Table Of Content

ANNUAL INDEXO FA RTICLES 2005 natS —_ PROVO FROM $1 MLL/ON 1 REVENUE $e ey $19 MILLION IN 12 YEABS who wit | nm, BE THE 2004 « AGENCY OF THE YEAR? SMALL MARKET AGENCY PRODUCES $2.3 MILLION IN REVENUES, 30°. PROFIT ALSO: NETWORK GIVES on OF CAPTIVE OPTIONS ARTICLE TITLE AUTHOR MONTH PAGE Group captives The wave of the future? Michael J. Moody, MBA, ARM March Creating captives the right way ICS sets up group captives where the agency has skin in the game Dennis H. Pillsbury March Benefits of captive ownership Fast tracking removes hurdles to employee benefit inclusion Michael J. Moody, MBA, ARM April An overlooked advantage Investment income can play a significant role in captive finances Michael J. Moody, MBA, ARM April Captives continue to provide opportunities Small to mid-sized companies are foreseen as a growth market Michael J. Moody, MBA, ARM June A fully funded product for nursing homes American Safety Insurance establishes cell captives for individual insureds Phil Zinkewicz July The world’s risk capital Bermuda provides a strong regulatory environment that allows for innovation Michael J. Moody, MBA, ARM July Enterprise Risk Management—Captive required? Michael J. Moody, MBA, ARM August PAR-excellence Agents E&O captive prospers thanks to strong loss control that emphasizes quality customer service Michael J. Moody, MBA, ARM August Captive education ICCIE offers comprehensive core curriculum for captive professionals Michael J. Moody, MBA, ARM August Vermont: The gold standard With 740 captives, Vermont is the leading domicile in the U.S. Michael J. Moody, MBA, ARM August Can med mal market attain long-term health? Tort reform can only go so far in solving woes of this captive-dominated business Michael J. Moody, MBA, ARM September Captive collateral concerns Success of a captive formation often hinges on collateral requirements; LOCs and 114 Trusts are leading options Michael J. Moody, MBA, ARM October Captive premium deductibility Recent IRS revenue rulings may shed new light for captive users Michael J. Moody, MBA, ARM October RRGs on the hot seat GAO report misses the mark as it relies on faulty statistics Michael J. Moody, MBA, ARM November Bermuda's influence spreads MGAs look to Bermuda for new opportunities Michael J. Moody, MBA, ARM November Right time, right place SB&T's early recognition of the captive opportunity helped make it a leader in the field Michael J. Moody, MBA, ARM December The Katrina effect Growing CAT exposures require new thinking Michael J. Moody, MBA, ARM December Classifying Risk—Fire up Linda D. Ferguson, CPCU January Risk Management—The unsolicited information endorsement Donald S. Malecki, CPCU January PF&M at a Glance—Principles of surety bonding February Risk Managers’ Forum—Certificates of insurance—A look at the basics Craig F. Stanovich, CPCU, CIC, AU, and William K. Austin February PF&M at a Glance—Time element coverage forms overview March Risk Management—Product vendors coverage Donald S. Malecki, CPCU March Classifying Risk—Sounding the alarm Linda D. Ferguson, CPCU March Product recall insurance Recent problems with pharmaceuticals have pushed this coverage into the spotlight Phil Zinkewicz March Risk Management—Get it in writing Donald S. Malecki, CPCU April Lloyd’s syndicate marches into the U.S. Beazley is first to open U.S. office to write small to mid-sized risks Phil Zinkewicz May 120 ROUGH NOTES ANNUAL INDEXO FA RTICLES 2005 natS —_ PROVO FROM $1 MLL/ON 1 REVENUE $e ey $19 MILLION IN 12 YEABS who wit | nm, BE THE 2004 « AGENCY OF THE YEAR? SMALL MARKET AGENCY PRODUCES $2.3 MILLION IN REVENUES, 30°. PROFIT ALSO: NETWORK GIVES on OF CAPTIVE OPTIONS ARTICLE TITLE AUTHOR MONTH PAGE Group captives The wave of the future? Michael J. Moody, MBA, ARM March Creating captives the right way ICS sets up group captives where the agency has skin in the game Dennis H. Pillsbury March Benefits of captive ownership Fast tracking removes hurdles to employee benefit inclusion Michael J. Moody, MBA, ARM April An overlooked advantage Investment income can play a significant role in captive finances Michael J. Moody, MBA, ARM April Captives continue to provide opportunities Small to mid-sized companies are foreseen as a growth market Michael J. Moody, MBA, ARM June A fully funded product for nursing homes American Safety Insurance establishes cell captives for individual insureds Phil Zinkewicz July The world’s risk capital Bermuda provides a strong regulatory environment that allows for innovation Michael J. Moody, MBA, ARM July Enterprise Risk Management—Captive required? Michael J. Moody, MBA, ARM August PAR-excellence Agents E&O captive prospers thanks to strong loss control that emphasizes quality customer service Michael J. Moody, MBA, ARM August Captive education ICCIE offers comprehensive core curriculum for captive professionals Michael J. Moody, MBA, ARM August Vermont: The gold standard With 740 captives, Vermont is the leading domicile in the U.S. Michael J. Moody, MBA, ARM August Can med mal market attain long-term health? Tort reform can only go so far in solving woes of this captive-dominated business Michael J. Moody, MBA, ARM September Captive collateral concerns Success of a captive formation often hinges on collateral requirements; LOCs and 114 Trusts are leading options Michael J. Moody, MBA, ARM October Captive premium deductibility Recent IRS revenue rulings may shed new light for captive users Michael J. Moody, MBA, ARM October RRGs on the hot seat GAO report misses the mark as it relies on faulty statistics Michael J. Moody, MBA, ARM November Bermuda's influence spreads MGAs look to Bermuda for new opportunities Michael J. Moody, MBA, ARM November Right time, right place SB&T's early recognition of the captive opportunity helped make it a leader in the field Michael J. Moody, MBA, ARM December The Katrina effect Growing CAT exposures require new thinking Michael J. Moody, MBA, ARM December Classifying Risk—Fire up Linda D. Ferguson, CPCU January Risk Management—The unsolicited information endorsement Donald S. Malecki, CPCU January PF&M at a Glance—Principles of surety bonding February Risk Managers’ Forum—Certificates of insurance—A look at the basics Craig F. Stanovich, CPCU, CIC, AU, and William K. Austin February PF&M at a Glance—Time element coverage forms overview March Risk Management—Product vendors coverage Donald S. Malecki, CPCU March Classifying Risk—Sounding the alarm Linda D. Ferguson, CPCU March Product recall insurance Recent problems with pharmaceuticals have pushed this coverage into the spotlight Phil Zinkewicz March Risk Management—Get it in writing Donald S. Malecki, CPCU April Lloyd’s syndicate marches into the U.S. Beazley is first to open U.S. office to write small to mid-sized risks Phil Zinkewicz May 120 ROUGH NOTES ARTICLE TITLE AUTHOR MONTH PAGE Risk Management—Electronic data and the CGL Donald S. Maiecki, CPCU May 138 Risk Management—Maneuvering through the quicksands of agreed value Donald S. Malecki, CPCU June 124 Risk Management—A subtle shift Donald S. Malecki, CPCU July 58 Business interruption insurance—Death protection for a business Business interruption insurance is a must for small businesses— as much as it is for large enterprises Phil Zinkewicz July Classifying Risk—Component parts Linda D. Ferguson, CPCU July PF&M at a Glance—ISO limits garage policy coverage to dealerships August Coverage Concerns—Binding coverage Roy C. McCormick August Agency-Insurer Productivity—Underwriting the inner-city market Walter Bateman Il, CPCU, ARM September Risk Managers’ Forum—Applying risk management principles to smaller accounts Danny Eitingon, Ph.D., CIC, CPCU, ARM September Good news in the property market Affiliated FM makes significant inroads in the middle market Dennis H. Pillsbury September PF&M at a Glance—Business Auto Policy October Risk Management—Technology E&O insurance and the CGL Donald S. Malecki, CPCU October PF&M at a Glance—Commercial general liability coverage November A world of risk on land, sea and inland waterways Ocean marine insurance is the “unsung hero” Emanuel Levy November Risk Management—“Employee dishonesty” isn’t always what it seems Donald S. Malecki, CPCU November Could it really be this easy? A bold new risk management approach—doctors tell the whole truth and apologize Michael J. Moody, MBA, ARM November Risk Management—internet-related exposures involving advertising and personal injury Donald S. Malecki, CPCU December Coverage Concerns—Babysitting liability Roy C. McCormick December Risk managers face changing market A softening market—even in D&O—and the regulatory environment combine to create challenges for risk managers Phil Zinkewicz March Reserves data may hold clue to overall market direction Insurers’ liability reserves show good progress, but improvements appear to be ending Phil Zinkewicz March Not all gloom and doom Regulators see worth of contingent commissions for small and mid-sized agencies Phil Zinkewicz May TR!A—Temporary expedient or permanent protection? Congress wrestles with its role regarding terrorism insurance Phil Zinkewicz October The buck has stopped Brokers ‘fess up and pay up Phil Zinkewicz December Public Policy Analysis & Opinion—They who pay the piper Kevin P. Hennosy January 16th Annual Rough Notes Marketing Agency of the Year Candidates January Meet me at the MEGA The National Alliance serves up a rich blend of education networking and fun Elisabeth Boone, CPCU January By design and designation: Hurzeler at the helm Bruce D. Hicks, CLU, CPCU January Looking ahead Analysts foresee bottom-line woes for insurers in '05 Phil Zinkewicz and Kevin P. Hennosy January Back to the future Catastrophe reinsurance pricing softens; modeling reduces volatility Phil Zinkewicz February Young Agent Forum—Witness history in the making Joey O'Connor, CIC February Public Policy Analysis & Opinion—Mr. Excitement goes to New Orleans Kevin P. Hennosy February Industry in turmoil Congress, regulators and stockholders have brokers and carriers in their crosshairs Phil Zinkewicz February MGAs play the company game Computer-assisted exercise helps young MGAs understand what it takes to run an insurance company Phil Zinkewicz March Public Policy Analysis & Opinion—A traveling feast? Kevin P. Hennosy March Young agents excel For second consecutive year, Illinois young agents win IIABA’s top award March Young Agents—Big city success in the country Jeff Greer ouilds a thriving agency in his rural Kentucky hometown Elaine Tolen March Public Policy Analysis & Opinion—A million here, a million there... Kevin P. Hennosy April Rough Notes presents Community Service Award Bob Bloss April The house that agents built A week in Nicaragua challenges the muscles, minds and hearts of some high-powered agency owners—and forges bonds time and distance won't break Elisabeth Boone, CPCU April From strategic leaders to strategic thinking CPCU Society president urges members to follow their dreams Bruce D. Hicks, CLU, CPCU April Risk Managers’ Forum—Safety committees and their challenges Doug Smith CPCU, CLU, ARM April Coverage Concerns—Misrepresentation in application may result in coverage denial Roy C. McCormick May Public Policy Analysis & Opinion—The NAIC and Smart Act falter Kevin P. Hennosy May O, what a difference Rutherford continues unique innovations that resulted in its winning Agency of the Year Dennis H. Pillsbury May When disaster strikes—Will your agency be ready? New ACT report offers preparation ideas lists of resources Phil Zinkewicz June DECEMBER 2005 TECHNMGOA ULTILIOZESG CUYSTO:MIZE D SANCm eNG. Rough Notes FOCUS ON RELATIONSHIPS IOWA-BASED AGENCY PRODWUICTHE S 20S TERMOPNLGO YEGERSO WTH GRBUOIWLTDHS FPLLEAXTIFBOLER M PURAS UTIETA Ma OmFE FAFLOLR T TYIPNE S ¢.. FFUUNE LWDSOA LRSLKUA CSCE ENASVGSIE RNOCATNY M TEHNITS ACtOU ALSO. VERMONT CAPTIVE MARKET CONTINUES RAPID GROWTH ARTICLE TITLE AUTHOR MONTH PAGE Public Policy Analysis & Opinion—Reinsurance deals raise eyebrows Kevin P. Hennosy June 48 Young Agent Forum—Start spreadin’ the news... Ken White June 52 A perfect fit Agency owner Lisa Ip finds a niche in the largely untapped Asian market—in her own backyard Elaine Tolen June 78 Risk Managers’ Forum—Contingent commission agreements: Commonplace yet controversial Roger Wade, ACAD, MAAA June 84 Public Policy Analysis & Opinion—The demise of New York insurance regulation Kevin P. Hennosy July 16 Baby boomers boom their way toward golden years Survey indicates that, as in all areas of their lives, baby boomers will change the retirement landscape Phil Zinkewicz July 106 Golf tournament reaches out to kids Making a difference and building the brand Dennis H. Pillsbury August 34 Public Policy Analysis & Opinion—A habit, not a guidepost Kevin P. Hennosy August 40 Public Policy Analysis & Opinion—A voice of reason Kevin P. Hennosy September 28 Young Agents—into the ring Despite stiff competition, New York agency owner Michael Cracco has come out a winner Elaine Tolen September 42 Where is compensation headed in post-Spitzer era? Aon and USI executives give their views at S&P conference panel Phil Zinkewicz September 52 Weathering the privacy legislation blizzard With a flurry of personal information protection legislation in the works on Capitol Hill, PIA National seeks to clarify key issues Nancy Doucette September 178 Continuing education The Hartford's agent school offers training on several levels Phil Zinkewicz September 218 Agents getting “flood smart,” selling more through FEMA initiative New legislation brings changes to flood insurance program Dave Willis October 16 The Rough Notes Company Community Service Award An award honoring insurance professionals Robert N. Kretzmer, CIC, CPIA October 32 Loyalty and a can-do attitude exemplify 2005 Irma winner Sandra Carcione October 70 Public Policy Analysis & Opinion—Reinsurer of last resort Kevin P. Hennosy October 74 Bracing for the worst Lessons learned from Katrina; agents respond to Hurricane Katrina Phil Zinkewicz November 30 Public Policy Analysis & Opinion—Perchance a Utopian dream Kevin P. Hennosy November 52 Turning a job into a career Getting connected with other young agents and industry veterans helped Rowdy Nutt develop his career Elaine Tolen December 32 AAIS Perspective—Evolving households Joseph S. Harrington, CPCU December 62 The Rough Notes Company Community Service Award Nomination deadline is approaching December 80 Co-winners share CSR of the Year Award This year's essay focuses on what producers can do to help CSRs Phil Zinkewicz December 92 Young agents’ accomplishments grow For third consecutive year, Illinois young agents triumph December 100 Talk about a strained relationship! Insurers sue agents who play fast and loose with rules of business Dennis H. Pillsbury December LIFE/HEALTH & FINANCIAL SERVICE Making the case for IDM Integrating WC, LTD, STD makes more than alphabet soup Michael J. Moody, MBA, ARM February Benefits Business—Cross-selling: The new reality Len Strazewski March Benefits Business—Achieving wellness Len Strazewski May Benefits Business—The agent's role in communicating benefits features Len Strazewski June What routes to growth for financial services firms? Executives look toward more acquisitions alliances; creation of entrepreneurial culture Phil Zinkewicz June Benefits Business—Investing in EAPs—Employee assistance programs Len Strazewski July Benefits Business—tt's catching Len Strazewski August Benefits Business—Benchmarking employee benefits Len Strazewski September Benefits Business—Encouraging wellness through incentives Len Strazewski November Voluntary benefits are big business P/C agents boost profits with The Hartford's products and expertise Elisabeth Boone, CPCU December 122 ROUGH NOTES ARTICLE TITLE AUTHOR MONTH PAGE EMENT Strengthening the Front Line—There is no magic bullet Emily Huling, CIC, CMC January Customer Service Focus—How productive are your CSRs? Jim Cuprisin, CIC, CRM, ARP February Producer-Related Issues—Take this job and love it Michael J. Weinberg February Lessons in Leadership—Service the old-fashioned way Robert L. Bailey February Producer/Manager Development—Retaining top performers Nancy M. Langton and William W. Harwood March Agency Financial Management—Structuring joint ventures Paul J. Di Stefano, CPA, CPCU March Lessons in Leadership—Span of no control Robert L. Bailey March Customer Service Focus—Tyranny of the urgent Charles Matejowsky, CIC, LUTCF March Strengthening the Front Line—Performance evaluations Emily Huling, CIC, CMC March Maximizing Automation—First ... and lasting impressions Wanda Shumaker March Building Equity Value—Don't sell yourself short Patrick T. Linnert & Daniel E. Skowronski April Building a high-performance agency infrastructure What happens when all employees are actively engaged in meeting the agency's goals? Penny Ciaburri April Customer Service Focus—Essential E’s for successful customer service Mary |. Husk, CIC, CRM, CPCU April Lessons in Leadership—it’s Mom’s fault Robert L. Bailey April Satisfaction (not) guaranteed A negative shift in employee attitudes—combined with changing needs and preferences—forces employers to re-think workplace strategies Phil Zinkewicz April Winning Strategies—The case for full-time sales management Roger Sitkins May Strengthening the Front Line—Employees react to toxic work environments Emily Huling, CIC, CMC May Customer Service Focus—Quick tips for exceptional service Lynn DellaCroce, CIC, CPIW May Agency Financial Management—M&A documents Paul J. Di Stefano, CPA, CPCU May Producer-Related Issues—Selling a sales career on campus Michael J. Weinberg June Mastering agency management At The National Alliance MEGA Seminar, leading agents share their strategies Elisabeth Boone, CPCU June Customer Service Focus—Would have...could have...should have Joni Fairbrother, CIC, RPLU June Lessons in Leadership—Predicting the future Robert L. Bailey June Winning Strategies—The case for full-time service management Roger Sitkins June Agency-Insurer Productivity—Where have all the people gone? Walter Bateman, CPCU, ARM, and MaryAnne DiCanto June Building Equity Value—The building blocks of success Tom Schaetz, Megan Bosma and Mike Kish June Agency Financial Management—Agency mergers—Increasing probabilities for success Paul J. Di Stefano, CPA, CPCU July Customer Service Focus—Hurricane warning! Annette Jackson, CIC, ARM July Strengthening the Front Line—Get what you want out of your work life Emily Huling, CIC, CMC July Running an agency like a business Members of APPEX stress importance of a CEO’s commitment to financial and operational issues Thomas A. McCoy July Lessons in Leadership—Celebrity leaders are out! Robert L. Bailey August Customer Service Focus—Foundations of customer service Jim Cuprisin, CIC, CRM, ARP August Agency Financial Management—Managing acquisition discussions Paul J. Di Stefano, CPA, CPCU August Building Equity Value—Perpetuation architecture Wayne A. Walkotten, CPA August Winning Strategies—What are your responsibilities as a producer? Roger Sitkins September Customer Service Focus—Mentor and protégé Keri Morris, CIC, CISR, ACSR, AIM September Lessons in Leadership—They’re making adults younger Robert L. Bailey October Agency buys back agency After being bank-owned for three years, employees of the J.W. Terrill agency buy it back Phil Zinkewicz October Customer Service Focus—Winning Essay |: The four most constructive things a producer can do now to help CSRs Miranda Wescott, CIC, CISR October Winning Strategies—Dealing with the deadbeat producer Roger Sitkins October Agency Financial Management—Acquisition growth strategy Paul J. Di Stefano, CPA, CPCU October Building Equity Value—Driving organic growth through service staff management Chris Darst October Strengthening the Front Line—The psychology of getting work done Emily Huling, CIC, CMC November Lessons in Leadership—Accentuate the positive Robert L. Bailey November You're fired! Nine agents face The Ultimate Producer Challenge Dennis H. Pillsbury November Customer Service Focus—Winning Essay II: The four most constructive things a producer can do now to help CSRs Misty L. Kriskovich, CIC November Coaching agents to achieve better results Tom Hanson's clients have ranged from millionaire athletes to agency owners Bob Bloss November Agency Financial Management—Avoiding negotiation disasters Paul J. Di Stefano, CPA, CPCU November Agency-Insurer Productivity—“Honed” for the holidays: A resolution you can keep Scott Primiano December Customer Service Focus—Cash, kudos, or pizza .. . Sean Neumayer December Agency Financial Management—Dealing with market risk Paul J. Di Stefano, CPA, CPCU December Producer-Related Issues—Two a day Michael J. Weinberg December Choosing a marketing partner instead of a marketer Seven lessons to help you pick a winner Scott M. Primiano and Steve Jaffe January Boosting Sales Efficiency—The easiest money your agency can make Michael Jans January Enterprise Risk Management—ERM'ss future is brighter Michael J. Moody, MBA, ARM February More than lip service Travelers Personal Lines demonstrates its commitment to agents with its innovative products and services Phil Zinkewicz February DECEMBER 2005 MARKETING. WGAs LOOK TOB ERMUFODRA NE W. ‘SOLFORU ATS PEICIALOTY NNI CHE > ‘ ier>. *7 —con cn Rough wane Notes enn wee - 2 ¢ ) > BOUTIQUE AGENCY BECOMES DIVERSE ) $2.4 MILLION IN * FINANCIAL SERVICES FIRM REVENUES IN OKL RELAXED CALIFO RNA a PSTRYAOLCFEHI ITEHAVEEBL LPSES TRGAORGNEOGN,WC TYH OPNTECSW , FOGRE NEERXATTEIRONNA L ALSO: WHERE IS THE MEDICAL MALPRACTICE MARKET HEADED? INTERNAL CHANGE ARTICLE TITLE AUTHOR MONTH PAGE A Mexican agency's international reach Staying close to customers when your market is worldwide Thomas A. McCoy February Networking the globe Worldwide Broker Network plans to expand global organization Phil Zinkewicz February Enterprise Risk Management—Specs: Back in vogue Michael J. Moody, MBA, ARM March Agents and banks: New best friends Agents give InsurBanc high fives Phil Zinkewicz March The Beagle has landed Darwin Professional Underwriters leads evolutionary change in professional liability Dennis H. Pillsbury March Boosting Sales Efficiency—A case study of success Michael Jans March Enterprise Risk Management—Greatest threat to an organization Michael J. Moody, MBA, ARM April Agency-Insurer Productivity—Six steps to true carrier partnerships Walter Bateman, CPCU, ARM and Scott M. Primiano April Programs “r’ us St. Paul Travelers invites business from MGAs and retailers Phil Zinkewicz April Enterprise Risk Management—ERM: Slow movement or no movement? Michael J. Moody, MBA, ARM May Designer protection AIG attacks the upscale personal lines market with comprehensive protection and risk management services Phil Zinkewicz May Making worksite marketing work Agent strategies for delivering employee-paid personal lines products via employers Sandra Carcione May Survey probes factors influencing agents’ choice of carriers Agents and CSRs give views on claims handling, new business support and more; technology can be crucial differentiator Dave Willis June Boosting Sales Efficiency—Helping your agency grow Michael Jans June Enterprise Risk Management—Oh, what a tangled web we weave Michael J. Moody, MBA, ARM June Enterprise Risk Management—Whence cometh the CRO? Michael J. Moody, MBA, ARM July Comp for small businesses AmTrust and ASPN team up to offer unique product to independent agents and brokers Dennis H. Pillsbury September Boosting Sales Efficiency—Nine strategies to grow your agency Michael Jans September Cross-selling banking and insurance products Webster Financial builds elite sales teams made up of players from both sides of the enterprise Thomas A. McCoy September Sponsored Section—Target Markets Program Administrators Association September Enterprise Risk Management—SOx: Friend or foe? Michael J. Moody, MBA, ARM September Marketing Matters—Protecting your cheese Nanci Evarts September Equipment maintenance insurance Zurich product increases agent revenue while saving money for clients Phil Zinkewicz October Risk Managers’ Forum—Claim audits—A value added service Sarah Warhaftig, J.D. October Enterprise Risk Management—Something is missing Michael J. Moody, MBA, ARM October Regional brokers, global power Foreign markets open up to Globex International partners Elisabeth Boone, CPCU October Agency-Insurer Productivity—Channel marketing— Getting your message heard in a noisy world Walter R. Bateman, CPCU, ARM October Marketing Matters—Be prepared Nanci Evarts November Boosting Sales Efficiency—Marketing emphasis propels small town agency Michael Jans November Value-added services key to serving construction business Specialists grow by maintaining dialogue with contractors and total management of risk Sandra Carcione November Enterprise Risk Management—ERM advances Michael J. Moody, MBA, ARM November Enterprise Risk Management—Unlocking ERM’s potential Michael J. Moody, MBA, ARM December Adding financial products to the agency menu More agencies grow their business by expanding services Phil Zinkewicz December Revenue doubles in the Texas Panhandle Agency emphasizes selling as it grows to market dominance Dennis H. Pillsbury February Coaching success New business mantra fuels growth at Cobbs, Allen & Hall Dennis H. Pillsbury March 124 ROUGH NOTES ARTICLE TITLE AUTHOR MONTH PAGE Humble, shared success 146 employees create an overwhelmingly successful team at RJF Dennis H. Pillsbury April Nine decades of relationships Commitment to clients, personnel and company partners leads to success Dennis H. Pillsbury May Quality communication leads to excellence TrueNorth pushes to achieve a win/win every time Dennis H. Pillsbury June A generalist that focuses on service A culture of constant improvement keeps Deland, Gibson moving forward Dennis H. Pillsbury July Treating people with dignity and respect MHBT's culture fuels growth while having fun Dennis H. Pillsbury August Lessons learned Risk diversification works for agencies as well as insurers Dennis H. Pillsbury September Turning the corner Kessler's leadership uses tenacious focus to alchemize adversity into success Dennis H. Pillsbury October Transitioning to big In five years, Senn Dunn grows from boutique to diverse financial services firm Dennis H. Pillsbury November Stayin’ on Main Street BB&L stresses external consistency and internal change Dennis H. Pillsbury December Winning big in small commercial OneBeacon's new OnePac product is a “BOP package” tor 300+ classes Elisabeth Boone, CPCU February Public entity power Fresh and focused, Professional Underwriters is a go-to market for school and municipal risks Elisabeth Boone, CPCU February Declaration of independents At Farmers, independent agents are welcomed, valued, and supported Elisabeth Boone, CPCU March Parents’ part-time agency blossoms under next generation Son takes over at age 18; small accounts and acquisitions spur growth Phil Zinkewicz March Risky business For the world’s premier gaming company, risk management is no gamble Elisabeth Boone, CPCU March Ready, set, sell Harbor Capital Advisors has savvy advice for prospective agency sellers Elisabeth Boone, CPCU May Perpetuation lessons learned Bolton keeps identity as owners make quick moves to perpetuate Dennis H. Pillsbury May Tough risks, smart solutions Newcomer James River Insurance brings energy and expertise to the wholesale market Elisabeth Boone, CPCU May Small can be big Penn-America’s careful selection of a limited number of general agencies results in profitability Phil Zinkewicz June Adding value, building strength In the heart of oil and gas country, Stoltz & Co. brings skill and focus to challenging risks Elisabeth Boone, CPCU July Old-fashioned ethics for a new century For more than 100 years, integrity and fairness have been a way of life for The Treiber Group Phil Zinkewicz July When the going gets tough... Agency owners Ron and Sally Rodgers build success out of adversity Elisabeth Boone, CPCU July Turning cash flow into cash Oak Street Funding helps agencies collateralize their revenue stream Dennis H. Pillsbury August How are we doing? Active Retention survey helps Barney & Barney listen to customers Elisabeth Boone, CPCU August Bridging the gap Arch offers fresh ideas on ways to restore positive relationships Dennis H. Pillsbury August Building a dream Starting with little money and little English, Efrain Ferrer builds a $12 million premium agency with five branches Elisabeth Boone, CPCU September Insurer/reinsurer symbiotics Pekin and GE Insurance Solutions achieve a 78-year relationship Michael J. Moody, MBA, ARM September High-tech investigators Cutting-edge science makes EFI Global the CSI of the insurance industry Elisabeth Boone, CPCU October Filling niches, meeting needs Security-related firms are the core businesses for CoverX Elisabeth Boone, CPCU October The Markel Style The specialty powerhouse marks 75 years of know-how and teamwork Elisabeth Boone, CPCU December PF&M at a Glance—Personal auto policy January Coverage Concerns—From house to condo Roy C. McCormick January AAIS Perspective—Condominium deductible coverage Joseph S. Harrington, CPCU February Coverage Concerns—Scheduling valuable personal property Roy C. McCormick March PF&M at a Glance—Homeowners policy Apri Coverage Concerns—Foreign travel insurance protection Roy C. McCormick June PF&M at a Glance—Personal umbrella June Fending off fire—Simple preventive procedures can protect home owners from risk of fire Phil Zinkewicz June DECEMBER 2005 ARTICLE TITLE AUTHOR MONTH ae Coverage Concerns—Water damage coverage and limitations Roy C. McCormick July 24 Coverage Concerns—Home values and building costs rise Roy C. McCormick September 36 Getting personal PIA’s new campaign aims to help agents recapture business from direct writers Phil Zinkewicz September PF&M At a Glance—Dwelling fire September 211 Coverage Concerns—Building collapse Roy C. McCormick November 108 PF&M at a Glance—Personal inland marine December 14 Spring March Summer June Fall August Winter November Taking flight Insuring antique aircraft is just one of Arlington/Roe’s specialty niches Elisabeth Boone, CPCU January Contractors Nail down a market Larry G. France January Watercraft Insuring boats, personal and recreational watercraft, and yachts Larry G. France February NAPSLO president discusses market conditions Wholesalers adjusting to softer market; keep a watchful eye on potential regulatory legislation Phil Zinkewicz February Insuring day care centers THOMCO is a leading market in this growing and sometimes precarious business Phil Zinkewicz March Pollution coverage market matures, broadens AIG Environmental offers streamlined protection Phil Zinkewicz March What goes around comes around Specialty lines review Larry G. France March Protecting wine collections Agency and insurer specialists monitor storage valuations of private and commercial collections Len Strazewski March Hospitality risks Bars, taverns, restaurants, hotels and resorts Larry G. France April D&O doldrums PLUS meeting explores current corporate environment and other issues impacting D&O liability Phil Zinkewicz April The triumvirate Success as an MGA depends on three principal ingredients...it's people, people, people Dennis H. Pillsbury May Tsunami! For questions about coverage, specialty carrier RLI has answers Elisabeth Boone, CPCU May Capitalizing on surety opportunities Surety companies can help non-specialist agencies tap into bond business Richard C. Lewis May Special Section — AAMGA May Insuring the blockbusters The entertainment unit of Fireman's Fund writes coverage for Hollywood's big hits Phil Zinkewicz May Special events Prize indemnification, contests, tournaments and weather coverage Larry G. France May Intellectual property protection—From Groucho Marx to the Internet Protecting identity of a firm's products is crucial in today’s fast-moving business climate Phil Zinkewicz May Employment practices liability Do lawsuits begin at 40? Larry G. France June Commercial and personal umbrella - Have you capitalized on the additional revenues? Larry G. France July Trucking There are two sides to every story Larry G. France August Pay for play Amusement parks and participation sports businesses show strong growth Larry G. France September Good news for med mal—for now Conning study predicts profitability—at least in 2006—for this volatile market Phil Zinkewicz September Risk Management—The money pit Donald S. Malecki, CPCU September Partners in personal lines Atlantic Mutual teams up with Countrywide Insurance Group to expand its reach into the affluent market Elisabeth Boone, CPCU October 82 Special Section — Professional Liability Underwriting Society (PLUS) October 96 Growth opportunities abound in professional liability MarketStance data indicates that many firms remain uninsured October 113 Professional liability Many tools to solve the client's needs Larry G. France October 114 Apartments and condo operators represent more than a billion-dollar market And probably much more than that November 79 Apartments/condominiums, the before and after Larry G. France November 80 126 ROUGH NOTES ARTICLE TITLE MONTH PAGE Drug costs hit comp hard Importation may not alleviate the problem Phil Zinkewicz November Preview of the insurance marketplace What's in store for 2006? Larry G. France December aB itGS E Where the action is New ownership at Applied Systems is poised to respond to fresh opportunities Nancy Doucette January Agency Marketing Technology—Successfully selling small commercial accounts Steve Anderson January Actuarially determined Software suite lets agents compete with the mega-brokers Michael J. Moody, MBA, ARM February Security—Pronounced Secure-i-t Tips techniques, and thoughts for keeping computing systems and resources safe and secure John Chiwis March Agency Marketing Technology—Finding a market for small commercial Steve Anderson March Solving the rating conundrum Agencies frustrated by myriad rating options may find relief in Ml-Assistant Virginia M. Bates March ERM software assistance arrives Implementation of ERM has been eased by software products that mesh with the COSO Framework Michael J. Moody, MBA, ARM March Security through responsibility Responsible computing leads to increased agency security and productivity John Chivwis April Making real-time connections SeaPass Solutions lets carriers and agencies use existing technology to exchange info Nancy Doucette April Zywave rides the wave of the future Technology tools strengthen agent/client relationship by offering better data management resources and a stronger line of communication Len Strazewski April Would you like that data to go? Wireless access without proper security opens agencies up to greater risk John Chiwis May Agency Marketing Technology—Creating and managing a small commercial department Steve Anderson May Online safety training Value-added service helps agencies win new business and create strong exit barriers Len Strazewski June Maximizing Automation—Reading the terrain Wanda Shumaker June Changing to stay the same Minnesota MGA uses technology to maintain high levels of employee and customer satisfaction John Chiwis July Agency Marketing Technology—Creating electronic applications Steve Anderson August Safety plans deliver savings, add value Industry-specific, OSHA-based programs are available online Dave Willis August Internet security—A growing risk for businesses More types of companies are vulnerable; agents step up their risk management role Len Strazewski September Maximizing Automation—Taming the data monster with Excel, Part 1 Wanda Shumaker September Agency Marketing Technology—Creating a marketing system Steve Anderson October Simplifying the delivery of employee benefits OnlineBenefits provides communication tools to help brokers serve client needs Len Strazewski October A better mousetrap Custom Insurance Solutions regularly adds new features to its MGA/wholesale broker-focused software Nancy Doucette October Blue-sky thinking Aviation Software Alliance partners with Applied Systems to turn theory into reality Nancy Doucette November E-mail: Risky business? Pervasive use and poor archiving of e-mail opens door to new legal risks and issues John Chiwis December Agency Marketing Technology—Prospect management Steve Anderson December Maximizing Automation—Taming the data monster with Excel, Part 2 Wanda Shumaker December 2005—Here's looking at you In the wake of the Spitzer investigation and Republican wins, what lies ahead? Emanuel Levy January The ubiquitous purveyors of protection Emanuel Levy March Distorted torts Reforms are needed to bring an out-of-control system into balance Emanuel Levy April Off the pedestal, into reality Hank Greenberg's rise to power—and fall from grace—marked by impressive achievements Emanuel Levy May The more things change... Much of the industry will remain the same—providing needed protection to its insureds Emanuel Levy June Dedication beyond description We can be proud of the insurance industry's record in creating a safer world Emanuel Levy July The historic mission—Covering the risk Despite enormous challenges, John Bogardus remains optimistic about industry's future Emanuel Levy September Intent to preempt? Acceptance of SMART may not be a smart move for the industry Emanuel Levy October Water, water everywhere Reforms may be needed, but the NFIP should remain in place Emanuel Levy December DECEMBER 2005