Professional Insurance Agents of New Jersey Inc. Oct. 23, 2009

The New Jersey Compensation Rating and Inspec-tion Bureau hosted an informal meeting with the producer community Sept. 18, 2009. Present from the NJCRIB were Executive Director Grover Czech, Esq., Associate Executive Director Fred Huber, Underwrit-ing Director Ron Brazda, as well as other staff. PIANJ President William Vowteras, CPIA; past President Gary Rygiel, CIC, CPCU, CRM, ARM, AIS; and Director of Research Dan Corbin, CIC, CPCU, represented PIANJ.

“Meetings like this, held once or twice each year, serve to keep producers informed about the activities of the NJCRIB and provide a forum for the concerns of producers to be heard,” Vowteras commented. Pending legislation, manual changes, market conditions, various funds, stop work orders, the International Schools Ser-vices Inc. appellate court decision (regarding overseas employees) and the New York cross-border issue, were among the issues discussed.

Statutory changes. Legislation enacted in 2008 (c.97) and effective July 1, 2009, brought about the first major changes to the NJCRIB statutory framework since 1917. These changes are intended to clarify the role of the NJCRIB as an industry rate service organi-zation for workers’ compensation insurance, similar to rate service organizations in other jurisdictions. While the commissioner of the Department of Banking and Insurance continues to review and prior approve rate, form and rule changes, the revised law removes the di-rect supervision of the commissioner over the NJCRIB. It eliminates the requirement that a special deputy commissioner must serve as ex-officio chairman of the NJCRIB, while enhancing the governing committee with the addition of three public members and the com-missioner as a non-voting ex-officio member. Further, it requires that the NJCRIB adopt an appeals procedure in its rules. Manual Amendment Bulletin No. 444 was

PIANJ meets with NJCRIB

(Continued on page 3.)

Table of contentsPIANJ introduces Recruiting Tool Kit ■ . . . . . . 2PIA IRC: The interview process ■ . . . . . . . . . . . 2DOBI: New orders, public notices, bulletins ■ . . 3Results: ■ Company Performance Survey . . . . . . 4Flood insurance marketing assistance ■ . . . . . . . 5Need a Web designer? ■ . . . . . . . . . . . . . . . . . . . . 5Health bill to Senate for consideration ■ . . . . . . 5Ask PIA: Licensing, commissions ■ . . . . . . . . . . 6J.D. Power: People happy with HO policy ■ . . . . 6ASI briefs PIA on plans to sell N.J. HO ■ . . . . . . 7PIANJ calender of events ■ . . . . . . . . . . . . . . . . . 8

PIA offers comments to DOBI on health disclosure regulation

(Continued on page 3.)

On Oct. 15, PIANJ submitted comments (www.pia.org/GIA/NJ/healthcompdisclosurecomment10.09.pdf) to the DOBI on proposed regulation PRN 09-242, which implements a 2008 law requiring disclosure of compen-sation on the sale of health insurance policies.

In a letter, PIANJ expressed concerns with the disclosure mandate and contends that the disclosure, as contemplated, is unnecessary. The association argues that the mandate puts New Jersey’s producer laws at odds with the laws of other states and thwarts the national trend toward uniformity and reciprocity. Furthermore, requiring agents, rather than insurance carriers, to disclose details about compensation puts the responsibility on the party least able to provide the information.

PIANJ suggested amendments, which would serve consumers and the insurance industry better. PIANJ reminded the DOBI that encouraging purchasers to fo-

cus on compensation could cause them to initiate illegal rebating conversations, and that this prohibition should be highlighted.

PIA Reporter Oct. 23, 2009 1

2 PIA Reporter Oct. 23, 2009

AssociationPIANJ introduces Recruiting Presentation Tool Kit

Address comments to: PIANJ Reporter Phone (800) 424-4244 Fax (888) 225-6935 www.pia.orgEditorial staff: Jaye Czupryna Member Info. Manager Shirley Albright, CISR Kenneth Bessette Athena Cancio Mary E. Christiano Melissa Cibelli Dan Corbin, CPCU, CIC, LUTC Darel Cramer Diane Fowler Matthew Guilbault, Esq. Ellen D. Kiehl, Ph.D. Jim Pittz, CPIACampbell Wallace, Esq.

Don’t underestimate how much your business can be affected by the employee-hiring process. A good employee can be a new profit center, drive sales and bring new skills to your business. However, if you employ the wrong person, he or she can destroy the morale of your existing staff and you could lose customers.

Because of the potential for bad hires to affect your business nega-tively, it pays to learn as much as possible about practical interview-ing techniques. While there is a lot of information in resumes, remember that 40 percent of them contain some type of omission. In today’s business environment, it is necessary to have strategies and tactics to identify these

people early in the hiring process.PIA’s QuickSource library offers

the following new resources to assist you in the interviewing process:

QS90599—Ten critical questions to ask when checking references;

QS90600— Employment refer-

ence questions; and QS90601—Can I

ask that? An interviewer’s guide to prevent employ-

ment discrimination.To request any of the above-

noted documents, logon to the PIANJ Web site and type the appropriate QuickSource number in the Quick-Link box in the upper-right-hand corner or fax PIA’s Industry Resource Center at (888) 225-6935.—Albright

PIANJ Industry Resource CenterDon’t underestimate the interview process

PIANJ offers the PIA Recruitment Presentation Tool Kit, a new member-exclusive resource to help agents educate their local communities about the benefits of a career in insurance while engaging in a community-related activity for their agency.

“Our members have told us they are concerned about the aging of their industry,” said Diane Fowler, execu-tive director of PIANJ. “We have developed this tool to help them share their expertise with students and poten-tial job candidates, and to identify and make the most of opportunities to reach out to their communities.”

Developed through a joint task force with the Young Insurance Professionals and dovetailing with ongoing efforts of Project Y, the PIA Recruitment Presentation Tool Kit’s presentation, which can be customized, is designed to reach out to the next generation of insurance professionals. NJYIP and Project Y Web site features a

resume database, which allows graduates to post their resumes and gives employers a place find new hires.

The Recruitment Presentation Tool Kit gives agents specific tools intended to help them explain the benefits of a career in insurance in straightforward, easy-to-understand language. “Whether in front of a high school classroom or speaking to a local community group, the kit gives members the resources they need for an effec-tive presentation,” said Fowler.

The kit includes: a PowerPoint presentation; a sug-gested script; brochures; and consumer fliers that agents can use in community presentations also serve as a valuable public relations tool for their own agencies.

For PIA-member access to the PIA Recruitment Presentation Tool Kit, visit www.pia.org/COMM/sam/recruitment.php, or contact PIA’s Communication Department at (800) 424-4244.—Cibelli

State

PIANJ meets with NJCRIB (Continued from page 1.)issued in June to implement these statutory changes.

New Jersey experience. Certain aspects of the pre-mium and loss experience were highlighted during the meeting, including:

The state ranking of index rate level rose from 23 ■ rd in 2006 to 16th in 2008. The 2008 combined ratio is 101.3 percent, having ■made its way down from a high of 124.3 percent in 2001; no doubt, assisted by a 37.3 percent increase in rate level from 2002 to 2009. Consistent with nationwide experience, New Jersey ■indemnity claims frequency continues its decline (20.5 percent from 1997 to 2006), which also has been observed in medical-only claims. Medical losses dominate indemnity losses at 55 to 45 ■percent (2006) with an increase of 84.8 percent over the previous 10 years, compared to an increase in indemnity losses of 36.9 percent. During this period, the average medical cost per case (excluding medical only losses) jumped 137 percent, while the average

indemnity cost per case rose 72.4 percent. The share of residual market premium stood at 8.9 ■percent in 2008, down from a high of 18.8 percent in 2004. The 2008 share of residual market risks stood at 20.8 percent and has continued to decline in 2009. Net premiums earned continue to rise, but at a much ■slower rate. Seven percent of policies in 2008 were schedule ■rated (introduced July 1, 2006). Online plan applications. The NJCRIB noted that

online residual market plan applications are being sub-mitted about 55 to 60 percent of the time. A substantial reduction in errors and omissions can be realized when applications are completed online. This is the preferred method of submission and producers should go to

“Quick Start for Online Application” at www.njcrib.com for assistance to get started.

Insurance producers should familiarize themselves with the online form because it may become mandatory, just as it is in the automobile plan.—Corbin

PIA offers comments to the DOBI (Continued from page 1.)Issues surrounding the ability of producers to supply

information not known to them at the proposed time of disclosure, the inability of a producer to know the compensation received by other parties in the transac-tion and the impracticability of requiring disclosure on renewal also were addressed in the letter.

PIANJ noted that the penalties contemplated for even unintentional non-compliance are disproportionate to any harm caused by such non-compliance and the need to re-evaluate this provision. PIANJ will work with the department to further refine this proposal.—Wallace

Latest orders, public notices, bulletins issued by the DOBIThe DOBI released a number of orders and bulletins

about various regulatory issues and undertakings. MGA licenses. Proposed regulation PRN 09-314

would clarify the licensure of managing general agents. Currently, N.J.S.A. Section 17:22C-1, the “MGA Law” requires MGAs to be licensed as insurance producers. The corresponding regulations, N.J.A.C. 11:17-6, clarify and implement the statutory requirements. The proposal would amend the rules to clarify that an insurer autho-rized or admitted to transact property/casualty insur-ance in the state, and acting as an MGA for an unaffili-ated insurer, shall not be required to comply with the MGA requirements of N.J.A.C. 11:17-6.3. PIANJ seeks its members’ input on how this proposal would affect them, as the DOBI requests comments by Dec. 18, 2009.

Your input can be submitted via e-mail to resourcecenter@pia.org or call (800) 424-4244.

TREE. The department issued Order A09-114, which requests all insurers licensed to write voluntary personal private automobile insurance to submit the Territorial Rating Equalization Exchange data call sub-mission to the DOBI by Nov. 6. The requested includes insurers’ estimated of annual premium as it relates to TREE.

Vehicle inspections. PN091019b, published in the New Jersey Register Oct. 19, 2009, states that on April 20, 2009, the DOBI received a rulemaking peti-tion from the Property Casualty Insurers of America. PCI requested the department expand the circumstances

(Continued on page 6.)

PIA Reporter Oct. 23, 2009 3

Association (continued)

PIA’s Company Performance Survey: Truth about relationships

When it comes to what they consider most important in a company relationship, independent agents are satis-fied with the work of their insurance carriers, accord-ing to the findings of the 2009 Company Performance Survey, administered by PIANJ. But, while companies go above and beyond to master the fundamentals, like claims handling and underwriting, agents say more work needs to be done in other high-priority areas, such as communication and technology.

“It’s reassuring to find that insurance companies are doing well where it matters most to independent agents,” said Diane Fowler, executive director of PIANJ. “Companies are demonstrating sound, consis-tent underwriting and paying client claims promptly and fairly; it’s great to see carriers excelling in precisely the areas our members deem important.”

New developments this year. PIA’s Company Per-formance Survey gauges insurance producers’ views of their carriers and gives independent agents the opportu-nity to share opinions on their companies’ handling of claims; products and pricing; technology; underwriting and more. New this year, the survey data was compared against the findings of PIA’s Benchmark Survey, which gave agents the opportunity to rate the most important factors when deciding whether or not to work with a carrier. Agents named claims handling and underwrit-ing as the two most important criteria by which they judge a company’s value.

Also for the first time this year, PIA is offering PIA member companies detailed reports covering not only their performance scores but also their agents’ com-ments and how well they fare against other carriers on the top-10 benchmark factors agents value most. “Each year, we’re contacted by more and more company representatives, requesting inclusion in the survey or information on the results,” William Vowteras, CPIA, PIANJ president said. “Clearly, the findings are incred-ibly valuable to company representatives.”

Companies need to listen, consider feedback. Listening and responding to agents, user-friendly tech-nology, underwriting flexibility and speedy problem-solving make up a cluster of partnership issues where the biggest gap occurs between agents’ expectations and the average company’s performance. These items (along with claims and other underwriting factors) appeared

among agents’ top-10 most important needs on the PIA Benchmark Survey.

Performance ratings and comments show numerous ways companies lose out when they fail to communicate with agents as equal partners. In the only underwriting area (flexibility) in which performance scores are below average, too many companies seem unwilling to explore the opportunities a risk presents, using agents’ first-hand input, and figuring out a way to accept it. Even in today’s soft market, underwriting flexibility and ap-petite was the topic mentioned most often, when agents named what commercial-lines units need to work on. (For personal lines, it’s price.)

Companies’ uneven response is evident in other areas as well. A surprising number of agent comments centered on call-backs or return e-mails from certain carriers. Resolving issues quickly is among agents’ highest priorities when judging a company—but on average, companies score only so-so. Some carriers just don’t demonstrate what one agent calls “that sense of urgency,” whether it’s underwriter response time or customer service. Some also seem slow to act on their agents’ ear-to-the-ground market advice.

A final way companies can differentiate themselves is technology, which received the lowest average score in the 2009 survey. It also figured large in comments, especially agents calling for improvement. One agent, stating what a specific company needs to improve, replied: “Automation—absolutely, absolutely critical for survival and growth.”

Agent comments geared toward sales. After rating each individual carrier from 20 separate standpoints, agents were prompted to name the company’s greatest strength and something they would like to see improve. In their comments, agents tended to focus on sales-related features like rating technology, products, pricing and underwriting flexibility. Technology comments, for example, overwhelmingly cite the companies’ rating systems, with 44 percent identifying rating technology as a company’s greatest asset, while 56 percent picked it as the thing they want a company to improve upon.

Eight-year track record, biggest response this year. The PIA Company Performance Survey, launched in 2002 in a pilot by PIACT, broke all-time agent

(Continued on page 7.)

4 PIA Reporter Oct. 23, 2009

PIA Reporter Oct. 23, 2009 5

(continued) AssociationPIA provides marketing assistance for flood insurance to members

Many insurance consumers do not realize the typical homeowners policy does not cover damage caused by flooding or mudslides or that a 30-day waiting period exists before most flood insurance policies will take effect. Consumers need to understand they cannot wait until they hear the flood warning before they think to purchase flood coverage. As a professional insurance agent, you understand these important exposures and should encourage your clients to purchase flood insur-ance to protect themselves in advance.

To assist association members in answering some of their clients’ common questions relating to flood insurance, PIANJ created a consumer flier that is copied easily onto your agency letterhead and available in both English and Spanish. To access, logon to the PIANJ Web site and type QS90245 in the Quick-Link box, or fax PIA’s Industry Resource Center at (888) 225-6935.

In addition to this marketing piece, PIA’s Industry Resource Center has other QuickSource documents: QS90018—“How to” for flood insurance; QS90584—Flood insurance checklist; and QS90528—Recommend flood insurance to every client—key observations.

FloodSmart agent referral program. Through the National Flood Insurance Program’s FloodSmart Pro-gram, agents can access information on flood insurance, such as: how to enroll in its free agent-referral program; sign up for flood-related newsletters; and much more.

Also, check out PIA’s Flood Insurance Tool Kit, which offers information you need to get started writing flood insurance today. Throughout this tool kit (www.pia.org/IRC/flood/), you will find important consumer information, as well as technical, write-your-own re-sources and information on how to obtain flood maps or elevation certificates.—Albright

Need a Web designer? Does your agency need a new Web site or make en-

hancements to one that already exists, Think PIA first. E-mail PIANJ’s Industry Resource Center at

resourcecenter@pia.org and your association can provide you with names and contact information for

consultants that could assist you with technical aspects of designing or enhancing your agency’s Web site.

Also, through PIA Creative Services, you can get specially designed insurance-related content for a nom-inal fee. For more information on Creative Services, contact Susan Newkirk at (800) 424-4244.—Newkirk

NationalHealth bill moves to full Senate for consideration

The Senate Finance Committee voted to approve legislation that would reshape the American health-care system and provide subsidies to help millions of people buy insurance, as Sen. Olympia J. Snowe, R-Maine, joined all 13 Democrats on the panel in support of the bill. The bill now moves to the Senate for consideration.

PIA National reminds Congress that consumers must not be denied access to the advice of licensed, profes-sional, independent insurance agents in any reform plan.

One initial proposal for health insurance exchanges would have barred the participation of all licensed insurance agents, instead utilizing unlicensed individu-als or community groups with no expertise in health

insurance. Subsequently, during hearings on America’s Affordable Health Choices Act of 2009 in the House Energy and Commerce Committee, an amendment passed to give authority to insurance agents to sell in-surance in any exchange the legislation may create.

PIA National answers questions via videos. For in-surance producers who are concerned about the health-care reform proposals, PIA National produced a series of videos to answer questions and provide accurate, timely information.

The PIA Instant Update videos can be viewed here: www.pianet.com/9-23-09.htm.—PIA National

Need to know what’s going on in the insurance industry? Think PIA first.Logon to PIANJ’s Web site, www.pia.org to see the latest in industry news.

TechnicalAsk PIA: Licensing and DWIs

Q.: We would like to hire someone, send the person to licensing school and eventually have the person work for us as a producer. However, this prospective producer previously was convicted of driving while intoxicated, and we are concerned that we would find that he is barred from licensure after

spending the requisite time and money getting him trained. Is this a problem?

A.: No. We confirmed with the Department of Banking and Insurance that a DWI conviction, by itself, will not bar someone from becoming licensed as a producer.—Wallace

Trends

Q.: May a retired insurance agent (who was licensed at the time the agent sold insurance) contin-ue to receive renewal commissions on that business after the agent’s license has expired?

Ask PIA: Renewal commissions for agents who retire A.: Yes. New Jersey specifically allows renewal

commissions to be paid to a person for selling, soliciting or negotiating insurance if the person was licensed at the time of the sale. See 17:22A-41(c) and NJAC 11:17B-2.1.—Guilbault

J.D. Power: Satisfaction with HO policies on the riseA J.D. Power and Associates study finds homeown-

ers appear to be happy with their insurance companies. According to the J.D. Power and Associates 2009 Na-tional Homeowners Insurance Study,SM overall satisfac-tion with homeowners insurance has increased for the first time in five years.

The study finds that people’s perceptions are shaped by the perceived value of their insurance policies and

the frequency with which discounts are offered with the policies. In the 2009 study, 84 percent of those surveyed indicated that they received a discount on their hom-eowners policy; 81 percent reported the same in 2008. Policyholders who received a discount are significantly more satisfied that those who did not receive a discount, according to the study.—Czupryna

State (continued)

Latest orders, bulletins issued by the DOBI (Continued from page 3.)under which an insurer may waive an otherwise mandatory inspection of a vehicle. After taking an ad-ditional 90 days to analyze the proposal, the department denied the petition. But, to re-examine the issue, the DOBI will initiate the rulemaking process.

PLGA surcharge. According to PN0901019a, Property Liability Guaranty Association members, who have paid the Sept. 16, 2009, fund assessment may impose a surcharge, of no more than 0.9 percent of the net direct written premiums per annum. This surcharge may be imposed for insurance written by the member insurer except for: life insurance, accident & health insurance, workers’ compensation insurance, title insurance, annuities, surety bonds, credit insurance, mortgage guaranty insurance, municipal bond coverage,

marine insurance and pet health insurance.NAIC attachment warehouse. Bulletin 09-32 clari-

fies the use of the National Association of Insurance Commissioners’ attachment warehouse. The bulletin outlines the structure and purpose of the attachment warehouse and advises insurance companies and producers who transact business in New Jersey that the DOBI accepts documents and notices submitted on behalf of insurance producers through the NAIC attachment warehouse. This allows for the electronic filing of insurance producer licensing related documents and information. The attachment warehouse is a secure electronic repository to store and share documents that are submitted pursuant to the issuance and renewal of producer licenses through the National Insurance Pro-

6 PIA Reporter Oct. 23, 2009

fidelity insurance, investment return assurance, ocean ducer Registry.—Wallace

CompanyASI briefs PIANJ on plans to enter N.J. market

As it awaits the green light to begin offering homeowners products in the state, ASI (American Stra-tegic Insurance) recently introduced itself to PIANJ’s board of directors. During regularly scheduled meetings in Edison, the board heard a presentation by Deepak Menon, ASI director of marketing and Phil Brubaker, director of product management.

Founded in 1997, ASI currently holds an “A-” (Excellent) rating from A.M. Best, the pair said. The privately held company intentionally modeled itself on two industrial leaders, Progressive Insurance (technology and ease-of-doing-business) and Southwest Airlines (flat management structure and employee em-powerment). Indeed, the company has formed a strate-gic alliance with Progressive that could, at some point, offer certain existing Progressive agents the chance to package the two companies’ products.

Licensed in 25 states, ASI currently writes in six. It hopes to receive regulatory approval to start writing in New Jersey, possibly as soon as December 2009. Other states on the ASI horizon include: Connecticut, Massa-chusetts and Virginia.

ASI mainly is a personal property insurance com-pany. It currently is the fourth-largest home insurer in Florida, the sixth independent agency writer in Texas, and the biggest writer of new homeowners business in Louisiana, ASI told PIANJ.

Heavy investments in agent-company technology are designed to let agents quote and bind within min-utes and allow immediate (Real Time, not batch) policy

issuance suitable for real estate closings. ASI also is a certified write-your-own flood carrier, with integrated flood and homeowners systems.

Among the “competencies” discussed by the ASI team were an emphasis on quick and decisive customer service and an experienced claims operation that has handled the worst U.S. catastrophes of the past decade.

The company filed to offer the traditional homeown-ers products including HO3, DP3, HO4 and HO6 forms.

The company said it plans to offer multi-tiered rat-ing, with multiple territories per county, plus a variety of discounts. It will favor good credit history, newer construction and newly purchased homes in its pricing structure. ASI sees New Jersey as a promising market for the types of risks it seeks.

ASI said it plans to write up to a half-mile from the coast. Although its rates will be “higher than market” in coastal areas, ASI said it will be open to new business.

The company will look to appoint agents through-out the state, with its ability to write coastal volume remaining proportional to attracting business in other areas. Its rates will break down the premium attribut-able to hurricane exposure, separate from the rate for other perils.

ASI plans to participate in PIANJ’s BusinessLinkTM when it is authorized to do business in the state. Mem-bers may contact the PIANJ Industry Resource Center to indicate interest in company appointments with participating carriers.—Kiehl

Results of PIANJ’s Company Performance Survey (Continued from page 4.)participation records in 2009. A total of 1,226 agents responded, evaluating an average of 5.7 insurers each, resulting in more than 7,000 total individual evaluations. Agents were asked to rate carriers on 20 performance items in seven subject areas including product and pric-ing; treatment of agents; marketing; technology; claims handling; service; and underwriting. Respondents were asked to provide separate ratings for personal and com-mercial lines in some cases where a company operates them as distinct business units. PIANJ has conducted the survey since 2005.

Top scorers. The top 10 scorers in New Jersey: ACE/Atlantic Mutual—personal; ARI; Chubb—personal;

Palisades Group; Fireman’s Fund; Cumberland Group; Penn National—commercial; Selective—commercial; Selective—personal; and IFA.

In addition to the individual reports available on request to PIA member companies, PIA member agents may request information on performance of companies they represent, and the October edition of PIA magazine contains state-specific results, including the top-per-forming companies for each of the survey’s 20 items. For more on the survey and to access a searchable data-base of historical results, representing more than 29,000 individual company ratings from prior years, see here: www.pia.org/GIA/cps/.—Czupryna

PIA Reporter Oct. 23, 2009 7

PIANJ calendar of eventsOctober

Oct. 27–Your office ■Lunch and Learn: Real Time for AMS/Vertafore Users NJCE: N/AOct. 27–Edison ■Advantage Program: How Current Economic Trends Affect Agents in Ways Never Anticipated NJCE: 4 GENOct. 28–Jamesburg ■CISR Dynamics of Service^UM NJCE: 8; 12 w/designation

NovemberNov. 4–Your office ■Lunch and Learn: Commercial Lines–Top 10 Misunderstood Commercial Property Coverages & Issues NJCE: N/A

Nov. 5-7–Edison ■CIC Personal Lines Institute NJCE: 20Nov. 10–Your office ■Lunch and Learn: New Jersey PIP Potpourri NJCE: N/ANov. 10–East Hanover ■CISR IC: Insuring Commercial Casualty Exposures NJCE: 8; 12 w/designationNov. 11-14–Branchville ■CIC Commercial Casualty Institute (SOLD OUT) NJCE: 20Nov. 17–Hasbrouck Heights ■NJ PAIP/CAIP Producer Procedures Course NJCE: 4

Nov. 18-20–Atlantic City ■CIC Update: James K. Ruble Graduate Seminar (SOLD OUT) (Open to dues-paying CIC members) NJCE: TBA

To register for an education event, call the Education Department at (800) 424-4244. Or, logon to the PIA Web site, and type EC10027 in the Quick-Link box.

Or create your own seminar via PIANJ’s Custom Class program. Custom Class brings tailored, CE-approved education programs into your office at a time that’s convenient for you. Call (800) 424-4244 for more information, or type EC10032 in the Quick-Link box.

Think PIA first^FF This course has been approved for E&O

loss prevention credit by Fireman’s Fund.^UM This course has been approved for E&O

loss prevention credit by Utica Mutual. Call the PIA E&O Department

for details: (800) 424-4244.