INSURANCE Volume 21 Number 3, FALL 2013
BROKERManitoba
Thank you MR. TOEWS PM 40065075
Fire/Flood Restoration
Wind/Hail damage
Sewer back-up
Mould Remediation
Asbestos Abatement
Document Recovery
Content Restoration
Reconstruction
Property damage can’t be predicted, and coping with any property loss can be overwhelming. We understand that responding to emergencies is about more than the damage, it’s about the person behind the property. As a full service organization, we offer complete customized solutions to any disaster while minimizing occupant disruption. From cleanup to content restoration to reconstruction – our job is not complete until our customers are 100% satisfied.
If the unexpected happens, start the repair today (204) 786-1198
Manitoba Owned and Operated
262 Gwendoline Street, Winnipeg, Manitoba R3A 1L8 mxrestorations.ca VOL 21 | No. 3 FALL 2013 CONTENTS
Features Departments
Parliament Hill Day 2013 14 President’s Message 6 CEO’s remarks 8
2013-2014 Education Calendar 27 Viewpoint 10 Son duplicates father’s feat Making an Impact 12 10 years later 42 YBN Report 19 Andrew Agencies 100th Anniversary 47 Rookie Corner 22 Legal Corner 24 Council of the Federation 55 Business Corner 60
Seven Strategies to prevent Industry News 65 Identity Theft 56 Reach our Advertisers 68
14 42 47
2013/2014 BOARD OF DIRECTORS The MANITOBA INSURANCE BROKER is published four times per year by Craig Kelman & Associates Ltd. on behalf EXECUTIVE COMMITTEE of the Insurance Brokers Association of Manitoba, 205-530 President – Lori King, Turnbull Whitaker Insurance Kenaston Blvd. Winnipeg, MB R3N 1Z4, (204) 488-1857, Chair / Past President – Curtis Wyatt, Wyatt Dowling Insurance email: [email protected] President-Elect – Keith Jordan, HUB International Horizon Insurance All rights reserved. Contents may not be reproduced without Vice-President – Russell Wasnie, ONE Insurance express consent of the publisher. ©2013 Chief Executive Offi cer – David Schioler, Insurance Brokers Association of Manitoba
DIRECTORS NATIONAL POLITICAL CHAMPION Greg Barrows, Cameron Agencies Brian Gilbert, MIG/Manitoba Insurance Group Tara Chammartin, La Salle Insurance Douglas J. Fast, MIG Insurance Group IBAM 2013/2014 COMMITTEE CHAIRS Ryan Garriock, Garriock Insurance MPI/DVL/IBAM General Liaison – TBD Editorial and Advertising Offi ces: John McDonald, BSI Insurance Communications/BIP Committee – Lori King 3rd Floor, 2020 Portage Ave. • Winnipeg, MB R3J 0K4 T.J. McRedmond, Crossroads Insurance Nominating – Curtis Wyatt Tel: (204) 985-9780 • Fax: (204) 985-9795 Darren Peters, Oldfi eld Kirby Esau Professional Development – Tara Chammartin E-mail: [email protected] Mario Reimer, Lakeview Insurance Young Broker Committee – Katrina Hueging
Executive Editor...... David Schioler IBAC DIRECTOR Peter Tessier, Waggoner Insurance Managing Editor ...... Terry Ross
Design / Layout ...... Donna Tapay
Marketing Manager ...... Kris Fillion
Advertising Coordinator ...... Stefanie Ingram
Publication Mails Agreement #40065075 Return undeliverable Canadian addresses to: [email protected] PRESIDENTS MESSAGE
Lori King, IBAM President
It’s time to be both teachers and students
we have grown from Communities Like Yours. s we settle back into the routine of the fall, for most From the Prairies to the Pacific. brokers it means that we may How many times have we been told at get to look up from our renewal piles and see what else is going on in our seminars over the years to think and learn industry. It is back to school time for the kids, back to university for our outside the box? student employees and maybe back to the classes of FOI, CAIB, CPIB or the Western Financial Group is looking for brokerages to acquire and grow our network. MBA program for some us. Education times have we been told at seminars roots political and community events With over 120 branches in more than 100 Western communities, has become an integral part of our over the years to think and learn out- we bring with us not just our contri- industry across the country, and at side the box? Learning is everywhere butions, but our knowledge; and we we are proud to support and grow with you. IBAM our focus continues to be get- and at all levels of engagement. We can are therefore able to converse more ting new individuals into our industry learn from each other, from our corpo- directly and intimately, and learn and and providing new ways for them rate partners, our clients, our commu- teach our community members and to learn and avenues to get started. nity members, our regulators and our our politicians locally. It is important We continue to work with the col- politicians. When we engage our com- for us that our leaders of today and leges and universities to get our CAIB munity and our politicians we learn those of tomorrow know who we are, We are excited to announce Coast Capital Insurance Services has joined the Western Financial Group Family. courses into the business programs what they are thinking, what they what we do, how we contribute, and that they offer, allowing the students know about our industry and what we how involved we get. IBAM heads to to recognize the potential growth and need to teach them. So we can learn Ottawa every spring for Hill Day and job opportunities in our industry. by being both teachers and students to we have the opportunity to meet with But classrooms are not the only those around us. federal politicians and educate them places where we learn. How many When we participate in our grass- of our issues and ask them for their support. But it is equally if not more important that we all get involved on a local level and make our collective voices heard and views known. It is, then, equally important to be both teachers and students of our industry. So, this fall, while browsing through your Manitoba Insurance Broker maga- zine and learning about the courses and seminars that you can attend Interested in making your community part of the Western Team? (and I encourage you all to take those courses and attend those seminars), think about the other ways as well to contact Caroline Gould educate yourself by getting involved in those activities from which we can learn. Think also of ways to teach [email protected] others about our industry. It’s time to be both teachers and students. I believe that we may all be surprised how much 1(866) The West westernfinancialgroup.ca there is to learn out there by being both teachers and students, and maybe just maybe, you may convince a new person to join our industry along the way, and we all benefit from that.
6 | FALL 2013 | Manitoba INSURANCE BROKER ⬅ Index we have grown from Communities Like Yours. From the Prairies to the Pacific.
Western Financial Group is looking for brokerages to acquire and grow our network. With over 120 branches in more than 100 Western communities, we are proud to support and grow with you.
We are excited to announce Coast Capital Insurance Services has joined the Western Financial Group Family.
Interested in making your community part of the Western Team?
contact Caroline Gould
1(866) The West westernfinancialgroup.ca CEO’S REMARKS
Dave Schioler, CEO, Insurance Brokers Association of Manitoba
Thank you Vic Toews!
e are extremely fortunate • Member of the Canadian Parliament can indeed validate from my own to be blessed with so November 27, 2010 – July 9, 2013 personal, professional experience as many great people serving • Minister of Public Safety a lobbyist in numerous discussions in public office, whether giving of January 19, 2010 – July 9, 2013 and encounters with Vic Toews, themselves at the civic, provincial or • President of the Treasury Board that he is a decent guy – a great federal level. I, for one, hope that this January 4, 2007 – January 18, 2010 Canadian who has been strong, is always the case – and that good • Minister of Justice and Attorney with compassion, for both people continue to consider public General of Canada Manitoba and Canada. He has life and to offer themselves up to February 6, 2006 – January 3, 2007 surely served with distinction in the masses. If we are honest with • Member of the Manitoba Legislative both good times and tough times ourselves, we know intuitively and by Assembly for Rossmere – and we should all be thankful for our own life experiences that working April 25, 1995 – September 20, 1999 the role that Vic has played on our and living under the broader public • Minister of Justice, Attorney behalves and in our lives. microscope isn’t easy. General and Keeper of the Great Seal Thank you Minister Toews – The Honourable Vic Toews is January 6, 1997 – October 5, 1999 Thank you Mr. Toews – Thank you certainly one of these terrific people; • Minister of Labour Vic! he has served us with grace, humility, May 9, 1995 – January 6, 1997 Go to this link for a complete poise, dedication and effectiveness. account of the political career of When you review and analyze Vic’s Vic Toews has in fact been referenced Vic Toews: http://www.parl.gc.ca/ distinguished political career, it’s not in various sources complete with full Parlinfo/Files/Parliamentarian. hard to see that he has done so much scale political biographies or in others in aspx?Item=ab143dd3-e5b4-43fc- for us – in Manitoba and throughout much more simple terms as a ‘Canadian bc61-1279f1c395e9&Language=E&S and for Canada. politician.’ He has certainly been that! I ection=ALL.
IBAC’s Dan Danyluk, Hon. Vic Toews and Wade Garriock. Vic Toews receives BIPPER blanket from IBAM’s CEO Dave Schioler
8 | FALL 2013 | Manitoba INSURANCE BROKER ⬅ Index BEST OF THE BEST—WITH OUR PROFIN EXPERTS. RSA’s in-house claims counsel is fluent in both law and insurance, which means that your clients not only benefit from our team’s extensive knowledge of EML, E&O, Fidelity and more, but also from our ability to resolve claims quickly and professionally. Plus, we closely monitor trends, legislation and legal actions to ensure our products continue to respond to your clients’ needs. We stand behind the facts. We stand behind our brokers.
rsabroker.ca
Personal Insurance Commercial Insurance Global Specialty Lines 3. RSA is a registered trade name of Royal & Sun Alliance Insurance Company of Canada. “RSA” and the RSA logo are trademarks used under license from RSA Insurance Group plc. 1 © 20
10145_RSA GSL-MB-Ad-FP_FA.indd 1 2013-07-10 5:04 PM VIEWPOINT
Stephen Halsall, President, Insurance Brokers Association of Canada
Advocating for the consumer
echnology keeps on changing by amending their driving behavior. In within the insurance sector in the context of insurance rating, they Canada at an unprecedented have the right to know what fac- pace. In the past few years we have seen tors are used in determining their the development and rapid growth of an risk status and how variables underwriting tool known as “telemat- may impact them. Consumers ics” or “UBI” – Usage-based Insurance. have the right to challenge the The term refers to the capture of infor- veracity of information col- mation about the specific characteristics lected about them and must of a risk and the electronic transmission be provided the opportunity to of that data to another location. This correct or stop the collection most often relates to auto insurance, of information at any time. and the recording of people’s driving These ideas closely mirrors the habits and patterns, with this data concepts already established in used by underwriters to price risk. This Canadian law, under PIPEDA and is used widely in the US and we have similar legislation. all seen that it is starting to be used in The second principle is that infor- Canada by several carriers. mation must not be collected and As the consumer advocate for insur- used for any purpose other than ance, the Insurance Brokers Association that for which it was intended. of Canada (IBAC) is monitoring this Consumers must be guaranteed that development and how it may impact information compiled for one reason, standing of their data. Canadian consumers. As with any new such as assessing insurance risk or credit The use of telematics to establish a development in the marketplace, there granting, will not be used for any other driver’s risk profile has significant impli- are certain consumer worries we share purposes, as such practices could put cations for the auto insurance industry. and have agreed on a set of principles them at a disadvantage. Similarly, data The traditional manner in which insur- that we are convinced the entire sector used to evaluate a consumer’s driving ance is provided to consumers may, in should follow to protect consumers. profile for risk management purposes fact, be changing. The fundamental IBAC is sharing these Principles with should not affect that same individual in premise of insurance, that the larger our insurer partners, regulators and the event of a claim population funds the claims of the few, suppliers. And the third precept, which we needs to be balanced against the inter- The first principle that we believe hold to be true with respect to telemat- ests of the individual. As data becomes to be fundamental is that consumers ics or any other insurance model, is that more readily available, insurance com- have the right to the control and consumers have the right to choice, panies will have greater capabilities to ownership of data relating specifi- to qualified and objective advice, tailor products specific to individuals or cally to themselves, their families, and to autonomous advocacy. Per- groups of individuals. IBAC will con- and their businesses. It is a consum- sonal information used for risk assess- tinue to monitor developments in this er’s choice whether or not to share their ment purposes should be conveyed in area across the country, and to advocate personal information with an Insurer a common standard format in order to on behalf of consumers who may poten- or any third-party. Further, consumers facilitate consumers’ control and under- tially be affected by them. who do opt to share their data must have the freedom to educate themselves, to mitigate their risks and manage their The use of telematics to establish a driver’s risk profile based on any data collected about them. Consumers will expect that risk profi le has signifi cant implications for any conclusions drawn will be transpar- ent and that they will have the opportu- the auto insurance industry. nity to modify the assessed risk profile
10 | FALL 2013 | Manitoba INSURANCE BROKER ⬅ Index At Ranger we put the focus on… YOU
Why Choose Ranger as your next Career Opportunity... At Ranger Insurance we truly value our employees and strive to create an environment that fosters success. We believe in investing in the personal and professional development of our employees because we want to see them reach their full potential. Ranger is currently celebrating 30 years of servicing the Manitoba market. We could not have gotten here without our exceptional team of employees. This group of dedicated individuals is one of our most valuable assets and we would like to extend an invitation for you to consider joining our Ranger family. We offer a competitive and comprehensive compensation package including: 4 Company paid group health benefits 4 Paid training and continuing education 4 Group RRSP/DPSP 4 Paid health and wellness benefits 4 Recognition and awards for years of service
If you are interested in being a part of our dynamic team at Ranger, please visit RangerInsurance.ca/careers for more information about our company opportunities and benefits. You may also send general applications or reply to specific postings via our website or email to: [email protected] MAKING AN IMPACT
Western Financial BSI and Red River Group’s employees Mutual make a great to build teddy bears team for charity BSI Insurance Brokers and Red River Mutual donated $5,000 to Elmdale School for the purchase of new playground equip- ment as part of the Friends of Elmdale Playground Renewal Western Financial Group’s more than 1,600 employees bright- Project. ened the lives of children across Canada by each building a teddy bear at their employee conventions this past summer. The bears will be distributed to more than 20 charities chosen by employees. “Building teddy bears at our employee convention allows us to have fun, and give back to the community while coming together as a team,” said Jeff Burke, President and CEO of WFG’s network of insurance brokerages. “We hope these teddy bears will make a difference in the lives of children who are overcoming a trauma, experiencing a life change, or who just need to be cheered up.” Western Financial Group’s employee conventions took place at locations across Western Canada during the month of June. The groups of employees completed a Build-A-Bear workshop, where each employee created a unique teddy bear complete with a birth certificate to be given to a child. Receiving charities include Child & Family Services of Jackie Wall, CSR at BSI Insurance Brokers (Steinbach) and Dave Dueck, Sr. Western Manitoba (Brandon); Rossbrook House (Winnipeg); Claims Specialist at Red River Mutual, presented a $5,000 cheque to Garry Ronald McDonald House (Winnipeg); various charities in Giesbrecht, Principal at Elmdale School, and Melissa Friesen, Co-Cair of the Roblin, Manitoba; and WISH Inc. (Winnipeg). Friends of Elmdale Playground Renewal Project.
As well, BSI and Red River Mutual contributed $2,500 to the Plum Coulee Playground towards the purchase of playground equipment.
Peter Pauls, Business Development Manager at BSI-Winkler and Alvin Ginter, VP, Risk Management for Red River Mutual present a cheque to Charla Bergen, Rachel Thiessen and Audrey Harms from moms on a Mission: Plum Coulee Playground Project.
The donations were part of BSI Insurance’s “Because We Care” program. For more information, visit www.bsimb.com /community.
12 | FALL 2013 | Manitoba INSURANCE BROKER ⬅ Index IN THE MEDIA
One Insurance
To reach Manitoba’s general insurance professionals through Manitoba Insurance Broker magazine and its targeted readership, please contact me at
Kris Fillion, Marketing Manager E-mail: kfi [email protected] Phone: 204-985-9798
Index Manitoba INSURANCE BROKER | FALL 2013 | 13 2013
Hill Day is a very important event for the general insurance industry in Canada. The event provides an excellent opportunity for brokers, through their provincial and national representatives, to meet with our nation’s decision- makers – Members of Parliament, Cabinet members and Senators – and educate them as to what is important to the industry and the insurance consumer in Canada. As usual, the Insurance Brokers Association of Manitoba was influential at this year’s Hill Day in Ottawa. Thanks to those members who made the trek and put forth our industry’s stand on a number of issues.
(L-R) IBAM CEO Dave Schioler with Manitoba MP Rod Bruinooge
MP Candice Bergen, Dave Schioler, Senator Nancy Johnson and IBAC Director Robert Harrison
IBAA CEO George Hodgson with MP Scott Brison
Finance Minister Jim Flaherty, Brian Gilbert of MIG Insurance, and YBN Past-Chair Lindsey Jordan
IBAC VP Stephan Bernatchez and then-MP Bob Rae
IBAO CEO Randy Carroll with MP Corneliu Chisu IBAC Chair Fraser Lyle, MP James Rajotte, and IBAC President Stephen Halsall
14 | FALL 2013 | Manitoba INSURANCE BROKER ⬅ Index Minister Flaherty greeting Dave Schioler Minister Flaherty with Young Brokers including Manitoba’s Past YBN Chair Maggie Matsala
MP Harold Albrecht with Stephen Halsall Dave Schioler, MP Ron Cannon and IBAC VP Lorne Perry
Dave Schioler and Minister Flaherty IBAC CEO Dan Danyluk, Minister Toews and Brian Gilbert
Index Manitoba INSURANCE BROKER | FALL 2013 | 15 Jessica Bohnet
Avid photographer. Visited 29 countries and counting. Business Development Manager. Travel insurance expert.
Minister Toews with Brian Gilbert MP Merv Tweed, IBAO YBN Tracy Boland and Dave Schioler
Minister Flaherty, Isabelle Perreault of RCCAQ and Dave Schioler MP Hon. Bal Gosal, Minister Toews and Hugh Williams of Impact Meet Jessica, one of the many caring, helpful experts at TIC Travel Insurance. With over 10 years’ in the travel insurance industry, Jessica knows her stuff when it comes to product marine property & training and, maximizing profi tability for her clients. In 2012, division liability division Langley P 604.532.6864 F. 604.532.6894 she was recognized as one of the top Sales performers at TIC. Salmon Arm P 250.832.1008 F. 250.832.3222 Edmonton P 780.391.2115 F. 780.391.2097 Jessica is tenacious in helping her clients grow their business. Manitoba P 877.532.6864 F. 604.532.6894 Connect with Jessica Bohnet today by phone, email or LinkedIn. A flexible Mobile Home Program Adventure Tourism Liability Special Event Liability Commercial Property & Liability 403-463-9589 underwriting Hole-In-One Vacant Risks company, insuring Hard to Place Homeowners Motor Truck Cargo [email protected] Bed & Breakfast Program Builder’s Risk High Value Homeowners Program Directors & Officers Liability more than Underwritten by Co-operators Life Insurance Company. Property risks are underwritten by The Sovereign General Insurance Company Resorts & Lodges Host Liquor Liability just boats. Pleasurecraft Marine www.beacon724.com
16 | FALL 2013 | Manitoba INSURANCE BROKER ⬅ Index www.travelinsurance.ca Jessica Bohnet
Avid photographer. Visited 29 countries and counting. Business Development Manager. Travel insurance expert.
Meet Jessica, one of the many caring, helpful experts at TIC Travel Insurance. With over 10 years’ in the travel insurance industry, Jessica knows her stuff when it comes to product training and, maximizing profi tability for her clients. In 2012, she was recognized as one of the top Sales performers at TIC. Jessica is tenacious in helping her clients grow their business.
Connect with Jessica Bohnet today by phone, email or LinkedIn.
403-463-9589 [email protected]
Underwritten by Co-operators Life Insurance Company. Property risks are underwritten by The Sovereign General Insurance Company
www.travelinsurance.ca
YBN REPORT
Katrina Hueging, IBAM, Young Broker Committee Chair
I’m back – and ready to go!
am back and looking forward to alive with all of the money raised going Professional Development Day hosted another great year as Chair of the to CancerCare Manitoba in Dale’s by the YBN. Being held on October 11 at YBN! As some of you may remember, name. Both the IBAM and the YBN the Delta Hotel in downtown Winnipeg, I was the Chair back in 2008/2009, but Golf Tournaments have been merged attendees will gain valuable insight into was excited to be asked to reprise my together to make this one of the premier personal branding as well as an oppor- role for another term. The committee golf tournaments in the province. tunity to mix and mingle with fellow has been in great hands over the last The YBN is also proud to be keeping brokers and insurance industry profes- year with Maggie Matsalla at the our affiliation strong with a great group sionals at the always popular “Meet you helm, so I must thank her for all of her – JCI Winnipeg. The Junior Chamber Company Representative” Reception. hard work as well as her future efforts in International Winnipeg Society is a Seminars will focus on helping brokers in the position of YBN Past Chair this year. non-profit international leadership our industry to sell themselves as profes- I am also very pleased to announce that organization for individuals aged 18 to sionals and how to create a positive yet Jason Searcy has accepted the role as 39, with a focus on personal and profes- successful online footprint to potential the YBN Co-Chair, which will prepare sional development through training, clients. Be sure to mark this on your Jason for the role of Chair next year. social interaction, community service calendars to hold the date until further The Young Brokers Network has and fundraisers for community organi- information is sent out. been working hard over the summer to zations. All members of the YBN have And that is just the start of the excit- get ready for a busy 2013/2014. Our first been invited to learn more about JCI ing events that we have planned for this major event will be the inaugural YBN Winnipeg at their annual golf tourna- year! Interested in being part of the plan- Dale Rempel Memorial Golf Tourna- ment on September 15, 2013 at Selkirk ning committee for the YBN? Email me ment being held on August 28, 2013 at Golf Course. For more information on at [email protected] for more Pine Ridge Golf Club. Dale Rempel was how to register, visit www.facebook.com/ information on how you can get involved. a long-time supporter of IBAM and the JCIWinnipeg. Any registrations from Want to keep in the look on further Young Brokers Network who unfor- IBAM/YBN members are eligible for the YBN events? Join us on Facebook tunately passed away from cancer in member registration rate. (www.facebook.com/MBYBN) or Twitter October 2012. This tournament is our I am excited to announce that a (@YBNMB) for all of your Young Broker way of keeping his wonderful memory date has been set for the 9th Annual Network news.
Open minds. Better solutions.
At Sovereign General, we believe that open minds create better solutions. Operating as an established ‘A’ rated Canadian Insurer, our experienced professionals across the Country are empowered to create innovative solutions to your specialized commercial insurance needs. So next time you’re facing a complex challenge, our knowledgeable team is committed to solving it.
sovereigngeneral.com
Karl Jaikaransingh (left), Linda Cyrenne (centre) and Sheridan Pawluk, Commercial Underwriting Team Toll Free 1-800-268-0393.
Index Manitoba INSURANCE BROKER | FALL 2013 | 19 MISCELLANEOUS PROPERTY & LIABILITY SPECIAL EVENTS / HOST LIQUOR LIABILITY
PERFORMERS & ENTERTAINERS ATM INSURANCE, VENDING MACHINES VENDING INSURANCE, ATM
SERVERS
EVENT CANCELLATION & NON APPEARANCE PRIZE INSURANCE PRIZE
EVENT PLANNERS CONTENTS IN STORAGE
EXHIBITOR LIABILITY
WEDDINGUARD MISCELLANEOUS PROPERTY & LIABILITY SPECIAL EVENTS / HOST LIQUOR LIABILITY
PERFORMERS & ENTERTAINERS ATM INSURANCE, VENDING MACHINES VENDING INSURANCE, ATM
SERVERS
EVENT CANCELLATION & NON APPEARANCE PRIZE INSURANCE PRIZE
EVENT PLANNERS CONTENTS IN STORAGE
EXHIBITOR LIABILITY
WEDDINGUARD ROOKIE CORNER
From the Editor: Young people are constantly joining the P&C industry. This feature gives readers the opportunity to meet some of these ‘rookies’ and get their thoughts on ‘the business.’ MALORY CASSIE Garriock Insurance
were a little overwhelming, as I started encouragement, guidance, knowledge, when MPI was down for three or and opportunities. I don’t think that I four days. I remember thinking that would be where I am now, if it weren’t insurance may not be for me if MPI for their support. required you to do everything by hand, not realizing that Downtime Q - Have you considered joining the Procedures were not a normal Young Broker Network? occurrence! A - I have considered becoming a member of the YBN, and hope to have Q - What has been the most enjoyable the opportunity to join in the near part of the insurance industry? future. A - I would have to say learning and understanding the different roles that Q - Are you planning on pursuing any we, as brokers, play for our clients. We professional development programs in assist clients in many aspects of their the near future? lives; experiencing a loss, purchasing A - I obtained my CAIB designation Q - Where were you born and raised? property/auto/marine, starting a with honors in 2012, and will be A - I was born in Winnipeg, and grew business venture, travelling the writing my third CPIB exam in up in Morden. world, etc. Building successful client December. relationships and having clients value Q - What were your career goals as my advice, is the most enjoyable part Q - What are your future career a child? of my job. goals? A - Like most little girls, I wanted to be A - There are many areas of insurance a singer, actress or veterinarian. When Q - What has been the most difficult that I have yet to learn, and the I realized those dreams likely weren’t part of the insurance industry? opportunity for continued growth going to happen, I wanted to find a A - I would have to say learning to and education is what I love most this career that I excelled at. Truly, my goal speak in layman terms after numerous industry. I have been a Branch Manager was to be as successful as my parents, hours of studying and learning CAIB for almost two years, and would like and to love my job as much as they do. and CPIB material. It didn’t take long to continue in a managerial role and to realize that memorizing a textbook to continue advancing within our Q - Which high school did you didn’t make me a good broker. I needed organization. attend? Do you have any post- to find ways to translate my insurance secondary education? knowledge into terms that were easier Q - When you aren’t working, what A - I attended Mennonite Collegiate for clients to understand in regards to do you enjoy doing? Institute in Gretna and graduated coverages, perils, etc. A - We recently purchased a 100-year- in 2005. I will shortly be enrolled in old home, and have spent the last few courses at Red River College in order to Q - Who have been your mentors in months gutting and renovating it to obtain my CPIB designation. the industry? make it our own. Renovating isn’t A - I feel very blessed to be surrounded always a fun process, although we feel Q - When did you start in the by brokers who motivate and a great deal of accomplishment as we insurance industry? challenge me on a daily basis. My have done most of the work ourselves. A - May 2010 husband, Cody is also in the industry, I never thought I’d enjoy using power and is the reason I became a broker. tools as much as I do! When we aren’t Q - Briefly describe your first day Cody, along with my bosses, Ryan working on our house, 2013 seems to be of work and early impressions of the and Wade Garriock, recognized my the year of participating in festivals and industry. potential long before I did, and have all events around the city; Lounge & Wine A - My first few days of insurance provided me with infinite amounts of tours, Fringe Festival, etc.
22 | FALL 2013 | Manitoba INSURANCE BROKER ⬅ Index A Full Line of Products to Help Grow Your Business
As one of the largest property and casualty insurers in Canada, Wawanesa Insurance has the breadth of products to meet your customers’ diverse and ever-changing needs. With our outstanding claims service, policyholders become customers for life.
www.wawanesa.com
Auto – Home – Business – Farm – Life and Group LEGAL CORNER
Buying or selling a brokerage business By Philip Sheps and Joe Barnsley, Pitblado Law
Whether you are buying or selling an insurance brokerage business, you want a deal that goes smoothly. Making that happen means, for the Seller, planning ahead so that the business is structured to achieve for you the best return. For the Buyer, knowing what you are buying, and what risks are being assumed, is critical. In most brokerage deals, the real value is in the book of business. The Seller’s goodwill can play a large part in holding and growing that book of busi- ness, so, while both sides will negotiate hard, you do not want to come out of the sale as enemies. Be aware of how the industry values insurance brokerage businesses. Multiples of earnings are the common method, and those multiples rise and fall over time depending on the market. COMPETING FACTORS There is no point in starting this sale Successful negotiations mean you need and purchase process if both parties are to understand the consequences and not within the ballpark in their valua- risks of the deal and its complexity, how tion expectations. to protect yourself, and how to price the business accordingly. It is recommended ASSETS OR SHARES that you seek the input of your advi- Another critical question is, what is sors, your lawyer and accountant, to being bought and sold? Is this a sale help you understand your options and of assets or a sale of shares? The protect your interests before you start consequences, the structure of the deal negotiating, not after you have commit- Philip Sheps Joe Barnsley and even the price may be substantially ted to something that may not really be different if the transaction is a sale of appropriate for you. purchase and sale. Until those condi- assets as opposed to a sale of shares. tions are satisfied, there is no binding Many Sellers want to sell shares to THE OFFER deal. take advantage of capital gains exemp- Once you have the basic terms of the Negotiating of terms of the formal tions and SAVE TAXES. In most cases deal - price or price formula and process purchase and sale agreement is just as shares have to be held for at least two (i.e., it is a sale of assets or it is a sale of important as deciding on the price. The years prior to a sale to qualify for that shares) then the second step is to move devil IS in the details. exemption. For many family businesses, to a formal offer to purchase, executed tax planning can mean hundreds of by both parties. The offer sets out the Most Buyers are concerned with: thousands of dollars in your pocket – a business terms of the transaction. These (a) Due diligence. Ensure that within the critical factor when this represents your offers are often in the form of a binding limited period allowed, the Buyer can retirement fund. Do not leave your tax letter of intent or a memorandum of review the records of the business, planning until it is too late! understanding. The offer provides that be able to confirm what is being Buyers may prefer to buy assets to if the parties are in agreement on the purchased, and discover any and all have higher asset values to write off business terms, a formal purchase and problems that might arise from or (and SAVE TAXES) and to not have to sale agreement will be negotiated. Most after the purchase; assume the ‘skeletons in the closet’ that offers are subject to conditions, such as (b) Financing; come with buying a corporation rather due diligence, financing and negotiating (c) Protecting against business drop-off than just its assets. the terms of the formal agreement of through non-competition agreements
24 | FALL 2013 | Manitoba INSURANCE BROKER ⬅ Index LEGAL CORNER
and price adjustments; and tion structured to satisfy the require- through tail insurance. It covers claims (d) Risk management. Representations ments needed to achieve the antici- that are caused before the closing of the and warranties are given by the pated tax treatment? sale and pays on your behalf. This can Seller to define what the Buyer is (b) Approvals – are there any govern- offer peace of mind. purchasing and the risks the Buyer ment or quasi-government agencies Whether you are a Buyer or a Seller, is assuming. The Buyer will also be (such as MPI and ICM) or insurers you will not go wrong in first assem- concerned about the enforcement of from whom either Buyer or Seller bling your team of advisors and ensur- the representations and warranties requires approvals? ing that the process you want to follow and if the Seller has the wherewithal (c) Due diligence – if you are a Seller, do can be successful with the minimum to remedy any incorrect representa- you have all of the records, docu- amount of cost and complexity. tion and/or warranty. mentation, tax filings and the like in good order? If you are a Buyer, do Sellers are concerned about payment of you know what it is that you want the purchase price and determining: to review and have you covered About Pitblado Law (a) If there is a sufficient deposit; everything? At Pitblado Law we understand the (b) If there is financing, how secure it is Insurance Industry. We can help you (again, a risk management issue); PROTECT AGAINST CLAIMS plan for succession, sale or expansion. (c) If there are any adjustments to the Insurance professionals routinely We represent Buyers and Sellers of purchase price, such as holdbacks encourage their clients to protect against brokerages, large and small, the banks based on the continuation of the the risk of claims through Liability/E&O and credit unions who finance those amount of the post-closing business; coverage. When you sell a brokerage, deals, and the insurance companies and you usually have to promise that there whose products you sell. How can we (d) If there are any other contingencies are no claims against the business. If a help you? that could reduce the money in the claim arises later you may have to com- www.pitblado.com Seller's pocket. pensate the Buyer for it. That can mean Philip Sheps: [email protected] Both parties will want to cover: paying back some or all of the proceeds 204-956-3501 (a) Tax planning – have all of the pieces of sale – which may be your retirement Joe Barnsley: [email protected] been put in place and is the transac- fund. You can insure against that risk 204-956-3522
Do your customers have vehicles in storage? Make sure they’re protected. Lay-up coverage guards against accidental loss and damage, including theft, vandalism, fire and hail.
For more information visit Brokers Online.
HR ManBroker Ad (July 17/13).indd 1 7/17/13 10:38 AM Index Manitoba INSURANCE BROKER | FALL 2013 | 25 Why travel? When you can TravelWell®
Whether your customers are travelling outside the province or out of the country, Intact offers personalized travel insurance to ensure they are properly protected. Help them get covered against the cost of unexpected emergencies EDUCATION that may happen prior to or during their trip, such as trip interrup- tion, medical insurance, and travel assistance. CALENDAR Most benefits packages or credit cards offer only limited protection. TravelWell® provides complete coverage for your customer, whether they travel once per year or once per week.
There are two options to choose from: • TravelWell® Emergency Medical Plan • TravelWell® All-Inclusive Plan
Talk to your Intact Insurance representative about TravelWell® today.
HOME • CAR • BUSINESS
The BIP logo is a registered trademark of the Insurance Brokers Association of Canada (IBAC). All other trade-marks are property of Intact Financial Corporation used under license. © 2009, Intact Insurance Company.
Intact_IBAS_Winter12_Ad.indd 1 12-10-22 7:37 PM IBAM SCHOOL OF INSURANCE
2013-2014 EDUCATION CALENDAR
EDUCATION FOR BROKERS BY BROKERS
Index Manitoba INSURANCE BROKER | FALL 2013 | 27 IBAM SCHOOL OF INSURANCE
Getting Started Fundamentals of Insurance with IWS As A General Certifi cation
Insurance Broker FOI with IWS Certification is a Upon Completion: Once the complete licensing and training solution tutorial is completed and a pass is To be a general insurance broker in for Manitoba Brokers. While our obtained in all modules, the broker is Manitoba you are required to hold a distinguished CAIB designation upon able to move on to the MPI Training. general insurance agent/broker license. completion provides the opportunity to If a student is not with a brokerage Licenses are issued by the Insurance secure a level 3 license, the FOI course they will be responsible for finding their Council of Manitoba (204) 988-6800, quickly provides the opportunity to gain own placement to complete Phase 2 prior www.icm.mb.ca. a level 1 license with IWS certification. to registering for this course. In addition to verifying that In this move we are combining our FOI applicants’ education, experience course with the Auto Broker course. Phase 3 – MPI Training and errors and omissions insurance A hybrid of Auto Broker, Fundamen- Through 3 days of classroom requirements have been met, the tals of Insurance as well as Manitoba instruction, brokers will finalize Council reviews applicants for Public Insurance’s Introduction to the training required by MPI to sell suitability. ICM also requires that Autopac/Drivers licenses and the Insur- the Autopac product. Attendance criminal record checks accompany any ance Work Station Training, this course in this training is based on students first time applications for licensing. is specifically designed to better fit what completing the mandatory Phase 1 To qualify for a license, you must be today’s brokerage needs. and Phase 2 training. Students who employed by a licensed brokerage. Any do not complete the IWS tutorials changes to your job status PHASE 1 – Fundamentals of Insurance will not be allowed to take the (i.e., unemployed or new employer) This session will include training from final exam. must be reported to the Council. a qualified facilitator to assist a new Upon Completion: Students If you are not working for a licensed employee in passing the FOI exam as successfully completing and passing brokerage, your license will be well as notes and quizzes to help prepare the open book MPI Autopac terminated. You can apply to Council students for the exam. Courses are held exam will now be a certified to have it reinstated within the on a Monday to Friday basis with the Autopac agent. As long as all ICM same licensing year or you can make exam being conducted by IBAM on the requirements are fulfilled and the application to Council for a new license Friday afternoon. employee has an insurance license, within 12 months of termination, they are now able to begin assisting without having to retake the licensing Upon Completion: Once a broker has customers in an Autopac capacity. exam. successfully completed this part of the There are four levels of general course, they are now able to apply to Cost: $815.00 insurance licenses. The Career Path ICM for their level 1 insurance license. A indicates the education requirements Level 1 license allows brokers to sell all FOI/IWS Course Dates and authority for each level. types of insurance (excluding Life) under Phase 1: September 30 - supervision of a Level 2 broker. October 4, 2013 CAREER PATH – Choosing Phase 3: October 16-18, 2013 the entry-level option that’s right PHASE 2 – IWS Tutorial for you. Any brokers who wish to sell Autopac Phase 1: November 18-22, 2013 products on behalf of MPI must be Phase 3: December 11-13, 2013 qualified to do so by MPI. Before training can be taken on the business Phase 1: January 6-10, 2014 rules and policies of the Autopac Phase 3: January 22-24, 2014 program, brokers must complete online training of the Insurance Work Station. Phase 1: February 10-14, 2014 This training can be done wherever a Phase 3: February 26 -28, 2014 person has Internet access once their employing/sponsoring brokerage has Phase 1: March 3-7, 2014 signed them up for access to the IWS Phase 3: March 19-21, 2014 system. This Internet training can take anywhere from 6 to 12 hours depending Phase 1: June 9-14, 2014 on the person’s previous knowledge of Phase 3: June 25-27, 2014 insurance.
28 | FALL 2013 | Manitoba INSURANCE BROKER ⬅ Index 2013-2014 EDUCATION FOR BROKERS BY BROKERS
Fundamentals of EDUCATION CALENDAR DISCLAIMER All information provided in the Insurance Brokers Association of Manitoba’s Insurance 2013/2014 Education Calendar was accurate at the time of publication FOI is an approved pre-licensing course, but venues, instructors, topics, dates and any other statements made and successful completion satisfies the herein are subject to change without notice. While coffee is served at most education requirement for a Level 1 seminars, no food is provided unless indicated. All classes are subject to license. This level of license authorizes minimum attendance requirements. the license holder to sell, inside but not outside the office of a general insurance brokerage and under the supervision of the holder of a Level 2 license, every category of insurance including accident and sickness insurance (excluding life insurance). This course is available by home- study. Fee for homestudy is $285 (includes GST), which includes the cost of the Fundamentals of Insurance course manual, as well as the first exam, which must be written within 6 months of the INDUSTRY SPECIFIC COMMERCIAL PACKAGES registration date.
2013-2014 FOI Exam Schedule WITH BUILT-IN FLEXIBILITY September 16, 2013 October 7, 2013 Realty November 25, 2013 Pro December 16, 2013 January 13, 2013 February 10, 2014 March 10, 2014 April 7, 2014 May 12, 2014 Retailers June 16, 2014 July 14, 2014 Pro August 18, 2014
Exam Registration deadline for FOI Homestudy: • Winnipeg – One week prior Restaurant to exam date • Out-of-Winnipeg – Two weeks Pro prior to exam date • Exam Rewrite Fee: $109.00 (includes GST) and introducing the new • Results are posted on the IBAM website www.ibam.mb.ca and will be Contractors mailed. Pro OfficePro For more information on these packages or our other product lines, which include Residential, Auto, and Farm, please contact your local Portage Mutual marketing representative. www.portagemutual.com Manitoba / Saskatchewan: 1-800-567-7721
Index Manitoba INSURANCE BROKER | FALL 2013 | 29 IBAM SCHOOL OF INSURANCE
Canadian Accredited Insurance Broker (CAIB)
The Canadian Accredited Insurance Broker Course, developed by the Insurance Brokers Association of Canada, is a nationally recognized course for those brokers looking to enhance their professional skills. CAIB courses will familiarize brokers with the major coverages that generate 90% of premiums. As well as coverages, the course also deals with the management of marketing and office operations and prepares the student for ownership or management of an insurance brokerage.
COURSE CONTENT
CAIB 1 CAIB 3 A comprehensive introduction to the general insurance A comprehensive study of commercial lines coverages, industry and an in-depth study of personal lines coverages. including commercial liability, commercial auto, marine, aviation, surety and risk management. Current Textbook (2011 Edition): Current Textbook (2013 Edition): • Introduction to General Insurance • Commercial Liability – A Legal Perspective • Habitational Insurance • The Commercial General Liability Policy • Other Habitational Insurance Forms and Endorsements • The Commercial Automobile Exposure • Farm Insurance • Ocean Marine and Aviation Insurance • The Basics of Personal Automobile Insurance • Surety Bonds • Building Towards Professionalism • Risk Management
Successful completion qualifies student to apply for a Successful completion of CAIB 2 and 3 qualifies student Level 1 license. to apply for a Level 2 license.
CAIB 2 CAIB 4 A thorough examination of commercial lines coverage, A sophisticated study of marketing management and office including commercial property, crime and business operations of a general insurance brokerage. interruption insurance. Current Textbook (2012 Edition) Current Textbook (2010 Edition): • Brokerage Formation and Environment • Introduction to Commercial Property Insurance • Producer – Insurer Relations • Underwriting Commercial Property Insurance • The Job of Management • Commercial Property Insurance • Financial Management – Policy Forms • Technology and Broker Operations • Commercial Property Insurance • Marketing Management – Additional Coverage Forms • Building Long Term Relationships • Commercial Property Insurance • Quality of Service Management – Miscellaneous Property Forms • Sales Leadership • Crime Insurance • Database Management • Business Interruption Insurance • Suggested Readings and Case Studies
Successful completion of CAIB 2 and 3 qualifies student Successful completion and two years as a Level 2 licensee to apply for a Level 2 License. qualifies student to apply for a Level 3 license.
30 | FALL 2013 | Manitoba INSURANCE BROKER ⬅ Index 2013-2014 EDUCATION FOR BROKERS BY BROKERS
PROGRAM OPTIONS
OPTION A – Immersion/5 Day Class OPTION B – Discussion Group OPTION C – Self-Study
OPTION A 2013/2014 Immersion/5 Day Schedule
CAIB 1 - Immersion CAIB 2 - Immersion CAIB 3 - Immersion CAIB 4 - Immersion September 16-21, 2013 October 21-26, 2013 September 23-28, 2013 November 18-23, 2013 January 13-18, 2014 February 3-8, 2014 January 20-25, 2014 February 10-15, 2014
Time: 8:30am – 4:30pm Mon-Fri Exam: Sat. 9:00am – 12:30pm
Immersion Course Locations Canad Inns – Polo Park, 1405 St. Matthews Ave., Winnipeg Guest Room Reservations: (204) 775-8791. Room rate: $104.00
OPTION B Discussion Group Schedules
CAIB 1 CAIB 2 CAIB 3 CAIB 4 – Discussion Groups – Discussion Groups – Discussion Groups – Discussion Groups (Tuesday Evenings) (Thursday Evenings) (Monday Evenings) (Wednesday Evenings) September 10, 2013 September 5, 2013 September 9, 2013 September 25, 2013 February 2014 - Dates TBA February 2014 - Dates TBA February 2014 - Dates TBA February 2014 - Dates TBA
Location: IBAM Office – 205, 530 Kenaston Blvd., Winnipeg Time: 6:30pm – 8:30pm Approx. 10 classes (leading up to December exam write)
CAIB PRICING
Cost Per CAIB Course Program Option Member **Non-member A Immersion/5-Day $847.00 $1257.00 B Discussion Group $587.00 $867.00 C Self Study $587.00 $867.00 D Re-Enrolment – Discussion Group $130.25 $195.00 R Rewrite $109.00 $109.00
** The additional fee for Non-members may be credited to Membership Dues within one year. ** While membership in the provincial brokers association is not a pre-requisite of this course, membership IS required for the use of the CAIB designation.
Course materials are sent once payment has been received.
Index Manitoba INSURANCE BROKER | FALL 2013 | 31 IBAM SCHOOL OF INSURANCE
2013/2014 CAIB & CPIB EXAM SCHEDULE
EXAM DATE REGISTRATION DEADLINE December 4, 2013 November 1, 2013 February 12, 2014 January 10, 2014 May 14, 2014 April 4, 2014 July 9, 2014 June 6, 2014 September 10, 2014 August 8, 2014 December 3, 2014 October 31, 2014
CAIB & CPIB EXAMINATIONS Pass Mark: 60 % Allotted Time: 3 ½ hours
EXAM RESULT ANALYSIS Exams may be remarked or reviewed by written request submitted within one month of receiving your results. • A “remark” is a reevaluation of your exam score. Cost $60.00 (incl. GST) • A “review” is an analysis of your exam, which indicates where you need improvement. You will receive a written report, but your exam will not be returned to you. Cost $75.00
CONTINUING EDUCATION CREDITS
Completion of each level of CAIB earns the student the following credits: • ICM 12 (Note: for CAIB 4 you may elect to receive either General or Life credits)
• RIBO: CAIB 1 5 Management, 18 Technical CAIB 2 & 3 18 Technical each CAIB 4 15 Management
CAIB Honours Graduates are those who achieve a mark of 80% when averaged over all of the CAIB exams, without a rewrite. Each calendar year the Manitoba graduate achieving the highest average mark receives an award and acknowledgment at the Education Day Awards Luncheon.
1 800-661-5975 EMERGENCY WE RESTORE RESPONSE withCONFIDENCE 24/7/365 [ WATER ] [ FIRE ] [ WEATHER ]
www.pds.ca
32 | FALL 2013 | Manitoba INSURANCE BROKER ⬅ Index 2013-2014 EDUCATION FOR BROKERS BY BROKERS
Canadian Professional Insurance Broker (CPIB)
Visit www.cpib.ca the CPIB designation, students must The mandatory CPIB courses will complete three mandatory and any be available through IBAC’s provincial/ The Canadian Professional three of the elective courses in that regional Member Associations, and may Insurance Broker is the senior stream. The program’s courses may be taken by self-study. designation program developed by also be taken individually for general Elective courses can be taken through the Insurance Brokers Association of interest or continuing education a university or college of the student’s Canada and its Member Associations, credits. Like all IBAC designations choosing; students then apply to their designed specifically for property and the use of the CPIB will be restricted local brokers association for a transfer casualty insurance brokers. CPIB is to licensed property and casualty credit for an elective course successfully positioned at a senior level of study insurance brokers who are members or completed. Similarly, students may with admission prerequisites set as associate members of their provincial/ apply to their local brokers association CAIB, CCIB or AIIC/CIP designations. regional brokers association. Non- for a transfer credit for any elective This program consists of three members are welcome to take the CPIB courses already taken at a recognized disciplines: Personal Lines, Commercial program and will receive a Certificate university or community college prior Lines and Broker Management. To earn of Completion upon graduation. to enrolling in the CPIB program.
CPIB COURSE OUTLINE
STREAMS Personal Lines Commercial Lines Broker Management Mandatory Courses: • Law & Ethics • Law & Ethics • Law & Ethics • Claims Management and • Claims Management and • Claims Management and Administration Administration Administration • Advanced Personal Lines • Advanced Commercial Lines • Business Strategy
Elective Courses (choose 3 within stream): • Accounting /Finance • Accounting /Finance • Management Accounting • Marketing • Marketing • Marketing • Sales Management • Sales Management • Human Resources • Communications • Communications • Communications • Business Administration • Business Administration • Organizational Behaviour • Organizational Behaviour • Risk Management • Business Finance • Organizational Behaviour • Management Information Systems (MIS) • Sales Management
OUTLINE KEY Brokers must complete 6 courses (3 mandatory and 3 elective courses) in their stream of specialization in order to obtain the designation.
Index Manitoba INSURANCE BROKER | FALL 2013 | 33 IBAM SCHOOL OF INSURANCE
COURSE OUTLINE
CLAIMS MANAGEMENT ADVANCED PERSONAL LINES & ADMINISTRATION • Building Self-Confidence • The Brokerage and Claims Management • Selling to Your Prospect Profile • The Human experience of Claims and Communication • Beyond the IBC Residential Forms • Rights and Responsibilities of the Insured • Beyond the IBC Residential Liability Forms • Rights and Responsibilities of the Insurer • Seasonal and Secondary Residences • Rights and Responsibilities of the Public • A Home Based Business • Claims by Assignees and Third Parties • Travel Insurance The Claims Process and the Legal System • Risk Management in Personal Lines • Bad Faith Claims and Punitive Damages • Underwriting • The Legal Systems and Claims • Case Studies • Alternative Dispute Resolution and Claims a Brokers Perspective
LAW & ETHICS ADVANCED COMMERCIAL LINES • Basic Law / Business Law • Property • Professional Ethics I • Liability Ethical Principles and Issues • Miscellaneous Coverages • Professional Ethics II • Financial Analysis Personal and Organizational Ethics • Financial Applications • Insurance Brokers as Professionals at Common Law • Emerging Coverages • Developing a Risk Management Strategy For Professional Liability • Risk Management • Corporate Law • Proposals & Presentations • Brokerage in Business – Insurance Brokerages and • Sales Business Contracts • Account Management • E – Commerce, Privacy Rights, Legislation and Practice • Employment Contracts – The Employment Relationship • The Employment Relationship and Termination BUSINESS STRATEGIES ALL CPIB COURSES ARE • Strategic Leadership AVAILABLE BY SELF-STUDY. • Financial Management Cost: $514.50 • Human Resources • Inside the Brokerage EXAM DATE REGISTRATION DEADLINE December 4, 2013 November 1, 2013 • Sales & Service February 12, 2014 January 10, 2014 • Marketing Strategies May 14, 2014 April 4, 2014 • Strategic Communication July 9, 2014 June 6, 2014 • Growth, Valuation & Perpetuation September 10, 2014 August 8, 2014 December 3, 2014 October 31, 2014
34 | FALL 2013 | Manitoba INSURANCE BROKER ⬅ Index 2013-2014 EDUCATION FOR BROKERS BY BROKERS
Best Practices – Companion Program Workshops
The concept behind the Best Practices one person attend. You may choose to in one day. Module I deals with such Companion Program is to get principals send different representatives to each things as developing a Strategic Plan and and key personnel away from your module depending on their area of Introducing Best Practices to your Staff; offices so that you may make strategic expertise. Module II Sales and Marketing; Module choices about the future of your The program consists of five III Human Resources; Module IV brokerage, which are essential to your modules. Each module is presented in a Operations and Financial Management success. For maximum benefit to your two-day seminar/workshop except for and Module V bringing it all together brokerage, we suggest that more than the final module, which is completed and developing a business plan.
PROGRAM OUTLINE
MODULE 1 Each module has been accredited for Continuing Education Credits (Cec’s) as follows: • Participating in Best Practices • ICM: Companion Program Modules 1- 4 12 (Life or General) • Getting Started Module 5 6 (Life or General) - A Company History • Developing a Strategic Plan • RIBO: Modules 1–4 12 (Management) • Introducing Best Practices Module 5 6 (Management) to your Staff *The Best Practices Workshop program will be arranged if interest arises. MODULE 2 • Sales & Marketing • Sales Management • Producer Development • Carrier Relations • Customer Service
MODULE 3 279 3rd Avenue N Saskatoon, SK • Human Resources Management www.saskmutual.com • Employment Law Issues • Employment Challenges • Building a Team Commercial Business Insurance Saskatchewan Mutual Insurance offers commercial insurance MODULE 4 coverage for your clients’ property, crime, business interruption and • Operations Management liability exposures. Whether your client is a contractor, retail • Technology Management business owner, apartment building owner or condominium building • Financial Management owner, SMI can offer your client a package that will suit their needs. • Financial Operations Office packages as well professional business packages are also available. Give your clients the option of choosing an SMI MODULE 5 Commercial Insurance Package. • Bringing Everything Together • The Planning Process Auto ● Commercial ● Habitational ● Farm • Creating a Brokerage Action Plan • Making Everything Fit Your Best Insurance • The Business Plan is an Insurance Broker
Index Manitoba INSURANCE BROKER | FALL 2013 | 35 IBAM SCHOOL OF INSURANCE
Customer Service For The Insurance Professional (CSIP) (Available to Members only)
Recognizing that delivering The program consists of the following 4. Industry Issues outstanding client service is the four modules. There is no final exam. • The Broker and the Law foundation of all that brokers do, 1. The Role of the CSR • Inadequate Coverage this course examines the broker’s • Client Service • Coverage Termination role in client perceptions of service; • Communication Skills • Areas of Special Concern and it addresses how each individual • Telephone Skills (i.e., Fraud, Claims) can add value for the client, to the • Business Etiquette brokerage, and ultimately benefit Program Delivery: him/herself. It also delves into the 2. Adding Value to Your Brokerage In Office workflows and work processes with • Selling Skills • Each student must have a mentor an eye to understanding how every • Communication with Insureds (senior staff person or owner/ action bears a consequence that either • Negotiating with Clients manager) guide them through the positively or negatively impacts • Time Management textbook, Mentor Guidelines are delivery of service and exposes, or provided. protects, brokers from E&O liability. 3. Brokerage Operations • Upon completion of each module, Further, it introduces participants to a • Basic Automation the student receives 6 CECs and the number of industry issues and trends • Basic Office Procedures mentor is awarded 4 CECs. and how they affect all industry • Renewals stakeholders. • Money Handling Cost: $136.50 per module (Includes GST)
Canadian Certifi ed Insurance Broker (CCIB)
The CCIB designation denotes a the independent broker will continue two prerequisite exams and one final professional standard of excellence to flourish. exam, which may be done orally or as a towards which all insurance brokers There is no formal course of study. written survey exam. may strive. The CCIB sets a standard The program is rather a test of the Please contact the IBAM for an of quality to merit public recognition broker’s general knowledge and information/registration package, or throughout Canada and to ensure that experience. It involves completing visit the IBAM website www.ibam.mb.ca.
36 | FALL 2013 | Manitoba INSURANCE BROKER ⬅ Index 2013-2014 EDUCATION FOR BROKERS BY BROKERS
Continuing Education In Manitoba Continuing Education is mandatory for all licensed general insurance agents/brokers.
Continuing Education Requirements The annual continuing education IBAM will provide you with an The annual continuing education credit credit hour carry forward for agents/ attendance verification form at the hour requirements for agents/brokers brokers is as follows: end of each continuing education are as follows: • No carry forward for Life seminar or course. These forms • 15 hours per year for Life Insurance Insurance Agents act as your record of attendance. Agents • Maximum of 5 hours per year When renewing or reapplying for • 15 hours per year for Accident & for Accident & Sickness ONLY your license you will be required Sickness ONLY Insurance Agents Insurance Agents to list the seminars/courses that • 8 hours per year for General • Maximum of 4 hours per year for you have attended and the CECs Insurance Agents/Brokers General Insurance Agents/Brokers earned. The Insurance Council • 8 hours per year for Independent • Maximum of 4 hours per year for of Manitoba will be performing Insurance Adjusters Independent Insurance Adjusters random audits. Be sure to keep your • 4 hours per year for Auto-Only • Maximum of 2 hours per year for attendance verification forms for Brokers Auto-Only Brokers audit purposes.
QUESTIONS AND ANSWERS
What if I have to cancel my how to access your exam results on the seminar registration? IBAM website (www.ibam.mb.ca). The Simply notify IBAM at least results are posted on the website once 7 days prior to your seminar the marking has been completed. Results date and we will be happy are posted by student number only to to grant a refund for the ensure confidentiality. The results are amount of your registration also sent by ICS or Canada Post, and all fee less the non- envelopes are stamped “Confidential.” refundable administration fee or a seminar credit for the full Do any IBAM Seminars/Courses amount. Credit will only be given for qualify for Life Insurance continuing substantiated medical emergencies where education credits? How do I register for an IBAM the cancellation request is less than 7 Many of the online seminars qualify online seminar or course? days prior to your seminar date. No for Life credits. That depends on which seminar or refunds or credits will be given for a No course you are registering for. If you Show, or for online seminars or courses. The Best Practices Companion check the Online Education section of Program, which has 5 modules, this education calendar you will find What proof do I receive to verify that is approved for 12 Life or General step-by-step instructions on how to I have attended an IBAM seminar? continuing education credits per register for any of our online offerings. When you come to one of IBAM’s module (except module 5 which earns seminars you must sign the registration 6 CECs). How do I register for other IBAM sign-in sheet. At the end of the session an seminars or courses? Attendance Verification form is given out CAIB 4 also provides the choice of 12 Registration forms are available on to each pre-registered attendee. Keep all General or 12 Life continuing educa- our website: www.ibam.mb.ca under of your Attendance Verification forms in tion credits. Education or in this Education Calendar. a secure location as you may be required We have designed a generic registration to produce them for an ICM audit. CPIB – Law & Ethics earns 12 General form, which you can use to register for or Life credits any IBAM, courses or seminars, you How do I get my examination results? will simply have to detail the seminar or When you write your examination you course that you are registering for and will be given a card with information on complete the relevant sections.
Index Manitoba INSURANCE BROKER | FALL 2013 | 37 IBAM SCHOOL OF INSURANCE
MESSAGE FROM THE CHAIR Tara Chammartin, Chair, Professional Development Committee
IBAM is very much moving forward 2. Exam Anxiety - This two-hour insurance industry professionals at the with new and fresh seminars for this seminar will provide techniques and always popular ‘Meet you Company year. experiences on helping to eliminate Representative Reception.’ The seminar the stress of exam writing as an this day will focus on helping brokers in Some of the hot seminars are: adult learner. our industry sell themselves as profes- 1. New Series called Insurance sionals and on how to create a positive Mentorship - This is aimed at bring- 3. Healthy Living Seminar - This yet successful image to potential cli- ing insurance brokers together to seminar will provide tips on how to ents. Social media and HR experts will learn the ropes of the industry from apply healthy living and effective- be speaking about creating a positive an experienced veteran of the trade. ness in the workplace as well as in impression to those around you through These sessions would involve a senior your personal life. mannerisms, online presence, general broker speaking for about an hour attitude, etc. They will also address to a group of brokers on a variety As well, back by popular demand is your social media presence through sites of topics such as the biggest lesson the Young Broker Professional Day, one such as Twitter, Facebook and LinkedIn learned in the industry, what made of the YBN’s most requested events. to ensure you are properly projecting them a success, the hardest lesson During the day, attendees will gain yourself to others they had to learn as brokers, tricks valuable insight into personal brand- Follow the IBAM blog; you’ll find it and tips, and advice for the next ing as well as an opportunity to mix at http://ibamanitoba.com; and be sure to generation of brokers. and mingle with fellow brokers and join us on Facebook and Twitter!
2013-2014 SEMINARS
IBAM TRAIN-THE-TRAINER also HUB Horizon’s Corporate Trainer for the last seven years. August 22, 2013 & Many will also know Katrina from the years she has spent facilitating CAIB 2 and 3 Discussion Classes at night as well as January 20, 2014 Autobroker and Fundamentals with IWS sessions for IBAM. 5:30pm – 7:00pm Having completed both her CAIB and CPIB designations, they go well with her Business Administration Diploma and Location IBAM Boardroom Human Resource Management Certificate from Red River College. More recently, Katrina has just graduated from the Presenter Katrina Hueging University of Manitoba with a Certificate in Adult and Con- tinuing Education (CACE). Education is one of the pillars of the insurance industry but to ensure that the highest level of education is provided, skilled and knowledgeable facilitators are a must. This session is geared for anyone interested in becoming a facilitator for INSURANCE MENTORSHIP SERIES IBAM’s various courses such as CAIB courses, Fundamentals Various Dates/ Series of Presenters/Watch for Dates and CPIB courses. 8:00am – 9:30am During the Train-the-Trainer course, Katrina will go through some of the unique challenges of facilitating adults as well as IBAM’s expectations of anyone wishing to facilitate on their Location Clarion Hotel behalf. Mentorship and student teaching opportunities are Presenter Various Speakers also available for anyone looking to earn a coached start into CECs 1 General ICM their new role. Cost $25.00 (GST included) PRESENTER: Katrina Hueging is new to the IBAM team, but definitely This new series is aiming to bring insurance brokers together not new to the Manitoba insurance scene. Having spent the to learn the ropes of the industry from an experienced veteran last 14 years at Hub International Horizon Insurance, Katrina of the trade. These sessions would involve a senior broker has not only sold both General and Life Insurance, but was speaking for about an hour to a group of brokers on a variety
38 | FALL 2013 | Manitoba INSURANCE BROKER ⬅ Index 2013-2014 EDUCATION FOR BROKERS BY BROKERS
of topics such as: requirements for representation, will earn a 10% credit on • Biggest lesson learned in the industry their total annual premium after they attend this seminar and • What made them a success remain loss free. The credit will apply to the three renewal • Hardest lesson they had to learn as a broker dates following the seminar. • Tricks and tips to share Requirements on representation for the discount to apply • Advice for the next generation of brokers to the E&O premium for those members who have their E&O through the Association program: The main purpose of these sessions is to allow those great broker gems in our industry a chance to share their Agency Staff No. Required Position in Agency experiences with the next group of up-and-coming brokers Size before we lose them to retirement, their cottages and 1 to 4 1 Management, or grandkids. Their stories and knowledge is a valuable resource 1 each Outside sales & CSR, or that IBAM wants to ensure the industry does not miss out on. 2 In total from inside sales or CSR. 5 to 10 2 Management, or PROFESSIONAL DAY HOSTED BY THE 1 each Management and outside sales, or 3 1 from Management or outside sales, YOUNG BROKERS NETWORK and 2 in total from inside Sales or Friday, October 11, 2013 CSR’s, or 9:00am – 4:30pm 4 In total from inside sales or CSR. 11 to 25 3 Management, or Location Delta Hotel; 3 Management and outside sales, or Downtown Winnipeg 4 1 from Management and 3 in total CECs 4 General ICM from Sales or CSR’s, or 6 In total from inside sales or CSR. The Young Broker Network is excited to bring back one of their most requested events. During the course of the day, attendees will gain valuable insight into personal branding as well as an opportunity to mix and mingle with fellow brokers and insurance industry professionals at the always EXAM ANXIETY popular “Meet you Company Representative Reception.” Thursday January 9, 2014 Seminar will focus on helping brokers in our industry to selling themselves as professionals and on how to create a 5:30pm – 7:30pm positive yet successful image to potential clients. Social Media and Human Resource Experts will be speak- Location IBAM Boardroom ing about creating a positive impression to those around you Presenter Katrina Hueging through mannerisms, online presence, general attitude, etc. They will also address the issue of being aware of your social Cost $25.00 (GST included) media presence through sites such as Twitter, Facebook and LinkedIn to ensure you are properly projecting yourself to Has nervousness or anxiety ever gotten the better of you others during an exam? Have you ever failed an insurance exam More details will be coming out soon regarding this great due to the anxiety you experienced during the exam? Have event for all brokers in the industry. you experienced muscle tension, nausea, or even an anxiety attack during an exam? If you answered yes to any of the above, you are not alone. Many students have had these same experiences and while E&O SEMINAR it is natural to experience a certain degree of nervous energy November 2013 during an exam, it can be extremely frustrating when this ner- 1:00pm – 4:30pm vousness spirals out of control and hurts your performance. During this lunch-and-learn session, you will be taught tips Location Winnipeg & Brandon and tricks on how to keep your exam anxiety under control as well as study tips to make you a more efficient student. CECs 2 General ICM Cost $94.50 (GST included) PRESENTER: Katrina Hueging is new to the IBAM team but definitely This seminar is for anyone wishing to minimize their expo- not new to the Manitoba insurance scene. Having spent sure to Errors and Omissions incidents. Members who are the last 14 years at Hub International Horizon Insurance, insured through IBAM’s E&O program, and who meet the Katrina has not only sold both General and Life Insurance
Index Manitoba INSURANCE BROKER | FALL 2013 | 39 IBAM SCHOOL OF INSURANCE
but was also HUB Horizon’s Corporate Trainer for the last WATER DAMAGE – CAUSE AND seven years. Many will also know Katrina from the years PREVENTION she has spent facilitating CAIB 2 and 3 Discussion Classes at night as well as Autobroker and Fundamentals with January 2014 IWS sessions for IBAM. 1:00pm – 4:00pm Having completed both her CAIB and CPIB designa- tions, they go well with her Business Administration Location Centro Caboto Centre Diploma and Human Resource Management Certificate from Red River College. More recently, Katrina has just Presenter Ari Marantz graduated from the University of Manitoba with a Certifi- CECs 2 General ICM cate in Adult and Continuing Education (CACE). Cost $94.50 (GST included)
HEALTHY LIVING SEMINAR Water damage is becoming a growing concern in our indus- January 2014 try not only in Manitoba but across Canada. While many brokers understand why water is not covered, do you under- 9:30am – 12:00pm stand the mechanics of how water can get into a home? During this seminar, we will review many of the common Location Centro Caboto Centre problems that can occur with water as well as explain how water tools such as weeping tiles, backwater valves and sump Presenter TBA pumps can help along with why they can also fail. By having CECs 2 General ICM a stronger understanding in how to work with water to keep Cost $94.50 (GST included) homes dry, this information can be passed to client who can use preventative measures before a loss even happens. Wellness in the workplace is not just a new fad – it is a revolution that is taking the business world by storm. Most PRESENTER: people spend a majority of their time at work and it is this Ari Marantz, President and Chief Inspector of Trained Eye constant pressure on their physical bodies, which can lead Home Inspection Ltd., is a Registered Home Inspector (RHI) to stress, fatigue and early illnesses. and author of the Winnipeg Free Press “Ask the Inspector” During this seminar, tips and tricks on how to treat column. He was National Vice-President of the Canadian your body right will be discussed. Utilizing these tech- Association of Home & Property Inspectors (2003-07), niques in your everyday routine will not only improve your President of CAHPI’s Manitoba chapter (2005-Present) and effectiveness at work but will also improve your personal served on numerous CAHPI committees. He has conducted life as well. over 2,000 building inspections since 1999. Ari has a B.Sc. from the University of Manitoba (1984).
For more information on seminars, please contact Katrina Hueging at the IBAM office. INTERACTIVE EDITION Manitoba Insurance Broker available online
INSURANCE With print and electronic
Volume 21 Number 2, SUMMER 2013 communication operating BROKERManitoba hand-in-hand, you can take INTRODUCING IBAM’s New advantage of the fact that President Lori Manitoba Insurance Broker King is available online in a highly interactive format. 2013 AGM, Conference & Trade Show revisited Visit us online, PM 40065075 www.ibam.mb.ca
40 | FALL 2013 | Manitoba INSURANCE BROKER ⬅ Index Our combination of National Presence and Local Management extends our scope within the industry while keeping service close to home, which gives our Sales Professionals the confidence to step out and reach for their goals … Will you be one of them?
We’re looking to Acquire Brokerages and Engage Sales Professionals Talk to us today: Keith Jordan, CEO 204.988.4791 / [email protected] www.hubhorizon.ca Doug and Son duplicates Ryan Cooke father’s FEAT 10 YEARS LATER
MIB – Doug, how did you obtain your CAIB designation? Doug – I took it over a four-year span. The last year, the entire staff was working on CAIB and we devoted the boardroom to CAIB study one day a week. We even had a broker from another local brokerage join us.
MIB – And did you find the coursework easy or difficult? Doug – My situation was the exact opposite of Ryan’s. I had been in the business for 20 years, so nothing in the syllabus was new to me. However, I had been out of school for a long time and ‘re-honing’ my study habits was a challenge.
MIB – Doug, how does it feel to have Ryan win this prestigious (L-R) IBAM President Lori King, Ryan Cooke and IBAC’s Stephen Halsall award 10 years after you did? At this year’s Education Awards Luncheon on April 26 (‘The Doug – Oh, I have a great deal of fatherly pride. This award Coronations’), Ryan Cooke was presented with the George E. was very special to me in 2003 because George E. Wilson was Wilson Award for achieving Manitoba’s highest marks in CAIB my instructor in the old Q&L course, and I had a great deal of studies. While this is truly a worthy accomplishment, what respect for him. For Ryan to win the same award is very, very makes it even more astounding is that Ryan’s father, Doug special. Cooke, won the award 10 years earlier in 2003. Doug (part-owner) and Ryan are from Cook & Cooke MIB – Ryan, what are your thoughts on duplicating your dad’s Insurance in Swan River (the company also has a branch in achievement? The Pas). The brokerage markets general insurance and life Ryan – It’s definitely special. For the last 10 years, I knew insurance and the company also offers financial planning what the award and Mr. Wilson meant to my dad. When I was services. The brokerage is a real family affair, with Doug, Ryan doing my coursework, I wasn’t thinking of the award – I was and daughter Mandy from the ‘Cooke’ family and Cliff (part- just trying to do my best. When it was done and I received owner), Curtis and Kent from the ‘Cook’ family all involved in notification that I had passed, I felt relief more than anything. the business. When I was informed that I had won the George E. Wilson Manitoba Insurance Broker sat down with the Cooke duo Award, well, that was just the proverbial ‘icing on the cake.’ prior to the event to get their views on the achievement. MIB – Ryan, is there any further studies in your future? MIB – Ryan, how did you pursue your CAIB studies? Ryan – Probably, but not for a while. For the next few years, Ryan – I chose the Immersion course of studies and finished I’ll keep my CECs up-to-date and focus on gaining more expe- the four levels of CAIB in about a year-and-a-half. I have three rience in the industry. young ones at home (the oldest is only 5-years-old), so realisti- cally, correspondence and home study was out; it made a lot MIB – Doug, what are the chances of a third generation more sense to devote a short period of time into obtaining my joining the firm? credits. Doug – As Ryan pointed out, his oldest is only 5, so he’s a couple of years away from starting with a broom like his dad MIB – Was the coursework easy or difficult? did (LAUGHS). However, my partner Cliff Cook, who is a Ryan – It was definitely challenging and demanded a lot of Past President of IBAM (2001-2002), has a granddaughter who study hours. I’ve only been in the industry for a couple of plans to work for us in the summers while she pursues her law years, so a little bit of the coursework was new to me. On the degree. Her presence should ‘bridge the gap’ until Ryan’s eldest plus side, I’m two years out of university, so it wasn’t difficult can handle the broom. to get into ‘study mode.’
42 | FALL 2013 | Manitoba INSURANCE BROKER ⬅ Index Plans designed for your clients Whether it’s health, dental or travel coverage, as Manitoba’s only not-for-profit supplemental health care provider we are committed to designing a benefit plan to fit your clients’ needs. Learn how we can support the health and well-being of your clients. International Insurance Wholesaler Visit us online at mb.bluecross.ca
INSURANCE
BROKERManitoba In the Next Issue...
• Dale Rempel Memorial Golf Tournament Results • Special Report: Technology
Index Manitoba INSURANCE BROKER | FALL 2013 | 43 MEET 2013 SCHOLARSHIP WINNER BRENDAN MITCHELL Brendan Mitchell grew up just outside of Stonewall, MB where he played his "It’s pretty recent news and they all don’t know minor hockey from the time he was a about it, but those I ve talked to are pleased that young sprout. ’ Brendan played four years in the I’ll be continuing my hockey career. " Manitoba Junior Hockey League – the first three with the Swan Valley Stam- Ontario to study Business and Market- about it, but those I’ve talked to are peders prior to last season’s trade to the ing and suit up for the varsity Lakers, pleased that I’ll be continuing my Selkirk Steelers, the local team he and who compete in the OAU (Ontario hockey career.” his family always rooted for (in fact, University Athletics). “This all fell into Brendan doesn’t have any firm career his uncle once coached the Steelers). place very recently,” Brendan tells MIB. plans at this time, but figures a Business Brendan says, “I really enjoyed my time “I don’t really know much about the degree will be a good stepping-stone. with the Stampeders – that was where program or my teammates. I know “I’m going to have to start giving it I matured as a MJHL hockey player. If they finished in the ‘middle of the some thought now that I’m in uni- I had to be traded anywhere, though, pack’ last season, beat McGill in the versity. It seems like yesterday I was Selkirk was the place I wanted to be. playoffs, but were knocked out of the starting my MJHL career and thinking I enjoyed last season so much. I was semi-finals by the University of Quebec I’ve got many years to think about what disappointed when it ended.” - Trois Rivieres; and lost a couple of I want to do with my life and now here A 6’2”, 208-lb. defenceman, Brendan defencemen to graduation.” I am heading off to university. That old likes taking care of his own end while Brendan continues, “I’ve chatted saying is right on the money – time sure also making the occasional foray into with the head coach (Mike McParland) does fly when you are having fun!” the offensive zone. He has a sharp a few times and he seems like a real That time will continue to fly by for hockey mind and inevitably makes the nice guy. He seems to think I’ll be a Brendan. This summer sees Brendan ‘right’ play. Upon becoming a Steeler, good fit.” working at ADESA Winnipeg, an auto Brendan was “bowled over” when he Always a straight shooter, Bren- auction business, during the weekdays was named captain of the team. “That dan says, “I have to admit I’m pretty and working out in the gym and on the was a huge honour and a surprise, really, nervous about this new stage of my ice in the evenings. Most weekends find as a I was the ‘new guy’ on the squad.” life – new place to live, new school, him heading to the family cottage at Over the course of the season, Brendan new team, a whole new experience. Lake of the Woods. He figures he will was a rock of consistency on the blue- It’s quite an adjustment. Exciting, but be heading to North Bay in mid-to-late- line and displayed his impressive leader- nerve-wracking, too. I’m trying to August. ship skills. He was named co-winner keep an open mind about it all, but it’s To scholarship winner Brendan of the Steelers’ Iron Man trophy at pretty overwhelming.” Mitchell, on behalf of all IBAM mem- season’s end. “My Steeler teammates are pretty bers and supporters, all the best in This fall, Brendan will be heading happy for me,” he adds. “It’s pretty 2013-2014 both in the classroom and on to Nipissing University in North Bay, recent news and they all don’t know the ice!
44 | FALL 2013 | Manitoba INSURANCE BROKER ⬅ Index LAST YEAR’S WINNER GRATEFUL
Dylan Hyde was the inaugural For more information on the winner of the IBAM/MJHL IBAM-MJHL Scholarship, contact Scholarship. He used his scholar- the IBAM offi ce at 204-488-1857 ship funds to offset tuition fees at the University or [email protected] of Toronto, where he suited up for the Varsity Blues. MIB contacted Dylan for an update.
Hockey season: The team got off to a great start, but slowed down at the end of the year, finishing in 5th place. We played the U. of Ottawa in the first round of playoffs and lost the three-games series in the third game in Ottawa. Both the second and third games went into overtime. Personally, I felt the year went well. I played in all 28 games, and recorded 2 goals and 10 assists for 12 points. (I won’t mention my PIMs.)
Balancing university and athletics: Balancing university hockey along with a full course load is a challenge and time management becomes very important. The beginning of the year was hectic getting into the swing of things, but it got easier as the year progressed. I think I did alright in my courses, but I’ve just finished exams and haven’t received my marks yet.
Summer plans: My plans for the summer will consist of working for the City of Winnipeg and continuing to workout at NRG fitness. I’m also looking forward to heading out to the cabin and getting in a few rounds of golf.
Looking back on the year: Overall I really enjoyed my first year in university. It was a great experience and I am looking forward to the next school year.
Advice for this year’s scholarship winner: I would like to congratulate Brendan on the scholarship, and wish him all the best. My ‘words of wisdom’ for Brendan would be to enjoy the experi- ence, and be grateful for the help along the way.
Index Manitoba INSURANCE BROKER | FALL 2013 | 45 Congratulations ANDREW AGENCIES on your 100th Anniversary ANDREW AGENCIES CELEBRATES CENTENNIAL WITH GROW SPURT
This year marks the 100th year in business for Andrew Agencies Ltd. of Virden, Manitoba. While the brokerage will be celebrating with various anniversary festivities, an exclamation point was stamped on the event recently when Andrew Agencies acquired 3 more Brokerages adding 6 locations, which will make 2013 the company’s greatest acquisition year – ever!
Index Manitoba INSURANCE BROKER | FALL 2013 | 47 Andrew Agencies and You: Growing Stronger Together
Andrew Agencies Ltd. was established as an independent General Insurance and Travel Agency in 1913 in Virden, Manitoba, and has provided the highest standard of quality products and service ever since.
We would like to thank our insurance company carriers, industry business partners, industry associations, fellow brokers, employees and our valued clients for their ongoing support over the 100 years we have been in business. Without you, Andrew Agencies would not have achieved this milestone. Thank you.
Toll-free: 1.800.799.8010 | www.andrewagencies.com
GENERAL & AUTO INSURANCE • FINANCIAL SERVICES • TRAVEL • REAL ESTATE A HEARTY HISTORY OF GROWTH
Back in 1913, Robert Andrew estab- the mail and learning the business. Bob lished a general insurance and travel started working full-time at the busi- agency in Virden. The insurance busi- ness in 1956. In 1961, Vern passed away ness represented the Miniota Farmers and Bob purchased Andrew Agencies, Mutual Fire Insurance Co. (later pur- incorporating it in 1964. In 1978, a chased by Wawanesa Mutual Insurance new office was built at 297-7th Avenue Co. in 1923) and the travel business S. and Bob’s wife, Marjorie Andrew, sold tickets for the famed Cunard joined the ever-growing staff at Andrew Steamship Lines. The original office Agencies. By the early ‘90s, the office was in the rear of Yewdall’s Tailor Shop was fully automated for insurance, Robert Andrew Sr. at 131 Nelson St. W. After a few years, a travel and financial planning. move was made down the street to the In 1993, the fourth generation of second floor of 219 Nelson St. W., above Andrews continued the operation of a barbershop. Andrew Agencies when Bob’s sons Todd In 1945, Robert’s son, Vern (deceased), Scott and Blair purchased Andrew, returned from the war and the business. By this time, the broker- went to work in the family business. age had expanded and had offices in The following year, Robert passed away Virden, Miniota, Oak Lake and Elkhorn. and Vern purchased the business and In 1994, the partners acquired a broker- the building, and moved the business age in McAuley, MB. The following to street level. Andrew Agencies was year, Andrew Agencies ventured into a ‘people first’ business from the start. Saskatchewan purchasing a brokerage R. Vern Andrew Vern was famous for leaving the office with offices in Moosomin, Rocanville door unlocked during lunch and coffee and Maryfield. breaks. He would often return to find In 1997, Jacy Whyte joined the clients sitting in the office ready to partnership. That same year, the owner- conduct business. ship group became partners in Custom In the early 1950s, Vern’s son Bob Software Solutions Inc. (CSSI), a soft- Andrew worked part-time in the ware development company that today brokerage typing up policies, doing has grown into a leader in the develop-
“ANDREW AGENCIES WAS A ‘PEOPLE FIRST’ BUSINESS
Bob Andrew FROM THE START.”
Portage Mutual o ers its sincerest congratulations to Andrew Agencies on 100 years of excellence!
Index Manitoba INSURANCE BROKER | FALL 2013 | 49 “CSSI HAS GROWN INTO A LEADER IN THE DEVELOPMENT AND DELIVERY OF INFORMATION TECHNOLOGY AND BUSINESS PROCESS AUTOMATION SYSTEMS FOR INSURANCE BROKER, COMPANIES AND MGAS ACROSS CANADA.”
ment and delivery of information technology and business process automation systems for Insurance Broker, Companies and MGAs across Canada. Integral to Andrew Agencies Ltd.’s culture is its head office location in Virden, known as the Oil Capital of Manitoba, a picturesque small town in southwestern Manitoba. In 2000, the company’s principals realized to maintain this situation they required an efficient, effective and reliable broadband high speed internet solution to network their rural office locations. Thus, they formed RFNow Inc. Data and Voice Communications. Today, RFNow has over 1,200 business and residential Internet subscrib- ers in southwestern Manitoba and southeastern Saskatchewan. Also in 2000, Brock Andrew (Bob’s son) joined the partner- ship team. A year later, a brokerage from Carlyle, SK became Source: The Wawanesa Pow Wow, Vo. 14, No. 2. July-August 1970
BMO Bank of Montreal congratulates Andrews Agencies Ltd. on their 100 Anniversary!
To learn more about how our prearranged financial services program can meet your specific needs, contact Bill Condon, Commercial Account Manager at 204-985-2302 or [email protected].
A member of BMO Financial Group. ®Registered trade-marks of Bank of Montreal.
50 | FALL 2013 | Manitoba INSURANCE BROKER ⬅ Index 100 Years
Congratulations to ANDREW AGENCIES for 100 years of meeting the nancial, travel, real estate, and insurance needs of communities throughout Manitoba and southeastern Saskatchewan. As a proud partner in the provision of travel health coverage, we wish you another century of growth and success!
www.mb.bluecross.ca
There are brokers. And then there are brokers.
100 YEARS Congratulations to Andrew Agencies Ltd. on 100 years of excellence from your friends & colleagues at Peace Hills Insurance!
PEACEHILLSINSURANCE.COM OUR POLICY IS WORKING FOR YOU
Index Manitoba INSURANCE BROKER | FALL 2013 | 51 Congratulations Andrew Agencies on your 100th year. Now, be careful with all of those candles.
We know your committment to customer service will serve you well for the next 100 years. From your friends at Red River Mutual. part of Andrew Agencies. For the next five years, the company focused on the status quo and consolidating its opera- tions. 2006 saw the acquisition of a brokerage in Ste. Rose Du Lac, MB. In 2007 Clint Smith and Robert Eslinger, both long term employees became partners. In 2008 Andrew Agen- cies purchased brokerages in Russell and St. Lazare, MB. 2010 saw the company expand into Weyburn, SK, and a year 297-7th Avenue South Location which serves as 297 Nelson Street West location which serves as later into Lampman, SK and White- the Virden Andrew Agencies location. This location the Head Office for Custom Software Solutions, wood, SK. Last year, Redvers, SK was has had 2 additions since the original building in RFNow and Administrative Offices for Andrew added to the firm’s masthead. And, as 1978. Agencies. This location was acquired from the Virden Credit Union in 1999. mentioned, 2013 is the busiest growth year yet for Andrew Agencies. SECRET TO LONGEVITY
When asked what the secret was behind 100 successful years in business, Andrew Agencies President Scott Andrew thought for a long moment and then replied, “Fairness – fairness in the way we deal with customers, with employ- ees, with our trading partners (compa- nies) and with each other. The company could not have survived in business Andrew Agencies sponsored Olympian Jon Montgomery who can be seen these days hosting The Amazing through four generations in small-town Race Canada. (L-R) Partners Brock Andrew, Clint Smith, Scott Andrew, Blair Andrew, and Jacy Whyte Prairie Canada without a firm devotion “supporting” Jon Montgomery (Missing: Robert Eslinger). to fairness. That’s the way were raised – needs to be done, we’ll get it done.” ewan). Over 155 dedicated staff mem- firm but fair – you always knew where Scott also saluted his business part- bers from small-town Manitoba and you stood. And we carried that philoso- ners – Brock Andrew, Blair Andrew, Jacy Saskatchewan are employed between phy over into the business.” Whyte, Clint Smith and Robert Eslinger. Andrew Agencies, CSSI and RFNow Another prairie trait is prevalent in He says, “We all get along famously and – that creates a significant economic the business – self-sufficiency. According have well-defined areas of responsibility benefit for these municipalities. In turn, to Scott, “When acquisitions became that don’t infringe on the next person. the business gives back to these com- necessary in order for us to keep pace We are also cognizant that we have to munities in its support of local charities, with our growth targets, we made make principled decisions not only for amateur sports, volunteerism and other acquisitions. When brokerages, including today, but also for tomorrow. These worthy causes. “There’s that fairness our own, required current day technol- decisions must stand the test of time.” again,” replies Scott. “It’s only fair that ogy in order to interface with insurance Asked what the priorities are for the we support the communities that allow companies’ IT systems, we formed CSSI immediate future, Scott replies, “The our business to exist.” and developed The Broker’s Workstation, selective acquisition of like-minded IntelliQuote, I-Biz and other software brokerages and their integration into our CENTENNIAL CELEBRATIONS products (by the time this article existing business entity; and the con- appears, Scott says CSSI will have also tinual development of new IT systems This fall Andrew Agencies Ltd. will be launched “a great underwriting, claims for our ‘new age’ customers.” celebrating its 100th anniversary by service and automation link with Peace Today, the brokerage; whose book of hosting open houses in all of their loca- Hills Insurance Co.”). When we needed business is very well balanced between tions inviting clients, business associ- a broadband solution to connect our residential, Agricultural and Commercial ates, friends and family to drop in and offices, we formed RFNow Inc. That accounts; calls 18 prairie centres ‘home’ have a coffee and celebrate this major is the way we operate – if something (11 in Manitoba and 7 in Saskatch- milestone. “WE ARE ALSO COGNIZANT THAT WE HAVE TO MAKE PRINCIPLED DECISIONS NOT ONLY FOR TODAY, BUT ALSO FOR TOMORROW. THESE DECISIONS MUST STAND THE TEST OF TIME.”
Index Manitoba INSURANCE BROKER | FALL 2013 | 53 Congratulations to Andrew Agencies Ltd. Celebrating 100 years in business!
At Aviva, we work with brokerages like Andrew Agencies Ltd. to provide customers with the right coverage based on their needs.
We’re proud of our history together and look forward to many more years of serving the community.
Aviva and the Aviva logo are trademarks of Aviva plc and used under license by Aviva Canada Inc. and its subsidiary companies.
LOOKING FOR PROFESSIONAL OFFICE SPACE?
Congratulations to Andrew Agencies On Your 100 Year Anniversary
Andrew Agencies has been providing a wide range of services for their customers since 1913 and Saskatchewan Mutual Insurance recognizes what a great achievement it is to celebrate this milestone anniversary. Congratula ons to the Management & Staff at Andrew Agencies through- out Manitoba & Saskatchewan. WELL, YOU’VE FOUND IT!
1,400 square feet of prime space • Great location on Portage Avenue near Assiniboine Park • Free parking • Available immediately www.saskmutual.com CALL 204-985-9786 Auto Commercial Habitational Farm FOR DETAILS.
54 | FALL 2013 | Manitoba INSURANCE BROKER ⬅ Index Council of the Federation (FIRST MINISTERS ANNUAL MEETINGS) July 24-26, Niagara-on-the-Lake, Ontario
(L-R) Premier Greg Selinger, IBAA CEO George Hodgson and IBAM CEO Alberta Premier Alison Redford with Dave Schioler Dave Schioler
Hon. Brad Wall, Premier of Saskatchewan; Dave Schioler; Premier of BC Christy Clark; Premier of the Yukon Darrell Pasloski; Premier of Manitoba Greg Selinger; Premier of New Brunswick David Alward; and IBAC President Stephen Halsall
Premier Alison Redford, Dave Schioler and the Premier’s Chief of IBAA CEO George Hodgson, Premier Selinger, IBANB CEO Andrew McNair and Dave Staff Farouk Adatia Schioler.
Index Manitoba INSURANCE BROKER | FALL 2013 | 55 Seven strategies to prevent
By Douglas Charney
Identity theft is North America’s theft victim. The following guidelines card. Before throwing anything away, fastest growing crime. The Canadian will help: check it for personal or financial infor- Council of Better Business Bureaus esti- mation. Be sure to shred any garbage mates identity theft costs more than 1. LIGHTEN YOUR WALLET. mail that includes account numbers or $2.5 billion a year to consumers, banks, Reduce the number of credit cards you personal information. Also remember to credit card firms, stores and other carry on a daily basis. For most people, shred unused checks or deposit forms, as businesses. It’s also estimated that the having one card in their wallet is suf- well as store and ATM receipts. average victim spends at least 25 hours ficient for day-to-day activity. If you are trying to resolve the issue. traveling or making a big purchase, you 3. GUARD YOUR PERSONAL An identity theft occurs when can take other credit cards, as needed. INFORMATION. someone obtains your personal infor- Also, never carry your birth certificate, Never give out any personal information mation and uses your identity to steal passport, or social security card with you over the phone, via the mail, or on the your finances, your clean background unless you need it for travel or other pur- Internet unless you have an established record, or your medical history. By poses. Once your need is over, promptly relationship with the company. If you obtaining your social security number remove the item from your wallet or get a phone call, letter, or email from a and maybe a driver's license number, purse and store the document in a safe company you know – be cautious. Most thieves can open credit cards, bank place. Finally, keep a record of all your companies won't ask you for personal loans and checking accounts using credit card numbers and the company's information when they initiate the com- your information. They can get jobs phone number should you need to report munication. If it's a phone call, politely and health insurance by using your a theft. tell the person you'll call the customer background information. As a victim service department back at the number of identity theft, you pay the price by 2. SHRED UNNEEDED you have on file and will discuss the having loans and job opportunities DOCUMENTS AND MAIL. matter with them at that time. Do not denied, getting arrested for a crime Buy a high quality shredder that does call back on the alternate number the you did not commit, and losing your cross-shredding, as this will give you person on the line gives you. Likewise, good name. It's a stressful and frustrat- the most protection. After you get your if you get a letter from a company and ing experience that can take weeks, mail for the day, be sure to open every they ask you to fill out some personal months and even years to clear. envelope, even if you think it's junk mail. information and then mail it back in the Fortunately, you can take steps to Decide which items you're going to save enclosed envelope, don't do it. Call the lower your chances of being an identity and file and which you're going to dis- company at the number you have on
56 | FALL 2013 | Manitoba INSURANCE BROKER ⬅ Index file and ask if the mailing is legitimate. typically notice a significant decrease Finally, never click on links you get in in addressed advertising mail volume an email from a company. Go to the approximately six weeks after their actual web site by typing the company's names are registered with the service. address into your Internet address bar, or better yet, call the company about 6. INSPECT YOUR CREDIT the email. Few companies will ever ask RATING ONCE A YEAR. for your personal information via email. You can ask for a free copy of your credit file by mail. There are two 4. PROTECT YOUR COMPUTER national credit bureaus in Canada: AND EMAIL. Equifax Canada and TransUnion Install firewalls and virus protection Canada. You should check with both on all your computers, and keep any bureaus. protection program current by doing the Complete details on how to order recommended updates. These products credit reports are available online. Basi- will prevent hackers from getting into cally, you have to send in photocopies your hard drive and stealing your infor- of two pieces of identification, along ® mation. They'll also stop worms and with some basic background infor- INDUSTRYEdge | Metal Products Manufacturers viruses from forcing your computer to mation. The reports will come back transmit private information to others. in two to three weeks. Credit scores run from 300 to 900. The higher the Who knew an 5. REMOVE YOUR NAME FROM number, the greater the likelihood a insurance policy MARKETING LISTS OF CREDIT request for credit will be approved. REPORTING AGENCIES. The ‘free-report-by-mail’ links can could be so polished? If you're tired of all the pre-approved be hard to find – the credit bureaus credit offers you get in the mail, rest want to sell you instant access to your At Travelers Canada, we assured that you can reduce or even report and credit score online. If you understand the challenges that eliminate the numbers of mailings you can't wait for a free report by mail, you metal products manufacturers get. Realize that thieves open mailboxes can always get an instant credit report face, such as tough foreign and grab these pre-approved offers. online for around $15.00. To get your They then use them to open lines of all-important credit score, you'll have competition and ever-changing credit in your name. The Canadian to spend a bit more (around $25.00). technology. Risk protection Marketing Association operates a ‘Do There is no free service to access your forged for the metal products Not Contact Service’ that is free to credit score. You can always try asking manufacturing industry is critical. consumers. The Association itself does the lender you're trying to do business not own, compile, prepare or rent lists with, but they're not supposed to give IndustryEdge® for Metal of consumers' names or addresses or do credit score information to you. As Products Manufacturers delivers consumer mailings. The name, address you review your credit report, look for a comprehensive package of and postal code of persons who register any credit inquiries you did not make, core and specialized lines of for the CMA Do Not Contact Service any accounts you did not open and insurance coverage, letting metal are distributed monthly to Association any unexplained debts you did not ini- members and other business subscrib- tiate. Remember to do this for each of products manufacturers rest ers who must delete them from their the agencies, as you may have different easy knowing that their equipment mailing. Names are maintained on information on each. Each agency has and income are protected in the the service for three years. Registrants its own reporting guidelines. event of a loss.
For more information visit “Identity theft is North America’s travelerscanadaca/IndustryEdge fastest growing crime. The or call Canadian Council of Better
Business Bureaus estimates identity It’s better under the umbrella® theft costs more than $2.5 billion a travelerscanada ca St Paul Fire and Marine Insurance Company and year to consumers, banks, Travelers Insurance Company of Canada are the Canadian licensed insurers known as Travelers Canada
© The Travelers Indemnity Company All rights reserved credit card firms, stores and Travelers and the Travelers Umbrella logo are registered trademarks of The Travelers Indemnity Company in the US other businesses.” and other countries M New
Index Manitoba INSURANCE BROKER | FALL 2013 | 57 7. TRACK ALL YOUR CREDIT Setting New Standards in the Restoration Industry CARD, BANK AND BILLING STATE- MENTS. Introducing FirstOnSite’s proprietary new software designed for our industry. As you open your statements each month, Designed to accelerate job cycles, streamline data capture and improve service thoroughly read them to make sure all the levels, mobileCT represents a new era in restoration claims processing. charges and transactions are legitimate. Identity thieves count on the fact that Brandon Winnipeg many people are either too busy or too | P | 1.204.728.8971 | P | 1.204.783.9086 lazy to read their statements, and that's Visit us at www.firstonsite.ca how many identity theft cases go on for a long time before the activity is spotted. Keep all your receipts and at month's end, match the charges to your receipts. When done, you can shred the receipts.
When identity theft hits home, hit back. If you suddenly start receiving new credit cards in the mail that you did not request, get denied credit for no apparent reason, or receive calls about purchases you did not make, you may be an identity theft victim and need to act fast. Immediately call each of the credit reporting agencies and have them place a "fraud alert" on your file. This action will prevent the thief from getting more credit cards and loans in you name. In general, if you call one agency, they will automatically notify the other agencies. However, if you like to play it safe, call all three of the follow- ing numbers: Equifax 1-877-576-5734, Experian 1-888-397-3742 and TransUnion 1-800-080-7289. Contact the appropriate companies to dispute any fraudulent charges. Some companies have their own dispute forms; others will accept the Federal Trade Com- mission's ID Theft Affidavit, available at www.consumer.gov/idth~ft. Additionally, check all affected accounts and notify the security department of each company where you account has been tampered. Tell your bank to stop payment on any unauthorized checks, and notify the check verification service where the bank does business of the identity theft. Finally, file a police report of the incident. This will provide proof that identity theft did actu- ally occur. Identity theft is a serious crime that has ruined many lives. Don't let your credit and your good name be next. Treat your financial and personal information with care, and be vigilant about checking your statements and accounts. The more proactive you are about protecting your- self, the lower your chances of being the next identity theft victim. Provided by courtesy of Douglas Charney, a Senior Vice President-Investments with Wachovia Securities in Harrisburg, PA.
58 | FALL 2013 | Manitoba INSURANCE BROKER ⬅ Index Index Manitoba INSURANCE BROKER | FALL 2013 | 59 BUSINESS CORNER
Tony Ngo, BMO Bank of Montreal
Answer: Back to school
uestion: What are the three most dreaded words a child can hear in August? Children are not alone in getting anxious before school as parents of children pursuing post-secondary education also have something to fret about – the cost of higher education.
With money matters being a large component of post secondary educa- tion, it is worthwhile to sit down with your student and layout a budget for the upcoming year. If there is a gap between the funds available and pro- jected expenses then the family should discuss available options. While the bank of mom and dad may be popular, it may not always be available or advis- able. If grant and scholarship options have been exhausted, then a govern- ment student loan or a student loan from a financial institution is a logical option. Qualification for a government stu- dent loan will be dependent upon the student’s profile (i.e., at home, single, married, has dependents or a disability) and their parent’s financial situation. Online tools are available at canlearn. ca to see if your child would qualify with formal applications taking from four-to-six-weeks to process. While the floating interest rates charged at prime rate plus 2.5% tend to be higher than comparable bank loans, there are no payments required while in school, interest starts only six months after program completion and is tax deductible. Repayment is an important consideration, as even at today’s low interest rates every $1,000 borrowed translates into approximately $10.82 in monthly payments for 10 years after graduating. Most major financial institutions offer student loans with limits up to $20,000 per year and even higher for professional programs. Generally these loans are on an interest only basis while in school and rates tend to be
60 | FALL 2013 | Manitoba INSURANCE BROKER ⬅ Index The opportunity to learn about money management should not be lost during these years.
very favourable. Repayment generally 1. Use credit cards for short term needs starts within one year of finishing a pro- only gram, with graduated payments made 2. Use a chequing account for monthly over seven to twenty years depending expenses and savings account for on the institution. A student’s financial expenses later in the year profile, including net worth, annual 3. Pay bills on time to help build a budget, program of study and a credit credit rating bureau form an essential component of 4. File appropriate receipts for tax time an application for credit and will deter- 5. The merits of budgeting and budget
mine if a co-signer is required. In choos- checkups INDUSTRYEdge® | Hotels and Restaurants ing which financial institution is right In looking back, those of us fortunate for the student, consider if there is a: 1. enough to have pursued post second- Specialized student offer, 2. Preferred ary education know that it was more pricing on loans and accounts, 3. Bank than just academics learned and that life Finding the right machine nearby to avoid convenience itself is full of learning opportunities. fees charged by other institutions, 4. The opportunity to learn about money insurance is all Specialized credit card offered with management should not be lost during about the details. benefits. these years. For those supporting stu- The decision to seek financing dents, you too might learn something. The hospitality industry spans should not be an isolated exercise but a Just ask your student how to use email all types of properties, leading collaborative effort and an opportunity money transfer – you are likely going to to diverse risks and exposures. to impart financial responsibility on need it! your student, including: ®Registered trade-mark of Bank of Montreal. Whether it’s a fine restaurant or a hotel with spa, golf, swimming pool or other extras, Travelers Canada has full-service insurance solutions customized for the unique risks faced by restaurants and hotels.
With high-quality tailored coverage, unmatched risk control and superior claims service, Travelers Canada shares the hospitality industry’s passion for excellence. www.suminsurance.ca For more information visit travelerscanadaca/ IndustryEdge or call
It’s better under the umbrella®
travelerscanada ca
St Paul Fire and Marine Insurance Company and Travelers Insurance Company of Canada are the Canadian licensed insurers known as Travelers Canada
© The Travelers Indemnity Company All rights reserved Travelers and the Travelers Umbrella logo are registered trademarks of The Travelers Indemnity Company in the US and other countries CP New
Manitoba INSURANCE BROKER | FALL 2013 | 61 SUM_Man Ins.Index Broker Fall2013.indd 1 7/31/13 4:19 PM A Contents Revolution: Esporta™ & Fireline The time has come to restore, not replace. By Priority Restoration
After 25 years, we know that the unexpected happens. Cleaned by the Fireline System We care about getting your clients’ lives and property back to normal.
At Priority Restoration, we have joined the contents revolution by adopting the Esporta™ and Fireline technology. We are reducing landfill waste and restoring items that were previously considered to be non-restorable. Saving your clients’ precious items can be the factor that turns their negative experience into a positive one.
Esporta™ Wash System With our new Esporta™ machine, Priority Restoration has become a part of the soft contents revolution. We are now able to restore 85% of soft contents that were previously deemed non-restorable. The Esporta™ Wash System can restore unique items like shoes, pillows and hockey equipment that were damaged by water, heavy smoke and soot, mould and bio-waste contaminated goods. The Esporta™ is so efficient it can restore items to Food Grade Clean! With a 24- Cleaned by the Esporta™ Wash System hour turnaround time for emergency items, customer satisfaction is at an all-time high. To date, the Esporta™ has saved millions of dollars on thousands of claims.
Fireline Ultrasonic Cleaning System Designed to eliminate the inefficiencies and bottlenecks associated with standard cleaning methods, the Fireline Ultrasonic Cleaning System is the future of content restoration. The Fireline System, exclusive to Priority Restoration, can quickly and efficiently transform damaged content from beyond recognition to better than pre-loss condition.
We can prove it to you. Come visit us for a building tour. We are happy to share what we do with who we do it for.
Contact us at [email protected] Photos courtesy of Douglas Little Photography or 204-786-3344.
62 | FALL 2013 | Manitoba INSURANCE BROKER ⬅ Index A Contents Revolution: Esporta™ & Fireline The time has come to restore, not replace. By Priority Restoration
After 25 years, we know that the unexpected happens. Cleaned by the Fireline System We care about getting your clients’ lives and property back to normal.
At Priority Restoration, we have joined the contents revolution by adopting the Esporta™ and Fireline The time has technology. We are reducing landfill waste and restoring items that were previously considered to be come to restore, non-restorable. Saving your clients’ precious items can be the factor that turns their negative experience into a positive one. not replace.
Esporta™ Wash System With our new Esporta™ machine, Priority Restoration has become a part of the soft contents revolution. We are now able to restore 85% of soft contents that were previously deemed non-restorable. The Esporta™ Wash System can restore unique items like shoes, pillows and hockey equipment that were damaged by water, heavy smoke and soot, mould and bio-waste contaminated goods. The Esporta™ is so efficient it can restore items to Food Grade Clean! With a 24- Cleaned by the Esporta™ Wash System hour turnaround time for emergency items, customer satisfaction is at an all-time high. To date, the Esporta™ has saved millions of dollars on thousands of claims.
Fireline Ultrasonic Cleaning System Designed to eliminate the inefficiencies and bottlenecks associated with standard cleaning methods, the Fireline Ultrasonic Cleaning System is the future of content restoration. The Fireline System, exclusive to Priority Restoration, can quickly and The unexpected happens. Get your life back, fast. efficiently transform damaged content from beyond recognition to better than pre-loss condition.
We can prove it to you. Come visit us for a building tour. We are happy to share what we do with who we At Priority Restoration, we have joined the contents revolution by adopting top-of-the-line do it for. Esporta™ and Fireline technology. We are reducing landfill waste and restoring items that Contact us at [email protected] were previously considered to be non-restorable. Photos courtesy of Douglas Little Photography or 204-786-3344.
24-hour emergency service for your property, contents and document restoration.
204.786.3344 priorityrestoration.com Coverage you can grow with
...and change with.
Life is constantly changing. We’re there when your customers’ insurance needs change and evolve. Dependable, reliable and ever adapting – we’re a company you can trust.
®
property | auto | business Get to know us online at economicalinsurance.com INDUSTRY NEWS
The Guarantee Company of North America donates $10,000 to Alberta Flood relief Coverage you can grow with While thousands of Albertans are GOLD® Adjusters, National VP of reach out, “We are here to help – contact starting to assess the damage from the Claims for The Guarantee, Frank your broker or us directly and we’ll get unprecedented flooding in southern Faieta and Marilyn Horrick, National through this together.” Alberta, many are still in emergency VP, Guarantee GOLD® were on site to “Our immediate concern is helping situations, evacuated from their lend a hand and personally meet with policyholders who have been evacuated homes and completely displaced. customers. find a safe place for themselves and their The Guarantee Company of North Upon seeing the devastation families. We have our claims team on America (The Guarantee) has donated first hand, representatives were full alert, and many of our Guarantee $10,000 to the Canadian Red Cross to proud of the response efforts of The GOLD® Adjusters on the ground in support efforts helping people get back Guarantee for their high net worth Calgary, helping those affected face in their homes. Guarantee GOLD® customers in the to face as much as possible,” added Knowing that financial support area. “I couldn’t be more proud,” Frank Faieta. “The Guarantee made the is not the only way to provide commented Marilyn Horrick. “As decision to cover water damage from assistance, The Guarantee has also a strong Canadian company, it’s in sewer backup to aid Guarantee GOLD® positioned extra resources on the our character to assist not only our customers immediately and we stand ground and on the phones to respond customers in the impacted areas, but by that today. We want our customers to affected policyholders and are the community as a whole. That’s to fully understand the benefit of meeting with many face to face to why we made our donation of $10,000 their coverages and what we, as their determine the best way to show to the Canadian Red Cross.” Horrick insurance company, are doing to put their support. Along with Guarantee continued by encouraging customers to their needs first.”
Red River Mutual Golf Tournament raises $10,000 for the Firefi ghters’ Burn Fund
The 25th Annual Red River Mutual province. The trailers will be provided Golf Tournament, held on June 26 at to fire departments and mutual aid Pine Ridge Golf Course in Winnipeg districts, which will deliver interactive raised $10,000 for the Firefighters’ fire safety education to young people at Burn Fund. Brian Esau, President and schools and public events. CEO of Red River Mutual, presented Red River Mutual emulates the a $10,000 cheque to Martin Johnson, “Modern Mutual” by investing a por- President of the Firefighters’ Burn tion of company profits back into the Fund. community through loss prevention Red River Mutual is a major spon- education and through the support of sor of the Firefighters’ Burn Fund worthy community projects. For more – Fire Safety Trailer Program. This information about Red River Mutual Brian Esau, President and CEO presenting a $10,000 cheque to Martin Johnson, President of the Firefighters’ program will see up to 15 Fire Safety and the “Modern Mutual,” visit Burn Fund at the 25th Annual Red River Mutual Golf ...and change with. Trailers, deployed throughout the www.redrivermutual.com/community. Tournament at Pine Ridge Golf Course. Life is constantly changing. We’re there when your customers’ insurance needs change and evolve. Dependable, reliable and ever adapting – we’re a company Peace Hills introduces eDocs to brokers you can trust. Following months of testing, peace Hills to manually download PDF reports from may be sent as a separate PDF report General Insurance Company is pleased our website or need to receive paper or included as the first page of the DEC to introduce eDocs to its brokers, making documents from us. You will have access sheet. This is dependent on the require- routing of documents and attachments to them electronically through your ments of the BMS that the broker is seamless. Peace Hills is officially certified BMS,” says Peace Hills President and using. If a broker memo is included with ® with TAM, TBW and PowerBroker, and CEO Diane Brickner. the policy, it will also be included as a PDF is able to deliver eDocs to willing brokers Peace Hills will still offer the option of report. that are utilizing these Broker Manage- downloading PDF files directly from its “This routing of documents and ment Systems (BMS systems). website for brokers with older versions of attachments will help reduce time, admin- eDocs is a new typo of download that BMS, or simply don’t want to switch to istration costs, and is also environmen- has been set up by CSIO. PDF reports, in eDocs just yet. tally-friendly,” adds Gene Paulsen, VP, addition to the policy data, can now be The eDoc PDF reports that are down- Underwriting and Marketing with Peace PROPERTY | AUTO | BUSINESS downloaded to BMS systems. loaded to the BMS are the DEC sheet, Hills. “With all these efficiencies, we can Get to know us online at economicalinsurance.com “As a broker, you will no longer have as well as the billing statement, which focus more on serving our brokers.”
Index Manitoba INSURANCE BROKER | FALL 2013 | 65 INDUSTRY NEWS A Legacy of Quality. A Tradition of Trust.
TravelersWINNIPEG BUILDING to & DECORATINGacquire (WBD) The is a Dominionresidential and commercial of Canada insurance contracting company that specializes in damage repair as well as reconstruction and restoration. The Travelers Companies, Inc. has “This transaction is consistent with nificant impact on 2013 earnings per share agreedOur mission to acquire is to provide The Dominion the most ofdedicated andour skilled strategy team tos ofmake project thoughtful managers invest- and and will be slightly accretive to 2014 earn- Canadatrades people General to restoreInsurance your Company site beyond its originalments condition in attractive and return markets you outsideto your the ings per share.” frompremise E-L as Financial quickly as Corporation possible. Limited US,” said Jay Fishman, Chairman and “The Dominion’s extensive distribution for approximately $1.1 billion in cash, CEO of Travelers. “The Dominion is a network and established customer base subjectSince 1953 to adjustment. we have been The a trusted Dominion expert in restorationgreat franchise, and construction. and this is Our a very field good crews provide us with an exceptional platform andprovid Travelers’e emergency Canadian service operations and quality will work rarelyopportunity seen in business for Travelers today. toProject signifi- for expanding our commercial lines busi- bemanagers integrated work and around the combinedyour schedule orga- always respectfulcantly improve of your property.its market position and ness and generally strengthening our nization will remain headquartered in scale in a meaningful market. We expect presence in Canada,” said Alan Schnitzer, Insurance Restoration Toronto. that the transactionwww.wpgbldg.com will have no sig- Vice Chairman and head of Travelers’ Financial, Professional & International ü Residential Insurance business segment. “The com- ü bined business will benefit from Travel- Commercial ers’ sophistication in the use of data and ü Industrial 24 HOUR analytics as well as claim and risk control capabilities. We look forward to welcoming EMERGENCY The Dominion’s talented employees and As trusted experts in restoration and SERVICE management team to Travelers.” construction we have dedicated teams 204.942.6121 Brigid Murphy, President and CEO of to provide swift emergency service and The Dominion, will continue in these roles quality restoration. at the combined organization. George
Petropoulos, President and CEO of Travel- In-house project managers lead the COMPLETE BUILDING RESTORATION ers Canada, will help Murphy lead the new team, assessing damage and AFTER FIRE, FLOOD, WIND, HAIL, IMPACT, WATER, SEWER BACK UP, organization as Vice Chairman. In addi- communicating with you every step of tion, Petropoulos will be Executive Vice the way. SNOW LOAD DAMAGE, MOULD REMEDIATION President, Bond and Financial Products. “This is the perfect match for The Contents are removed and sent to our Dominion,” said Murphy. “Travelers is a furniture division where the knowledge NEW CONSTRUCTION recognized leader in the insurance industry of more than thirty years is applied to RENOVATIONS with a well-deserved reputation for excel- returning your contents to their original DESIGN BUILD SERVICES lence. We are looking forward to working condition. CUSTOM MILLWORK with the Travelers Canada team as we begin this exciting new chapter, while Skilled trade’s people, many with a continuing our commitment to the com- decade or more experience, work on munities and organizations we serve.” the jobsite around your schedule, “The combination will substantially always showing respect for you and enhance Travelers’ product breadth in your property. 24 HOUR Canada by coupling The Dominion’s commercial and personal portfolios with Our goal is to return you to your EMERGENCY Travelers Canada’s surety, management premises as quickly as possible, while SERVICE liability and commercial middle market restoring the site to its original 204.942.3511 products,” said Petropoulos. “We plan to condition or better. leverage the expertise of both companies, and we will work closely with The Domin- ion team to assure a smooth transition for New Construction & COMPLETE CONTENTS RESTORATION employees, customers and brokers.” Renovation COMPUTER & ELECTRONICS REPAIR The transaction is expected to close ULTRASONIC CLEANING in the fourth quarter of 2013,subject to ü Office DEHUMIDIFICATION SYSTEMS regulatory approvals and other custom- ü DEODORIZING SYSTEMS ary closing conditions. Travelers will fund Retail FURNITURE REFINISHING & UPHOLSTERY the transaction, subject to market condi- ü Hospitality DOCUMENT & ART RESTORATION tions, through a combination of debt and/ or preferred stock financing and internal ü MOULD REMEDIATION Industrial resources. Based on this financing plan, ü the company does not believe that the Medical transaction will have a significant impact OVER 100,000 SQ FT OF WAREHOUSING CAPABILITY ü on anticipated share repurchases for 2013 Educational or 2014.
66 | FALL 2013 | Manitoba INSURANCE BROKER ⬅ Index INDUSTRY NEWS
National Broker Wawanesa’s McCrea to retire next year Services appoints Wawanesa Insurance has announced Jeff Goy joined Wawanesa in 1990 new Director, that President and CEO Ken McCrea and was appointed to his current will be retiring from the company in position, with responsibility for the Professional Liability May 2014 after 33 years of dedicated company’s products and pricing in all service, including seven years as CEO. regions, in 2007. He has a B.Comm. National Brokerage It was also announced that Jeff Goy, from the University of Manitoba and Services is proud to currently Vice President, Insurance has earned his ACAS (Associate Casualty announce that Shane Products, will be appointed President Actuarial Society) and CIP (Chartered Neil has joined its and CEO to replace Mr. McCrea. Insurance Professional) designations. Montréal office as Director, Professional Liability, support- ing the growth and expansion of the company’s Professional Liability presence across Canada. “We are pleased to welcome Shane to the company to strengthen our thriving professional liability offering,” said Guy Boisée, President, National Brokerage Services Inc. “With his wealth of experi- ence and strong credibility within the industry, Shane will offer our clients a new approach to professional liability. Shane will also be asked to develop new insurance products, further strengthening NBS offerings in this important class.” Neil joins National Brokerage Services from Creechurch International Under- writers where he served for almost seven years in various capacities, including most recently as National Manager, Life Sci- ences. In this role he was responsible for the property, casualty and professional MIND THE GAP lines of the firm’s life science book includ- ing Products liability, Contract Research Organizations E&O, Medical Malpractice, Protect your customers’ commercial business from coverage gaps with equipment breakdown insurance from Information and Network Technologies Aviva – the perfect option you can incorporate into your customers’ policies or sell as a stand-alone policy. E&O, and Miscellaneous E&O. Having joined Creechurch in 2006 as a Senior As one of Canada’s largest and most experienced commercial markets, we’re experts when it comes to equipment breakdown insurance, offering innovative solutions to provide your customers with the protection Underwriter to help launch the Montréal they need. office, in 2009 he was promoted to Prac- tice Leader, and has occupied his most When you recommend Aviva’s equipment breakdown insurance, you offer added value which includes: recent role since 2011. ü Broad protection covering a breakdown due to electrical arcing, mechanical breakdown, pressure Prior to joining Creechurch, Mr. Neil explosion or centrifugal force worked for four years at Chubb Insurance ü National expertise in engineering and risk management ü Cross border coverage for Canadian owned businesses with operations in the US Company of Canada as a Commercial ü Desktop solution that enables easy quoting, issuance and binding coverage and Technology package underwriter, Help your customers avoid any gaps in their commercial property policy – offer Aviva’s equipment breakdown with a focus on High Technology and Life insurance today. Sciences risks. Neil holds a Bachelor of Commerce Contact your Account Executive today to learn more. from Concordia University with a major in Marketing and a minor in Psychology. He is a Fellow of the Charted Insurance AvivaPartner.ca Professional Society, and holds the Cana- Home | Auto | Leisure & Lifestyle | Business | Group | Surety dian Risk Management designation. He is also pursuing his broker’s license in the province of Quebec. Aviva and the Aviva logo are trademarks of Aviva plc and used under license by Aviva Canada Inc. and its subsidiary companies.
Index Manitoba INSURANCE BROKER | FALL 2013 | 67 REACH OUR ADVERTISERS
The Manitoba Insurance Broker would not be possible without the advertising support of these companies and organizations. Please think of them when you require a product or service. We have endeavoured the make it easier for you to contact these suppliers by including their telephone number and, where applicable, their websites. You can also go to the electronic version of the Manitoba Insurance Broker at www.broker.ca and access direct links to any of these companies.
COMPANY PAGE PHONE WEBSITE
Andrew Agencies 48 800-799-8010 www.andrewagencies.com
Aviva Canada 54, 67 204-942-0424 www.avivacanada.com
Bank of Montreal 45, 50 416-927-5973 www.bmo.com
Beacon Underwriting 16 888-645-8811 www.beacon724.com
Douglas Cost Guides Inc. 13 877-284-0028 www.douglascostguide.com
Economical Insurance 64 800-265-9996 www.economicalinsurance.com
Elliott Special Risks 18 800-223-8858 www.elliottsr.com
FirstOnSite Restoration 58 204-783-9086 www.firstonsite.ca
Guardian Risk Managers 71 877-355-7662 www.guardianrisks.com
HUB International Horizon Insurance 41 204-988-4789 www.hubhorizon.ca
Insurance Institute of Canada 70 866-362-8585 www.insuranceinstitute.ca
Intact Financial Corporation 26, 54 204-942-8402 www.intactfc.com
James Dube Spraggs Adjusters Ltd. 6 204-985-1200 www.jdsadj.ca
Manitoba Blue Cross 43, 51 204-775-0161 www.mb.bluecross.ca
Manitoba Public Insurance 25 204-945-8097 www.mpi.mb.ca
Monarch Insurance Brokers 2 780-422-0568 www.monarchins.com
MX Renovations Ltd. 4 204-783-7619 www.mxrenovations.com
Pal Insurance Brokers 20, 21 800-265-8098 www.palcanada.com
Paul Davis Systems 32 204-586-1684 www.pds.ca
Peace Hills Insurance 51 800-272-5614 www.peacehillsinsurance.com
Portage Mutual Insurance 29, 49 800-567-7721 www.portagemutual.com
Priority Restoration 62, 63 204-786-3344 www.priorityrestoration.com
Ranger Insurance 11 204-925-8550 www.rangerinsurance.ca
Red River Mutual 3, 52 800-370-2888 www.redrivermutual.com
Royal & Sun Alliance Ins. Co. of Canada 9 416-366-7511 www.rsagroup.ca
Saskatchewan Mutual Insurance Co. 35, 54 306-653-4232 www.saskmutual.com
SERVPRO 60 204-779-1720 www.servprowinnipegsoutheast.com
68 | FALL 2013 | Manitoba INSURANCE BROKER ⬅ Index REACH OUR ADVERTISERS
COMPANY PAGE PHONE WEBSITE
Sovereign General Insurance 19 204-982-1287 www.sovereigngeneral.com
SPECS 58 888-394-4434 www.specs.ca
Strategic Underwriting Managers Inc. 61 877-603-7864 www.suminsurance.ca
Swiss RE 72 416-217-5550 www.swissre.com
Trans Canada Insurance Marketing Inc. 51, 59 204-925-8276 www.tcim.ca
Travel Insurance Coordinators 17 416-340-2707 www.travelinsurance.ca
Travelers Canada 57, 61 800-330-5033 www.travelerscanada.ca
TSW Management Services 43 866-904-8146 www.tsw-management.ca
Wawanesa Insurance 23, 46 204-824-2132 www.wawanesa.com
Western Financial Group 7 866-843-9378 www.westernfinancialgroup.ca
WINMAR 59 866-494-6627 www.winmar.ca
Winnipeg Furniture Services Ltd. 66 204-942-6121 www.wpgbldg.com
To reserve your advertising space, contact Marketing Manager Kris Fillion
Tel: 204-985-9798 Toll Free: 866-985-9798 E-mail: kfi [email protected]
As we continue to deliver valuable information through the pages of this magazine, in a printed format that is appealing, reader-friendly and not lost in the proliferation of electronic messages that are bombarding our senses, we are also well aware of the need to be respectful of our environment. That is why we are committed to publishing the magazine in the most environmentally-friendly process possible. Here is what we mean: • We use lighter publication stock that consists of recycled paper. This paper has been certifi ed to meet the environmental and social standards of the Forest Stewardship Council® (FSC®) and comes from responsibly managed forests, and verifi ed recycled sources making this a RENEWABLE and SUSTAINABLE resource. • Our computer-to-plate technology reduces the amount of chemistry required to create plates for the printing process. The resulting chemistry is neutralized to the extent that it can be safely discharged to the drain. • We use vegetable oil-based inks to print the magazine. This means that we are not using resource-depleting petroleum- based ink products and that the subsequent recycling of the paper in this magazine is much more environment friendly. • During the printing process, we use a solvent recycling system that separates the water from the recovered solvents and leaves only about 5% residue. This results in reduced solvent usage, handling and hazardous hauling. • We ensure that an effi cient recycling program is used for all printing plates and all waste paper. • Within the pages of each issue, we actively encourage our readers to REUSE and RECYCLE. • In order to reduce our carbon footprint on the planet, we utilize a carbon offset program in conjunction with any air travel we undertake related to our publishing responsibilities for the magazine. So enjoy this magazine...and KEEP THINKING GREEN.
Index Manitoba INSURANCE BROKER | FALL 2013 | 69
Canada’s Innovative MGA
We help brokers write more business Call us for a contract
Main Line: 250-377-7662 Toll Free: 1-877-355-7662 • Fax: 250-377-8610 103 - 310 Nicola Street, Kamloops BC V2C 2P5
www.guardianrisk.com When it comes to protecting your reputation, you may fi nd us surprisingly fi erce.
With over 30 years of serving the Canadian broker market, we’re the most experienced provider of professional liability coverage. Yet it’s not just our longevity in the market that may surprise you; it’s our commitment. As more than 20,000 insurance brokerage fi rms across North America have discovered, we’re fi ercely committed to protecting what matters most – your business, your fi nancial assets and your reputation. As in everything we do at Swiss Re, risk is our raw material; what we create for you is opportunity.
See for yourself at www.swissre.com/eo
© 2013 Swiss Re
Swiss Re Corporate Solutions is proud to be the endorsed E&O provider for the Insurance Brokers Association of Manitoba. For more information or to access our Insurance Brokers professional liability programme, please contact:
T +1 800 204 5649, T +1 204 488 1857, F +1 204 489 0316 www.ibam.mb.ca 205-530 Kenaston Boulevard, Winnipeg, Manitoba R3N 1Z4
Insurance products underwritten by Westport Insurance Corporation, Overland Park, Kansas, United States, a member of Swiss Re Corporate Solutions.
Size 8.5”X 11” - Live image area - .1/8” bleed set up as 4 color - fi le: 13_CS_PL_CanadaAgents_Manitoba_Feb20