Table Of Content

smemtnwes <—- a rn sor Rough Notes > >‘= ¥ Ri. AGENCY HAS i y| SSQSIRNiO TWaETRHdN CA RLOI FT ISOCEHARILVO I CTFEOI SR M \ AGOPGLWRANENE,S RSISSVHTEIE PA DGYRPIOLNWAGNT H ‘4 ‘ PLP pT ALSO: DEVELOPING A SELECTIVE STRATEGY FOR SCANNING a NOT SO “ALTERNATIVE” ANYMORE ARTICLE TITLE AUTHOR MONTH PAGE Risk Managers’ Forum—Helping your clients with risk management Doug Smith, CPCU, CLU, ARM January Customer Service Focus—A formula for placing accounts Cleva Moore, CIC, CRM, CPCU, AU, APA, AIS January Coverage Concerns—Eligible interests not covered under basic CGL may be endorsed Roy C. McCormick January Risk Management—Triggers within triggers Donald S. Malecki, CPCU February Classifying Risk—Garage coverage rules change Linda D. Ferguson, CPCU February Construction matters Agents, insurers and contractors share strategies at the IRMI Construction Risk Management Conference Elisabeth Boone, CPCU March Classifying Risk—Taking care of the young and old Linda D. Ferguson, CPCU March Risk Management—Watch out for margin clauses Donald S. Malecki, CPCU March Risk Managers’ Forum—Controlling total cost of risk Jim Green, ARM March Movin’ to the music Dance studios provide stable, easy-to-place market Phil Zinkewicz March Risk Management—Additional Insured endorsements—subject to change Donald S. Malecki, CPCU April Classifying Risk—A musical interlude Linda D. Ferguson, CPCU April AAIS Perspective—iniand marine insurance Joseph S. Harrington, CPCU May PF&M at a Glance—Legal liability May Risk Management—Don't let clients gamble with liquor liability Donald S. Malecki, CPCU May Coverage Concerns—Building and dwelling vacancy Roy C. McCormick May Classifying Risk—Peddling product Linda D. Ferguson, CPCU May Classifying Risk—Let the fun begin Linda D. Ferguson, CPCU June Risk Management—Examining the latest round of proposed CGL form changes Donald S. Malecki, CPCU June Risk Management—Electronic data exclusion Donald S. Malecki, CPCU July Risk Problems/Solutions—Bad faith LeRoy H. Utschig, CPCU, ARM July PF&M at a Glance—Commercial umbrella liability insurance September Risk Management—Client contracts: To read or not to read? Donald S. Malecki, CPCU September Coverage Concerns—Commercial property coverage for public confrontations, protests Roy C. McCormick October Risk Management—Certificate challenges Donald S. Malecki, CPCU October Risk Managers’ Forum—Are you presenting your risks correctly? Mark Gaskamp, CRM, CPCU, ARM October PF&M at a Glance—iSO BOP program October AAIS Perspective—The revised AAIS businessowners program Joseph S. Harrington, CPCU November Risk Management—Decipher CGL changes with caution Donald S. Malecki, CPCU November PF&M at a Glance—Owners and contractors protective (OCP) liability November Coverage Concerns—Commercial loss of earnings insurance Roy C. McCormick December Risk Management—The age of exclusions Donald S. Malecki, CPCU December Prescription drugs take bigger bite out of comp Dennis H. Pillsbury December Restructuring continues St. Paul/Travelers union and Kemper's sudden exit are just a few recent moves to hit agents Phil Zinkewicz March Déja vu—all over again Destor-owned insurers need to stick to their knitting Michael J. Moody, MBA, ARM June Workers compensation ... Where is it headed? Michael J. Moody, MBA, ARM July An industry at the crossroads S&P conference examines issues facing agencies and companies Phil Zinkewicz September The bricks and mortar island What has terrorism risk done to New York City’s insurance market? Emanuel Levy October The quintessential extension Independent agents must Keep the pressure on Congress to continue TRIA Emanuel Levy November 120 ROUGH NOTES smemtnwes <—- a rn sor Rough Notes > >‘= ¥ Ri. AGENCY HAS i y| SSQSIRNiO TWaETRHdN CA RLOI FT ISOCEHARILVO I CTFEOI SR M \ AGOPGLWRANENE,S RSISSVHTEIE PA DGYRPIOLNWAGNT H ‘4 ‘ PLP pT ALSO: DEVELOPING A SELECTIVE STRATEGY FOR SCANNING a NOT SO “ALTERNATIVE” ANYMORE ARTICLE TITLE AUTHOR MONTH PAGE Risk Managers’ Forum—Helping your clients with risk management Doug Smith, CPCU, CLU, ARM January Customer Service Focus—A formula for placing accounts Cleva Moore, CIC, CRM, CPCU, AU, APA, AIS January Coverage Concerns—Eligible interests not covered under basic CGL may be endorsed Roy C. McCormick January Risk Management—Triggers within triggers Donald S. Malecki, CPCU February Classifying Risk—Garage coverage rules change Linda D. Ferguson, CPCU February Construction matters Agents, insurers and contractors share strategies at the IRMI Construction Risk Management Conference Elisabeth Boone, CPCU March Classifying Risk—Taking care of the young and old Linda D. Ferguson, CPCU March Risk Management—Watch out for margin clauses Donald S. Malecki, CPCU March Risk Managers’ Forum—Controlling total cost of risk Jim Green, ARM March Movin’ to the music Dance studios provide stable, easy-to-place market Phil Zinkewicz March Risk Management—Additional Insured endorsements—subject to change Donald S. Malecki, CPCU April Classifying Risk—A musical interlude Linda D. Ferguson, CPCU April AAIS Perspective—iniand marine insurance Joseph S. Harrington, CPCU May PF&M at a Glance—Legal liability May Risk Management—Don't let clients gamble with liquor liability Donald S. Malecki, CPCU May Coverage Concerns—Building and dwelling vacancy Roy C. McCormick May Classifying Risk—Peddling product Linda D. Ferguson, CPCU May Classifying Risk—Let the fun begin Linda D. Ferguson, CPCU June Risk Management—Examining the latest round of proposed CGL form changes Donald S. Malecki, CPCU June Risk Management—Electronic data exclusion Donald S. Malecki, CPCU July Risk Problems/Solutions—Bad faith LeRoy H. Utschig, CPCU, ARM July PF&M at a Glance—Commercial umbrella liability insurance September Risk Management—Client contracts: To read or not to read? Donald S. Malecki, CPCU September Coverage Concerns—Commercial property coverage for public confrontations, protests Roy C. McCormick October Risk Management—Certificate challenges Donald S. Malecki, CPCU October Risk Managers’ Forum—Are you presenting your risks correctly? Mark Gaskamp, CRM, CPCU, ARM October PF&M at a Glance—iSO BOP program October AAIS Perspective—The revised AAIS businessowners program Joseph S. Harrington, CPCU November Risk Management—Decipher CGL changes with caution Donald S. Malecki, CPCU November PF&M at a Glance—Owners and contractors protective (OCP) liability November Coverage Concerns—Commercial loss of earnings insurance Roy C. McCormick December Risk Management—The age of exclusions Donald S. Malecki, CPCU December Prescription drugs take bigger bite out of comp Dennis H. Pillsbury December Restructuring continues St. Paul/Travelers union and Kemper's sudden exit are just a few recent moves to hit agents Phil Zinkewicz March Déja vu—all over again Destor-owned insurers need to stick to their knitting Michael J. Moody, MBA, ARM June Workers compensation ... Where is it headed? Michael J. Moody, MBA, ARM July An industry at the crossroads S&P conference examines issues facing agencies and companies Phil Zinkewicz September The bricks and mortar island What has terrorism risk done to New York City’s insurance market? Emanuel Levy October The quintessential extension Independent agents must Keep the pressure on Congress to continue TRIA Emanuel Levy November 120 ROUGH NOTES ARTICLE TITLE AUTHOR MONTH PAGE More assaults on public confidence Emanuel Levy December 108 Public Policy Analysis & Opinion—Politics and policy in the Southwest Kevin P. Hennosy January 15th Annual Rough Notes Marketing Agency of the Year Candidates January Today's insurance fraud has ‘Bonnie and Clyde’ overtones Innocent bystanders are pulled into a criminal act to defraud Phil Zinkewicz January What's in store for the P-C industry in 2004? An economist and two analysts present their views Samuel Schiff January Mold drives demand for new insurance coverage Insurance agents could be the insurer of last resort for toxic mold David J. Dybdahl, CPCU, ARM, MBA, and environmental damages and Steven J. Lemon, JD January Insurers share insights on agency profitability Panelists at NAMIC meeting explain process for monitoring their agency forces Dave Willis January Young Agent Forum—At the crossroads Active involvement in legislative issues is critical to the future of young agents and brokers Keith Riley, AAI February Public Policy Analysis & Opinion—Show me’ the claims Kevin P. Hennosy February Riding the waves of success John King and Southern Insurance Agency creatively meet North Carolina's coastal challenges Elaine Tolen February Coverage Concerns—Lessons learned from high-rise fires Roy C. McCormick March Industry groups rally under banner of tort reform |.1..-sponsored industry forum focuses on widening effects of high tort costs Phil Zinkewicz March Young Agents—Aiming for the summit Michigan native Michael McCarron heeds the call of the Rockies to build his career Elaine Tolen March Public Policy Analysis & Opinion—Bogus health plans threaten public trust Kevin P. Hennosy March Taking pulse of the agency acquisition market Public company executives share insights on agency purchases Thomas A. McCoy March CPCU president discusses the Society and the industry Hugh McGowan sees new insurer managements as more stable Bruce D. Hicks, CPCU March Cleaning up Cooperation between disaster restoration companies and agencies resuits in quicker resolution and lower claims Phil Zinkewicz March Whence goeth the agent? Dire predictions aside, they're here to stay, cognoscenti claim Dennis H. Pillsbury March Is the hard market going soft? Don't confuse healthy competition with a soft market Scott M. Primiano March Indiana Dave and the insurer of doom Insurance archaeologist helps keep matters out of litigation Dennis H. Pillsbury March Coverage concerns—Iidentity theft Roy C. \weCormick April Rough Notes presents Community Service Award Bob Bloss April Public Policy Analysis & Opinion—Mad crop insurance Kevin P. Hennosy April AAIS Coverage Perspective—Coinsurance: Why and how? Robert J. Prahl, CPCU April Public Policy Analysis & Opinion—Meltdown in Manhattan Kevin P. Hennosy May Agency of the year and still having fun The Heffernan Group continues strong growth by remaining true to its core philosophy Dennis H. Pillsbury May Young Agents—On the fast track Pauline Black's short insurance career is full of accomplishments Elaine Tolen May Celebrating the extraordinary The National Alliance and Rough Notes to honor America’s 25 most innovative agents May Bach to basics Financial guru David Bach talks straight on money, marriage, mortgages, and more Elisabeth Boone, CPCU May Public Policy Analysis & Opinion—Chairman Oxley's triptik for summer travel Kevin P. Hennosy June The clock is ticking As expiration of the Terrorism Risk Insurance Act looms, industry leaders seek solutions Phil Zinkewicz June Higher education Chubb’s producer school enhances skills with real life practice Barbara A. Morris June The day that changed the world The 9/11 attacks changed the rules for insurers and the public at large Phil Zinkewicz July Public Policy Analysis & Opinion—Presumptive preemptions Kevin P. Hennosy July Young Agents—Building on tradition Bill Wetzel continues his family agency's success by learning from the past and looking to the future Elaine Tolen July Enterprise Risk Management—ERM-Another view Michael J. Moody, MBA, ARM July Young Agent Forum—What do they have in common? Bill Connolly, AAI, CIC August Risk Managers’ Forum—Risk management ethics Marilyn B. Hollar, CRM, ARM August Public Policy Analysis & Opinion—NAIC’s new regulatory roadmap looks promising Kevin P. Hennosy September Reinsurance trends The outlook remains problematic Michael J. Moody, MBA, ARM September PIA moves forward under new leadership Association focuses on supporting agents’ expanding roles Phil Zinkewicz September Young Agents—Brother and sister team Co-owners grow Rhode Island family agency Elaine Tolen September DECEMBER 2004 M_ASRPKEECTIIANLGT Y LSUENRVEISN TG HTEHUE MBHIRSEPALNLIAC MMAARRKKEE T ~ seting on Tico TRAINING COMMITMENT COMABNDI NIGNOGO D GBOUOSDI NWEOSSR KS BAFNUKE-LSO WNGERDO WTAHG ENATC Y PRACTICES oe ARTICLE TITLE AUTHOR MONTH PAGE The Rough Notes Company Community Service Award Robert N. Kretzmer, CIC, CPIA October 14 Public Policy Analysis & Opinion—Hurry up and wait Kevin P. Hennosy October 60 The 25 most innovative agents in America The National Alliance honors creativity and ingenuity that has bred success October Enterprise Risk Management—ERM's missing pieces Michael J. Moody, MBA, ARM October Irma Award recognizes insurance professionals Otmara Linares receives this year’s honor Bob Bioss October Global Marketplace—u.S. insurers look overseas for growth Phil Zinkewicz November Coverage Concerns—Hurricane fallout Roy C. McCormick November Weathering the hurricane season Independent agents braved seemingly relentless hazards to help insureds through this year's storms Phil Zinkewicz November And the winners are... CSR award recipients show strength, savvy, and super service skills Elisabeth Boone, CPCU November Risk Managers’ Forum—Dealing with emergencies Don H. Donaldson, CIC, CRM December Striving to make housing insurance affordable Groups cooperate in effort to provide low- and moderate-income residents with affordable insurance Phil Zinkewicz December Young Agents—A strategy for success John Olivieri, Jr., puts his career plan in action Elaine Tolen December Special Report—The implications of the Spitzer investigation December Benefits Business—Health plans stay but change Len Strazewski January Benefits Business—Medicare changes expand insurance horizon Len Strazewski March Our aging health care program Aging baby boomers experience boom in health care costs Lori Widmer April Benefits Business—Voluntary benefits Len Strazewski April Benefits Business—Growth in consumer-directed plans anticipated Len Strazewski May Benefits Business—Employee benefits for smaller accounts Len Strazewski June Good news in health care? With comp and group health in meltdown, wellness programs offer mitigation George “Rusty” Capulet June Injury to college athlete can eliminate hope of pro career NCAA‘s disability coverage insures student-athletes who have pro potential and provides coverage for 360,000 others Samuel Schiff June Benefits Business—interest in mental health treatment grows Len Strazewski July Benefits Business—Campaign rhetoric Len Strazewski September Benefits Business—Improving the health of health care coverage costs Len Strazewski October Benefits Business—Building a better benefits business Len Strazewski November Value-added service is key to writing benefits business Web-based service can help agents compete with the mega-brokers Len Strazewski December Diversification or specialization? This Omaha agency says “yes” to both and offers clients a menu of consulting services Len Strazewski December Winning Strategies—What the boss does the agency does Roger Sitkins January Producer-Related Issues—Build on your best skill Michael J. Weinberg January Lessons in Leadership—People don't ieave companies ... they leave their managers Robert L. Bailey February Strengthening the Front Line—Overcoming a case of silence-itis Emily Huling, CIC, CMC February Agency Financial Management—Agency acauisitions—from the buyer's perspective Paul J. DiStefano, CPA, CPCU February Customer Service Focus—Tailored customized service fits clients’ individual needs M. Rita Hollada, CPCU, CIC, CPAI February Lessons in Leadership—Big words-Little impact Robert L. Bailey March Agency Financial Management—Selling the agency Paul J. DiStefano, CPA, CPCU March The Five Star agency Massachusetts association designs program to help members achieve excellence Dennis H. Pillsbury March Producer-Related Issues—Change is in the air Michael J. Weinberg March 116 Winning Strategies—Obstacles to profitable growth Roger Sitkins March 138 Customer Service Focus—Connecting with clients is crucial Annette Jackson, CIC, ARM March 140 122 ROUGH NOTES ARTICLE TITLE AUTHOR MONTH i \C] Customer Service Focus—Get ready, get set, go! Connie Clarke, CIC, CPCU, AIM, AIS, CPIW April 30 Lessons in Leadership—I'm losing my patience! Robert L. Bailey April 34 Agency Financial Management—Agency financial planning and decision making Paul J. Di Stefano, CPA, CPCU, and Jesse J. Watkins April Producer-Related Issues—Start from scratch Michael J. Weinberg April Customer Service Focus—With E&O, the buck stops here Ted A. Kinney, CIC, CPCU, ARM May Risk Managers’ Forum—When accidents happen, take action Mark Gaskamp, CRM, ARM, CPCU May Strengthening the Front Line—Measuring successful training Emily Huling, CIC, CMC May Agency Financial Management—Agency growth-reacting to opportunity Paul J. Di Stefano, CPA, CPCU, and Thomas Pepe June Producer-Related Issues—Staying in touch Michael J. Weinberg June Customer Service Focus—What's your communication style? Lynn DellaCroce, CIC, CPIW June Winning Strategies—Accelerating agency momentum Roger Sitkins June Lessons in Leadership—| wish my boss would read this Robert L. Bailey June Customer Service Focus—The rest of the story Jerry Montgomery, CIC, CUTCF July Strengthening the Front Line—Agency ownership changes call for extra customer TLC Emily Huling, CIC, CMC July Agency Financial Management—Obstacles that can block an agency sale Paul J. DiStefano, CPA, CPCU July Producer/Manager Development—Hiring producers William W. Harwood August Lessons in Leadership—Building a customer-focused organization Robert L. Bailey August Winning Strategies—The three greatest dangers Roger Sitkins August Producer-Related Issues—Reinventing enthusiasm Michael J. Weinberg August Agency Financial Management—Deals: Price vs. structure Paul J. DiStefano, CPA, CPCU September RiskProNet members boost training New blood helps perpetuation and long-range independence Dennis H. Pillsbury September Producer/Manager Development—Impact screening and interviewing William W. Harwood and Nancy Langton September Producer-Related Issues—Pushing the limits Michael J. Weinberg September Agency Financial Management—Agency ownership considerations-Stretching the envelope Paul J. DiStefano, CPA, CPCU October Customer Service Focus—Are all CSRs created equal? Sean Neumayer October Producer/Manager Development—Hiring the right talent: Closing the deal William W. Harwood October Lessons in Leadership—Quick! Name a truly great leader Robert L. Bailey October Strengthening the Front Line—Ideas for office fun(d) raising Emily Huling, CIC, CMC November Agency Financial Management—Agency purchase and sale agreements Paul J. Di Stefano CPA, CPCU, and Thomas Pepe November Winning Strategies—Effectively wearing the three hats Roger Sitkins December Producer/Manager Development—Welcoming a new employee into your company William W. Harwood December Agency Financial Management—Selling the agency Paul J. Di Stefano, CPA, CPCU December Lessons in Leadership—‘There’s nothing | can do—it's a management decision” Robert L. Bailey December Producer-Related Issues—“Raw” recruits—a good choice? Michael J. Weinberg December Boosting Sales Efficiency—Plateau of progress Michael Jans January Growth Strategy Review—Protecting the downside of M&A transactions G. Edward Kalbaugh January New dimensions in personal Lines The Hartford Dimensions plan tracks insureds through their driving lifetime Elisabeth Boone, CPCU January Risk sermons David Mair preaches ERM to senior management Lori D. Widner February Se habla seguro: We speak insurance Two Hispanic agents associations educate and insure the growing Latino market Elisabeth Boone, CPCU February Program administration keeps MGA in touch with opportunities MacNeill Group executives see their services to insurers as complementary to program creation Phil Zinkewicz February Target Markets meeting hits the bulls-eye Association brings program administrators together Phil Zinkewicz February Enterprise Risk Management—Captives ... still viable? Michael J. Moody, MBA, ARM February ERM gains traction Seminole Electric Cooperative sees benefits of ERM Michael J. Moody, MBA, ARM March Enterprise Risk Management—Alternative Risk Transfer (ART) update Michael J. Moody, MBA, ARM March A school for agents Classes, assignments and grade help APPEX agents earn A's in performance Elisabeth Boone, CPCU March Enterprise Risk Management—A change in direction for captives? Michael J. Moody, MBA, ARM April Targeting the upper end of small business market The Hartiord’s new unit provides customized service to clients with $5 million to $15 million in revenues Phil Zinkewicz April HR services add value and profit Helping clients handle personnel functions can be a lucrative market Phil Zinkewicz April Boosting Sales Efficiency—Niches to riches Michael Jans April Broad management liability coverage is critical for smaller companies Zurich package addresses variety of management exposures Sandra Grant Carcione April Back in the game A dynamic new leader builds a regional powerhouse with Citizens and Hanover agents Elisabeth Boone, CPCU May Enterprise Risk Management—Birds of a feather Michael J. Moody, MBA, ARM May Solving the industry problem Marketing is not the same as sales Phil Zinkewicz May Enterprise Risk Management—ERM and value creation Michael J. Moody, MBA, ARM June DECEMBER 2004 q TS TURNING A LARGE - A DOMINANT AGENCY INDIANA AGENCY FOCUSES a ITSELF ON CORE COMPETENCIES. SMALL COMMERCIAL BUAIGLEDNICNGY AI N DOQUMEIBNEACN T INTERNAL PERPETUATION FBOICGU SR ESYUILETLDSS ALSO: NEWY ORI ATTORNEY nvGctE NER§AP RLOBm Ea OF] ARTICLE TITLE AUTHOR MONTH we] = Boosting Sales Efficiency—Ask the right questions Michael Jans June 64 Growth Strategy Review—Information security is critical to risk management G. Edward Kalbaugh June 96 Home sweet home-based business Survey shows most home-based businesses not adequately covered; many agents and companies have yet to discover this growing market Phil Zinkewicz June 124 Speaking their language Hispanic clienis provide Massachusetts agency with new ways to add value Thomas A. McCoy July 88 Enterprise Risk Management—Increased visibility for ERM Michael J. Moody, MBA, ARM August 12 Workplace health management Medcor provides 24/7 health services agents can offer clients Dennis H. Pillsbury August 40 Flood insurance — Is it for everyone? New products are geared to those in less flood-prone areas Phil Zinkewicz August 68 Workers comp solutions A potpourri of perspectives Dennis H. Pillsbury August 92 Recipe for success Regional bank's purchase of agency leads to success for both organizations Sandra Grant Carcione September 66 Enterprise Risk Management—Better things to do Michael J. Moody, MBA, ARM September 74 Customer Service Focus—Rant and rave customer service Donna Glover, CIC, CISR September 80 Sponsored Section—Target Markets Program Administrators Association September 87 Boosting Sales Efficiency—To market or not to market Michael Jans September Small commercial is big business at St. Paul Travelers The merger of titans brings focus and flexibility to this hot market Elisabeth Boone, CPCU October Managing the high risks of higher education AIG's approach to the increasingly complex risks of colleges and universities Elisabeth Boone, CPCU October Agencies “TAPP” Westfield educational opportunities Insurer hosts new producers for four weeks of training Sandra Carcione November Enterprise Risk Management—Too little too late? Michael J. Moody, MBA, ARM November The generational shift Studies reveal marked changes in younger employees’ attitudes; successful agencies share their strategies Phil Zinkewicz November Shifting into drive Progressive's new brand steers personal auto business toward independent agents Elisabeth Boone, CPCU December Enterprise Risk Management—A recipe for disaster Michael J. Moody, MBA, ARM December Knowledge is the core value Consultative selling highlights this Dayton agency's professionalism Dennis H. Pillsbury February Unique perpetuation plan aids growth Rhode Island agency reaches $20 million in revenue; dominates market Dennis H. Pillsbury March Integrity and relationships Langan-Insurance grows by being the agency of choice for employees clients and carriers Dennis H. Pillsbury April Continual reinvention Dealing with change leads to astounding success for Rutherfoord Dennis H. Pillsbury May Doing the right thing every day Philosophy leads to success for this Sherman Oaks California agency Dennis H. Pillsbury June Taming the new West Las Vegas’ oldest agency grows with the city Dennis H. Pillsbury July They never sleep 24/7 service and educated employees spark this New Jersey agency's growth Dennis H. Pillsbury August Having fun again Quebec agency uses proactive approach to revitalize growth Dennis H. Pillsbury September Strategic planning drives leap forward 80-year-old MBAH focuses on core competencies to move ahead Dennis H. Pillsbury October Going against the grain Cold calling and lots of small accounts fuel rapid growth for Nixon & Lindstrom Dennis H. Pillsbury November Creating a communication business Oregon agency sees its job as communication, not insurance Dennis H. Pillsbury December 124 ROUGH NOTES AUTHOR A little bit of country ... and a whole lot of family fun Small-town values and big-time entertainment spell Branson, Missouri, home of the Akers & Arney agency Elisabeth Boone, CPCU January Hub and spokes A decentralized structure and focused growth strategy make HUB International a powerful contender Elisabeth Boone, CPCU January Following your passion to profit Sport fishing boats, luxury vehicles, and race cars mean fun and profits for The Flood Group Elisabeth Boone, CPCU March HCC’s specialty line-up serves variety of agents’ needs Access to top-rated carrier comes either directly or through its owned-MGAs Sandra Carcione March Responding to change Napco opens global property coverages to smaller brokers Phil Zinkewicz April Elite troops tackle tough risks At The Mcintyre Group, special forces deliver smart solutions for complex risks Elisabeth Boone, CPCU April Niche know-how For Insurance Service of Asheville, niche marketing paves the way to profits Elisabeth Boone, CPCU May New century—New focus for Clarendon New model creates balance between ceding and retaining risks Phil Zinkewicz May Tough comp classes smart solutions Retailers gain mid-market savvy from Gallagher's Artex/Innovative Risk Services Elisabeth Boone, CPCU June How's the weather? When weather's a factor or an event is special, KF&C has answers Elisabeth Boone, CPCU June Sports, students, special events, and more When it comes to insuring these challenging risks, Summit America knows the score Elisabeth Boone, CPCU July The language of insurance From Afrikaans to Yiddish, Language Line Services helps agents clients and insurers communicate in 154 languages Elisabeth Boone, CPCU August Assurex Global hits 50 Group celebrates with $19 billion in premium; new tools for Partners Dennis H. Pillsbury August Managing malpractice risk Interactive modules that educate surgical patients may help reduce med mal losses Elisabeth Boone, CPCU September Glamorous niches, traditional principles of service New York City agency insures the realms of entertainment, fine arts and affluent individuals Phil Zinkewicz September National power, local markets Liberty Mutual's Regional Agency Markets opens doors for independent agents lisabeth Boone, CPCU September Bold moves Braishfield Associates forms insurance company to serve Florida homeowners market Phil Zinkewicz October ProMutual Group med mal strategy relies on teamwork Conservative agent-focused carrier expands beyond its Massachusetts origins Phil Zinkewicz October More than providers Fireman's Fund new management team stresses need to be recommenders Phil Zinkewicz November Breaking the rules Focused yet fun loving, ACUITY delivers the goods while bucking the trends Elisabeth Boone, CPCU December Ohio Casualty: Turning the corner to profitability A 20-point improvement in the personal lines combined ratio is only one sign that things are better Dennis H. Pillsbury December Personal Lines Selling—Building a better nest Troy Korsgaden January Risk Problems/Solutions—Beware the permitted driver! LeRoy H. Utschig, CPCU, ARM March Personal Lines Selling—Identifying the real prospect Troy Korsgaden March Personal Lines Selling—Staff training for best agency results-Part 1 Trov Korsgaden Aoril Personal Lines Selling—Staff training for best agency results-Part 2 Troy Korsgaden May Coverage Concerns—Property damage caused by animals Roy C. McCormick July Personal Lines Selling—Siaff training for best agency results-Part 3 Troy Korsgaden July AAIS Perspective—lIt's happy motoring, until there's a claim Joseph S. Harrington, CPCU August Coverage Concerns—The need for high personal liability limits Roy C. McCormick September Personal Lines Selling—Going beyond the call of duty Troy Korsgaden September Customer Service Focus—When a “no” answer results in no coverage Rodney R. Rezac, CIC, CPCU, ARM and Carol Middlekauff, ARM December Spring March Summer May Fall September Winter December Surety: Creating the win-win-win scenario ACSTAR CEO warns against repeating past mistakes Dennis H. Pillsbury January Contractors market Not much change since last year Larry G. France January DECEMBER 2004 ARTICLE TITLE ‘ AUTHOR MONTH PAGE The British are coming! Lloyd's continues to establish a greater presence in the U.S. marketplace Phil Zinkewicz February 16 Domestic employment liability grows Chubb's Masterpiece product helps reduce employers’ exposure Phil Zinkewicz February 38 Watercraft Not as many waves Larry G. France February EPLI comes of age Born in the go-go 1990s, employment practices liability is undergoing a market correction Phil Zinkewicz March 25 years of consistent growth in specialty market Black/White & Associates succeeds in hard and soft markets as traditional MGA aggregator and program specialist Elisabeth Boone, CPCU March Mining and more Casualty & Surety offers a hungry market for mining and other risks Dennis H. Pillsoury March Specialty Lines focus for 2004 What is your ROE (Return on Effort)? Larry G. France March The sizeable market in special events In an increasingly litigious society even local fund-raising events need coverage Julianne Johnson April Directors and officers—Taking a hard look at the hard market Employment practices and merger activity are leading drivers of claims Phil Zinkewicz April PF&M at a Glance—Mortgageholders E&O April Hospitality risks You have more choices in today’s market Larry G. France April Environmental exposure experts Beacon Hill helps agents meet specialized needs of environmental risks Len Strazewski April Sharp rise in securities litigation makes E&O underwriters jittery Both fee-for-service and commission-based advisors pay more for less coverage Ellis B. Simon April Flying High Aviation Risk Consulting combines expertise and personal service to create a smooth flight for independent agents Elaine Tolen May Protecting the decision makers Critical aspects of private company D&O insurance Richard G. Clarke, CIC, CPCU, RPLU May Special Section—AAMGA May Special events, promotions, weather, and prize indemnification A chance to be creative Larry G. France May Rockwood hones its EPLI program Company offers flagship product along with workflow innovations Phil Zinkewicz June Employment practices liability insurance Overall, the EPL! market is in a level pricing mode with fewer markets more selective underwriting, and markets unwilling to “give” away enhancements Larry G. France June Serving the church market requires increasing sophistication Sexual misconduct exposures, high value property are concerns; captives gain market share Kristin Woods, CIC, AAI, CPIA, CSE July The umbrella is open and so is the market Recent reports from markets indicate that capacity is abundant and pricing has leveled off for most classes of business Larry G. France July When the mere threat of a storm can cause a loss ACE USA introduces weather products providing business interruption coverage when insured property isn't damaged Sandra Grant Carcione July Trucking market is very stable unless ... interest rates begin to rise, new markets unwisely try to buy business, fuel prices continue to increase, hiring standards are lowered to address the need to add drivers Larry G. France August Leisure risks Pay for play Larry G. France September Designing insurance Top carriers and underwriting savvy make PDI a go-to market for design professionals E&O Elisabeth Boone, CPCU October Special Section—Professional Liability Underwriting Society (PLUS) Phil Zinkewicz October GE ERC's selective strategy for program business Insurer builds close and careful ties with MGAs and MGUs Phil Zinkewicz October Professional liability The hard market persists, as well as the need for coverage Larry G. France October Sports-related promotions can be a real home run Anywhere there's an athletic contest and a business looking for exposure, agents and insurers have an opportunity Bob Bloss October Apartments/condominiums Location, location, location Larry G. France November ASPN resource fair offers specialty market expertise Well-attended sessions and networking highlight the Banff meeting Dennis H. Pillsbury November PF&M at a Glance—Media/Communications Liability December Insuring fame and fortune From its beginnings as an insurer of professional sports, Sutton & Co. expands to cover entertainers and corporate executives Phil Zinkewicz December 2005 Specialty market and company preview Larry G. France December 126 ROUGH NOTES ARTICLE TITLE AUTHOR MONTH Agency Marketing Technology—Effective e-mail marketing Steve Anderson January Local talent Agents researching agency management systems should consider regional vendors Nancy Doucette January Fifteen-minute turnaround CCBsure launches rating binding and self-service Web site for small IT companies Len Strazewski January Scan strategically A moderate approach to scanning reduces E&O exposures and eliminates workflow headaches Nancy Doucette February Turning information into answers SilverPlume enhances its Sage product to provide better access to information Len Strazewski February Important decisions Using interface to enhance agency operations Bill Jenkins March Maximizing Automation—The lowdown on download Wanda Shumaker March Technology do-it-yourselfer Sometimes you have to build your own technology soluiion to avoid compromising what makes your operation unique Nancy Doucette March Look before you ieap If you're going to change your agency management system, you need to manage that change effectively Nancy Doucette April Agency Marketing Technology—Legal e-mail marketing Steve Anderson April Information ... The missing link Advisen product levels the information playing field for smaller agents and brokers Michael J. Moody, MBA, ARM May The time is now IVANS' new resident says it's really time for real-time Nancy Doucette May Maximizing Automation—To scan or not to scan Wanda Shumaker May HSB offers online rating for equipment breakdown InstantQuote quotes and binds most coverage in five minutes Dennis H. Pillsbury June Technology choices The McLaughlin Company opts for in-house management system with outside IT consultant Len Strazewski July Agency Marketing Technology—Staying in touch from anywhere Steve Anderson July Adventures in technology Save on your phone bill by using your PC to make phone calls Bill Jenkins August Redefining the PEO Advantec expands the offerings typically offered by professional employment organizations Len Strazewski August ASPs reduce agents’ technology headaches Agents turn to application service providers for benefits and cost reductions John Chiwis September Pushing the virtual envelope Riskclick streamlines carrier workflows, converts information submitted in any format into a single consistent digital file Nancy Doucette September Maximizing Automation—A quick refresher Wanda Shumaker September The rise of the Blue Goose Mississippi merger spawns growing agency services company, which is spun off into independent venture John Chiwis October Fulfilling the technology promise Agency Systems offers agency management solution designed to enhance efficiency and increase productivity Virginia M. Bates November Beyond 24/7 Advanced Automation helps agencies understand that customer service alone will not build their business Nancy Noucette November Thinking big With an eye on the future, AMS parent company changes name to Vertafore Nancy Doucette December Maximizing Automation What's in your refrigerator? Wanda Shumaker December Will we ever get it right? Considerations in going paperless Virginia M. Bates January COSO framework on ERM is half-baked Michael J. Moody, MBA, ARM April Too much of a good thing Workers at a microwave popcorn plant face occupational disease threat Michael u. Moody, MBA, ARM September On the horns of a dilemma Contingent commissions come under fire Michael J. Moody, MBA, ARM October Financial statement insurance: An idea whose time has come Michael J. Moody, MBA, ARM November Fighting insurance fraud: The collaborative battle Bernd G. Heinze, Esq. December DECEMBER 2004