AAMGA President Frank Mastowski, CIW

Since my last letter, our committees met in Chicago and more than sixty-six percent of the volunteers were in attendance. Each committee set their plans and submitted budget requests for consideration. The energy and enthusiasm could be felt and seen as I visited each committee. Committees are the pulse and heartbeat of your Association. I cannot thank the volunteers enough for the hard work, help, dedication and not the least of their giving valuable time to keep our Association strong and a recognized leader in the wholesale insurance community.

 

During August a rather hot few days were spent at University West in Scottsdale. The University is proud of the fact that it had the largest number of class registrations since its inception. They are looking forward to completing preparations for University East and already planning University West for the coming year. On the topic of University the committee has worked on an "Insurance Wholesaler Boot Camp". It will address several topical lessons in management, analysis, underwriting and other important issues facing the insurance wholesaler. It will occur over two weeks at Georgia State University in Atlanta and include room and board. Look for the information regarding this important training opportunity sometime in the near future.

 

The positive results of the By-Law amendment vote indicated that a strong majority of our members agree with the Strategic Plans worked on by the past few Boards of Directors. The project is ongoing and the current Board is now preparing the next phase. They will shortly be working with our committees to implement the opportunities our Association now has available to us. As we stated in the past, our core values will be maintained, while we can now address the ever changing insurance wholesale marketplace. 

 

As you enjoy the fall season, I encourage you to start thinking about planning for our annual meeting at the Hilton Waikoloa Village Resort on the Big Island of Hawaii.

 

 

 

Captain Richard Phillips

 

Hilton Waikoloa Village, in Kona, Hawaii. Captain Phillips was piloting the M/V Maersk Alabama, delivering United Nations relief supplies along the east coast of Africa, when he and his crew were hijacked by Somali Pirates. In order to save the crew and ship, he offered himself in trade for one of the Pirates that had been captured when he climbed on board, but when the Pirates reneged on the exchange, he was held and tortured for several days until rescued by US Navy Seals from the USS Bainbridge.

 

 

His story has been made into a movie "Captain Phillips," which debuts in theatres on October 11, 2013, with Academy Award winning actor Tom Hanks starring in the lead role. Click here to

watch the incredible trailer. Captain Phillips will describe his ordeal first hand with a riveting tale of survival, strength and endurance.

 

Jeb Bush

Former Florida Governor Jeb Bush will provide the Business Meeting presentation on the events taking place domestically and internationally, and what they mean for America's future.
 An articulate student of policy, Governor Bush will dissect the current political climate by offering fresh insights on the hot-button issues in the news. Always committed to a better future for America, Bush serves as Chairman, Foundation for Excellence in Education, which focuses on transforming and providing an education system that maximizes every student's potential for learning and prepares all students for success in the 21st century and as Chairman of The National Constitution Center, America's first and only nonpartisan, nonprofit institution devoted to the U.S. Constitution, its ideals and its legacy of active citizenship.

 

 

Meredith Baxter Birney

Meredith Baxter Birney, star of stage and screen including the TV series "Family Ties," will be the spouse speaker at the Annual Meeting. The actress has survived breast cancer and domestic violence and will engage participants in an inside look into her life, struggles and successes.

 

Registration details for the AAMGA's 2014 Annual Meeting will be forthcoming after the first of the New Year.

 

Hilton Waikoloa Village, Kona, Hawaii

The voting members of the AAMGA have approved the bylaw amendments advanced by the Board of Directors with a mandate of 83%. The AAMGA is now implementing those amendments and expanding the composition of and opportunities for our membership. The membership requirements for the newly created "wholesale insurance member" category, can be viewed by clicking here.

Changes during the past years to the wholesale insurance landscape converged to make this the appropriate time to develop and build a better and more representative AAMGA. The revised strategic focus of the association will now broaden networking access for members to markets and other industry practitioners. It will support technical underwriting and other professional educational development through the AAMGA University. And it will further the strength of our advocacy with regulators and legislators both domestically and internationally.

President Frank Mastowski said: "We will now reach out to other underwriting facilities and organizations that previously expressed interest in joining the association. Additional steps to implement the new by-law changes will include developing expanded curriculums for the AAMGA University through classes, roundtables, seminars and professional development taught by wholesale insurance educators and thought leaders."

Our underlying core values and mission will remain the same. However our membership will now be open not only to MGAs, but also to MGUs, program administrators, aggregators and other wholesale insurance professionals who meet our stringent membership standards. Membership will also continue including risk bearing entities, insurers, reinsurers, captive insurers, state stamping and surplus line offices and business entities that support our industry with products and services further advancing our daily activities.

We will keep you advised of further developments as we advance the opportunities and help maximize the potentials of the wholesale insurance marketplace, and the professionals like you that comprise our respected ranks.  

The 22nd annual UFO Annual Meeting in Rockport, ME at the Samoset Resort on the Ocean had 157 participants. The meeting kicked off on Wednesday, September 12 with the New Member Networking Reception where 48 first time attendees met to forge new connections. This year's support of new participants is a record for the Under Forty Organization Meeting.

  

The new education workshop called "Emergenitics," blended genetics and learned experiences expressed as a behavior and a way of thinking. The workshop energized 112 young insurance professionals to think about how their behavior and thoughts can affect the way they communicate, and how they can work better as a team. A Roundtable Discussion followed the 6 hour class and was conducted by Senior Vice Presidents Tim Chaix of R.E. Chaix & Associates
Insurance Brokers, Inc., and Adam Rothert of Rothert Insurance Services Inc., CMGA .  Many topics where covered including: how to build relationships, getting more involved in the Association and different types of education opportunities that the UFO can offer like Generation Differences and a new UFO Leadership track.  The night concluded with a networking reception and dinner.

  

The Business Meeting was held on Friday morning where Mike Gabor, UFO President, discussed the objectives of the UFO. AAMGA UFO Committee Liaisons presented the initiatives and goals from each of their committees, which are the foundation of the AAMGA.  The UFO Board of Directors announced that the 2014 UFO Annual Meeting would be held in San Diego, CA.  The UFO members in attendance voted for Savannah, GA as the 24th UFO Annual Meeting location for 2015.  

Jeff Henry, AAMGA Education Director, recognized this year's GSU UFO Leadership Track graduates, which brings the total number of graduates to 58.  The following UFO members just completed the required curriculum of classes and join past AAMGA graduates who have earned their Leadership Certificates from Georgia State University and the AAMGA Education Foundation:

 

Richard Amanto	Vela Insurance Services
Justin Bennett	Strickland General Agency, Inc.
Andrea Dickinson	AmWINS Brokerage of Illinois, LLC
Craig Dunn	AmWINS Brokerage of Texas
Jennifer Durand	AmWINS Specialty Auto
Brian Fassburg	Pacific International Underwriters,  Inc.
Jillian Fassburg	Pacific International Underwriters, Inc.
Susan Froman	Engle Martin & Associates
Jim Holinka	AmWINS Brokerage of Illinois, LLC
Jodi Mann	G. J. Sullivan Company Excess & Surplus Lines Brokers
Leslie McNeice	AmWINS Group, Inc.
Robert O'Connor	Vela Insurance Services
Michelle Ray	IAT Specialty
Greyson Richardson	AmWINS Group, Inc.
Sarah Ruble	AmWINS Group, Inc.
Kay Zito	AmWINS Program Underwriters
Karen Alford, MBA, ASLI, AIS, SCLA	Scottsdale Insurance Company
Shawn Chaffin, CIW	SeaCoast Underwriters, Inc., CMGA
Alyson Currier	Hanover Excess & Surplus, Inc., CMGA
Lisa Daniels, AU, ASLI, AIS, AINS	Century Insurance Group
Veronica Davis	Atlantic Casualty Insurance Company
Anthony DeLuca	Johnson & Johnson, Inc., CMGA
Sarah Farr	U.S. Risk Insurance Group, Inc.
Michael Gabor	Gabor Insurance Services, Inc.
Sean Gafford, MBA, ASLI, AU, AINS	Scottsdale Insurance Company
Lindy Harlow	Nautilus Insurance Group
Peter Hubner	Western World Insurance Group
Harry King, IV	Pennock Insurance, Inc.
Matt Lynch	RPS Schneider, CMGA
Ashley McAnulty	Johnson & Johnson, Inc., CMGA
Sheri McKee, CPCU	Atlantic Casualty Insurance Company
Matt Meyer	RPS Lexington, CMGA
Haley Miller	SeaCoast Underwriters, Inc., CMGA
Jason Murrey	N-Surance Outlets Inc.
Lindsay Prince, AU, ASLI, AINS	Scottsdale Insurance Company
Adam Rothert	Rothert Insurance, CMGA
Mark Usselman	Concorde General Agency, Inc.

 

Attendees and their spouses/guests also participated together in a number of activities including sailing, shopping and golf offered and every one had a great time.  The final networking and lobster dinner was moved indoors due to the rain. 

 

The Maine Make-A-Wish Foundation Executive Director, Tom Peaco, was recognized and thanked the UFO for having collected $3,235 for the Make-A-Wish Foundation.  "To date we have collected over $26,000 for the Make-A-Wish Foundation," said UFO President Michael Gabor, President of Gabor Insurance Services, Inc. "The UFO has also collected $32,205 for the Wounded Worrier Project, which brings the UFO's total amount collected to $58,526 for all charities.  Thank you for everyone who donated as we could not have supported such beneficial causes without your generous support."

 

The meeting concluded with a Board and Committee Meeting on Saturday morning with UFO Vice Presidents Robert Sanders, Jr., of Preferred Specialty LLC, and Danielle Wade, of Jackson Sumner & Associates, conducting the meeting.  This time was well spent as it allowed for people who want to get involved in committees to really see what is done in them.  The collaboration, education and networking that took place over the days together allowed our next generation of wholesale insurance leaders to maximize their enjoyable time together.

 

Interesting in joining the UFO, or have others within your organization who are not already members? Click here to join the UFO.

The 2014 Automation and Technology conference is about more than technology. This annual business automation meeting is the only event in our industry focusing on the challenges we face in our wholesale operations every day. The 2014 keynote presentation "The Big Three: Technology, Operations, and Business Automation" will provide attendees with insight on the efficiencies that can be gained through effective collaboration of these areas as well as provide the latest industry research on innovations in big data and advanced analytics, mobile and social applications and cloud based computing platforms.  Panel discussions from industry leaders, breakout sessions and case studies as well as excellent vendor showcases are also on the agenda.

 

If you have not recently attended the automation conference, keep an eye out for our upcoming video highlighting what you have been missing and we will see you in Orlando March 1 - 4, 2014.  

 

AAMGA Thanks the Troops 

 

 

In keeping with the on-going tradition of sending letters of thanks to troops serving our country overseas during the Thanksgiving Holiday, the AAMGA is asking for your help once again this year.

 

Each letter of thanks should be heartfelt, handwritten, original, and free of any political statements. The purpose of the letter is to express thanks to the military personnel currently deployed outside the United States. All letters must be on 8.5" x 11" paper. Do not use glue, tape, staples, cardboard, glitter or otherwise attach anything to the paper. Decorate using crayons, pencil, etc. Use both sides if you like, but use one page per letter only. Do not send cards or photographs. Feel free to include your mailing and email address, and you may get a response. Individual letters should not be sealed in envelopes.

 

In 2012 the AAMGA Community came together in collecting 1,643 letters that were sent overseas. Deadline for submission of letters is November 8, 2013. Please send all letters from your friends, colleagues, office and branch office employees, retail agents and companies to:

 

Bernie Heinze

AAMGA Headquarters

610 Freedom Business Center

Suite 110

King of Prussia, PA 19406    

 

Thanks again to Dianne Shelton, Corporate Trainer for Risk Placement Services/Corporate IT www.rpsins.com, in Atlanta, GA, for coordinating this effort once again. Please contact Dianne with any specific questions or requests for additional details: dianne_shelton@rpsins.com.

 

The AAMGA Education Committee is hard at work in designing a curriculum of classes exclusively for wholesale insurance professionals to take place at the University East sessions, March 11-12, 2014 at the Georgia State University Buckhead Executive Center outside of Atlanta, Georgia.

 

Classes Scheduled include an Introduction to Product Lines; Intermediate Level Property and Casualty courses with a special emphasis on coastal exposures; the next in the series of educational offerings from the Lloyd's Market; Personal Lines classes; Reinsurance, Garage Risks, Claims - and how to manage them during a catastrophe situation, and sessions on Negotiations and Building Relationships. We'll also have a repeat of our very popular GSU Leadership Classes.

 

With record attendance of 209 at the 2013 University East event, we anticipate another sell-out of participants comprised of wholesale insurance professionals and Company markets.

 

Meals and networking receptions will take place within walking distance of the classes. Please stay tuned for further details and registration information coming soon.

 

Each year, the insurance industry hires bright young talented college graduates for underwriting positions. However, the industry wrestles with how to train these employees as colleges and universities typically do not teach underwriting as part of Risk Management and Insurance degree programs. To fill this void, the AAMGA will sponsor a two week Underwriting Boot Camp that will take place from July 14 - 25, 2014 on the campus of Georgia State University in Atlanta, GA. Instructors from Georgia State and the AAMGA will provide instruction on the fundamentals of underwriting.

 

Tuition for the boot camp is set at $2,450 ($2,950 including lodging at Georgia State University) per participant and will include three AICPCU text books. These are the same text books that an underwriter will need when studying for their CPCU designation. It's intended that much of the Underwriting Boot Camp materials will come from selected chapters of these books as well as from other sources. For those participants who will travel to the Atlanta, GA area, lodging can be arranged with Georgia State on-campus housing.

 

Mark your calendar to attend the event exclusively for AAMGA members. Registration information will be available early in 2014. 

A record number of 314 wholesale insurance professionals participated in this year's University West in Scottsdale, AZ. This included 97 first time attendees. The welcome receptions created additional networking opportunities and the Industry Roundtable provided interactive discussion and industry knowledge.

 

New classes and networking opportunities will comprise the 2014 offerings on August 14-15, 2014 at the Scottsdale Plaza Resort. We hope to set a new attendance record at University West 2014...stay tuned for dates and details!

 

Lloyd's, London is currently undertaking an examination of the parameters used in conducting audits of US Coverholders. To that end, Lloyd's requested AAMGA to provide feedback on how the scope of audits is currently progressing and for recommendations on improving the process.

 

The Governmental Affairs Committee, its Chair Josh Korver of The Insurance Center in Anchorage, AK; its Board Liaison and Senior Vice President Roger Ware of Genesee General Agency in Alpharetta, GA; and Headquarters engaged in an effort to obtain comments from agents across the country.

 

The responses received were uniform in advising of the general impression that the current audit scope is working well for all parties concerned. Each of the AAMGA Coverholders responding noted that it is essential to have a consistent approach between the information Lloyd's and the Managing Agent are seeking with an understanding of local regulations under which Coverholders are currently operating given the jurisdictions in which their business is being written - namely state and federal regulations, statutes and laws. Further, and as in most matters, the quality of the information developed during the audit process is directly related to the experience and quality of those performing this function. The better the auditor is vetted and experienced in the respective lines of business and operations being audited, the more valuable the content of the details coming out of the audit will be.

 

Lloyd's has responded with appreciation for the comments and recommendations, and advised they will continue to keep the Association engaged as revisions to the audit scope are made.

Surplus lines insurers in 2012 posted one of their worst years overall in recent memory, as the underwriting performance of U.S. domestic professional and domestic specialty surplus lines companies fell below that of the total property/casualty (P/C) industry for the first time in more than a decade. The recently released A.M. Best Special Report on Surplus Lines lays much of the blame for the results on Superstorm Sandy, which pummeled New York and New Jersey on October 29, 2012, wreaking havoc on coastal properties, businesses and infrastructure all along the Northeastern seaboard. Click here for a full copy of the Report.

The latest estimates place insured losses from Sandy near $25 billion. While it's unclear how much of this insured loss the surplus lines market will absorb, these insurers' fourth-quarter loss ratio surged nearly 12 points, to 64.8 from 52.9, indicating that surplus lines were not spared. A.M. Best Co.'s domestic professional surplus lines peer composite experienced a downturn in profitability in 2012, causing pretax operating income to decline 24.3% and net income to drop 10.2%. Net income, however, was still sizable at $1.57 billion, compared with $1.75 billion in 2011.

For the third time since the legislation was first introduced, the US House of Representatives passed the National Association of Registered Agents & Brokers Act HR 1155 on September 10, 2013 by a vote of 397 to 6. Click here to view HR115.

 

Among other things, the legislation would create a nonprofit board for insurance agents and brokers to obtain approval to operate on a multi-state basis.  NARAB would be governed by a panel dominated by state regulators and would establish standards for membership that exceed the existing requirements of any state.  A prospective NARAB member would be required to be fully licensed in his or her home state and satisfy rigorous membership criteria. An approved NARAB member could then utilize the association to obtain the regulatory approval necessary to operate in any other selected jurisdiction. 

 

A similar Bill (S.534) has passed through the Senate Banking Committee and is awaiting further action on the Floor for a vote, which is anticipated by the end of this Congressional session.

 

In testimony submitted to the Senate Subcommittee on Securities, Insurance and Investment back on NARAB II this year, AAMGA Executive Director Bernie Heinze noted: "this Act is an important step in sustaining the insurance market's effective, efficient and economical services to the public and private sector, while streamlining the processing, licensing and compliance components. Most importantly, it will develop and create a uniform and consistent foundation on which essential state based regulation can continue without restraining the creativity, investment and security provided by the wholesale insurance market. NARAB II will further facilitate the open market, enhance competition, allow agents, brokers and insurers to be more responsive to consumer needs and provide the flexibility in the buying decisions being made."

 

The AAMGA has worked closely with the Big I and Council of Insurance Agents & Brokers to support and advance the legislation for many years. It also has received the endorsement of the National Association of Insurance Commissioners and other industry groups including the American Insurance Association; Council of Insurance Agents and Brokers; Independent Insurance Agents and Brokers of America; Insured Retirement Institute; National Association of Insurance and Financial Advisors; National Association of Mutual Insurance Companies; National Association of Professional Surplus Lines Offices and the Property Casualty Insurance Association of America.

 

The insurance industry's E&S Joint Working Group (ESJWG) will present in-depth discussions of excess and surplus lines connectivity issues at the upcoming ACORD Implementation Forum on October 29, 2013 in Boston. 

 

Aimed to assist carriers, retail agents and general agents in boosting their ability to connect, these two ESJWG panel discussions will include: 

 

1) Carriers & Lloyd's: This initial one-hour session beginning at 3:15 p.m. will focus on standards development, adoption and electronic interaction implementations between managing general agents and insurance carriers, including Lloyd's. ESJWG spearheaded an effort working with ACORD to deliver the first-ever excess and surplus lines (E&S) industry web services standard for general liability, and is now delivering an expanded standard that includes property rates and rating requests. 

 

Recent developments from the ESJWG insurance carrier subgroup and Lloyd's subgroup will be the focus of information presented by: 

• Greg Ricker of Sombra Technologies, E&S carrier subgroup co-chair. 
• Scott Good of Scottsdale Insurance Co., E&S carrier subgroup co-chair. 
• Tammie Miller of Risk Placement Services Inc., Lloyd's subgroup co-chair.

2) Retail Agents & General Agents: From 4:30 to 5:30 pm, this session will expand on the prior session and focus on process efficiency and electronic transaction opportunities between retail agents and the E&S managing general agent (MGA)/wholesaler community. Recent developments from the ESJWG retail agent/general agent subgroup will be the focus of information presented by Lisa Parry Becker of William B. Parry & Son Ltd.; and Tate Tooley of Bloss & Dillard Insurance Managers Inc. Both co-chair the ESJWG retail agent/general agent subgroup. 

 

ESJWG co-chairs Mike Roy, of Risk Placement Services Inc., and Angelyn Treutel, of SouthGroup Insurance-Gulf Coast will participate in both panel discussions. 

 

Registration link for those attending because of the E&S sessions is here.

 

"ACORD Implementation Forum is the venue where decision-makers meet to really push the industry forward on connectivity issues," said Roy, who is CIO of Risk Placement Services Inc. "So for ESJWG to highlight excess and surplus lines connectivity issues in that environment shows we've made much progress. The ESJWG sessions at AIF will highlight accomplishments along with current activities and the input needed from agents, wholesalers and carriers. ESJWG invites any and all industry participants to attend the session at ACORD Implementation Forum, but also get involved on an ongoing basis and tap ESJWG.org for resources." 

 

"ESJWG has effectively developed standards and implementation strategies, while providing information and training for retail agents, general agents and carriers to better automate and streamline," said Treutel, who is president of independent agency SouthGroup Insurance-Gulf Coast in Bay St. Louis, Mississippi. "We continue forward on two tracks -- implementing what is already available and developing additional tools for the E&S business. All these efforts can hasten business processing while reducing pain points, keystrokes, and errors and omissions risks throughout the E&S community." 

 

ESJWG's overall objectives of in the E&S marketplace are: 

• Carrier standards: Focus on E&S electronic rating transactions between general agents and carriers, work toward standards adoption with ACORD, and drive implementation of standards with service providers, general agents and carriers. 
• Retail agent/general agent (RA/GA) interface: Concentrate on data transmission streams to/from RA systems to/from GA systems with emphasis on automating the flow of data. 
• Lloyds: Jointly develop global standards.

About The E&S Joint Working Group (ESJWG): Formed in 2008, the group is an alliance of carriers, agents and vendors working with the American Association of Managing General Agents (AAMGA), ACORD, Agents Council for Technology (ACT) of the Independent Agents & Brokers of America, and the National Association of Professional Surplus Lines Offices (NAPSLO). ESJWG's mission is to improve the efficiencies for retail agents, general agents, wholesale brokers and carriers by promoting use of ACORD standards, best-practice workflows and the electronic exchange of data among each of the business partners. The group comprises retail agent/general agent, carrier and Lloyd's subgroups. www.ESJWG.org.

March 1-4, 2014 Automation and Technology Conference Orlando, Florida

March 11, 2014
AAMGA University East

May 18 - 21, 2014 AAMGA Annual Meeting
Hilton Waikoloa Village, Hawaii

May 17 - 20, 2015 AAMGA Annual Meeting Gaylord National Resort National Harbor, MD

May 22-25, 2016
AAMGA Annual Meeting J.W. Marriott Desert Ridge Resort
Scottsdale, Arizona

© 2013 American Association of Managing General Agents