viewpoint summer 2012

SUMMER 2012 • VOLUME 30 • ISSUE 3 INDEPENDENT INSURANCE AGENTS OF IOWA

SPECIAL: IIA’S 106TH ANNUAL CONVENTION AND TRADE SHOW

COMPANY MEETINGS2 0 1 2 i n d e p e n d e n t i n s u r a n c e a g e n t s o f i o w a

| GRINNELL MUTUAL

| THE IMT GROUP

| IOWA MUTUAL INSURANCE COMPANY

| RAIN AND HAIL L.L.C.

In This Issue:

MY CHALLENGE TO YOU

SUMMER DOLDRUMS

FUTURE LOOKS BRIGHT FOR IOWA INDEPENDENT AGENTS

2012 INDEPENDENT INSURANCEAGENTS OF IOWA COMPANY

MEETINGS

2012 IIAI SCHOLARSHIP WINNERS

2012 YOUNG AGENTS CONFERENCE

IOWA INSURANCE HALL OF FAME2012 INDUCTEES

BIG “I” GOES TO WASHINGTON

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BOARD OF DIRECTORSPresidentBrian Petersburg - Decorah

President-ElectPaul Pohlson - Grinnell

TreasurerTerry McDonald, CIC - Iowa City

National DirectorDean Brooks, CPCU, CLU, ALCM - West Des Moines

DirectorsScott Morningstar, CPCU - LisbonJerry Mease - WintersetEldon Hunsicker - OttumwaTerry Friedman, CPCU - DubuqueTim English, CIC - DyersvilleJohn Dalton - Council BluffsSteve Madsen - MarshalltownDavid Rowley, CPCU, CIC, AU - Spirit LakeScott Wirtz - Emmetsburg

Past PresidentMark Currie, CIC, CPIA - West Des Moines

IIAI OFFICE STAFFChief Executive OfficerBob Skow, CPCU, [email protected]

Membership Operations CoordinatorMelissa [email protected] • Ext. 15

Technology & Communications AdministratorJeanne [email protected] • Ext. 17

Membership Services CoordinatorMarilyn Paul, CPCU, AIT, AAM, [email protected] • Ext. 11

Membership Services CoordinatorBrenda Kluger, MBA, CIC, CISR, [email protected] • Ext. 14

Customer Service RepresentativeMegan [email protected] • Ext. 16

Membership Services CoordinatorMarie [email protected] • Ext. 22

ReceptionistCindy [email protected] • Ext. 12

Independent Insurance Agents of Iowa4000 Westown Parkway

West Des Moines, Iowa 50266(515) 223-6060 • FAX (515) 222-0610

800-272-9312 (In-State only)

Advertising EditorMelissa Meiners

MISSION STATEMENT: The Independent Insurance Agents of Iowa will be an unrelenting advocate of the business, professional and political interests of its members; doing so by working in the public’s best interest and with the highest ethical standards.

Viewpoint is a publication of the Independent Insurance Agents of Iowa. Viewpoint is published quarterly: Winter, Spring, Summer and Fall. Viewpoint is mailed to Iowa insurance agents, Iowa Home Office Executives, Affiliate members, and other state associations and organizations.

34 Allied General Agency

4 Amerisafe

28 Burns & Wilcox

30 Celina Insurance Group

31 EMC Insurance Co.

35 Big “I” Professional Liability

2 The IMT Group

22 Integrity Insurance

25 Iowa Mutual Insurance Co.

33 Merchants Bonding Co.

4 M.J. Kelly Company

4 NAU Country

18 Northern States Agency

25 Pekin Insurance

18 Ringwalt & Liesche Co.

12 Scobie Group

17 SECURA Insurance Co.

8 Society Insurance

6 West Bend

Advertisers

We would like to thank our advertisers for their support. This magazine would

not be possible without them.

THANK YOU!

President’s ReportMY CHALLENGE TO YOUAs members of the Big “I”, you have an opportunity to grow professionally through every contact you have with other members.

by Brian PetersburgPage 5

National Director’s ReportSUMMER DOLDRUMSWe are asking ourselves, in a formalized process, what our membership will look like in the future and what our members will need from the Association in order to be successful going forward.

by Dean Brooks, CPCU, CLU, ALCMPage 7

In This IssueFuture Looks Bright for Iowa Independent Agents

by Bob Skow, CPCU, CAE -Chief Executive OfficerPage 9

2012 Independent Insurance Agents of Iowa Company Meetings

Page 19

2012 IIAI Scholarship Winners

2

2012 IIAI Young Agents Conference

Page 33

Iowa Insurance Hall of Fame 2012 Inductees

Page 33

Big “I” Goes to Washington

Page 34

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president’s report

B r i a n P e t e r s B u r g

it’s been nine months since I became President of your Association and it has truly been a whirlwind adventure.

I’ve put on more miles than Obama on a campaign trail!

i’ve been to National Board meetings in Washington, DC and Florida. I’ve made the 7-hour round trip to Des Moines for three IIAI Board Meetings, the Rural Agent’s Conference, Insurance Day on the Hill and the Annual Planning Conference. I’ve traveled to Des Moines to meet with Willene White and her Company & Public

my challenge

to you.

As members of the Big “I”, you have an opportunity to grow professionally through every contact you have with other members.

Relations Committee to interview four company presidents. Tomorrow I have a conference call with a subcommittee to discuss Trusted Choice. Next week I travel back to Des Moines to meet with the Budget & Audit Committee. I have met with Senators and Congressmen in Washington DC as well as the Governor and legislators at our state capitol. Over the last nine months, I’ve received hun-dreds of emails from Bob Skow and have been on numerous conference calls.

i’ve watched Bob Skow draft and pass legislation that strengthens our position as independent agents. I have had the

opportunity to listen to extremely bright members of our Association discuss items like Crop Insurance and the Farm Bill, Flood Insurance Reform, Health Insurance Reform, Insurance Regulatory Reform, the Langwith Supreme Court Decision and Workers’ Compensation issues.

so i am sure you are asking “What’s your point?” I look at every one of these events as an opportunity to learn. Whether it is from our politicians in D.C. or Des Moines, from fellow board members at the board table or on a con-ference call, or while having lunch with a member at the convention, I’ve had the opportunity to grow from each experience.

We are fortunate to have an extremely engaged membership. As members of the Big “I”, you have an opportunity to grow professionally through every contact you have with other members. I chal-lenge each of you to become even more involved in the Association, whether it’s attending the Rural Agents Conference, the Convention or having lunch with a member at a CEC class. The more you’re involved and surround yourself with your peers, the more benefit you will receive as a member of your Association.

What am i going to do when my term as President is up? I’m going to Disney World!

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national director’s report

d e a n B r o o k s , c P c u , c l u , a l c m

summer

doldrums.

We are asking ourselves, in a formalized process, what our membership will look like in the future and what our members will need from the association in order to be successful going forward.

summer is here and I’m feeling more than a bit lackadaisical, especially regarding real work.

Anticipating that the summer doldrums may have afflicted more folks than just me, let’s keep this article brief for every-one’s benefit.

item #1 without question is a heart-felt congratulations to Bob Fulwider as this year’s recipient of the Woodworth Memorial Award, the highest award our National Association bestows. Bob

accepted the award during the Legislative Conference breakfast to a standing ova-tion from an appreciative and respectful audience. In my humble opinion, there is not a more deserving person anywhere in our Association than Bob. For over forty years, he has demonstrated an unselfish and unmatched devotion to the insurance business and to our Association. Well deserved, Bob!

another national legislative Conference is in the books. In late April, independent agents from across the country descended on our nation’s Capital to take the message to their elected representatives on key issues including:

• Flood Insurance Reform, including a long term extension

• Health Care Reform, specifically the Medical Loss Ratio

• Federal Crop Insurance and the commission “soft cap”

• Agent Licensing Reform• Insurance Regulatory Reform• Tax Reform and the impact on

small business owners

this important event reinforces our sig-nificant presence “On the Hill” in D.C. and reminds all the players inside the beltway that the IIABA is the number one insurance Association in the country. In the busi-ness of politics, success is often measured incrementally, and many times by what we never see outside of the committee rooms – the legislation that is proposed but never introduced. The Big “I” continues to lead

the charge on national insurance issues, both in supporting positive legislation and shutting down unfavorable proposals before they gain traction.

our national association is embarking on a new adventure that is at the same time both exciting and daunting. We are asking ourselves, in a formalized process, what our membership will look like in the future and what our members will need from the Association in order to be suc-cessful going forward. I’m sure there will be questions asked about what we could do better, what we could do less of and what we should do more of, among other things. With fifty member states and a widely diverse membership in terms of demographics, this self-evaluation will be a challenging task but also is an excellent process to go through. As our members change, we must change as an Association to remain relevant and vibrant.

Personally, i think we should get high marks in general for the way we repre-sent our members; however, that doesn’t mean we can’t improve. Historically, our National Association has always operated on a federation, or bottom up, model. This means the states control the overall direction of the Association through the Board of Directors, rather than control resting in our national office in D.C. This can be a challenging and sometimes unwieldy structure at times but overall has served us well through the years. It works largely because of the many talented

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member agents who volunteer their time to serve on committees, boards and on the Executive Committee, and because of a highly qualified professional staff that is second to none in D.C. I don’t look for change in this basic governance model but pretty much everything else is fair game for review. I have no idea where this effort ultimately will take us but the goal is to assure your Association is relevant to your needs for the future.

in other national business, our National InsurPac chair, Mike Larges from Michigan, reported that we are ahead of goal to date on our “Road to One Million” cam-paign for 2012. As you may remember, we dropped below one million dollars in PAC money in 2011 for the first time in years and Mike’s goal is to get us back above the magic one million mark. Let’s do all we can to help Mike hit his (our) goal.

caP, short for the Consumer Agent Portal – and there is no other way to say this – is off to a crazy start. During the initial three month trial sign-up period, over 1,000 agencies signed up, which was roughly three times the initial projections. Obviously, this response has overwhelmed the CAP staff, so there have been a few delays in getting in contact with agents who have signed on. Additional people have been hired but as with any start-up, patience on everyone’s part is important.

one of the most important agenda items at every April Board of Directors meeting is the election of a new member to our National Executive Committee. Even after nearly 30 years of Association activity, I continue to be amazed by the impressive group of individuals who volunteer their time to serve our National Association in this capacity. This year was no different. We had two great individuals running for the position, with Vaughn Graham from Oklahoma winning the election. I look forward to great things from Vaughn.

let me know whenever you have a question or concern about our Association. I can be reached at Miller, Fidler & Hinke Insurance at 515-868-0484 or via email at [email protected] I would love to hear from you.

SUMMER 2012 | | 9

B o B s k o W, c P c u , c a e - c h i e f e x e c u t i v e o f f i c e r

Future Looks Bright Iowa Independent Agents.

for

each year in our summer issue of IIAI’s Viewpoint Magazine we feature four insurance companies.

These are four companies IIAI’s Company & Public Relations Committee and asso-ciation leaders met with and discussed a number of topics important to the agents and to each company. These meetings, I do believe, help both parties better understand the concerns each has with the marketplace. Each company agrees to supply our readers with a summary of the discussion that took place in May this year. Hopefully, you’ll find each story not only interesting, but useful as you digest the information.

also, as part of our annual summer issue is the reporting of data supplied to us by A.M. Best. The data offers you a ton of information on who is doing what in Iowa, and how well the business is performing. The data is pulled from the reports the carriers supplied A.M. Best in 2011.

a few things worth noting:

• DirectwriterslostmarketsharetoindependentagentcompanieswithgrowthinmarketsharebybothregionalandNationalcompaniesthatuseindependentagentsastheirdeliverypoint.

• Inspiteofbillionsinadvertising,GeIComarketshareinIowaisanon-factorandremainsaminorplayerinourState.

• StateFarmremainsthestrongestplayerinpersonalLines,with21.3%oftheprivatepassengerautomarketand28.2%ofthehomeowners.

• DirectWritershave57.2%ofthehomeownersmarket.

• IndependentAgentshavealmost80%oftheCGLandBopliabilitymarket.over80%oftheworkers’compensationmarketiswrittenbyindependentagents.

• Workers’Compensationlossratiosjumpedupbyover10pointsforthetoptenwriters.

• overalllossratioforallp/Clineswasonly61.8%inIowa.

there is a lot of good news in this year’s report. Iowa independent agent’s market share continues to grow. For the most part, based on loss ratios, Iowa remains a good state for carriers to write business.

We hope you find the data informa-tive. Here at IIAI we are excited about the strong future that appears to be the case in our state. Independent Agents in Iowa remain the consumer choice when it comes to placing insurance in Iowa. The future does look bright!

There is a lot of good news in this

year’s report. Iowa independent agent’s

market share continues to grow. For the

most part, based on loss ratios, Iowa

remains a good state for carriers to

write business.

Iowa – Overall State Ranking (All P/C Lines) (Direct Writers Highlighted)

2011 2010 2011 2010 2011 2010 Market Market Direct Written Direct Written Adjusted Adjusted Name Share Share Difference Premiums (000) Premiums (000) Difference Loss Ratio Loss Ratio Difference 1 State Farm Group 10.40% 9.90% 0.50% $519,651 $498,221 $21,430.00 69.5 61.7 7.8

2 Allied Group a Nationwide Co 8.20% 8.10% 0.10% $407,051 $409,566 $(2,515.00) 66.9 65.7 1.2

3 Farm Bureau Mutual Group 5.80% 5.90% -0.10% $287,873 $298,351 $(10,478.00) 64.4 65.6 -1.2

4 American Intl Group Inc. 4.20% 4.00% 0.20% $207,220 $198,619 $8,601.00 78.6 62.5 16.1

5 Progressive Group 4.10% 3.80% 0.30% $203,573 $190,307 $13,266.00 62.2 58.5 3.7

6 ACE INA Group 3.90% 3.60% 0.30% $193,391 $183,169 $10,222.00 62.6 106 -43.4

7 EMC Ins Cos 3.40% 3.40% 0.00% $171,223 $173,218 $(1,995.00) 62.2 57.8 4.4

8 American Family Insurance Group 3.20% 3.20% 0.00% $161,288 $162,751 $(1,463.00) 49.3 59.1 -9.8

9 St Paul Travelers 3.00% 2.70% 0.30% $148,009 $137,513 $10,496.00 52.5 60 -7.5

10 Farmers Mutual Hail Insurance Grp 2.50% 2.70% -0.20% $125,167 $138,165 $(12,998.00) 55 62.5 -7.5

11 Liberty Mutual Insurance Cos 2.40% 2.40% 0.00% $118,938 $121,279 $(2,341.00) 76.4 63.7 12.7

12 QBE Americas Grp 2.30% 1.00% 1.30% $115,341 $48,977 $66,364.00 46.9 73.1 -26.2

13 Grinnell Mutual Grp 2.30% 2.30% 0.00% $113,134 $113,172 $(38.00) 50.8 50.8 0

14 Auto-Owners Insurance Grp 2.00% 1.80% 0.20% $98,437 $89,969 $8,468.00 81.8 63.7 18.1

15 Great American P&C Group 1.90% 2.00% -0.10% $93,747 $101,779 $(8,032.00) 52.8 46.1 6.7

16 IMT Insurance Company Mut 1.70% 1.60% 0.10% $84,042 $81,315 $2,727.00 61.6 51.6 10

17 Cincinnati Ins Cos 1.60% 1.70% -0.10% $82,236 $84,053 $(1,817.00) 56.8 53.2 3.6

18 West Bend 1.50% 1.50% 0.00% $75,583 $73,549 $2,034.00 62.1 52 10.1

19 Zurich Fin Serv NA 1.40% 1.50% -0.10% $70,636 $73,649 $(3,013.00) 40.9 66.6 -25.7

20 United Fire & Cas 1.40% 1.40% 0.00% $68,373 $69,515 $(1,142.00) 69 52.4 16.6

Top 20 Totals 67.20% 64.50% 2.70% $3,344,913 $3,247,137 $97,776.00 61.12 61.63 -0.52

All Carriers State Totals 100% 100% 0% $4,986,398 $5,025,596 $(39,198.00) 61.8 62.4 -0.6

2011 DATA

10 | | SUMMER 2012

SUMMER 2012 | | 11

Iowa – Regional Independent Agency Companies

2011 2011 2010 2011 2010 Direct Written Market Market Adjusted Adjusted Name Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference 1 Allied Group a Nationwide Co $407,051 8.20% 8.10% 0.10% 66.9 65.7 1.2

2 Progressive Group $203,573 4.10% 3.80% 0.30% 62.2 58.5 3.7

3 EMC Insurance Companies $171,223 3.40% 3.40% 0.00% 62.2 57.8 4.4

4 Farmers Mutual Hail Ins Group $125,167 2.50% 2.70% -0.20% 55 62.5 -7.5

5 Grinnell Mutual $113,134 2.30% 2.30% 0.00% 50.8 50.8 0

6 Auto-Owners Insurance Group $98,437 2.00% 1.80% 0.20% 81.8 63.7 18.1

7 IMT Insurance Company Mutual $84,042 1.70% 1.60% 0.10% 61.6 51.6 10

8 West Bend Mutual Group $75,583 1.50% 1.50% 0.00% 62.1 52 10.1

9 United Fire & Casualty Group $68,373 1.40% 1.40% 0.00% 69 52.4 16.6

10 Pekin $50,616 1.00% 0.90% 0.10% 73.4 63.7 9.7

Top 10 Totals $1,397,199 28.10% 27.50% 0.60% 64.50 57.87 6.63

All Carriers State Total $1,991,541 39.90% 41.60% -1.70% 64 61.53 2.47

Iowa – National Independent Agency Companies

2011 2011 2010 2011 2010 Direct Written Market Market Adjusted Adjusted Name Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference 1 American International Group Inc $207,220 4.20% 4.00% 0.20% 78.6 62.5 16.1

2 ACE INA Group $193,391 3.90% 3.60% 0.30% 62.6 106 -43.4

3 St. Paul Travelers $148,009 3.00% 2.70% 0.30% 52.5 60 -7.5

4 QBE Americas Group $115,341 2.30% 1.00% 1.30% 46.9 73.1 -26.2

5 Great American P & C Group $93,747 1.90% 2.00% -0.10% 52.8 46.1 6.7

6 Cincinnati Insurance $82,236 1.60% 1.70% -0.10% 56.8 53.2 3.6

7 Zurich Fin. Serv. NA $70,636 1.40% 1.50% -0.10% 40.9 66.6 -25.7

8 Old Republic General Group $63,563 1.30% 1.30% 0.00% 41.5 74.2 -32.7

9 Hartford Insurance Group $58,490 1.20% 1.20% 0.00% 40.3 63.1 -22.8

10 Chubb Group of Insurance Cos $55,331 1.10% 1.10% 0.00% 38.7 31.6 7.1

Top 10 Totals $1,087,964 21.90% 20.10% 1.80% 51.16 63.64 -12.48

All Carriers State Total $1,339,953 26.90% 25.00% 1.90% 47.24 55.83 -8.59

2011 STATE MARKET SHARE

REGIONAL AGENCY COMPANIES

NATIONAL AGENCY COMPANIES

DIRECT WRITERS

Direct Writers33.2%

National AgencyCompanies

26.9%

Regional AgencyCompanies

39.9%

2011 DATA

12 | | SUMMER 2012

Iowa – Direct Writers

2011 2011 2010 2011 2010 Direct Written Market Market Adjusted Adjusted Name Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference 1 State Farm Group $519,651 10.40% 9.90% 0.50% 69.5 61.7 7.8

2 Farm Bureau Mutual Group $287,873 5.80% 5.90% -0.10% 64.4 65.6 -1.2

3 American Family Insurance Group $161,288 3.20% 3.20% 0.00% 49.3 59.1 -9.8

4 Liberty Mutual Insurance Cos $118,938 2.40% 2.40% 0.00% 76.4 63.7 12.7

5 Farmers Insurance Group $57,641 1.20% 1.20% 0.00% 51.6 54.7 -3.1

6 Allstate Insurance Group $53,653 1.10% 1.10% 0.00% 62.4 47.4 15

7 Wells Fargo Insurance Group $52,839 1.10% 1.50% -0.40% 72.9 75.9 -3

8 PMI Mortgage Group $46,991 0.90% 1.00% -0.10% 161.7 86.4 75.3

9 Berkshire Hathaway $40,329 0.80% 0.80% 0.00% 48.1 57.1 -9

10 Federated Mutual Group $26,820 0.50% 0.40% 0.10% 71.2 70 1.2

Top 10 Totals $1,366,023 27.40% 27.40% 0.00% 72.75 64.16 8.59

All Carriers State Total $1,654,904 33.20% 33.40% -0.20% 64.21 65.91 -1.7

2011 DATA

E & S Specialists for over 35 years

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Iowa – Private Passenger Auto Physical Damage (Direct Writers Highlighted)



3 Allied Group a Nationwide Co $74,567 11.70% 12.30% -0.60% 59.5 56.2 3.3

4 Farm Bureau Mutual Group $49,793 7.80% 7.30% 0.50% 63.8 66.6 -2.8

5 American Family Insurance Group $47,157 7.40% 7.50% -0.10% 53.2 55.6 -2.4

6 Grinnell Mutual Group $30,463 4.80% 5.20% -0.40% 63.4 62.7 0.7

7 IMT Insurance Company Mutual $21,587 3.40% 3.30% 0.10% 57.1 55.1 2

8 Allstate Insurance Group $18,786 3.00% 3.10% -0.10% 41.1 36.2 4.9


10 Farmers Insurance Group $13,402 2.10% 2.20% -0.10% 57.5 62 -4.5

Total from top 10 writers $484,738 76.20% 76.50% -0.30% 60.43 58.41 2.02 (Avg.) (Avg.)

State Total For All Carriers Combined $636,171 64.3 61.6 2.7

Iowa – Other Private Passenger Auto (Liability) (Direct Writers Highlighted)

2011 2011 2010 2011 2010 Direct Written Market Market Adjusted Adjusted Name Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference 1 State Farm Group $142,261 20.50% 20.60% -0.10% 57.8 63.8 -6



4 Farm Bureau Mutual Group $50,180 7.20% 7.20% 0.00% 54.3 56.7 -2.4


6 Grinnell Mutual Group $31,346 4.50% 4.70% -0.20% 46.1 38.2 7.9

7 IMT Insurance Company Mutual $20,198 2.90% 2.90% 0.00% 57.2 52.8 4.4

8 Farmers Insurance Group $17,454 2.50% 2.60% -0.10% 53.1 56.3 -3.2

9 Berkshire Hathaway $16,200 2.30% 2.30% 0.00% 54.8 64.5 -9.7


Total from top 10 writers $530,083 76.20% 76.50% -0.30% 53.31 55.33 -2.02 (Avg.) (Avg.)

State Total For All Carriers Combined $695,126 55.5 58.4 -2.9

2011 IOWA PRIVATEPASSENGER AUTO MARKET

DIRECT WRITERS INDEPENDENT AGENTS

Direct Writers24.4%

IndependentAgents75.6%

2011 IOWA OTHER PRIVATEPASSENGER AUTO MARKET


Direct Writers49.5%Independent

Agents50.5%

2011 DATA

SUMMER 2012 | | 13

14 | | SUMMER 2012

Iowa – Homeowners Multi-Peril (Direct Writers Highlighted)


2 Allied Group a Nationwide Co $86,659 15.90% 16.50% -0.60% 107.1 81 26.1

3 Farm Bureau Mutual Group $41,021 7.50% 7.30% 0.20% 92.6 76.3 16.3



6 Farmers Insurance Group $16,692 3.10% 3.30% -0.20% 36.3 46.3 -10


8 IMT Insurance Company Mutual $15,093 2.80% 2.70% 0.10% 77.5 64.4 13.1

9 Pekin Insurance Group $14,102 2.60% 2.70% -0.10% 95.5 68.3 27.2

10 West Bend Mutual Group $12,860 2.40% 2.40% 0.00% 91.6 53.3 38.3



Iowa – Inland Marine (Direct Writers Highlighted)

2011 2011 2010 2011 2010 Direct Written Market Market Adjusted Adjusted Name Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference 1 Assurant Insurance Group $26,431 17.20% 16.70% 0.50% 33.4 38.8 -5.4

2 Liberty Mutual Insurance Cos $13,700 8.90% 6.70% 2.20% 60.5 62.4 -1.9

3 State Farm Group $8,764 5.70% 5.60% 0.10% 46.4 30.1 16.3


5 FM Global Group $8,617 5.60% 5.60% 0.00% -99.9 227.5 -327.4

6 Allied Group a Nationwide Co $6,838 4.40% 4.30% 0.10% 42.9 38.1 4.8

7 St. Paul Travelers Group $5,913 3.80% 4.20% -0.40% 64.5 25.9 38.6

8 EMC $5,743 3.70% 3.50% 0.20% 27.5 26.7 0.8

9 Old Republic $5,083 3.30% 3.70% -0.40% 53.3 54.1 -0.8

10 American International Group Inc $4,253 2.80% 3.80% -1.00% 29.3 58.1 -28.8

Total from top 10 writers $93,987 61.00% 59.70% 1.30% 30.47 62.32 -31.85 (Avg.) (Avg.)


2011 IOWAHOMEOWNERS MARKET DIRECT WRITERS INDEPENDENT AGENTS

Direct Writers57.2%Independent

Agents42.8%

2011 IOWAINLAND MARINE MARKET DIRECT WRITERS INDEPENDENT AGENTS

Direct Writers25.9%


2011 DATA

SUMMER 2012 | | 15

Iowa – Commercial CGL/BOP Liability (Direct Writers Highlighted)

2011 2011 2010 2011 2010 Direct Written Market Market Adjusted Adjusted Name Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference 1 Allied Group a Nationwide Co $11,826 12.40% 12.70% -0.30% 28.7 45.2 -16.5

2 Cincinnati Insurance Companies $6,262 6.60% 7.10% -0.50% 45.6 11.5 34.1

3 St Paul Travelers $5,985 6.30% 6.40% -0.10% 62.5 41.6 20.9

4 State Farm Group $5,531 5.80% 5.80% 0.00% 37 84.4 -47.4

5 W R Berkley Group $5,472 5.80% 6.10% -0.30% 30.8 48.2 -17.4



8 Tokio Marine US Grp $3,474 3.70% 3.10% 0.60% 19.9 5.5 14.4

9 Grinnell Mutual Group $3,456 3.60% 3.40% 0.20% 37.8 31.5 6.3

10 Liberty Mutual Insurance Cos $3,310 3.50% 3.20% 0.30% 59.7 58.3 1.4



Iowa – Workers’ Compensation (Direct Writers Highlighted)

2011 2011 2010 2011 2010 Direct Written Market Market Adjusted Adjusted Name Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference 1 Liberty Mutual Insurance Cos $50,235 9.40% 10.00% -0.60% 93.7 75.8 17.9

2 EMC Insurance Companies $49,837 9.30% 9.40% -0.10% 80 73.9 6.1

3 Accident Fund Group $44,627 8.40% 8.40% 0.00% 55.4 74.7 -19.3

4 St. Paul Travelers $33,535 6.30% 5.60% 0.70% 87.1 75.2 11.9


6 Zurich Fin Serv NA $22,395 4.20% 4.50% -0.30% 102.1 119.6 -17.5

7 American International Group Inc $22,286 4.20% 3.90% 0.30% 133.2 87.5 45.7


9 United Fire & Casualty $18,119 3.40% 3.50% -0.10% 109.1 61.4 47.7




2011 IOWA COMMERCIALCGL/BOP LIABILITY


Direct Writers20.6%


2011 IOWA WORKERS’COMPENSATION MARKET


Direct Writers19.6%


2011 DATA

Iowa – Commercial Property (Direct Writers Highlighted)

2011 2011 2010 2011 2010 Direct Written Market Market Adjusted Adjusted Name Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference 1 Allied Group a Nationwide Co $26,304 13.40% 13.50% -0.10% 72.4 92.2 -19.8


3 State Farm Group $15,499 7.90% 8.20% -0.30% 84.2 60.5 23.7

4 St Paul Travelers $11,836 6.00% 5.70% 0.30% -80.6 148.1 -228.7

5 Chubb Group of Insurance Cos $10,514 5.40% 5.40% 0.00% 62.3 -6.1 68.4

6 W R Berkley Group $9,001 4.60% 4.80% -0.20% 39.4 38.5 0.9



9 Grinnell Mutual Group $5,903 3.00% 2.90% 0.10% 82.6 62.9 19.7

10 Liberty Mutual Insurance Cos $5,377 2.70% 2.70% 0.00% 52.8 49.8 3



2011 IOWA COMMERICALPROPERTY MARKET


Direct Writers21.6%


Iowa – Other Commercial Liability (Direct Writers Highlighted)

2011 2011 2010 2011 2010 Direct Written Market Market Adjusted Adjusted Name Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference 1 American International Group Inc $43,800 14.20% 12.60% 1.60% 106.5 91.2 15.3

2 EMC Insurance Companies $21,813 7.10% 7.80% -0.70% 34.9 35.3 -0.4

3 Allied Group a Nationwide Co $21,097 6.80% 6.30% 0.50% 22.6 23.3 -0.7

4 Grinnell Mutual Group $16,725 5.40% 4.80% 0.60% 32 30.1 1.9

5 St Paul Travelers $13,913 4.50% 12.30% -7.80% -25.6 36.4 -62

6 Cincinnati Insurance Companies $11,476 3.70% 3.40% 0.30% -38.2 -19.3 -18.9

7 West Bend Mutual Group $10,661 3.50% 3.20% 0.30% 14 11.7 2.3

8 State Farm Group $10,360 3.40% 2.50% 0.90% 63.3 61.2 2.1

9 United Fire & Cas Grp $10,037 3.20% 3.10% 0.10% 34.1 28.1 6

10 IMT Insurance Cos $9,129 3.00% 2.70% 0.30% 64.3 45.1 19.2

Total from top 10 writers $169,011 54.80% 58.70% -3.90% 30.79 34.31 -3.52 (Avg.) (Avg.)


2011 IOWA OTHERCOMMERCIAL LIABILITY MARKET


Direct Writers15.1%


2011 DATA

16 | | SUMMER 2012

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20 | | SUMMER 2012

Grinnell mutual’s roots can be traced back to the mid-1800s. As settlers moved to the Midwest, they sought protection from the

ravages of prairie fires by working together. When fire struck, neighbors pitched in to help with labor, materi-als, or money. It was a way of people helping people.

From there, the concept of spreading the losses of a few among many grew. The mutual system flourished and developed into efficient modern business organi-zations serving their counties and adjoining areas. In 1909, a State Association meeting called for the need of a reinsurance organization for the county mutu-als — and the Iowa company now known as Grinnell Mutual was created.

Today, Grinnell Mutual Reinsurance Company operates in 12 states throughout the Midwest, rein-suring over 290 mutuals, and achieving more than a 50 percent share of the farm mutual market. Grinnell Mutual direct lines are available in 11 states through a network of more than 1,600 independent insurance agents. As the 127th largest property-casualty com-pany in the U.S., Grinnell Mutual is firmly committed

to providing excellent service to affiliated mutuals, agents, and policyholders — it’s a policy of working together.

“I don’t know of any other organization that invests the same time and resources to know the customer. The friendship and trust that we have developed with our mutuals and agents has resulted in the right products, services, and technology,” says Grinnell Mutual President and CEO Larry Jansen.

Products

With a tradition of serving the agricultural and suburban markets, Grinnell Mutual’s direct product lines include crop hail insurance, personal lines, and commercial lines products designed specifically for Main Street businesses. The commercial target market portfolio offers innovative coverages such as the House of Worship program, one of Grinnell Mutual’s fasting growing commercial products, that addresses the unique insurance needs of churches.

Grinnell Mutual

www.grinnellmutual.com

Grinnell Mutual, headquartered

in Grinnell, Iowa, operates in

12 states, generates more than

$440 million in gross premi-

ums through 1,600 independent

agents, and manages over $740

million in assets. Named the

13th best large company to

work for in the state by Iowa Top

Workplaces, Grinnell Mutual

employs over 700 people.

a p o l i c y o f w o r k i n g t o g e t h e r ®

Grinnell Mutual

SUMMER 2012 | | 21

Coupled with competitive products are Grinnell Mutual’s value-added services. Commercial policyholders receive one-on-one assistance from loss control staff to improve safety and loss prevention efforts at their business or job sites.

In the personal lines market, Grinnell Mutual established Grinnell Select Insurance (GSI) to offer a preferred, lower rate than Grinnell Mutual’s standard auto rate. Agents can reach a broad range of customers as GSI offers both a preferred “Elite” program as well as a “motivator” program.

The Big M Agency® provides additional opportunities for agents to place special and unique risks. As Grinnell Mutual’s in-house agency, Big M handles a variety of risks not available in the standard market.

innovative technology

Providing real-time technology tools that are easy for agents to use is a priority for Grinnell Mutual. Grinnell Mutual cur-rently integrates with 17 different agency management systems to offer download features for personal and commercial lines, claims, direct bill commission download, and alerts. Additional work continues to expand product offerings for real-time inquiry and rating transac-tions through Transformation Station and TransactNow.

In recognition of its technology accom-plishments, Grinnell Mutual earned a spot on the InformationWeek 500 list of technology innovators for the past three years. The company has also been hon-ored five times by ACORD and Applied Systems Client Network (ASCnet) for developing supportive technology that enhances the ease of doing business with affiliated insurance agents.

“We know that it is critical for Grinnell Mutual to provide our agency custom-ers with the technology they need to

do their jobs as efficiently as possible. We continue to focus on technology enhancements that will meet our customers’ needs,” says Jansen.

financial strength

Grinnell Mutual currently insures more than $110 billion risk in force with gross premiums over $440 million. Grinnell Mutual continues to receive a solid A rating by A.M. Best, a rating it has achieved for more than 20 years. Additionally, the company has been recognized as a top-performing prop-erty-casualty company by the Ward’s Top 50 Benchmark Group.

One of the company’s greatest assets continues to be its committed employees. In 2011, Grinnell Mutual was named among Iowa’s Top Workplaces by the Des Moines Register and Workplace Dynamics, ranking as the 13th best large company to work for in the state. With its financial strength and tradition of personal service, Grinnell Mutual continues to provide stability and security for America’s heartland.

Like many of its affiliated mutuals and agents, Grinnell Mutual actively partners in supporting community and

statewide organizations financially and with volunteer resources. Last year the annual Grinnell Mutual employee fund drive raised over $67,500 in employee contributions and Grinnell Mutual Group Foundation matching funds for 25

United Way and Community Chest campaigns.

Each year, Grinnell Mutual and its independent agency force award $50,000 in Road to Success scholar-ships to youthful policyholders who have excelled in the classroom and on the roadways. Since the program’s incep-tion, Grinnell Mutual and its agents have provided college-bound students with over $350,000 in scholarships.

“As we look toward the future, we’re focusing on two things — profit-able growth and improving technol-ogy offerings for our agents,” says Jansen. “Those are the things that will keep us viable well into the future. I believe the key

to success is that all of us — reinsurers, mutuals, agents, and Grinnell Mutual — continue to work together to produce the results we want. Based on our tradi-tion and policy of working together, we will continue our success.”

“I don’t know of any other

organization that invests the same

time and resources to know the

customer. The friendship and trust

that we have developed with our

mutuals and agents has resulted

in the right products, services,

and technology,” – Mutual President

and CEO, Larry Jansen

For more about how Integrity can help you

help your customers contact:

Cathy Beaudin at 920-968-8326

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We push ourselves for you.Because you push yourselffor them.

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IM-1010-Recrt Push 8_5x11 _125in bleed-a.indd 1 10/25/10 4:18 PM

SUMMER 2012 | | 23

the “Be Worry Free with IMT” com-pany started from humble beginnings 128 years ago in Wadena, Iowa. In

January of 1884, J.B. Herriman formed The Iowa Mutual, Tornado, Cyclone and Windstorm Insurance Association to provide wind and tornado insurance to farmers. In 1970, the company changed its name to IMT Insurance Company (Mutual). The IMT Group was formed in 2007 and is comprised of IMT Insurance Company and Wadena Insurance Company. We continue to provide a strong line of personal and commercial products for

which we have always been known for to families and businesses of the Midwest. We are very proud of our Midwest heritage. Our roots are firmly planted in the country’s Heartland, operating our home office from West Des Moines, Iowa.

The companies that comprise The IMT Group continue to be financially strong companies in 2012, both receiving an A (Excellent) Rating by A.M. Best. Our excellent independent agency force of over 800 agencies has allowed us to experience growth for the fifth consecutive year, increasing our direct written premium 5.8% in 2011. We are seeking a similar growth rate in 2012, aiming for stable growth of 6% to 10% overall in our six state writing territory of Iowa, Illinois, Minnesota, Nebraska, South Dakota, and Wisconsin.

We have experienced our biggest growth in Wisconsin and Nebraska recently, although Iowa also continues to provide steady growth of 6%. Approximately 60% of our current book of business comes from Iowa. Our goal is to be one of the best, not necessarily the biggest.

It’s the simple things that differentiate us from our competitors. We are a small, Midwest regional mutual company that values our relationships with independent insurance agents and enjoy what we do. We like to have fun! We also strongly believe that in order to be successful, you must enjoy what you are doing. Our friendly, family-oriented employees carry the same Midwest values that our agents and insureds carry. Our agents know they can contact any of us at The IMT Group at any time.

We believe knowledge breeds success; therefore, we put a huge emphasis on continuing education at The IMT Group. IMT currently has 41 employees that have

“be worry free with imt”

The IMTGroup

Left to Right – Rich Nauman – Vice President of Marketing,

Sean Kennedy – Executive Vice President and Richard Keith-

President/CEO.

Commercial Products Personal Products• Artisans • Auto• Auto • Boat• Businessowners • Dwelling• General Liability • Farm/Personal Liability• Inland Marine • Home• Property • Mobile Homeowners• Surety and Fidelity Bonds • Power Sports/Motorcycle• Umbrella • Umbrella

24 | | SUMMER 2012

obtained their CPCU, with several others who are working towards obtaining this prestigious designation. We are also proud of our very low employee turnover rate. In fact, over 50% of our employ-ees have been with us for 10 years or more. We have also added a number of Generation Y employees who have generated a high energy level within the company.

We continue to search and appoint small to mid-sized, established agen-cies in areas in which we are not already

saturated and show strong growth poten-tial. Over the last five years, we have appointed 311 agencies. Our agents can count on assistance and dedication from us in all areas of their agency, includ-ing hands-on training and continuing education to better serve their policy-holders. In addition, all new agencies receive personalized training from their IMT Territory Manager. We recognize the commitment and effort of our agents by paying top of the line commissions. We have an established, top-notch profit sharing program that is also available for our agencies. The independent agent is our partner and primary customer. If they do well, we do well.

We have established a great relation-ship with the farm mutuals across our territories as approximately 60% of our business is written by agencies that are affiliated with farm mutuals. The agen-cies place the property with the mutual; IMT then writes the liability and other lines of insurance – providing a win-win situation for both parties.

“Ease of doing business” has been the driving force for The IMT Group’s contin-ued success. In 2007, Wadena Insurance

Company was formed, offering a top-of-the-line auto system. We continue to make doing business with us easy as we are in the process of developing and implementing new, online commercial products over the next few years, starting with a new Wadena ISO Businessowners program. General Liability, Commercial Auto, and Commercial Property will soon follow. This is due to a broadening of our commercial lines appetite as this year we are focusing on enhancing our commercial products and systems. Our

current book of business is approximately 80% personal lines and 20% commercial lines. We would like that ratio to be closer to 60/40. We can and want to write more commercial business. So far in 2012, we have been setting records in the number of commercial submissions that we have received and commercial lines production contin-ues to increase.

We have utilized a multi-tiered rating system with our Wadena personal auto policies that looks beyond standard rating factors and allows our insureds to receive a great product for a competitive price. We expect our new commercial products and systems to have the same success.

Technology is a vital part of our busi-ness at IMT. We develop and maintain our own policy systems - all from our home office. Our systems are company-tested and agent-approved, as we invite agents to view the program and give feedback before completing and releas-ing the system entirely. Along with new commercial products, we are working to keep on top of the competitive insurance market through real-time, automated systems. We continue to advance with changes in technology including offering a Consumer Quote icon our agents can add to their websites, allowing potential insureds to receive a quote instantly, and all the while keeping the independent agent at the front of the process. We have committed to Social Media through our presence on Facebook, YouTube, and Google+. Our presence on Social Media is only going to grow as we recognize

the importance of the consumers’ way of doing business. Furthermore, we are in the process of creating a mobile app to keep up with the ever-changing technology.

The IMT Group was recently selected as the recipient of the 2011 Interface Partner Award from Applied Systems at the Technology, Education and Networking Conference hosted by the Applied Systems Client Network (ASCnet). Furthermore, The IMT Group was recently awarded the highest honor as a “Five Star Company of the Year” by the Independent Insurance Agents of Nebraska (IIAN).

As the economy continues to struggle, we often see many agencies consolidat-ing. When this happens, our relationship does not diminish - they are still people to us. They will continue to receive the same personalized touch from us as we maintain contracts with each separate agency of a cluster.

The average age in the insurance industry continues to climb, causing an item of concern for all parties involved in the industry. We’re working to involve and engage the young agency force that has decided to start a career in this great industry. In addition, we will work with any of our agencies to develop and/or maintain a perpetuation plan.

Our commitment does not stop with our agents. The IMT Group lends a hand, as well as, contributes financial donations to a countless number of organizations in and around our writing states. We recognize the importance of commitment to the community; offering all employees paid time off for volunteering. In return, The IMT Group employees are actively involved in supporting our community, participating in various volunteer events in and around our writing states.

We’re fortunate to be in a position where we can continue to grow. We currently employ just over 220 employees in our six state writing territory. People buy their insurance from independent agents because they know them, like them, and trust them. That is exactly the same reason independent agents do business with The IMT Group. We’ve got an eye on the past and a keen sense for the future, continuing to live up to our slogan, “Be Worry Free with IMT!”

Making certain you have the right tools to run your agency aseasily and profitably as possible is our daily goal.

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Project1_Layout 1 8/31/11 2:39 PM Page 1

26 | | SUMMER 2012

established in 1900 in DeWitt, Iowa, Iowa Mutual Insurance Co. has served its independents agents and policy-

holders for more than 110 years. In 1924, Iowa Mutual built its current offices. The A.M. Best A-rated company sells its personal and com-mercial lines products through independent agents in Iowa, Nebraska and Illinois.

At year-end 2011, The Motorists Insurance Group, including Iowa Mutual and its subsid-iary Iowa American Insurance Co., had more

than $1.6 billion in assets and $628 million in written premium. The group’s financial strength is rated A (Excellent) by A.M. Best.

Iowa Mutual is off to a strong start in 2012. At the end of the first quarter, the overall combined loss ratio is 94.5 per-cent and overall growth is 7.4 percent. The year-end direct written premiums are projected to be more than $75 million. Iowa Mutual writes about 50 percent personal lines and 50 percent commercial lines in overall volume.

Market conditions continue to harden in terms of increased pricing. Property and workers’ compensation rates on renewal business have seen the biggest increases. This is not surprising with the storm losses and economic conditions over the past three and a half years.

iowa mutual – built on relationships, dedicated to service

developing strong relationships with our independent agents drives our success. We believe the consumer is best served by a local independent agent. Everything we do is designed to make our agents the best choice for the consumer and make our company the best choice for each agency. We strive to do what’s best for our agents, policyholders and associates every day.

District Sales Managers (DSMs) have broader risk management capabilities and under-writing authority than our competitors offer. DSMs can quote accounts and do on-site inspections. This is a value-added service provided to our agency partners and is a busi-ness model that has proven to be successful.

Iowa Mutual agents also have access to the Motorists Commercial Mutual Agency (MCM). MCM offers a wide variety of commercial lines solutions through

b U i lt o n r e l at i o n S h i p S , D e D i c at e D t o S e r V i c eIOWA MUTUAL INSURANCE CO.

Left to Right – Iowa

Mutual President Drew

Bright, Vice President of

Underwriting Georgia

Puls and Vice President of

Marketing Sandy Miller.

Iowa Mutual President

Drew Bright making

a point.

SUMMER 2012 | | 27

different markets that can assist agents who may not have a carrier for a particular account or part of the account.

agency partnerships

despite challenging economic con-ditions and a competitive insurance marketplace, we have consistently grown our business in Iowa. Iowa is our largest state of operation, and we continue to be interested in adding new agency partners where a mutual need and opportunity exists.

As we meet with prospective agencies, our evaluation centers on the agency’s specific needs and opportunities: if they are a proper fit with the current markets; if they demonstrate profitable growth; and if they blend geographically with our current agencies. Maintaining franchise value of an Iowa Mutual contract is of significant importance to our company and our agents.

Over the last few years, we have con-tinued to see a reduction in the number of companies available to agents, and the trend of smaller agencies merging (clustering) to consolidate their business in order to leverage marketing clout. Iowa Mutual supports and does busi-ness with numerous cluster-type groups. Smaller agencies who may not be able to support their own direct contract are able to obtain access to Iowa Mutual products and services that otherwise would be unavailable. In turn, this type of business structure allows us to access other geographic areas and opportunities in a more efficient manner.

Lastly, we are looking for agencies that desire to establish lasting relationships. Our entire organization is committed to personal, long-term relationships.

independent agent commitment

iowa mutual fully supports the independent agency system, and independent agents remain our only distribution channel. As an independent agency company, we fully support the Trusted Choice® initiative and proudly utilize the Trusted Choice® brand in our corporate advertising.

Our industry remains a people busi-ness. Consumers need the professional

advice and council independent agents provide. We strive to fairly compensate our agents with a revenue package of competitive commissions, profit sharing and bonus plans, co-op advertising and financial assistance to agencies — on a select basis — who are adding and devel-oping new producers within the agency.

To further support our agents, training schools and classes are offered annu-ally. Personal lines schools are normally offered twice a year and are designed to assist newer producers and CSRs. Additionally, we offer two continuing edu-cation (CE) classes every fall. The subject material is responsive to the needs of our agents; we use their input to develop pertinent and relevant topics. Each class offers three or four CE credits with the state, and they are provided at no cost to our agents.

most successful products

iowa mutual offers a wide range of products in both personal and commer-cial lines, as well as several value-added products including identity theft, mechanical breakdown, EPLI and loss control services. Iowa Mutual continues to experience significant growth in writ-ing contractors. Our Premier Contractor Program is the driver of this success. This endorsement bundles key coverages designed specifically for contractors.

Iowa American is a wholly owned sub-sidiary of Iowa Mutual Insurance Co. that continues to be successful. The target commercial client is the insurance risk that poses low to moderate hazards and dem-onstrates desirable traits such as stability, a proven safety record and experienced employees with low turnover. Our agents have the opportunity to place high-qual-ity commercial risks and obtain deviated pricing from Iowa Mutual rates. Iowa American Insurance Co. has increased written premiums more than 70 percent from 2007 to year-end 2011.

new products

iowa mutual will be introducing a new Premier Light Manufacturing Program in July 2012. This program provides a bundle of specially designed coverages for light manufacturers.

Our Personal Lines Division has experi-enced robust growth in recent years. Our focus has been on homeowners policies with an accompanying personal auto policy. IM Special is the most popular product targeting empty nesters over the age of 50.

Iowa Mutual continues to research and evaluate other market niches to enhance our portfolio.

automation

iowa mutual continues to make strides in our technology offerings for both agents and policyholders. That’s why we were very pleased to launch a mobile app for customers who use either Apple or Android devices. Iowa Mutual Mobile gives customers instant access to their auto insurance policy information, provides agent information and keeps customers moving with the ability to sub-mit claims and photos directly from the scene of an accident. Additional features include an accident checklist, agent loca-tor, past claims history submitted via the app, pay by phone and more.

We’ve also been working on providing agency flexibility through agency print/e-mail preferences. The agency’s e-mail and print preferences are set and main-tained through their agency portal. We will soon offer agencies the opportunity to go green and eliminate paper for their policy declarations, bills and legal notices, which are currently available through their agency portal.

Based on input from our President’s Advisory Council (PAC), enhancements were made to the agency portal’s policy servicing screens. A new look and feel was introduced and additional informa-tion was added. Iowa Mutual strives to develop automation ideas that bring the most value to our agencies.

As Iowa Mutual looks to the future, we continue to be guided by a singu-lar vision, to be a regionally focused, innovative, profitable, customer-ori-ented insurance enterprise. We provide unparalleled service, quality products and protection to our policyholders and agents, while ensuring job security and job satisfaction for our associates.

If you cannot place all of your clients’ personal insurance needs, they will find someone who can.

When it comes to personal insurance, every part matters. Because when one piece goes missing, the entire account could come undone. At Burns & Wilcox, we can insure individual portions of their coverage or the whole account. So you do not have to turn away any business. We have the expertise, resources and experience that can only come from being the largest independent wholesale broker and underwriting manager. Need help with personal insurance? No one has you covered like Burns & Wilcox.

Minneapolis, Minnesota | 612.564.1880toll free 800.328.1693 | fax 612.564.1881minneapolis.burnsandwilcox.com

30833_BURNS_MN1_IIA of Iowa_Personal.indd 1 4/25/12 4:00 PM

SUMMER 2012 | | 29

rain and hail l.l.c. is headquartered in Johnston, Iowa. Since 1919, it has worked with agents and growers nationwide to mitigate the threat of loss on the farm,

and has grown to become one of the largest agricultural insurance companies in the world. In 2010, Rain and Hail was acquired by The ACE Group, a world-wide multiline property and casualty insurer.

What makes rain and hail successful

outstanding service to agents, farmers and rural America has been the key to Rain and Hail’s success over the years. Expertise in product lines, financial stability, and dependable performance have made Rain and Hail one of the nation’s leading crop insur-ance underwriters. When a catastrophe occurs, Rain and Hail has the capacity

and infrastructure to meet the needs of its valued policyholders and agents.A commitment to provide effective risk management programs to rural America is the

foundation of Rain and Hail. Company founders established the standards of expertise and innovation that continue to define the company.

Rain and Hail has a unique perspective on risk management, enabling the company to tailor insurance plans to fit the agricultural communities where their customers live and work.

Rain and Hail services its customers from its nine division offices throughout the U.S. and Canada. Each division office has full staff and support. Over 1000 loss adjusters deliver local support for Rain and Hail agents and their customers, providing clients with fast, fair claim service. The Midwest Division office, serving Iowa, is located along with the corporate headquarters in Johnston.

growing infrastructure and expertise

rain and hail is one of the largest crop insurance providers in the country, offering a full suite of products for rural America. Products include multiple peril crop insurance, crop hail, fire and allied coverage, commercial agriculture and property coverage for farms and ranches. As mentioned, Rain and Hail was acquired by The ACE Group, an

t h e a c e g r o U p o f c o m p a n i e S

Rain Hailand

Left to Right – Dave Schuler

– National Marketing

Manager, Scott Arnold,

Senior Vice President and

Mike Davenport, COO,

General Counsel.

Scott Arnold (far right)

of Rain & Hail (ACE)

makes a point.

Want to learn more about all of Celina’s products?Contact Iowa Marketing Representative Keith Krueger: Phone: [email protected]

30 | | SUMMER 2012

A+ rated multiline insurer.Agribusiness has become a growing

focus of Rain and Hail’s flexible service. The addition of Penn Millers to the Rain and Hail family provides great synergy. Penn Millers is an agribusiness company that originated in 1887 in Huntington, Pennsylvania, with the original goal of offering insurance coverage to 57 mill owners. The two companies collaborate with a focus on agribusiness and farm and ranch coverage, with specialty prod-

ucts for feed, grain, and fertilizer.Rain and Hail has found increasing

interest in its equine insurance products and services covering boarding, breeding, and training. These products specifically address risks of horse owners and board-ers, especially gentlemen and lifestyle farmers. Partnering with other ACE companies, Rain and Hail has the flexibil-ity to customize an insurance program to specifically fit the needs of customers.

Through The ACE Group, Rain and Hail is able to offer a number of commercial and personal line products to their agents. Many ACE Commercial Risk Services products are available to Rain and Hail agents. For example, an environmental product covering petroleum storage can be accessed with a simple quote, bind and issue online tool. ACE Private Risk Services offers a unique opportunity for Rain and Hail agents to access their high net worth products with reduced mini-mum volume commitments through ACE’s in-house brokerage. Visit www.rainHail.com or contact your local Rain and Hail representative to learn more.

technology leadership

rain and hail programs are delivered to rural areas across America through a network of agencies that depend on

quick response times and reliable systems to help sell and support their custom-ers. Rain and Hail’s goal is to continue to improve service to policyholders and agents through innovation. The compa-ny’s systems provide access to quoting, processing, claims, quality control and mapping, all of which is simplified and streamlined for efficient service. For example, Rain and Hail provides the abil-ity to capture data right at the farmer’s property. The agent and policyholder

can e-Sign forms right on site, reducing printing, paperwork and valuable time. The quoting tool for agents is designed to help sell and service the customer in an effective, efficient and accurate manner.

Rain and Hail promises agents a long standing and financially sound risk

protection partnership that ensures their clients are always serviced quickly and effectively in the event of a loss. Their automated claims systems do just that.

Multi-platform support expands from personal computers to tablet devices and smart phones. Their mobile site guarantees ready access to policies and policyholder information, including claims status, the ability to e-Sign applications and access to other forms from a tablet device and smart phone.

financial strength and growth

rain and hail is poised for continued growth, even when instability menaces the market. The company is able to apply

financial strength, responsive claims service and strong support for agents in order to sustain forward momentum.

Strong infrastructure, innovative technology and financial stability have all resulted in Rain and Hail owning nearly 22 percent share of the 2011 MPCI market. The agriculture insurance market has experienced dynamic growth and Rain and Hail is positioned to support the growth of Iowa agents.

The support of The ACE Group, with 16,000 employees and 24.8 billion mar-ket capitalization, does not go unnoticed. The ACE Group produced 21 billion written premiums in the year 2011. The collaboration between Rain and Hail and The ACE Group has created even greater financial strength and momentum.

commitment

the single largest factor contributing to Rain and Hail’s current success and future growth is a sincere commitment to customers, both agents and policyhold-ers. The company works continuously to better understand the risk management needs of rural American and, in turn, makes sure they provide the programs to fit those needs. Rain and Hail strives to make it possible for the farmer, whose day may unfortunately end in adversity, to pick up the pieces and prepare for a fresh start tomorrow. It is along with this commitment that we say thank you to all of our loyal policyholders and agents as we forge new pathways to a mutually beneficial partnership.

Visit RainHail.com for more information.

Des Moines Branch: 800.362.2227 | Home Office: Des Moines, IA www.emcins.com

© Copyright Employers Mutual Casualty Company 2011 All rights reserved

I’m celebrating our 100th year by planning for our next 100 years.

Jason Bogart, CPCU, ARM, Vice President of Branch Operations

Our future will be marked by the relationships we forge with you—the independent insurance agents who represent us. You’re the reason we’ll continue to investigate new market opportunities. Why we’ll develop competitive products. Why we’ll maximize the use of new technologies. Why we’ll emphasize ongoing professional development for our staff. By helping you profitably and efficiently grow your agency, EMC Insurance Companies will continue to serve you and your customers today and well into the future.

32 | | SUMMER 2012

6th Annual Dana RamundtInsurance Educa�on

Founda�on Golf Ou�ngThursday, August 16th, 2012

Don’t miss out!

Contact Dana Ramundt

at The Dana Company

515.224.4391

[email protected]

Scholarship fundraiser for students pursuinginsurance educa�on at the University of Iowa’s

Vaughan Ins�tute of Risk Managementand Insurance.

Par�cipate in this event and meetyour next employees!

sarah deanDebbie Dean

Benefit Source, Inc.West Des Moines, IA

Walker erskineDaniel Erskine

Dan Erskine Insurance AgencyWaverly, IA

mitchell hardieTom and Jana Hardie

Rominger Insurance AgencyOttumwa, IA

Blake millerKurt and Kerri MillerThe Hoffman Agency

Denison, IA

shane nielsenScott and Kelly Nielsen

Buechel Insurance AgencyHiawatha, IA

connor roWleYDavid and Kris Rowley

Bank Midwest Insurance ServicesSpirit Lake, IA

BraYdn BealsTracey and Peggy Beals

Beals Insurance Group, Inc.State Center, IA

ScholarshipWinners2012

SUMMER 2012 | |33

Each year the Iowa Insurance Hall of Fame inducts 5 insurance professionals who have made outstanding contributions to the Iowa insurance industry. A selection committee evaluates nominations on standards including ethics and impact on the industry. To be eligible for consideration, nominees must have an Iowa connection, serve as a role model for young people as well as others in the insurance business, exhibit the highest standards of ethical conduct and have significantly impacted the insurance industry. To learn more about nominating someone for the Iowa Insurance Hall of Fame visit http://www.iihof.org/

Pictured at this 16th annual induction ceremony the recipients are from left to

right: Fred Schiek, CPCU, retired CEO EMC Companies; Larry Zimpleman

CEO Principal Financial accepting on behalf of Gerard and Henry Nollen;

Luther Hill Jr., Nyemaster Law Firm; and Russ Sporer, CPCU, retired prin-

cipal NOEL Insurance Agency in Ottumwa.

Iowa INSURaNCE hall of famE2 0 1 2 i n d u c t e e s

Common Sense Surety Since 1933TM

2012 IIaI YoUNG aGENTS CoNfERENCEThe annual IIAI young Agents Conference was a huge success. Agents under the age of 40 traveled to West Des Moines

for two days of insurance marketing and professional liability issues impacting today’s agent programs. Lots of fun and fellowship were also part of this year’s event.

Young Agents Committee Chair Justin Davis, AFIS, AIP.

Speaker Sam Bennett, CIC an agent from Columbia, MO discussed ideas for writing more business.

34 | | SUMMER 2012

BIG “I” GoES To waShINGToNEach Spring a delegation of Iowa agents travel to Washington, D.C. to call on our Congressional delegation. Joining with our counterparts from

other states the Big “I” National Legislative Conference is the largest grassroots insurance lobbying events held in our Nation’s Capital.

Congressman Loebsack makes a point with Iowa City agent Terry McDonald, CIC.

Congressman Latham and agent Dave Rowley, CPCU, CIC, AU of Spirit Lake discusses

crop insurance.

U.S. Senator Harkin listening to Iowa agents, IIAI President Brian Petersburg of Decorah is in

the background.

PROUD TO BE AN

INDEPENDENT INSURANCE AGENTS OF IOWA106th ANNUAL CONVENTION AND TRADE SHOW

Sheraton Hotel - West Des Moines, IowaSeptember 19 - 20, 2012

You’re an independent agent.

Don’t forgetyour helmet.

Protect.Our superior coverage and expert claims teams are in yourcorner in the event of a claim.

Prevent.Our risk management resources keep your agency from making common preventable mistakes.

Prosper.When you know you have the best E&O protection, you can focus on growing your most important asset–your business.

www.independentagent.com/EO

The Big “I” Professional Liability Program

The Big “I” and Swiss Re are jointly committed to providing IIABA members with leading edge agency E&O products and services.The IIABA and its federation of 51 state associations endorse Swiss Re’s comprehensive professional liability program.

Insurance products underwritten by Westport Insurance Corporation, Overland Park, Kansas.Westport is a member of the Swiss Re group of companies and is licensed in all 50 states and the District of Columbia. ©2008 Swiss Re

INDEPENDENT INSURANCE AGENTS OF IOWA4000 Westown Parkway, Suite 200West Des Moines, Iowa 50266

PRSRT STDU.S. Postage

PaidDes Moines, IA

Permit No. 2538

P L A T I N U MAgriLogic Insurance Services

Allied InsuranceEMC Insurance Company

The IMT GroupIndependent Agents Service Corporation

Iowa Mutual Insurance CompanyPekin Insurance

Progressive

S I L v E RFarmers Mutual Hail Insurance Company

GuideOne InsuranceMerchants Bonding

AAA Minnesota/IowaAccident Fund/United HeartlandACUITYHastings Mutual Insurance CompanyIndiana InsuranceLeMars Insurance CompanyMJ Kelly Company - IowaNorth Star Mutual Insurance Company

G O L DContinental Western Group

Grinnell MutualIntegrity Insurance Company

Rain & Hail, LLCUnited Fire Group

QBERCISSECURA InsuranceSelective Insurance Company of AmericaSociety InsuranceTravelersWest BendWestern National InsuranceWestfield Insurance

B R O N z E

2012INDEPENDENT INSURANCE AGENTS OF IOWA SPONSORS

The companies listed below have made a commitment to support the strongest agents’ association in Iowa.

viewpoint summer 2012

Documents

iowa insurance agents

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pekin insurance

emc insurance

society insurance

integrity insurance

secura insurance

celina insurance group