inside - pianeia magazine/2016_08_winaug_16web.pdfplus, aetna and others are either planning to or...
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August 2016 | Published Monthly
Relationship:Carriers & Independent Agents » 7
PIA National Sponsored Study:Your Website & You » 13
More Troubles for ObamaCare & Health Insurer Mergers » 23
INSIDE
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National Association of Professional Insurance Agents400 N. Washington St., Alexandria, VA 22314-2353www.pianet.com | [email protected] | (703) 836-9340
Did you know that PIA’s company council, The PIA Partnership, has conducted nationwide research about the insurance buying preferences of small business owners?
The research is encouraging because it found that small business owners strongly prefer independent insurance agents as they make choices in today’s online world.
However, the results also serve as a wake-up call that agents must take steps to continue to demonstrate their value and also be more engaged online.
PIA and the companies belonging to The PIA Partnership have created a public website that helps agents understand PIA’s findings.
PIA members also have access to a private website containing a series of strategies and tools to help them stay ahead of online competition in commercial lines.
To access the newest PIA Partnership project, Small Business Insurance & The Internet — The Voice of the Commercial Lines Customer, visit us at www.pianet.com/voiceoftheclcustomer.
If you are not a PIA member and want to access all of the tools available through this program, contact us for a membership application or visit us online at www.pianet.com/joinpia.
August 2016| Main Street Industry News | www.pianeia.com | 4
next week’s annual meeting is a number of proposals on reforming and reauthorizing the National Flood Insurance Program (NFIP).
Aetna’s Decision Leads toObamaCare’s Biggest Crisis | 18As we have been reporting, Aetna is making major cuts in the individual coverage it is offering on the Affordable Care Act’s exchanges. Some of us know them as marketplaces.
More Troubles for ObamaCare & Health Insurer Mergers | 20Aetna was going to move to the health insurance exchanges of five new states in 2017. Those plans — as of last week — are on hold. And it is going to reassess those states where it is currently participating and serving 838,000 consumers.
Relationship:Carriers & Independent Agents | 7Independent insurance agents are — mostly — happy with the carriers they use. But a new Channel Harvest survey suggests there are some areas where carriers need to improve.
2016 Politics & Insurance | 8According to most sources insurance professionals are a rather conservative lot. Historically insurance leans right in voting and — while often giving to both parties — in how it donates to political candidates and causes. So you’d think insurance will more than likely — as a generality — to vote for and contribute to Donald Trump than Hilary Clinton.
The Impact of a Cyber Attackfrom Another Perspective | 10Not a week goes by that a large business or government entity gets hacked in a cyber attack. They have become so frequent that they aren’t even big news anymore.
PIA National Sponsored Study:Your Website & You | 13For years insurance technology experts have been nagging the industry’s leaders about the importance of keeping websites up to date and working smoothly.
Flood Insurance:Positive Changes Coming | 16These days — or so it seems — everyone wants changes in the nation’s flood insurance program. The latest group to weigh in is the National Association of Insurance Commissioners (NAIC). On the agenda for
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Independent insurance agents are — mostly — happy with the carriers they use. But a new Channel Harvest survey suggests there are some areas where carriers need to improve.
Done annually, the Channel Harvest survey is titled Key Success Factors in Agent/Carrier Relationships: 2016 Survey. It found 80% of the 1,900 agents surveyed are extremely or — at the least — very satisfied with their personal lines carriers. Commercial lines carriers fared well at 75%.
Neither — however — does well with pricing or technology:
96% say competitive pricing is very or • somewhat important to them
71% of personal lines agents say their • carrier of choice’s pricing competitiveness above average
67% of those using commercial lines • carriers feel the same
90% consider technology very important• Just 70% say carrier technology is above •
average
Channel Harvest Principal Peter van Aartrijk said, “Agents will have their favorite carriers — and love them, warts and all. In some ways, you can still be ranked as an overall so-so carrier in a number of areas, but in a basket of so-so or lousy carriers, you might not actually look that bad. It sounds harsh, but I think agents will put up with a lot in exchange for a
Relationship: Carriers & Independent Agents
August 2016| Main Street Industry News | www.pianeia.com | 8
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consistent market, decent prices and products, and okay service.”
He said the best way carriers can get better agent approval is in the area of technology. Agents want more comprehensive technological offerings like real time quoting and renewals, endorsement processing and claims downloads.
Defending carriers, van Aartrijk said financial pressures and battles on where to spend technology dollars are going on internally. Plus, upgrades are expensive.
“On digital support, I see a major need for agencies to understand the who, what, when, where, why and how of how to accomplish this. Carriers not only have the challenge of redefining digital communications to existing policyholders, they need to educate their agencies — even their very best agencies — on how to leverage these tools. This is a major shift in thinking, investment and agency support,” he said.
Both commercial and personal lines carriers received low scores for digital and social media support and for training and education. And when it comes to agency compensation, personal lines carriers scored below the needs of agents for more consumer choice and online shopping options.
And there are things agents need to do to build their business. He noted personal lines agents — especially — need to pay attention to what they’re doing. “That means more than an updated, mobile friendly website (which is obviously critically important). It means using email wisely to reach existing customers at various times during the policy year; focused, ongoing social media marketing that shows the personal connection between the agency’s employees and the communities they serve; and partnering with centers of influence in communities on sponsorships and links and advertising,” he said.
Source: Insurance Business America
2016 Politics & Insurance According to most sources insurance professionals are a rather conservative lot. Historically insurance leans right in voting and — while often giving to both parties — in how it donates to political candidates and causes. So you’d think insurance will more than likely — as a generality — to vote for and contribute to Donald Trump than Hilary Clinton.
August 2016 | Main Street Industry News |www.pianeia.com| 9
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Here’s what’s odd. The Center for Responsive Politics — the operator of OpenSecrets.org — said as of July Clinton has picked up $1.2 million industry dollars and leads Trump in donations by over $1 million. He’s picked up just $111,645.
While the Clinton figure seems surprising, it actually isn’t. In 2008 P&C, auto, health and life companies gave her $1.26 million.
Ironically, the industry seems to support her in spite of Clinton’s pushing for the creation of a government option health insurance company to provide insurance for ObamaCare users. Clinton and others worry that growing rates will be too much for consumers and since the government doesn’t need to show a profit, a government option company makes sense. Plus, Aetna and others are either planning to or actually exiting the exchanges.
It doesn’t — however — make sense to many insurance companies or insurance groups. These are groups like America’s Health Insurance plans who said, “A government-run plan would underpay doctors and hospitals rather than driving real reforms that bring down costs and improve quality. It’s time we focus instead on broad-based reforms that will ensure the affordability and sustainability of our healthcare system.”
Agents also question the wisdom of adding a public option to the ObamaCare insurance mix.
That’s the presidential race. Most of the time insurance goes conservative when it comes to donations. In 2016 the Republican Party has picked up $19.7 million and the Democrat Party a less than half that at $9.6 million.
More than 70% of the donations to political parties from independent agents and independent agent associations have gone to Republicans.
Here are the top insurance spenders:
Starr Companies — $15,062,700•
New York Life Insurance — $1,570,192•
Blue Cross/Blue Shield — $1,545,471•
AFLAC — $1,215,224•
National Association of Insurance and • Financial Advisors — $1,191,000
Metlife — $1,061,109•
Independent Insurance Agents & Brokers of • America — $1,005,975
Council of Insurance Agents & Brokers — • $872,948
USAA — $788,615•
Massachusetts Mutual Life Insurance — • $754,029
Prudential Financial — $726,907•
Liberty Mutual — $701,528•
Northwestern Mutual — $690,694•
TigerRisk Partners — $674,200•
American Council of Life Insurers — • $610,376
American Financial Group — $534,536•
State Farm — $511,125•
Association for Advanced Life Underwriting • — $490,000
Zurich Financial Services — $477,785•
Nationwide — $476,801•
Source: Insurance Business America
August 2016| Main Street Industry News | www.pianeia.com | 10
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The Impact of a
Cyber AttACkfrom Another Perspective
Not a week goes by that a large business or government entity gets hacked in a cyber attack. They have become so frequent that they aren’t even big news anymore. That leads to what you know but haven’t seen in the news much lately. Cyber attacks are growing in frequency and in intensity.
In fact, most large organizations and businesses in this country have experienced at least one cyber attack. But do they — or you, or anyone — realize the full impact of a cyber attack on an organization or a business? While most are familiar with the basic problems, few are aware of the deeper, longer lasting troubles associated with one.
Deloitte Advisory released a report last week on the hidden costs of hacking. Those costs — Beneath the Surface of a Cyberattack: A Deeper Look at Business Impacts — will add up to 90% of the total bill and will likely be experienced for a year or two after the initial breach.
In the report Deloitte looked at 14 different impacts and classifies them as above the surface — or known costs — and below the surface which is the hidden, less visible costs.
Each category has seven impacts.
Emily Mossburg — who is a principal with Deloitte & Touche LLP — is a practice leader for Deloitte’s cyber risk services. She said, “Executives have difficulty gauging potential impact partly because they are not typically privy to what their peers struggle with as they work to get their businesses back on their feet. An accurate picture of cyberattack impact has been lacking, and therefore companies are not developing the risk postures that they need.”
In the past a lot of the focus has been placed on a company’s vulnerability and the impact of technology on that vulnerability. “The focus seems to be focused very narrowly on the breach notification element and the post-breach protection mechanisms that need to
August 2016| Main Street Industry News | www.pianeia.com | 12
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be in place, but the broad impact seemed to be ignored. An accurate picture of cyberattack impact has been lacking, and therefore companies are not developing the risk postures that they need,” Mossburg said.
Deloitte — she added — didn’t think a proper estimate of the true cost is being given. “We thought this was being under-estimated. What we didn’t expect was how much of the true impact was beneath the surface and hasn’t been part of everyday discussion of cyber incidents today.”
Here are the above the surface costs and percentage of the cost of a breach for large firms. Smaller companies can do their own estimate of the costs of these items:
Customer breach notifications — it last six • months and costs $10 million — 0.6% of the total.
Post-breach customer protection — lasts • three years and costs $21 million — 1.25% of the total cost.
Regulatory compliance (fines) — it’s $2 • million over a two-year period — and it is 0.12% of the total.
Public relations/crisis communications • — runs $1 million over the first year — it is 0.06% of the total.
Attorney fees and litigation — a 5 year cost • of $10 million — 0.6% of the total cost.
Cybersecurity improvements — $14 million • during the first year — it is 0.83%.
Technical investigations — a six week cost • of $1 million — or 0.06% of the total.
These are the below the surface costs. And they are the biggest expense of a cyber attack:
Insurance premium costs — $40 million • over three years — it runs 2.38% of the total bill.
Increased cost to raise debt — hits $60 •
million — and is 3.57% of the total. Operational disruption — $30 million — •
1.79%.Lost value of customer relationships — a •
whopping $430 million over 3 years — 25.61% of the total loss.
Value of lost contract revenue — a • staggering $830 million over 3 years — 49.43% of the total cost.
Devaluation of trade name — a $230 million • loss over 5 years — 13.7% of the total.
Loss of intellectual property — no cost • estimate can be made.
Mossburg says businesses and organizations need to focus on four areas to prevent attacks and manage them if they happen. “First and foremost, we’d look at the program elements — their strategy, their governance, their policies, their procedures, their framework, and are there any gaps related to their overall programs that would need to be fixed.”
Second, Mossburg would take a look at proactive security controls and posture, “Do they have the things in place to protect the data that they have, the systems that they have, the environment that they have, and most importantly, the business that they have?”
Third, what does a company have in place to monitor and understand things on an ongoing basis. “Do they have the appropriate tools to log the activities that are happening within their systems, and do they have the appropriate analytics in place to analyze what’s happening that is outside of the normal,” she said.
And last, how do they respond? Is the company resilient? “Do they have in place the processes to respond to an incident. Have they tested those processes and plans? And do they know — right up through the executive management team — who they need to communicate those things to?”
Source: CSO
August 2016 | Main Street Industry News |www.pianeia.com| 13
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For years insurance technology experts have been nagging the industry’s leaders about the importance of keeping websites up to date and working smoothly. Technology is evolving and you need to evolve with it. Those are the technology experts. Marketing experts are preaching from the same pulpit. The chant goes something like: keep up, keep up, keep up.
PIA National Sponsored Study
But independent insurance agents — at least most of them — don’t appear to be hearing the call. Or if they are hearing it, they aren’t acting. A poll done by Insurance Digital Transformation says 60% of independent agents say their websites are “average to poor.”
Just 8% brag that their website is up to speed and rated excellent.
PIA National administered the survey with ACORD User Groups Information Exchange and the IIABA’s Agents Council for Technology. The poll found 70% of agents have plans in place to raise the level of their websites.
But — as they say — the best laid plans of mice and men…etc. These independent agents and agencies are not following their plans.
YOUR
AND YOU
August 2016| Main Street Industry News | www.pianeia.com | 14
The report generated from the survey shows less than 25% of agents have comparative raters to help customers quote home and auto. Just 16% use chat or instant messaging to communicate with potential customers or with current customers.
As to why? No one is quite sure and the report puzzled out this comment: “This is a relatively inexpensive technology and easy to implement, so the low percentage is surprising.”
Cal Durland is an industry consultant and advocate at Insurance Digital Revolution. He said agents and agencies are also failing to update their websites to give consumers access in the format they prefer. “Whenever I need to find something, I take out my phone and Google it. So does someone who is perhaps new to the area and is looking for insurance — but these agency websites just aren’t robust enough to keep them.”
And with that he gave some important advice to those same agents and agencies. “Your website needs to be more than just a brochure. It needs to host everything from the ability to quote car insurance or chat with staff, all from their phone. There’s a whole slew of functionality that’s just not reading,” he said.
PIA National Executive Vice President Mike Becker said consumers want to use mobile apps to help them with their insurance needs. Yet just 21% of agencies say their website has that capability. Just a few more — 23% — say they have a client portal on their website. He said independent agents ought to make these functions a high priority even if their clients are demanding them or asking for them directly.
“Agents can’t assume that no news is good news. When it comes to customers’ digital requirements, that’s never true. Look at banking — many institutions did not know how popular online and mobile banking would be with their
customers until they adopted it. The same is true for insurance. These technologies provide quick, easy and on-demand access to policy and billing information, quoting and rating,” Becker said.
Additional Survey FindingsAgents and agencies need to add •
automation tools that improve work flow. 40% of those surveyed say disjointed work •
flow is a huge challenge.Carriers not making their sites available •
through agency management systems is also problematic.
That said, agents aren’t really taking • advantage of those carriers that do make them available.
60% of agents say they are not using • claims download programs.
Just 6% are finding ways to add quoting to • the website for commercial lines.
For personal lines that figure is 16%. •
That means — Durland said — many agents are manually reentering data when they switch from a carrier portal to their own management system. That not only slows down the process but it increases the risk for error. “Years ago, you heard a lot of push for a single-entry, multiple-company interface. The industry is still stepping into that,” he said.
ACORD’s Greg Maciag and the PIA and others involved are encouraged by the results. “Many agents want to become digital, they just need guidance on where to start,” Maciag noted.
As to the need to for agents and agencies to keep websites current, Laird Rixford — Insurance Technologies Corporation (ITC) president — said all agents who know anything about anything know a strong website
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August 2016 | Main Street Industry News |www.pianeia.com| 15
presence is critical to agency success. These successful people know Facebook, Instagram and LinkedIn are important, too but that an optimized website is where the rubber meets the road.
“Whenever a consumer is looking for insurance they start with internet — that happens whether they’re looking at the big insurance firms or local agents. The first thing that someone wants to do is research, that’s where the online experience begins,” he said.
So it’s important — he said — to not make these three critical mistakes.
A design that is outdated: Rixford said your website can’t look like it was done a decade ago. That puts you at a distinct disadvantage. “The design has to capture your attention and have a good call to-action. Companies with modern sites look like they know what they’re doing; they look like they’re on the ball.”
A current looking design is even more critical when you consider how long you have to snag the viewer. Rixford said it’s three seconds. If they’re not impressed instantly, they’re gone. “If they decide your site is worth staying on, you have another four to five seconds to convince them to stay. Having good design, layout and call-to-actions will help you do that.”
Blog, blog, blog: Rixford wants you to think of a blog this way. It’s like talking with and educating your clients and prospects about the business of insurance. “Having stories published on a regular basis shows that you care. Not just about the future of your prospects and clients, but about your web presence because nothing is more detrimental than an abandoned website or blog,” he said.
Plus, search engines — like Google — are much more sophisticated today than they were
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a decade ago, or even a couple of years ago. So you must publish fresh, unique content to end up higher in the results when someone does a search. A regularly updated blog makes you seen as a valuable content resource for search engines.
Never, ever have an About Us page that is blank: This is where you get to tell your story. That page says:
Who you are• What you’re about•
“By leaving this section blank and not telling your story, you’re missing the chance to create a personable impression of your agency,” he said.
And — pullleeassseee — don’t have an About Us page packed with boring content about when the agency was founded and what services you offer to your clients and potential clients. Rixford said do this:
Share your history as a human story• Make it something clients and prospects •
and random visitors can relate to Showcase your employees with a head •
shot and a personal, well-written bio that says who they are as people and not just as insurance agents
All of that is a nice personal touch that gets you noticed.
Last — and not from Rixford but from the PIA sponsored Insurance Digital Revolution survey — do something and do it now. Stop putting off updating your website. This is critical to the success of your business going forward.
Source: Insurance Business America
August 2016| Main Street Industry News | www.pianeia.com | 16
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These days — or so it seems — everyone wants changes in the nation’s flood insurance program. The latest group to weigh in is the National Association of Insurance Commissioners (NAIC). On the agenda for next week’s annual meeting is a number of proposals on reforming and reauthorizing the National Flood Insurance Program (NFIP).
Here’s what the NAIC is looking at:
Long-term reauthorization of the NFIP• Private market flood insurance growth• Mitigation planning support• Support to reduce losses•
Don Griffin is the Property Casualty Insurers Association of America (PCI) VP of personal lines. His association says the NAIC and its state regulators have the right idea. And it’s time to start lobbying for Congress to go that direction because the NFIP authorization expires in September of next year.
“PCI applauds the NAIC and state regulators for continuing the conversation about flood insurance and understanding the importance of a long-term NFIP reauthorization, as 5.1 million consumers and businesses rely on the program for protection from the devastation that floods can bring,” Griffin said.
A private market — he added — gives consumers more choices.
Another positive development in the issue of flood insurance is how the U.S. government forecasts floods. It’s one that might help usher in more private sector insurance in the flood insurance line.
Flood Insurance:Positive Changes Coming
Scientists at the National Oceanic and Atmospheric Administration (NOAA) have developed a program that runs on its Cray XC40 super computer that dramatically increases its ability to track how water is moving in the nation’s rivers and streams. It’s — says a NOAA news release — the “biggest improvement in flood forecasting the country has ever seen.”
How exhaustive is the new information source? Titled the National Water Model, it takes data from over 8,000 U.S Geological Survey gauges and simulates conditions for 2.7 million locations in the contiguous United States.
It is so complex that it will generate hourly forecasts for the nation’s entire river network. Until now the best NOAA could do is to forecast what’s happening on 4,000 locations — and at that — just every four hours.
National Weather Service director Louis Uccellini, Ph.D. said this is an amazing and important step in flood prediction. “With a changing climate, we’re experiencing more prolonged droughts and a greater frequency of record-breaking floods across the country, underscoring the nation’s need for expanded water information. The National Water Model will improve resiliency to water extremes in American communities. And as our forecasts get better, so will our planning and protection of life and property when there’s either too much water, too little, or poor water quality,” he said.
Even more importantly, the insurance implications are obvious.
Source: Carrier Management, Insurance Journal
August 2016 | Main Street Industry News |www.pianeia.com| 17
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As we have been reporting, Aetna is making major cuts in the individual coverage it is offering on the Affordable Care Act’s exchanges. Some of us know them as marketplaces. The company is leaving 11 of the 15 states it now serves. As a result 80% of Aetna’s customers will be impacted.
Experts say the exit could be the future for ObamaCare. Humana cut its participation in exchanges from 15 states to 11. United Health did a much publicized exit last year. Anthem is predicting losses of somewhere around 5% this year. Cigna also admits to losing money. It is — however — the only insurer that is now planning on expanding. Cigna will move into three new states in 2017.
Aetna’s Decision Leads to ObamaCare Biggest Crisis
Everyone from politicians to the general public are asking why? They are also asking who is next?
The why is much easier. Insurers are losing money on the Affordable Care Act participation and reinsurance offered by the federal government hasn’t offset losses and when it goes away at the end of this year, the losses will grow even greater. And as insurers exit, health insurance rates are expected to rise for those participating in the exchanges.
Insurer losses are easily traced to the huge number of people signing up that have serious health issues. Not enough healthy people are registering to offset those losses.
August 2016 | Main Street Industry News |www.pianeia.com| 19
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That leads to a very important question. Will the Affordable Care Act — President Obama’s signature legislation — survive? Maybe. Maybe not. To survive more healthy people — says former White House health policy advisor Zeke Emanuel — must sign up and participate. “You have here a situation which all of us who care about the exchanges have to worry about. There is a problem with the risk pool. There is a problem with the numbers of people signing up,” he said.
But do the exchanges really need the big insurers? Robert Wood Johnson Foundation senior advisor Katherine Hempstead says no. In fact, she suggests they haven’t been that important all along.
“I think the market could survive without these guys. Obviously, it would be better to see lots of people seeing a lot of opportunity in this space. . . . But I don’t think it’s a chapter in a Greek tragedy,” she said.
The Aetna news also sparked — no surprise — a political explosion from both sides of the aisle and from the two presidential candidates. Donald Trump said the Aetna move is further evidence that the Affordable Care Act is broken and “slowly imploding under its regulatory red tape.”
Trump continues to promise repeal and to do away with the individual mandate, cut Medicaid expansion and to create a system where health insurers can sell across state lines. “We will have alternatives that will be so good, so much less expensive, so much better that you will actually be able to keep your doctor and have your plan. That was the biggest [ObamaCare] lie of all of them. Premiums are going up 45% to 55% and we are just going to do something and it’s going to be great. We’re going to end up having great, great healthcare,” Trump said.
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Hilary Clinton said the departure of Aetna means we need to “defend and improve” ObamaCare. She proposes cutting out-of-pocket costs to consumers and adding a public insurance option.
On the public insurance option, Clinton said a government health insurance company is a way of “giving Americans, in every state, a choice of a public option health insurance plan that will help everybody afford coverage. It will strengthen competition and drive down costs.”
Source: MSN Money, The Hill and Insurance Business America
August 2016| Main Street Industry News | www.pianeia.com | 20
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More Troubles for
ObamaCare &
Health Insurer Mergers
August 2016 | Main Street Industry News |www.pianeia.com| 21
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but both firms have the right to oppose the department’s lawsuit.
Aetna and Humana are demanding swift trials — like by the end of the year — so they can get on with the business of insurance. The judge says he can’t do both. “I can’t do both. Unless the schedule is put off, I’m sending one of the cases back.”
What he wouldn’t say is which one.
Anthem’s attorney Christoper Curran said if Anthem’s deal is sent back it’ll doom the sale. Cigna won’t wait.
Source: Insurance Business America
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P.O. Box 17828, Portland, ME 04112-8828 under Policy Form AHI-5001-A (UIC). Insurance Program Administered by Lockton Affinity, LLC.
*PIA National membership, when required, must be current at all times.**No minimum participation required.
Aetna was going to move to the health insurance exchanges of five new states in 2017. Those plans — as of last week — are on hold. And it is going to reassess those states where it is currently participating and serving 838,000 consumers.
All this happened in the light of the U.S. Justice Department nixing Aetna’s planned purchase of Humana. Aetna CEO Mark Bertolini put the decision in perspective and said, “in light of updated 2016 projections for our individual products and the significant structural challenges facing the public exchanges, we intend to withdraw all of our 2017 public exchange expansion plans, and are undertaking a complete evaluation of future participation in our current 15-state footprint.”
He told CNN Money that the company is thinking it’s going to lose $300 million — pre-tax — in 2016.
A final decision will be made at the end of September when the firm will be required to let the federal government and the states know what it’s going to do.
The other insurers backing down considerably from involvement are UnitedHealth Care who is leaving almost all of the 1,200 counties in eight states and Blue Cross Blue Shield who still hasn’t made final decisions but will be departing or scaling back in some markets.
In the meantime, Judge John Bates of the U.S. District Court for the District of Columbia threw a wrench in the Aetna-Humana and Anthem-Cigna mergers. The Justice Department — as noted earlier — has put the kibosh on both
Competitors come and go, but Utica National has stood the test of time. Over the years, we’ve continually improved our errors and omissions program to protect the assets and reputation you have worked hard to build!
CONSIDER THIS…
1. Protecting Assets and Reputation – They are at stake and we defend claims vigorously. We engagetoplitigatorsexperiencedinworkingwithagents’E&Otoprovideyouthebestprospectsforsuccess.
2. For the Long Haul–Ourprogramhasshownunparalleledstabilitysince1966.We’veacquiredtremen- dousknowledge,especiallyinareassuchasagents’liability,whichcontinuestogrowmorecomplicatedintoday’slegalenvironment.
3. Solid Protection–Notwoagent’serrorsandomissionspoliciesarealike.Wecanhelpyouspoteven subtledifferencessoyoucanmakethebestdecisionforyouragency.
4. Dedicated Claims Specialists–Ourstaffhandlesonlyagents’E&Oprofessionalliability.Having considerableproficiencyrequiresthousandsofhoursofdedicatedtime...andtheopportunitytoworkinone areaofexpertisewithlaserfocus.Ourspecialistsputmorethan100yearsofcombinedexperienceinresolv- ingE&Oclaimstoworkforyou.
5. Direct Access to Underwriters & Claim Specialists–NeedinputregardinganE&Oexposure or potential claim situation? With Utica National, you can speak to an underwriter or claims representative. Nolossofprivacyormissedopportunitiesfordiscussion,clarificationandquestions.
6. Leading-Edge Risk Management–Byworkingwithagents’associationsandtalkingwithpolicy-holders,we’reabletoidentifyandaddressemergingissuesandtrendsaheadoftimethatmayaffectyou. We deliver risk management strategies that mitigate loss potential. This results in a competitive, consistent andmorepredictableE&Oprogram.
7. We’re Accountable–Ifthere’severanissue,youcancontactanyoneatUticaNational–fromour claimsandunderwritingmanager,toanyseniorofficerincludingourpresidentandchairmanoftheboard!
8. Mergers & Acquisitions – We have numerous tail options…and provide counsel and peace of mind whenyou’replanningtoretire,purchaseorsell,orconsideringanyperpetuationopportunities.
9. Multiple Payment Options–Flexiblepaymentsthatdonotrequirefinancingorinterestcharges.
10. Numbers Don’t Lie–Morethan10,000agentshaveplacedtheirtrustintheirstateassociationandUticaNational’sAgents’E&Oprogram.Letusearnyourbusiness!
For more information on how Utica National can help protect your agency, visit www.uticanational.com
9-A-2431Ed.7-14
PIA of Nebraska & Iowa(402) 392-1611www.pianeia.com
9A2112 5-11 E&O Cybersurance PC.indd 1 5/24/11 3:38 PM
Competitors come and go, but Utica National has stood the test of time. Over the years, we’ve continually improved our errors and omissions program to protect the assets and reputation you have worked hard to build!
CONSIDER THIS…
1. Protecting Assets and Reputation – They are at stake and we defend claims vigorously. We engagetoplitigatorsexperiencedinworkingwithagents’E&Otoprovideyouthebestprospectsforsuccess.
2. For the Long Haul–Ourprogramhasshownunparalleledstabilitysince1966.We’veacquiredtremen- dousknowledge,especiallyinareassuchasagents’liability,whichcontinuestogrowmorecomplicatedintoday’slegalenvironment.
3. Solid Protection–Notwoagent’serrorsandomissionspoliciesarealike.Wecanhelpyouspoteven subtledifferencessoyoucanmakethebestdecisionforyouragency.
4. Dedicated Claims Specialists–Ourstaffhandlesonlyagents’E&Oprofessionalliability.Having considerableproficiencyrequiresthousandsofhoursofdedicatedtime...andtheopportunitytoworkinone areaofexpertisewithlaserfocus.Ourspecialistsputmorethan100yearsofcombinedexperienceinresolv- ingE&Oclaimstoworkforyou.
5. Direct Access to Underwriters & Claim Specialists–NeedinputregardinganE&Oexposure or potential claim situation? With Utica National, you can speak to an underwriter or claims representative. Nolossofprivacyormissedopportunitiesfordiscussion,clarificationandquestions.
6. Leading-Edge Risk Management–Byworkingwithagents’associationsandtalkingwithpolicy-holders,we’reabletoidentifyandaddressemergingissuesandtrendsaheadoftimethatmayaffectyou. We deliver risk management strategies that mitigate loss potential. This results in a competitive, consistent andmorepredictableE&Oprogram.
7. We’re Accountable–Ifthere’severanissue,youcancontactanyoneatUticaNational–fromour claimsandunderwritingmanager,toanyseniorofficerincludingourpresidentandchairmanoftheboard!
8. Mergers & Acquisitions – We have numerous tail options…and provide counsel and peace of mind whenyou’replanningtoretire,purchaseorsell,orconsideringanyperpetuationopportunities.
9. Multiple Payment Options–Flexiblepaymentsthatdonotrequirefinancingorinterestcharges.
10. Numbers Don’t Lie–Morethan10,000agentshaveplacedtheirtrustintheirstateassociationandUticaNational’sAgents’E&Oprogram.Letusearnyourbusiness!
For more information on how Utica National can help protect your agency, visit www.uticanational.com
9-A-2431Ed.7-14
August 2016| Main Street Industry News | www.pianeia.com | 24
Date Class/Webinar Where WhenAugust 8, 2016 And the CHAOS Continues NE/IA Webinar:
12:00PM - 3:00PM
August 10, 2016 CISR: Insuring Commercial Property Marion Kirkwood Training Center
August 11, 2016 Ethics: Taking it to the Streets IA Webinar:1:00PM - 4:00PM
August 15, 2016 The Ever-Evolving Affordable Health Care Act IA Webinar:12:00PM - 3:00PM
August 16, 2016 Contractors: Insuring the Liability Exposures NE/IA Webinar:12:00PM - 3:00PM
August 17, 2016 Top 12 Coverage Countdown NE/IA Webinar:12:00PM - 3:00PM
August 18, 2016 Get in the Ring: A look at Property Claims, Fights, & Decisions NE/IA Webinar:
12:00PM - 3:00PM
August 23, 2016 Man Vs. Machine NE/IA Webinar:8:00AM - 11:00AM
August 23, 2016 CISR: Insuring Personal Auto Exposures Davenport Saint Ambrose University
August 24 - 26, 2016 CIC: Commercial Property Institute Lincoln Marriott Courtyard
August 25, 2016 Leases & Contracts Vs. The Insurance Policy NE/IA Webinar:8:00AM - 11:00AM
August 25, 2016 How to be the Agent Advocate at Claim Time NE/IA Webinar:12:00PM - 3:00PM
August 29, 2016 Personal Lines Complications NE/IA Webinar:1:00PM - 4:00PM
August 31, 2016 CPSR: Personal Auto Omaha Hilton Garden Inn - Omaha
September 7, 2016 Words Mean Things & Insurance is a Foreign Language NE/IA Webinar:
12:00PM - 3:00PM
September 7, 2016 Words Mean Things & Insurance is a Foreign Language (NE) NE/IA Webinar:
12:00PM - 3:00PM
September 8, 2016 Food Borne Illness & Insurance Coverage NE/IA Webinar:12:00PM - 3:00PM
September 8, 2016 Food Borne Illness & Insurance Coverage NE/IA Webinar:12:00PM - 3:00PM
September 13, 2016 2016 Annual Scholarship Golf Outing - Dinner ONLY Registration Ashland Iron Horse Golf Club
September 13, 2016 2016 Annual Scholarship Golf Outing - Golf & Dinner Registration Ashland Iron Horse Golf Club
September 15, 2016 CISR: Insuring Personal Residential Property West Des Moines
LaMair - Mulock - Condon Insurance (LMC)
For information and to registerClick Here or call (402) 392-1611.
Upcoming Events Calendar 2016
piA Ne iA eveNTS
August 2016 | Main Street Industry News |www.pianeia.com| 25
piA Ne iA eveNTS
September 20, 2016 Ethics: Taking it to the Streets NE/IA Webinar:1:00PM - 4:00PM
September 20, 2016 Farm Seminar: Unmanned Aircraft, Autonomous Vehicles, and Other Things York Holthus Convention
Center
September 27, 2016 CISR: Commercial Casualty 2 Marion Kirkwood Training Center
September 27, 2016 CISR: Commercial Casualty 2 Marion Kirkwood Training Center
September 28 - 30, 2016 CIC: Agency Management Institute Cedar Rapids Cedar Rapids Marriott
September 28, 2016 Social Networking: OMG or E&O? NE/IA Webinar:1:00PM - 4:00PM
September 28, 2016 Social Networking: OMG or E&O? NE/IA Webinar:12:00PM - 3:00PM
October 4, 2016 Regarding Ethics NE/IA Webinar:1:00PM - 4:00PM
October 4, 2016 **NEW** Regarding Ethics NE/IA Webinar:1:00PM - 4:00PM
October 6, 2016 Managing E&O in A 24/7 World NE/IA Webinar:12:00PM - 3:00PM
October 6, 2016 CISR: Insuring Commercial Property Davenport Saint Ambrose University
October 6, 2016 **NEW** Managing E&O in a 24/7 World NE/IA Webinar:12:00PM - 3:00PM
October 11, 2016 CISR: Insuring Commercial Property Des Moines Hilton Garden Inn Des Moines/Urbandale
October 12, 2016 CPIA 3: Sustain Success Des Moines Hilton Garden Inn Des Moines/Urbandale
October 12, 2016 CPIA 3: Sustain Success Des Moines Hilton Garden Inn Des Moines/Urbandale
October 12 - 14, 2016 CIC: Personal Lines Institute Omaha Double Tree
October 13, 2016 Top 12 Coverage Countdown NE/IA Webinar:12:00PM - 3:00PM
October 13, 2016 CPIA 3: Sustain Success Omaha Hilton Garden Inn Omaha
October 13, 2016 **NEW** Top 12 Coverage Countdown NE/IA Webinar:12:00PM - 3:00PM
October 18, 2016 How to be the Agent Advocate at Claim Time NE/IA Webinar: 12:00PM - 3:00PM
October 18, 2016 **NEW** How to be the Agent Advocate at Claim Time NE/IA Webinar:
12:00PM - 3:00PM
October 18 - 19, 2016 Ruble: Graduate Seminar (IA) West Des Moines Holiday Inn Hotel & Suites
October 20, 2016 Get in the Ring: A look at Property Claims, Fights, & Decisions NE/IA Webinar:
1:00PM - 4:00PM
October 20, 2016 Get in the Ring: A Look at Property Claims, Fights & Decisions NE/IA Webinar:
12:00PM - 3:00PM
October 24, 2016 Leases & Contracts Vs. The Insurance Policy NE/IA Webinar:12:00PM - 3:00PM
August 2016| Main Street Industry News | www.pianeia.com | 26
October 24, 2016 **NEW** Leases & Contracts Vs. The Insurance Policy NE/IA Webinar:
12:00PM - 3:00PM
October 26, 2016 Lawncare to Lipstick NE/IA Webinar:1:00PM - 3:00PM
October 26, 2016 CPSR: Residential Property Kearney Holiday Inn Express - Kearney
October 26, 2016 Lawncare to Lipstick NE/IA Webinar:1:00PM - 3:00PM
November 2, 2016 Ethics: Taking it to the Streets NE/IA Webinar:1:00PM - 4:00PM
November 3, 2016 **NEW** And the CHAOS Continues NE/IA Webinar:12:00PM - 3:00PM
November 4, 2016 **NEW** Man Vs. Machine NE/IA Webinar:8:00AM - 11:00AM
November 8, 2016 **NEW** Executive & Management Liability NE/IA Webinar:12:00PM - 3:00PM
November 10, 2016 Social Networking: OMG or E&O? (NE) NE Webinar:12:00PM - 3:00PM
November 10, 2016 CISR: Personal Lines Miscellaneous Cedar Rapids Kirkwood CE Center
November 10, 2016 Social Networking: OMG or E&O? Iowa Webinar:12:00PM - 3:00PM
November 15, 2016 What We Learned: Claim and Coverage Issues from Catastrophes NE/IA Webinar:
12:00PM - 3:00PM
November 15, 2016 CISR: Dynamics of Service Des Moines Hilton Garden Inn Des Moines/Urbandale
November 16 - 18, 2016 CIC: Commercial Property Institute West Des Moines Holiday Inn Hotel & Suites
November 16, 2016 **NEW** Managing E&O in a 24/7 World NE/IA Webinar:12:00PM - 3:00PM
November 17, 2016 Personal Lines Complications: Because Simple is just too darn Easy NE/IA Webinar:
1:00PM - 4:00PM
December 1, 2016 **NEW** Regarding Ethics (NE) NE/IA Webinar:1:00PM - 4:00PM
December 6, 2016 **NEW** Top 12 Coverage Countdown NE/IA Webinar:12:00PM - 3:00PM
December 7, 2016 **NEW** How to be the Agent Advocate at Claim Time NE/IA Webinar:
1:00PM - 4:00PM
December 8, 2016 Words Mean Things & Insurance is a Foreign Language NE/IA Webinar:
12:00PM - 3:00PM
December 12, 2016 Food Borne Illness & Insurance Coverage NE/IA Webinar:12:00PM - 3:00PM
December 13, 2016 Get in the Ring: A Look at Property Claims, Fights & Decisions NE/IA Webinar:
8:00AM - 11:00AM
December 20, 2016 **NEW** Leases & Contracts Vs. The Insurance Policy NE/IA Webinar:
8:00AM - 11:00AM
piA Ne iA eveNTS
The policy or its provisions may vary or be unavailable in some states. The policy has exclusions and limitations which may affect any benefits payable. Underwritten by Unimerica Insurance Company, Association Administrative Address, P.O. Box 17828, Portland, Maine 04112-8828, under Policy Form ADI-4001-A (UIC).
Insurance Program Administered by Lockton Affinity, LLC.
Office expenses don’t stop because you become disabled. Bills keep coming in whether or not you’re in the office. Those overhead expenses could become a real problem if your agency’s revenues are dependent on you. With the PIA Trust Business Overhead Expense plan, you can help maintain your agency until you are able to resume your duties.
Help Keep Your Agency Active If You Should Become Disabled... Cover Overhead Expenses With The PIA Trust
Business Overhead Expense Insurance Plan
As a PIA Member* serving
Main Street America, you
have access to a high-
quality, competitively
priced BOE plan through
the PIA Services Group
Insurance Fund.
BOE COVERAGE DESIGNED WITH LOCAL AGENTS IN MIND
PIA SERVICES GROUPINSURANCE FUND
For more information about the PIA Trust Business Overhead Expense Insurance Plan, please
contact your local PIA Affiliate or call the Plan Administrator at (800) 336-4759.
Additional information is also available
on-line at www.piatrust.com.
* PIA National membership, when required, must be current at all times