Tague Alliance - Litigation Trends In The Insurance Industry and Text Messages

At Tague Alliance we do our best to keep our members informed of current trends in our industry and the possible impacts to their agencies.  The litigation being brought against companies for violating the Telephone Consumer Protection Act (TCPA) is gaining momentum.  As insurance companies and agents start to embrace more text communications with prospects and clients it is of high importance that you remain compliant with the regulations.  There are stiff penalties for violating the TCPA.  The FCC outlines the expectations.

Source:  FCC http://www.fcc.gov/guides/spam-unwanted-text-messages-and-email

Spam: Unwanted Text Messages and Email

Background

Many consumers find unwanted texts and email – which can include commercial messages known as spam – annoying and time-consuming. And unwanted texts to mobile phones and other mobile devices can be intrusive and costly. Two laws – the Telephone Consumer Protection Act (TCPA) and the Controlling the Assault of Non-Solicited Pornography and Marketing (CAN-SPAM) Act – address spam.

Unwanted Texts and the Telephone Consumer Protection Act

The TCPA and the FCC’s rules ban many text messages sent to a mobile phone using an autodialer. These texts are banned unless (1) you previously gave consent to receive the message or (2) the message is sent for emergency purposes. This ban applies even if you have not placed your mobile phone number on the national Do-Not-Call list of numbers telemarketers must not call.

For more information on the TCPA and the national Do-Not-Call list, see our consumer guide.

Unwanted Texts and Email under the CAN-SPAM Act

The CAN-SPAM Act supplements the consumer protections provided by the TCPA. The CAN-SPAM law bans unwanted email messages sent to your mobile phone if they are “commercial messages.” (Email messages can sometimes appear as texts on your mobile phone, depending on how they’re addressed.)

The CAN-SPAM Act defines commercial messages as those that primarily advertise or promote a commercial product or service. The FCC’s ban does not cover “transactional or relationship” messages -- that is, notices to facilitate a transaction you have already agreed to -- for example, messages that provide information about your existing account or warranty information about a product you’ve purchased. The FCC’s ban also does not cover non-commercial messages, such as messages about candidates for public office, or email messages that you have forwarded from your computer to your wireless device (but read below about the FTC’s rules that may restrict such messages).

Federal rules require the following for commercial email sent to your mobile phone:

• Identification – The email must be clearly identified as a solicitation or advertisement for products or services;
• Opt-Out – The email must provide easily-accessible, legitimate, and free ways for you to reject future messages from that sender;
• Return Address – The email must contain legitimate return email addresses, as well as the sender’s postal address.

Giving Your Consent

Under the FCC’s rules, texts and commercial email messages may be sent to your mobile phone if you previously agreed to receive them. For texts that are commercial, your consent must be in writing (for example, in an email or letter); for non-commercial, informational texts (such as such as those by or on behalf of tax-exempt non-profit organizations, those for political purposes, and other noncommercial purposes, such as school closings) your consent may be oral.

For commercial email, your consent may be oral or written. Senders must tell you the name of the entity that will be sending the messages and, if different, the name of the entity advertising products or services. All commercial email messages sent to you after you’ve given your authorization must allow you to revoke your authorization, or “opt out” of receiving future messages. You must be allowed to opt out the same way you “opted in,” including by dialing a short code. Senders have 10 days to honor requests to opt out.

What You Can Do to Stop Unwanted Texts to Your Mobile Phone and Spam in General

You can reduce the number of unwanted texts you receive by taking these precautions and actions:

• Do not display your mobile phone number or email address in public.
• Be careful about giving out your mobile phone number, email address, or any other personal information. Make sure to read through and understand the entire transmitting form. Some websites allow you to opt out of receiving email from partners – but you may have to uncheck a preselected box if you want to do so. Make sure to check for a privacy policy when submitting your wireless phone number or email address to any website. Find out if the policy allows the company to sell your information.
• Do not respond to unwanted texts or emails from questionable sources. Several mobile service providers will allow you to forward unwanted spam texts by simply texting it to 7726 (or “SPAM”) to enable the providers to prevent future unwanted texts from the specific sender.
• Check with your mobile service provider about options to block future text messages from specific senders.
• Use an email filter. Some service providers offer a tool that filters out potential spam or channels spam into a bulk email folder. You may also want to consider filtering capabilities when choosing an Internet service provider.
• You may want to use two email addresses – one for personal messages and one for newsgroups and chat rooms. Also, consider using a disposable email address service that creates a separate email address that forwards messages to your permanent account. If one of the disposable addresses starts to receive spam, you can turn it off without affecting your permanent address.
• Try using a longer and unique email address. Your choice of email addresses may affect the amount of spam that you receive. A common name like “mjones” may get more spam than a more unique name like “da110x110”.

You can file a complaint with the FCC if you receive:

• An unwanted commercial email message sent to your mobile phone;
• An autodialed or prerecorded telephone voice message or text message to your mobile phone if you didn’t consent to the message previously (or it doesn’t involve an emergency). The FCC can determine whether the message was sent using an autodialer and thus violates its rules;
• Any autodialed text message on your wireless device, or an unwanted commercial message to a non-wireless device from a telecommunications company or advertising a telecommunications company’s products or services, if the message is sent without your prior consent.

There is no charge for filing a complaint. You can file your complaint using an online complaint form. You can also file your complaint with the FCC’s Consumer Center by calling 1-888-CALL-FCC (1-888-225-5322) voice or 1-888-TELL-FCC (1-888-835-5322) for TTY; or writing to:

Federal Communications Commission
Consumer and Governmental Affairs Bureau
Consumer Inquiries and Complaints Division
445 12th Street, SW
Washington, DC 20554

What to Include In Your Complaint

The best way to provide all the information the FCC needs to process your complaint is to complete fully the online complaint form. When you open the online complaint form, you will be asked a series of questions that will take you to the specific section of the form you need to complete. If you do not use the online complaint form, your complaint, at a minimum, should indicate:

• your name, address, email address and phone number where you can be reached;
• the phone number or email address of the wireless device to which the message was sent, and, if a phone number, whether it is on the national Do-Not-Call list;
• date and time of the unwanted message;
• whether the unwanted message advertises or promotes a commercial product or service;
• any information to help identify the sender or the individual or company whose products or services are being advertised or promoted, and whether any of this information was provided in the message;
• whether the unwanted message provided any contact information to allow you to opt out of receiving future messages;
• whether you gave the sender permission to send you messages; and
• a description of any actions you took NOT to receive messages from the sender or individual or company whose products or services are being advertised, and when you took them.

What You Can Do About Commercial Email You Receive on Non-Wireless Devices, Such as Your Computer at Home

The Federal Trade Commission (FTC) has adopted detailed rules that restrict sending unwanted commercial email messages to computers. To find out more about the FTC’s rules, visit www.ftc.gov/bcp/edu/microsites/spam/rules.htm. To file a complaint with the FTC or to get free information on spam issues in general, visit www.ftc.gov/spam/ or call 1-877-382-4357 voice; 1-866-653-4261 TTY.

State Anti-Spam Laws

The CAN-SPAM Act is intended to preempt – or replace – state anti-spam laws, but states are allowed to enforce the parts of the CAN-SPAM Act that restrict non-wireless SPAM. Also state laws prohibiting fraudulent or deceptive acts and computer crimes remain in effect.

For More Information

For information about this and other communications issues, visit the FCC’s Consumer and website.

Tague Alliance - First Half 2014 P&C Insurance Industry Results

At Tague Alliance we want to help keep our members updated and current on what is going on within our P&C industry.  Dr. Robert Hartwig of the Insurance Information Institute just released his summary of the first six months of 2014 with commentary on ISO's report.  Read below to get an update on the state of the industry.

2014 - First Half Results

Dr. Robert P. Hartwig, CPCU

OCTOBER 6, 2014

Overall net income after taxes (profits) in the property/casualty (P/C) insurance industry increased by $1.6 billion or 6.4 percent in the first half of 2014 to $26.0 billion from $24.4 billion in the year earlier period. Over the same period, overall industry capacity (as measured by policyholders' surplus) increased by $58.1 billion or 9.4 percent. However, because industry capacity (or capital) increased at a rate faster than that of profits, the industry overall rate of return (profitability) on that capital fell slightly in the first half of 2014 to 7.8 percent from 8.1 percent in the first half of 2013. The seeming paradox of rising profits but falling profitability was just one of several interesting crosscurrents impacting industry performance in the first half of 2014. Sharply higher catastrophe losses (up 24 percent) and lower investment income (down 1.4 percent), for example, were largely offset by a surge in realized capital gains (up 85.4 percent). Net written premium growth, on the other hand, was largely unchanged over the past year, rising 4.0 percent in the half of 2014 compared to 4.3 percent in the first half of 2013. The marginal change in profitability is in part a reflection of relatively stable underwriting performance. The industry’s combined ratio rose 0.9 points to 98.9 during the first half of 2014 compared to 98.0 a year earlier. Maintaining combined ratios below 100 is absolutely essential in order for the industry to maintain reasonable levels of profitability in a still-challenging interest rate environment. While low interest rates are likely to continue to present a challenge well into 2015, a stronger economy presents the industry’s best opportunity for growth, as the nation’s real GDP growth surged by 4.6 percent in the second quarter of 2014.

The industry results were released by ISO, a Verisk Analytics company, and the Property Casualty Insurers Association of America (PCI).

Profitability Drivers: Winter, Spring Weather Took Their Toll; M&FG Reverses a Trend; Slight Dip in Taxes Help

The industry’s performance in the first half of 2014 was positive but bore the effects of an extreme winter and several outbreaks of severe spring weather. As noted earlier, the P/C insurance industry reported an annualized statutory rate of return on average surplus of 7.8 percent in the first half of 2014, down from 8.1 percent in the year-earlier period.

Ever since the housing bubble burst in 2008, the Mortgage & Financial Guarantee sector of the P/C industry has disproportionately weighed down the overall industry’s results, and because this line of business is written by only a few companies—some of them monoline carriers—it became common to report industry results in two ways, one including and one excluding M&FG data. In the first half of 2014, however, the reverse occurred. The annualized rate of return for this sector for 2014’s first half is estimated at 13.4 percent, compared to a negative 7.5 percent return for the sector for the first half of 2013. These results boosted the overall industry results reported above; excluding them from the P/C industry’s results for the first half of 2014 results in a 7.7 percent annualized rate of return.

A discussion of the key drivers of the quarter’s performance follows:

Catastrophe Losses

Some of the deterioration in underwriting performance in the first half of 2014 can be attributed to higher catastrophe losses relative to the year-earlier half. Although the insured damage from extreme cold and winter storms in early 2014 did not break the records set in the mid-1990s, 2014 will go down in history as one of the five costliest years on record for winter damage claims. Spring storms, including a number of severe hail and modest tornado and wildfire events in the drought impacted West added to the tally of claims, pushing total insured catastrophe losses through June 30 to $12.4 billion, up 24 percent from $10.0 in the first half of 2013, and up 21.6 percent from the 10-years average first-half total of $10.2 billion, according to ISO’s PCS unit.

Reserve Releases

Reserve releases are generally associated with new estimates of expected costs for claims occurring in past accident years. Overall inflation continues to be remarkably low, likely contributing to these lower estimates, although prices for some items that comprise claims payouts have been increasing at higher rates. For the first half of 2014, the industry reported releases of prior-year claims reserves totaling $7.9 billion, down slightly from $8.3 billion in the first half of last year.

Combined Ratio: Underwriting Profits Continue

The industry’s overall underwriting profit of $284 million on a combined ratio of 98.9 in the first half actually consisted of an underwriting loss of just over $2 billion in the second quarter and an underwriting gain just above $2.2 billion in the first quarter. In a long-term historical perspective, underwriting losses are the norm over the past several decades. Quarters with an underwriting profit have occurred only 21 times in the 114 calendar quarters—28 years plus two quarters—since ISO’s quarterly data began.

Premium Growth: Top Line Growth Continues

Also contributing to positive underwriting performance was continued premium growth, which decelerated slightly to 4.0 percent in the first half of 2014 from 4.3 percent in the first half of 2013.

There are two principal drivers of premium growth in the property/casualty insurance industry: exposure growth and rate activity. Exposure growth—basically an increase in the number and/or value of insurable interests (such as property and liability risks)—is being fueled primarily by economic growth and development. Although real (inflation-adjusted) GDP in the first quarter of 2014 actually declined at an annual rate of -2.1 percent (in part due to the effects of the harsh winter, drawing down of inventories, and other one-time factors), economic growth snapped back in the second quarter, with real GDP expanding at a robust 4.6 percent annual clip. Growth in key areas of the economy such as new vehicle sales, multi-unit residential construction, and consistent employment and payroll growth are clearly benefitting the P/C insurance industry. For the remainder of 2014 and into 2015, the consensus forecasts call for real GDP growth to hold steady at about 3 percent.

The other important determinant in industry growth is rate activity. Rates tend to be driven by trends in claims costs, conditions in the reinsurance market, marketing and distribution costs, and investments in technology, among other factors. Although it’s challenging to foresee the interplay of all of these and macroeconomic factors, it is certainly possible that overall industry growth in net written premiums could keep pace with overall economic growth in 2014.

Improving labor market conditions in 2014 will also affect top line growth in the P/C insurance industry. Job growth benefits the entire economy, of course, but the associated expansion of payrolls benefits workers compensation insurers in particular. The United States economy added 1.68 million nonfarm jobs in the first eight months of 2014; if that rate is sustained through the rest of the year, there will be over 2.5 million more workers than at the end of 2013. Combined with inflation-level increases in the hourly earnings of employees (as has been the case for the past few years), payrolls are expected to continue growing, resulting in billions of dollars in new premiums written being earned by workers compensation insurers in 2014. Indeed, workers compensation, hit hard during the recession by a soft market and a precipitous drop in payrolls, has within the span of just a few years transformed itself from the fastest contracting major property/casualty line to the fastest growing. Workers compensation is likely to remain the fastest growing major P/C line of insurance in 2014 if economic growth and hiring behave as projected.

Strong growth in the workers compensation line, continued growth in the residential construction sector, and strong new car sales are just a few of the reasons why moderate premium growth is likely to continue through 2014.

Investment Performance: Improvement but Interest Rates Remain Low

For the first half of 2014, net investment gains (which include net investment income plus realized capital gains and losses) rose by $3.0 billion (+11.0 percent) to $30.1 billion, compared to $27.1 billion in the first half of 2013. In measuring insurance company net investment gains, accounting rules recognize two components: (i) net investment income, and (ii) realized capital gains or losses. Unrealized capital gains or losses are not considered income and affect only surplus on the balance sheet.

Net Investment Income in 2014:1H

Net investment income itself has basically two elements—interest payments from bonds and dividends from stock. The industry’s net investment income for the first half of 2014 was $23.0 billion, compared to $23.3 billion in the first half of 2013 (down 1.4 percent). Most of this income comes from the industry’s bond investments, which are mainly high quality corporates and municipals. The drop in income mainly reflects the reinvestment of longer-term maturing bonds at lower prevailing interest rates than the previous investments paid.

Corporate bond market yields in the first half of 2014 were slightly higher than in the first half of 2013, but they were still low by historical standards. Moody’s AAA-rated seasoned bond index yields averaged 4.49 percent in January 2014, then slowly receded to 4.16 percent in May before recovering to 4.25 percent in June. In contrast, yields in January-May 2013 held mainly in the 3.7 percent to 3.9 percent range, then “spiked” to 4.3 percent in June 2013. (The spike was a response to the Federal Reserve Board indicating that it was preparing to “taper off” its program of buying long-maturity Treasury and agency bonds; tapering began at the end of 2013.) And although the U.S. economy is slowly improving, the Fed has reiterated that it intends to keep both short-term and longer-term interest rates low for a substantial time even after the bond-buying program ends later in 2014.

The bond market is still beset by the same forces that have held interest rates down since the Great Recession ended (officially, in June 2009): unused capacity (in both capital resources and higher-than-normal unemployment); cautious consumer and business spending, low near-term future expectations for the economy; and Federal Reserve actions to keep both short-term and longer-term interest rates low, all of which contributed to low inflation expectations (and thus, low nominal bond yields).

The other significant source of net investment income (besides bond yields) is stock dividends. Seasonally adjusted, net dividends in 2014:Q1 fell by 9.0 percent (compared with 2013:Q4) and in 2014:Q2 were basically unchanged from 2014:Q1 (specifically, -0.1 percent). Stock holdings in general represent roughly only about one-sixth of the industry’s invested assets.

Realized Capital Gains

Realized capital gains in 2014:1H were $7.2 billion. This is a relatively strong result, at least by recent historical standards. Realized capital gains in the first half of 2012 and 2013 were $1.7 billion and $3.9 billion, respectively.

Policyholders’ Surplus (Capital/Capacity): New Record High Demonstrates Industry Strength and Resilience

Policyholders’ surplus as of June 30, 2014 stood at $671.6 billion—a new record and up $58.1 billion (+9.5 percent) from the year-earlier quarter. Policyholders’ surplus has generally continued to increase in recent years as industry profits rose and as assets held in the industry’s investment portfolio increased in value in the wake of the financial crisis and “Great Recession.” It is worth noting that surplus increased despite very high catastrophe losses in 2011 and 2012. The fact that the industry was able to rapidly and fully recoup its losses to surplus even in the event of disasters like Sandy (which produced $18.8 billion in insured losses in 2012) is continued evidence of the P/C insurance industry’s remarkable resilience in the face of extreme adversity.

The bottom line is that the industry is, and will remain, extremely well capitalized and financially prepared to pay very large scale losses in 2014 and beyond. One commonly used measure of capital adequacy, the ratio of net premiums written to surplus, currently stands at 0.73, close to its strongest level in modern history.

SUMMARY

The property/casualty insurance industry turned in a profitable performance in the first half of 2014. In addition, policyholders’ surplus reached a new all-time record high. Despite an unusually costly winter and a number of costly springtime catastrophes, rising non-cat losses, and persistently low interest rates, the industry posted another profitable quarter aided by capital gains and reserve releases. Premium growth, while still modest, is now experiencing its longest sustained period of gains in a decade.

Fundamentally, the P/C insurance industry remains quite strong financially, with capital adequacy ratios remaining high relative to long-term historical averages.

A detailed industry income statement for the first half of 2014 follows.

First Half 2014 Financial Results*

($ billions)

Net Earned Premiums $237.80 Incurred Losses (Including loss adjustment expenses) 168.1 Expenses 68.5 Policyholder Dividends 0.9 Net Underwriting Gain (Loss) 0.3 Investment Income 23 Other Items 0.7 Pre-Tax Operating Gain 23.9 Realized Capital Gains (Losses) 7.2 Pre-Tax Income 31.1 Taxes 5.1 Net After-Tax Income $26.00 Surplus (End of Period) $671.60 Combined Ratio 98.9**

*Figures may not add to totals due to rounding. Calculations in text based on unrounded figures.

**Includes mortgage and financial guaranty insurers. Excluding these insurers the combined ratio was 99.0.

Study reveals 2/3 of Drivers Are Distracted on the Road

Plymouth Rock Assurance commits to the prevention of distracted driving, sets Guinness World Record for commitments to safety pledge
BY STAFF WRITER
April 25, 2014

Nearly two-thirds of drivers engage in distractive driving behavior on a daily basis, reveals a new Plymouth Rock Assurance study.

The study, which consists of data surveys of 3,300 consumers, shows that texting and driving is one of the biggest distractive driving habit among drivers. More than half of respondents have witnessed another driver texting with at least one adult passenger in the car, and nearly 40% have witnessed a driver texting with at least one child in the car.

Despite the prevalence of distracted driving behavior, however, between 70 and 80% of respondents, depending on the situation, did nothing after witnessing another driver engage in a distracted driving behavior.

"As a company dedicated to keeping our drivers safe on the road, the results of this study are enough to keep us up at night," stated Gerry Wilson, President and CEO of Plymouth Rock in New Jersey. "However, hope is certainly not lost—the study also revealed that over the last year, the number of drivers polled in New Jersey who park safely before texting has doubled. To us, this trend means we are on the right track toward a cultural shift in driving behavior, not unlike the adoption of seat belts or awareness of the dangers of drinking and driving. We know change is possible, and we intend on doing everything we can to continue to raise awareness about distracted driving," Wilson said.

Recognizing the need to make an impact in the fight against dangerous driving practices, the study’s findings further underscore Plymouth Rock’s push for distracted driving awareness through their campaign launched eight months ago.

The campaign recently reached a quantifiable milestone worthy of an official Guinness World Records title for the Most Pledges to a Safety Campaign. Since the campaign’s launch, tens of thousands of drivers have joined the fight through community events, social media, on-campus functions and other initiatives. More than 32,000 have signed Plymouth Rock’s Pledge Against Distracted Driving, which exceeds the world record requirement of 25,000 by a landslide.

"It's a significant milestone for Plymouth Rock to have set the Guinness World Records title, but the numbers from our most recent study don't lie; there's still a lot of work to be done," said Chris Olie, president and CEO of Plymouth Rock in New England. "We're grateful to everyone who pledged along with us to fight against distracted driving. Each one of those individuals made an important commitment to safe driving, and we plan to use that support and momentum to continue the fight and keep this important public safety initiative in the forefront."

Encouraging drivers to join the fight against distracted driving, and in lieu of Distracted Driving Awareness Month, Plymouth Rock urges all drivers to sign the Pledge Against Distracted Driving. The Pledge is a commitment to refrain from cell phone usage and any other form of distracted driving, and always stay focus on the road.

Article taken from www.PropertyCasualty360.com

How to Add Business Interruption Coverage for Vehicles and Mobile Equipment

New ISO endorsements let you add business income and extra expense coverages to your clients' commercial auto coverage.
BY ARTHUR FLITNER May 5, 2014

Reprints By Arthur Flitner, The Institutes

Have you ever had an insured who wanted to buy business interruption coverage on a vehicle or mobile equipment operated away from the insured’s premises?

If you did not have access to an insurer with a proprietary form for this purpose, you might have lost the account.

Insurance Services Office, Inc. (ISO) has introduced endorsements for adding business income and extra expense coverages to a commercial auto coverage part, a commercial property coverage part, or a businessowners policy.

For a commercial auto coverage part, use endorsement CA 99 05, Business Interruption Coverage (“CA endorsement”).

For a commercial property coverage part, use endorsement CP 15 06, Off-Premises Interruption of Business—Vehicles and Mobile Equipment (“CP endorsement”). This endorsement can be attached to a commercial property coverage part only if it includes business income and/or extra expense coverage for the described premises with the Causes of Loss—Special Form.

For a businessowners policy, use endorsement BP 10 80, Off-Premises Interruption of Business—Vehicles and Mobile Equipment (“BP endorsement”). Scheduled Property Each endorsement limits coverage to "scheduled property," consisting of any vehicles or mobile equipment listed in the endorsement's schedule.

Each item must be listed under either Option A or Option B:

Option A is used if the insured is listing one or more items of scheduled property with a separate limit of insurance for each item (such as three trucks, each with its own limit). Option B is used to list two or more items covered for a single limit of insurance that applies to all loss to any or all of the listed items damaged in a single occurrence.

Option B is often the better choice for a business insuring multiple vehicles. If, for example, only one vehicle is damaged or destroyed, the insured will not need to worry that a per-vehicle limit (as under Option A) is insufficient to cover the vehicle's full value.

Described Premises and Business Activities

CP and BP schedules each contain a space for listing the described premises. This information is needed because several provisions refer to the described premises.

Most notably, the business income insuring agreement in both the CP and BP endorsements requires that the scheduled property be located away from the described premises at the time of loss. Business interruption resulting from damage to vehicles or mobile equipment situated on the insured’s premises is covered under the insured’s regular business income and/or extra expense coverage form.

The schedule in the CA endorsement has no space for listing the described premises. This endorsement covers loss of business income or extra expense resulting from damage to scheduled property anywhere in the coverage territory, regardless of whether it is on or away from the insured’s premises.

Each endorsement also requires a description of the insured’s business activities, or "operations," that are dependent on the scheduled property. Producers should make sure this description is accurate and up to date because the endorsements’ coverages apply only with respect to the listed operations.

Each of the endorsements also provides coverage for these types of property not listed in the schedule:

~ Property used as a temporary substitute for scheduled property while out of service because of breakdown, repair, servicing, destruction, or accidental loss or damage.

~ Newly acquired property that replaces scheduled property and is reported to the insurer within 30 days after the insured acquires it.

Covered Causes of Loss The CA endorsement contains check-off boxes for selecting Collision and either Comprehensive or Specified Causes of Loss, as defined in the endorsement.

The only selection that must be made for the CP and BP endorsements is Yes or No for adding Collision as a covered cause of loss. These endorsements automatically provide the equivalent of Comprehensive by extension of the open perils coverage that applies to business interruption at the described premises.

Options for Waiting Period and EBI Waiting period options vary among the endorsements:

~ CA endorsement: a 72-hour waiting period applies to business income coverage; for an additional premium, the insured can select a 24-hour waiting period or no waiting period.
~ CP endorsement: the waiting period that applies to coverage at the described premises applies also to the endorsement.

~ BP endorsement: a 72-hour waiting period applies to business income coverage; for an additional premium, the insured can select no waiting period.

Each of the endorsements includes an Extended Business Income (EBI) additional coverage, which covers loss of business income occurring after the scheduled property is actually repaired or replaced and operations resume. EBI applies for up to 60 consecutive days unless the endorsement schedule shows another number of days. For an additional premium, the EBI coverage period can be increased up to 730 days in the CA and CP endorsements or 360 days in the BP.

Insurance-to-Exposure Factors

To encourage the purchase of adequate insurance, insurance-to-exposure factors apply when rating an endorsement that includes multiple items insured for a single limit under Option B. As the percentage of insurance to exposure decreases, the premium is increased in accordance with the applicable factors.

The coverage rule requires the underwriter to evaluate the full business interruption exposure for all items being covered under Option B and provides a process for estimating the exposure. After estimating the exposure, the underwriter divides the limit of insurance by the exposure, converts the result to a percentage, and finds the corresponding rating factor in the

Insurance to Exposure Factors table:
Insurance to Exposure Factors
Percentage Of Ins Factor To Exposure
75% or more 1.00 50% to 74.9%
1.75 25% to 49.9%
2.50 Under 25% 3.25

Insurance-to-exposure factors do not apply to items insured under Option A. However, underwriters can obtain adequate premium for property insured under Option A by evaluating the business interruption exposure for each item of scheduled property and making sure that the limit for each item is no less than a set percentage of the exposure, as may be specified in the insurer’s underwriting guidelines. For more training resources and opportunities, please contact Tague Alliance and inquire about being a member agent!

Taken from www.PropertyCasualy360.com

Producer Contract Fundamentals

At Tague Alliance, Master Agency of SIAA, we assist our member agents by providing valuable information and resources for agency management, producer and employee hiring as well as overall guidance. Visit our website (www.TagueAlliance.com) or email us for more information.

The article below is a wonderful overview of producer contract basics and the differentiation between ownership, vesting, and deferred compensation.  

Written by:
By Bill Schoeffler, CIC and Catherine Oak, CIC, AAI
One of the amazing things that occurs in some agencies, even successful ones, is that often the producers have not signed contracts. There are three main reasons for the lack of contracts.

The most common is that the agency owner and the producer has a verbal agreement. Usually the owner is reluctant to put the agreement in writing for fear that the producer will not sign one any way and might leave if forced to sign.

The second reason is that the owner just did not take the time to draft an agreement or did not know were to start. The third most common reason is that the owner feels contracts are a waste of time and money. They believe that if a producer wants to leave and violate the contract they will.

The last reason does have a bit of truth to it. However, if a producer does violate a contract, at least the owner does have a means of recourse. This is especially true if the agreement is fair.

Those who feel a verbal agreement will suffice or fail to take the time to write an agreement are playing with fire, and will get burnt. Without a contract, any dispute must rely on verbal agreements, implied agreements and common practices. The results of such disputes are up in the air. At least with a contract both sides have a common starting point in which to resolve their disagreements.

One of the biggest reasons to have a contract with a producer is to clearly state who owns the business. Producers often feel that since they generated the business they own it. Whereas many owners feel that since they own the agency, they also own all of the business. The conflict arises when these two opposites do business together.

The time and money it takes to put a contract together seems trivial when a producer with a $250,000 commission book of business walks away. Sometimes the ownership issues pop up only when the agency owner is retiring, only to find out their agency is worth a lot less because they do not own the producer’s book of business.

THE STARTING POINT
There are many boilerplate or do it yourself contracts out there. Some of these are quite well written. They can be used as the starting point for negotiations between the parties. Or, you may chose to start with a plain language Letter of Intent that outlines all the terms agreed to by all parties.

The next step is important. HAVE A COMPETANT LEGAL ADVISOR REVIEW AND APPROVE ALL YOUR CONTRACTS. Boilerplates are fine to an extent, but laws change and vary from state to state, so never do all the contract work without an attorney who has experience with producer contracts. If you start with a Letter of Intent, the attorney can use it as the raw material for a contract.

So what are the key elements that make up a good contract? The first thing to consider is that each agency and producer is unique and that a contract can and should vary based on the circumstances. There are, however, some basic components that each contract should contain. The most common elements are:

Parties to the Agreement and Recital – State the name of all parties (individuals and entities) that are entering into the agreement. The recital provides a brief overview of the background and why the agreement is being written.

Term of Employment or Contract – State how long this agreement will run. It can be open ended, if so desired.

Responsibilities of the Producer – Describe the duties expected from the producer. Always add a line that duties include any reasonable task requested or assigned to him/her by the employer. This is a good “catch-all” phrase.

Obligations of the Employee – Explain what the employer will provide the producer to enable them to perform their work.

Compensation and Benefits – Outline the compensation plan and any benefits provided.

Exclusive Nature of Employment – State that the employee is to devote their full time and efforts exclusively for the benefits of the business. This section should not be included in a contract with an independent contractor.

Termination of Agreement – Describe what the rules will be for termination of employment.

Death and Disability Issues – Many contracts omit this valuable section. Make sure it is understood how the death or disability of the producer will impact the agreement.

Non-Disclosure and Non Piracy – Clearly state the importance of non-disclosure and non-piracy of the agency materials. If included in the contract, it is most likely to hold up in court.

Ownership of Accounts, Expiration Lists and Renewals – Describe how the ownership of the accounts will be handled.

Injunctive Relief and Damages – Spell out the ramification of any violations of the agreement.
Assignment of Agreement – Allow for the assignment of the contract to a third party, such as a buyer of the agency.

Invalidity of Specific Sections – This section allows for the rest of the agreement to remain intact, if a specific section becomes invalid for some reason.

In addition to these sections, there will be additional sections related to common legal practices in a contractual agreement, such as Applicable Law, Binding Effects, Amendments, Waivers, Arbitration and Complete Agreement.

IS IT NEGOTIABLE?
Some of these sections are negotiable, such as Compensation and Obligation of the Employee. It is important, however, that the agency owner not negotiate on other sections such as Non Disclosure, Assignment of Agreement and Termination of Agreement.

The sections that tend to be the most important to the owner and the producer revolve around compensation and ownership issues. The approach towards these two issues needs to be customized based on the needs, expectations and position of the parties.

Insights on how to handle producer compensation was addressed in a prior article (VVVVV). The bottom line on compensation is that it needs to be rewarding and motivating for the producer, affordable to the owner and fair to both parties.

OWNERSHIP OF ACCOUNTS
There is a wide range in how account ownership is handled, or mishandled, by many contracts today. Some agreements have the producer owning it all, some have the agency own it all and some fall in between.

The problem is that sometimes account ownership has been used as the vehicle for a vesting agreement or deferred compensation plan. It is important to keep the concept of account ownership separate from the concept of a vesting agreement or deferred compensation plan.

The ownership of the accounts, renewals and expiration lists should always remain with the agency. The contract should clearly state this fact. This will prevent any misunderstanding about who owns the accounts. The vested interest, if allowed, should be strictly a financial benefit to the producer, not an ownership interest in the accounts.

If the two parties agree to some sort of vesting or deferred compensation, that should be spelled out separately from account ownership. In a vesting agreement, the producer has a vested interest in some portion of the renewal commissions generated by the accounts, while the ownership still remains wit the agency. This agreement can be part of the employment contract or it can be its own agreement.

A deferred compensation plan can be effectively the same as a vesting agreement. It is probably less confusing to use the deferred compensation terminology rather than the vesting terminology, since the latter may be confused with an ownership of the accounts.

Keep in mind that a deferred compensation plan can be unrelated to the producer’s book of business. For example, the employee may earn $10,000 in deferred compensation per year of employment.

The terms of the deferred compensation or the vesting agreement needs to be clearly stated. Why bother saying that a producer is 50% vested in their accounts without describing how the value will be determined? Failure to state how the value is determined will only cause more problems.

A “rule of thumb” multiple for value is the most common approach. The main problem with a rule of thumb, such as one times commission, is that it may not reflect the fair value of that particular book of business. It makes sense to include the option for a professional appraisal if a dispute arises.

The contract can also allow the producer to buy the accounts from the agency. This makes the agreement bilateral and may help the agreement to be construed as fair in the courts. The agency, however, should always reserve the right to sell (or not).

SUMMARY
Good producers are hard to find. For an agency owner to spend a lot of time and money finding and developing a good producer, it only makes sense to have a clear understanding of what their agreement is. When both parties know what the terms are and agree to them in writing, it tends to keep both sides honest and more likely to follow the terms.

The legal world is not perfect and valid contracts sometimes don’t hold up for one reason or another. An agency’s clients are better off with the proper insurance then no insurance at all. In a similar fashion, an agency and producer are better off with a written contract then no contract. A well-written producer contract is a form of assurance to a good relationship between the agency and the employee.

Bill Schoeffler and Catherine Oak are partners in the international consulting firm, Oak & Associates, based in Northern California. The firm specializes in financial and management consulting for national and international insurance agencies, including valuations, mergers acquisitions, clusters, sales and marketing planning as well as perpetuation planning. They can be reached at (707) 936-6565 or by e-mail at catoak@sonic.net.

Written by:
By Bill Schoeffler, CIC and Catherine Oak, CIC, AAI

Tague Alliance Members & Independent Agents Should Consider Embracing The E-Myth Concepts

If you are not yet familiar with the E-Myth and the concepts behind the business principles espoused by Michael Gerber it is time you become acquainted.  The fundamental tenant of the E-Myth is that a the "technician" or in our insurance world "producer" believes they have what it takes to run an agency and become an "entrepreneur" or "agency owner".  The myth is the producer believes he/she will have more time, more money, more control, more happiness, etc.  In order not to fall into the entrepreneurial myth, the business owner must be able to work "on the business" not just "in the business".

Take a look at a simple but solid concept called "Your Business Ecosystem"  and check out this snippet of content from E-Myth Revisited.

If you have not already read the E-Myth and want to get more insight into the concepts take a look at the E-Myth website at http://emyth.com/blog/

Years ago I read the E-Myth, then E-Myth Revisited, and finally E-Myth Mastery.  All of these books are great sources of information and you should consider them as part of your small business ownership education program.  Amazon sells all of the books.

It is critical that you think critically about building your business and making sure you are doing the things that will have a lasting positive impact on you and your families financial health long-term!

John Wooden Eight Suggestions to Succeeding

“Eight Suggestions for Succeeding” from Wooden: A Lifetime of Observations and Reflections On And Off The Court (which I highly recommend you read!).

1. Fear no opponent. Respect every opponent.

2. Remember, it’s the perfection of the smallest details that make big things happen.

3. Keep in mind that hustle makes up for many a mistake.

4. Be more interested in character than reputation.

5. Be quick, but don’t hurry.

6. Understand that the harder you work the more luck you will get.

7. Know that valid self-analysis is crucial for improvement.

8. Remember that there is no substitute for hard work and careful planning. Failing to prepare is preparing to fail.
John Robert Wooden (October 14, 1910 – June 4, 2010) was an outstanding basketball player and coach. Nicknamed the "Wizard of Westwood", he won ten NCAA national championships in a 12-year period , seven in a row, as head coach at UCLA. Within this period, his teams won a record 88 consecutive games. He was named national coach of the year six times.

Written by:
Tom Jackson
President, Pace 360