INSURANCE Volume 24 Number 3, FALL 2016 BROKERManitoba “the key to winning” (page 6) PM 40065075 Education on your Timeline LEARN ONLINE OR IN PERSON New Courses Available! Fall 2016 As an institute of higher learning, we pride ourselves on delivering leading educational opportunities, built around your schedule. TO ATTEND: 1. Visit www.rrmuniversity.com 2. Sign up (visit Broker Central for privacy code) 3. That’s it, you’re officially enrolled! Courses accredited by the Insurance Council of Manitoba and count towards your continued education credits. enrollment services & office of admissions 245 centre avenue east · altona · manitoba · r0g 0b0 · canada Up to $ .00 2000 OFF All Knob and Tube Jobs* • Best Price on Service Upgrades out our • Aluminum Wire Ask ab ates Treatment and Removal seniors r • Insurance Reports Upon Request • Free Quotes CALL: (204) 949-9299 YOUR AFFORDABLE ELECTRICIAN VOL 24 | No. 3 FALL 2016 CONTENTS Features Departments President or CEO 6 IBAC Hill Day 2015 8 Making an Impact 18 Kim Lowey Proud of Brokerage’s 20th YBN Report 22 Anniversary 13 Rookie Corner 24 2015-16 Education Calendar 30 Company Spotlight (NEW!) 50 Up to Legal Corner 52 Top CAIB Student in Manitoba 44 Business Corner 54 Industry News 57 2015 IBAM-MJHL Scholarship 48 Reach our Advertisers 60 All Knob and Tube Jobs* 8 13 30 Ask about our tes 2016/2017 BOARD OF DIRECTORS The MANITOBA INSURANCE BROKER is published four a times per year by Craig Kelman & Associates Ltd. on behalf seniors r EXECUTIVE COMMITTEE of the Insurance Brokers Association of Manitoba, President - Tara Chammartin, La Salle Insurance Services Ltd. 600-1445 Portage Ave. Winnipeg, MB R3G 3P4, (204) 488-1857, Chair/Past President - Russell Wasnie, ONE Insurance email: [email protected] President-Elect - Darren Peters All rights reserved. Contents may not be reproduced without Vice-President - Ryan Garriock, Garriock Insurance express consent of the publisher. ©2016 Chief Executive Officer - David Schioler, IBAM DIRECTORS Blair Andrew, Andrew Agencies 2015/2016 Greg Barrows, Cameron Agencies Tony Cesario, HUB International Dwight Heppner, MIG Insurance John McDonald, BSI Insurance Editorial and Advertising Offices: Brett McGregor, Guild/HMS Insurance Group Inc. 3rd Floor, 2020 Portage Ave. • Winnipeg, MB R3J 0K4 Mario Reimer, Lakeview Insurance IBAM EDUCATIONTel: (204) 985-9780 • Fax: (204) 985-9795 Jamie Taronno, Crossroads Insurance Cover photo photographer: E-mail: [email protected] Brian Dennehy IBAC DIRECTOR ([email protected]) CALL: Executive Editor...........................................................................David Schioler Keith Jordan, HUB International Managing Editor .................................................................................... Terry Ross SYLLABUSIBAM & Managing COURSE Editor................................................. MargaretCALENDAR Hudson Design / Layout .................................................................................Jackie Magat Marketing Manager ........................................................................... Kris Fillion Advertising Coordinator ......................................... Stefanie Hagidiakow (204) 949-9299 Publication Mails Agreement #40065075 Return undeliverable Canadian addresses to: [email protected] YOUR AFFORDABLE ELECTRICIAN Manitoba INSURANCE BROKER | FALL 2016 | 5 CEO’S REMARKS Dave Schioler, Chief Executive Officer, Insurance Brokers Association of Manitoba (IBAM) Broker professionalism is the key to winning in the marketplace uccess is almost totally dependent upon desire, drive S and dedication – it is also about persistence. The extra and continuous Brokers and insurers together energy required to make another effort must give consumers what or try another approach are built into the secret ingredients of winning – and they need – and what they want. it is essential to their own success that brokers adopt and carry a winning And this must all be done attitude at all times. It logically follows that in order to win for both the through broker professionalism shorter and longer terms in today’s marketplace, insurance brokers must – and that is the key to winning. protect, preserve and enhance the interests of the insurance consumer and they must do this in close collaboration with the manufacturers of the product Brokers need not regard multi-channel for brokerages. On the contrary, the that brokers distribute. Brokers and distribution as a threat – it can rather anticipated level of consolidation activity insurers together must give consumers be seen as an issue currently facing not can bring a significant opportunity what they need – and what they want. only brokers, but also the entire industry for growth. But inside of this ongoing And this must all be done through – and it is indeed an issue that brokers phenomenon – it is essential that broker professionalism – and that is can turn into an opportunity. While those new brokerage formations the key to winning. Canadian based insurers necessarily overwhelmingly ensure broker Today and for the foreseeable future, create enhanced barriers to competitive professionalism moving forward. it is expected that the manufacturers entry into the Canadian insurance And just how do we ensure enhanced of property and casualty insurance marketplace and simultaneously and ongoing broker professionalism? products will utilize various forms take action to protect and grow their Well – from the get-go, brokers as a whole and levels of mixed delivery systems. positions – they will invite and welcome have a head start. Over my years in this Brokers therefore, will want to and a broker push to increase their revenues dynamic world of insurance, I have must ensure that the traditional and customer bases. And it is the been fortunate to witness the most brokerage delivery system is not professional broker – the broker who professional of brokers in action. I have simply protected and maintained, but continually studies and understands the seen them give to their clients – and rather, brokers will need to continually market - who will also be the one best I have experienced their willingness adapt to and in fact lead the market placed to make this happen. to contribute to their profession and in such a way so as to ensure that the The professional broker will know industry. Firstly, true professional brokers broker customer base is happy – and that the further advent of a more hybrid will equip themselves through and grows in the process. There can be model of distribution offered by insurance with superior education and training. no doubt that if the consumer is left carriers will not happen in a vacuum. Secondly, it follows that this means with sufficient choice among strong, Brokers will reasonably predict and more than a licenced broker simply professional brokers - brokers that truly understand that they will continue to taking the requisite courses to maintain provide the proper product, top notch be challenged by the consolidation of his or her licencing. It means knowing professional service and affordable brokerages through different types of the market. It means in fact that intense pricing in accordance with customer business partnerships and arrangements collaboration between brokers and interests - then notwithstanding – mergers, acquisitions, consortiums and insurers will become more and more adjustment in the market place via more. While brokerage consolidations the necessity – and increasingly the increased hybrid delivery, those same can initially mean a decrease in the expected and accepted norm. Enhanced consumers will realize that in almost number of brokerages in operation, it sophistication of products will have to all cases they will be much better does not necessarily have to mean a be matched by augmented sophistication served by the professional broker - and substantial decrease in either the number in service and delivery. Brokers will have brokers therefore will survive and in of professional licencees operating in to understand and appreciate why a fact thrive. any jurisdiction, or in the revenues certain carrier may be behaving in the 6 | FALL 2016 | Manitoba INSURANCE BROKER Index CEO’S REMARKS market place in a particular way. In this regard, information and knowledge must be shared between broker and insurer regularly and profoundly so as to Insurance brokers are required to be ensure that consumers are properly the best of professionals - and it will be and efficiently served and protected. The truly professional insurance broker exploding broker professionalism will understand exactly what the insurer has produced and why – and will then that will cause brokers to win in an have to translate that knowledge and information to the consumer while ever-changing market place. matching the right product to the precise consumer need. Thirdly, brokers must continue to build trust – trust with embrace technology – they must lead in service to the insurance consumer. suppliers – and surely trust with clients technological advancements. After all, The professional and experienced and future clients. Brokers will have to do advanced technology is becoming insurance broker – through both local this through greater and ongoing intimacy increasingly a method of creating and multi-jurisdictional brokerages, with clients. They must communicate attachment to the customer base. can and must do this better than with clients better than ever before. Insurance brokers are foremost – and any other market player.