Education sessions

Sunday, June 8
2-5 p.m.
Emerging diversity in the insurance marketplace
Moderator: Paul Monacelli, CIC, CPIA, ADP/Statewide Insurance Agency
Panelists: Donna Chiapperino, director of marketing, Jimcor Agencies; Reynaldo “Rey” Caudillo, president, Morris County Hispanic–American Chamber of Commerce; David Schuppler, David Schuppler and Associates

Approved for 3 NYCE credits, applicable to ALL licenses. (NYCR-215804)
Approved for 3 NJCE credits. (0506505)
Sponsored by: Young Insurance Professionals

How will the changing demographics of the insurance marketplace affect your business? Learn about the insurance needs, buying/communication preferences and cultural differences of clients and prospects in critical ethnic, gender and age groups. This session features an interactive discussion of esteemed experts.

Monday, June 9
8-11 a.m.
Ocean marine cargo–—sink or swim?
Travelers’ representatives: George Butler, second vice president for business development; Allan Saunders, director, major case marine claims; Thomas Smith, account executive officer

Approved for 3 NYCE credits, applicable to BR, C3, PC and PA licenses.
Approved for 3 NJCE credits. (0506500)
Sponsored by: ADP/Statewide Insurance Agency

Lured by the potential for profit, more and more U.S. businesses are wading into international trade waters. Are you prepared for the potential pitfalls along the way—inadequate coverage, cumbersome claim resolution, inflated marine insurance costs? This course simplifies the challenging issues that many of us face. Keep your customers afloat by preventing unnecessary marine insurance problems, and avoid sinking in the confusing sea of international trade.

8-11 a.m.
Commercial lines renewal review–how to C.Y.A.and keep your clients informed and happy
Steven D. Lyon, CPCU, CRM, CIC, AAI, ARM, AIS, CRIS

Approved for 3 NYCE credits, applicable to BR, PC, C3 and PA licenses. (NYCR-215783)
Approved for 3 NJCE credits. (0506506)
Sponsored by: GNY Insurance Cos.

Don’t let renewal reviews become a lost art, just because you don’t have the time! Keeping your commercial clients informed about changes taking place–not only in the marketplace, but within their own policies at renewal–is mandatory, not a suggestion. Avoid potential errors and omissions claims; learn how to turn valuable time with your client into a competitive advantage, an opportunity to cross-sell and educate your insured.


8-11 a.m.
Client retention and services
Rita Hollada, CPCU, CIC, AAI, CPIA

Approved for 2 NYCE credits, applicable to BR, PC, C3 & PA licenses (NYCR-216022)
Approved for 3 NJCE credits (0506672).
Sponsored by: The Mercer Insurance Group

Retain more clients, and provide them the services they need. Know your clients, their needs and wants, and respond to them in an individualized manner. Rita Hollada will explore the art as well as the science of client retention and service. Learn to provide your clients product excellence, value and outstanding client service to keep them coming back for more.

8-11 a.m.
Umbrella comparison workshop–personal umbrellas
Virginia Bates, LIA

Approved for 3 NYCE credits, applicable to BR, PC, C3 and PA licenses. (NYCR-215782)
Approved for 3 NJCE credits. (0506504)
Sponsored by: AI Risk Specialists Insurance Inc.

Virginia Bates leads the way through the labyrinth of coverage provisions, definitions, exclusions, agreements, supplementary payments, exclusions and conditions common in umbrella products. Follow a hard-luck family through several claim scenarios, and discover a valuable umbrella comparison tool.

2-5 p.m.
Certificates, additional insureds and indemnity agreements
Steven D. Lyon, CPCU, CRM, CIC, AAI, ARM, AIS, CRIS

Submitted for NYCE credits.
Approved for 3 NJCE credits. (0506498)

These commonplace documents are a growing errors and omissions concern. Learn about the “fictitious insured syndrome” and how the words “primary non-contributory” can get you in big trouble. Steven D. Lyon will discuss the advantages and disadvantages of being named additional insured and the ramifications of signing indemnity agreements; ACORD’s rules and standards on a certificate; how the use of the ISO 2004 CGL policy form has changed; and what actually will happen when you have a claim. This eye-opening class will leave you rethinking the way you’ve been doing business.

2-5 p.m.
Understanding product liability exposures
Speakers: James Donovan, Esq. and Kelly Waters, Esq.
Wilson Elser Moskowitz Edelman & Dicker LLP

Approved for 3 NYCE credits, applicable to BR, PC, C3 and PA licenses. (NYCR-215866)
Approved for 3 NJCE credits (0506595)
Sponsored by: Penn National Insurance

How exposed are your clients? Product liability claims are growing and
no one is immune. Manufacturers, wholesalers and even retailers can be drawn into a claim. Participants will learn how, why and what you can do to protect your clients.

2-5 p.m.
The challenge of insuring coastal property
Rita Hollada, CPCU, CIC, AAI, CPIA
Approved for 3 NYCE credits, applicable to BR, PC, C3 & PA licenses. (NYCR-216023)
Approved for 3 NJCE credits 0506673).
Sponsored by: Excess Line Association of New York

Every time the wind blows or the storm surge rises, it becomes harder to insure coastal property. With underwriters throughout the industry fearing the "big one," insuring these unique properties is not business as usual. Many require additional flood and wind insurance and may ultimately be placed in the surplus lines market. Join Rita Hollada as she delves into these issues and the commonly used products.

2-5 p.m.
Profitability camp–solutions that work in a confusing world
Virginia Bates, LIA
Approved for 3 NYCE credits, applicable to ALL licenses. (NYCR-215787)
Approved for 3 NJCE credits. (0506499)

How successful is your agency? Join Virginia Bates as she leads participates through the ins and outs of making companies profitable. She will cover such topics as: sales success, measuring productivity, technological advancements, performance reviews and incentives, agency specific game plans and more.

Tuesday, June 10
9:30 a.m.-12:30 p.m.
Avoiding errors and omissions in the 21st Century ^FF ^UM
Rita Hollada, CPCU, CIC, AAI, CPIA

Approved for 3 NYCE credits, applicable to ALL licenses. (NYCR-215803)
Approved for 3 NJCE credits.(0506501)

Sponsored by: Utica National Insurance Group

Is your agency safe? As technology and procedures adapt to meet clients needs, insurance agencies must have responsive, client-focused procedures in place to safeguard against increased E&O exposures. Rita Hollada will examine recent challenges presented to the modern agency through changes in legislation, litigation and technology.

^FF - This course has been approved for E&O loss prevention credit by Fireman's Fund.
^UM - This course has been approved for E&O loss prevention credit by Utica Mutual. Call the PIA E&O Department for details: 800-424-4244.