Commercial Lines Core Carriers 🌞

Selective, Travelers, Progressive, Guard, Hartford, Merchants, Utica First,FMI, Plymouth Rock

Core Excess and Surplus Lines Carriers: Tuscano, Novate, RPM, Tapco, Johnson & Johnson, Atlas

Core Finance companies Ascend Finance

Add under knowledge for applicable LOB

Key endorsements for that class of business

Contractor

Care, custody, control, installation floater, subcontractor agreement, tool coverage

Restaurant

HNOA Equipment breakdown, spoilage

StreetSmart Value Proposition

Plymouth Rock

This is to be used on renewals and new business

Target market.

Personal Auto (closed for home) umbrella and renters. They do not want low limit auto and prefer higher limits. A market for a variety of risks where the use of vehicles is secondary to the insured’s operations. Their appetite is for risks such as trade contractors, landscapers, off-premises caterers, and funeral directors. They will consider the overall risk in our

underwriting review and pricing.

Manual or UW Guidelines. Access under marketing tab.

Auto- Prior insurance is a must and 3 years+ of continuous coverage produces the best rate. ALWAYS USE CARRIER PREFILL

Risk Criteria for Commercial Auto

Vehicle Type: They accept private passenger vehicles in the business’s name, as well as light and medium trucks (less than 26,000 GVW). The original cost when new should not exceed $100,000. Auto submissions that have vehicles in excess of 26,000 GVW will only be considered if they represent a small percentage of total vehicles and will be driven by operators with adequate experience.
Drivers: Preferred drivers should have at least four years driving experience and be at least 21 years old and have a valid US driver’s license, preferably issued in New Jersey. . A CDL is required for vehicles over 26,000 GVW.
Use of Vehicles: Prefers service and commercial use. They desire vehicles driven 50 miles or fewer per day, but will consider other operations and uses depending on the frequency of trips and class of business.
Operations: The owner or a managing partner is involved in the day-to-day operations. For best rates, a credit score for the CEO or a partner is required.

Underwriting Guidelines

Selling the carrier

Key coverages or benefits (endorsements)

Auto- Crashbusters® mobile claims vans, Door to Door Valet Claim Service®, the Get Home Safe® taxi and rideshare benefit, Road Rewards, Assurance Preferred, Assurance Premier (OEM). Pinstripe Perks, Accident forgiveness

Commercial Auto Enhanced Coverage - This form offers additional coverage extensions and enhancements.

Hired Auto Physical Damage
Employees as insureds
Additional Supplementary Payments— $3,500 for bail bonds and additional benefit for missed time from work
Personal Effects Coverage— $400 limit
Airbag Coverage
Communications Equipment— $1,500 limit
Expense of Returning a Stolen Auto
Loan Lease Gap
Subrogation Waiver
Blanket Additional Insured
Glass Repair— waiver of deductible
and more!

Pricing

Fleet Size Flat Charge
1-5 $100
6-10 $175
11+ $325

Contractors Endorsement

Automatically included on all contracting risks.

Endorsement provides $5,000 sub-limit for small tools and installation materials

damaged as a result of a covered collision or comprehensive loss. Coverage is also

provided for up to $1,000 for PDAs (personal digital assistants).

A deductible of $500, or the applicable physical damage deductible, applies.

Hired Auto Physical Damage

Provides a limit of $50,000 physical damage for private passenger class and

light trucks (10,000 GVW or less) when collision and comprehensive coverage

is purchased for specifically described autos. Also provides $1,000 loss of use

coverage for the hired auto.

Audio Visual Data & Electronic Equipment

Minimum limit $500

Maximum limit $10,000

Deductible $250

Records, Tapes & Discs

Limit $200

Deductible None

Limit of Insurance

All vehicles are insured for physical damage on a stated value of

insurance basis. The selected limit must be 90% of the actual

cash value of the vehicle at the time of loss. The limit should

reflect the full replacement value of vehicle, including any

additional equipment, special paint, or signage.

Key discounts Auto- Affinity Discount, Pip Secondary, Paid in full or 2 pay, Companion discount on home

Safety Features

Available if anti-lock brakes are present

Applicable to collision coverage
5% discount

Anti-Theft

Available if anti-theft device is present

Applicable to comprehensive or specified perils coverage
5 – 25% discount

Re-Market/In-Office Discount

Available if applicant’s prior commercial auto policy was in

your agency

Longevity Discount

Available if applicant’s expiring commercial auto policy has been

in force with the current agent or carrier for 3 years or more

Companion Policy Discount

Available if applicant has an in-force CGL or BOP

Companion Discount

Available when the Companion Policy Discount applies and the

companion policy is written with a preferred carrier

Preferred Carriers

Farmers of Salem
FMI

Key tech Auto-Road rewards

Bio of carrier

History- In business since 1983 based out of Massachusetts AM Best Rating A Rated, Customer-first insurance since 1984, over 700,000 insured throughout the Northeast, more than $1.6Billion in annual premium, 24/7 claims service

Customer Service and Claims Service

We have a dedicated service center even on Saturdays there to help you at the dealership

Why do we do business with them?

They are a super regional carrier and they do innovative things like the Get home safe program, crashbusters. It’s not just insurance, it's assurance!

Franklin Mutual

This is to be used on renewals and new business

Target market. Homes and dwelling fire in good condition

Manual or UW Guidelines. Access under marketing tab.

Home and Dwelling fire-(nothing in coastal)

BOP

100 % Replacement cost with 2 coverage options: Basic Plus- “All risks” on building and “named perils” on contents. Expanded- “All Risks” on buildings and contents
No coinsurance
All risks inspected within 30 days of issuing a new policy
Higher GL limits offered $2M/$4M
Some types of accounts we write: Beauty/Barber/Nail salons (Professional Liability), Medical & Non-medical Professional Offices, Restaurants, Bakeries, Delis, Pizzerias, Pharmacies (Professional Liability), Funeral Homes
Lessor’s Risk Only(LRO) per guidelines

Restaurant Eligibility Requirements

Restaurant Eligibility, frame-Single Occupancy only, Masonry or better all other, no habitational exposure in the same fire division
Restaurant Requirements: 3 years prior restaurant experience, max seating capacity of 120, Hours of operation-kitchen closes at 11PM, 24 hour operations unacceptable
Kitchen Requirements: Three 2 basket fryers (max), fire suppression system (UL 300 wet) along with in force service contract and hood/ducts suppression system
Coverages: Replacement cost for business property, functional replacement cost available for certain situations, loss of income, actual loss sustained
Business Operations: Liquor sales 30% max of total sales, liquor law liability coverage not provided, BYOB acceptable

Apartments & Condominiums

Apartments Garden Style: Max units of 200 with max stories of 3 (no more than 2 floors of living space)
Apartments other than Garden Style: Max 2 stores with Gable Roof, Masonry or better max of 3 stories and max 18 dwelling units, flat roofs acceptable. 5 or 6 unit apartments must be owner occupied (unless was constructed to be 5 or 6 unit) with approved second means of egress
Condominiums: Max 2 stories with max 200 units
Condominiums other than Garden Style/Townhouse Style: 1-4 family associations, all other associations: pre 2000, 5 max stories with 4 units per floor, post 2000 5 max stories with 5 units per floor. Minimum 50% occupied by unit owners and approved second means of egress
For all Condos and apartment buildings 10’ clearance is required for any adjacent building of frame construction that’s not part of the complex, total values exceeding $10M please contact your underwriter.

WCP

smART Monoline Workers Compensation Program
Increased opportunities to write over 500 classes of business
Quicker consistent underwriting decisions.
Designed for small to mid-sized business with a greater focus on high profit business segments and improved retention of good business.

HWP

Blanket policy
Professional liability and D&O
No exclusion for molestation

Underwriting Guidelines

2_FMI_Commercial_Lines_Tip_Sheet (3).pdf

Selling the carrier

Key coverages or benefits (endorsements)

Home- Go through endorsements

Enhancement Endorsement (FM 21) Increase a variety of coverages for additional $125, including additional $250K of fire legal coverage and additional $50K in accounts receivable.
Loss of Use due to loss of Utilities (FM 7001)-Limits available Per Day/Per Occurrence- $500/$5K, $1K/$10K, $2K/$20K. No forensic accountant, annual aggregate 20% Occurrence, 48 hour waiting period, includes overhead transmission lines.
Equipment Breakdown (BU 2514)- Accidental breakdown of equipment that operates under pressure or that controls, transmits, transforms or uses mechanical power.
Loss of Rental Income (FM 0198)- No waiting period, actual loss sustained, no deductible. Options available, 18 months, 24 months, 36 months from DOL.
Umbrella limits up to $5M, starting at $400 minimum premium for a $1M limit, can write over an auto carrier policy if we have acceptable MVR’s.
Cyber Liability Program (FM 7104)- Providing comprehensive data security and privacy insurance solutions that address both first party insured events and third party claims.
EPLI (FM 7101)- Designed specifically for the small business market and attaches to the BOP and House of Worship policies, not available as a stand-alone policy. No application, available for insureds with 100 fill-time equivalent employees or less with limit of liability $25K with a $5K deductible.

Key discounts Home- Retiree discount

Renewal Credit starting at 5% up to 15% over a 4 year period
Multi-Location Credit (more than 2 locations, 5% credit. More than 4 locations, 10% credit. More than 9 locations, 15% credit)
Owner Occupied Credit(5% if we write building & content and owned/occupied by one person)
Sprinkler Credit- We require a sprinkler grading of 80% or better in order to apply this credit
Alarm (5% or 10% for superior conditions. Contact your CL underwriter with questions)

Key tech Home-Roost

Bio of carrier

History- In business since 1879

AM Best Rating A Rated

Customer Service and Claims Service (Online capabilities)

Customer Service and Claims Service

Why do we do business with them?

They are a small regional carrier and they have very stable rates and they do not fluctuate much.

Selective

This is to be used on renewals and new business

Target market. Small Business which includes “Main Street” service, retail, professional office, and smaller contractors with lower hazards and exposures (falls within $25,000 premium or less).

Manual or UW Guidelines. Access under marketing tab.

BOP UNDERWRITING GUIDELINES

$15M sales/revenue limitation per location
Buildings and BPP must be insured to 100% replacement cost, and when common ownership exists must be written on the same policy
No Protection Class 10 risks
No locations with more than 50% habitational, no more than 2 stories, no more than 6 units. Protection class equal to or less than 6 and must have life safety requirements (such as multiple exits, hardwired smoke detectors).
No more than 30% building vacancy
No seasonal operations
No 24-hour exposures
Eligibility and limit restrictions will apply to buildings greater than 50 years old
No direct importing if the foreign manufacturer does not have applicable coverage in the U.S. or a U.S. subsidiary and exporting cannot exceed 25% of gross sales
Hired & Non-Owned may not be eligible if used for delivery services
No marijuana or marijuana related sales, distribution, growing, warehousing or processing of related products and/or include leasing space to a tenant that sells, distributes, grows, warehouses or processes marijuana or marijuana-related products
Segment specific and location based underwriting questions will apply

SQUARE FOOTAGE:

Mercantile, Wholesaler and Service Occupancies: 40,000 sq. ft. (including storage)
Shopping Centers/Strip Malls: 75,000 sq. ft. (including storage)
Office: 200,000 sq. ft. for office buildings, up to 6 stories in height, and 80% of the square footage must be office tenants. Contractor’s offices are not considered “office” due to the storage of equipment and supplies.

TENANT EXPOSURE:

Tenant exposures cannot be a seasonal business, bar/nightclub, manufacturing, woodworking, warehousing, furniture (retail), youth recreational entertainment, social services, second hand/consignment stores, contractor’s office/storage, self-storage, religious institutions, restaurants (eligible in strip mall - up to 20% of total building square footage), auto repair/service/dealerships, or daycare.
Risks with a vape shop tenant are acceptable, provided:

1. we are not insuring the vape shop tenant, and

2.the tenant is not selling any marijuana or marijuana-infused products.

Risks with a tenant that sells, distributes, grows, warehouses or processes marijuana or marijuana-related products are not eligible.

COOKING EXPOSURE:

No frame buildings or non-sprinklered joisted masonry buildings
No frying, grilling, broiling, barbecuing, wood/coal fire or other cooking that produces grease laden vapors
Wet chemical AES with service contract for hood and duct cleaning every 6 months, annual contract for AES service, manual pull for AES in kitchen exit path, and a Class K portable fire extinguisher in the kitchen
Central-station-monitored fire detection system (heat or smoke)
Seating limited to 25 people or less
LRO: Tenant(s) with cooking exposure cannot be greater than 20% of the buildings square footage in a Shopping Center/Strip Mall
If the sole tenant is a restaurant, it is not acceptable on a BOP for LRO

SMALL CONTRACTORS UNDERWRITING GUIDELINES

EXPERIENCE: 3 years in business or 5 years of experience in the trade
LOSS RATIO: No more than 3 losses in last 3 years or any single loss over $10,000
PAYROLL:
- Majority of payroll is placed in Selective eligible small business trade classes
- Ineligible classes must be less than 10% of the overall exposure base
NUMBER OF EMPLOYEES:
- No use of day labor or temporary employees
- For WC LOB, if no full time employees, the owner must be included in coverage

Underwriting Guidelines

Selling the carrier

Key coverages or benefits (endorsements)

Auto-

Key discounts Auto

Key tech Auto-

Bio of carrier

Founded in 1926, Selective Insurance in NJ began with an accident that led to the idea that has been the foundation of Selective’s customer service strategies through nine decades. They are rated “A+” (Superior) and ranked as the 39th largest P&C insurance group in the United States by A.M. Best Company.

History-

Customer Service and Claims Service

Why do we do business with them?

Guard

Target market. Commercial and Personal P&C Insurance including Excess and Surplus

Manual or UW Guidelines. Access under marketing tab.

Underwriting Guidelines

Guard

Selling the carrier

Key coverages or benefits (endorsements)

BOP

Typical property limits up to $20 million; up to $50 million for certain industries
Liability limits up to $1 million per occurrence / $2 million general aggregate
Built-in business income, inland marine, and crime coverages
Optional “Add-Ons,” including equipment breakdown, data compromise, and cyber suite coverages offered in conjunction with market leader Hartford Steam Boiler Inspection and Insurance Company (Munich Re)
Industry-specific enhancement endorsements
A wide range of premium discounts based upon unique business characteristics
Flexible deductibles and payment options

Commercial Auto

Liability up to $1 million combined single limits
State-specific mandatory coverages: personal injury protection/no fault; uninsured/underinsured motorists (where applicable)
Physical damage for commercial vehicles up to $250,000; private passenger vehicles (used for commercial purposes) up to $75,000
Towing coverage for vehicles less than 10,000 lbs.
Automatic physical damage coverage for newly acquired vehicles
Additional insured when required by contract endorsement
Business Auto Broad Form Endorsement extends coverage and limits
Policies on a Symbol 7 basis; Symbol 8 and 9 also offered

Commercial Package

Designed to accommodate the insurance needs of larger, more complex operations or businesses with multiple exposures, our Commercial Package Policy (CPP) helps simplify the buying process for busy owners/operators. By bundling key coverages with a wide range of “Add-Ons” and industry-specific endorsements, we take a customized approach to expanding the limits and scope of traditional property and casualty insurance.

The result? Just what you need. One package. One bill. (And one less thing to worry about.)

Commercial Property with limits up to $75M per location (depending upon construction and protection) and built-in equipment breakdown, inland marine and crime coverages; stand-alone coverage available
Commercial General Liability with aggregate limits up to $6M and expanded terms and conditions; stand-alone coverage available
Employment Related Practices Liability with annual aggregate limits up to $1M and deductibles starting as low as $1,000; help line and website resources featured
Commercial Umbrella with limits up to $5M - higher considered

Commercial Property

Limits available up to $75 million per location (depending upon construction and protection)
Built-in equipment breakdown, inland marine, and crime coverages
Industry-specific customization endorsements
Premium discounts available based upon unique business characteristics such as: age and condition of buildings; training and experience of employees; care, condition, and type of premises and equipment; and more
Flexible deductibles and payment options

Commercial Umbrella

Liability limits up to $5 million – higher amounts considered
Eligible classes include those entertained under our Businessowner’s and Commercial Auto policies as well as our targeted industries for Commercial Package (some exceptions may apply)

Disability

Statutory benefits (pays 50% of the average weekly wage to a maximum of $170/week)
Paid Family Leave
Enriched benefits (pays 2x or 3x statutory benefits)
In-Hospital Rider
Accidental Death & Dismemberment Rider

General Liability

Aggregate limits up to $6 million
Industry-specific customization endorsements
Premium discounts available based upon unique business characteristics such as: age and condition of buildings; training and experience of employees; care, condition, and type of premises and equipment; and more
Flexible payment options

Professional Liability

Limits up to $3M per claim; deductibles starting as low as $1,000
Prior Acts coverage available
Right and duty to defend policy
Personal injury coverage
Up to $500 per day for loss of earnings due to required claim-related appearance up to $10,000 per policy period in claims expense for disciplinary proceedings
Separate limit of liability for defense and claims expenses available
Bodily injury & property damage coverage as a result of insured servuces available
Low minimum premiums

Workers’ Compensation

Competitive, multi-tiered price structure through our subsidiary carriers
Premium discounts based upon certain business characteristics such as a drug-free workplace or formal safety program
Group dividend plans for businesses in the automotive, restaurant, or retail/wholesale food industries
Individual dividend plans for larger businesses
Flexible and convenient payment options, including “pay-as-you-go” and self-reporting platforms (which are based on a business’s payroll schedule and require low-to-no down payment and no installment fees)

Key discounts

Key tech

Bio of carrier

History-Established:1983

Headquartered in Wilkes-Barre, PA, plus other satellite locations

A.M. Best Company Rating: A+ ”Superior“ as of 07/26/2023

Subsidiaries:

AmGUARD Insurance Company®

AZGUARD® Insurance Company

EastGUARD Insurance Company®

NorGUARD Insurance Company®

WestGUARD® Insurance Company

Distribution Network: 7,000+ independent insurance agents and brokers

Premium: $2 billion+

Ultimately owned by Berkshire Hathaway, Inc. – one of the financially strongest organizations in the world.

Customer Service and Claims Service

Why do we do business with them?

Travelers

Target market. Personal Auto, home, umbrella and renters. They do not want low limit auto and prefer higher limits.

Manual or UW Guidelines. Access under marketing tab.

Auto- Prior insurance is a must and 3 years+ of continuous coverage produces the best rate. ALWAYS USE CARRIER PREFILL

Underwriting Guidelines

Travelers

Selling the carrier

Key coverages or benefits (endorsements)

Auto- Select Auto CoveragePlus Endorsement, NEW Travelers Commercial Auto Product Offering (select states only), Roadside Assistance - Business Auto Coverage Enhancement

BOP - Power PacSM, Power Pac PremierSM, Master Pac, XTEND Endorsement®,

Key discounts - Good Payer, Multi-line Discount, Paid in Full, Automatic Recurring Payments (ARP), Insurance Score, Early Shopper Factor, Travelers Affinity Group Programs

Key tech

Bio of carrier

History- We are an insurance company that cares. Travelers takes on the risk and provides the coverage you need to protect the things that are important to you — your home, your car, your valuables and your business — so you don’t have to worry. We have been around for more than 165 years and have earned a reputation as one of the best property casualty insurers in the industry because we take care of our customers. Our expertise and focus on innovation have made us a leader in personal, business and specialty insurance and the only property casualty company in the Dow Jones Industrial Average. Every day, our approximately 30,000 employees and 13,500 independent agents and brokers in the United States, Canada, the United Kingdom and Ireland help provide peace of mind to our customers.

The second-largest commercial insurance carrier in the United States.
A top-10 writer of personal insurance in the United States.
The No. 1 writer of workers compensation insurance in the United States.
Introduced accident insurance in 1864 and issued an automobile insurance policy in 1897 (wrote the first auto policy)
Offered liability insurance to employers, known today as workers compensation in 1889

Customer Service and Claims Service

Why do we do business with them?

Progressive

Target market.

not have a history of unlisted vehicles running under their authority.

Manual or UW Guidelines. Access under marketing tab.

Auto

Unacceptable risks include:

Motor carriers with a poor operating history, especially with regard to federal safety inspection results. In most states, our quoting system will determine eligibility upon entry of the USDOT Number. Failure to enter the USDOT Number can lead to policy cancellation. Your best bet? Use the USDOT tool before you even start the quote to save time. \
A motor carrier that has “recreated” itself to hide a poor safety history (“chameleon carriers”), often by obtaining a new USDOT Number.
A motor carrier whose entire operation has been placed “out of service” by an FMCSA enforcement action.
Risks with a history of employing numerous shortterm leases and vehicle churn.
Entities that share vehicles and/or a filing with one or more related entities.
Motor carriers that exhibit large swings in the number of power units operated—especially newer ventures with rapid growth early in the policy period.
Prior Progressive customers whose previous policies had underwriting issues.
Customers who are currently insured by Progressive Commercial. (To take over an existing policy, an Agent/Broker of Record change must be obtained and submitted.)
Some in-force policies are ineligible for coverage beyond the current policy period, and will receive nonrenewal notices. Renewal ineligibility can be due to factors such as excessive claims, poor payment behavior, or violations of Underwriting Guidelines in the current policy period.

Driver guidelines

Insureds are required to list any individual who drives (or is expected to drive) an insured vehicle, in any capacity, during the policy period. Such individuals must be either rated drivers or—where available— excluded from coverage.

Underwriting guidelines

Progressive New Update all contractor and business commercial auto policies are subject to 6 month terms

Selling the carrier

Key coverages or benefits (endorsements)

Auto- Progressive

Key discounts - PAID IN FULL DISCOUNT, ELECTRONIC FUNDS TRANSFER (EFT) DISCOUNT, SNAPSHOT PROVIEW® SAVINGS, SMART HAUL® SAVINGS, MULTI-PRODUCT DISCOUNT, PROOF OF PRIOR INSURANCE SAVINGS, ANTI-THEFT DISCOUNT, SAFETY FEATURE DEVICE DISCOUNT

Key tech

Bio of carrier

History- Progressive was formed in 1937 by Joseph Lewis and Jack Green as Progressive Insurance Company. In 1956, the company found a niche by insuring more risky drivers. Progressive boasts being the first auto insurance company to have a website and to allow customers to purchase policies via that site. Later, Progressive would pioneer the use of mobile browsers and smartphone apps for rating and managing policies. It was also the first to offer 24/7 claims reporting. In late 2022, Progressive became the largest motor insurance carrier in the U.S.

Customer Service and Claims Service

Why do we do business with them?

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