[FACE TO FACE] By Michael Loguercio Between You and Me, Keep This On The DownLOAD!

So many times when I speak with an agency about purchasing a management system, or switching to the EZLynx Management System from their current provider, one of the questions almost inevitably posed to me is, “What carriers do you download with?” My response is almost always the same, and typically includes the question, “What lines of business are you currently downloading to your present system?” of which I almost always hear in return, “What other lines are available besides personal lines?”

Most agencies are not aware that there are a good number of lines of business available that may be downloaded into their agency management system. With many thanks to my friend Ron Berg, Executive Director of the Agents Council for Technology/Independent Insurance Agents & Brokers of America, Inc., I am able to share with you below an article written by Paul Warga, Vice President of Product Management for IVANS Insurance Solutions.

Connecting Agents with Download

Identifying New Download Opportunities for Agencies Since the introduction of ACORD-based interface, the industry has struggled to identify the overall penetration of download into the independent agency channel, as well as help agents identify the available but unrealized carrier interfaces. In early 2013 IVANS began a project to measure the industry utilization of download, and to provide insight into areas of opportunity. The first results confirmed that ACORD and IVANS have been VERY successful in their efforts over the past 30 years. Today, over 250 carriers send over 120 million ACORD download messages to 25,000 IA agencies every year. That is amazing success for the entire industry.

Based on that insight, IVANS then turned the question around, and used data analytics to identify download opportunities available from carriers that were NOT being used by their independent agencies. The results were staggering! For all of the success in interface that IVANS initially found, IVANS also discovered over 40% of all potential downloads from carriers to their agencies were not set up for delivery. That is a lot of efficiency to be gained by agencies, and thus the IVANS Connections project was born. Examining Agency Connections

In late 2013, IVANS began a test project with Westfield Insurance Company to roll out Activity Notes download transactions and, at the same time, provide Westfield’s independent agencies with a Connection Report (example attached). The Connections Report for Westfield was a personalized company report used with agencies to identify any download connections from any of the agencies’ carriers that were inactive or not “turned on” with the carrier. IVANS also began to work with agency solution providers such as NASA, Applied Systems, Vertafore and SIS, as well as the major software user groups, to provide additional agencies personalized connections reports.

Dispelling Misconceptions The IVANS Connections Report has determined that more than 40% of the total available download connections from carriers are inactive, largely because many agencies have a misconception about the availability of download connections from their carriers.

“When we received our connections grid, it was an eye opener,” said Casey Hearring, system administrator, Schultheis Agency. “I thought we were downloading EVERYTHING we possibly could. The IVANS Connections Report showed lines of business that we weren’t downloading and alerted us to new downloads offered by carriers.” IVANS Connections Report is an agency’s first step toward fully automating information exchange with carriers. By activating all lines of business available from carriers, an agency strengthens its carrier relationships and maximizes agency efficiency by reducing time spent on administrative tasks. “This is such a great tool,” said Christine Horne, system support manager, Bankers Insurance. “Seeing a real, tangible analysis of the download connections available to our agency has given us greater insight into our interface setups: where we are, where we want to go and what we need to do, strategically, to get there. This is a key part of leveraging interface to create greater value and efficiencies for our agency.”

Maximizing Agency Efficiency According to the ACT/AUGIE 2013 Real-Time/Download Survey, personal lines download saves almost an hour and a half per employee per day; commercial lines download saves nearly one hour per employee per day. However, there are more benefits to fully automated download than just time savings.

“Our report told me there were lines of business available from carriers that we weren’t leveraging,” said Debbie Miner, technical services manager and bond specialist, Henriott Group. “I was surprised to find out that we were missing commission down- traditionally been difficult for us to manually enter into our system. One of the first things we did after learning this was to sign up for their commission download.”

Agencies can begin to see the immediate benefits of turning on all available download connections by requesting a personalized IVANS Connections Report and activating on all available downloads. To request your personalized connections report, contact IVANS via email at connections@ivansinsurance. com.

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Just the other day, local insurance associations on Long Island all came together for some friendly competition on the lanes! Members from CIBGNY, CPCU, IIABSC, PIANY, QCIP, TriCounty, IIAA and WINLI all teamed up in groups of six, and competed for the trophy! Although bowling may not be the sport that I excel in, and the next morning I found some aches and pains in places on me that I didn’t even know existed, we had a blast and the laughs just kept coming! Thank you to all of the organizations that made this possible!

Also this month, officers of Professional Insurance Agents of New York State, Inc. were elected for the 2014-15 administrative year at the association’s annual business meeting.

Anthony A. Kubera, CIC, of Buffalo, N.Y. was elected president. He is director of business development for Russell Bond & Co. Inc. in Buffalo.
Eugene L. Sandy, CIC, of Stony Brook, N.Y., was elected presidentelect. He is director of marketing for the Millennium Alliance Group LLC in Syosset, N.Y.
John Parsons II, CIC, CPIA, AAI, of Skaneateles, N.Y., was elected first vice president. He is executive vice president of Parsons and Associates Inc. in Syracuse, N.Y.
Paul G. Casciaro, CIC, CSRM, CPIA, of Kingston, N.Y., was elected vice president. He is chairman and chief executive officer of Frank H. Reis Inc. in Kingston, N.Y.
Jamie Ferris, AAI, CIC, CPIA, was elected vice president. Ferris is president of P.W. Wood & Son Inc. in Ithaca, N.Y.
Eric T. Clauss of Buffalo, N.Y. was elected treasurer. Clauss is president of E.T. Clauss & Co., Inc. in Buffalo.
Bruce D. Rowledge of Scotia, N.Y. was elected secretary. Rowledge is president of Rowledge Agency in Scotia, N.Y.
Alan Plafker, CPIA , of Manhasset. N.Y. will serve as immediate past president. He is president and CEO of Member Brokerage Service LLC in Briarwood, Officers of the New York Young Insurance Professionals were also elected this month at its annual business meeting. • Jennifer DeCristofaro of Lancer Insurance Company in Long Beach, N.Y. was elected president;
Jason Bartow of Eugene A. Bartow Insurance Agency in Deer Park, N.Y. was elected president-elect;
Dina Bruno of MetLife Auto & Home in Wantagh, N.Y. was elected vice president;
Tim Madden of Standard Security Life Insurance Co., was elected secretary/ treasurer;
Gino Orrino, CPIA , principal of Orrino Capital Services in Corona, N.Y. will serve as immediate past president.

In addition to the above, NY-YIP also elected to its board of directors: Carl Abramson of Associated Mutual Insurance Cooperative in Woodridge, N.Y.; George Hackney of Jimcor Agency in Saratoga Springs, N.Y.; Janal Montagna of Maxons Restorations in New York; Thomas Nofi of Lancer Insurance Co. in Long Beach, N.Y.; and James Smith of Premium Finance Brokerage, Shoreham, N.Y. Congratulations to everyone, and thank you for all that you do to help make this thing of ours the “best of the best” businesses!

Well, that’s what’s going on around town this month, and until next time when we will be talking about some of the conferences that are coming up in the New York tri-state and New England area, “Ciao for now!”