209-465-3843 E-mail: [email protected] E-mail: [email protected] Website: www.phly.com Website: www.mjhallandcompany.com Philadelphia Insurance Companies, a Member of the Tokio Marine Markel Cambridge Alliance Group, designs, markets, and underwrites commercial property/ Negley Associates casualty and professional liability insurance products incorporating P.O. Box 64998, Burlington, VT 05406 103 Eisenhower Pkwy, Ste. 101, Roseland, NJ 07068 value added coverages and services for select Phone: 800-691-1515 ; Fax: 802-864-9369 Phone: 973-830-8500 ; Fax: 973-830-8585 industries. E-mail: [email protected] E-mail: [email protected] Website: www.cambridgealliance.com Website: www.jjnegley.com Prime Insurance Company MarketScout Wholesale, LLC / dba MSW NeitClem Wholesale Insurance Brokerage, Inc. 303 W. Madison St., Ste. 2075, Chicago IL 60606 12700 Park Central Dr., Ste. 300, Dallas, TX 75251 7442 N Figueroa St., Los Angeles, CA 90041 Phone: 800-257-5590 ; Fax: 877-452-6910 Phone: 972-934-4295 ; Fax: 972-934-4299 Phone: 323-258-2600 ; Fax: 323-258-2676 E-mail: [email protected] E-mail: [email protected] E-mail: [email protected] Website: www.primeis.com Website: www.marketscout.com/msw/ Website: www.neitclem.com Professional Governmental Underwriters McGowan, Donnelly & Oberheu, LLC (MDO) NIF Group, Inc. 9020 Stony Point Pkwy, Ste. 455, Richmond, VA 23235 The Littlefield Bldg, 106 E. 6th St., Ste. 520 30 Park Ave., Manhasset, NY 11030 Phone: 800-586-6502 ; Fax: 804-272-7852 Austin, TX 78701 Phone: 516-365-7440 ; Fax: 516-365-7392 E-mail: [email protected] Phone: 512-600-2280 Ext. 5306 E-mail: [email protected] Website: www.pgui.com E-mail: [email protected] Website: www.nifgroup.com Website: www.mdoinsurance.com Professional Liability Ins. Svcs, Inc. - Norman-Spencer Agency, Inc. Underwriting Facilities Mercator Risk Services, Inc. 8075 Washington Village Dr., Dayton, OH 45458 5802 Thunderbird, Bldg 10, Ste. 100 99 Pratt St., Ste. 200, Hartford, CT 06103 Phone: 800-543-3248 ; Fax: 937-432-1635 Lago Vista, TX 78645 Phone: 860-280-2146 ; Fax: 860-527-2438 E-mail: [email protected] Phone: 800-761-7547 ; Fax: 512-327-5834 E-mail: [email protected] Website: www.norman-spencer.com E-mail: [email protected] Website: www.mercatorrisk.com Website: www.plisinc.com Norman-Spencer International, Inc. 150 E. 22nd St., Lombard, IL 60148 Monarch E&S Insurance Services Professional Program Insurance Brokerage Phone: 800-842-3653 ; Fax: 630-705-1056 2540 Foothill Blvd., Ste. 101, La Crescenta, CA 91214 371 Bel Marin Keys Blvd., Novato, CA 94949 E-mail: [email protected] Phone: 818-249-0100 ; Fax: 818-249-1166 Phone: 415-475-4300 ; Fax: 415-475-4303 Website: www.normanspencer.com E-mail: [email protected] E-mail: [email protected] Website: www.monarchexcess.com Website: www.ppibcorp.com / www.medispa-inc.com / Number One Insurance Agency www.tattoo-ins.com 91 Cedar St., Milford, MA 01757 Phone: 800-742-6363 ; Fax: 508-634-2930 Professional Underwriters Agency, Inc. E-mail: [email protected] 2803 Butterfield Rd., Ste. 260, Oakbrook, IL 60523 Website: www.massagent.com Phone: 630-572-0600 ; Fax: 630-572-0615 E-mail: [email protected] OneBeacon Professional Insurance Website: www.puainc.com 199 Scott Swamp Rd., Farmington, CT 06032 Phone: 877-701-0171 ; Fax: 866-625-3590 ProSurance Group, Inc. E-mail: [email protected] Monitor Liability Managers, LLC 2685 Marine Way, Ste. 1408, Mountain View, CA 94043 Website: www.onebeaconpro.com 2850 W. Golf Rd., Ste. 800, Rolling Meadows, IL 60008 Phone: 650-428-0818 ; Fax: 650-428-0860 Phone: 800-446-2100 ; Fax: 847-806-6282 E-mail: [email protected] E-mail: [email protected] Pacific Coast E&S Insurance Services Website: www.prosurancegroup.com Website: www.monitorliability.com 2235 Mercury Way, Ste. 110, Santa Rosa, CA 95407 Phone: 707-573-9136 ; Fax: 707-573-9761 ProWest Insurance Services, Inc. As a leading underwriting management E-mail: [email protected] 950 Glenn Dr., Ste. 270, Folsom, CA 95630 company, Monitor strives to be the Website: www.pacificcoastes.com CA - License # - 0C52396 professional liability insurance market Phone: 916 673 2000 ; Fax: 916 673 2010 of choice for our producers. We offer Patriot National Underwriters, Inc. E-mail: [email protected] A+ rated carriers, web-based quoting, P.O. Box 803143, Dallas, TX 75380 Website: www.prowestins.com automatic policy renewals, direct bill Phone: 972-239-1458 ; Fax: 972-233-3487 options, electronic policy issuance and E-mail: [email protected] PULIC - Professional Underwriters Liability the best combination of service, price Website: www.patriotnational.com and products. Insurance Company 1888 Century Park E, Ste. 850, Los Angeles, CA 90067 PBS Insurance Underwriting Corporation Phone: 800-537-7362 ; 866-344-6029 Morstan General Agency of Florida Fax: 303 Middletown Park Pl., Ste. F, Louisville, KY 40243 E-mail: [email protected] 1835 Banks Rd., Margate, FL 33063 Phone: 502-244-1056 ; Fax: 502-254-1056 Website: www.pulic.com Phone: 954-583-4722 ; Fax: 516-302-8951 E-mail: [email protected] E-mail: [email protected] Website: www.pbsinsurance.com Website: www.morstan.com Quadrant Insurance Managers 501 W. Schrock Rd., Ste. 301, Westerville, OH 43081 Pennock Insurance, Inc. Phone: 614-841-1425 ; Fax: 614-841-1426 2 Christy Dr., Ste. 301, Chadds Ford, PA 19317 E-mail: [email protected] Phone: 800-662-5182 ; Fax: 800-577-4499 Website: www.quadrant-us.com E-mail: [email protected] Website: www.pennockins.com

N40 INSURANCE JOURNAL-NATIONAL | September 24, 2012 www.insurancejournal.com Professional Liability Directory - Alphabetical Directory of Markets

Quaker Special Risk - FL MA NJ NY RPS Technology & Cyber See Website for Addresses 204 Cedar St., Cambridge, MD 21613 Headquarters - Eatontown, NJ 07724 Phone: 800-336-5659 ; Fax: 410-228-7645 Phone: 800-447-4180 ; Fax: 732-223-9072 E-mail: [email protected] E-mail: [email protected] Website: www.RPSins.com/techcyber Website: www.quakerspecialrisk.com RT Specialty TAPCO Underwriters, Inc. Quirk & Company 500 W. Monroe, 28th Fl, Chicago, IL 60661 3060 S. Church St., Burlington, NC 27216 P.O. Box 792030, San Antonio, TX 78279 Phone: 312-651-6000 ; Fax: 312-651-6096 Phone: 800-334-5579 ; Fax: 336-584-8880 Phone: 800-299-9421 ; Fax: 210-340-4075 E-mail: [email protected] E-mail: [email protected] E-mail: [email protected] Website: www.rtspecialty.com Website: www.GoTAPCO.com Website: www.quirkco.com Russell Bond & Co., Inc. TAPCO Underwriters, Inc. is the Logical Choice. Through 295 Main St., Ste. 866, Buffalo, NY 14203 TAPCO’s exclusive call-center service model, quotes and appli- Phone: 800-333-7226 ; Fax: 800-677-6779 cations are delivered and coverage can be bound, all within E-mail: [email protected] ; minutes, and all delivered to your e-mail inbox—before you even [email protected] hang up the phone. Policy issuance and renewal is just as easy. Website: www.RussellBond.com Call. Quote. Bind. It’s as easy as that!

S.H. Smith & Company, Inc. - 8 Offices Nationwide Target Insurance Services QuoteNBind.com See Website for Addresses 10 Tower Lane, Avon, CT 06001 11845 W Olympic Blvd, Ste. 750, Los Angeles, CA 90064 Headquarters - Hartford, CT 06103 Phone: 888-888-1613 ; Fax: 860-284-1113 Phone: 213-293-8402 Phone: 800-356-0168 ; Fax: 800-329-7648 E-mail: [email protected] E-mail: [email protected] E-mail: [email protected] Website: www.target-capital.com Website: www.QuoteNBind.com Website: www.shsmith.com Tejas American General Agency R.E. Chaix & Assoc. SASSI - Salon & Spa Specialty Insurance 1620 La Jaita Dr., Ste. 300, Cedar Park, TX 78613 41 Corporate Park, Ste. 310, Irvine, CA 92606 21 Maple Ave., Bay Shore, NY 11706 Phone: 888-999-8242 ; Fax: 512-342-2803 Phone: 949-722-4177 ; Fax: 949-722-4172 Phone: 888-823-9380 ; Fax: 631-666-7646 E-mail: [email protected] E-mail: [email protected] E-mail: [email protected] Website: www.taga1.com Website: www.rechaixinsurance.com Website: www.sassiagency.com Tennant Risk Services RLI Smith, Bell & Thompson, Inc. a div of Willis 10 Crossroads Plaza, 2nd Fl, West Hartford, CT 06117 9025 N. Lindbergh Dr., Peoria IL 61615 Programs Phone: 860-519-1301 ; Fax: 860-216-5845 Phone: 309-692-1000 ; Fax: 309-692-1068 40 Main St., Ste. 500, Burlington, VT 05401 E-mail: [email protected] E-mail: [email protected] Phone: 802-658-4600 ; Fax: 802-658-6191 Website: www.tennant.com Website: www.rlicorp.com E-mail: [email protected] Website: www.willisprograms.com The Mechanic Group, Inc. RMIS One Blue Hill Plaza, Ste. 530, Pearl River, NY 10965 P.O. Box 5185, Fullerton, CA 92838 Socius Insurance Services Phone: 845-735-0700 ; Fax: 845-735-8383 Phone: 714-738-1383 ; Fax: 714-992-1069 301 Howard St., Ste. 1030, San Francisco, CA 94105 E-mail: [email protected] E-mail: [email protected] Phone: 415-778-0310 ; Fax: 415-778-0315 Website: www.mechanicgroup.com Website: www.RMISmga.com E-mail: [email protected] Website: www.sociusinsurance.com TitlePac, Inc. Rockwood Programs, Inc. 201 Eastpointe Dr., Muskogee, OK 74403 4001 Miller Rd., Wilmington, DE 19802 South Texas General Insurance Agency Phone: 800-331-9759 ; Fax: 918-683-6842 Phone: 800-558-8808 ; Fax: 302-764-5477 363 N Sam Houston Pkwy E, Ste. 1000 E-mail: [email protected] E-mail: [email protected] Houston, TX 77060 Website: www.titlepac.com Website: www.rockwoodinsurance.com Phone: 281-820-0555 ; Fax: 281-820-0688 E-mail: [email protected] Topa Insurance Company Roush Insurance Services, Inc. Website: www.stgia.com 1800 Avenue of the Stars, 12th Fl, Los Angeles, CA 90067 P.O. Box 1060, Noblesville, IN 46061-1060 Phone: 800-949-6505 ; Fax: 310-843-9409 Phone: 800-752-8402 ; Fax: 317-776-6891 Southern Insurance Underwriters, Inc. E-mail: [email protected] E-mail: [email protected] P.O. Box 105609, Atlanta, GA 30348 Website: www.topains.com Website: www.roushins.com Phone: 678-498-4500 ; Fax: 678-498-4600 E-mail: [email protected] Website: www.siuins.com

Sullivan Brokers Wholesale Insurance Solutions, Inc. Travelers 800 W. 6th St., Ste. 1800, Los Angeles, CA 90017 940 W. Port Plaza, Ste. 450, St. Louis, MO 63146 Phone: 800-252-0355 ; Fax: 213-629-3161 Phone: 314-579-8321 ; Fax: 877-299-3257 E-mail: [email protected] E-mail: [email protected] RPS Healthcare Website: www.sbwis.com Website: www.travelers.com/1stchoice 550 W. Van Buren, Ste. 1200, Chicago, IL 60607 Phone: 312-294-5625 ; Fax: 312-922-7563 E-mail: [email protected] Trinity E&S Insurance Services, Inc. Website: www.rpsins.com 79301 Country Club Dr., Ste. 200 Bermuda Dunes, CA 92203 Phone: 760-360-4100 ; Fax: 760-360-0055 Swett & Crawford E-mail: [email protected] See website for addresses Website: www.trinityinsurance.com Headquarters - Atlanta, GA 30327 E-mail: [email protected] Website: www.swett.com

Swett & Crawford, the nation’s oldest and best-regarded wholesale RPS SAFA St. Louis intermediary, has 97 years of experience in helping to mitigate the 911 Park Ave., St. Louis, MO 63104 risks of doing business here and around the globe. Headquartered Phone: 314-436-2682 ; Fax: 314-436-1532 TuscanoPro in Atlanta, Georgia, the blended strength of Swett & Crawford P.O.Box 1027, Greensburg, PA 15601 E-mail: [email protected] and Cooper Gay, with a combined $3.5 billion in premiums, Website: www.RPSins.com Phone: 800-442-8063 delivers the world’s largest global wholesale brokerage and reinsur- E-mail: [email protected] ance organization with more than 1400 insurance professionals Website: www.tuscanopro.com in 60 offices on four continents. www.insurancejournal.com September 24, 2012 | INSURANCE JOURNAL-NATIONAL N41 Professional Liability Directory - Alphabetical Directory of Markets by Chris Boggs

USX/S 6929 W. 130th St., Ste. 100, Cleveland, OH 44130 Phone: 800-574-8797 ; Fax: 440-888-7380 E-mail: [email protected] Insurance Journal’s Academy of Insurance Presents: Website: www.USXS.net Western World Insurance Group Victor O. Schinnerer & Co. 400 Parson’s Pond Dr., Franklin Lakes, NJ 07417 Two Wisconsin Cir., Chevy Chase, MD 20815 Phone: 201-847-8600 ; Fax: 201-847-1010 U.S. E&O Brokers Phone: 301-961-9800 ; Fax: 301-951-5444 820 Gessner Rd., Ste.1360, Houston, TX 77024 E-mail: [email protected] E-mail: [email protected] Website: www.westernworld.com Phone: 800-460-6424 ; Fax: 713-984-1152 Website: www.schinnerer.com/programs Business Income E-mail: [email protected] Website: www.useo.com Westrope 1100 Walnut St., Ste. 3200, Kansas City, MO 64106 US E&O Brokers specializes in writing E&O policies for Phone: 816-842-8222 ; Fax: 816-842-3081 Insurance Agents & Brokers nationwide including retail, E-mail: [email protected] Website: www.westrope.com Insurance Demystified wholesale, MGAs MGUs, Aggregators, Program Admins, Western Security Surplus Insurance TPA’s as well as Insurance Co’s. Package policies available Brokers, Inc. for numerous Professional Classes. US E&O Brokers, 20 790 E. Green St., Pasadena, CA 91101 Worldwide Facilities, Inc. - All Offices years old & access to over 30 major E&O Markets which are Phone: 626-584-0110 ; Fax: 626-584-0144 See Website for Addresses all “A” rated. Excellent Coverage, Competitive Pricing plus E-mail: [email protected] Headquarters - Los Angeles, CA 90017 Friendly and Efficient Service. Website: www.wssib.com Phone: 213-236-4500 ; Fax: 213-244-9655 E-mail: [email protected] Website: www.wwfi.com USASIA Insurance Services Western Special Risks, Inc. 319 Union Ave., Pomona, CA 91768 9059 W. Lake Pleasant Pkwy, Ste. 340, Peoria, AZ 85382 Yates & Associates Ins. Services Phone: 909-618-0288 ; Fax: 909-618-0289 Phone: 888-317-5575 ; Fax: 623-977-4622 Boggs has done an excellent job E-mail: [email protected] P.O. Box 25133, Santa Ana, CA 92799 E-mail: [email protected] Phone: 800-660-1125 ; Fax: 800-378-8588 of taking a complex subject and Website: www.usasia-ins.com Website: www.westernspecialrisks.com E-mail: [email protected] Website: www.yates-assoc.com USG Insurance Services, Inc. Western Surplus Lines Agency, Inc. explaining it in a conversational 1000 Town Center Wy, Ste. 300, Canonsburg, PA 15317 P.O Box 6609, Abilene, TX 79608 Zurich North America Commercial way that even someone new to the Phone: [email protected] Phone: 800-592-4408 ; Fax: 325-695-0371 1400 American Lane, Schaumburg, IL 60196 Website: www.usgins.com E-mail: [email protected], Phone: 800-382-2150 subject can easily understand.” [email protected] Website: www.zurichna.com Website: www.westernsurplus.com -Bill Wilson, CPCU, ARM, AIM, AAM

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ACE Insurance Gateway Specialty Insurance PULIC - Professional Underwriters Liability Insurance www.acelimited.com W15; SC15; SE11; E15; M15 www.gatewayspecialty.com W24; SC14; SE16; E14; M14 Company About the Author Anderson & Murison, Inc. Great American Insurance Group www.pulic.com N6 www.andersonmurison.com N13 www.GreatAmericanInsurance.com W3; SC25; SE3; E3; M3 Quirk & Company Christopher J. Boggs, CPCU, ARM, ALCM, LPCS, AAI, APA, CWCA, CRIS, AINS Applied Underwriters IBA Kern “I” Day www.quirkco.com SC24 www.applieduw.com www.ibakern.com W26 RiskMeter.com is the Director of Education with Insurance Journal’s Academy of Insurance. With W11, W74; SC9, SC72; SE9, SE64; E11, E62; M11, M62 IICF www.riskmeter.com N4 Astonish Results www.iicf.org N24; W27 Tejas American General Agency more than 21 years insurance and risk management experience, Boggs’ background www.astonishresults.com N5; W10; SC10; SE10; E10; M10 Independent Insurance Agents of Texas www.taga1.com SC3 includes loss control, insurance production, consulting, and teaching. Chartis www.iiat.org SC26 Texas Mutual Insurance Company www.chartisinsurance.com W7; SC7; SE7; E7; M7 Ironshore www.texasmutual.com SC11 Chubb Corporate www.ironshore.com N2, N3 The Sullivan Group www.chubb.com W13; SC13; SE13; E9; M13 Liberty Mutual www.gjs.com N9 City of Hope www.libertymutual.com W2; SC2; SE2; E2; M2 Tuscano Agency www.cityofhope.org N23 Loya Insurance Group www.tuscanopro.com SE17 CNA Insurance www.fredloya.com SE19; M17 United Contractors Insurance Agency www.cna.com W17; SC21; SE15; E12; M9 Monarch E & S Insurance Services www.ucisg.com N12 Cooper & McCloskey Insurance Brokers www.monarchexcess.com W9 Universal North America www.cmiprorisk.com W25 National Alliance for Insurance Education & Research www.uihna.com W19; SC23; SE18 CSUF Center for Insurance Studies www.scic.com N10 Westrope For more information, please visit www.centerforinsurancestudies.com W28 Oak Street Funding www.westrope.com N8 ExamFX www.oakstreetfunding.com N7 Zurich Insurance Company www.examfx.com N14 Pacific Gateway Insurance Services www.zurichna.com W73; SC71; SE63; E61; M61 First American Specialty Insurance Company www.pgiainsurance.com W21 www.ijacademy.com/books www.firstam.com W23 Pacific Interstate Insurance Brokers Fujitsu www.piib.com W22 www.fcpa.fujitsu.com N11 PersonalUmbrella.Com www.personalumbrella.com W5; SC5; SE5; E5; M5

N42 | INSURANCEINSURANCE JOURNAL-NATIONALJOURNAL-NATIONAL |REGION September September 24, 2012 24, 2012 www.insurancejournal.comwww.insurancejournal.com

2012 professional liability directory (Guy).indd 42 9/17/12 7:03 AM IJACAD16011.indd 1 8/22/12 2:11 PM by Chris Boggs

Insurance Journal’s Academy of Insurance Presents: Business Income Insurance Demystified

Boggs has done an excellent job of taking a complex subject and explaining it in a conversational way that even someone new to the subject can easily understand.” -Bill Wilson, CPCU, ARM, AIM, AAM

About the Author Christopher J. Boggs, CPCU, ARM, ALCM, LPCS, AAI, APA, CWCA, CRIS, AINS is the Director of Education with Insurance Journal’s Academy of Insurance. With more than 21 years insurance and risk management experience, Boggs’ background includes loss control, insurance production, consulting, and teaching.

For more information, please visit www.ijacademy.com/books

IJACAD16011.indd 1 8/22/12 2:11 PM

IDEA EXCHANGE Closing Quote Become an Employer of Choice: Rewards and Recognition in the Workplace

f you’re in a hiring or management position, you already Iknow skilled talent is in short supply and competition is high. Whether you’re looking for a seasoned professional or a recent grad, the best and brightest can be difficult to find. Once the right person is hired, you need to ensure that they are engaged and satisfied. A reward and recognition program can help you do that. By Dave Coons A study conducted by WorldatWork shows that 86 percent of organizations have a recognition program. However, buy-in from senior management is lacking, with only 37 percent feeling that senior management actually shows a “high level of support” for recognition. A culture of recognition has the simple goal of rewarding employees in a meaningful way, and may encompass several components, including performance recognition, work/life balance and career development opportunities.

Performance Recognition Recognition must be given when it is deserved. Different force. Although employees can log in on their own time, under- types of recognition are appropriate for different behaviors. stand that sometimes we all just need to “power down.” Company culture, ranking and the behavior being rewarded Work/life balance isn’t all about flex time; it is about drawing should be taken into account. There must be a balance, so parallels between the workplace and home life, and showing that recognition remains meaningful and appropriate. that you care. This could include inviting family members to Some awards may be monetary. This could be anything work outings or celebrating employee milestones in the com- from a team lunch to an individual monetary bonus. In some pany newsletter — marriages, babies or personal achievements. environments, contests receive excellent participation and foster results. If the culture is team-oriented, set a stretch Career Development goal that comes with a shared reward. Perhaps the best way to reward employees is to offer career There are also non-monetary rewards, which are easier to development incentives. If you want your star employees to give and sometimes better received. A “pat on the back” is advance in the company — help them do just that. time-tested and comes in many forms. A nod in the company On-the-job training is an excellent and mutually beneficial newsletter, verbal recognition in a team meeting, or the tool. It doesn’t even have to cut into the workload. Offer a lunch simple act of stopping by an employee’s desk to congratulate and learn program on up-and-coming topics, and motivated them on a job well done goes a long way to boost morale. employees will gladly devote their lunch hours to learning a new skill or exploring a hot industry issue. Many employees Work/Life Balance also consider tuition reimbursement to be a coveted benefit. One of the hottest topics for today’s workforce is work/ Career development plans do not have to be costly. Managers life balance. With so many channels of communication, stay- should regularly meet with employees to gain an understanding ing connected is easier than ever before. Technology is at our of their career goals and discuss the path to achieve them. The fingertips; most work can be done remotely. ultimate purpose is to identify your employee’s most valuable These opportunities must be managed wisely, but more skills and knowledge, and maximize them. employers are finding that flexible work schedules can pay An employer of choice stands out by achieving a reputation off. When employees are given freedom in their schedules, of caring. While these initiatives require many working parts to they will find ways to get things done on their time — and keep the machine running, rewards and recognition are impor- feel more satisfied. The degree of flexibility you will be able tant components of a recruiting and retention strategy. to offer will vary. It’s about finding the right fit for your company culture and what it takes to get the job done. Coons is senior vice president of The Jacobson Group. Phone: 800-466-1578. Email: Keep unrealistic expectations from burdening your work- [email protected]

N44 | INSURANCE JOURNAL-NATIONAL REGION September 24, 2012 www.insurancejournal.com www.insurancejournal.com September 24, 2012 INSURANCE JOURNAL-WEST REGION | 73

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