Pricing and Ratemaking in Plain English

Learn the pricing skills and rate making concepts and techniques that will let you do your own pricing, or support your company’s actuaries.

Please click on the following to learn more about our Pricing and Ratemaking in Plain English Seminar.

List of the tools you will learn

In just two days, and in plain English, this comprehensive seminar will show you:

  1. How to make a profit in every segment of your business
  2. How rate relativities make pricing easier and rate comparisons simpler
  3. How to avoid adverse selection through better understanding of market segmentation and risk selection
  4. What effect your expense ratio, reserves, tails, loss development and credibility have on your ability to properly price your products
  5. How to easily handle your own rate revisions, even without the help of an actuary

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You can handle the pricing for your products if you can add, subtract, multiply and divide.

That may sound hard to believe, but it’s true. This seminar will teach you all the basic skills needed. It’s easy and can be done by almost anyone involved with product design or development, underwriting or marketing.

In fact, the real skill isn’t in the numbers at all. It’s in the concepts and ideas. This seminar will cover them in a complete and easy way. We have designed this two-day program to teach you the hows, whys, and whats of pricing and rate making. And, best of all, this program uses a “plain English” approach that you’ll grasp right from the beginning.

Some insurance people feel there’s a certain “mystique” to pricing and think only an actuary can set rates. Not so. After this two-day program, anyone in product design, underwriting, marketing or general management should be able to correctly set prices for their products in a way designed to make an underwriting profit. When you leave this course, you’ll have a practical understanding of all the essentials behind pricing and rate-making. You’ll learn, step-by-step, how to analyze your book of business and make profitable pricing decisions. You’ll also leave with a detailed workbook including both class and additional exercises that clearly demonstrates the approach. You will be ready to test your knowledge and put the skills to work the day you get back. This course doesn’t cover theory; it covers a full range of bottom-line, applicable skills.

The most successful P&C products require significant input and involvement from the people closest to the product and the market. Whether you expect to do the pricing yourself, or need to work with and understand the actuaries and others who handle the pricing, this seminar will give you the knowledge and skills you need and the confidence to create more profitable products.

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Who should attend?

  1. Product managers, underwriting managers, marketing managers and others directly involved with the product.
  2. Actuarial trainees, analysts and support staff; product, pricing and rate analysts.
  3. Anyone who needs to understand the pricing and rate making aspects of their products.
  4. Anyone who needs additional knowledge to improve their product’s profitability.
  5. Anyone who works with actuaries and wants to better understand what they do and why.

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What will you learn?

Risk Selection and Market Segmentation

How to determine good and bad risks. How to differentiate your product from your competition. How to profitably segment a market. Three ways to create profit making niche-markets.

Company Profitability and the Expense Ratio

What makes a product profitable. How the expense ratio critically affects your ability to price. How to figure the exact loss ratio needed to make a profit.

Rates and Relativities

What is a rate relativity. How relativities are used for product pricing. How an expense constant or policy fee affects pricing. Three methods to use for effective rate comparisons.

The Right Accounting Method for Pricing

How to use each of the three methods of accounting for pricing. How each method calculates premiums and losses. Which is the single best method for pricing.

Loss Reserves, Product Tails and Loss Development

How reserves are counted and analyzed. Why the length of a product’s tail affects your accuracy. How to calculate loss development and why it is almost never exactly correct. Why judgment and product knowledge are so critical in the calculation.

Trend Analysis and Other Key Calculations

What is trending and why is it used. When do you trend both losses and premiums. Three ways to calculate earned premium at current rate level.

Credibility Analysis – Pros and Cons

What is credibility analysis. Why it is used and how it is determined. What are the problems with this approach. How you can improve your product’s credibility.

The Basics of Rate Making

The four key items you must know to set prices. Why exposure counts are so critical to the pricing process. How to determine appropriate rating variables and properly price each one.

The Rate Revision Process

When is the right time to change rates and by how much. How to actually make the rate change. How to determine the overall change that you have taken. Why the actual results rarely equal the change you tried to take.

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When you leave this seminar, you will know:

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Seminar Program Outline

I. The Basics of Rate Making

A. Risk Selection and Market Segmentation

  1. What makes a good or bad risk
  2. Charging the right rate for the risk
  3. Pricing vs. underwriting
  4. Pricing vs. market based rating
  5. What is market segmentation
  6. Benefits of niche marketing
  7. Three ways to create niche marketing
  8. The golden rule of pricing

B. Rate Making Numbers

  1. The alphabet of rate making
  2. How does an insurance company make money
  3. The impact of investment income

C. The Expense Ratio and its Impact

  1. The permissible loss ratio
  2. How does the expense ratio impact pricing

D. Relativites and Rating Formulas

  1. Why rates alone don’t tell the story
  2. What is a relativity
  3. How to identify relativities within a program
  4. Additive vs. multiplicative rating approaches
  5. The impact of an expense constant
  6. How relativities can create over- and under-pricing

E. Rate Comparison Techniques

  1. The basic rate comparison
  2. Using market basket analysis
  3. Using relativity analysis for comparisons
  4. How to identify adverse selection

II. Rate Making Elements – The Building Blocks

A. Reporting Years

  1. Calendar Year
  2. Accident Year
  3. Policy Year

B. Loss Reserves and their Impact

  1. The importance of reserves
  2. Case reserves
  3. IBNR
  4. Bulk reserves

C. Product Tails

D. Loss Development

  1. Loss development is not a real event
  2. Loss development factors
  3. Loss development triangles
  4. Why do you need an actuary for this

E. Trend Analysis

  1. Why things change
  2. Inflation is more than dollars
  3. Trending losses
  4. Why development and trend are independent
  5. Trending premiums

F. Credibility Analysis

  1. What is credibility all about
  2. How to calculate credibility
  3. Problems with credibility analysis
  4. How to improve your product’s credibility

G. Earned Premium at Current Rate Level

  1. Why do you need to calculate this
  2. The simple approach
  3. The parallelogram method
  4. The spreadsheet method

III. Putting it All Together – The Rate Revision

A. The Concept of Rate Making

  1. The importance of exposures
  2. How to use data to determine proper classifications
  3. Determining proper rating variables
  4. How to determine prices with relativities
  5. How to factor in the competition’s prices

B. The Rate Indication Process

  1. How to determine when a revision is necessary
  2. Determining how much increase (or decrease) is needed

C. Making the Appropriate Changes

D. The Off-Balance Process

  1. Determining the effect of the relativity changes
  2. Adjusting the base rate

E. Why it Never Works Out Exactly

  1. The impact of mix of business
  2. Calculating the real effect of the changes

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Comments from recent attendees

“A clear and concise program essential for product pricing professionals. Very good material with practical exercises.”

Barry LaRue, VP – Product Management
Victoria Insurance Group

“This seminar can literally reduce the ratemaking learning curve from 2 years to 2 days.”

Jay Kampf, Product Manager
Permanent General Insurance Company

“This course should be mandatory to all persons participating in the rate structure process.”

Ed Oden, Director – Compliance and Filings
Unicare Insurance Company

“Best insurance seminar I’ve ever attended. Powerful 2 days. This seminar took my understanding of the business to another level.”

Carol R. Newman, Senior Vice President
Interstate Insurance Group

“My only regret is that I hadn’t attended this seminar years ago.”

Wally Waldhart, Vice President – Underwriting
Heritage Insurance Company

“A top-notch pricing program that would be helpful for all insurance professionals with responsibility for the rate making process.”

Geoffrey T. Bohanan, Vice President
Worcester Insurance Company

“The class presents critical concepts that are required for my product’s success in this hyper-competitive market.”

Randal Smith, President
Transportation Specialists Insurance Agency

“This seminar should be attended by everyone who is involved in underwriting or rate making, whether a standard, specialty or surplus lines carrier.”

Don Culpepper – President
T.H.E. Insurance Company

“This course is an excellent way to acquaint MGA’s with the process of rate making and accurately pricing an insurance product and becoming a true partner with the insurer.”

Jim Wegner, VP – Product Development
Kenneth I. Tobey, Inc.

“This ranks as the best professional training course I’ve ever taken. Everything was relevant and inspiring.”

Jennifer Daley, Underwriter
Bunker Hill Insurance Company

“Remarkable clarity and simplification of a complex subject.”

Greg Reichert, Vice President – Product Management
Guidant Insurance Group

“I learned more about ratemaking in 2 days than I did in 10 years as an underwriter”

David West, Marketing Manager
SAS Institute

“This seminar is a small investment that will pay enormous dividends for insurance professionals who are not actuaries”

Fred Petillo – Assistant Vice President
PIC Wisconsin

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Companies whose employees have attended this seminar

21st Century Ins. Co. First American P&C NLC Ins. Co.
A.I.B. Financial Group First Auto & Casualty Ins. Co. Nodak Mutual Ins. Co.
AAA Michigan First Floridian Auto & Home Nonprofits Ins. Alliance of CA
AAA Missouri First Ins. Co. of Hawaii Norcal Mutual Ins. Co.
AAA Southern New England First Marine Ins. Co. Norfolk & Dedham Group
AARP Financial First Nonprofit Ins. Co. North Carolina Rate Bureau
Acadia Ins. Co. First State Mgt. Group Inc. North Pointe Ins. Co.
Acceleration National Ins. First Trenton Indemnity Co. Northland Ins. Co.
AccessIns. Co. Fitchburg Mutual Ins. Co. Norwich Group, Ltd.
Accident Fund Co. Florida Farm Bureau Ins. Co. Nova Casualty Co.
Accredited Surety & Casualty Florists’ Mutual Ins. Co. Nuclear Electric Ins. Ltd.
ACUITY Ins. Group Ford Motor Co. Occidental Fire & Casualty
Addison Farmers Ins. Co. Foremost Ins. Co. OHIC Ins. Co.
Administrators for the Professions Fortress Ins. Co. Ohio Casualty Group
Admiral Group PLC Founders Ins. Co. Ohio Mutual Ins. Group
Admiral Ins. Co. Frankenmuth Mutual Ins. Co. Oklahoma Farm Bureau Ins. Co.
Aegis Security Ins. Co. Freedom General Ins. Svcs. Omaha Property & Casualty Co.
Affinity Ins. Services Fremont Mutual Ins. Co. Omni Ins. Group
Agency Ins. Co. Frontier Ins. Co. One Beacon Ins. Group
Agway Ins. Co. G.J. Sullivan Co. Oregon Mutual Ins. Co.
AI Transport Gateway Ins. Co. Orion Specialty Ins. Co.
AIG GE Reins. Corp. Oswego County Mutual Ins. Co.
AIG Agency Auto GE/Medical Protective Pa. Lumbermens Mutual Ins.
AIG Hawaii Ins. Co. GEICO Casualty Co. Pacific Indemnity Ins. Co.
AIPSO General Accident Ins. Co. Paragon Ins. Group
AIU North America General Cologne Re Patrons Mutual Ins. Co.
Alaska Muni League Ins. Assoc. General Fire & Casualty Co. Patterson Ins. Co.
ALFA Ins. Co. General Star Mgt. Co. PC General Agy, Inc.
All Risks Limited Generali US Peace Hills General Ins.
Allegany Ins. Co. Georgia Farm Bureau Ins. Co. Pekin Ins. Co.
Allendale Mutual Ins. Co. GeoVera Holdings PEMCO Mutual Ins. Co.
Alliance United Ins. Services Gerling Global Re Peninsula Ins. Co.
Allied Group Ins. German Mutual Ins. Co. Penn Millers Ins. Co.
Allied Ins. Brokers Germania Cos. Penn Mutual Ins. Co.
Allmerica Financial Group GHS Property & Casualty Penn National Ins. Co.
Allstate Ins. Co. GMAC Ins. Co. Penn-America Ins. Co.
AMA Ins. Co. GMAC Re Permanent General Cos.
Amercian Commerce Ins. Co. GoAmerica Auto Ins. Petrosurance Casualty Co.
American Access Casualty Grain Dealers Mutual Ins. Co. Pharmacists Mutual Ins. Co.
American Agricutural Ins. Co. Grange Mutual Casualty Co. Philadelphia Ins. Co.
American Alternative Ins. Co. Grange Mutual Ins. Co. Phoenix Aviation Mgrs.
American Ambassador Casualty Co. GRE Ins. Group Phoenix Indemnity Ins. Co.
American Century Casualty Co. Great American Ins. Co. PIC Wisconsin
American Contractors Ins. Group Great Northwest Ins. Co. PICA Management Resources
American Express P&C Ins. Co. Great Pacific Ins. Co. Pilgrim Ins. Co.
American Family Ins. Co. Great River Ins. Co. Pilot Ins. Co.
American Hallmark Ins. Great West Casualty Co. Pinnacol Assurance
American Honda Finance Corp. Greater NY Ins. Co. Pioneer State Mutual
American Interstate Ins. Co. Greenwich Ins. Co. Platinum Group of Cos.
American Management Corp. Greenwich Transportation Und. Plymouth Rock Assurance
American Modern Ins. Group Grinnell Mutual Ins. Co. Pratt Lambert & Brown
American Reinsurance Co. Guaranty National Ins. Co. Preferred Mutual Ins. Co.
American Reliable Ins. Co. Guardian General Ins. Svc. Premier Ins. Co. of MA
American Service Ins. Co. GuideOne Ins. Group Princeton Ins. Co.
American Sterling Ins. Co. Guy Carpenter Co. Priority One Ins. Co.
AmFed Cos. Hannover Re Professional Ins. Underwriters
Anchor General Ins. Agy. Hanover Ins. Co. Professional Risk Mgt. Svcs.
Andover Cos. Harbor Ins. Co. Progressive Corp.
Aon Corp. Hartford Ins. Group Providence-Washington Group
Arch Ins. Group Hartford Steam Boiler Ins. Co. Prudential Ins. Co.
ARECA Ins. Exchange Hastings Mutual Ins. Co. Public Risk Underwriters
Argonaut Group Hawaii Employers Mutual Quincy Mutual Fire Ins. Co.
Arkwright Ins. Co. Hawaii Insurance Bureau R.I. Medical Society
Armed Forces Ins. Exchange HB Group Ins. Mgt. R.J. Wilson & Assoc.
Arrowhead General Agency HDR Ins. Svc. Redland Ins. Co.
Ass. gen. des caisses Desjardins Healthcare Underwriters Mutual Reliance Ins. Group
Associates Ins. Group Heath Holdings USA Republic Diversified Services
Assurant Group Highlands Ins. Group Republic Mortgage Ins. Co.
Atlanta Casualty Ins. Co. Hochheim Prairie Ins. Group Republic Western Ins. Co.
Atlantic Mutual Ins. Co. Home State Cos. Rider Ins. Co.
Austin Mutual Ins. Group Homesite Risk Administration Svcs.
Auto Club of So. California HomeWise Ins. Co. RLI Ins. Co.
Auto Club South Ins. Co. Horace Mann Group Rockford Mutual Ins. Co.
Automotive Protection Corp. Hudson Ins. Co. Rockingham Ins. Group
AutoOne Ins. IBM Royal and Sunalliance Group
AVEMCO Ins. Co. IGF Ins. Co. RSUI Group
Aviva Canada Illinois Casualty Co. Rural Electric Utilities Und.
Badger Mutual Ins. Co. Illinois Vehicle Ins. Rural Mutual Ins. Co.
Bankers Independent Ins. Co. ILM Group S.H. Smith & Co.
Bankers Ins. Co. Imperial Fire & Casualty Sadler & Co.
Bar Plan Mutual Ins. Co. IMT Ins. Co. Safe Auto Ins. Co.
Barton Mutual Group INAMAR SAFECO Ins. Co.
Bear River Mutual Ins. Indiana Farmers Mutual Ins. Group Safety Ins. Co..
Berkley Medical Excess Und. Indiana Ins. Co. Safeway Ins. Co.
Berkley Risk Administrators Infinity Property & Casualty Sagamore Ins. Co.
Berkshire Mutual Ins. Co. Information Providers SAIF Corp.
Bertholon-Rowland Ins. Brokers ING Canada SAS Institute
Bituminous Ins. Co. Injured Worker’s Ins. Fund SCF Arizona
BP Capital Mgt. Ins. Bureau of Canada Scottsdale Ins. Co.
Braishfield Assoc. Ins. Corp. of Barbados Seaboard Underwriters
Bremen Mutual Ins. Co. Ins. Corp. of British Columbia Secura Ins. Co.
Brethren Mutual Ins. Co. Ins. Corp. of Hannover Seguros Triple-S, Inc.
Brickstreet Ins. Co. Ins. Program Managers Group Seibel’s Bruce, Inc.
Brown & Brown, Inc. Ins. Services, Inc. Sentry Ins. Co.
Buckeye Ins. Group Insurance House Holdings Service Lloyds Ins. Co.
Builders Insurance Insuremax Ins. Co. SGI Canada
Bunker Hill Ins. Co. InsurQuote Systems, Inc. Shand Morahan & Co.
C.L. Frates & Co. Int’l Excess & Treaty Mgrs. Shelter Mutual Ins. Co.
C.V. Starr & Co. Integon Corp. Signet Star Reins. Co.
CAA Ins. Co. Integrity Mutual Ins. Co. Society Ins. Co.
CalFarm Ins. Co. Interstate Auto Ins. Co. Sompo Japan Ins.
California Casualty Co. Interstate Ins. Group Southern Group Indemnity
California Dept. of Ins. Investors Underwriting Mgrs. Southern Guaranty Ins. Co.
California State Auto Assn. Iowa Mutual Ins. Co. Southern Ins. Underwriters
CaliforniaSelect Irwin Siegel Agy. Southern Mutual Ins. Co.
Canal Ins. Co. ISBA Mutual Ins. Co. Southern Pioneer Ins. Cos.
Cannon-Cochran Mgt. Svcs. Island Ins. Co. Southern United Fire Ins.
Capital City Ins. Co. IWIF Spring Valley Mutual Ins. Co.
Capitol Indemnity J&H Marsh & McLennan Springfield Ins. Co.
Carvill America J&P Holdings St. Paul Fire & Marine Ins.
Cascade National Ins. Co. Jefferson Ins. Co. Standard Mutual Ins. Co.
Casco Indemnity Co. Jerger Co. State Auto Ins. Co.
CCC Information Systems Jewelers Mutual Ins. Co. State Farm Ins. Co.
Celina Ins. Group JM&A Group State National Cos.
Century Surety Group John Deere Ins. Co. State-Wide Ins. Co.
Century-National Ins. Co. John L. Corley, Inc. Stratus Insurance
CGU Ins. Group Johnson and Johnson Inc. Sun Coast General Ins. Agy.
Charter Group, Inc. Kemper Ins. Group Superior Ins. Co.
Chile Consolidada Seguros Kenneth I. Tobey, Inc. T.H.E. Ins. Co.
China Pacific Property Ins. Kentucky Farm Bureau Ins. Co. TECIS
ChoicePoint Keystone Ins. Co. Tennessee Farm Bureau
Chrysler Ins. Co. Keystone Surplus Lines Teradata – NCR Corp.
Chubb & Son Ins. Knight Ins. Group Texas Colonial General Agy.
Chubb Re Lake States Ins. Co. Texas Farm Bureau Ins. Co.
Church Ins. Co. LAMMICO Texas Low Cost Ins.
Church Mutual Ins. Co. Le Mars Mutual Ins. Co. The American Agency
CIGNA Ins. Group Lemac & Associates The Doctors Co.
Cincinnati Ins. Co. Lexington Ins. Co. The Ins. Professionals
CIS, Inc. Liberty Mutual Ins. Co. Three Rivers Re
Clarendon National Ins. Group Lighthouse Underwriters TIG Ins. Co.
CNA Ins. Cos. Lincoln General Ins. Co. Titan Ins. Co.
Colonia Underwriters Ins. Co. Longhorn General Agy. TOPA Ins. Co.
Colonial Ins. Co. Louisiana Farm Bureau Ins. Co. Tower Hill Ins. Group
Colorado Farm Bureau Ins. Co. Louisiana General Agy Toyota Motor Ins. Co.
Columbia Lloyds Ins. Co. LWCC Transatlantic Re
Commerce Ins. Co. Maine Employers’ Mutual Ins. TransCom General Agy.
Commerce West Ins. Co. Maine Mutual Fire Ins. Co. TransGuard Ins. Co.
Companion Ins. Co. Majestic Ins. Co. Transport Ins. Co.
Concord Group Ins. Co. Maritime General Agency Transportation Alliance Bank
Constitutional Casualty Co. Markel Ins. Group Travelers Ins. Group
Construction Program Group Maryland Auto Ins. Fund Triangle Ins. Co.
Consumers Ins. USA McGraw Group Tri-State Ins. Co. of MN
Continental National Indemnity Med James, Inc. U.S. Agents Holding Corp.
Coop. de Seguros Multiples MedAmerica Mutual RRG U.S. Liability Ins. Group
Co-operative Fire Ins. Medical Inter-Insurance Exch. U.S. Risk Underwriters
Co-operators Ins. Services MEEMIC U.S.Security Ins. Co.
Cornerstone National Ins. Co. Mendota Ins. Co. UniCare Ins. Co.
Coulter Insurance Merastar Ins. Co. Unigard Ins. Group
Country Cos. Mercer Ins. Group Union Ins. Co.
Creative Risk Merchants Ins. Group Union Mutual of VT Cos.
Cross Country Home Svc Mercury Ins. Co. United Automobile Ins. Co.
CSE Ins. Group Merlino & Schofield, Inc. United Capitol Ins. Co.
Cumberland Ins. Group MetLife Auto & Home United Educators
CUMIS Group Metroplex General Agency United Fire Group
CUNA Mutual Group Miami Mutual Ins. Co. United Underwriters
D. Platt & Associates Michigan Millers Ins. Co. Unitrin Direct
D.C. Department of Insurance Mid-Continent Group Universal Casualty Co.
Dairyland Ins. Co. Mid-Continent Ins. Co. Universal Ins. Co.
Deep South Surplus, Inc. Midwest Mutual Ins. Co. Universal Ins. Co. (PR)
Delta General Agency Mile High Markets Universal Warranty
Diamond Ins. Co. Milliman, USA US Auto Holdings, Inc.
DIA-Tokyo Royal State Ins. Missouri Farm Bureau Ins. USAA Cos.
Direct General Corp. MMI Cos. USF&G Cos.
Discover Reinsurance Co. Mo. Employers Mutual Ins. Utica National Ins. Group
Discovery Insurance Monitor Liability Managers Vanguard Fire & Casualty Co.
Distinguished Programs Montana State Fund Vanliner Ins. Co.
DMI Ins. Services Mountain States Ins. Co. Victoria Fire & Casualty
Donegal Ins. Group Mountain West Ins. Co. Vik Brothers Ins. Group
Dryden Mutual Ins. Co. MS Farm Bureau Ins. Virginia Farm Bureau Ins.
E.W. Blanch Holdings MSI Ins. Co. Virginia Mutual Ins. Co.
Electric Ins. Co. Mutual Benefit Ins. Co. Virginia Surety Co.
Employers Re Corp. Mutual of Enumclaw Vision Ins. Group
Encompass Ins. Co. MutualAid eXchange Wausau Ins. Co.
ePolicy Solutions National American Ins. Co. Wawanesa Mutual Ins. Co.
Equity Ins. Mgrs. National American Ins. of CA Wayne Mutual Ins. Co.
Erie Ins. Group National Automotive Ins. Co. WEA Property & Casualty Ins.
Esurance Ins. Co. National Farmers Union P&C West Bend Mutual Ins. Co.
Everest Security Ins. Co. National Indemnity Co. Western Agricultural Ins. Co.
Farm Bureau Ins. Co. National Interstate Ins. Co. Western Marine Ins. Svc.
Farm Bureau Mutual of AR National Merit Ins. Co. Western World Ins. Group
Farm Bureau Mutual of IA National Org. for Women Westfield Cos.
Farm Bureau Mutual of ID National Security Fire & Casualty Wilson Mutual Ins. Co.
Farm Bureau Mutual of KS National Specialty Underwriters Windsor Group
Farm Bureau of Michigan Nationwide Agribusiness Ins. Wisconsin American Mutual Ins.
Farmers Home Group Ins. Nationwide Ins. Co. WNC Ins. Services
Farmers Ins. Co. Nautilus Ins. Co. Wolverine Mutual Ins. Co.
Farmers Union Mutual Ins. Navigators Specialty Ins. Co. Worcester Ins. Co.
Farmland Ins. Co. NC Farm Bureau Ins. Co. Workmen’s Auto Ins.
FCCI Ins. Group NCCI Wright Risk Mgt.
Federated Ins. Co. NCMIC Ins. Co. XL Environmental
Federated Mutual Ins. Co. New Brunswick Ins. Board XL Specialty Ins. Co.
FHM Insurance Group New Mexico Mutual Casualty Co. York Fire & Casualty Ins. Co.
Financial Indemnity Group NIP Group Zenith Ins. Co.
Fireman’s Fund Ins. Co. Nissan North America Zurich Personal Ins.
First American Ins. Co. NJM Ins. Group Zurich U.S.

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