Industry Practice Group: Restaurants & Taverns Chris Schramm Regional Underwriting Manager, East

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1 CapSpecialty.com

2 Industry Practice Group: Restaurants & Taverns Chris Schramm Regional Underwriting Manager, East

3 Restaurants & Taverns Opportunity for Success 2016 Projected $782.7 billion industry Over 1,000,000 locations Average revenue per location: Full-service: $966,000 Quick service: $834,000 Other fun facts: 1 in 3 Americans got their first job experience in a restaurant Projected 14.4 million jobs in 2016 Source: National Restaurant Association 2016 Restaurant Industry Pocket Factbook

4 Restaurants & Taverns Data from the US DOL

5 Restaurants & Taverns One Year Ago CO3 Unclear guidelines Liquor Classification Tool The Fix: Launch the IPG initiative

6 Restaurants & Taverns Industry-Focused: Underwriting to Issuance New rating platform Improved guidelines Enhancement endorsements

7 Restaurants & Taverns Product Highlights GL class codes: 15 to 7 LL class codes: 16 to 3 Industry-focused enhancement forms General liability Valet parking Signature Property Signature Plus Property

8 Restaurants & Taverns Target Risks Eating places Full-service Fast food Cafes Take out Catering With or without alcohol service Open up to 24 hours Drinking places Pubs Bars Taverns Lounges With or without food service

9 Alcohol % of Sales Restaurants & Taverns Proper Classification Closing Time 11:00 PM (or earlier) 11:01 PM to 2:00 AM After 2:00 AM None Restaurant w/o Alcohol Restaurant w/o Alcohol Late Night Restaurant Up to 60% Restaurant w/ Alcohol Tavern After Hours Tavern Greater than 60% Tavern Tavern After Hours Tavern Note: Chart does not take into consideration regional variances in closing time or BYOB exposures

10 Restaurants & Taverns Underwriting Strategy Casualty loss drivers Slip and fall Assault or battery Automobile accidents Serving profitable results Limiting exposures/risk selection Risk characteristic targeted pricing Risk management

11 Restaurants & Taverns The Future Monitor the marketplace Gather Agency partner feedback Product improvements Rates Forms Systems

12 TITLE HERE Questions? CHRIS SCHRAMM REGIONAL UNDERWRITING MANAGER, EAST

13 Industry Practice Group: Construction Contractors Seth Fischer Chief Underwriting Officer, P&C Elle Hall Senior Underwriter, P&C Kraig Rosenow Senior Commercial Underwriter, P&C

14 Overview Seth Fischer

15 Construction Contractors Construction Industry Activities Diverse range of activities Commercial building construction ($169bn revenue*) Offices, Retail Stores & Shopping Centers, Restaurants, Hotels & Motels, Recreational Buildings, Gyms, Warehouses, Gas & Auto Service Stations, Theatres & Entertainment Buildings (not including industrial buildings) Single family homes: new construction and remodeling ($79bn revenue*) Apartment and condominium construction ($38bn revenue*) No single sector of the economy determines the strength of the construction industry The construction industry is known for its many small- to medium-sized contractors in local and regional markets (no companies with dominant market share) No significant barriers to entry in the construction industry State based license and registration Many new entrants first exist as subcontractors before they build their reputations and relationships with suppliers, banks and developers *Data Source: IbisWorld

16 Construction Contractors 3-in-1 Dragon Tile Three types of Construction Contractors in one tile General Contactors Artisan Contractors Remodeling Contractors Product elements compared and contrasted Minimum payrolls Residential appetite Additional insureds and waiver of subrogation Per project aggregate Dynamic forms logic Inland Marine and Employee Benefits Liability Quick and intuitive premium indication and quoting process Comparative raters

17 Construction Contractors Dragon Experience Minimum payrolls displayed by state Does insured do any new construction? If yes, remodeling class unavailable Dynamic forms logic CG2294 Exclusion: Damage to Work Performed by Subs CGL 493 Exclusion: Prior Work Form is removed if insured has had coverage in place with no gaps CGL 486: Injury to Workers We can consider removing the exclusion if optimal subcontractor conditions are met

18 Construction Contractors Inland Marine Contractor Equipment Coverage on ISO form Package only, no mono-line No wind hail exclusion! Scheduled and unscheduled equipment options Unscheduled $10,000 limit All tools over $1,000 in value must be scheduled Scheduled GA authority up to $100,000 per item / $250,000 per policy Rental reimbursement optional coverage Scheduled equipment only $1,000 per day / $5,000 any one loss

19 General Contractors Seth Fischer

20 General Contractors Product Highlights Non-admitted Up to 100% subcontracted work ( Paper GCs ) Target risks up to $5,000,000 in total cost Residential GCs New custom homes, tract homes and apartment buildings Up to 15 new homes in any one project acceptable Renovations/repair/remodeling of condos and townhouses Commercial GCs Office buildings, stores, strip malls, hotels and more! Project-specific policies available (CG2144) Your authority up to: $300,000 (p) $4,000,000 (s) $3,000,000 sub cost (c)

21 General Contractors Additional Classes Subcontractors CGL 495 Conditions: Subcontracted work Total cost (c) includes labor and material The Four Questions Buildings under renovation Proprietary class Prior and future use of building? Real estate development property Applies to land in any stage of active development

22 General Contractors Optional Coverages Contractor Value Pack ($500) CG2033 Owners, Lessees or Contractors Automatic Status CG2404 Blanket Waiver of Transfer of Rights CG2001 Primary and Non-Contributory Condition for A/I s CG2037 Owners, Lessees or Contractors Automatic Status- Pr/CO Coverage on a Blanket Basis (CD state exceptions apply) Per Project Aggregate Limits (CG2503) Blanket available with CD state exceptions Employee Benefits Liability Coverage Premium based on # of employees

23 Artisan Contractors Elle Hall

24 Artisan Contractors (Non-Admitted) Product Highlights Your authority up to: $300,000 (p) $500,000 (s) $200,000 subcontractor cost (c) Most AIs are included at no extra cost! CG2033 (Owners, lessees, contractors blanket AI) CG2404 (Blanket waiver) CG2001 (Primary) CG2037 (Owners, lessees, contractors AI- Pr/CO) (State exceptions apply) CG2503 (Designated construction project gen agg limit)

25 Artisan Contractors (Non-Admitted) Dragon Experience Artisan classes can be combined with the GC class, but then the included A/I forms are no longer included at no charge (must purchase Value Pack) If no sub class, subs are excluded If Any basis is acceptable, but use wisely Same prior work exclusion applicability logic as with GCs

26 Artisan Contractors in A to Z and CO3 (Admitted) Admitted Eligibility Limited state availability GA, IL, IN, IA, KS, MD, MT, NE, NC, ND, OK, PA, SD, TN, WI, WY Limited class eligibility Envelope classes prohibited Must be a corporation with continuous coverage for at least 3 years (not an individual or partnership) Maximum 9 homes in a tract home project Past or present condo, townhouses and apartment new construction is ineligible No more than one loss paid or reserved and/or any loss paid over $10K

27 Remodeling Contractors Kraig Rosenow

28 Remodeling Contractors Product Highlights Designed for contractors who are engaged in a broad range of trades but do not do any new construction other than additions to existing buildings Interior or exterior work acceptable Residential or commercial projects acceptable May subcontract up to 100% of their work ( Remodeling GCs ) Most AIs are included at no extra cost CG2033 (Owners, lessees, contractors blanket AI) CG2404 (Blanket waiver) CG2001 (Primary) CG2037 (Owners, lessees, contractors AI- Pr/CO) (CD state exceptions apply) CG2503 (Designated construction project gen agg limit) (CD state exceptions apply) Your authority up to: $300,000 (p) $500,000 (s) $3,000,000 subcontractor cost (c)

29 Remodeling Contractors Custom Approach Proprietary class code Remodeling Contractor classification endorsement includes 44 classifications! Any new construction, other than additions to existing buildings, are not covered under this program Buildings Under Renovation class available (same as with GCs) Roofing is not covered unless the work is subcontracted out to an insured subcontractor Minimum premiums significantly lower than GC minimums

30 TITLE HERE Questions? SETH FISCHER CHIEF UNDERWRITING OFFICER, P&C ELLE HALL SENIOR UNDERWRITER, P&C KRAIG ROSENOW SENIOR COMMERCIAL UNDERWRITER, P&C

31 Industry Practice Group: Pest Control Services Sue Duhr, CIC Regional Underwriting Manager, Midwest

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33 Pest Control Services What We Want Pest Control For: Wood destroying organisms such as termites Wildlife such as geese, rodent, squirrels, raccoons, birds, bats, armadillos and other small animals Insects such as mosquitos, cockroaches, ants, spiders and moths Bed bugs

34 Pest Control Services What We Don t Want Insureds that sell pesticide products under their own label More than 50% of sales derived from inspections without treatment Reservoirs for drinking water Food warehouses Animal control at airports Agricultural, industrial, utility or energy sites Heat treatment or thermal remediation of bed bugs Pretreatment on residential construction Fumigating or crop spraying Home state of WI or IL

35 Pest Control Services What We Want, Job Sites: Residential housing such as dwelling and apartment buildings Commercial buildings such as offices, store, restaurant, hotel, schools, gyms, etc. Outdoor exposures such as golf courses or parking lots (geese police)

36 Pest Control Services Geese Police: Border Collies

37 Pest Control Services Coverage Highlights General Liability can be packaged with Inland Marine coverage Pesticide & Herbicide Limited Pollution Coverage Wood Destroying Organism Inspection sub-limits Transportation Pollution Coverage sub-limits Damage to Property of Others sub-limits (aka CCC buy back) Lost Key Coverage sub-limits

38 Pest Control Services Forms Available Wood destroying Organism Inspection Coverage CGL /100 or 100/300 limits available Damage to property of others CGL 470 Many limits available Transportation Pollution Liability coverage CGL 473 5/5 or 25/25 limits available Lost Key Coverage CGL 346 Pesticide or Herbicide Applicator Limited Pollution Coverage CG 22 64

39 TITLE HERE Questions? SUE DUHR, CIC REGIONAL UNDERWRITING MANAGER, MIDWEST

40 Industry Practice Group: Landscape, Tree and Lawn Jameey Gragg Regional Underwriting Manager, South

41 Landscape, Tree and Lawn Dragon IPG Landscape Gardening Tree Trimming and Pruning Lawn Care Services Lawn Sprinkler Installation (proprietary) GL and Inland Marine

42 Landscape, Tree and Lawn Landscape Gardening

43 Landscape, Tree and Lawn

44 Landscape, Tree and Lawn

45 Landscape, Tree and Lawn Hardscape Construction

46 Landscape, Tree and Lawn

47 Landscape, Tree and Lawn Water Feature Construction

48 Landscape, Tree and Lawn

49 Landscape, Tree and Lawn Dragon IPG Landscape Gardening Tree Trimming and Pruning Lawn Care Services Lawn Sprinkler Installation (proprietary) GL and Inland Marine

50 Landscape, Tree and Lawn Coverage Enhancements - Included Pesticide Or Herbicide Limited Pollution (CG2264) Lawn Care Services Limited Pollution (CG2293) Transportation Pollution Liability (CGL 473) ($5K included) Blanket A/I, WOS, Primary & Non-Contributory Designated Project(s) General Aggregate (CG 25 03) (state specific) CG A/I Completed Ops (state specific)

51 Landscape, Tree and Lawn Additional Classes Swimming pool servicing Routine maintenance Optional swimming pool servicing coverages VGB Pool or Spa Inspections Coverage (CGL 499) Broadened PD Coverage (CGL 470) Masonry, fence erection, paving, garden centers, etc. Snow plow

52 Landscape, Tree and Lawn Snow and Ice Removal Snowplowing Operations Coverage (CG2292) Incidental to other primary operations Per unit and fully earned Minimum deductible $1,000 Acceptable snow removal exposures Prohibited snow removal exposures

53 Landscape, Tree and Lawn State Specific Issues NY & WI = not eligible CO, NV, SC Non-Construction: Tree Trimming and Lawn Care acceptable Construction: Landscaping, masonry, grading of land, etc. not acceptable AK, AR, AZ, CA, HI, ID, MN, NM, OR, UT, WA CG Completed Ops & CG Per project = submit only and no blanket available Illinois risk requiring pesticide or herbicide applicator coverage

54 Landscape, Tree and Lawn Opportunity For Success Lawn care and landscape gardening industry $77bn revenue $475k business with over 970k employees (2/16) Commercial landscaping 50% revenue Residential landscaping 30% revenue Median revenue landscape gardening $217k (2014) 80% of business have less than 5 employees Tree trimming and pruning industry $16bn revenue $138k businesses with over 205k employees Swimming pools

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57 TITLE HERE Questions? JAMEEY GRAGG REGIONAL UNDERWRITING MANAGER, SOUTH

58 Industry Practice Group: Lessors Risk Jeff Murawski Regional Underwriting Manager, West

59 Lessors Risk The Next IPG Currently in Dragon development GL, Property, H/NO Auto, Employer's Liability, Stop Gap Simplify our approach to properly classify and rate the exposure Providing LRO specific guidelines Competitive rates

60 Lessors Risk Ease of Use Lessors Risk property class and rates are automatically determined by occupancy selection(s) Dragon will improve GL class selection process in terms of speed and accuracy System prompts user when an incidental class should be added (e.g. parking lot, apartment) Occupancy selection drives form attachment

61 Lessors Risk Fast and Simple Choose occupancy type(s) Answer one question Select Lessors Risk GL class from dynamic dropdown of available classes Property automatically classified

62 Lessors Risk Your Standard Property Authority

63 Lessors Risk Property Highlights Property limit authority will automatically default based on: Occupancy Protection class TIV Dragon prompts referral for limits outside your authority Vacancy permit available Lessors Risk specific property enhancement (special perils) Sewer and back-up Key replacement and lock repair Reward reimbursement Theft of building materials and supplies Outdoor property, including signs AND MANY MORE

64 Lessors Risk The Good

65 Lessors Risk The Ugly

66 TITLE HERE Questions? JEFF MURAWSKI REGIONAL UNDERWRITING MANAGER, WEST

67 CapSpecialty.com