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VOLUME 30, May 2017
What’s Inside
President’s Message, p. 2 Agent of the Year, p. 3
President’s Club Agents Announced, p. 5 Producer Training School 2017, p. 7
New Eastern Office RVP, p. 9
Bob Zak President & CEO
Welcome to our new
agency partners!
Affiliated Agency Inc., NY
Ashton Insurance Inc., OH
Blue Lion Insurance Advisors, NJ
BNC Insurance Agency Inc., NY
Borrelli Partners Ins. Agency, NY
Cassetta Agency Inc., NY
Chase Agency Inc., OH
Dave Stanbury Insurance Agency, MI
Daven Agency Inc., NJ
Dick Insurance Agency Inc., MA
Dominick Falcone Agency, NY
Donn Gerelli Assoc. Ins. Agency, NY
Egbert F. Ashley Inc., NY
Farmers National Insurance, OH
Finger Lakes Partners LLC, NY
Gerard P. Smith Agency Inc., NY
Glenn Insurance Inc., NJ
GRBM Inc., NY
KLM Insurance Solutions Inc., PA
Maddock Agency Inc., PA
PIA Insurance Agency, MA
SIG Insurance Agency, NY
Thousand Island Agency Inc., NY
WNY Agents Group Inc., NY
I hope 2017 is off to a good start for you and your agency. The first quarter was good for Merchants, as we added $2 million to surplus and produced an accident year combined ratio under 100%, which is good for a time of year that typically contains substantial weather related losses.
Recent accident years, which
have been very profitable, have
withstood the test of time as
more claims become known
and are settled. Accordingly,
A.M. Best reaffirmed our A-
(Excellent) rating with a stable
outlook.
There is much good news to
share regarding Merchants and
its agents, as is highlighted
throughout this issue. We are
very pleased to welcome Andy
Meehan to the Merchants team
as manager of our Eastern Stra-
tegic Business Center. Andy is
known throughout the Long
Island insurance industry as a
consummate professional with
broad knowledge and experi-
ence. Andy replaces Eric Feit,
who recently retired and is
basking in the Florida sun with
his wife, Helen. I believe there
is no better cadre of Regional
Vice Presidents in the industry
than at Merchants.
Industry results continue to
be mediocre, and a careful re-
view of the results suggests
that recent accident year com-
bined ratios (for the last five
years, at least) hover just north
of 100%, which is clearly inade-
quate given the historically low
interest rates. While competi-
tion is intense, we strive to
maintain price adequacy while
providing outstanding cover-
age, service and value added
options that we believe provide
great benefit to your policy-
holders. The fact that over 92%
of our renewal offers are ac-
cepted each year suggests your
clients value our offerings,
which translates into increased
profit for your agency.
On behalf of my Colleagues,
welcome to our new agents and
thanks to all for your business
and support. As spring springs
throughout our operating terri-
tories, we remain committed to
serving you and your clients.
Page 2
Dayton, Ritz & Osborne, Merchants’ 2016
Agent of the Year!
Congratulations to Dayton, Ritz &
Osborne, East Hampton, New York,
Merchants’ 2016 Agent of the Year! The
award was presented to agency princi-
pals George Yates and Fred Ritz III at a
celebration on March 23.
Merchants formed a strong partner-
ship with Dayton, Ritz & Osborne begin-
ning in 1998, and a number of factors
contributed to the agency being named
Agent of the Year. Their new business
with Merchants was up 142% from
2015; their 2016 loss ratio was 3.8%;
their written premium increased 14.3%
in 2016; and their commercial retention
has been at 93% for several years. The
agency has also earned membership in
Merchants Insurance Group’s prestig-
ious President’s Club.
“We trust Dayton, Ritz & Osborne to
provide comprehensive information
about their clients and unvarnished assessments of our
capabilities and the marketplace,” said Bob Zak,
Merchants’ president and CEO. “Dayton, Ritz &
Osborne shares its results and opinions openly with all
of their insurance carriers, which makes us feel like a
valued partner. We are fortunate to have a solid rela-
tionship with George Yates and his team, and count
them among our very best independent insurance
agencies.”
Dayton, Ritz & Osborne was founded on Long
Island, with its roots dating back to 1875. The agency
currently has two locations on Long Island, in East
Hampton and Southampton. Mr. Yates purchased the
agency in 1981 and has been a principal and CEO since
that time. During the ensuing years, Dayton, Ritz &
Osborne purchased several other local agencies, and
today employs more than 20 staff members.
In addition to success in the insurance industry,
the agency also has a long record of giving back to its
community. They actively support the United Way,
Meals on Wheels, The Wounded Warrior Project, and
many more charities serving the local area.
Thank you to the entire staff at Dayton, Ritz &
Osborne for their business and support of Merchants.
Pictured in the photo are, from left, Bob Zak, Merchants’
President and CEO; Charlie Makey, Merchants’ Senior Vice
President, Insurance Operations; Dayton Ritz & Osborne Principals
George Yates and Fred Ritz III; and Eric Feit, recently retired
Regional Vice President for Merchants’ Eastern Strategic Business
Center.
Page 3
National Agents Co-Chair Council Meeting Update
As a result of a late season storm that prevented us from meeting in person, our dedicated
Co-Chair members participated in our March National Co-Chair meeting via teleconference on
Friday, March 16th.
The following topics were discussed:
We shared Merchants’ 2016 results and 2017 Strategies and Initiatives, Market Commen-
tary, and Product and Project Updates.
Each Council member reported on key points from their local Council meetings.
The Council members caucused and provided candid feedback to Merchants’ personnel.
During the call we welcomed two new members, Bob Sobel (Oxford Millin Insurance
Agency) and Matt Petro (Reginald J. Carigan Agency), and honored two retiring members, Tom
Powrie (Sweet & Associates International) and Rick Loschiavo (Scirocco Financial Group).
Our next agency Agent Co-Chair meeting will take place September 13-15 at the Innisbrook
Golf & Spa Resort in Palm Harbor, Florida.
Merchants Insurance Group Companies “A-” Rating Reaffirmed by A.M. Best Company
All three Merchants Insurance Group companies – Merchants Mutual Insurance Company,
Merchants Preferred Insurance Company, and Merchants National Insurance Company – have been
reaffirmed with a Financial Strength Rating of "A-" (Excellent) by the A. M. Best Company.
The Companies’ outlook was upgraded to “stable” from “negative” as a result of the Companies’
stability and growth.
The A.M. Best rating was based on “…Merchants’ strong level of risk-adjusted capitalization, im-
proved favorable operating results, growing use of predictive analytics…and a solid regional pres-
ence”, according to the company’s report.
The report from A.M. Best went on to say that, “The group has added markedly to capital over
the past three years, as the underwriting enhancement, rate changes, and business mix decisions
have taken hold in the group’s book.”
Thanks to everyone’s hard work and dedication in helping us succeed!
Page 4
We are very happy to announce a new
President’s Club program for 2018, with 2017 as
the qualifying year. This new program is struc-
tured with three tiers: President’s Club Elite,
President’s Club Plus, and President’s Club.
Qualification for these new tiers is based on pre-
mium and loss ratio. For complete details, please
refer to the “Agency Principal Access” area of our
website, or contact your Territory Manager or
Regional Marketing Specialist.
New President’s Club Program Introduced!
President’s Club
President’s Club Plus
President’s Club Elite
President’s Club 2017 Agents Announced
Congratulations to the following agencies that qualified for the 2017 President’s Club:
Aaron L. Grober Agency Inc., Valley Stream, NY
Alpha Associates Inc. / Marshall Insurance Group
Bradford, PA
Assured SKCG, Inc. / Archer Assoc. Inc., Plainview, NY
Bradley & Parker Inc., Melville, NY
Calhoun Agency Inc., Haddonfield, NJ
Dayton, Ritz & Osborne, East Hampton, NY
The Gandelman Agency, Lawrenceville, NJ
Gateway Insurance Group, LLC / Monadnock
Insurance Agency, Jaffrey, NH
Hudson Valley Agency Alliance, Rye Brook, NY
Industrial Coverage, Patchogue, NY
Insurite Agency Inc. / Wolf Agency, Orchard Park, NY
Lawley Service Inc. / Lawley-Tradition LLC, Dunkirk, NY
Millennium Alliance Group LLC, Syosset, NY
Newbridge Coverage Corp., Bellmore, NY
R.J. Fregenti Associates Inc., Jericho, NY
R & W Brokerage Inc., Lynbrook, NY
The Robert C. Mangi Agency, Mineola, NY
SAN Group Inc., Hampton, NH
SCS Agency Inc., Lake Success, NY
Scirocco Financial Group, Hasbrouck Heights, NJ
Southeastern Insurance Agency, North Dartmouth, MA
Takach & Associates Inc., Smithtown, NY
USI Insurance Services / Amerisc, Uniondale, NY
The Whitmore Group Ltd., Garden City, NY
Page 5
Join us for the 2018 incentive trip, the “Grape Escape Sequel”,
April 18-22, 2018. We will stay at the beautiful
Fairmont Sonoma Mission Inn & Spa. The qualifying period has begun, and you
have all of 2017 to meet the goal!
On this trip, we’ll visit wineries where you can sample the tempting tastes,
thrill to a hot air balloon ride over the lush countryside, play a few rounds of golf,
hike through the majestic hills and valleys, and enjoy the beauty of this world-
renowned setting in Northern California.
For complete information, including guidelines and qualifying details, please
refer to the flyers located in the Agents’ section of our website, under
“Agency Principal Menu”. We hope to see you there!
“Grape Escape Sequel”
...to Sonoma, California!
You still have 7 months to qualify!
Page 6
What? An intensive five-day program to help our
producers learn and grow in the insurance business!
When? October 1-6, 2017, in Buffalo, NY
Who? Insurance professionals who have a minimum of six
months experience in insurance. Candidates must submit a
Producer Training School application.
Be one of the first 25 approved applicants to guarantee your spot!
How? Request a Producer Training School application from
Bob Perno, [email protected].
Send the application and a $500 deposit (check payable to
Merchants Mutual Insurance Company) to:
Bob Perno, Corporate Sales Manager
Merchants Insurance Group
250 Main Street
Buffalo, NY 14202
DISCOUNTS! We are offering two discounts through June 1:
A 20% discount to anyone that registers by June 1 (registration
includes a completed application and $500 deposit)
For President’s Club agents, a 50% discount is available for one producer. If a
President’s Club agent wishes to send two or more producers, they’ll receive a
50% discount on the first producer and a 20% discount on each additional
producer if registered by June 1.
Have questions?
Contact Bob Perno!
1-800-462-1077, x. 3060
Bob Perno
Corporate Sales Manager
Page 7
The total cost for the
program is $2,800, plus
the cost of transportation
(includes hotel, all meals,
and training materials).
Claims Notepad Additions Merchants’ Claims Notepad now allows access to more information, a fea-
ture our agents have been asking for!
Within the Agents’ section of our website, the claims notepad in the notes
tab area has been enhanced. Look for the “Extended Description Column” for
additional notepad entries.
If you don’t see an icon in the “Extended Description” column, this is pro-
tected or private information that cannot be viewed. We populated claims
notepad information from October 24, 2016, going forward.
For complete information, including screen shots of the changes, please see
Bulletin #5631, February 16, 2017.
Going electronic saves time and paper,
and our recent enhancements have
made it easier than ever for our agent partners.
Agency principals may now authorize us to
distribute only electronic copies of Commercial
Lines insured policy documents to our secured
website including new business, renewals, endorse-
ments, final cancellation and reinstatement notices.
Simply visit the Agency Principal Access area at
www.merchantsgroup.com and look for:
Click on “Switch On/Off printing” and follow the
easy steps. Please note, it is still the agent’s respon-
sibility to distribute these documents to the policy-
holder. The agent can either email or print and send
the policyholder documents via traditional mail
(depending on the policyholder preference). If you
choose the new electronic option you can manage
your business through our transaction log.
Agents can view our
recently-updated
transaction log to see their policyholders’ policy
delivery preferences.
We have added new columns to the log, includ-
ing the “Current Policyholder Delivery” column,
which indicates if your policyholders have elected to
receive electronic or paper versions of their policies,
and the “Agent Print Suppressed” column, which
indicates if your agency has elected to receive only
electronic copies. We will send an email alert to no-
tify you of all new transactions.
If you have questions on any of Merchants’ “go
green!” initiatives, please speak with your Territory
Manager, Regional Marketing Specialist, or Commer-
cial Lines Underwriter.
Going “Green” with Merchants Just Got Easier!
ENHANCEMENTS TO HELP OUR AGENTS
AGENTS TRANSACTION LOG
Page 8
Congratulations!
We couldn’t be more pleased to
announce that our Eastern Strategic
Business Center in Hauppauge, serving
Downstate New York and Long Island, has
been awarded the 2016 “Top
Partner” (regional carrier) for commercial
lines from the Independent Insurance
Agents of Westchester County (IIAWC)!
Thank you to our Eastern colleagues
for their hard work and commitment to
the independent agent system.
In Our Regions…. Eastern Strategic Business Center News
Eastern Office Welcomes New RVP
Merchants Insurance Group extends a warm welcome to Andrew E. Meehan,
who has joined us as the Regional Vice President in our Eastern Strategic Business
Center in Hauppauge, New York. He replaces Eric Feit, who retired recently after
almost 16 years with Merchants.
Mr. Meehan has more than 37 years of property and casualty underwriting and
claims experience, most recently as resident senior vice president and regional
manager for a regional property and casualty insurance company.
He is responsible for regional operations of Merchants’ Eastern Strategic Business Center, including
underwriting, sales and agency management to ensure the office reaches profit and premium goals, as
well as management of the regional office. The Eastern Strategic Business Center is responsible for
Downstate New York and Long Island.
Mr. Meehan, a resident of Farmingdale, NY, holds a B.P.S. degree in business/public management
from SUNY College of Technology, and an A.S. degree in business administration from SUNY at
Farmingdale. He also holds the Chartered Property and Casualty Underwriter (CPCU) designation. In
addition, he is a board member of the Long Island Insurance Community United Way committee.
Andy Meehan
Regional Vice President
Eastern Strategic Business Center
Page 9
From left, Bob Zak, Merchants Insurance Group President and CEO; Eric
Feit, retired Regional Vice President for ESBC; Michelle Dodd, Merchants’
Territory Manager, ESBC; Peter Lansa, of Derosa, Rockefeller, Sohigian
and Werdel, and a board member of the IIAWC; and Diane Little,
Merchants’ Underwriting Supervisor for the regional office.
Merchants Introduces New
Credit Card Enhancements
Changes in our credit card vendor
have meant great news for our policy-
holders!
The ability to call our Integrated
Voice Response (IVR) system
(1-800-462-8182) and be trans-
ferred directly to our new vendor,
JPMorgan Chase’s IVR system for
payment.
The ability for policyholders to call Merchants Insurance Group’s Direct Bill Department
(1-800-462-8182) and be connected directly (by a Merchants’ Billing Representative) to JPMorgan
Chase for payment.
Policyholders can also make a credit card payment directly on JPMorgan Chase’s IVR system at
1-800-852-4052; they will need their Merchants’ account number and their credit card.
In New York State, the personal transactions convenience fee for using a credit card has been
reduced more than 25%, to $5.00 per payment.
The commercial transaction convenience fee for using a credit card has been reduced by 10%, to
$18.00 per payment in all states.
Finally, users are now given the option to receive a confirmation email with their payment, ensuring
their peace of mind that a payment has been received and credited.
To coincide with these changes, we have updated the credit card frequently asked questions (FAQs)
and the flyer detailing general information on the credit card program. We have also revised the billing
brochure quick tips. Our online billing manual has also been revised with these changes. For complete
information, including screen shots, please see Bulletin #5622, February 13, 2017.
LOOK WHAT’S NEW!
Page 10
85 Years
Hartt Insurance Agency Inc., NY
65 Years
Jung, Timm & Lehning Agency, NY
50 Years
The Town Agency Inc., NY
25 Years
Borrelli & Russo Agency Inc., NY
John Kristin Associates, NY
M & J Agency Inc., NY
20 Years
Alpha Associates, NY/PA
Iroquois Service Corp., NY
The Koch Agency, NY
Martin Insurance Group, NJ
Our longest tenured agency for this period:
A. W. Frost Agency, Franklin, NH, celebrating 90 years!
15 Years
A.L. Kayafas Agencies Inc., PA
Antonucci Insurance Services, NH
Consolidated Insurance Agency Inc., NY
Fedele Insurance Service Inc., PA
Joseph E. Smith Associates, PA
Managing Partners Insurance, PA
Pinnacle Group LLC, PA
USI Insurance Services/Amerisc, NY
10 Years
C & M Insurance Services, MI
Emery & Webb Inc., NY
Insurance Agency Management Inc., NJ
McCrillis & Eldredge Insurance Inc., NH
Michael Gratz Insurers, PA
Sachem Insurance, NY
Talbot Insurance Agency Inc., MA
Thank you and congratulations!
Page 11
