…at a couple of recent insurance trade shows and conventions in Atlantic City and Wisconsin Dells!”

First off was the FSC StoneRiver Management System annual user group conference. This was held at The Wilderness Hotel and Golf Resort, in the beautiful city of Wisconsin Dells, WI, where you would think they are famous for their cheese curds, miniature horses, and fainting goats, right? Wrong! Wisconsin Dells is the water park capitol of the world, with approximately fifty or so water parks located on a street situated in a naturally beautiful valley. Although the street reminds me of International Drive in Orlando in the vicinity of Universal City, this area is one of the most well kept recreational area secrets in the country. If you are a water park fan, you would be remiss if you did not visit Wisconsin Dells some time during your lifetime. But don’t let the cold Wisconsin winter discourage you from visiting year round; most of the parks have a combination of indoor and outdoor attractions, where the entire family may vacation any time of the year!

Agencies from around the country were represented at this particular conference, along with vendors and insurance carrier personnel who also were in attendance for the convention. FSC User Group members, technology vendors, and carrier folks traveled from as far as California, Louisiana, and New York to take advantage of what this user group and convention offers to its members.

Over the course of two days, FSC StoneRiver offered workshops throughout the day on “New Business Processing;” “Renewals/Claims Processing;” FSC Manager-Marketing;” FSC Manager- Accounting Overview;” “Sales Techniques” (which I might add was presented by yours truly!); “Internet Marketing-Intro to the Tools Available” and another titled, “Internet Marketing-Maximizing it’s Potential;” “Real Time Comparative Rating;” “Product Development;” and more. There were even seminars for using “Microsoft Word, and Microsoft Excel” where the newest “tricks” for using these products were revealed.

In addition, there was an extremely interesting question and answer presentation in the form of a “Technology Vendor Panel” where the audience experienced the opportunity to listen to industry experts discuss ways to assist agencies in becoming more effective and efficient in their daily operations. The spectators then had the opportunity to talk directly with the technical advisors, and pose some very intriguing questions their way, and receive some very informative answers.

A senior member of the FSC management team, William Sterry, Vice President of Management Systems for FSC StoneRiver, who has been an integral part of the development of the management system and has worked with it since its infancy, stated that “Each year the FSC Manager user group conference grows as more and more agencies around the country become part of the FSC Management System family. We are extremely proud of the product that we provide to our agency clients, and we look forward to continuing to serve them for many years to come. As their agency grows and their needs change, our system is right there to respond accordingly.”

I personally had the honor of addressing the members as the keynote speaker at their banquet luncheon, and I spoke to the fact that heroes come in many shapes and sizes, and from everywhere you could imagine. Telling my story about the cab driver in New Orleans that I shared with you in this column a few months ago, I talked about how insurance agents may be accused of raising rates and their offices not being open on Sundays, but when a tragedy strikes it’s your local independent insurance agent who is there right after the police, sometimes even before, providing the insured with the necessary “tools” to make everything just right again. Although I saw a few tears when I told my story, this is certainly a tragic event with a few happy endings…made possible by the insurance agents who were the local heroes to so many thousands of families.

The conference attendees also enjoyed a gourmet pizza and cocktail party, where I must admit although I was a bit skeptical about Wisconsin pizza, I enjoyed it very much! As a matter of fact, their mozzarella would rival any I might find in a Salumeria on Mulberry Street! Great job, FSC, and I now know that you don’t have to be in Florida to find a great water park…or fresh mozzarella!

A little closer to home, PIA of NY and NJ celebrated their annual convention at The Trump Taj Mahal Hotel and Casino in Atlantic City, NJ. Nearly 2,000 agents, company representatives, exhibitors and other insurance industry professionals gathered for the Northeast’s largest assembly of insurance industry professionals. The conference offered attendees the opportunity to participate in educational seminars; attend social events, networking receptions and of course the recognition banquet. In addition, a sold out trade show with extended hours was also a “seven coming out”.

The conference offered attendees nine varied education courses, including “Navigating generational gaps in your agency and in the insurance marketplace”, presented by PIANY President-elect Donna Chiapperino. This particular course gave attendees a different perspective on how generational differences impact today’s agency.

Steven D. Lyon, CPCU, CIC, CRM, AAI, ARM, AIS, CRIS, moderated two other courses: “Exploring business income and Insurance to value and adequate liability limits.” Sheldon Hansen, CIC, CRM, presented “Current economic trends and their effect on the insurance industry and issues in insuring coastal properties.” Jack Monahan, CIC, CLU, ChFC, CPIA, AAM, taught agents the “Economics of customer service: retention, referrals and E&O” course talked about what everyone has been asking for years, “So, you want to go paperless!” Cathy Trischan, CPCU, CIC, AU, AAI, CRM, CRIS, completed the grouping with her own dual sessions: “Data breach–privacy compliance and coverage” and “Ethical issues in E&O”.

PIANY President Kevin Ryan announced the awards and made a special point to thank PIA volunteers on the Agent and Broker Compensation Disclosure task force, who have spent years in discussions with the industry, fighting the now infamous regulation 194, which will require producers to disclose their compensation upon request. “Despite the loud and ongoing objection of PIA and other industry groups, the regulation is slated to go into effect next January, and has been cited as a potential prototype for other states. PIANY’s officers and our entire board of directors have sacrificed untold hours conferring on the issue, meeting with industry and regulatory representatives to protect producers on this very troubling issue,” he said. “Since the regulation was promulgated in February, PIANY has taken on the task of negotiating with the Department to protect producers as it establishes the regulation’s final compliance rules—a function that other producer groups cannot undertake as they are involved in a lawsuit to block the regulation. We continue to meet on a regular basis with the Department, to mitigate potentially burdensome and confusing provisions of the regulation. We are committed to conveying agents' concerns making sure that the Department’s Circular Letter is clear and easy to comply with.” Mr. Ryan also reported that during a recent meeting with the NYSID, department officials reviewed primary disclosure language drafted by PIA, as well as a comprehensive list of agent concerns we compiled in response to member input. “I’m pleased to report that earlier this month, the Department confirmed that the disclosure language we developed will fully comply with the regulation’s primary disclosure requirements, so that any agent doing business in New York can use it with confidence to comply with the regulation. In addition, the Department agreed it would address each of the issues we’ve brought to them in its draft Circular Letter and, in many cases, directly incorporate PIA's recommendations and draft language. On behalf of our entire membership, I’d like to thank our volunteers, who have and continue to work tirelessly on this critical project. There is much work to be done, but we should be proud of what we’ve accomplished so far.”

Thank you, Kevin, for all that you have done for PIA, its members, and the industry. There were also a few awards presented, such as PIANJ’s Distinguished Insurance Service award which recognizes an individual who has established a history of service, dedicated leadership and attention to the concerns of independent agents and their clients. This award was presented Jack Lynn, CIC, CPIA, an account executive for Brown & Brown of New Jersey in Glassboro, N.J. Lynn was honored for his dedication to PIA and for his more than 30 years of work on behalf of the American agency system. New Jersey PIA also presented Lisa Tepper, Regional President for the Downstate New York/New Jersey region of Travelers Insurance Co. with the “Company Person of the Year” award. “Everyone who has ever worked with Lisa knows how valuable her expertise is in balancing the needs of the independent agent and her company,” said William R. Vowteras, CPIA, PIANJ president. “There is no one more committed to these goals than she is.”

Paul Monacelli, CIC, CPIA, of Randolph, N.J. was honored with a Presidential Citation from the Professional Insurance Agents of New Jersey Inc. Paul is CEO of ADP/Statewide Insurance Agencies Inc. in Cedar Knolls, N.J. PIANY presented Mark LaLonde, CIC, CPIA, AAI, with the Professional Agent of the Year award. “Throughout his career, Mark has demonstrated a deep level of dedication to our industry. He has earned the respect and trust of his colleagues and clients,” said Kevin M. Ryan, CIC, president of PIANY. “PIANY is very pleased to recognize Mark with this award.”

Mark is Vice President of Bailey, Haskell and LaLonde with headquarters in Oneida, N.Y. He was honored for his excellence and achievement in insurance marketing and service, his personal commitment to professionalism and his contributions to PIA and the community.

In addition, PIANY also presented David Isenberg, Past President of PIANY, with the Distinguished Insurance Service award. Mr. Isenberg is President of the D.C. White Agency, Long Beach, N.Y. The Distinguished Insurance Service award recognizes an individual who has established a history of service, dedicated leadership and attention to the concerns of independent agents and their clients. “David has been an effective and respected leader in the insurance industry,” said Kevin M. Ryan, CIC, President of PIANY. “His dedication and loyalty to PIANY is to be admired. His service to our association and our profession is unique and extensive.”

The New York Young Insurance Professionals also presented two distinguished awards, with the first, the NY-YIP Insurance Professional of the Year, being awarded to my dear friend Dennis D’Amico of Seaford, N.Y. After receiving the award, Dennis told those of us who were honored to be sitting at his table, that, “I would like to take this opportunity to thank everyone for nominating me for this prestigious award. I find it to be a great honor to be among the past recipients of this award. I am proud to be part of a great organization, and honored to be among some of the most intelligent and successful people in our industry. I have owned my agency for the past 17 years, and would not been able to be as successful without our organization and the help of my fellow board members, I thank you again for the award and encouraging comments and many thanks to our PIA staff, that makes us all look good. “ Congratulations, Den, you deserve it!

The second award by the NY YIPs, was to another dear friend of mine, Jennifer Berger of D.C. White Agency in Long Beach, NY. Jen received the “Volunteer of The Year Award” for all of her hard work and dedication to the insurance industry. Upon receiving this award, Jen said, “I am truly honored to receive this award. But what makes it that much more special is knowing that it came from my peers; an incredible, hardworking, intelligent group of individuals who have set a shining example to follow. What I think makes this award so special, is that the night before Jen and Michael were married in a ceremony on Long Island, NY!

Congratulations, Jen, and thanks for spending your honeymoon with us! Well, that’s all for now, and thanks for taking a ride from New York, to Wisconsin, to Jersey with me. On a personal note, my congratulations to our son Devin (who many of you know since he was born!), as he is graduating high school next week. Devin will be attending The University of Hartford where he plans on studying law. He has also told me that after hanging around so many of you for all of these years, that while in college he plans to walk down the street and apply for a part time job at The Hartford Insurance Company. Devin is hoping to become a corporate lawyer in the insurance field, so I guess you guys rubbed off on him!

Thanks to all of the friends that I have made in this industry, and most of all to my YIP buddies, for being such great role models for my son. We did a good job!