armnews - Associated Risk Managers

AN
Message from ARMI
Chairman
Priscilla Hottle
ARMNEWS
IN THIS ISSUE
Message from ARMI Chairman................. 1
ARMI Agency Rolls Out
AIG Private Client...................................... 2
ARM National Conference
April 28 – 30, 2015................................... 3
Summer 2015
Greetings to all ARM Members across the country. We sure hope you are enjoying your
summer with your friends and families and that your agencies are prospering.
Summer is a great time to talk about what’s HOT at ARM International, the work being
done on your behalf and what opportunities are available to you.
Redhead Mobile Apps
ARMI endorsed the development of mobile applications for our Agencies through a
platform provided by Redhead Mobile Apps. If you haven’t spoken to Spencer Pingel at
Redhead about an application they can develop personalized just for your Agency, you
need to give him a call. Their applications are effective and your clients will love it. Give
Redhead a call at 208.991.3908. You’ll be glad you did!
Applied Systems
ARM Regional Reports.............................. 6
ARMI has signed an Agreement with Applied Systems endorsing their Agency
Management System products (TAM, TAM Online, EPIC, etc.). What this will bring to
our members is additional training opportunities for your staff along with discounts
on important purchases going forward. Approximately 50% of our members work with
Applied and the timing was perfect for this partnership.
Perishable Good Exposures....................... 8
ARMI Agency/AIG Private Client
ARM Members in the News...................... 5
In Memoriam – Harry Barengo................. 8
Geared toward the agents in our organization that do not have direct contracts with
AIG Private Client, ARMI Agency has signed an agreement for the placement of personal
lines business for high net worth customers. Stay tuned for more exciting details about
this market opportunity. Webinars have begun to educate you and your staff. Be sure to
join in and include your staff!
Your Executive Leadership team and Board of Directors along with all State Executives
and State Presidents have been invited to participate in a two-day Strategic Planning
Session in November to discuss the ARMI Plan for the next five years. We encourage
all members to reach out to your State Executives with your input and thoughts as to
how we can all best move forward together. A big thanks for our friends and partners at
Gallagher for their willingness and generosity in hosting this important meeting at their
home office in Itasca.
As Chairman of the Board and as a fellow independent insurance agent, I encourage all of
you to use and support the ARM resources we have worked hard to bring to you.
Most importantly:
RPS — always an excellent market for any and all of your wholesale insurance needs. They
not only are our key strategic partner in business placement, but also offer us additional
incentives such as bonus dollars on the business placed through any of their facilities.
ARM FICO — when you need to finance premiums for your customers, be sure to turn to
ARM FICO who provide excellent financing terms and incentives back to our agents. We
own it! Use it!
No. 27 August 2015
www.armiweb.com
ARMI Agency — as we launch ARMI Agency, be sure to look for new opportunities for writing
business. We will keep you up-to-date on what we are working on and what you can look
forward to. For any questions, feel free to reach out to our ARMI Agency President, Dan
Gleason who is always willing to assist you at 601.856.1978 or dgleason@armsouth.com.
As always, thanks for your support and partnership with ARMI. Let’s grow together.
Best,
Priscilla
ARMI Agency Rolls Out
AIG Private Client
Danny Gleason and Priscilla Hottle
Since its inception in 2014, ARMI Agency has been serving as a vehicle under which various carrier contracts across the
country are gathered and managed. ARMI Agency manages new programs and products, and consolidates business in a
streamlined fashion.
ARMI Agency is working hard to create more opportunities for ARM members. Recently, ARMI Agency secured a new
contract with AIG Private Client Group.
The coverage offered is for high net worth individuals, handling everything from homeowners, automobiles, schedules for
art collections and jewelry, to kidnap and ransom and antiquities. Coverage starts at $750,000 for primary dwelling or three
policies totaling over $10,000 in premium. ARM of Mid America and ARM South have had a relationship with the company,
and our goal was to expand that to other member agencies which do not currently have a contract with AIG Private Client.
ARMI Agency has set up webinars to help train agents on the product line. ARM of Mid America will serve as the profit
center, handling all processing for the AIG offerings. Members can take advantage of higher commissions while allowing
ARMI Agency to handle the details.
A Challenge to Members
In order to keep our enhanced commissions, we must write $400,000 in new premiums by the end of 2015. Thus, we are
challenging all ARM members to write at least one new account worth $10,000 or more in total premium. Currently, we
have 120 agencies that do not have direct contracts with this product line. If each of these agencies writes one account for
one high net worth individual at the $10,000 minimum, that would be $1.2 million in premium.
ARMI Agency as a Platform
We continue to work behind the scenes to develop more partnerships and bring ARM members more opportunities. ARMI
Agency is wholly owned by our agents, and we are the marketing organization through which our members can increase
their business and reach more customers. New business is managed faster, and agents can realize faster time to market.
Have questions about ARMI Agency or want more information? Feel free to reach out to Danny Gleason, President of ARMI
Agency, at 601.856.1978 or dgleason@armsouth.com.
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ARM National Conference
April 28 – 30, 2015
Walk the Line of Success
Nashville, Tennessee . . . Music City . . . home to the Grand Ole Opry, the Country Music Hall of Fame and home to the
2015 ARM National Conference held at Loews Vanderbilt Hotel.
The conference began with the Board of Directors, Shareholders, and Executive Directors meetings. Priscilla Hottle,
Chairman of ARMI, welcomed everyone to the General Session on Wednesday afternoon with presentation of the 2015
Weaver Memorial Award to Brenda Case, immediate past chairman of ARMI. Scott Spangler followed with his annual ARM
Partners State of the Union presentation. General Session speakers included:
• Danny Gleason, President of ARMI Agency
• Tommy McDonald, Vice President of MarshBerry
• Kevin Bolger, Senior VP at AFCO Credit Corporation
• Joel Cavaness, President of Risk Placement Services, Inc.
• Steve Anderson, Technology Expert
The day’s events ended with the Welcome Reception sponsored by
AFCO giving attendees the opportunity to share food, drink and lots
of networking with old and new acquaintances.
Breakout Sessions started bright and early Wednesday morning with
the following speakers:
• Justin Gilmore, Assurant Specialty, presented an overview of
the April 2015 program changes to the National Flood Insurance
Program (NFIP).
• Kevin Doyle, Arthur J. Gallagher & Co./Mergers & Acquisitions, gave
an overview of the current state of the M&A marketplace and what
attributes most potential buyers are looking for in an agency.
• Bobby Owens, RPS Programs Division, discussed specific program
offerings of the RPS Programs Division and how to better access the
various program administrators.
• R. Joel Usry, Great American Insurance Property & Inland Marine
Division, described their ability to tailor coverages and policies to
meet the needs of clients as well as an understanding that Great
American can “Be a Solution.”
• Mike Davis, Gallagher Benefit Services, presented information on
relevant employee benefit trends, upcoming PPACA requirements
for individuals, and employers and federal exchange statistics.
• Mark Barry and Jerry Colistra, with HCC Specialty illustrated the
scope of their capabilities highlighting their new Miscellaneous
Professional Liability product and how it can help to mitigate the
risk of high visibility lawsuits.
• Sheri Zukowski and Rick Reynolds of American Modern Insurance
Group outlined AMIG’s specialty product offerings with solutions
for rental properties, as well as products for collector vehicles,
watercraft and motorcycle.
• Ravi Singhvi, RPS Analytics, spoke of Catastrophe Modeling (AIR
and RMS) and how these tools are used to work with retailers to
identify key drivers of risk, design property programs and educate
clients about their risk.
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Trade Fair/Luncheon — the Trade Fair/Luncheon immediately
followed the breakout sessions. The Trade Fair is an important segment
of the conference and provides the opportunity for attendees to
network with all eight breakout presenters previously mentioned, as
well as additional representation from:
• AFCO Credit Corporation
• AIG Private Client
• Applied Systems
• ARMI Agency
• Cyber Insurance Training
• The Iroquois Group
• Red Rock Financial
• RPS –10 Divisional Reps
• Vertafore
Once again, a popular session of the conference was the Networking
Group Discussion, where ARM agents gathered and shared ideas
and experiences. The finale was the Off-site Event, sponsored by Risk
Placement Services, Inc. (RPS) with transportation to the Wild Horse
Saloon for food, fun and music. A great conclusion to a wonderful event!
ARM Partners is busy planning next year’s event in Cincinnati — be
sure to attend!
We extend our appreciation to this year’s meeting sponsors.
Sponsorships are a key element of a successful conference. Please
continue to build business relationships with these companies:
AFCO Insurance Premium Finance
American Modern Insurance Group
Assurant Specialty Property/
American Bankers Ins. Co. of FL
HCC Specialty
The Iroquois Group
Risk Placement Services, Inc.
Vertafore
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ARM Members in the News
Brenda Case — 2015 Weaver
Memorial Award Winner
Associated Risk Managers (ARM) is proud to announce ARM past Chairman
(2012–2014) Brenda Case as this year's Robert E. Weaver Memorial Award
winner. The Weaver Memorial Award is to recognize an individual who
has performed special, meritorious and outstanding service on behalf of
ARM.
Brenda was awarded the designation at the ARM Annual National
Conference, held April 29–30, 2015 in Nashville. She is a 44-year veteran
of the insurance industry. In 1991, she acquired her father's business,
now Lowry-Dunham, Case & Vivien Insurance Agency, located in Slidell,
Louisiana where she serves as President. They are a long-time member of
ARM South.
Brenda is the second winner of this prestigious award. The first-time
award winner was Dick Simmons, Executive Director of ARM of Virginia
and North Carolina, in 2013. “Brenda is so involved in the industry and has
been an outstanding member of ARM and the insurance industry,” says
Priscilla Hottle, residing chairman of ARM International.
Congratulations, Brenda — we appreciate all your contributions to ARM!
CLICK HERE to view the press release.
Pictured left to right: Brenda Case,
Priscilla Hottle
Karen Crouch Named
Insurance Professional
of the Year by IPOGNO
ARM South member Karen Crouch has been named
Insurance Professional of the Year by the Insurance
Professionals of Greater New Orleans.
Currently Karen is the marketing manager of the commercial
lines division of long time ARM member Gillis, Ellis & Baker,
Inc. in New Orleans, where she has worked since 1998. She
is a veteran insurance professional whose career in the
industry started in 1976. Her background includes 18 years
in her previous position as a commercial underwriter for
Reliance Insurance Company.
Karen Crouch (pictured – holding flowers)
“She is an insurance ‘lifer’ who is obviously respected by her
peers,” says Parke Ellis, chairman of Gillis, Ellis & Baker.
CLICK HERE to view the press release.
5
ARM Regional Reports
ARM of Illinois
ARM of Maryland
Craig Payan
Ross Chilcoat
Initial reports indicate continued growth for the Prairie
State Insurance Cooperative (PSIC). As of the July 1 program
renewal date, there are 167 school districts now insured in
the P/C and or WC programs.
ARM of Maryland is experiencing growth once more. Our
latest regional meeting was held on June 11 at the office of
our newest agent, Tidewater Insurance Associates, located
in Linthicum. We welcome them to our region, and thank
them for their hospitality.
Our member agents will next meet at our newly branded
ARM Agency Advantage Conference on August 19–21 at
the Peoria Marriott Pere Marquette in Peoria, Illinois.
Presenters at the meeting included Scott Spangler of
ARM Partners, Adam Grap of Allegiance Surety Associates,
Pauline Morley of HCC, Terry Quested of ARM of Ohio, Lindy
Bane of Iroquois Group, and Mark Marszal of Payce Payroll.
Meeting plans include an evening reception on August
19. The Members Meeting the morning of August 20 will
include focused sales presentations from several partner
companies. A Trade Fair luncheon will be followed by an
Ethics CE class presentation by Tom Tropp, Corporate VP
Ethics and Sustainability at Arthur J. Gallagher & Co. The
CE class meets the State of Illinois mandatory licensing
requirement. After class, the group will head to Dozer Park
to watch the Peoria Chiefs take on the Beloit Snappers
in Class-A minor league baseball game. A golf outing is
planned for the following morning.
ARM of Mid America
Cindy Sprole
Our focus for 2015 is promoting new and existing
products. We have done this by sending out ARM of Mid
America “blasts” as well as sponsoring webinars. To date,
our focus has been on cyber products and high valued
personal lines accounts. Before year end, we will also
showcase Miscellaneous Professional Liability, Workers
Compensation and a variety of other products.
ARM of Indiana
Our Fall Shareholder Meeting will be held at the Hard Rock
Hotel in Tulsa, OK on September 22–23. On the 22nd, our
carriers will present their new products. That evening, we’ll
host a cocktail reception, allowing all our shareholders to
visit with all the carriers. On the 23rd, we will have two
speakers — Scott Spangler sharing “RPS 101” and Steven
Agee presenting “Oil, Interest Rates and the Economic
Outlook for 2016”.
Matt Metzger
We at ARM of Indiana celebrated our 45th anniversary on
July 16, 2015. We were fortunate enough to have not one,
but five former presidents of our region present at the
outing. FCCI Insurance Group presented a plaque to our
region to congratulate us on 45 years of business.
We’ll wrap up with our annual Shareholders Meeting. We
are looking forward to a great two-day event with our
Shareholders.
REGIONAL
REPORTS
ARM of North Carolina/Virginia
Dick Simmons
ARM NC will be meeting in Raleigh on October 15th. We
will welcome in our newest Member Agency, The Chadwick
Insurance Agency of Wilmington. Again this year we are
anticipating a nice bonus check and our Foremost production
continues to grow, as does our production in RPS and ARMFiCo.
ARM VA will next meet on November 19. I continue to
prospect for the right agencies to fit in to our group in
SW Virginia but so far no fit. Candidly, with Keystone and
ISU already members, qualifying agencies that are left are
minimal. We are experiencing a similar lack of qualified
agencies in other states, as well. We will continue to work
hard to locate and attract agencies that fit well within the
ARM model.
Pictured are Scot Wolf (Salem Insurance Agency), Jerry
Dils (RMD/Patti Insurance Agency), Dave Sandberg
(Formerly of Johnson-Hoffman Insurance Agency), Frank
Schultheis (formerly of Schultheis Insurance Agency),
Larry McSpadden (Inguard Insurance Group), and Rick
Niersbach (RMD/Patti Insurance Agency).
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ARM Regional Reports
ARM Northeast
ARM South
John McLaughlin
Dan Gleason
The great Northeast is experiencing good summer weather
and even better business. We are continuing to experience
a soft insurance market in our area and we find that all
businesses are feeling the impact of a soft economy. Our
agents are working hard and so far this year, we are having
a good 2015.
It’s a good year for ARM South. We’ve seen revenue growth
in our core programs, (premium finance and profit sharing
from AMIG), which increased profits (45%) through the first
six months. Our members are working well with RPS’ Janine
Worland on various programs.
We’ve contracted to write Misc. Professional with HCC. They
offer broad coverage, competitive pricing and a wholesale
commission to ARM South. Members get 17% commission
on new/renewal business. HCC also offers the Total Event
coverages for meetings, festivals and other specialty events.
Our ARM Northeast group is also having a good year
with our ARM Partners connection, and we are looking
forward to keeping the momentum going through the
rest of the year.
At the recent ARM National meeting in Nashville, ARM
Northeast was well represented. At the meeting, James
Egan from Nelson & Ward Insurance, one of our ARM New
Jersey agents, was elected to the board to represent our
region. Jim and Mary Purcell from Abbate Insurance in
Connecticut have given us great representation with ARM
and their affiliated partners.
We’re now a Tier 2 agency with AIG Private Client. Members
get 16% new and 14% renewal on most written policies.
To fulfill our commitment, we’re asking all our members to
write one new high-net-worth individual this year. Program
minimums are $750,000 on primary dwelling or three
policies totaling more than $10,000.
AIG Select is offering a nonstandard market for those risks
of $300,000 primary dwelling. It doesn’t qualify for standard
markets due to fire protection and/or losses. We will accept
AOR/BOR on business our members have with other brokers.
ARM of Ohio
ARMFiCo recently adjusted their underwriting to make it
easier for our members along the coastal areas to write
property coverage. It’s been a problem in some areas with the
wind coverage and earned premium endorsements. Thanks
to Keven Bolger for taking care of this issue for our members!
Terry Quested
Holding our Spring Board Meeting in conjunction with the
ARM National Conference in Nashville brought value to our
meeting and to several first-time attendees. With Cincinnati
slated for the 2016 Annual Conference, ARM Ohio expects
another strong contingent benefitting from the business
networking opportunities.
ARM South would also like to recognize two members who
hold leadership positions on IIAB Boards.
• David Dethloff, Dethloff & Associates — Current
President of IIABL/Independent Insurance Agents &
Brokers of Louisiana for the term 2015–2016.
Our Cyber Insurance Education program continues to
train agents inside and outside the ARM network on
cyber risk perils. Member agencies are benefitting thru
steadily increasing cyber insurance sales. We completed
an agreement to offer various CE Courses in more than
37 states through Agents & Brokers Education Network
via their broadcast at www.aben.tv. Agents from the
Ohio network, and notably Darren Faye from Leonard
Insurance, Canton, have been presenting to groups,
including the Ohio Land Title Association and the Ohio
Society of Association Executives. For more information
go to www.cyberinsurancetraining.com
• Scott Gray, Insurance Solutions of Mississippi — Immediate
Past Chairman of IIAM/Independent Insurance Agents of
Mississippi. His term as Chairman was 2014–2015.
REGIONAL
REPORTS
ARM of Ohio presented to ARM of Maryland about cyber
and specialty insurances during their Spring Meeting. ARM
MD is now making submissions for HCC Specialty products
thru the ARM OH office.
The www.armofohio.com website updated this spring to
focus on our regional identity. The website has already
generated insurance inquiries to members, demonstrating
the importance of an up-to-date internet presence, search
engine optimization and clarity of your message online.
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Perishable Good Exposures
By Nicholas Cavaness, Associate Broker, RPS Property – Equipment Breakdown
Ammonia leaks are one of the largest Equipment
Breakdown exposures for businesses that use cold storage/
refrigeration systems to keep their perishable goods fresh.
Anhydrous ammonia is a colorless, highly irritating gas
with a sharp, suffocating odor, which is used in most, if
not all, cold storage systems. When anhydrous ammonia
is released it rapidly absorbs all moisture in the area,
which causes a visible white cloud to form. Any perishable
goods that come in contact with anhydrous ammonia are
rendered useless and must be disposed of based on the
Food and Drug Administration’s standards. Businesses such
as cold storage facilities, grocery stores, and restaurants are
all susceptible to this kind of incident, as seen in countless
news articles and the following examples:
into the millions of dollars. What to do when food products are
believed to be contaminated or unsafe? The US Food & Drug
Administration details that:
• Cases of food should be removed from ammonia spill
rooms as soon as possible
• Food packages should be removed from master
corrugated cases as soon as possible. Ammonia appears
to be absorbed by the corrugated cases
• Food products should be repacked into unaffected cases
and moved to storage areas free of ammonia and other
products
Don’t let this exposure bankrupt your clients. Help to
protect their products and reputation by partnering
with RPS. We can offer customized insurance protection
designed for risks with perishable goods exposures,
including the following:
• A distribution plant in Nashville, TN was temporarily shut
down and evacuated due to an ammonia leak – 2014
• Investigators continue to search for the cause of an
explosion and ammonia leak which occurred at a
chicken processing plant in Union County, NC – 2014
What do these ammonia leak headlines have in common?
• Fire Department response
• Dairy Product
Manufacturers
• Meat Processors
• Private and Public Cold
Storage Facilities
• Fresh Fruit and Vegetable
Packers
• Fish and Seafood
Processors
• Injuries
• Impact of surrounding communities
• Poultry Processors
• Interruption of business operations
• No mention of perishable goods
• Ice Cream Manufacturers
• Controlled Atmosphere
Facilities
Nicholas Cavaness
Phone: 312.803.5973
Email: Nicholas_Cavaness@RPSins.com
While generally kept out of the media headline, product
damage claims resulting from contaminations often climb
In Memoriam – Harry Barengo
Funeral services with full military honors were held on June 12 for Harry Barengo, aged 83 of Marietta,
Ohio. He was a 1950 graduate of Lafferty High School and received his BS degree from Bowling Green
State University in 1957. He was a U.S. Navy veteran of Korea serving from 1950 to 1954. The Barengos
moved to Marietta in 1958 and in October of 1964 he founded Barengo Insurance Agency, which is
now a subsidiary of Peoples Insurance Agency.
Harry was one of the founding members of ARM of Ohio in the year 1974 and was instrumental in
growing the membership. He will be remembered for his numerous contributions to the organization.
He was a member of the First Presbyterian Church, and devoted many hours to his community through
various philanthropic organizations, including serving many years at Marietta Memorial Hospital. He
is survived by his wife of 60 years, Ilene Graham Barengo, his two sons, Randall Barengo and Jimmers
of Marietta who continue in their roles at the agency.
ARM
Associated Risk Managers
Strong as MANY. Powerful as ONE.
Scott Spangler 630.285.4324 | scott.spangler@armiweb.com
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Rose Marie Rigoni 630.285.4211 | rose.marie.rigoni@armiweb.com
15ARM25757AN27