Winter 2015 Saskbroker Magazine

Transcription

WINTER 2015
VOLUME 5
NUMBER 4
THE OFFICIAL MAGAZINE OF THE INSURANCE BROKERS’ ASSOCIATION OF SASK ATCHEWAN
PM# 40065075
2015-2016 IBAS
Board of Directors
SHELDON
WASYLENKO
New IBAS President
Water is beautiful.
Until it isn’t.
Heavy rains
Spring run-off
Overflow from
lakes and rivers
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WINTER 2015
INSURANCE BROKERS’
ASSOCIATION OF SASKATCHEWAN
VOLUME 5
NUMBER 4
#305 – 2631, 28th Avenue
Regina, SK S4S 6X3
Phone: 306-525-5900
Fax: 306-569-3018
Members’ toll free line: 1-800-733-0933
Website: www.ibas.ca
2015 – 2016 IBAS BOARD OF DIRECTORS
Sheldon Wasylenko – President
Rayner Agencies Ltd.
[email protected]
Dave Nussbaumer, CAIB – Past President
The Standard Insurance Brokers Ltd.
[email protected]
Blair Andrew
Andrew Agencies Ltd.
[email protected]
Nancy Beaudoin
Radmont Insurance Ltd.
[email protected]
Jason Dunn, CAIB
LaRoche-McDonald Agencies Limited
[email protected]
Darryn Knibbs, CAIB
Hoffmann Kool Insurance
[email protected]
Gail Lawson, CAIB
Oxbow Agencies Ltd.
[email protected]
Greg van Ginkel, CCIB, CIP
Knight Archer Insurance Ltd.
[email protected]
IBAS STAFF
Ernie Gaschler – Executive Director
306-525-4075
[email protected]
Brianne McBride – Education Coordinator
306-525-8001
[email protected]
Earl Garratt – E & O Insurance
306-525-4077
[email protected]
Mike Gaschler – Director of Education
306-525-4076
[email protected]
Jan Milton – Accounting/Event Coordinator
306-525-4077
[email protected]
Lisa Schill – Membership Coordinator
306-525-4080
[email protected]
Meet your new IBAS
President
Convention 2015
Recap
15
21
IBAS Congratulates
Education Graduates
50th Anniversary for
Henderson Insurance
30
35
Published for the Insurance Brokers’
Association of Saskatchewan by:
DEPARTMENTS
Executive Director’s Report
Tel: 204-985-9780 Fax: 204-985-9795
[email protected]
Managing Editor.......................................... Terry Ross
Design/Layout........................................ Jackie Magat
Marketing Manager. . .................................. Kris Fillion
Advertising Coordinator..... Stefanie Hagidiakow
©2015 Craig Kelman & Associates
Ltd. All rights reserved. The contents
of this publication may not be
reproduced by any means, in whole
or in part, without prior written
consent from the publisher.
Return undeliverable
Canadian addresses to: [email protected]
Publication Mail Agreement #40065075.
6
Technology12
Viewpoint7
Business Issues
39
Young Broker Network
8
Industry News
47
Mark Your Calendar
9
Classifieds50
Political Action
9
Reach our Advertisers
As the official publication of the Insurance Brokers’ Association
of Saskatchewan, the Saskatchewan Broker magazine supports the
values, mandate and viewpoints of the Association, and as such
retains the right to refuse any advertisement offered to us.
52
EXECUTIVE DIRECTOR’S REPORT
Ernie Gaschler, Executive Director
There is value in membership
I
t’s a known fact that people and
businesses join associations for
different reasons. Some want to
protect something and others want
to promote something, but whatever
the reason they want to work together
with likeminded people to achieve their
aims. In this respect insurance brokers
are no different than anyone else.
An important expectation for
members who join an association is to
get reciprocal value for the time and
money they invest in the organization.
This becomes an important issue
for the association to address and
particularly at membership renewal
time, which for IBAS is now.
IBAS strives to deliver membership
value in three broad areas:
1) Preserving the independent broker
business model; 2) Promoting the
value of the independent broker
brand; and 3) Enhancing the
professional credibility of brokers.
We trust that our ability to act as
a strong voice for brokers to industry
and government; our support for the
national BIP advertising campaign and
effort to promote the value of brokers
to consumers at the regional level;
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SASKATCHEWAN BROKER
WINTER 2015
and our ability to offer high quality
education programs and materials to
increase industry knowledge and skills,
will be well recognized and appreciated
by all members.
We understand there will always
be some who question the value of
membership because of how they
want to run their businesses. Our goal,
however, is to ensure that everyone
feels better off because of the work
that we do. And judging by the
informed and dedicated support IBAS
members provided at the recent AGM,
we must be doing a reasonable job of
meeting that goal.
Balancing individual and industry
interests will be an ongoing challenge
as we deal with an ever-changing
marketplace. This was evident as we
reviewed the new SGI Canada broker
contract and promoted the concept
of a broker based - customer focused
‘e services’ solution over the past
year. The diversity of our members
and the uniqueness of our provincial
marketplace were clearly important
factors in this work.
Delivering value for money has
always been important to IBAS, so
we’re consistently prudent and
purposeful about the resources
we use. In fact we recently reviewed
our membership fee structure because
it was established nearly five years ago.
The new formula was designed to
bring an enhanced level of fairness
to the collection of member fees,
ensure there was equity between
the different sizes of members, and
generate a similar percentage of
revenue to IBAS on an ongoing basis.
The review committee concluded that
all of these expectations were being
satisfactorily met and did not see any
need for changes at this time. They
also determined that fees wouldn’t be
increased for the coming year.
Despite everything, I know
someone will look at their
membership renewal form and, with
chequebook in hand, stop to say,
“What have they done for me lately?”
I trust we will once again measure
up favorably since our work is well
intended, important and worthy of
your support.
I’d like to extend my best wishes
for a safe and joyous holiday season
and a prosperous New Year.
Click HERE to return to Table of Contents
IBAC VIEWPOINT
A new parliament,
a new government
and a lot of work ahead
Lorne Perry, IBAC President
O
ver the past few months
everyone was saying and
thinking that the coming
federal election would
be a significant event on the political
landscape, and October 19 certainly
met this expectation. Canadians voted.
More Canadians voted than over the
past 20 years, and they voted for change!
From the beginning of the campaign
in August, polls were indicating that
Canadians were looking for a change
in the direction of the country. After 10
years in power, the Conservative Party
and the Prime Minister were not viewed
as the leaders that should direct the
future course for the country. The only
question throughout the campaign was
where was this ‘change’ going to land?
The NDP started the campaign
strong, leading in the polls while the
Liberals dragged behind them and the
Conservative Party. After two months
the tables turned, with the Liberals
gaining momentum, the NDP falling
dramatically, and the Conservatives
maintaining their relative position. In
the end, the country voted en masse
for change, and that change was
embodied in Justin Trudeau and the
Liberal Party of Canada.
A few highlights: first time a thirdplace party in the House of Commons
wins a majority, second youngest
Prime Minister in Canada’s history,
record voter turnout in over 20 years,
over 200 new MPs, which is a record.
As far as vote intentions, comparing
the vote count by party from the last
election in 2011, the NDP lost 1 million
votes, the Liberals gained 4.2 million
votes, and the Conservatives lost
about 50,000 votes.
What does this shift mean for IBAC
and brokers across the country? Well
IBAC has always had a non-partisan
approach to advocacy and political
outreach. Our issues affecting
consumers are non-partisan; they
are issues of fairness, accessibility,
and affordability; something all
Parliamentarians understand and
support. We have communicated
with all parties in the House of
Commons, whether they are in
government or not. During the last
Parliament, IBAC has had excellent
relationships with MPs and Senators
from all parties. This will not change
with the new government.
As mentioned, there are over 200
new MPs in the coming Parliament.
This means that our profession has a
big job ahead of us in reaching out
to all the new MPs and explaining to
them what it is we do, how we serve
our customers, and educate them
on the issues that federal legislation
and regulations impact the insurance
buying consumer. This outreach and
education is crucial because most
of the new MPs will not have had a
background in insurance and will not
be familiar even with what an insurance
broker does. They will be approached
by the banks and others making the
case how the insurance consumer is
badly served with the prohibition in
place on bancassurance.
Insurance brokers are the only voice
to explain to MPs why this prohibition
makes sense; this is why I am urging
every broker to reach out to their MP,
new or returning, and explain to them
that Credit-granting institutions
ought not to sell insurance at the
point of granting credit.
We have a new Parliament and a
new government for the next 4 years,
and a lot of work ahead of us.
With over 80 offices
across North America
We’re Here To Help
www.firstgeneral.ca
1-877-888-9111
WINTER 2015
SASKATCHEWAN BROKER
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YOUNG BROKER NETWORK
Kale Harnett, YBN Chair
Winding up one year
and kicking off the next
W
e are once again coming
to the end of another
busy year full of great
memories. I myself have
thoroughly enjoyed sitting as Chair and
working with the other YBN executive
members. We are working on some
initiatives that have me confident the
executives will ensure the YBN is a
place where all Young Brokers can
find likeminded people to share ideas
network and even provide mentoring
for those that require.
The YBN had a booth at the IBAS
Trade Show again this year. YBN
members got in the ‘detective spirit,’
greeting Convention delegates and
running prizewinners to the different
booths. Our booth had a ‘Company
Logo’ game to play to earn entries
for a Bluetooth speaker prize. We
had an absolutely great time meeting
everyone!
Our Annual Education Day and
Annual General Meeting will take place
in Regina in early 2016, we are shooting
for January. Watch for information
coming soon! The seminars will be
open to all brokers, and it’s a great
chance to meet new people, reconnect
with old friends and, as always, earn
continuing education credit hours
toward your license. We encourage
everyone to attend. Our Annual Education Day and
Annual General Meeting will take
place in Regina in early 2016.
As we continue to deliver valuable information through the pages of this
magazine, in a printed format that is appealing, reader-friendly and not lost
in the proliferation of electronic messages that are bombarding our senses,
we are also well aware of the need to be respectful of our environment.
That is why we are committed to publishing the magazine in the most
environmentally-friendly process possible. Here is what we mean:
• We use lighter publication stock that consists of recycled paper. This paper has been certified
to meet the environmental and social standards of the Forest Stewardship Council® (FSC®)
and comes from responsibly managed forests, and verified recycled sources making this a
RENEWABLE and SUSTAINABLE resource.
• Our computer-to-plate technology reduces the amount of chemistry required to create plates
for the printing process. The resulting chemistry is neutralized to the extent that it can be safely
discharged to the drain.
• We use vegetable oil-based inks to print the magazine. This means that we are not using
resource-depleting petroleum-based ink products and that the subsequent recycling of the paper
in this magazine is much more environment friendly.
• During the printing process, we use a solvent recycling system that separates the water from
the recovered solvents and leaves only about 5% residue. This results in reduced solvent usage,
handling and hazardous hauling.
• We ensure that an efficient recycling program is used for all printing plates and all waste paper.
• Within the pages of each issue, we actively encourage our readers to REUSE and RECYCLE.
• In order to reduce our carbon footprint on the planet, we utilize a carbon offset program
in conjunction with any air travel we undertake related to our publishing responsibilities
for the magazine.
So enjoy this magazine...and KEEP THINKING GREEN.
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WINTER 2015
EVENTS CALENDAR
Mark your
Calendar
JANUARY
S
3
M
4
T
FEBRUARY
W
5
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6
7
F
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1
2
8
9
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MARCH
M
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W
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1
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5
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10
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13
S
6
M
7
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W
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F
1
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5
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30
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27
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31
31
JANUARY
19-20
IBAS Board Meetings
Regina, SK
23-31
CAIB 3 Immersion Course
Humboldt, SK
31-Feb. 2
IBAC Board Meetings
Toronto, ON
3
National Exams
Various Locations
7
National Professional Development Meeting
Toronto, ON
11-19
CAIB 4 Immersion Course
Humboldt, SK
22-23
IBAS Board Meetings
Regina, SK
FEBRUARY
MARCH
POLITICAL ACTION
IBAS attends
Premier’s Golf Tournament
IBAS attended the Premier’s Golf
Tournament in Regina as a major
sponsor of the event.
Caption: (L-R) IBAS Director Blair Andrew, IBAS President
Dave Nussbaumer, Premier Brad Wall, IBAS Executive
Director Ernie Gaschler, IBAS Director Greg van Ginkel.
WINTER 2015
SASKATCHEWAN BROKER
9
IBAS COMMITTEES
20
16
Canadian
Cost Estimating
Guides
These comprehensive
manuals are a MUST
for estimating
replacement costs!
2015 – 2016 Committees
IBAS’s committees for 2015-2016 and their related responsibilities
are listed below. If you have any questions regarding any of
these areas, please feel free to contact the appropriate
committee members. They will be pleased to help.
BR
Residential Costing Guide
A D OK ER
UN
J
DER US T E S
W R RS
ITE
RS !
ESTIMATE REPLACEMENT COST
OF SINGLE FAMILY DWELLINGS
• 1 Storey • 1¾ Storey • Raised Ranch
• 2 Storey • Tri-Level • 2½ Storey
• High Valued Dwellings
COMMITTEE
✓ Dairy ✓ Poultry ✓ Swine
✓ Produce Storage ✓ Horses ✓ Beef
✓ Feed Storage ✓ Machinery Storage
ONLINE VERSIONS
AVAILABLE
PLEASE CALL, FAX or EMAIL
FOR DETAILS
Toll Free: 877-284-0028
Fax: 519-238-6214
www.douglascostguide.com
[email protected]
RESPONSIBILITIES
Executive
Sheldon Wasylenko, Chair
Blair Andrew
Dave Nussbaumer
Greg van Ginkel
Finance
Strategic Planning
Governance
Succession/Recruitment
Media Relations
Technology
Liaison
Greg van Ginkel, Chair
Gail Lawson
Dave Nussbaumer
Sheldon Wasylenko
Government/Industry Affairs
SGI
Company Meetings & Dinner
CSIO
Regulatory Affairs
Services
Blair Andrew, Chair
Nancy Beaudoin
Jason Dunn
Darryn Knibbs
Broker Identity Program
Scholarship Fund
Professional Development
Membership Benefit Programs
Sask Broker Magazine
Golf Tournament
Convention
YBN
Consumer
Protection Fund
Dave Nussbaumer, Chair
Larry Kozakevich
Mark Stockford
Consumer Protection Fund
IBAS/SGI
Steering
Dave Nussbaumer, Chair
Blair Andrew
Greg van Ginkel
Sheldon Wasylenko
SGI Canada/Sask Auto Fund
Agricultural Costing Guide
ESTIMATE REPLACEMENT COST OF
AGRICULTURAL USE BUILDINGS
MEMBERS
HEAD OFFICE
402 Main St. N.
Waldheim, SK S0K 4R0
Tel: (306) 945.2239
1.800.261.0360
Fax: (306) 945.4666
Insuring the Future
10341 Pinetree Drive, Grand Bend, ON N0M 1T0
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SASKATCHEWAN BROKER
WINTER 2015
[email protected]
www.mmfi.com
TECHNOLOGY
Sheldon Wasylenko, President, IBAS
Giving your customers more
through technology
T
his year will be an interesting
one for myself wearing
two very important hats.
Interestingly, following and
reporting on the technology stream as
well as representing you as President
this year, I find the two roles to be quite
complimentary in many ways.
I’ve spoken before about how
technology enables our business and
can do so faster, and in far more effective
and efficient ways. One of the primary
goals I’ve set for myself this year is to
ensure we (IBAS) do everything we can
to preserve and protect, and ultimately
strengthen the broker-customer
relationship. In order to achieve this
goal, there are many elements we
ought to consider including our own
member and political advocacy efforts,
our messaging, and, of course, how we
can use and leverage technology to our
benefit in pursuit of this goal.
At our Convention this year, some
of you saw a prototype of a new Broker
Online Quoting System (BOQS).
This project is one example that is
meant to connect our customers with
brokers by offering them access to
multiple markets for quoting purposes.
A customer that is able to view quote
options directly on your web site
There’s power in partnership
For 70 successful years and counting
We’ve been working together for a
long time – with brokers like you – to
make sure customers are covered
and cared for.
And today, that connection has the
potential to be even more powerful
than ever.
www.sgicanada.ca
We want to better understand exactly what it is that customers want, then
work with you to deliver it to them when and where they want it. It’s time
to use our collective strengths in new and innovative ways. It’s time to fully
harness the power of partnership.
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SASKATCHEWAN BROKER
WINTER 2015
offers a significantly better option.
Not only are you able to offer them
multiple market choices, but also your
customer’s (or perhaps your prospect’s)
online experience will be branded
around everything ‘you.’ This is unlike
the online experience consumers will
have when using a direct insurer’s web
site. In addition, the ability to reinforce
our consumer value propositions of
choice, advice, and advocacy, remains
in your hands at all times.
Services that you’re able to extend to
your customers through online access to
their account are readily available today
and many already work with our existing
BMS platforms. If you happen to work
in or operate a smaller brokerage, tools
such as that offered by Sharp Mobile
may present ways for you to allow your
customers online access (including
mobile) to their policy information. Just
a few short years ago, by far the majority
of a person’s browsing activity was done
through a desktop computer. Today,
more than half of all Internet browsing
and searching activity is done from a
mobile device (whether a smartphone
or a tablet device of some sort).
If you happen to be an Applied
Systems shop, tools such as those
offered through Epic and CSR24 are
options worth considering. Custom
Software Solutions Inc. offers their
iClient tool and Keal Technologies
has recently been promoting their
Consumer Access Portal (KealCAP) as a
way of connecting your brokerage with
your online customers.
By offering your customers online
access to their policy information, which
is branded entirely through your web
site, you’ve taken a significant step
towards providing a solution aimed at
helping to preserve the relationship you
have with your customers. Well done!
Merry
Christmas
and
Happy
New Year
from the IBAS
Board of Directors and Staff
TECHNOLOGY
Michael Spiar, Member Engagement & Communications Specialist, CSIO
Paperless Policies for the
Modern Consumer with eDelivery
A
lthough many companies
have found it challenging
to convert their customer
base to electronic document
delivery, as time goes on, more and
more customers seem willing to replace
paper correspondence with digital.
The fact that over 9 million Canadian
consumers already have an epost™
account with Canada Post attests to
this rising customer demand. CSIO’s
eDelivery solution meets this need by
enabling the broker channel to leverage
their existing investment in CSIOnet and
eDocs to deliver personal lines policy
documents to customers through epost.
The P&C industry is already quite
familiar with eDocs – the solution
enables electronic transfer of policy
documents from insurers to a broker’s
BMS, substantially reducing the cost
and effort of printing, mailing, sorting,
scanning, filing and destroying paper
documents. Since eDocs debuted in
2012, broker adoption has soared to
approximately 80% for personal lines,
and its expansion into commercial lines is
well under way. Extending that paperless
workflow to the insurance customer with
eDelivery is a natural next step.
INDUSTRY BENEFITS
According to Entrepreneur Magazine, it
costs $25,000 to fill a four-drawer filing
cabinet holding 15-20,000 files, and
another $2,000 a year to maintain it. Not
to mention the cost of simply sending
mail – postage costs are constantly
rising and in January 2016, rate for
domestic letter mail weighing 30 grams
or less will rise to $0.90 cents (when
purchased in bulk).
Using eDelivery, members currently
sending policy documents by mail will
be able to offer electronic document
delivery to customers registered
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SASKATCHEWAN BROKER
WINTER 2015
with epost, providing superior
customer service and reducing the
operational costs of postage and
manual processing. In addition, CSIO
has negotiated favourable pricing
with epost on behalf of the broker
channel, reducing the cost and effort of
implementation to below that available
to companies approaching epost
individually. Furthermore, mailer volume
among CSIO members is tracked
collectively, producing more savings as
industry adoption grows.
epost’s bank-grade security and
privacy technology, referred to as “the
Vault,” supports and enhances industry
compliance with PIPEDA as well. Along
with the obvious legal benefit to the
broker channel, all customer data stored
in epost resides in Canada and is not
subject to foreign privacy laws.
CUSTOMER BENEFITS
By using a digital mailbox such as
epost, customers can retrieve their full
document history with a single click.
Many epost customers already use
epost to consolidate their pay records,
utility bills, property tax documents
and bank statements in a single
location with one login, and eDelivery
simply adds insurance documents to
the mix. Furthermore, as door-to-door
mail has been reduced across Canada,
eDelivery means one less document
insurance customers will have to
retrieve from their physical community
mailbox. epost is also more secure
than the average paper filing system
that a customer has in their home,
safely protecting all data while
simultaneously blocking spam, ads
and junk mail.
And finally, epost is free to the
individual consumer, increasing the
convenience of managing financial
documentation over paper at no
additional cost.
ENVIRONMENTAL BENEFITS
Many companies set the goal to become
‘carbon neutral,’ reducing the overall
carbon emissions generated from their
operational activities. The greenhouse
gas emissions generated by print
production are significant (9% of total
carbon dioxide emissions according
to www.greenpressinitiative.org/
impacts/climateimpacts.htm), plus the
fuel required to transport mail across
the country.
Therefore, eDelivery can be part
of an eco-friendly marketing initiative,
positioning the broker channel as an
environmentally sensitive insurance
option to the 46% of customers
(particularly Millennials) who are inclined
to patronize green-minded businesses
(Source: www.ipsos-na.com/news-polls/
pressrelease.aspx?id=5598).
For additional information, visit
www.csio.com/edelivery.
Meet IBAS President
SHELDON
WASYLENKO
Q - How did you get your start in the
insurance industry?
A - I’d say my start in the insurance
industry came as a result of two things.
One, to try and stay more grounded
around home; and, two, feeling the effect
of a changing technology industry within
Saskatchewan. The timing seemed right
for me to change industries along with a
slight nudge from family at the time!
Q - Can you describe your brokerage,
Rayner Agencies Ltd.?
A - Lorne and Ruth Rayner started our
brokerage back in 1948. My mother
and father bought it in 1971 and have
kept it as a family-owned business ever
since. When I started here in about
2004, we had about 9 or 10 employees
and 10 years later we’ve nearly doubled
our size. When I look across the
country, I would attribute much of that
recent success to being in the heart
of a growing economy but, first and
foremost, to finding and working with
a great team at our office. Our people
truly represent our brand and who we
are. I think they are the best and we
have many long-term employees to
show for it!
Q - When did you first get involved in
the IBAS Board of Directors?
A - I was first elected to the IBAS
Board of Directors in 2010. Since then,
I’ve served as Chair of the Services
Committee as well as Chair of the Liaison
Committee. It was during my initial
year on the IBAS Board that I was also
nominated to represent Saskatchewan,
Manitoba, and British Columbia, as a
Director on the Board of CSIO. For each
of the appointments, my main area of
interest on these Boards was to bring
technology more to the forefront with
respect to broker’s interests.
Q - What will be the IBAS Board’s
priorities during your presidency?
A - The two priorities I have defined
for our Board this year are to pay close
attention to protecting the broker/
customer relationship and to protect
the value of our brokerage asset. There
are many facets to this including how
technology can influence our actions
in support of these priorities, but will
also require us to sustain and continue
building our advocacy efforts with
insurers and certainly with governments
at all levels.
Q - What is it like working with
the current IBAS Executive, Board
and staff?
A - Having been on the Board for
several years now, I have come to
appreciate all the hard work they do
not only on behalf of the Directors
themselves, but also in keeping the
association operating well. We run with
a lean crew and each staff member
brings a focus and discipline to the
job every day. I have been very
fortunate to be on an Executive
comprised of some very talented
individuals. I truly respect their opinion
and their work ethic. We’ve been very
busy with one major file this past year.
The time, effort, and dedication each
has given to this process is remarkable
and it is a privilege to work along side
every one of them.
Q - How has your Board involvement
benefitted you personally and
professionally?
A - It is a very rewarding personal
experience being able to meet and
work with business colleagues from
across Canada and US, and to see
those experiences turn into valuable
friendships. With each seminar or
Congratulations
Sheldon Wasylenko
on your appointment
as IBAS President!
WINTER 2015
SASKATCHEWAN BROKER
15
Greetings to the new
Big
Kahuna!
Congratulations to Sheldon Wasylenko for
making the big splash into IBAS Presidency!
wynward.com
Sheldon Wasylenko of Rayner Agencies
Congratulations on
becoming the new President
of the Insurance Brokers’
Association of Saskatchewan!
www.sgicanada.ca
Warm wishes from your friends at SGI CANADA. We look forward to working together.
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SASKATCHEWAN BROKER
WINTER 2015
conference I am able to attend, sharing
what I’ve learned with our membership
at home as well as with other
Brokers outside of Saskatchewan is,
professionally speaking, very rewarding.
Having been on the boards of both
IBAS and CSIO, gathering insight to
help define and set strategies to help
strengthen our broker distribution model
is by far the most rewarding experience.
After spending over 20 years
working within the IT industry, I
thought jumping over to the family
insurance business would have been
a simple move. But, it’s turned out to
be anything but simple! As different of
a place of work as this was when I first
arrived, it wasn’t long before my ‘tech
hat’ came back on (or maybe it never
came off?) and I was soon immersed
with taking my past experiences and
applying them in a very new industry,
which has been very rewarding.
Q - What was your initial
‘Wow, I’m the President’ moment?
A - Being able to address our
membership for the first time at our
AGM was a meaningful moment.
Q - What has been the reaction to
being elected president from your
family and staff members?
A - Reaction varied from
“Congratulations” to “What took you
so long?” Support from family has
been ‘over the top’ great. As many will
tell you, taking on a role such as this is
not always easy given the commitment
you make. The time away from family
and work is easily the most challenging
aspect of any elected role.
Fortunately, the support I have from
my wife Carey, my immediate family,
and for sure our team at work, has given
me the opportunity to step forward this
year and know that everything on ‘home
base’ will be well cared for.
Q - What was your reaction to
being named the recipient of the
J.D. Thacker Award?
A - It was – in one word – shock. I was
very humbled to have been nominated
and awarded this honour. Having spent
over two decades working in the IT
industry, it almost seemed that the
knowledge I gained during this time was
to be nothing more than a precursor or a
stepping stone to be applied elsewhere.
And what better place to apply it than in
this industry? The opportunities seemed
endless which, I guess, is why I seemed
to have developed a great passion for
doing what I can to better our industry.
This award truly came as a surprise and
one that I will fondly cherish.
Q - How do you enjoy spending
time away from the office and
the boardroom?
A - I definitely enjoy traveling with Carey
and enjoying new experiences, which
would be my #1 choice. When I am
home and it’s golf season, I’d definitely
say my interests funnel me over to the
golf course in a hurry. Also, I would
never say ‘no’ to a great gourmet meal.
Q - What message would you like to
get across to the IBAS membership?
A - As I get the opportunity to
meet and talk with members here in
Saskatchewan and across the country,
one of the most rewarding experiences
for me has been seeing brokers
Congratulations Sheldon
on your IBAS presidency!
Hugs from
your friends at
Peace Hills Insurance
PEACEHILLSINSURANCE.COM
WINTER 2015
SASKATCHEWAN BROKER
17
Movie: Movie? Hmm, I can’t honestly
remember the last one I even watched.
TV Show: That’s an easy one.
It’s whatever my spouse Carey is
watching. What she enjoys watching
is good enough for me to watch,
too, apparently!
(L-R) Traci Wasylenko, Shawn Wasylenko, Sheldon Wasylenko, Carey Yarmovich, Natalie Wasylenko & Norbert Wasylenko.
embrace technology to further their
own business goals. We know how
fast technology advances and those
advances eventually play a role in what
we do and how we live. Technology is
nothing but an enabler – a means to
an end. The success of our distribution
model is based on solid principles
that have worked very well for us over
the years. Now, it’s simply a matter of
finding new tools and applying them
to achieve the same end. As the old
saying goes, ‘if the only tool you have is
a hammer then every problem starts to
look like a nail.’ I want to encourage our
membership to play with and explore
these new tools, and apply them in
ways that make sense in their place
of business.
Book: Finding a long enough stretch
of time to enjoy a great book has
been a challenge recently, which is
my excuse for resorting to my two
favourite magazine subscriptions:
Harvard Business Review and Opimian
(yes, I can’t get enough good wine info).
Hobby: Golf, and more golf.
PRESIDENTIAL ‘FAVES’:
What is your favourite …
Beverage: Wine – of the Italian or
Napa Valley kind!
Meal: I’d have to say a good ‘ol
fashioned steak – filet mignon bone-in.
Holiday Destination: If I had to make
a quick return trip somewhere that I
truly enjoyed, it would be the Secrets
Resort in the Riviera Maya – in a
heartbeat!
Music: Smooth Jazz – it’s very relaxing
and reminds me of being in a lounge
enjoying a nice wine before dinner.
Also Pop – it keeps me young!
Sports Team (next to the ‘Riders):
This may not qualify as a ‘team’ per se
but it would be the Rider Cup squad
… or Team Canada.
Est. 1948
NEW IBAS PRESIDENT
Sheldon Wasylenko
Saskatchewan Mutual Insurance would like to
congratulate Sheldon and wish him all the best
during his term as President of IBAS
Sheldon Wasylenko on
your recent Succession
to IBAS President
From your friends, colleagues and staff
18
SASKATCHEWAN BROKER
WINTER 2015
www.saskmutual.com
Auto
Commercial
Habitational
Farm
IBAS Members and Clients now have access to Mayo Clinic
medical expertise for only $8 per month!
THIS IS NOT YOUR TYPICAL GROUP BENEFITS PROGRAM
MyCare is designed to COMPLIMENT EXISTING PLANS, safeguard your
clients, and earn you some additional commission. This is
NOT AVAILABLE ANYWHERE ELSE and no other programs compare!
MyCare Health Benefit Option
$8 per month may sound to good to be true...but it isn't! MyCare HBO offers immediate
access to medical expertise and services for serious illness or major orthpedic concerns*
which includes:
- initial diagnosis assistance
- full medical file review
- diagnostics such as MRI, CT, PET/CT
- no deductibles or co-payments
- medical second opinions
- specialist assessments
- covers the entire family
- no medical exam or questions
Also, MyCare HBO members are eligible to purchase on-site treatment or surgery at
Mayo Clinic within 60 days of enrolment at attractive group rates without any medical
exam or deductibles!
What's in it for you!? Enrol yourself, your co-workers and clients in a program that simply
does not exist anywhere else in Canada, feel good about knowing that they don't ever
have to be placed on a wait list and earn commission! Ask us for details!
*Subject to a pre-existing condition clause
MyCare: Medical Services provided by Mayo Clinic
"The best interest of the patient is
the only interest to be considered"
William J. Mayo - 1910
Connect with MyCare at:
1-877-497-9495
or
[email protected]
*Pre-existing condition means a condition for which medical care, treatment, services, medication, diagnosis, diagnostic test or consultation
prior to the Insured Person’s effective date of coverage or prior to the effective date of any benefit that is added to existing coverage. Major
exclusions include congenital conditions, chronic conditions, related medical conditions and bariatric surgery.
www.mycare.ca
P&C Insurance.
One big picture.
A great many pieces.
2015 IBAC Full Partners
SUPPORTER: SGI Canada
Participants: Lloyd’s Underwriters,
Pafco, Aviva, Northbridge
The Insurance Brokers Association of Canada is acutely aware of the importance of the
highly effective fit between our 35,000 brokers and our insurer partners in solving
the insurance issues of literally millions of Canadians. Every day.
We pride ourselves on our professionalism, our integrity and our compassionate
service – exactly the virtues and values we seek, and find, in the many Canadian
insurance companies with whom we enjoy such a fulfilling and successful
Proud Supporter of Brokers
Displaying this Symbol
partnership. For this, we thank you.
THANK YOU SPONSORS
Craig Kelman & Associates
22
Kanuka Thuringer LLP
Independent Financial Services Ltd.
Western Surety Company
THANK YOU EXHIBITORS
IBAS would like to thank the following Exhibitors who participated in this year’s Trade Show.
Allianze Global Assistance
Applied Systems Canada
APRIL Canada Inc.
AVIVA
Bank of Montreal
Beacon Underwriting Ltd.
Blue Goose
Boiler Inspection & Insurance
Company
BrokerCore Inc.
ClaimsPro
CSIO
Custom Software Solutions Inc.
DAS Canada
E-djuster Inc.
ENCON Group Inc.
FIRST Insurance Funding of Canada
Frank Cowen Company
General Insurance Ombudservice
Group Medical Services
iA Financial Group
Insurance Institute of Saskatchewan
K & K Insurance Canada
Keal Technology
Lydale Construction (1983) Co. Ltd.
Milnco Insurance
Morgex Hole in One
Pacific Marine Underwriting Managers
PAL Insurance Brokers Canada Ltd.
Paul Davis Systems
Rainbow International Restoration
Restorex Disaster Restoration
SGI Canada
Saskatchewan Blue Cross
Saskatoon Fire and Flood
ServiceMaster Restore
SNAP Premium Finance
South Western Group
Special Risk Insurance Managers Ltd.
SPECS Limited
Stage2Data Inc.
Success Office Systems
SwissRe/Corporate Solutions
The Guarantee Co. of North America
Totten Insurance Group
Trans Canada Insurance Marketing Inc.
TuGo
Winmar Property Restoration Specialists
Wynward Insurance Group
Zywave
WE ARE THE COMPLEX LOSS EXPERTS
WE SERVE YOU BETTER
18 OFFICES COAST TO COAST
SPECS provides the insurance
industry with expert, impartial,
and comprehensive structural consultation. Our
customers benefit from: precise valuation of damages,
accurate reserves, a reduction in claim cycle times and
enhanced claimant satisfaction.
You can trust SPECS for pre- and post-loss consultation
with any residential, commercial, industrial, or CAT
claim. And now we provide the same great expertise
for contents, and large technical claims.
Ethics - Excellence - Value - Teamwork
866-333-0803 | www.specs.ca
2015 ©All rights reserved. Specialized Property Evaluation Control Services Limited
23
Your
specialty mga
PAL thanks our valued Saskatchewan Brokers!
Hospitality programs
Host Liquor & Special Event Liability
Weddinguard
Server Liability
Performer Liability
Event Planners
Caterer Liability
Exhibitor/Vendor & Kiosk Liability
contingency programs
Event Cancellation/Non-appearance
Prize Indemnity
UniqUe property coverages
Contents in Storage
ATM, VLT & Vending Machines
Miscellaneous Property
automatic rates and instant policy
issuance available for most pal
products online!
www.palcanada.com
25
26
The Wawanesa
Select Series
Office | Salon | Realty | Retail | Professional | Wholesale
Designed for business owners,
the Select Series provides comprehensive
commercial product packages with optional
coverages offered at an exceptional value.
Contact your Wawanesa Insurance
representative to learn about
our innovative solutions.
wawanesa.com
AUTO
|
HOME
|
BUSINESS
|
FARM
|
LIFE AND GROUP
NEW SEASON UPDATE
The partnership between the Western Hockey League and the members of the four western
insurance broker associations continues to improve and grow. Now there will be even more
opportunities for eligible member brokers to use their clients’ love of hockey to talk about
broker value. Here’s what the program includes:
•
Insurance Goal of the Game – In our third season,
brokers continue to sponsor the Insurance Goal of
the Game in all WHL games in Western Canada. Often
assuring victory for a team that was in the lead,
insurance goals scored at WHL games are announced as
sponsored by “your local insurance broker.”
•
Weekly “Goals Of The Game” highlight package
– The www.whl.ca website features a link to weekly
goal highlights. The video links are also available for
distribution to insurance brokers who wish to play the
same weekly highlight video on their websites or on
their office monitors.
•
Player Safety Initiatives – The WHL has produced
a series of Equipment Safety Videos available on the
www.whl.ca website. There is also a corresponding
Equipment Safety Manual available for download there
as well as association websites. This initiative helps
protect kids and aligns well with the broker role as
advisor in ways to reduce risk.
•
Hockey In Your Office – Bring the WHL action into your
brokerage with exciting point-of-sale items: weekly
video clips, a WHL jersey contest and grand prize trip
for two to the 2016 MasterCard Memorial Cup. Get
involved by posting the WHL/BIPPER window decal and
pass out the safety information to interested hockey
organizations and broker customers.
PLAYER SAFETY PROGRAM
N
CE S
T
N
E
M
EQU I P
T
EQU I PMAENN
UAL
New for 2015-2016 season, the WHL’s Player Safety Program includes WHL and young
amateur players demonstrating the proper fit for hockey apparel and equipment. Hosted
by Saskatoon Blades Assistant GM Steve Hildebrand, the videos and accompanying
Equipment Safety Manual show families the safe way to fit and wear hockey gear.
Brokers can help pass these safety and risk-management messages on to junior and
amateur hockey groups in their communities.
L
A
U
N
A
M
SA FET Y
SA FET Y M
f
s.
Safe Play
Your Guide To
L.CA
ldebrand,
mundrud.
n Chambers.
The complete series of videos are hosted at www.whl.ca and are a must for the new
hockey family just venturing out to outfit a young player or for parents upgrading their
child’s equipment. The
video series also has
a complete section
designed for upcoming
goaltenders that stress
the proper way to stay
safe on the ice.
.
ghts Reserved
n.
sent is forbidde
I B A M
•
I B A S
•
I B A A
•
I B A B C
PROVINCIAL
INITIATIVES
CONTESTS
The partnership also creates an
opportunity to bring fan loyalty into
your brokerage and reward your
customers’ loyalty. The WHL Jersey
Contest features a draw for a WHL
team jersey of your choice. Then it
gets exciting as the jersey winner from
each brokerage will be entered into
a provincial draw for the grand prize
trip for two including accommodation
and expenses to the 2016 MasterCard
Memorial Cup in Red Deer, Alberta.
IBAM
IBAM and its member brokers have
long been supporters of the Manitoba Junior Hockey League (MJHL) and
Manitoba professional & minor hockey in general. Brokers are involved
at every level – from coaching their
kid’s teams to being sponsors of local
teams, arenas and annual tournaments – MB brokers are ever present
in their communities.
Olivia Doerksen, P: 204 488 1857
[email protected]
Other programs in the works include
complete player equipment packages
courtesy of the WHL and Reebok.
Keep in touch with your provincial
association office for more.
IBAS
VIDEO HIGHLIGHTS
IBAS is proud to support both the
WHL and SJHL. We’ve expanded our
partnership with the SJHL to sponsor
the Top Defenseman of the Year
Trophy, which ties into the concept of
‘protection’. Members will have more
opportunity to get involved locally in
both campaigns this season. Watch
for further details.
Lisa Schill, P: 306 525 4080
[email protected]
Insurance Goal Of The Game is an event that
happens nearly every night in arenas across
Western Canada. Weekly goal highlights are
then uploaded to www.whl.ca. Use the link to
bring the highlights from WHL games to display
on your office monitors. Customers can watch
the highlight goal-scoring of the week while in
your waiting area.
IBAA
Returning again to sponsor the
Mac’s AAA Midget’s Tournament,
IBAA brokers are a proud, visible
presence at hockey games - from
the local to the national arenas.
Before the WHL Insurance Goal
of the Game, IBAA participated
in the AJHL Goal of the Game.
IBAA, P: 780 424 3320
[email protected]
OUR SPONSOR
IBABC
The western provincial Insurance Goals Program for 2015-16 has received
another tremendous assist from Wawanesa Insurance. Its support has allowed
the associations to expand their involvement in the WHL program to include the
new Player Safety Program as well as more grassroots hockey initiatives in every
corner of the each province. This collaboration continues to set higher goals to
promote the broker channel. The support of Wawanesa Insurance and more than
2000 member broker offices is the insurance goal that assures a win for all.
BC brokers have strongly aligned
themselves with hockey over the
past decades. From appearing on
Stanley Cup Playoffs and gold-medal
Olympic Games to members’ support of
amateur teams at their local rinks, BC
brokers have always been right there.
Gillian Blore, P: 604 606 8011
[email protected]
Thank you, Wawanesa Insurance.
I B A M
•
I B A S
•
I B A A
•
I B A B C
IBAS EDUCATION
IBAS Congratulates
Education Graduates
CAIB GRADS
The Canadian Accredited Insurance Broker (CAIB) program is specifically designed for
P&C insurance brokers and provides formal, fundamental insurance knowledge that will
help develop business competency and enhance career opportunities. It is comprised
of four extensive courses of general insurance studies pertaining to Personal Lines,
Commercial Lines and Brokerage Management. The CAIB designation carries with it
the responsibility to continue the process of ongoing professional development.
The Class of 2015 consisted of 54 members who successfully completed the
program and earned the right to use the coveted CAIB designation. The graduates
were recognized at the Awards Luncheon held at the IBAS Convention in Saskatoon in
October, where they received their certificates and lapel pins.
Each year IBAS presents an award to the CAIB graduate who achieves the highest
academic standing. This year’s recipient was Russell Siebert of Southey Agencies Inc.
in Southey. He received a plaque and a $500 cheque in recognition of his accomplishment.
Congratulations Russell!
Disaster Clean-up & Construction Services
WHEN DISASTER STRIKES
Call Lydale, one of Western Canada’s most trusted
disaster clean-up and restoration specialists
Saskatoon
Regina
1-877-333-9444
Prince Albert
1-877-333-9442
Edmonton
1-866-457-1200
1-877-959-3253
Calgary
1-877-844-1200
www.lydale.com
30
SASKATCHEWAN BROKER
WINTER 2015
PHOTO CAPTIONS:
TOP LEFT:
Russell Siebert receives CAIB Award from
IBAS President Dave Nussbaumer and
IBAC Past President Stephan Bernatchez.
TOP RIGHT:
Congratulations 2015 CAIB Grads
Front Row (L-R): Janelle Catherwood;
Nicole Friesen; Ella Kemps;
Charmaine Wudrick; Deanna Cole;
Anita Bencharski; Colleen Statler;
Pier-Luc Doyon; Megan Kaytor;
Orla Ni Loideain.
Second Row: Lori Harrison; Crystal Erber;
Larry Gera; Jessica Yelland;
Katelyn McCracken; Will Smith;
Rosella Harms; Jena-Le Brad;
Derra Froess; Jeannine Opseth;
Caroline Blight; Candise McGonigal;
Karen Russill; Traci-Lynn Yelle.
Third Row: Michael Thorley;
Nicole Yanoshewski; Christina Pylypchuk;
Debbie Mushanski; Tara Fraser;
Pamela Mechor; Arun Masand;
Lorrine Kessler; Nicole Ruiter;
Alicia Sentes.
Back Row: Karen Foulds; Gregory Ballek;
Landon Armstrong; Tyler Treso;
Russell Siebert; Krista Schroeder;
Cam Berner; Kimberley Schneider.
Missing: Bailey Althouse; Melissa Baback;
Deana Clark; Colleen Crowther;
Benjamin Douan; Allyssa Duck;
Mark Gottselig; Janine Heal;
Stephen McDonald.
IBAS EDUCATION
IBAS scholarship
awarded
VISIT US ONLINE
www.ibas.ca
IBAS is a strong supporter of youth
and education and has a long history
of promoting enhanced professional
standards in the insurance industry.
As such, IBAS is proud to present
a $1,000 scholarship to the child of an
IBAS member who is a Saskatchewan
resident, graduating from high school
and entering his/her first year of postsecondary studies.
This year, the IBAS Scholarship was
awarded to Hayley Johnston, daughter
of Gena Johnston of Walter Agencies Ltd.
in Rosthern. Hayley maintained a strong
academic standing while participating in numerous extra-curricular activities.
While attending high school, she volunteered her time with numerous organizations
and was also employed by Walter Agencies. She certainly demonstrates the type of
character that IBAS is proud to encourage and support.
Hayley is currently enrolled at the University of Saskatchewan.
Professional, Excellence, Success.
CPIB Program
The Canadian Professional
Insurance Broker (CPIB) is a senior
designation program specifically
designed to elevate the knowledge
of Property and Casualty Insurance
Brokers.
The CPIB is a university level course
with strict admission prerequisites
set at either the CAIB or CIP
designation.
Elevate
Your
Career.
The CPIB has three distinct streams:
Personal Lines, Commercial Lines,
and Broker Management. To earn
the designation, brokers must
complete six courses (three
mandatory and three elective).
Upon completion, successful
candidates will be awarded
the nationally recognized
professional designation CPIB.
Please contact IBAS for more
information.
306-525-5900
[email protected]
www.ibas.ca
Canadian Professional
Insurance Broker (CPIB)
WINTER 2015
SASKATCHEWAN BROKER
31
The best way to be the
best you can be is to
learn from the best.
So you're a broker. Congratulations – you are a member of a
fulfilling and highly regarded profession, with no doubt a long
and successful career ahead of you.
Smart brokers – of whatever age, and no matter their years of
experience – will always be seeking to improve themselves,
to hone their skills, to serve their customers and their
brokerages ever more efficiently and effectively.
After all, the only good time to rest on your laurels is when you've retired from the business.
Which is why the Professional Development programs available from your local insurance brokers
association are designed to provide ongoing quality education as a key to building successful careers.
This unrivalled path of continuous learning has been developed by the best brokers for brokers
who want to be their best. Building from the Fundamentals of Insurance, through core courses
such as CAIB, through to university level programs like CPIB and the Online Broker MBA
and H.B.Com, with many specialist courses – such as Professional Selling, Producer
Academy and more – available in parallel, each step is a step in the right direction: up.
So, consider your options. Stay where you are and get left behind.
Or step up to the plate and be the best you can be. The best educators
are waiting for you.
For more information, contact your local insurance brokers
association.
Aurora Underwriting
Services Inc.
A Truly Independent MGA with no Retail or International Affiliations.
Contact For Quotes/Information or Questions
Nona McCreedy –[email protected]
Lyndsay Rankin – [email protected]
John McCreedy – [email protected]
Toll Free: 1-866-328-1314
Commercial Property,
CGL’s, Umbrella’s, Excess Liability,
Cargo, Excess Cargo,
High Value Homes, Farms, Fine Arts,
Contractors Equipment, Trip Transit,
Errors & Omissions, Directors & Officers,
COC’s, Kidnap & Ransom, Environmental Impairment,
Stand Alone Crime Cover, Stand Alone Equipment Breakdown.
WWW.AURORAUNDERWRITING.COM
Congratulations to
Henderson Insurance
Celebrating 50 years of success!
At Aviva, we work with brokers like
Henderson Insurance to provide customers
with the right coverage based on their needs.
We’re proud of our history together
and look forward to many more years
of serving the community.
avivapartner.ca
Insurance | Home | Auto | Leisure & Lifestyle | Business
Aviva and the Aviva logo are trademarks used under license by the licensor.
MC-15-1202-Henderson Insurance- 50th Anniversary- SK Broker.indd 1
2015-11-16 10:27 AM
Congratulations
Henderson Insurance
on your 50th anniversary!
www.sgicanada.ca
Warm wishes from your friends at SGI CANADA. Here’s to many more years of working together.
34
SASKATCHEWAN BROKER
WINTER 2015
50th anniversary for
Henderson Insurance
B
eing in business for 50 years is an
incredible feat for any enterprise.
When the industry in which
that business exists – in this case,
general insurance with all its economic
downturns, mergers, acquisitions and
other vagaries – that feat is even more
special. The significance of 50 years
in business is certainly not lost on the
team at Henderson Insurance Inc.
and spokesman Dave Reidy, President
and CEO.
“We are honoured to be celebrating
50 years in business,” Reidy tells
Saskatchewan Broker. “Insurance is a
‘people’ business and we have been
very fortunate to have had great people
working with us as customers, and for us
as employees.”
Dave Reidy, President
THE HISTORY
In 1965, Frank Reidy purchased a small
brokerage in Moose Jaw with a plan to
grow the business while at the same time
helping the people and businesses in the
community by offering advice around
the management of risk. Two years later,
in 1967, Frank formed Henderson Hail
Agencies Ltd., strategically located in the
middle of Saskatchewan’s farming belt.
Frank grew Henderson Insurance through
the ‘60s, ‘70s and ‘80s, establishing
branches for a period of time in Regina,
Calgary, Winnipeg and Saskatoon.
In the 1980s, the next generation
of the Reidy clan began joining the firm.
Greg Reidy signed on in 1984 after
graduating with a B.Sc. from the
University of Regina. He was instrumental
in leading the company’s IT initiative
over the next few years. He assumed the
role of President and CEO in 1995. Also
during this time, family matriarch Giv
Reidy, having been a homemaker while
raising the children, decided it was time
to join the operation and worked in the
office for the next 15 years, contributing
much to the culture of the brokerage
with her winning personality and keen
eye for office efficiency.
In 1990, Rick Smith joined Henderson
Insurance after a successful career with
a direct writing insurance company.
Rick brought a different approach to
sales that has become the foundation
for the growth culture that Henderson
enjoys today. Currently, he is Senior Vice
President of Henderson Insurance.
Late in the ‘90s, Dennis Reidy and
David Reidy joined the Henderson team
after careers in teaching and coaching.
They brought with them skills in program
and team building, culture nourishment,
planning, accountability and leadership.
In 1998, Frank sold the brokerage to
Greg, Dennis, Rick and David. This
ownership structure remains intact today.
The next seven years was marked
by great growth as the company was
exposed to a variety of new industry
segments from farm equipment dealers
to non-profits to ski hills to auto dealers
to manufacturers. The main segment
of their business, however, remained in
the Commercial Construction industry
due to the brokerage’s expertise in the
handling of Contract Surety Bonding.
In September 2004, Dave became
President and CEO as Greg moved
over to help Dennis grow Henderson
Rick Smith, Sr. Vice President
Hail Agencies. The next five years
featured tremendous growth throughout
Henderson Insurance. During this
time, the brokerage acquired Jordan
Ewart Insurance in Regina, giving the
enterprise a much sought after location
in the capital city. Today, Henderson
Insurance Inc.’s book of business is
75% Commercial and 25% Personal.
It employs 30 people in its Moose Jaw
head office and Regina branch.
BUSINESS PHILOSOPHY
Asked if the company followed a
specific business philosophy in its rise to
prominence, Dave Reidy says, “Around
2005, we wrote down our core values (see
Sidebar), a set of beliefs we had been
following since the brokerage opened
its doors. They boil down to putting
our clients first and bringing to them
solutions that are much more than the
insurance product – a value that extends
beyond insurance. To accomplish this,
each and every individual at Henderson
Insurance must be committed to
constantly learning – about our industry,
about our clients and about ourselves!”
Dave states that this commitment to
lifelong learning is a trait they look for
WINTER 2015
SASKATCHEWAN BROKER
35
Henderson Insurance receiving its 50-Year Broker Award from SGI.
(L-R) Minister of SGI, the Hon. Don McMorris; Dave Reidy; Frank Reidy;
Rick Smith; Dennis Reidy; Greg Reidy, and President of SGI,
Andrew Cartmell
when hiring and, at the same
time, has been a marvelous selling
feature in attracting quality people to
the brokerage.
THE PEOPLE
Dave gives full credit to his parents
(Frank and the late Giv) for instilling
the values in their children that served
them well in the business arena.
‘100 Years of Henderson Insurance’ at Colette Delwo’s
retirement celebration: (L-R) Patti Wilson (24 years),
Mike Hudey (21 years), Colette Delwo (30 years) and
Rick Smith (26 years)
“We didn’t have to learn how to treat
our customers,” he says. “It came
naturally because that was how we
were brought up to deal with people in
general – treat people the way you wish
to be treated.”
This manner of treating customers
attracts ‘people first’ employees who
tend to remain with the company
for many years. “Last month, we
Half a century
of success.
Congratulations to Henderson Insurance Inc. on celebrating
their 50 year anniversary in the insurance industry.
You should be proud of your accomplishement!
The BIP logo is a registered trademark of the Insurance Brokers Association of Canada (IBAC). All other trademarks are property of Intact Financial Corporation used under license. © 2015 Intact Insurance Company.
36
SASKATCHEWAN BROKER
WINTER 2015
celebrated the retirement of Colette
Delwo, “ states Dave. “Colette had
been with us for 29 years. Also at
the celebration were Patti Wilson
(25 years) and Mike Hudey (21 years).
That tells us we are doing something
right as loyalty and dedication like that
are rare in this day and age.”
Dave says, “We continue to add
talented people with diverse skill sets.
By doing this we not only strengthen
our team, but our value proposition
to our clients.”
GIVING BACK
Team members at Henderson
Insurance fervently believe in
supporting the community in which
they live and work, whether through
financial donations or volunteer time.
Team members like Tony Dreger,
Amy Renneberg and Rochelle Rieken
are regular volunteers with local
sporting teams and community groups.
A couple of years ago, Henderson
Insurance made a strong financial
commitment to Mosaic Place, the
impressive nearby multi-purpose
arena that opened its doors in
August 2011.
More recently, Dave Reidy chaired
the Capital Equipment Campaign for
the new Dr. F. H. Wigmore Regional
Hospital. Incredibly, the campaign
smashed its goal by raising over
$8 million. Part of the funds raised
was a $100,000 donation from the
brokerage made in memory of Giv
Reidy to the hospital’s state-of-the-art
Intensive Care Unit.
Panel discussion at the most recent Henderson Risk Education
Series Event. The brokerage offers these events to the business
community twice per year. In this photo four business leaders are
participating in a forum discussion on Business Continuity.
The company is also a past winner
of the Moose Jaw Business Excellence
Award for Community Service, awarded by
the Moose Jaw Chamber of Commerce.
THE FUTURE
Looking ahead, Dave says the
brokerage is focused on “continued
growth and improvement.” He adds,
“We are starting to diversify our
Part of the crowd working through some exercises from the Business
Continuity event. Generally, 80-100 business leaders attend these
events. Topics have ranged from Business Continuity, Cyber Risk,
Hiring for Culture, Emerging Risk, Personal Branding, and more.
product offering into risk beyond
insurance, offering hazard, business
and strategic risk assessments, plans
and services.
“There are significant challenges
ahead for our industry, but with those
challenges come opportunities. By being
unique and having a diverse team of
professionals, we are positioned to give
clients what they need.”
CONCLUSION
Asked to look back on his career and
the company’s 50 years in business,
Dave Reidy says, “It has been great!
We are fortunate to be able to work
with great people, both our team
and our clients. We are passionate
about continuing to grow, and change
Henderson Insurance as the landscape
changes around us.”
Henderson Insurance Inc.’s
CORE VALUES
Value
Our clients are why our organization exists.
Results
We deliver results interdependently with all the parties
that are depending on us.
Challenging Goals
Challenging visions and goals are vital to our success.
Strengths
We place people in roles that align with their Strengths
and Natural Talents.
Life Long Learning
Our ongoing development is a critical component of our
success as individuals and as a team.
Mutual Respect
All people play an important role. All of these roles are
valued and shall be treated with mutual professional respect.
Accountability
We know that for us to achieve our Vision, we must be an
organization driven by Personal Accountability.
WINTER 2015
SASKATCHEWAN BROKER
37
BUSINESS ISSUES
Matthew Davis, Claims Manager and Mary Ellen Martin, Claims Specialist, Swiss Re Corporate Solutions
When at a crossroads – choose wisely
H
umans are fascinated by the
notion of choosing between
options. Whether in literature
(The Lady or the Tiger?), music
(Cross Road Blues) or the simple act
of shopping (paper or plastic?), we
relish knowing: you can’t have it both
ways. That perception is even cast in
nature, for example, in Heisenberg’s
‘Uncertainty Principle,’ which concludes
that you can never simultaneously know
the exact position and the exact speed
of an object. The reasons are complex,
but the implications relatively simple:
you have to choose between the two
and understand the ramifications of
your decision.
Insurance brokers are no strangers
to this concept, as they routinely find
themselves at one crossroad or another
in the service of their clients. Two paths
that, at first glance, seem parallel may,
in fact, lead in very different directions.
That is absolutely true of deciding
between ‘occurrence’ and ‘claims
made’ insurance policies. Put simply,
the former provides coverage for loss
events that occur during the policy year,
while the latter provides coverage for
claims that are made during the policy
year. Though the vast majority of the
language contained in the two policies
may be identical, a subtle shift in the
DNA of one versus the other can lead to
very different outcomes. Take it from an
E&O professional: they’re not all good.
Most coverages tend to be written
on one form or the other, but a few
can be written on either. Assume,
for example, that the claims made
policy in place provides ‘full prior
acts’ coverage, meaning that if an
undiscovered error that happened
years ago has finally come to light and
a claim is made, it will still be covered
even though the policy in place at the
time of the mistake has long since
lapsed. That’s the beauty of claims
made coverage.
Now the peril: if an unwitting broker
gets a quote on replacement coverage,
he may well find that his new market
offers a surprisingly competitive price.
One possible reason: the broker is really
good at his job. Another: he failed to
note that the replacement policy will
switch the insured from ‘claims made’ to
‘occurrence’ coverage, thereby creating
a gap in coverage.
“Impossible!” the broker proclaims
with certainty, “The old policy expired
at midnight and the new policy began at
12:01. No gap!”
Look again. Where the renewal
policy would have continued to provide
‘full prior acts’ coverage for past
years of mistakes (so long as they are
discovered and a claim is made during
that policy period – including some
claims for loss events that occur during
the policy period), the occurrence policy
provides coverage for loss events in the
current year, but none for prior years.
As a result, the customer is now without
coverage for events occurring in prior
years, many of which are still within the
statute of limitations for civil lawsuits.
One remedial option is to purchase a
‘tail’ or an “extended reporting period”
on the replaced policy. (This typically
has to be done within a short time
frame.) Bear in mind, though, that many
provincial limitation periods run for two
years – and perhaps longer when you
consider ‘discovery rules’ that extend
the time period for ‘hidden’ errors – so
the tail probably should at least match,
and probably exceed, all applicable
limitation periods. Plus, the cost of such
a ‘tail’ will likely be high – often several
times the cost of simply renewing the
prior policy. Add that to the cost of the
new ‘occurrence’ policy and the bargain
isn’t nearly as good.
The same thing can happen when
switching from one claims made policy
to a competitor’s. Some claims made
policies will include a ‘retro date’ at
inception of the first policy that has
the effect of barring coverage for any
negligent acts/losses in prior years
even though no claim has been made.
Of course the replacement policy
is priced lower: it cuts off years of
potential liability, which the renewal
policy would continue to cover – an
‘apples and lemons’ comparison if
ever there was one. Again, tail
coverage is likely available from the
current carrier, but that cost really
should be added to the would-be
replacement policy for a more accurate
side-by-side comparison.
Finally, switching from to
‘occurrence’ to ‘claims made,’ too, can
cause problems. In theory, a series
of occurrence policies would provide
protection for those prior policy years,
with a new claims made replacement
policy simply adding to the coverage.
What the broker may find, though, is
that his customer’s final occurrence
policy imposed a time limit on reporting
new claims that would not have been an
issue had that policy renewed. Couple
that with a claims made policy that sets
a retro date at policy inception and
we’re back to a serious gap in coverage
despite the fact the policy periods fit
edge to edge with no daylight between.
The parting lines of a poem by
Robert Frost says, “Two roads diverged
in a wood, and I – I took the one less
traveled by, and that has made all the
difference.” Odds are, far fewer will
recall his shrewd opening observation,
that “[S]orry I could not travel both and
be one traveler, long I stood and looked
down one as far as I could…” Frost
studied his options carefully before
making a choice, as should you. Rest
assured, which road you take in offering
recommendations between policies
will make all the difference for you and,
especially, your insured.
Choose wisely.
WINTER 2015
SASKATCHEWAN BROKER
39
BUSINESS ISSUES
Bill Adams, Vice-President, Western and Pacific, Insurance Bureau of Canada
Cyber liability – it’s here
I
was impressed by the theme of
this year’s IBAS 2015 Convention in
October – Seeing Things Differently.
The sessions complemented the
Convention’s theme, especially the
session addressing how the pace and
power of technology is transforming
our business, the challenges and
opportunities this affords us, and what
it all means for the duty of care that
brokers owe their clients.
Cyber liability falls squarely into this
subject of rapid change precipitated
by technology. It’s been a hot topic in
the news in recent months and years,
including some front-page attention
last year when hackers stole and
released data from the systems of Sony
Pictures in protest to the company’s
movie The Interview.
Other notable recent security breach
cases include:
• The loss of a thumb drive containing
personal information by an Ontario
nurse, costing her employer $500,000.
• A Canadian bank forced to
compensate customers when
personal information was accidentally
faxed to unauthorized third parties.
• A car company sued over a hard
drive that went missing.
Other than Sony Pictures, all these
events occurred in Canada, and there are
many others. Cyber risk is growing and
takes many forms, and no organization –
big or small – is immune.
As with any emerging risk, cyber
liability presents both an opportunity
and a challenge for insurance
companies and their broker partners.
Is your brokerage ahead of the
curve? Do you have the expertise to
offer advice and solutions to your
commercial clients? Also, what about
your own business? Do you know if your
own security risks are protected?
Cyber insurance is one of the fastest
growing areas of insurance, both in
terms of availability and uptake. It has
evolved a fair bit over the past couple
decades. In the 1990s, some court
decisions found that certain types
of cyber risks were covered under
a CGL. In response, some insurers
began excluding electronic data under
the CGL, opening the door for cyber
coverage to be available as a standalone policy or an endorsement.
Initially, the product was mostly
suitable for large, sophisticated clients,
but over the years insurers developed
policies suitable for small and mid-sized
organizations. Currently about 30 insurers
offer a cyber liability insurance solution.
The scope of the coverage varies
by policy, but coverage can include
indemnity for costs resulting from:
• Notifying customers in the event
of a breach
• Hiring a computer forensic
investigator to determine precisely
what data was lost or damaged
• Credit monitoring services for a
specified period
• Privacy lawyer or consultant.
• Crisis management
• Regulatory fines
• Loss of business income
The move towards government
mandated mandatory breach reporting
plays a significant role in defining the
scope of this exposure. In the US, 46
states have mandatory breach reporting
laws. Wherever such laws exist, class
action lawsuits increase.
In Canada, Alberta is the only
province with its own mandatory breach
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BUSINESS ISSUES
reporting laws, but it’s safe to assume
the rest of the country will follow suit.
And, the federal government has passed
Bill S-4, which amends the Personal
Information Protection and Electronic
Documents Act to impose mandatory
notification and reporting obligations
of data breaches to the Privacy
Commissioner, affected individuals and
potentially other organizations under
prescribed circumstances. The bill is
passed, but hasn’t taken effect yet.
As breach reporting obligations
increase, expect a sharp spike in interest
in cyber insurance from commercial
clients large and small.
We’re all still learning about this
emerging risk. In a recent news report,
Robert Hartwig, President of the
Insurance Information Institute said:
“This is like insuring aircraft in 1915 –
there’s a lot more we don’t know than
we do at this point. And I think part
of this involves developing expertise,
developing databases that help us
understand the nature of these attacks.”
As we go through this learning
process, brokers are on the front lines,
handling questions from commercial
clients with (understandably) rising
concerns and interest in what our
industry can offer them. Forward thinking
brokerages are already building their
knowledge so they can offer tailored
solutions to suit their clients’ needs.
At the same time, it’s important to
make sure your own shop is protected.
Financial businesses, being in
possession of personal and sensitive
information, are especially vulnerable;
even more so if you use e-commerce as
a method of distribution, or if you have
employees who carry around devices
that could contain sensitive information.
The potential costs, not
insignificantly, also include reputational
damage. A study by the Canadian
Privacy Commissioner found that 71%
of Canadians believe that protection of
personal information will be one of the
most important issues facing Canadians
in the next 10 years, and 97% said they
want to be informed in the event of
a breach. In other words, customers
expect privacy and have low tolerance
for those who fail to deliver.
There are a number of things you
can do to protect your business: using
encryption on mobile storage devices,
employee training, assigning someone
to be in charge of cyber protection, etc.
A critical first step is to know your
risks. To this end, the Office of the
Superintendent of Financial Institutions
has developed a useful tool: the Cyber
Security Self-Assessment Guide. It’s
voluntary, designed with federally
registered financial institutions in mind,
but can be used by any business as a
starting point to evaluate existing risks
and the quality of protections now in
place. Consider using OSFI’s guide
yourself. Also, consider recommending
it to clients.
Whether or not you use the OSFI
guide as your starting point, it’s
important to be proactive. Cyber
liability is only going to grow, as a risk
and as an opportunity. The smart move
is to act now to ensure your business
does not suffer the costly consequences
of a security breach, and, at the same
time, to take advantage of this rapidly
growing area of business.
Our Expertise. Your Advantage.
Acquirer of Choice:
HUB International is looking for partners who want the opportunity
to grow and manage in an entrepreneurial environment that provides
exceptional operational support.
Why do so many insurance brokerages choose HUB?
One reason is that we understand that acquisitions are combinations
of people, so we pay close attention to make sure the culture fits.
We feel that the people and culture are just as important as
the financials.
For more information:
Keith Jordan, President & CEO
5th Floor, 1661 Portage Avenue
Winnipeg, MB R3J 3T7 Phone: (204) 988-4791
[email protected]
Insurance Services
www.hubinternational.com
WINTER 2015
SASKATCHEWAN BROKER
41
BUSINESS ISSUES
Wendy M. Linnell-Ross, Commercial Account Manager,
Commercial Banking, BMO Bank of Montreal, Saskatoon
Broker privacy
I
dentity theft represents one of the
most troubling results of privacy
breaches; this kind of fraud has
affected thousands of Canadians.
This is of particular concern for
insurance brokers, with the privacy of
confidential information becoming
increasingly important in client – broker
relationships. In the normal course
of their business, brokers receive key
personal and business data that must be
protected – a privacy breach can cause
significant and long-term harm to both
a customer and to the broker given the
loss of trust.
Brokers, like any business that
collects personal information, can
take the lead in stemming the rise of
identity theft – helping their clients
and protecting their own reputation
and profits at the same time. It’s
essential for them to develop a
comprehensive plan to protect
their clients’ personal information.
It’s not just the right thing to do –
it’s the law. As well, knowing what
personal information you have in your
possession, and what you are doing
with it, is fundamental to protection
of that information.
Fortunately for brokers, useful
resources are available to help them
comply with the law and protect their
clients’ information. Canada’s Office
of the Privacy Commissioner suggests
following a number of measures.
First, limit the amount of information
you collect. Not only does collecting
less information reduce the potential
damage from a breach, it also lowers
the costs from collecting, storing,
retaining and archiving data.
Next, limit the amount of time you
retain the information. There’s no need
to keep a client’s information beyond
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SASKATCHEWAN BROKER
WINTER 2015
[email protected]
BUSINESS ISSUES
what’s necessary for your purposes.
Make sure you have guidelines
and procedures for retention and
destruction of personal information.
It’s also important to ensure client
information is protected against loss
or theft. This requires brokerages
have a security policy, prevent
unauthorized access, disclosure,
copying, use or modification, lock
paper files and computers, and
maintain areas with restricted
access and alarm systems. Encrypt
all computerized records, whether
they are on computers, networks or
remote access devices. Educate your
employees so that they know the
procedures and how to follow them.
Brokers must also ensure they
have good authentication processes.
If someone claims to be a particular
customer, the broker needs to be able
to authenticate that the customer
is who he or she claims to be. In a
financial business like insurance, where
a customer may wish to obtain sensitive
records, such processes are critical.
This can be a difficult task; the creation
of an authentication process that’s
too rigorous or asks unnecessary
questions can be too intrusive in
and of itself. Create a process that’s
appropriately designed given the
sensitivity of the particular information
and the risks associated with it.
Despite our best efforts, data
breaches can still occur. Brokers need
to have a plan ready to implement
if the worst happens and a breach
takes place.
In particular, you must tell those
affected as soon as possible. This is
most important in a situation where
there’s a risk of identity theft or some
other kind of harm.
Notification should include the
following information:
• A list of the type of personal
information disclosed;
• An assessment of the risk of
identity theft as a result of
the breach;
• A description of the measures
taken or that will be taken to
prevent further unauthorized
access to personal information;
• Contact information for affected
individuals to obtain more
information and assistance; and
• Information and advice on what
individuals can do to protect
themselves against identity theft
and fraud.
What’s more, a broker must be
prepared to provide assistance to
all those affected by the breach.
This assistance can include paying for
credit monitoring.
Of course, such a breach may be the
result of a crime. In the case of a breach
where theft is suspected, contact police
immediately. As well, if there’s a risk of
identity fraud, you should also contact
credit reporting agencies.
Finally, be sure you notify the Office
of the Privacy Commissioner of Canada
whenever there is any kind of breach
involving personal information.
Brokers are gatekeepers for the
privacy of client information. Their
efforts to safeguard personal data are
critical to the safety of their clients and
the reputation of their own businesses
and the industry at large.
At BMO Bank of Montreal, we’re here to help
your brokerage succeed. Our comprehensive
Insurance Broker Program has the tools you
need to achieve your goals.
• Specialized lending1
• Innovative cash management services
• Tailored deposit solutions, such as BMO
DepositEdgeTM cheque scanning technology
• Financing solutions for succession
planning, and more
Your bottom
line is top
of mind.
To learn how the BMO® Insurance Broker
Program can help your bottom line,
contact National Industry Programs at
1-877-629-6262 or by email at
[email protected].
1
Subject to meeting Bank of Montreal’s usual credit granting criteria.
Trademarks of Bank of Montreal.
TM/®
WINTER 2015
SASKATCHEWAN BROKER
43
PRIVACY IS
GOOD BUSINESS
81% of those Canadians surveyed indicate they would choose to do business with a company
specifically because it has a good reputation for privacy practices.
As we all know, trust is a critical component of a broker’s
relationship with their customers. Customers trust their broker
to provide professional insurance advice tailored to their
needs and to maintain a high degree of discretion, keeping the
customer’s sensitive personal information confidential.
The Office of the Privacy Commissioner of Canada recently
released its 2014 annual report, which shows a record number
of written submissions about privacy matters, including 44
voluntary reports of data breaches. More than one-third (16) of
the breaches reported in 2014 originated from organizations
in the financial sector, followed by the Internet sector (seven)
and the insurance sector (six). Together, these three sectors
accounted for nearly two-thirds of all breaches reported.
The majority of these incidents were the result of either theft
or unauthorized access to personal information by unidentified
third parties or by employees or former employees.
Breaches in privacy and confidentiality come with serious
consequences on several fronts. Consequences may include
lawsuits, financial penalties, loss of customer trust, reputational
damage to the brokerage and to the insurer, suspension of the
broker licence and General Insurance Council fines. In the case
of motor licence issuing business, breaches of privacy could also
mean suspension from accessing Saskatchewan’s Auto Fund
System (SAM) or conducting motor licence issuing business.
Recent amendments to the Personal Information and
Electronic Documents Act (PIPEDA) in June 2015 have changed
the privacy environment for Brokers. Two key changes are noted:
1. Amendments to the legislation have increased the burden on
brokers and insurers to ensure that a customer understands
how their personal information will be collected, used and
disclosed. In all cases, consent must be fully informed,
meaning the individual must “understand the nature, purpose
and consequence of the collection, use and disclosure of the
personal information to which they are consenting.”
44
SASKATCHEWAN BROKER
WINTER 2015
2. There is now mandatory privacy breach reporting to both
the Canadian Privacy Commissioner and the individual
whose information is breached if “it is reasonable in the
circumstances to believe that the breach creates a real risk
of significant harm to the individual.” Brokers who breach
a customer’s privacy will now be required to report on
these incidents.
Significant harm is defined as “bodily harm, humiliation,
damage to reputation or relationships, loss of employment,
business or professional opportunities, financial loss, identity
theft, negative effects on the credit record and damage to or
loss of property.”
Mandatory breach reporting is also required in Alberta.
One may look to that jurisdiction for some direction when
considering whether reporting is required.
Another current development in the field of privacy is
the recent acceptance by the Courts of the tort of “intrusion
upon seclusion.” The key case is Jones vs. Tsige [2011] OJ
No 1273. This case has resulted in damages being assessed
against an employee for snooping even though there was
no actual disclosure of the information. The facts in this case
are relatively straightforward. Tsige and Jones were bank
employees. Tsige accessed Jones’s personal bank account on
174 occasions over a four-year period. Tsige did not disclose
any of Jones’s personal information to anyone. When Jones
discovered this, she sued Tsige. The Ontario Court recognized
a tort of “intrusion upon seclusion” and awarded Jones
$10,000 in damages.
This case underscores the increasing expectation of
consumers that their personal information be kept confidential
unless there is a business reason for access. Regulators and
legislators continue to support this view. The consequences of
inappropriately accessing personal information can be severe.
Even where information is not disclosed to a third party,
TSW Management Services - 1/4 pg vertical magazine ad 3.375 x 4.625”
accessing personal information without a business reason
exposes your business to both legal and disciplinary action.
Earlier this year, a letter was sent by SGI reminding all motor
licence issuers of the importance of privacy and the potentially
grave impacts of breaches in privacy of Auto Fund customer
information. These impacts are far reaching and can be
devastating to all parties involved, including the harmed party,
the individual accessing the information and the company that
holds the information. It is never okay to violate someone’s
privacy. Unfortunately, SGI continues to experience situations
where these restrictions are not followed, and must take
appropriate disciplinary action.
Customers trust brokers and issuers to collect, maintain and
protect many sensitive pieces of personal information. For the
protection of your business, it is important that you and each of
your staff are aware of the obligations under PIPEDA, whether
handling Auto Fund transactions or insurance policies. SGI
has created an eLearning module to educate your staff about
privacy obligations and implications, as well as SGI’s policies
and expectations. It is available to brokers and issuing staff
through eLearning in the Electronic Knowledge Platform (EKP)
and provides ½ hour of continuing education credit. This is an
important issue and we ask you to ensure you and all staff have
training in this area. Together IBAS, SGI, brokers and issuers can
ensure that our customers’ information is protected and secure.
Complex
Commercial Risk
Wholesale
SPECIALISTS
Dave Weinberg CIP
Western Regional Manager
Direct: 604-678-5405
[email protected]
www.tsw-management.ca
This article was authored by SGI and approved by IBAS as
Toll-free: 1-866-904-8146 • Fax: 604-678-6882
a means
reminding
brokers
about theInsurancewest
importance of the
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privacy
within our industry.
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Comments: Revise May 2012 in-house production
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Insurance Brokerage specializes in personal, commercial, farm, and
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workplace culture. At Knight Archer we are committed to having the
best trained and most knowledgeable staff in the industry. Visit
www.knightarcher.com/careers to view available positions or submit
a general resume.
knightarcher.com
INDUSTRY NEWS
Applied Epic’s Canadian user base grows 300% year-over-year
Applied Systems has announced that its
Applied Epic software user base has increased
by approximately 300% year-over-year in the
Canadian marketplace. Leading brokers have
converted from other brokerage management
systems to benefit from the standardized
business operations and scalability delivered
by Applied Epic. Also, as demand continues
to increase for online access, the cloud version
of Applied Epic, Applied EpicOnline, has
been selected by 90% of new Applied Epic
brokerages.
Applied Epic provides a single, integrated application for brokerages to manage all of their customer
relationships, policy and benefits administration, and
financial accounting more efficiently. The system
seamlessly integrates other applications and
provides scalability for brokerages with multiple,
global locations to manage expansion and business
growth. Applied Epic delivers a comprehensive view
of client information and internal operations through
an intuitive user interface, enabling users to make
more informed decisions about their business and
capitalize quickly on new opportunities.
Diane Brickner Invitational raises over $17,000 for charity
Peace Hills reported that over 120 golfers enjoyed
a much warmer day for the 2nd annual Diane
Brickner Invitational this year. The tournament
took place on June 15 at the Edmonton Garrison
Memorial Golf & Country Club. Slushies were
flowing and all attendees had a great time.
Participants enjoyed 18 holes of golf, fine food,
prizes, challenges, raffles, silent auctions and
more food!
The tournament was once again in support of
Sport Central, an organization that provides new
and gently used sports equipment to children in
need. Sport Central has served across Canada
and, through the generous support of golfers and
sponsors, it was able to raise $17,359.25 for the cause.
Special thanks to volunteers, golfers, Peace
Hills staff and the staff at the Garrison for making
this event a success!
tcim.ca
807-177 Lombard Ave
Winnipeg, Manitoba R3B 0W5
204-925-8276 Fx: 204-925-8279
Gille LeBlanc
514-583-9604
gleblanc@
profescau.com
Remi Pajot
204-925-8274
[email protected]
Peter Harper
204-291-2684
[email protected]
Colette Rezansoff
204-925-8262
crezansoff@
tcim.ca
Marli Baluk
204-925-8275
[email protected]
Jim Robinson
204-925-8260
[email protected]
Shelley Tanchak
204-806-8142
[email protected]
Linda Cyrenne
204-806-8074
[email protected]
Marie-Anne
Shewchuk
204-925-8272
[email protected]
Chantal Antonakis
204-925-8265
[email protected]
Darla Sinclair
204-925-8261
[email protected]
Deanna Daigneault
204-925-8834
[email protected]
Leigh Rhymer
204-925-8273
[email protected]
Bonnie Penner
204-925-8270
[email protected]
Cortney Partaker
204-925-8836
[email protected]
Tammy Fontaine
204-925-8278
[email protected]
Carolyn Rempel
204-925-8837
[email protected]
Miranda Morden
204-925-8277
[email protected]
Christie Kumar
604-584-9494
[email protected]
Jim Crighton
613-599-5672
[email protected]
Derrick MacLeod
204-390-0991
[email protected]
Mashood Ali
778-372-8246
[email protected]
Cheryl Fortier
604-534-3280
[email protected]
Jenny Di Tomaso
204-799-4048
[email protected]
Randy Buschmann
403-982-0082
rbuschmann@
tcim.ca
Donna Morrison
403-982-0082
[email protected]
Shirley Gauthier
450-629-2227
[email protected]
WINTER 2015
SASKATCHEWAN BROKER
47
INDUSTRY NEWS
Mutual Marauders ride Big Bike for Heart and Stroke
On Wednesday, Sept. 23, Red River Mutual staff
rode the Big Bike for Heart and Stroke through the
streets of Altona to raise funds and awareness for
a great cause. The ‘Mutual Marauders’ consisted
of 28 riders, which included Red River Mutual staff
along with representatives from BSI Insurance
and Prairie Insurance Brokers who raised $4,000
in donations. Since 2009, Red River Mutual staff
and supporting brokers have raised over $26,500
riding the Big Bike for Heart and Stroke.
Thanks to IGA, Sun Valley Co-op, and The Ice
Cream Hut for contributing all of the food for the
appreciation BBQ after the ride.
The Mutual Marauders team is pictured in front of the Red River Mutual
head office in Altona, Manitoba.
2015 Aviva Community Fund
On Oct. 6, Aviva Canada announced that voting
for the 2015 Aviva Community Fund competition
was officially open. After a 20-day submission
period, the Aviva Community Fund has over 300
fantastic ideas for positive change in communities
all across Canada. The ideas each fall within at
least one of the three categories: Community
Resilience, Community Health, and Community
Development, as well as two funding levels: under
$50,000 and between $50,000 and $100,000.
“With the overwhelming number of
submissions we receive each year, it’s clear that
there is a need for this type of funding across
Canada,” said Debora Hendrickson, Aviva
Canada’s Senior VP of Customer & Marketing.
“Now we ask all Canadians to help make positive
change a reality by voting for the ideas that
resonate most with them.”
Voting for Aviva Community Fund ideas
ended October 23 at 4 pm EST. In prior years,
ideas went through two rounds of voting to
make it to the finals; this year there was only one
round of voting. After the voting round the top
30 vote getters (five from each idea category
in the two funding levels) will be evaluated by a
panel of judges using criteria such as impact on
the community, sustainability, submission quality
and creativity.
Winners of the Aviva Community Fund will be
announced on December 2.
CSIO’s mobile map – 62% of Canada’s brokerage
lack a mobile-optimized website
The Centre for Study of Insurance Operations
(CSIO) is pleased to share the results of its
research into the implementation of mobileoptimized websites among CSIO member
brokerages across Canada. The results have been
summarized in an interactive map that illustrates
the mobile adoption rates for each province.
According to a recent Nielsen study, 40% of
the time customers spend viewing insurance
content is on mobile devices and one-third
of customers consider mobile to be the most
important platform for researching insurance
information. CSIO has determined that only 38%
of brokerages across Canada have a mobileoptimized website.
In addition to mobile website adoption rates,
the map also provides an analysis of brokerages
that have a company website. Surprisingly,
48
SASKATCHEWAN BROKER
WINTER 2015
CSIO’s research shows that approximately 18% of
brokerages nationally have no website at all.
“The importance of having a mobile-optimized
web presence cannot be overstated today, as more
and more customers are using their mobile devices
to shop for insurance,” notes Catherine Smola,
CSIO’s President & CEO. “This map provides
compelling evidence that there is a significant
opportunity for brokers to optimize their websites
for mobile, better servicing the online needs of
their existing and potential customers.”
CSIO will update the map on a yearly basis
to track each province’s ongoing adoption of
mobile-optimized websites. Visit CSIO.com/mobilewebsites to view the interactive map and for more
educational materials on implementing a mobileoptimized website, including a white paper and
video featuring broker case studies.
INDUSTRY NEWS
TIC Travel Insurance Coordinators becomes Allianz Global Assistance
Allianz Global Assistance and TIC Travel Insurance
Coordinators (TIC), which merged to form one of
Canada’s largest providers of travel insurance and
assistance in January 2015, officially became one
in both name and brand on November 16, 2015.
According to Canadian CEO, Daniel Wichels, the
rebranding of TIC to Allianz Global Assistance
will have positive implications for partners and
their customers, as well as for new business
prospects. “This rebranding is an important
and symbolic milestone in the integration of
our recently merged entity,” says Wichels. “Our
market presence will be strengthened as a result,
thanks to having a unified brand identity across
all channels we operate in. It will also improve the
consistency of our product and service offerings,
presenting existing and new partners with more
opportunities to cross-promote our unique travel
insurance solutions.”
Partners and customers who were previously
serviced under TIC will also benefit from
the strength of the Allianz brand worldwide.
“Allianz routinely ranks among the top brands
globally in terms of brand value and recognition,”
Wichels continues. “The Allianz name is 125 years
old and can be found in all corners of the world,
appearing on financial institutions across Europe
and Asia, on stadiums in Germany, France,
Australia and Brazil, and through sponsorships
of major sporting and cultural events.
“From a travel insurance perspective, this
unparalleled international presence creates a
significant advantage, since medical providers
worldwide recognize Allianz Global Assistance
as a name they can trust. This brand strength
and recognition can result in more responsive
care in times of need, which is reassuring for
both our partners and their customers who travel
abroad,” says Wichels.
Allianz Global Assistance, which holds longstanding partnerships with many of Canada’s
best known travel, financial and insurance
brands, completed the transition from TIC to
Allianz Global Assistance on November 16, 2015.
Swiss Re Canada gets new CEO
Swiss Re Canada welcomed a
new President and CEO earlier in
the year. Veronica Scotti assumed
the leadership role effective
April 1. Scotti, based in Toronto,
was formerly a Swiss Re client
executive based in Armonk, NY.
Swiss Re Canada’s previous president and
CEO, Sharon Ludlow, left the reinsurer last
year to become President of Aviva Insurance
Company of Canada.
As President and CEO of Swiss Re Canada,
Scotti reports to Eric Smith, President and
CEO of Swiss Re Americas.
SNAP introduces E-Signature to
insurance premium financing market
SNAP Premium Finance (www.snappremiumfinance.com)
is the first premium financing company in Canada to
provide E-Signature services to brokers as part of the
premium financing application process.
“The ability for a broker and his/her client
to sign financing documents electronically is
immensely efficient,” said Kumar Bhaskar, Sr. VP,
SNAP Premium Finance. “It means that the last
stage of the Premium Finance Agreement, getting
it signed, can be completed within seconds. To be
able to sign documents from anywhere, on any
device, is very helpful for clients who are away from
computers. And paperless transactions eliminate
the hassle of printing, scanning and faxing or
sending documents by courier.”
“SNAP’s E-Signature is going to make life much
easier for our clients and brokers,” said Tony
Carlton, CEO, Carlton Insurance Brokers.“ We no
longer have to print or scan the premium finance
agreement for signatures, making the whole
process completely paperless. The result will be a
great experience for both our clients and our team.”
“We are very excited to start using E-Signature
with our clients,” said Mike Ferguson, Account
Manager, Commercial Insurance Division, Ogilvy
Insurance. “Especially for those who are mobile,
such as in transportation; it’ll be great to have the
documents signed right away. We appreciate that
SNAP delivers innovative technology that makes
our job easier.”
SNAP’s E-Signature service is securely
encrypted and managed in compliance with
electronic signature legislation in Canada
and the US.
WINTER 2015
SASKATCHEWAN BROKER
49
INDUSTRY NEWS
Classified Ads
BROKERAGE FOR SALE
COMMERCIAL LINES BROKER
North West Agencies, located in the
thriving community of Buffalo Narrows
in NW Saskatchewan, is for sale. The
owners are eager to sell this turnkey
operation which includes the business,
building and equipment.
Prince Albert Insurance is looking for
a Commercial Lines Broker. As the
successful candidate, you will use your
industry experience and customer
service focus to provide superior service
to our clients. Your previous sales and
customer service experience combined
with your ability to adapt and thrive in
a fast paced team environment will be
essential to success.
Please contact:
Charlie Seright
North West Agencies
Box 159
Buffalo Narrows, SK S0M 0J0
P: 306-235-4684
Email: [email protected]
Qualifications:
• General insurance level 3 licence
• Ability to maintain an existing
commercial book of business
• Ability to provide exceptional
customer service
• Talent to grow and develop
relationships with our existing
clients, new clients, industry related
associates and our community
• Ability to suggest and implement
standardized best practices
procedures
ATTENTION
BROKERS &
BROKERAGE OWNERS
Use Saskatchewan Broker
to promote and build
your business!
Please reply in confidence to:
Ron Wesolowski
Prince Albert Insurance
499 - 15th Street East
Prince Albert, SK S6V 1G1
Send all “Broker in the Community”
submissions and Classified ads to
Lisa Schill in the IBAS office:
[email protected]
PERSONAL LINES BROKER
Galon Insurance & Mortgage Brokers
is currently interviewing for a full-time
licensed Personal Lines Broker for
our Saskatoon locations. We offer the
chance to build a long-term career while
providing the opportunity for growth
and advancement within the company.
Duties include Home, Auto, Tenant,
Condo, and Travel Insurance, customer
service, sales, claims, processing.
We offer an attractive salary
commensurate with your experience;
benefits program; bonus structures;
employee appreciation functions;
flexible schedule.
To be considered for the position,
you must possess a minimum level 1
insurance licence with minimum 1 year
of experience as a personal lines broker.
Please email your cover letter & resume
outlining your relevant experience and
qualifications to:
Jeff Galon
BROKERAGE FOR SALE
Well established Brokerage for Sale
in North Central Sk. Contracts with
SGI Canada, Germania Mutual,
Trans Canada Insurance Marketing
Inc., Premier Marine, Sk. Blue Cross,
seven hail contracts and motor vehicle
issuing. Sale includes building and
all equipment.
Agency is close to many beautiful
Saskatchewan fresh water lakes
offering great fishing as well as many
excellent areas for hunting, quading
and snowmobiling. Dual tract French
Immersion school, arena, curling rink,
hardware, grocery store and more.
Owners and staff are willing to stay on.
Please reply in confidence to:
Insurance Brokers’
Association of Saskatchewan
Box L
Experience the True Blue Difference
™
Support & Training · Collaboration · Loyalty · Expertise · Incentives
sk.bluecross.ca · @SKBlueCross
50
SASKATCHEWAN BROKER
WINTER 2015
We are
Markel.
Commercial general liability
Directors and officers liability
Environmental impairment liability
Professional liability
Property and inland marine
Security and protection industry
Umbrella and excess liability
Helping brokers with effective
insurance solutions since 1966
Calgary
Montreal
Toronto
Vancouver
www.markelinternational.ca
REACH OUR ADVERTISERS
Please contact our advertisers – it’s good business
COMPANY
PAGE
TELEPHONE
WEBSITE
11
866-520-8823
www.allianz-assistance.ca
33
866-328-1314
www.auroraunderwriting.com
3, 34
204-942-0424
www.avivacanada.com
Allianz Global Assistance
Aurora Underwriting Services Inc.
AVIVA Canada
Bank of Montreal
43
416-927-5973
www.bmo.com
Can-Sure Underwriting Ltd.
40
877-685-6533
www.can-sure.com
Douglas Cost Guides Inc.
10
877-284-0028
First General Services Ltd.
7
(877) 888-9111
www.firstgeneral.ca
Frank Cowan Company
53
800-265-4000
www.frankcowan.com
HUB International
41
204-988-4791
www.hubinternational.com
Insurance Institute of Saskatchewan
54
306-525-9799
www.insuranceinstitute.ca
Intact Financial Corporation
36, 56
800-668-8384
www.intactfc.com
Knight Archer Insurance Ltd.
46
306-569-2288
www.knightarcher.com
Lydale
30
(Saskatoon) 877-333-9444/9442 (Regina)
MainStay Suites Saskatoon
38
306 986-1519
www.mainstaysuitessaskatoon.com
Markel
51
800-223-8858
www.markelinternational.ca
Midwest Claims Services
45
306-522-1656
www.midwestclaims.ca
MMFI Saskatchewan
10
800-261-0360
www.mmfi.com
The Mutual Fire Insurance Co. of BC
2
866-417-2272
www.mutualfirebc.com
Pal Insurance Brokers
24
800-265-8098
www.palcanada.com
Peace Hills Insurance
17
800-272-5614
www.peacehillsinsurance.com
Portage Mutual Insurance
34
800-567-7721
www.portagemutual.com
Rainbow International of Saskatoon
55
306-668-3473
www.rainbowintl.com/saskatoon
Rayner Agencies Ltd.
18
306-373-0663
www.rayneragencies.ca
Restorex
42
306-522-3350
www.restorexsask.com
Saskatchewan Blue Cross
50
800-USEBLUE
www.sk.bluecross.ca
Saskatoon Fire & Flood
4
306-934-7477
www.fireandflood.ca
Saskatchewan Mutual Insurance Co.
www.lydale.com
18, 37
306-653-4232
www.saskmutual.com
12, 16, 34
306-751-1674
www.sgicanada.ca
SPECS
23
888-394-4434
www.specs.ca
47
888-261-8276
www.tcim.ca
TSW Management Services Inc.
45
866-904-8146
www.tsw-management.ca
SGI Canada
Wawanesa Insurance
15, 27
888-824-6212
www.wawanesa.com
WINMAR
53
866-494-6627
www.winmar.ca
Wynward
16
To reach Saskatchewan’s general insurance professionals through
Saskatchewan Broker magazine and its targeted readership, please contact me.
KRIS FILLION, Marketing Manager
E-mail: [email protected]
Phone: 204-985-9798
Toll Free: 866-985-9798
52
SASKATCHEWAN BROKER
WINTER 2015
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No Contract Required.
Put one of Canada’s leading specialty Managing General Agents to work for you.
We have product features to fit your client’s needs:
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|
frankcowan.com
WINTER 2015
|
SASKATCHEWAN BROKER
53
Congratulations to
the class of 2015.
The Insurance Institute would like to congratulate all of our 2015 graduates:
Back Row: Andrea Kreiter, Dennis Cookson, Russel Morhart, Janalee Ruecker, Nicole McClelland, Steven Dlamini, Adeyemi Fatai Gbadebo, Jill Boehm, Keith Edwards,
Stan Wesdyk, J.R. (Bob) Tisdale, Alieu Fatty, Amy Yano, Tyler Yano, Jason Hegel, Tamra Griffin, Linda Bilawchuk, Ashton Dahle, Carrie Peterson, Marissa Wild
Middle Row: Traci Campbell, Sonja Giesbrecht, Janelle Kosh, April Korchinski, Lynette Wesdyk, Flordeliza Amurao, Andrea Landega, Rachel Jones, Kristin Pelzer,
Taryn McKee, Tessa Planeto
Front Row: Brittany Rhodes, Shane Ostapowich, Derek Allen, Celeste Dahle, Taylor Demer, Bobbi Tienkamp, Ryan Stephenson, Brianna Hodges, Sharon Voroney,
Bailey Young, Lowen Genoway
Not in Attendance for the photo: Ryan Baron, Jesse Boehm, Katherine Dawal , Susan Fedyk, Marianne Glowa, Darla Henderson, Tyler Hounjet, Susan Juhlin,
Tyler LaBrash, Meghan McPherson, Daniel Pearson, Sheila Schill, Evan Seabrook, Michelle Waller, Rob Wirt
Credit: Michelle Austin Photographer & Designer
Has a recent water, fire or
smoke loss left your
HOME OR BUSINESS
VULNERABLE?
In severe cases of water, fire or smoke damage, your home or
business furnishings and equipment may have to be packed
up and moved to another location for cleaning and storage.
This allows your home to be restored in a more efficient
manner without the concern of contents being damaged.
RAINBOW INTERNATIONAL® IS HERE TO HELP WHEN
YOU NEED US MOST.
24 hour emergency service
Complete digital photo inventory system
Board-ups
Personal content inventory
Personal content protection and
peace of mind
Salvageable and non-salvageable
contents detailed
Debris removal
Off-site content deodourization available
Rapid structural drying
All work performed by certified,
professional and courteous technicians
Guaranteed quick turnaround time
306-668-FIRE
www.rainbowintl.com/saskatoon
Independently owned & operated franchise
Stolen laptop.
Malicious Code.
Hacked network.
The types of privacy breaches are evolving. Your business insurance should too.
Intact Insurance Company’s new cyber endorsement provides first-party coverage for privacy breaches. In the event of a breach, we provide
resources, access to tools and support to help customers get back.
•
•
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Policy limit of $25,000* to spend on related remediation costs
No questionnaire or form is required
Introductory fee of $96 per year
Access to information and services provided by IDT911, an independent service provider
At Intact Insurance, we make protecting your business our priority.
Contact your Broker for more information about Cyber Endorsement.
*Per claim and in the aggregate. Certain conditions, limitations and exclusions apply. The information that appears on this advertisement is provided to you for information purposes only. Your insurance contract prevails at all times. Please consult it for a complete description of coverage and exclusions. Non-insurance services are provided by IDT911, Inc.,
an independent third party. These services provided do not constitute legal advice. If you require legal advice, please consult a lawyer. Intact Financial Corporation and its affiliates assume no responsibility for making the services available to you or for your use of the services. The BIP logo is a registered trademark of the Insurance Brokers Association of
Canada (IBAC). All other trademarks are property of Intact Financial Corporation used under license. © 2015, Intact Insurance Company.

Winter 2015 Saskbroker Magazine

Transcription

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