AAMGA President Rothert grateful for term Ethical leadership takes

Transcription

American Association of Managing General Agents
85TH ANNUAL MEETING
Daily News
t & 4 5 t
3JU[$BSMUPO(SBOEF-BLFT3FTPSUt0SMBOEP'-
WHAT'S INSIDE
University Day class teaches
ethical leadership . . . . 3
Governmental Affairs Committee
stays busy . . . . . . . . 4
AAMGA University
Supporters . . . . . . . . 8
Dining in style at the Ritz Carlton
Grande Lakes . . . . . 14
TODAY’S SCHEDULE
Registration desk open
7 a.m. – 6 p.m.
Opening Breakfast
8 – 9 a.m.
Agents & Brokers Lounge open
8 a.m. – 5 p.m.
Sen. Fred Thompson keynote
9 – 10 a.m.
Trade & Vendor Show open
10 a.m. – 5 p.m.
Spouse Coffee with Jan Rothert
10 a.m. – Noon
Company parties
Evening
Monday, May 23, 2011
AAMGA President Rothert grateful for term
ooking back on his year as AAMGA’s
President, Mark Rothert has much
to be grateful for.
The one thing he regrets is that it’s come
to an end.
“It absolutely flew by,” said Rothert,
CIW, President of Ron Rothert Ins.
Services, Inc., CMGA. “It’s been an eyeopener for me — the places I’ve gone
and the people I’ve talked to — it’s just
been a great experience. It’s been a real
honor bestowed upon me by my peers. I’m
grateful I was able to do it.”
In terms of accomplishments he’s proud
to have been a part of, Rothert said the first
L
that comes to mind is the realization of
the Georgia State University Distinguished
Chair for the Risk and Management of
Insurance.
“When I first came on the board five
years ago that was in its infancy stages,”
he said. “They were still discussing it and
its possibilities. To see it actually come
to fruition this year and to be the one
who could pass out the certificates for the
Leadership Track that the Under Forty
Organization did — we had 12 recipients
of that — it was great to see that happen.
There was a lot of work by a lot of people on
see ROTHERT, page 3
Mark Rothert, AAMGA President
Ethical leadership takes center stage on Sunday
ore than 30 people discussed
the definition and application
of ethical leadership during the
Sunday afternoon course, “Ethical Leadership in P&C Insurance.” Part of the UFO
Leadership Institute’s “Leading for the Future” track, the course was made possible
by AAMGA University.
John Hayden, President and CEO of CJH
Consulting and retired President and CEO
of American Modern Insurance Group, led
the session. During the course, he asked
participants to think of situations they’ve
recently found themselves in where they
were forced to make an ethical decision.
These could include spending time with a
grandson verses getting extra work done, or
telling the cashier when she’s given you extra
money back by accident verses keeping it for
yourself.
He then looked at why we tend to follow
certain ethical rules.
“They say when you’re teaching a course
on ethics to not get too deep in the ethical
theory,” Hayden said. “I happen to believe
the theory is important to understand why
you’re applying it the way you do.
“I think to understand why we tick the
way we do in terms of some of our own
personal morals or values it helps to have a
sense of where some of those ethical theories
came from.”
M
AAMGA members listen to John Hayden of CJH Consulting discuss ethical ledership during an
interactive portion of his University Day class, "Ethical Leadership in P&C Insurance."
Hayden then said that ethical issues are
not always black and white.
“The interesting thing about ethics is that
your principal, your ethics, your guidelines
may not line up with mine,” he said. “So
as wholesalers they may not line up with
your carriers. You’re talking about an area
that by definition is not black and white. It’s
generally gray.”
Being ethical, however, is something to
strive for, he said. This includes personal
situations when nobody is looking and in the
business world.
Hayden said companies who are seen
as ethical have a competitive advantage,
are favored by investors, attract and retain
ethical staff, create loyalty and pride among
employees, have a positive reputation,
are able to focus more energy on positive
see ETHICS, page 11
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AAMGA Daily News ★ Monday, May 23, 2011
Course discusses how to lead through change
embers of AAMGA’s Under Forty
Organization and others participated in Sunday morning’s,
“Leading Your Team Through Change.”
The course, part of the UFO Leadership
Institute’s “Leading for the Future” track, is
made possible by the AAMGA University.
Jim Senn, Professor and Managing
Director of the Center for Global Business
Leadership at Georgia State University,
began the course by putting the topic of
change in perspective.
“This whole area of change is probably the
toughest area of the workshops we’re doing,”
he said. “It’s hard to get your arms around,
but if you think about it your responsibility
is not managing change. The higher you go
the more your responsibility is going to be
creating change.”
Senn said the reason many companies
ultimately fail isn’t because they don’t have
Greg Rubel of Markel - Mid South shares his views on leadership during the interactive portion
good people. The problem is that people stay
of the University Day class, “Leading Your Team Through Change,” Sunday afternoon.
where they are too long and they don’t see
the change in front of them.
“It’s always easier to stay where you are
that’s a vision or destination. People want
work through other people. You can’t be a
and that’s where the trouble starts,” he said.
to know where things are going and how
good leader if you don’t have followers.”
“The best time to change is when you don’t
they fit into it. They want to know why
Senn also asked the audience to share
have to.”
what they’re working
concerns and opportunities the industry is
Senn then asked
on is important to
now experiencing. These ranged from the
★★
★★
participants to share
that. If you can’t get
challenges of technology and consolidation
their opinions of what
that message out,
to the opportunities found in the recovering
It's not about you, it's
makes an effective
you’re part of the
economy.
what you can make happen.
leader. Answers
problem.”
“I hear a lot of concern about the
included someone who
Senn added that
changing industry, but I also hear from
It's about your ability to work
listens, someone who
it’s also important
people who say the industry is always
through other people. You can't
plans and takes action
to “mobilize
changing,” he said. “Any company that’s
and someone who is a
commitment”
running its business the same way it was 10
be a good leader if you don't
strong communicator.
or enable people
years ago is probably in trouble.”
have good followers.
Senn said leaders
to become selfOne example of a “mature company”
often think what makes
motivated.
that’s still able to adapt to changing times, he
— Jim Senn, professor and
them an effective leader
“If they motivate
said, is Coca-Cola.
managing director of the
Center for Global Business
is their own intelligence
themselves it just
“They’re anything but a soft drink
Leadership at GSU
or power. However,
adds a whole different
company,” Senn said. “They’ve reinvented
there’s much more to it
dimension,” he said.
themselves many times. At one point they
than that.
Above all, Senn said leaders simply make
were even in the food business. If you talk
“The No. 1 thing you have to do is face
things happen.
to the management team and ask them
or define reality for the people around
“It’s not about you, it’s what you can make
what business they’re in today, they’ll tell
see LEADERSHIP, page 6
you,” he said. “Set a direction, whether
happen,” he said. “It’s about your ability to
M
★
ROTHERT
continued from page 1
that. It’s a real feather in AAMGA’s cap.”
Rothert added that working with
AAMGA’s various committees to find ways
to bring new members into the fold also
was rewarding.
“We’re beginning to see the results of
that,” he said. “I know Wayne Forest, Sr.,
who’s the incoming president, has that on
his agenda, too.”
Rothert said another important part
of the last year has been working to
ensure that there’s a real value to AAMGA
membership.
“The people who came before me set the
table on that and allowed me to make some
accomplishments there,” he added.
He’s also honored to have been
president while the Governmental
Affairs Committee tackled the ongoing
developments surrounding the
Nonadmitted and Reinsurance Reform
Act of 2010 and for the HR Committee’s
★★
★ ★★
It's been a real challenge
for us as we're doing our
strategic planning for the next
five years. Plus, we're watching
what we're spending and
making sure we're taking care
of out members' dues and using
them approprietly and getting
the biggest bang for our buck.
— Mark Rothert,
AAMGA President
work on an HR manual now on the
AAMGA website for MGAs without
dedicated HR departments to use.
“Those are a few of the things that were
accomplished,” he said. “I’m fortunate
enough to say I was there when it
happened.”
In terms of challenges, the biggest
obstacle during the last year has been the
economy.
“It’s been a real challenge for us as we’re
doing our strategic planning for the next
five years,” he said. “Plus, we’re watching
what we’re spending and making sure we’re
taking care of our members’ dues and using
them appropriately and getting the biggest
bang for our buck.
“For the Annual Meeting we’re making
sure we have a venue and a program that are
actually going to be worthwhile to them so
they can get the most out of it. I think we’ve
done a pretty good job of that. The number of
registrants we have so far speaks well to that.”
Rothert, whose company joined
AAMGA in the mid-1980s, has been on the
board for five years. He said he’s enjoyed
serving the Association.
“From the first day that I came on the
board to now, it was a lot more work than I
anticipated,” he said. “It takes a lot of time.
I’m very fortunate to have good people here
3
Inaugural Associate
Member Town Hall
set for Tuesday
he first ever AAMGA Associate Member Town Hall Meeting
will take place from 2 to 3 p.m.
Tuesday in Tuscany C.
The meeting is designed to give
insurance companies, direct risk bearing
entities, Lloyd’s Syndicates and brokers
a chance to provide feedback and ideas
now that two associate members can
serve on AAMGA’s Board with voting
privileges. Current associate board
members, Tom Mulligan of Western
World Insurance Group and Gary
Tiepelman of Scottsdale Insurance
Company, will host the event.
The meeting’s informal discussions
will also give associate members a chance
to learn more about the AAMGA’s
current activities and its plans for the
future.
“We want to make certain that
company members are aware of the
bylaw change — that they currently
have representation on the board of the
AAMGA,” Mulligan said. “We want to
provide attendees with a brief update on
our observations of Association priorities,
accomplishments, new initiatives and
strategic plans.
“Perhaps most importantly, we want
this meeting to be a forum for the
associate members to ask questions,
express their views on association
priorities and to provide guidance to
Gary and I as to how best to represent
their interests on the board.”
The Associate Member Town Hall
Meeting is open to anyone from an
AAMGA member company.
“Any member of AAMGA is certainly
welcome to come, however our main
objective is to attract the associate
T
see TOWN HALL, page 6
at our office who’ve been able to keep the
business running and keep us going while
I’m off doing AAMGA work.
“The Board of Directors has just
been absolutely superb. They’ve been an
incredible help — if you need something
done they get it done for you. Last, but
not least, the people at Accolade — Bernie
and his staff — they’ve taken incredibly
good care of me and kept me informed.
They kept me going where I’m supposed
to be going to doing what I’m supposed to
be doing. Without all of those pieces, I’d
probably be lost.”
Rothert said he believes Wayne Forest,
Sr. is going to take AAMGA to new levels
of success as President.
“I think Wayne’s going to do a great job,”
he said. “I’ve known Wayne for years and
he’s one of the most conscientious people
I know. He’s very detail oriented and stays
on top of things. He makes sure things get
done. He’s going to be a real asset to the
Association. I think they’re lucky to have
him going forward.”
4
Governmental Affairs helps MGAs track NRRA developments
AMGA’s ever-busy Governmental Affairs Committee is working
overtime to help MGAs keep up
with the continuously developing — and
far reaching — Nonadmitted and Reinsurance Reform Act (NRRA) of 2010.
The bill, which will change how surplus
lines taxes are paid and allocated among
states on multistate transactions using a
“home state” model, has created a variety
of reactions from state legislatures.
However, since its passage last July, the
states are still not in agreement on how to
best follow the law, which takes effect this
July.
“Nothing is settled out there in the
industry right now,” said Joshua Korver,
Committee Co-Chair and President of
The Insurance Center, An Alaskan Corp.
“During the next year or two, it’s going to
be difficult for brokers with different states
under different agreements, and some under
no agreement whatsoever, and the NRRA
still applies.”
Since the bill calls for the “home state” of
a multistate policy to receive 100 percent of
the surplus lines taxes, Congress asked the
states to develop a tax allocation method
to share the surplus lines tax amongst
themselves.
However, as it currently stands, some
states may be unable to legally collect 100
percent of taxes.
“Many states had statutes that said the
state can only collect surplus lines taxes on
the portion of the risk located in their state,”
A
Thompson to
deliver keynote
here isn’t much that former U.S.
senator Fred Thompson hasn’t
done. From lobbyist and senator
to radio host and actor, Thompson has
just about done it all.
AAMGA members will get a chance
to hear from the popular politician at
this morning’s Opening Breakfast. The
breakfast begins at 8 a.m. in the Tuscany
Ballroom.
A U.S. Senator from Tennessee from
1994 to 2003, Fred Thompson is one of the
most respected and visible figures speaking
out on the important challenges facing
America today.
Elected to the U.S. Senate in 1994, his
independent approach became legendary.
He spoke about the need for a competent
and ethical government, and expanded
on that message in his recent presidential
campaign. Senator Thompson is also well
known for his portrayal of New York
District Attorney Arthur Branch on the
Emmy Award winning drama, “Law &
Order.”
In 1994, Thompson was elected to
finish the remaining two years of Al Gore’s
unexpired U.S. Senate term. During the
1994 campaign, Thompson’s opponent
was longtime Nashville Congressman Jim
Cooper. Thompson defeated Cooper in
T
see THOMPSON, page 6
he said. “There’s a potential in those states
more streamline agreement often referred to
that not 100 percent of the policy would be
as “SLIMPACT-lite” and has already passed
taxed. When added to the situation of having
congressional review in some states.
no settled allocation solution, it’s a strange
As it pushes AAMGA’s agenda at
mess that we’ve found ourselves in during
the various state levels, Korver said the
the last year.”
committee is keeping an eye on the
Two surplus lines tax allocation solutions
popularity of each proposal. He said it’s
are currently fighting
difficult to determine
it out in state
which option is
★★
★★
legislatures across the
leading because
country.
each state is dealing
We're trying to view the
One solution,
with its own set of
entire landscape of scenarios
the Nonadmitted
circumstances.
Insurance Multistate
“There are a
that some of our members may
Agreement (NIMA)
number of states that
face during the coming year and have decided not to
was created by the
National Association
pass any legislation
plan out some strategies that
of Insurance
at all except for the
will help them navigate through
Commissioners
fact that they can
(NAIC). The
collect 100 percent of
these legislative complexities.
legislation needed
surplus lines taxes on
— Joshua Korver, Governmental
to enact NIMA
the transaction,” he
Affairs Committee Co-Chair
gives insurance
said. “There are other
commissioners the
states that didn’t even
power to determine
have a legislative
how states respond to NRRA.
session this year because they only have
Another solution is Surplus Lines
sessions every two years. Then there
Insurance Multistate Compliance Compact
are other states that put in the enacting
(SLIMPACT). The compact of state
legislation that allows the commissioner to
legislatures would preserve states’ rights to
enter into the NIMA agreement. Finally,
regulate their unique insurance markets,
there are the states that have enacted
while providing a state-driven mechanism
legislation in support of SLIMPACT-lite.
for fair surplus lines tax allocation. The
The industry is supporting the SLIMPACTSLIMPACT solution was developed by the
lite solution because it adds the most
surplus lines industry during the past several
efficiency for brokers and their insureds.”
years. During the last year, it’s become a
Also during the last year, the committee
★
AAMGA on Twitter
Go to http://twitter.
com/AAMGATweets
partnered with the Council of State
Governments to promote the industry’s call
for a simple, all-state holistic solution.
“We’ve been promoting that agenda on
behalf of the membership all year long, but
going up against state regulatory agencies
with an alternate solution is an uphill battle,”
Korver said. “And it is not in anyone’s best
interest to get cross-wise with their division
of insurance, because you work with them
every day. It puts everybody in a precarious
situation. You can’t just throw that critical
relationship away by taking an extreme or
hard-line stance. We have to navigate this
very carefully.”
This year, the committee will continue
to help AAMGA members understand the
unfolding of the bill’s implementation.
“We’re working with NAPSLO and
others to come up with some advice for
members on how to go forward and handle
your particular situation, should it come
up,” Korver said. “We’re trying to view the
entire landscape of scenarios that some of
our members may face during the coming
year and plan out some strategies that will
help them navigate through these legislative
complexities.”
Membership Committee helps AAMGA gain
21 members despite mergers, acquisitions
he recent challenges of mergers and
acquisitions have kept AAMGA’s
Membership Committee on its toes.
Despite the fact that these scenarios chip
away at AAMGA’s membership number, the
Association still gained 21 new members since
last year’s Annual Meeting. These include 12
MGA members, six associate members and
three business service members.
“It was a challenging year,” said Teri
Black, President of Black/White Associates,
Louisville. “Because of the acquisitions the
membership actually has diminished and we
were faced with trying to figure out how to
reach out to potentially new members, which
is still is a major challenge for us.”
The nine-member committee split up
recruitment assignments, each seeking
new members in the areas of associate
members business service members or MGA
members.
“I think the economy definitely had
an impact on what we were trying to
accomplish,” said Kathy Schroeder, President
of Sierra Specialty Ins. Services, Inc.
“There’s no question. In spite of it all, we
got new members, but it is the thing where
everybody’s concerned about their budget —
can they afford to go to conferences and join
another association and those things. From
that standpoint, it was challenging.”
To help boost membership and retain
its current membership, the committee is
T
The New Member
Reception is a
great way for the
newest members
of the AAMGA to
get to know one
another as well as
other association
members. There
are 21 new members that have
joined the AAMGA
since last year’s
Annual Meeing.
putting together booklets for current and
potential members that highlight the benefits
of AAMGA membership. The membership
also received from the committee a copy
of the new qualifications for becoming an
AAMGA member.
Along with its mailings and aggressive
calling campaign, the committee also is
proposing a number of methods to entice
business members to join. These include
providing discounted registration to the
Annual Meeting to those who wish to only
attend the Vendor & Trade Show. It also
suggested allowing members to be able to
invite people to attend the convention at a
discounted rate so they can witness some of
the benefits of AAMGA membership at the
meeting.
This year, the committee is looking
to change with the times — again. It will
evaluate the challenges and successes of
this last year and focus on adding new
members — despite the ongoing challenge of
acquisitions and mergers.
“I know that this year one of the things
we’re going to do is redefine the objectives
of the committee,” Black said. “Once we do
that, one of our goals is to acquire at least
20 new members and work closely with the
incoming president.”
The ALPS Partnership Program is our way of showing appreciation,
support and, most importantly, recognition for the ongoing success of our
most important General Agent partners. With four guiding principles in mind
– achievement, leadership, partnership, and success – we designed
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of our 2011 Summit and Alpine Clubs:
SUMMIT CLUB
ALPINE CLUB
Arlington/Roe & Co.
$JHQWV,QVXUDQFH0DUNHWV,QF
Bloss & Dillard, Inc.
Concorde General Agency
Graham-Rogers, Inc.
J.E. Brown & Associates
Johnson & Johnson, Inc.
John Carriero & Son, Inc.
LoVullo Associates, Inc.
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3DFL¿F,QWHUQDWLRQDO8QGHUZULWHUV
South & Western
Surplus Line Managers
The Colonial Group, Inc.
W.N. Tuscano Agency, Inc.
6
★★
★
Photos from around University Day
From learning how to lead your team through change or following the correct blueprint for succes, Sunday was a day of continuing education.
LEADERSHIP
WE SET THE
STANDARD IN
HANDLING
NON-STANDARD
RISKS.
you nonalcoholic beverages. They’re in the
water business with smart water and mineral
water. They’re even successful in the coffee
business — just not in this country. It’s a very
mature business, but the thing is you have to
reinvent the business.”
Scott Ertley, with Endurance US
Insurance’s office in Atlanta, said he enjoyed
the session.
“I think it’s good for emerging leaders of
companies and MGAs,” he said. “I think it’s
a good course. He’s really focused and so far
has a lot of nuggets to apply to your current
business, no matter what it is.”
Priscilla Priestman, assistant Vice
President of underwriting at Penn-American
Group, Bala Cynwyd, PA, said she enjoyed
TOWN HALL
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membership,” Tiepelman said. “Having
said that, it is possible the agency
Tuesday's breakfast
A reminder that Tuesday's buffet
breakfast for AAMGA members in the
Tuscany Ballroom will begin at 7 a.m.
instead of 7:30 a.m.
the dialogue with fellow course participants
as much as the presentation.
“Anytime you get folks from the MGAs
and companies to share you just get a lot
of great discussion and ideas flowing back
and forth,” she said. “I like he fact that
these aren’t the same people I deal with on
a daily basis and we have different minds
working. We’re voicing concerns and
focusing on how we can turn them into
opportunities.”
membership may have interest in our
perspective as well. We are hopeful that
the meeting will be an interactive session
where the attendees leave feeling heard
and with questions answered.”
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THOMPSON
a landslide, overcoming Cooper’s early 20
percent lead in the polls to defeat him by an
even greater margin.
In 1996, Thompson was re-elected (for
the term ending in 2003) with 61 percent of
the vote.
In 2005, Thompson was named by
President George W. Bush as an advisor to
Supreme Court Chief Justice nominee John
Roberts, helping to move his nomination
through the Senate confirmation process.
Thompson was the host of the nationally
syndicated radio show “The Fred Thompson
Show.” The Westwood One syndicated show
debuted on March 2, 2009 and replaced
“The Radio Factor With Bill O’Reilly.”
In 1973, he served as Minority Counsel
to the Senate Watergate Committee where
he lead the line of inquiry that revealed the
audio-taping system in the White House
Oval Office.
8
AAMGA University Supporters
The American Association of Managing General Agents proudly recognizes
and thanks the following companies and
individuals for their generous contributions
to the AAMGA Foundation.
Risk Placement Services, Inc.
Scobie Group, CMGA
Seaboard Underwriters, Inc., CMGA
Surplus Line Association of Arizona
W.E. Love & Associates, Inc., CMGA
Chancellor's Award
($500,000 to $999,999)
Patron ($25,000 to $49,999)
Scottsdale Insurance Company
Lifetime Trustee
($250,000 to $499,999)
AAMGA
American Modern Insurance Group
Principal Donor
($100,000 to $249,999)
Guaranty National Corporation
Markel Corporation
Penn-America Group
Southern Insurance Underwriters, Inc.,
CMGA
Western World Insurance Group
Benefactor ($50,000 to $99,999)
American Reliable Insurance Company
AmWINS Transportation Underwriters,
Inc., CMGA
Bell & Clements Ltd.
Carolina Casualty Insurance Company
Hanover Excess & Surplus, Inc., CMGA
Miller Insurance Services Ltd., UK
Myron F. Steves & Company, CMGA
Nautilus Insurance Group
Northland Insurance Companies
Accolade Management Company
American Wholesale Insurance Company
Black/White & Associates Insurance
Brokers of Louisville
Bloss & Dillard, Inc., CMGA
Burns & Wilcox, Ltd.
Excess Line Association of New York
Harman Kemp N.A. Ltd.
Johnson & Johnson Inc., CMGA
Louis T. Mastos Associates
LoVullo Associates, Inc., CMGA
MacNeill Group, Inc., CMGA
Market Finders Insurance Corporation,
CMGA
Northland Insurance Companies
Superior Underwriters Div. of Groninger
& Co., Inc.
Surplus Line Association of Washington
Surplus Lines Stamping Office of Texas
USLI
Sponsor ($10,000 to $24,999)
American Equity
Arlington/Roe & Co.
Cochrane & Company
Concorde General Agency, Inc.
Corrie Bauckham Batts, Ltd.
Delta General Agency Corporation
Erickson-Larsen, Inc.
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www.es.xlinsurance.com
“XL Insurance” is the global brand used by XL Group plc’s (NYSE: XL) insurance companies. Coverages are underwritten by Greenwich
Insurance Company, Indian Harbor Insurance Company, XL Insurance America, Inc., XL Select Insurance Company and XL Specialty
Insurance Company. Coverages not available in all jurisdictions.
Jimcor Agency Inc., CMGA
Louis A. Williams & Associates
Market Finders Inc., CMGA
Maxum Indemnity Co.
McClelland & Hine, Inc.
Oklahoma General Agency
Pennock Insurance, Inc.
RFIB Group Limited
Ron Rothert Insurance Services, Inc.,
CMGA
Southern Cross Underwriters, Inc., CMGA
Specialty Insurance Managers, Inc.
Texas Specialty Underwriters, Inc.
United Brokers, Inc., CMGA
United National Group
W.A. Schickedanz Agency, Inc., CMGA
Friend (up to $9,999)
ADCO General Corporation
Bolton & Company
Colonial General Insurance Agency, Inc.
D.M.I. Insurance Services, Inc., CMGA
Delaware Valley Underwriting Agency,
Inc., CMGA
F.T.P., Inc.
John Carriero & Son, Inc.
Golden Bear Insurance Company
Hall Wright General Agency
General Star Management Co.
Mississippi Surplus Lines Association
NAPSLO
Pacific International Underwriters, Inc.
Roush Insurance Services, Inc.
SeaCoast Underwriters, Inc., CMGA
Southern General Agency, Inc.
American Reliable Insurance Company
Anderson & Murison, Inc.
Joseph Distel & Company, Inc.
Hudson Insurance Group
Irvin B. Green & Associates, Inc.
Insurance Innovators Inc.
Insurance Finance Corporation
International Excess Agency, Inc.
M.J. Kelly Co.
Russell Bond & Co. Inc., CMGA
Tapco Underwriters, Inc.
Westphalen Insurance Services Inc.
Personal Gifts
Frank Powell
Preston Gough, Jr.
Edwin Calabrese
Thomas B. Rogan
Robert A. Schneider
Herman Lewis
Charles Deering
Len LoVullo
Dave McDermid
Gary Tiepelman
Kerry Dillard
Brian Waller
Sam Gardner
Honorary and Memorial Gifts
AAMGA
Accolade Management Company
Adco General Corp.
American Reliable Insurance Co.
American Southern Insurance Co.
see SUPPORTERS, page 10
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10
AAMGA University Supporters
Inc., CMGA
Anderson & Murison, Inc.
ARK-LA-TEX Underwriters, Inc.
Arlington/Roe & Co.
Bell & Clements, Ltd.
Bernie & Martha Heinze
Bliss and Glennon, Inc.
Bloss & Dillard, Inc., CMGA
Bolton & Company
Burlington Insurance Group
Canal Insurance Company
Charles C. Caldwell
Cochrane & Company
Curtis and Rosemary Anderson
David & Terri McDermid
Deering & Associates, Inc., CMGA
Delta General Agency Corp.
Development Associates – Ray Spies
Edward Levy, CIW and Jami Levy
Fred Steves
George Shaffer
Guy Carpenter & Company, Inc.
Horner Insurance Services, Inc., CMGA
Independent Insurance Agents of Western
Wisconsin
Insurance Business Consultants, Inc.
Insurance Innovators, Inc.
J. Buschbach Insurance Agency
James A. Roe, CPCU
Joe Howse
Joel P Ory & Kathleen Ory
John Carriero & Sons, Inc.
John H. Love
John Latham
Joseph & Sharon Timmons
Joseph D. Timmons
Len & Cynthia LoVullo
Louis A. Williams & Associates
Louis Mastos & Associates
Louis T. Mastos & Associates
LoVullo Associates, Inc., CMGA
M. Thomas Ruke, Jr., CIW
Markel Corporation
Market Finders Insurance Corp., CMGA
Erickson-Larsen, Inc.
Midwestern General Agency, Inc., CMGA
Morstan General Agency, Inc.
Mr. & Mrs. Wesley C. Duesenberg, Sr.
Mr. Thomas Rogan
Mrs. Jennie Phillips
Myron F. Steves & Co., CMGA
NAPSLO
North Alabama Insurance, Inc.
Occidental Fire & Casualty Co. of
NC/Wilshire Insurance Co.
Oklahoma General Agency
Paul & Nancy Springman
Penn-America Group
Pennock Insurance, Inc.
Peter and Randi Scobie
Scobie Group, CMGA
R.I.C. Insurance General Agency, Inc.
Ray Johnston
Rob & Laura Giles
Rollie & Mary Wiegers
Ron Smedley
Roush Insurance Services, Inc.
RPS Lexington, CMGA
Sea Coast Underwriters, Inc., CMGA
Southern Cross Underwriters, CMGA
Southern General Agency, Inc.
Southern Insurance Underwriters, Inc.,
CMGA
Specialty Risk Associates, Inc., CMGA
Superior Underwriters – A Division of
Grononger & Company, Inc.
Texas Specialty Underwriters
The Parks Group, Inc.
The Southern General Agency, Inc.
★★
★
Thomas Kuzma
Thomas Ruke
Topa Insurance Company
U.S. Risk Insurance Group, Inc.
U.S.A. Alliance
United States Liability Insurance Company
Victor Giordano
Wes & Joanne Duesenberg, Jr.
Wesley C. Duesenberg, Jr.
Wesley C. Duesenberg, Sr.
Westphalen Insurance Services, Inc.
Registration
AAMGA members begin to arrive at the Ritz Carlton Grande Lakes Resort
Sunday, stopping to register for the 85th Annual Meeting.
EXCEEDING
EXPECTATIONS
Our signatures on the globe represent our commitment
to you, and to improving every day. Our aim is to
innovate through customer-centric solutions and a
focus on accessibility. These goals are evident in
the everyday efforts of our Contract, Brokerage and
Program divisions. So choose Western World and watch
us exceed your expectations.
westernworld.com | 201-847-8600
Contract, Brokerage & Program Divisions | (FOFSBM-JBCJMJUZr1SPEVDUT-JBCJMJUZr1SPQFSUZr1SPGFTTJPOBM-JBCJMJUZr$PNNFSDJBM"VUP
AAMGA Daily News ★ Monday, May 23, 2011 11
Members win with WIN Magazine
ach member of a company advertising in WIN Magazine will receive a
ribbon that reads, “I WIN,” to wear
on his or her badge during the Annual
Meeting.
“The ribbon represents more than the
success of each of the individual members,
it also means they work for one of the many
companies that have supported the inaugural
issue of WIN Magazine,” said Bernie Heinze,
AAMGA Executive Director. “It’s AAMGA’s
way of thanking all of those employees
for their support and confidence in the
E
I WIN
magazine.”
WIN Magazine (WIN standing for
Wholesale Insurance News) will be
published in both print and electronic
formats. Be sure to pick up your copy of the
first WIN Magazine at this year’s Annual
Meeting.
Christa Shook of R.E. Chaix & Associates Insurance Brokers, Inc. (left) and Gayle Wall of Burlington Insurance Group (right) discuss ethics during the afternoon course, “Ethical Leaderhip in
P&C Insurance.”
ETHICS
activities and leave lasting legacies.
Those who attended the session found it
to be timely and valuable in many ways.
Christa Shook, Senior Vice President of
R.E. Chaix & Associates Insurance Brokers,
Inc., in Irvine, CA, said the recent economic
challenges are causing people to stick to, or
go against, their long-held morals.
“I think this marketplace has also
challenged a lot of our industry, from agents
to the companies, to push the envelope for
a sale verses making everything clearer,” she
said. “I know that hits every industry, but it’s
been a challenge with our industry as well.
Some people have changed the ethics slightly
in order to keep food on their table.”
Former AAMGA President Peter Scobie,
CIW, Scobie Group, CMGA, Eau Claire,
WI, said traditional ethical mandates can be
applied to today’s business world.
“In Catholic school they took the Ten
Commandments — ‘Thou shalt not steel.
Thou shalt not lie,’” he said. “That can be
applied to how you treat your competitors,
for instance. Some of our competitors have
lied. A typical one, I think, is saying it’s the
same coverage that we have when, in fact,
we know it’s not the same coverage. It’s less
coverage. That’s why it’s 10 percent or 20
percent less expensive and the agent and the
insured are told it’s exactly the same.”
Please Welcome
the newest member of the family!
It’s all in ONE place.
Booth 27 & 28
4 Armstrong Road Shelton, CT 06484 203.402.0800
www.i-engineering.com
12
AAMGA Exhibitors & Booth Numbers
Milliman, Inc. Consultants
and Actuaries ........................................1
1550 Liberty Ridge Drive
Suite 200
Wayne, PA 19087
(610) 975-8020
mike.blivess@milliman.com
Scottsdale Insurance Company .............2
8877 N. Gainey Center Drive
Scottsdale, AZ 85258
(480) 365-2021
webbk6@scottsdaleins.com
Vertafore ................................................ 17
RiskMeter Online .................................. 23
Insurance Journal ................................. 31
1510 Klondike Road
Suite 400
Conyers, GA 30094
(210) 340-5548
pmccall@vertafore.com
67 Broad St.
6th Floor
Boston, MA 02109
(617) 737-4444
dmunson@cdsys.com
3570 Camino Del Rio N.
Suite 200
San Diego, CA 92108
(800) 897-9965
hfrantz@insurancejournal.com
Summit Business Media ....................... 18
Mutual Boiler Re ................................... 24
415 Thomas Stewart Way
Stewartsville, NJ 08886
(408) 859-0893
cluke@sbmedia.com
1200 Atwater Drive
Suite 250
Malvern, PA 19355
(610) 407-7804
samuel.broomer@mutualboilerre.com
Montpelier US Insurance
Company ............................................. 32
Priority Data Systems ........................... 19
Thomson Reuters....................................3
610 Operman Drive
Eagan, MN 55123
(619) 450-4749
thomas.houck@thomsonreuters.com
Overland Solutions, Inc. ....................... 25
5035 South 110th St.
Omaha, NE 68137
(402) 590-2506
jdunn@pdomaha.com
ReSource Pro ........................................ 20
York Risk Services Group, Inc................4
99 Cherry Hill Road
Parsippany, NJ 07054
(877) 927-2255
rick.ruiz@yorkrsg.com
Insurance Finance Corporation .............5
P.O. Box 315
Des Moines, IA 50306
(515) 223-0519
banstoetter@ifcorp.biz
Prime Insurance Company ................... 16
303 W Madison St.
Suite 2075
Chicago, IL 60606
(800) 456-4576
jackm@primeis.com

6263 North Scottsdale Road
Suite 300
(480) 306-8300
bob.karr@montpelierus.com
1180 6th Ave.
16th Floor
New York, NY 10036
(212) 297-3130
patrick@resourcepro.com
10975 Grandview Drive
Suite 400
Overland Park, KS 66210
(913) 451-3222
mario.fiel@olsi.net
Bermuda Insurance Market.................. 33
PO Box HM 2911
Hamilton
HMLX
(441) 292-9829
fox@bii.bm
Burton Claim Service, Inc. .................... 26
2941 Cypress Creek Road
Suite 101
Fort Lauderdale, FL 33309
(407) 774-4227
tom.moncello@burtonclaimservice.com
Oracle Corporation ............................... 36
1567 Mount Vernon Road
Suite 200
Atlanta, GA 30338
(770) 393-1144
jlevey@mcyber.com
ISO ......................................................... 29
Click2Bind ............................................. 37
545 Washington Blvd.
Jersey City, NJ 07310
(201) 469-2435
vconti@iso.com
213 Racine Drive
Wilmington, NC 28403
(910) 762-6426
jose@click2bind.com
Virtual MGA, LLC ................................... 22
Vantage Agora, Inc................................ 30
2303 RR 620 South
Suite 135, Box 297
Austin, TX 78734
(512) 535-4363
jake.hampton@virtualmga.com
7441 Center St.
Suite 103
Mentor, OH 44060
(440) 391-3141
sudhir@vantageagora.com
American Modern Insurance
Group ................................................... 38
Management Cybernetics
International Inc.................................. 21
5556 Tenyson Pkwy.
Plano, TX 75024
(770) 910-8395
jeffrey.costley@oracle.com
7000 Midland Blvd.
Amelia, OH 45102
(513) 943-7200
mgregory@amig.com
Insurance Services
Program Administrators
Program Managers
MGUs/MGAs
Wholesalers
If you are seeking an insurer for your program, talk to us!
What does Frates Insurance do?
We locate an insurer for your program.
What types of programs?
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AAMGA Daily News ★ Monday, May 23, 2011 13
Thanks to Annual
Meeting sponsors
AMGA would like to thank the
following companies for their
generous contributions as
Annual Meeting sponsors.
A
Platinum
Gold
Silver
A.M. Best Company
Colony Specialty
Thanks to AAMGA
University golf sponsors
AMGA would like to thank the
following companies for their
generous contributions to this
year's AAMGA University golf outing.
A
Accolade Management
Inc., CMGA
Bell & Clements, Ltd.
Century Surety Insurance
Colodny, Fass, Talenfield, Karlinsky &
Abate, P.A.
Colonial General Ins.
Colony Specialty Insurance
Forest Insurance Facilities, CMGA
Gibbs Hartley Cooper
Hallmark Specialty Insurance Co.
Hanover Excess & Surplus Inc., CMGA
Hudson Insurance Group
Hull & Company
Jimcor Agency, Inc., CMGA
LoVullo Associates, CMGA
Markel Corporation
Max Specialty Insurance Company
Meadowbrook Insurance Group
Penn-America Group
RCA Insurance Group
Ron Rothert Insurance Services
SeaCoast Underwriters, Inc., CMGA
Specialty Risk Associates, Inc.
Trans World Facilities, Inc.
United States Liability Insurance Group
US Risk Insurance Group, Inc.
XS Brokers Insurance Agency, Inc.
Mark your calendar
June 24-25 — AAMGA Committee
Day, Chicago, IL
Aug. 18-19 — AAMGA University
Weekend West, Scottsdale Plaza
Resort, Scottsdale, AZ
Sept. 22-24 — 20th Annual UFO
Meeting, Nashville, TN
March 3-6, 2012 — AAMGA Automation & Technology Management
Conference, Atlanta, GA
May 6-9, 2012 — AAMGA 86th Annual Meeting, San Antonio, TX
AAMGA Exhibitors & Booth Numbers
Insurance Licensing
Services Of America, Inc................ 40
111 N. Railroad St.
Groesbeck, TX 76642
(254) 729-8002
tswanson@ilsainc.com
Western World Insurance
Group ..............................................6-15
400 Parsons Pond Drive
Franklin Lakes, NJ 07417
(201) 847-8600
l.leone@westernworld.com
I-Engineering, Inc .........................27-28
Nautilus Insurance Group............41-44
4 Armstrong Road
Shelton, CT 06484
(203) 402-0800
n.kapoor@i-engineering.com
7233 E. Butherus Drive
(480) 367-5422
sbentley@nautilus-ins.com
Epic-Premier Insurance
Solutions, Inc. ............................34-35
P.O. Box 91960
Lakeland, FL 33804
(863) 686-5110
mcross@epic-premier.com
14
Dining in style at the Ritz Carlton
xperience a wealth of dining options throughout the Ritz-Carlton
Grande Lakes — where the cuisine
is as diverse as the property itself. Savor
the culinary mastery from James Beard
Foundation’s Award-Winning Chef Norman Van Aken and all the other delicious
temptations that the eateries provide.
Unwind in the relaxed surroundings of The
Vineyard Grill, an excellent steakhouse featuring
a selection of prime meats, mouth-watering
side dishes and fresh seafood complemented
by a selection of great American wines.
Featuring chef Norman Van Aken’s
acclaimed “New World Cuisine” as the
culinary centerpiece, the restaurant follows
the Colonial Italian Palazzo-inspired design
of the hotel and features marble floors and
E
walls in warm roses and tans, all completed
by breathtaking views of the golf course.
Dine al fresco at Bleu, the poolside
restaurant and bar, that features classic
burgers and salads with fun twists. Take a
break from the sun and try one of its frozen
drinks, prepared only with the freshest
ingredients to indulge and cool your palate.
The Lobby Lounge is set in a casual
elegant atmosphere, perfect ambiance to
enjoy afternoon tea, cocktails or light fare
while enjoying the view.
The inspired clubhouse fare and great
selection of draught beer and scotches at
Fairways Pub provide the perfect finishing
touch to a day on the links. The Turn, which
features menu items to go, is perfect for
golfers on the run.
The Ritz Carlton
Grande Lakes
offers AAMGA
members a
wide array of
delicious options when it
comes to dining
at the Annual
Meeting.
Take a tour of Grande Lake
or guests who want to experience
a taste of old Florida’s natural
preserves, Adventure Experiences’
interpretive eco-tours offer guided canoe or kayak tours of Shingle Creek, the
Headwaters to the Florida Everglades.
Guests can learn about the history of
Shingle Creek and observe the native
species such as alligators, bald eagles,
osprey and barred owls in their natural
habitat. And don’t forget a tour along
Grande Lake.
F
The morning row is offered Monday,
Wednesday, Friday and Sunday starting at
8 a.m. The cost is $20 per person woith a
maximum of 10 guests per session.
Emotion Kayaking on Grande Lake
Enjoy fresh air and the scenic views while
paddling on Grande Lake. Kayaking on
Grande Lake is offered seven days a week
from sunrise to sunset. The cost is $20 per
person with a maximum of 10 guests per
session.
Emotion Eco-Tour on Shingle Creek
Fish Feedings
Traveling back in time on Shingle Creek,
guests will enjoy a two-hour Guided
Emotion Eco-Tour. Water guides will tell
you the story of Shingle Creek and all
its inhabitants as you navigate your own
canoe, while paddling through scenic
Old Florida. The cost is $60 per person
and there is a maximum 20 guests per
excursion. Children, 17 and under, are free
with an adult admission.
Grande Lake is the perfect location to spot
some of Florida’s native fish species such
as the Florida largemouth bass, bowfin,
the Florida spotted gar and bluegill. These
fish can be found in most native bodies
of water of Florida and many man-made
ponds. You can feed these fish daily at 1
p.m. Meet on the Ritz-Carton pool deck in
front of Bleu.
Lady Bug Release
Morning Row on Grande Lake
Wake up and grab your paddle. Take in
a different cardiovascular workout as
you paddle your way around the Grande
Lake. Spend the next hour working
out at your own intensity while having
the opportunity to see herons, egrets,
and osprey as they begin their day.
Sundays, Wednesdays and Fridays at 1
p.m., meet at the Ritz-Carlton Lakeside
Terrace.
Self-Guided Nature Walks
Explore the wildlife and flora that
surrounds the resort. Pick-up map from the
Ritz-Carlton Concierge or pool attendant.
If we
e can make
ke it here…
re…
NASA Time-Elapsed Photo of Hurricane Andrew, 1992
. . . you get the picture
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Telephone: +1 954 492 4010
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Celebrating Integrity
Adco General Insurance Agency was founded more than 40 years ago on
the principle of “do what we say we’ll do, when we say we’ll do it.” This
direct approach—along with an emphasis on open communication—makes
the relationship with Western Heritage Insurance Company work. Adco
underwriters depend on the Western Heritage team to listen and provide
straight answers.
“Western Heritage’s approachability makes it easy to do business.”
—Adco Underwriting Manager Susan Throop
When you work with Western Heritage, expect a true partnership.
Expect Integrity.
westernheritageins.com
Pictured: Underwriting Manager Susan Throop and President Dick Thomas
Our mission isn’t to pursue growth.
Growth helps us pursue our mission.
PartnerRe has grown its resources. We have the capital and the capabilities in virtually every risk class and geographic
region to offer customized solutions and signiﬁcant capacity. We offer this value to our clients within our established risk
management limits. We do this because we want to honor our commitment to being a ﬁnancially secure reinsurance
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For more information, go to
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