Embed Size (px)
Citation preview
CentralizerINTEGRITY EXCELLENCE RELATIONSHIPS Inside this issue:
2 Editorial: Perpetuating
Our Tribe
Building Better Builder’s Risk Coverage
3 Infographic: Reinstatements Made Easy
Central Named to Ward’s Top 50
4 A Premier Priority: Norton Insurance
6 What’s New on Central InSite
Beyond Limits! President’s Circle 2018
Loss Control Resources
7 Our Quest to Fulfill the Promise
8 Text Message Notifications for Policyholders
Dwelling Fire Program Improvements!
FYI...
central-insurance.com September 2017
CENTRALIZE®
You asked and we listened! Central is pleased to now offer two
coverages once exclusive to our Signature program to our non-Signature policyholders.
Boat Dock CoverageIf your customer owns a lakefront property, their homeowner policy may not provide coverage for a permanent dock if it is damaged due to the weight of ice or snow. Central’s newest Boat Dock Coverage endorsement provides $30,000 of coverage to a permanent pier, wharf, or dock when physical damage is caused by freezing, thaw-ing, pressure or weight of water or ice, whether driven by wind or not.
Utility Line CoverageFor most homeowners, the under-ground sewer and water piping that connect their home to the street are their responsibility. But most home-owner policies exclude coverage for these underground lines. Utility Line Coverage will help policyholders pay for the cost to repair the line when a covered loss occurs.
What’s covered? • Water, steam, drain, and natural
gas piping
• Ground loop piping that connects to a heat pump
• Sewer lines
• Underground power lines or electrical wiring
• Communications or data trans-mission wiring
Coverage is available when one of these lines leaks, breaks, tears, rup-tures, collapses, or arcs. Should a cov-ered loss occur, coverage is available to pay for the damage to the utility line, excavation costs, expediting expenses to make repairs, and outdoor property that’s damaged because of the loss.
For just $25 a year, your customers can have peace of mind knowing this coverage will be available for under-ground utility lines that they are legally responsible for. A limit of $20,000 is available, subject to a $1,000 deductible per occurrence.
These coverages will be available at new business, midterm, or renewal and can be found under “optional endorse-ments.” Talk to your underwriter or marketing manager today for informa-tion on adding these great coverages to your existing book!
Scan to view our video Reinstatements Made Easy
Boat Dock and Utility Line Coverages
Perpetuating Our Tribe
Bill Purmort President and
Chairman of the Board
As I am writing this article, I am in the process of finding someone to fill our Vice President of
Marketing position. Being a relationship-driven company, this person will have to embrace those values and traits that the rest of us believe in so strongly. I believe we are fairly unique in our interaction with our agency partners and policyholders and that it will take an equally unique person to build for our future. That’s a way of saying it’s going to be tough to find the right fit.
Like any other job search, we have a laundry list of skills and technical capabilities we are looking for in each candidate we interview, but I really want to look deeper than a resume of experiences and accomplishments. I’m looking for the “feel” of a right fit, kinda like an old pair of jeans or a buddy that you haven’t talked to in a very long time…something familiar.
That familiar feel was described in a presentation during our recent Presi-dent’s Circle trip as being a member of the tribe. In his book Tribes: We Need You to Lead Us, Seth Godin writes that you subscribe to any group because of the values displayed by the group as those that match yours personally. And in that match of values there is a chan-neling of strength and energy which perpetuates the tribe.
(continued on page 7)
Building Better Builder’s Risk Coverage
Central has been a market for Builder’s Risk for many years. Our coverage forms provide
many extras, above and beyond the standard industry forms (either inland marine or property). Our current mar-ket definition allows us to write Builder’s Risk policies for various types of projects:
• New residential or commercial construction projects from the ground up till completion.
• Residential or commercial remodel projects where the value of the construction is less than 40% of the value of the existing structure with no structural changes.
• Renovation projects:
– Residential where the value of the construction is either greater than 40-100% with no structural changes, or simply less than 100% but may include structural changes.
– Commercial where the value of the construction is 40-100% of the existing structure with NO structural changes.
• Rehabilitation projects – these are available to Premier agents only:
– Residential where the value of the work is greater than 100% of the value of the existing building.
– Commercial where the value of the work is greater than 100% of the value of the existing building OR in any range of the value of the existing building, there will be structural changes.
Policies are written in one of two ways – a single-shot approach or annual completed value. A single-shot approach consists of one project per policy, writ-ten for a minimum of one year, with the premium fully earned. The annual completed value policy is available for builders involved in multiple residential projects in a 12-month term. There is a $5 million limit for any one loss, how-ever the limit for any one structure has been increased from $1 million to $2 million. Values need only be reported annually, so the tedious nature of a monthly reporting form is avoided with this option.
Regardless of how Builder’s Risk policies are written, the core coverage form is the same. Many coverages built into the form are soft costs with rental income, additional debris removal, sewer and drain backup, pollutant cleanup, and limited fungus. A recent coverage added to the list is Contract Change Order coverage in the amount of $25,000. For those projects that have changes after they’ve started in which the changes are upgrades that increase the value of the project, this coverage takes care of the additional value, up to $25,000, for the change. At the time of loss, it must be work/materials that have already been completed or installed.
For more information on Central’s Builder’s Risk appetite and/or coverage, contact your marketing manager or com-mercial lines underwriter.
2
Central has been recognized by the Ward’s Benchmark Group as one of the Top Performing
Insurance Companies for 2017!
Ward Group is a leading provider of benchmarking services for the insurance industry. For the past 27 years, Ward Group has conducted an annual analysis of nearly 3,000 property-casualty insurance companies to identify and recognize the top 50 companies for outstanding financial results in the areas of safety, consistency, and performance over a five-year period (2012-2016). Ward then benchmarks these top companies with the industry overall and provides their benchmark services to other companies to help them become more efficient and competitive. To learn more about the Ward’s Bench-mark Group and this award, visit http://www.wardinc.com/wards50/property-casualty.php.
Given the challenges and opportunities that continue to present themselves in our business, we share a particular pride and sense of accomplishment with you, our partners, in being named once again to this list of top performing companies. It is due to the dedication and hard work of your staffs and ours that we have been able to attain this recognition.
Thank you for your continued support of Central!
Central Named to Ward’s Top 50
3
The Premier Agency Program offers a laundry list of benefits to our agency partners, but for
Norton Insurance ease of doing busi-ness, priority service, and enhanced communication are the standouts. Recently appointed in 2013, the agency is already writing over $1.4 million in commercial lines premium with Cen-tral. According to agency producer Jeff Cass, the agency/company relationship is key to these results.
“I’ve thoroughly enjoyed our relation-ship with Central,” Jeff says. “From the beginning, we’ve built that relationship with Patti (Gundlach, Commercial Lines Underwriting Supervisor), David (Lee, Regional Marketing Manager), and Bill Coates (Commercial Lines Underwrit-ing Manager) as we’ve worked on different projects together.”
Jeff says he can attribute the strength of our relationship to the agency’s Premier status, but believes it’s more about those benefits – the ease of doing business and priority service afforded the agency – than about access to the programs.
“I think the fast turnaround is not always common in our business and that’s one of the things that makes it so easy to do business with Central,” he says. “Patti really listens and understands accounts. I can send her a piece of business and
if Central is interested in writing it, I usually have a proposal back for my cli-ent within hours. Her response time is the best I’ve ever seen in the industry. Central is my first thought on any piece of business because of that fact. I’m one of Central’s biggest fans and want to keep that relationship going strong.”
“When Central says ‘yes’, I really don’t need to go any-where else. It’s awesome and I know it’s done as soon as I ask for it which is a breath of fresh air.” — Jeff Cass
“We send a binding request, we get a response promptly. It puts Central top on my list for asking the question ‘do you want to look at this risk?’ If they say yes, the rest is usually in the history books. I love it. I think that’s your top feature.”
“Ditto!” says Norton agent Sandi Simp-son. “I have to say that there have been several times I’ve sent accounts out to a couple markets including Central but I have a quote back from Patti and have coverage sold, bound, and issued before I ever hear back from another underwriter. That’s very common. She gives us priority and it’s phenomenal.”
Sandi had a very close connection to the winery industry and wanted to build on that. When she began working with Central to expand our Vineyard and Winery program, Patti went out on more than one occasion and visited several wineries with Sandi in person so she could gain a true understanding of the operation.
“Patti knows what the equipment looks like and what the operation actually looks like so she understands firsthand what she’s underwriting,” Sandi says. This knowledge was especially impor-tant when it became clear some cover-ages needed to be added to Central’s Vineyard and Winery program.
“Bill and Patti worked with me to take care of it and it really enhanced the cov-erage to meet the client’s needs,” she says. In addition to enhanced coverages, Sandi says she can rely on the marketing support she receives from Central.
“Since the Vineyard and Winery program has really been my main focus with Central, I have appreciated the marketing tools you’ve created for me.” — Sandi Simpson
“Anytime I send a suggestion on a post-card you get right on it and get some-thing developed,” she says. “I’ve appreci-ated that quick response and turnaround to our needs.” And as one of the first Central agents to embrace the Central InSite online marketing portal, Sandi has benefited from the ease and conve-nience of customizing her own targeted marketing collateral on demand.
A Premier Priority:Norton Insurance
Sandi Simpson
Jeff Cass
4
Central’s Vineyard & Winery Policy is specially designed to provide the liability and property protection needed by most vineyards and wineries.
Vineyard and Winery Coverage EndorsementThis optional endorsement provides coverage for three major exposures unique to vineyards and wineries for an additional premium. Limits of $25,000, $50,000 and $100,000 are available.
Wine Leakage provides coverage for resulting damage to wine and other covered property caused by wine leaking from a tank, vessel, barrel, or any of their compo-nent parts or connections. Coverage includes the implosion or inward collapse of the tank, vessel, or barrel due to the failure of a pressure relief device and errors or omissions in the workmanship of the insured or insured’s employee.
Wine Contamination coverage is provided for loss to wine products that are with-drawn from sale due to contamination.
Outdoor Growing Grapevines, Trellises, and Harvested Products, with a $500 maximum limit for any one vine, when loss is caused by one of the following:
■ Fire ■ Lightning ■ Explosion ■ Riot of Civil Commotion ■ Aircraft ■ Vehicles not owned or operated by the insured or their employees ■ Vandalism ■ Theft
Options to Enhance your Property Cover-ageThe Central Premier Plus® offers over 25 enhanced property and crime related coverages in a single, affordable endorsement. The coverage is provided on a blanket basis with available limits of $25,000, $50,000, $100,000 or $250,000 and applies separately at each premises listed on the policy. In the event of a covered loss, the
The Central Insurance Companies are comprised of Central Mutual Insurance Company and All America Insurance Company.
2-7528 04 16 Page 1 of 2
www.central-insurance.com
B
Vineyard and Winery Policy
Sandi Whelchel Simpson81 Crown Mountain Place
Suite B100
Dahlonega, GA 30533
Office: 770.540.4019
Direct: 678.928.9238
www.nortoninsurance.com
“It’s great. I sometimes use postcards as an introduction to a client or as a follow up a lot of times and being able to just access Central InSite and develop my cards with the preprinted imprint information has been wonderful and they look very professional. I’m always pleased with the results that I get from InSite.”
In addition to existing programs, Jeff says Central’s willingness to listen to our agents and consider new programs based on their recommendations is another benefit of the partnership.
“When we bring something to the table, Central knows that there is a true opportu-nity and that we’re present-ing a good risk.” — Jeff Cass
“I think our Premier status elevates us in the underwriter’s eyes and that helps us when presenting our clients. I hounded Patti for two years to start taking a look at non-emergency medical transports until finally one day she suggested we get together and talk about it. Because I was already writing a fair amount of it, I shared my insights on what the market
dictated, what Central needed to do to be profitable, and the kind of coverages they needed to write. Keith Moore (Sr. Vice President and Southeast Regional Manager) got involved and it went to Central’s Home Office where they ap-proved the program.”
“It’s a prime example of Central’s willingness to work with the agents and put products out there that are in demand and that you can present with confidence.”
Of course, not every line of business is a fit for every agent. Some programs are highly specialized or have a regional focus, but the fact Central will con-sider writing them to help the agency achieve and maintain a book of business consistent with its objectives is another example of the company’s dedication to it’s partners.
Jeff says the Premier relationship comes full circle when a customer experiences a claim.
“From a claims standpoint you’ve been phenomenal.” — Jeff Cass
“Even in sticky situations, we were all able to come to a reasonable conclu-sion of what’s best for both Central and the insured.This allows us to go back to our clients with the utmost confidence that when unfortunate things happen, Central will have their back.”
“All in all, having the Premier designa-tion gives our agency a leg up on other Central agents,” Jeff shares. “The trust that I have in presenting your products is phenomenal and it’s just been a joy to work with everyone at Central.”
The Central Insurance Companies are comprised of Central Mutual Insurance Company and All America Insurance Company.
Uncork the finest coverage with the Vineyard and Winery Policy from Central Insurance, specially designed to provide the liability and property protection needed by most vineyards and wineries.
■ Wine Leakage
■ Wine Contamination
■ Outdoor Growing Grapevines, Trellises and Harvested Products
■ Special Market Valuation Provisions
Optional coverages are also available. Contact us to learn more.
11-1719 04/16
Norton Insurance81 Crown Mtn Place, Ste B100Dahlonega, GA 30533
Sandi Whelchel Simpson, CICNorton Insurance678-928-9238 [email protected]
Your Finest Vintage Deserves The
Finest Coverage
5
What’s New on
In response to your requests, we are continually adding new content to Central InSite. Several marketing
assets have recently been added in the following categories:
Six new blog posts are available as Microsoft Word files. Once you find your desired post, click the “Download” button under the blog title. You will be prompted to open and save the file to your computer.
Customize one of the six new videos for Facebook by downloading the video file from Dropbox and co-branding a cover image to add to your videos tab on your agency’s Facebook page. It’s a great way to share our videos!
Over 30 social media shareable images were added this month for you to customize with your agency logo sized for Facebook, Twitter, or LinkedIn and share with your own call to action and website link.
Reach beyond limits this year so you can take it to the ex-treme with us in Jackson Hole, Wyoming for President’s Circle 2018!
From the luxury accommodations of the Four Seasons Resort nestled in the Grand Teton Mountain Range, we’ll immerse ourselves in the magic of Jackson Hole. Whether we’re hiking or biking, rafting or kayaking, fly fishing or golfing, we’ll refresh our spirit with the wonder of nature. And every evening prom-ises the type of unique experiences only Central can provide to make lasting memories.
Push beyond limits in 2017 so you can join us in 2018 for an Extreme President’s Circle Experience!
High Piled Stock
High-piled stock warehouses have been involved in some of the largest fire loss incidents across the nation, resulting in huge monetary costs, interruption of business, and increasing insurance costs. High piled stock, whether or not in buildings that have automatic sprin-kler systems, present many occupancy hazards. Our webinar “High Piled Stock” will present the definition of high piled stock, stock methods, and primary hazards of concern.
Life Safety
If your client owns a business where many people may gather in a public area, then having safety codes and stan-dards in place when it’s necessary to quickly evacuate should be an essential part of their loss control program. Our webinar “Life Safety” will help policy-holders better understand the logistics of life safety including construction, pro-tection, and occupancy features neces-sary to minimize danger to life from natural disasters or fire including smoke, fumes, or panic in a public setting.
Loss Control ResourcesYou can view these or one of our many other recorded webinars at your convenience using the link found under “Loss Control” in the Online Training and Videos box on the Agents Access homepage. Your customers can access these webinars, as well as many other valuable loss control resources including educational videos, interactive risk man-agement tools, loss control bulletins, in-house safety training for employees, and much more on the “Risk Manage-ment” tab on myCentral.
A postcard for our Delivery Pro pro-gram is now available.
These are just some of the over 1,000 marketing assets available for co-brand-ing on Central InSite, and we will contin-ue to add more. In the meantime, we welcome your suggestions for new or improved marketing pieces for Central InSite. Contact Sarah Tharp at [email protected] with your feed-back or for your log-in credentials.
Beyond Limits!
6
Central’s partnership with Quest has allowed us to provide some outstanding benefits to
both our agents and our policyholders.
Every Central personal auto policy now comes equipped with access to our Roadside Assistance Program. With Roadside Assistance, policyholders have the peace of mind knowing that a na-tionwide network of top-rated automo-tive and towing service providers are available 24/7 by calling 888-263-2924. No sign-ups and no fees – it’s a value-added benefit for Central’s personal auto policyholders. Services include:
• Towing
• Delivering gas or other essential vehicle fluids
• Installing a spare tire
• Jumpstarting a dead battery
• Unlocking a locked car
As a reminder, the benchmark “sign-and-drive” Towing & Labor coverage limit for Roadside Assistance is $100. Those who carry lower Towing & Labor coverage limits will incur out-of-pocket expenses when utilizing the Roadside Assistance program. If you haven’t already, we invite you to reach out to policyholders whose Towing & Labor coverage limits are below $100. The cost to raise their limit is nominal, and the peace of mind they gain will be well worth it. Approximately 25% of the vehicles that carry Towing & Labor coverage today have limits below $100.
Exceptional claims service has always set us apart, and our after-hours First Notice of Loss reporting services for automotive, homeowners, commercial, general liability, and worker’s compen-sation claims deliver the exceptional service that our customers have come to expect from Central.
Service advantages of partnering with Quest for First Notice of Loss reporting include:
• Direct claim entry into Central’s claims system so claims are ready for immediate handling.
• Established escalation guidelines including assignment to indepen-dent adjusters.
• Alternate housing solutions when covered losses make homes uninhabitable.
• Defined service guidelines that mimic Central’s service stan-dards including average speed to answer, 100% call recording, and monthly metrics measuring wait times, call volume, length, and type of calls.
• Call overflow opportunities if Central’s Services Department receives a large influx of claims, allowing Central to maintain high service standards.
We are excited about this new part-nership and the ability to serve our customers around the clock. Calls to Central’s claims reporting line at 888-263-2924 will be routed to Quest from 7:30 p.m. to 8:00 a.m. Monday through Friday and over weekends and holidays.
Our Quest to Fulfill the Promise
Perpetuating Our Tribe (continued)
So in my search for a new tribal member for Marketing I have to promote what we are all about: Integrity, Relationships, Excellence, profit, transparency, equal-ity, focus, mutuality, stability, strength, consistency, technology, service…these and if they can spell “marketing” I think we have a winner.
Equally important is the match up of the individual’s values with our clients’ and the company’s. I think it would be a stretch to ask a direct marketer to snuggle up to independent agents. Outward appear-ances might look all warm and fuzzy but deep inside would it be the same match? I don’t think so.
Godin believes there needs to be a strong overlap between the company, the client, and the community to create a vibrant and sustainable tribe. One without the other two is like a party, great for a while but it probably isn’t going to last. I believe in what Godin is saying; I like to think that we have brought together a unique group of people who value what we have built. It doesn’t matter if you are one of our employees, our partner, our policyholder, a vendor…we like doing business together because we like what we have and who we are. We continue to work hard at adding to the company, perpetuating our partners, and promoting the community because it will continue to grow and create value for all.
I’ll let you know when we have a new member of the tribe — I’m sure they will be equally proud to share what they can do to keep us going.
77
Dwelling Fire Program Improvements!
Central’s Dwelling Fire Program has been significantly improved to offer your clients superior
protection for their rental properties!
Based on your feedback, Central has decided to make some changes that will be more beneficial to your insured. Some of these changes include adop-tion of the latest ISO Dwelling Property and Liability forms and new coverage offerings including:
• Additional interest
• LLC property and liability en-dorsements
• Other structures on residence premises
• Additional amounts of insurance for Coverage A
• New discounts and protective device credits
• Updating of market definitions
We hope that these program improve-ments will further demonstrate the value of Central to your clients. For more information, please contact your personal lines underwriter.
*Note that coverage offerings may vary by state, and may not be available in all states. Please contact your Central representative for more information.
We are pleased to offer these text notifications to your Central clients:
• Your bill is available
• A reminder that your bill is due today
• A confirmation that your payment was received
• A confirmation of reinstatement
• An alert that a recurring or scheduled card payment has been declined
• A reminder that the credit card set up on automatic payment will be expiring soon
Clients may enroll in any or all of these options through the Message Cen-ter tab on myCentral. They can also choose to automatically enroll in new text notifications as they become avail-able! You may sign them up from the billing screens on Agents Access.
These timely messages will be appreci-ated by your Central clients and will eliminate unnecessary calls and follow-ups for your agency. Look for additional text message options in the near future.
Text Message Notifications for Policyholders
FYI…
Handling sensitive information is now one of the most
critical responsibilities faced by the modern insurance agency.
Independent insurance agents and brokers deal with sensitive client
information every day. For many insurance transactions, consumers
must disclose confidential personal information that they would not nor-mally or willingly disclose even to close
personal friends. This puts the burden on agents and brokers to properly col-lect and protect this information which means complying with state and federal regulations as well as adhering to custom-er service best practice standards.
Admittedly, technology significantly con-tributes to the ease of data collection and reduces the time required to write and service policies. But if not addressed prop-erly, these improvements also create risks and exposures that could mean potential catastrophe for agents. Federal and state acts are in place to protect consumer in-formation but can be tedious and onerous to address given the multifaceted respon-sibilities agents encounter daily. But agents need to make compliance a priority.
The Agents Council for Technology (ACT) in cooperation with independent agent distribution entities has created the Agency Cyber Guide for Big “I” indepen-dent agents and brokers. This tool includes a list of the major federal and state regulations with clear descriptions and resources to address each one. It will help you understand threats and create policies and procedures to protect your agency from a cyber threat and prepare your agency for recovery should a threat occur. Visit http://www.independenta-gent.com/resources/agencyman-agement/act/pages/planning/securityprivacy/actcyberguide.aspx. You must have a Big “I”
user name and password to access the Agency Cyber-
security Policy Template.8
