134274 PIMA Newsletter

8/3/2019 134274 PIMA Newsletter

1/16

pima

ConnXionsLinking Ideas, Members & Expertise

Outgoing MayorRichard M. Daley endedhis 22-year reign bydeclaring the week of

May 9th PIMA Week inChicago...well, not really,but it certainly SEEMEDthat way!

A host of importantPIMA initiatives took place over the courseof four days here, and I want to share asummary of those activities with you.

On Wednesday morning, a late springthunderstorm was gathering energy. Butnatures innate majesty revving up for animpressive display couldnt compete withthe energy generated INSIDE the Nathan

Davis conference room at the AMAsheadquarters. This was where the initialmeeting of the PIMA Brand Task Forcewas in progress, and the level of brain-storming was ratcheted way up!

The session was facilitated by PaulMeyer, co-President of Tecker Associates(the best in the Association org. dev.consulting business). Paul has anextensive background in both the for-and-not-for-prot worlds, including expertisein afnity programs as well as insuranceand other benets. Chairing the Task

Force is Bill Tyson, a long time PIMAmember and marketing strategist. Alsoon the team areAl Drowne, Senior VP of

From the President

In ThisIssue

r o f e s s i o n a l I n s u r a n c e M a r k e t i n g A s s o c i a t i o n | w w w . p i m a - a s s n . o r g | S u m m e r 2 0

continued on page 3

continued on page

3

8

14

MIDYEAR MEEIg 2011

Peak Into the Future!

We hope that you have registeredfor PIMAs MidYear Meeting &

Trade Showfrom July 28-31 at TheBroadmoor in Colorado Springs.Our Meeting Chairs, SherriLagana, Liberty Mutual; DaveSchaeffer, American IndependentMarketing, Inc. and Mike Wise,WebWisedom have produced aforward-looking session that willchallenge assumptions and assistyou in envisioning new opportuni-ties for business growth.

Openingkeynote speakerDavid Zach, isan internation-ally-recognizedFuturistwhoseprofessional expe-riences includea role in envi-

ronmental scanning and strategicplanning at Northwestern Mutual.He has also taught Future Studies.He will lead a forward-facing tourof technology, economics, busi-

ness, education, and society andrelated strategic trends affecting theinsurance business. The future willbe an Age of Measurement or anAge of Design. And the paradox ofthese two will be both very conten-tious and very innovative. It willalso be an age where customerswill be key players in the designof products and services and yes,even marketing. Customizationof everything will come with justa few clicks. Have you thoughtabouthow to help people deal

with the unlimited choices theynow have and then help thembe satised with the choices made?How underwriting can be auto-mated? How to reach consumerswho receive more than 3,000messages per day? Now is the timeto make some choices about whatcan be different about your organi-zations future.

Much has been written aboutMulti Channel Marketing.According to the Internet

PIMA LegendAward

Rhode IslandTrusts

LegaLink


2/16

From the CEOBy Mona Buckley

Volume 37, Issue 2ConnXions is published 3x annually

by the Professional InsuranceMarketing Association

35 East Wacker Drive, Suite 850Chicago, IL 60601-2106(817) 569-7462 (PIMA)

www.pima-assn.or

Next Issue Deadline Dateis September 9th, 2011

PIMA Communications Manager

Kelly Wixson

[email protected]

Board of Directors

Executive CommitteePresident, Denise Friday

AMA Insurance Agency, Inc.

President-Elect, EdwinMiltenberger, CLU, CEBS

Gilsbar/CAAGSTreasurer, Samuel Fleet

AmWINS Group Benets

Secretary, Daniel OBrienNew York Life

Imm. Past President (ex ofcio)James GallagherUSI Afnity CIR

PIMA CEO (ex ofcio)Mona Buckley

Directors

Allen Bress (2014)Merchants Benet Administration

Ron Clarke (2012)Afnion Group

Cathy Colburn (2013)Afnitas Partners

John Kelly (2013)Prudential

Mark Kelsey (2014)Kelsey National Corporation/

healthinsurance.com

Edward Klayman (2013)IMAC

Sherri Lagana, CLU, ChFC (2012)Liberty Mutual

Michael Mercer (2013)Transamerica Afnity Services

Joan OSullivan (2012)Marsh

Shannon Warner (2014)American General Life

Michael Wise (2012)

WebWisedom2

Year End Audit

PIMA recentlyreceived our nalaccountants YearEnd Audit and

results were consis-tent with TreasurerEd Miltenbergers

Report at the Annual Meetingwehad an extraordinarily good year, duein large part to the attendance successat the rst new MidYear Meeting& Trade Show. To recap, for thosenot at the Annual Meeting BusinessMeeting, PIMAs annual Budget is inthe $900K range; our year-end NetOperating Margin goal is less than

3%. We ended the year with a $49Ksurplus. (Our IRS Financial ReportingForm 990 and Audit are availableto any member upon request.) AsDenise, Ed and I then shared, PIMAhas a six month Operating Reserveand our goal is not to grow thatbutto reinvest any excess Net Revenuein enhanced member services. Thisyear, as Denises column notes, weare doing just that. In addition, theExec. Comm. was able to engage Legal

Counsel on our members behalf fora pressing and important Regulatoryissue without hesitation (see below).Your support is what has ensured thatPIMA has thrived during a tough twoyears for many associations, nation-ally. Thank you!

RI Regulatory Matters

In addition to the activities Denisedetailed,we had a media inquiryfrom Consumer Reports about spon-

sored insurance programs and metour goal of providing context anda response (when appropriate) inthe Legislative & Regulatory area. Inearly April co-chairs of the Legislative& Regulatory Action GroupJerry

Wickersham and Chris Carwayalerted us to posted, proposed newRules in Rhode Island related toTrusts. The Rule raised issues for thecustomers of many PIMA memberorganizations (some Agency and

many Insurance Company membershave Trusts in the state).

After a couple of quick confer-ence calls and a heads-up alert tomembers, PIMAs ofcers autho-

rized a letter to the Rhode IslandDepartment of Business Regulation.On April 26th I joined our tempo-rarily-engaged lawyer (who workswith several members in this area) ata public hearing at the DepartmentsAdministrative Ofcesalong withabout a dozen reps. from variouscompanies and trade associations(ACLI and AHIP most notably). TheDepartments staff shared that theirprimary goal was to gain a better

understanding of the nature and sizeof the Trust business in the state,including the regulatory implicationsfor them and any related admin. coststo handling consumer complaints.It was a cordial meeting. All pres-ent shared concerns/opposition tothe Rules broader implications, aswritten, and a willingness to assistthe Department in renement. TheDepartment invited additional writ-ten comment through June 10th and

also noted that their administrativerule making process required postingand a datebut there was no urgencySince that time, we have learnedthat implementation of the Rules ison-hold and the department is havinginternal discussions about next steps.Thanks go to your ofcers along withJerry and Chris for quick response,dialogue and action. If you have anyquestions, please contact any of us.

We hope to see you at the MidYear

Meeting for another great programthat should get you thinking andmultiple networking opportunities.

Mona Buckley, CEO,[email protected] (7462)

ConnXionspima


3/16

From the President(continued from page 1)

ConnXionspima

AXIS, Shannon Warner, an AmericanGeneral Life Marketing Ofcer, Mike

Wise, of WebWisedom, myself, andstaff members Mona Buckley andJeanne Sheehy. Also lending theirexpertise to the discussions that day

were Executive Committee membersEd Miltenberger, Sam Fleetand JimGallagher, as well as Board Member/Membership Committee ChairCathyColburn of Afnitas. The conver-sations were intense, provocative,always thoughtful, and future-focused.

This initiative is a pivotal under-taking for PIMA, as we focus onour future and our brand as thereputation for relevance that youreawarded in the marketplace. In July,a formal presentation will involvethe full Board to secure approvalon next steps, including a formalbrand marketing plan, an expandedMembership & Marketing communi-cations strategy and plans. You willhear more as the year unfolds.

An Executive Committee meetingwas also held in Chicago that week torecap the status of current initiativesfor the year, as well as other legisla-tive and regulatory issues, such as thecurrent situation on Rhode Island.See CEO Mona Buckleys column,and a letter PIMA sent, in this issue.

In addition, on May 11th and 12th,Marketing Method Competition judg-

ing was conducted at the new homeof our Association HQ/AssociationManagement staff (Bostrom). Our2011 judges Stephanie Johns-Chin(Chubb), Eric Rozencwaig(ABIS)and Cindy Warden (AMA Insurance

Agency) spent two days evaluatingapproximately 40 entries across 11categories to determine the best ofthe best. Results will be announced atPIMAs MidYear Meeting so dont missyour chance to see excellence unveiledin gorgeous Colorado Springs.

Finally PIMA hosted the rstoffsite PIMA Agency CEOs Forumin Chicago on May 12th and 13th.Typically the Forum is scheduled aspart of the formal conference agendaduring the Annual and MidYearMeetings. However, this peer groupsought more time together for thisconclave, dedicated strictly to theirissues, and it provided both timeand opportunity for PIMA lead-ers to explore the topics that mostconcern them. Initial feedback fromthe participants indicated that thisancillary session, co-chaired by PIMABoard members Sam Fleet(President,AMWins) andAllen Bress (President,Merchants Benet Administration)was well-received, and will continue

in the future.

A couple of other quick updates:Board MemberJohn Kellyis hard at

work on identifying quality providersto nalize the Leadership Programparameters that I rst reported onat the Annual Meeting dinner. Johnis supported by his other commit-tee/board members, Mark Kelsey,

Eddie Klayman, Joan OSullivanand Ken Kelting. In addition, PIMAPresident-electEd Miltenbergerwillbe polling PIMA leaders for topics ofinterest to serve as the framework forformal Benchmarking Surveys to belaunched in 2012.

PIMA is a vibrant organization thatbrings together the most inuentialleaders in the insurance/afnity benetsmarketplace. I think its evident thatmuch good work is underway to deliveron our implicit promise of deliveringrelevant and meaningful value to bothcurrent AND future members.

One last reminderplease regis-ter today, if you havent, for theMid-Year Meeting. Tri-Chairs SherriLagana, David Schaefferand Mike

Wise have put together a stellar,dont want-to-miss-it program!Come to Colorado to network withyour peers, explore potential busi-ness opportunities, and build somenew and lasting, relationships inan educational and convivial atmo-sphere! I hope to see you there!

The PIMA Legend Award was created in 1997 and is awarded, from time to time, to recognize members whohave distinguished themselves by making an outstanding contribution in the creation, growth and evolutionof the insurance direct marketing industry and to PIMA. Prior recipients include: David Dunn; Frank Cella &

Don Lang; Marty McCarthy & Mike Fox; Gary Kirke & Bill Van Orsdel; Arch Parker; Jack Pearl and Al Wohlers.How to Nominate

By August 1 send a written nomination to PIMA President Denise Friday at [email protected] should include a detailed description of the contributions the nominee has made both to the industryand to PIMA. (Note: Prior nominees may be renominated.)

An afrmative vote of the Executive Committee is needed to forward the recommendation to the Board.

A two-thirds afrmative vote by the Board is needed to bestow the Legend Award.

The Award, if bestowed, would be presented at the Annual Meeting.

PIMA Leend Award


4/16

The caped crusader had a uTiliTy belT. you have us.

At AmWINS Group Benefts our team can make you look like a hero to your clients. As a leading wholesale

broker and group insurance administrator, we can provide you with the power to solve complex issues or

your clients. And once youve saved the day, theyll think you deserve a mask, a cape and a cool nickname.

R E T I R E E B E N E F I T S | P H A R M A C Y B E N E F I T S | A C C I D E N T & H E A L T H

T P A S E R V I C E S | S M A L L G R O U P | S T O P L O S S | U N D E R W R I T I N G

S P E C I A L I N I T I A T I V E S | A L T E R N A T I V E F U N D I N G

_ i


5/16

Advertising Bureau, well-executed multi-channel campaigns generate asales liftranging from 7% to 34%.

With the fatigue of single channeldirect mail efforts, insurance directmarketers need to develop, orchestrateand deploy a series of multiple contactstrategies, messages & offers. Bill Tyson

will moderate a panel that will cover:Quantitative research ndings on thesubject; how the sales process changed?Gaining channel synergies Traditionalsingle vs. multi-channel efforts (what

works and what doesnt); Best practices including targeting, personalization& messaging both online and ofineas well as leveraging automation andtechnology; how social media ts intothe marketing mix; Success stories of

improved acquisition, cross sell/up-selland retention campaigns.

Insurance 2020

The insurance industry is embark-ing on a grand reset of its businessmodel-- and even its very identity.This reset is being driven by four

primary forces: the post-nancialcrisis new normal that will havemajor impact on how & where insur-ance buyers go about their daily lives;competitive pressures that will chal-lenge status quo business models;

demographic pressures that will driveboth a more nely grained segmen-tation of the market and greatercustomization of protection productsoffered; and nally, the consumer-ization of technology that will itselfhave profound implications, both forhow the industry markets, sells, andservices insurance buyers and for theupcoming (and dramatic) shift in theinsurance work force.

Ellen Carney of Forrester Researchwill examine the four mega forces that

will shape the insurance industry overthe next 10 years.

Brian Sullivan, President of RiskInformation Inc. and veteran insur-ance journalist & analyst has spentthree decades tracking changes in thebusiness environment that impact

insurance andnancial servicesindustries. He willexplore the state ofthe insurance market,taking a look at the

new informationows that are trans-forming every aspect

of insurance operations, the emer-gence of mobile computing, shiftingdemographics, developments incross-selling, and more. He will guideus through the once-in-a-generationchanges coming our wayand assesshow enterprises of all types will haveto adjust not just to survive, but tothrive.

Also, PIMAs 2011 Marketing

Methods Competition winnerswill be announced, including theBest of PIMA recipient, and entriesdisplayed. And our Exhibitor TradeShow will showcase resources foryour business. Just a couple of eventsponsorships remaincall PIMA at817-569-7462(PIMA).

MidYear Meetin Overview(continued from page 1)

Auto And Home insurAnce

benefits to engAge And

retAin your members.

H

To geT sTarTed conTacT sherri Lagana

Call 1.857.224.2407 CliCk LibertyMutual.com/associations

*Figure based on a February 2011 national sample of auto policyholder savings when comparing their former premium with those of Liber ty Mutuals group auto and home program. Individual premiums and savings will vary.Savings available where state laws and regulations allow, and may vary by state. To the extent permitted by law, applicants are individually underwritten; not all applicants may qualify. Coverage provided and underwrittenby Liberty Mutual Insurance Company and its afliates, 175 Berkeley Street, Boston, MA. 2011 Liberty Mutual Insurance Company. All rights reserved.

Find out why were the #1 sponsored uto and Home benefts program in the industry.

We know how focused you are on doing the right thing for your members. With Liberty Mutuals Auto andHome Benets Program, they could enjoy exclusive group savings of up to $327 or more on insurancethey need, while your association enjoys additional non-dues revenue.* Plus, well take care of the setup,management and marketing so you can focus on your membership.

ConnXionspima


6/16

ConnXionspima

6

PIMAs commit-ment to industryeducation throughwell-planned,well-attended and

well-versed confer-ences is legendary.Over the past two

years, we have taken that level ofcommitment one step further, byconnecting members between ourtwo conferencesvia Webinars. Werenow ready to expand on that activity.

Dozens of members (and othersin their organizations) have partici-pated in those educational Webinars,hosted through PIMA. Many have

accessed the archives for replays. Thegoal in 2011-2012 is to expand thenumber of Webinars we offer to 3-4from 2. In doing so, we hope thatmore member organizations can learnfrom PIMA peers, experts and indus-try leaders throughout the year.

Recently, the PIMA Board ofDirectors approved the criteria andprocess for sponsoring a Webinar.The events will be coordinated by andthrough PIMAs web vendor and will

provide a vehicle for ensuring top-notch content and presentations. Ifyou or your organization would liketo co-sponsor a Webinar via PIMA,there is a new proposal form on theWebsitesubmitted for contentreview by the Education ActionGroup. Key aspects:

Present an informational vs. self-promotional topic via a WebinarProgram Proposal Form (see thewebsite).

Conduct a one-hour sessionthat includes intros. and a Q &A session (program content tobe guided by a member of ourEducation Action committeeor Board).

Be prepared to submit yourmaterials 4 weeks before thewebinar date to PIMA for contentand preparation review.

Co-sponsorship of a PIMA Webinar

is $900 (50% of PIMAs costs). Thisincludes receiving pre and post webinar promotion and acknowledgemenalong with the opportunity to intro-duce your organization to webinarattendees. PIMA hosts the technology& registration aspects of the event viaour regular vendor.

If interested, simply go to the PIMAwebsite to obtain the PIMA WebinaProposal/Request Form. Also, andvery sincerely if you have ideas forWebinar topics for PIMA to pursue,please let myself or PIMA CEO MonaBuckley know.

Susan Hussar of The Hartford is PIMAsnew Education Action Group [email protected]

PIMA Webinar Co-SponsorshipBy Susan Hussar

*Source: 2009 Group A&H Market Assessment & Competitive Landscape Review. MetLife Auto & Home is a brand ofMetropolitan Property and Casualty Insurance Company and its affiliates, Warwick, RI. [LC] Metropolitan Life InsuranceCompany, New York, NY 10166. 2011 MetLife, Inc. 2011 PNTS L0311165631[exp0214][All States]

MetLife Auto & Homecan identify newopportunities to enhance your membership benefits.Our forward-thinking approach and experience as one of the nations leading* auto andhome insurance providers ensure that we provide the right products to protect whats

most important to your members.

Expanded businessrequires improved

methods. Linus

Call Lance Dordick at 770-407-2416 for a review of your auto and homemembership insurance program.


7/16

HEREFORYOU

YEARAFTERYEAR

Group Membership Association

Talk to us today and see how Group Membership Association canhelp improve your customers insurance options and coverage.

Dan OBrienVice President, Sales

[email protected]

Gabe CabreraAssistant Vice President, Sales

[email protected]

Standard & Poors (AAA), A.M. Best (A++), Moodys (Aaa) and Fitch (AAA) for nancial strength.Source: Individual ird-Party Ratings Report (as of 1/25/11).New York Life Insurance Company, 51 Madison Avenue, New York, NY 10010 SMRU #00444572 CV (Exp.04/2013)

THE COMPANY YOU KEEP.

www.newyorklife.com

For over 55 years, New York Life has been serving the needs of association membersand their families. Our exibility to tailor programs to meet your customers needs,

backed by the highest possible ratings for nancial strength make New York Life

indeed, the company you keep.

We provide the broker, TPA and association communities with a diverse portfolio of

products including Life, AD&D, Disability Income, Business Overhead Expense,

Hospital Indemnity and more. ese programs are designed to meet the needs of

Professional Associations, Union, Military, Alumni, Educational, Government,Employer groups and Financial institutions.


8/16


9/16

Moreover, it is not clear to us how the Proposed Regulations will be implemented and enforced. This lack of clarity willlikely cause some companies to stop issuing policies to Rhode Island trusts or to move this business to other states withmore favorable laws and regulations.

We are greatly concerned that, if promulgated, the Proposed Regulations will produce several unintended consequencethat will actually be harmful to insurance consumers as well as Rhode Island taxpayers, employees and businesses. Weask that the Agencies consider the following potential consequences of the Proposed Regulations:

Market impact The Proposed Regulations may cause some companies to withdraw from this segment of themarket, which will make coverage less available for consumers;

Increase in the cost of coverage Insureds could see an increase in their premiums based on the increased

administrative expenses for insurers. Likewise, employers would see an increased complexity of their humanresource functions and other related costs; and

Economic impact to Rhode Island As a leading trust state, numerous jobs have been created in Rhode Island withfinancial institutions servicing this business. These jobs may be eliminated or moved to other states. Additionally,the Proposed Regulations will likely result in decreased revenues for certain Rhode Island businesses and thus taxrevenue to the State.

In this difficult economic climate, the impact of the Proposed Regulations could be devastating to many insuranceconsumers nationally, notforprofit affinity organizations, employers, and the State of Rhode Island. As a result, weencourage the Agencies to carefully consider these issues before moving forward.

In our view, this segment of the market has functioned and served the insurance buying public well for more than 50years. If, however, the Agencies believe it is necessary to increase regulation in this area, we would strongly encouragea much more narrow and focused approach and that you work with the industry, consumer groups and other regulatorsto directly address the consumer protection concerns that originally prompted the Proposed Regulations.

Sincerely,

THE PROFESSIONAL INSURANCE MARKETING ASSOCIATION

Denise S. Friday Mona BuckleyPresident Chief Executive Officer

B .Gd.KBM Group designs, delivers, and manages integratedhealthcare and insurance marketing solutions that helpclients identify, acquire, and retain members and growthose valuable relationships. KBM Group brings a team ofmarketing professionals with experience to offer your businessunparalleled expertise in direct marketing, brand strategy,creative, analytics, database, and online services.

How can KBM Group guarantee better results for you?

Call 800-673-1685 or visit www.kbmg.comto n out.

i

ConnXionspima


10/16

Benet Solutions, www.americangeneral.com/benetsolutions, is a division of American General Life Companies.

2011. All rights reserved.

better results,

increased member satisfaction

Let us help you reach your

group insurance goalsWith trusted partners, American General provides a variety o innovative solutions

to meet your association and afnity group insurance needs.

Insurance that works

n Ongoing product development

n Cost-eective coverage members need

n High service standards that will help ensure

member satisaction

A full spectrum of group products

n Lie Insurance Term Lie, Joint Term Lie, 50-Plus

Term Lie, and 10-year and 20-year Level Term

n Hospital Accident and Hospital Indemnity

n Dental

n Cancer Recovery Plan

n Other products available upon request

n Accidental Death & Dismemberment

n Catastrophic Medical Insurance

n Disability Short-term, Long-term,

Business Overhead

n Comprehensive Accident

For more inormation on how our solutions can meet

your beneft needs, call 1-877-800-8691 or visit

www.americangeneral.com/afnitybenefts.


11/16

ConnXionspima

ji

Ternian Insurance Group has intro-duced HealthBasic, a limited medicalplan for small employers with as fewas ve lives. The plan features different

levels of coverage for different classesof employees a mid-level plan forowners and two affordable limitedmedical plans for salaried and hourlyemployees. HealthBasic also meetssmall employers needs by offeringhassle-free administration, a voluntarysolution thats 100% employee-paidand usable benets with rst-dollarcoverage and no deductibles. TernianInsurance Group LLC., based inPhoenix, Arizona, is an independent

insurance broker serving the employee-benets brokerage and consultantcommunity on a national basis.

ji

Next Generation Insurance Group

(NGI) is now delivering its tuitioninsurance directly to Sallie Maestudent loan borrowers. The insur-

ance, provided as a new tuitioninsurance benet within Sallie MaesSmart Option Student Loan, reim-burses up to $5,000 of tuition, room,board and other covered fees notrefunded by the school if a studentis forced to withdraw for eligiblemedical reasons. This offering reectsNGIs mission to safeguard invest-ments in education while educatingstudents and young adults on life-stage risks. For more information,

please contact PIMA Member BillSuneson at [email protected], or visit www.nextgenins.com/.

ji

Call for Committee Members!

The PIMAEducation Action Groupis Looking for volunteers. One wayto boost your PIMA experience is to

serve on a committee. The EducationAction Group is looking for volun-teers who want to assist with theeducational aspects of the PIMAexperience, including conference& Webinar content. In addition,if interested in being a volunteerMeeting Chairs for an upcomingmeeting, please contact EducationAction Group Chair Susan Hussar [email protected] orPIMA CEO Mona Buckley. (Note: we

maintain a list of interested volun-teer meeting chairs and rotate thatopportunity by organization, lengthof member experience in PIMA andmember type).

j Grapevinei

Offering our Rock Solid

reputation for excellence

and well over half a century of proven experience.

Association/Afnity Services

Group coverages issued by The Prudential Insurance Company of America, Newark, NJ. Prudential and The Rock logo areregistered service marks of The Prudential Insurance Company of America and its afliates.

0176430 0176430-00001-00 Ed.12/10 5096

With more than 60 years of experience,

The Prudential Insurance Company of

America has the depth of knowledge and

reputation of stability to match your goals,

whether your organization is an association,

afnity group or TPA.

If youre offering life, disability, or long

term care insuranceor a suite of coverages

to your members, Prudentials proven

underwriting and claims administration,

as well as industry recognized marketing

services, will exceed your expectations

and offer real insurance solutions to

your membership.

We are eager to share with you the same

breadth of knowledge and service we provide

to all our clientsthose with whom we have

decades of history, and those who recently

embraced our expertise. Their enthusiastic

acceptance of our services is the best

endorsement we could offer.

Find out what Prudential can do or your

organizationand the people who count

on you. Call John Kelly at 1-985-624-5224.

Well introduce you to a new way o

protecting your members thats more

than 60 years in the making.


12/16

new Members

AGENCIESAegis Administrative Services, Inc

Sam Cozzo, Marketing Director -(VM)[email protected] Ann Cangelosi,[email protected]

Carrier and Afnity GroupStrategies, LLC

Edwin J. Miltenberger, President -(VM)[email protected]

Prospective MembersEdwards Angell Palmer& Dodge LLP

Michael T. Grifn,Partner

[email protected]

Los Angeles City EmployeesAssociation and LACEAInsurance Services

John Hawkins,President & [email protected]

ProLawInsurance

Ron Weltmann,[email protected]

Willis

Michael P. Dangler,Natl Afnity/Assn Practice [email protected]

CCM Insurance ServicesMichael Guglielmo,JD, CLU,RHU, ChFC,[email protected]

ConnXionspima

12

The Hartford is The Hartford Financial Services Group, Inc. and its subsidiaries, including issuing companies Hartford Life Insurance Company and Hartford Life and Accident Insurance Company. Policies

sold in New York are underwritten by Hartford Life Insurance Company. Home Oce of both companies is Simsbury, CT.

1 LIMRA 2010 new fully insured group life and disability sales.

4062 Printed in the U.S.A. 2011 The Hartford, Simsbury, CT 06089 36USC220506

THE HARTFORD IS THE OFFICIAL DISABILITY INSURANCE SPONSOR OF U.S. PARALYMPICS.

The Hartford has led the way with our

Ability philosophy that focuses on what

people of all abilities can do, while helping

your business be more productive.

And we deliver solutions through a set of

capabilities that are focused on customer

needs. Its why were No. 1

in new fully-insured disability sales.

Because our abilities support yours.

To learn more about The Hartfords

products, contact:

Jim Larson 312.384.7629

Susan Hussar 703.642.4826

Greg Pihl 860.843.5890

LET OUR ABILITIES

SUPPORT YOURS.

ASSOCIATION/ AFFINITY MARKETS


13/16

Transamerica Affinity Services, Inc., part of Transamerica Life & Protection, offers benefit solution

strategies designed with one thing in mindhelping you get what you want. Transamerica works

with brokers, consultants, third party administrators and managing general underwriters to place

supplemental life and health insurance products with groups such as employers, unions, associations,

credit unions, government entities, travel agencies and other organizations.

For information call (800) 229-6565Mike Mercer ext. 5346 Keith Schaub ext. 5298 Mark Zimmerly ext. 5312 John Zipp ext. 5330

or visit www.TransamericaAffinity.com

Transamerica Life & Protection is an operating division of Transamerica Life Insurance Company and its affiliated AEGON

companies offering life and health insurance and financial products.

520 Park Avenue | Baltimore | MD 21201-4500

23199658

Delivering The Human Side of Insurance

EASY PLANNING. EASY SOLUTIONS.

I WANT EASY

Ask us aboutMedicare solutions

for 20112012!


14/16


15/16

Maximize your

benefits portfolio.Meet Max.

Underwritten by Veterinary Pet Insurance Company (CA) Brea, CA, National Casualty Company (all other states), Madison, WI, an A+15 rated company.

2011 Veterinary Pet Insurance Company. Nationwide Insurance is a service mark of Nationwide Mutual Insurance Company. 11ADV1210_PIMAnews

Nocost

toyourclients.

VOLUNTARYBENEFIT

Nominimum

enrollment.

VPI Pet Insurance

The nations oldest and largest pet insurance providerpetinsurance.com/PIMAnews 888-341-0779

Tap into the potential of a popular voluntary benef

VPI Pet Insurance can strengthen your portfolio

and your bottom line.

Highly requested voluntary benefit

No cost to you or to your clients

Employees receive a group discount

Easy set-up

No minimum enrollment

Upgrade your benefits portfolio today.

Contact us to start offering VPI Pet Insuranc


16/16

Professional InsuranceMarketin Association35 E Wacker Drive, Suite 850Chicago, IL 60601

www.pima-assn.org

Future Meetings

2011

MidYear Meeting &

TradeshowJuly 28-31

The Broadmoor Hoteland Resort

Colorado Springs, CO

2012

Annual MeetingFebruary 9-12

Hammock Beach ResortPalm Coast, FL

MidYear Meeting &TradeshowJuly 19-22

Eldorado HotelSante Fe, NM

2013

Annual MeetingFebruary 7-10

Hotel Del Coronado

Weve Moved!Please make a note that effective June 1stour new HQ/Mailing address is:

35 E. Wacker DriveSuite 850

Chicago, IL 60601-2106

There will be no changes to our phone or

fax numbers. Please forward to your respectiveaccounting or other departments.

134274 PIMA Newsletter

Documents