Professional Insurance Agents Association of Virginia & the District of Columbia, Inc. 8751 Park Central Drive, Suite 140

Richmond Virginia, 23227 Web: www.piavadc.com - E-mail: pia@piavadc.com

April 30, 2014 Volume 78, No. 4

E&O Loss Control Mock Trial set for PIAVA/DC Convention June 23 You’re pretty confident you'll never be in front of a judge defending your acts, or lack of action, for an agents’ Errors & Omissions claim, right? Think again, it’s happening more and more all the time, and you need to be prepared. On June 23, PIAVA/DC presents an authentic E&O Mock Trial, with real attorneys trying an actual Virginia Agents’ E&O claim case, to highlight the day’s CE activities as part of the PIAVA/DC 78th Annual Convention and Trade Fair, June 22 –24 at the Sheraton Virginia Beach Oceanfront. E&O Consultant Curtis Pearsall, CPCU, CPIA, of Pearsall & Associates, Utica, NY, will be joined by trial lawyers Paul J. Maloney and Kelly M. Lippincott of the firm of Carr Maloney, Washington, DC, to take you up close and personal during a mock trial where an agent (played by PIA Sec-Treasurer Vince Mul-lins) finds himself testifying to protect his agency before the judge (PIA President Barry Carper) with the assistance of a company underwriter (played by Lynn Burkett of Loudoun Mutual). This session provides 3 hours of Virginia OGI CE and serves as credit toward, up to 10% discount, your Agents’ E&O policy renewal from Utica Mutual Insurance Company. Time is short if you plan to save money on your PIA 2014 Convention registration. The PIA registration discount ends May 16, and the PIA discount room block at the Sheraton Virginia Beach Oceanfront is nearly sold out as that dis-count deadline approaches - also May 16. You can register for PIA Convention conveniently on line at www.piavadc.com and you can make a hotel room reservation, while they last, by calling the hotel directly at 757-425-9000. PIA’s free Virginia Beach trade show is also nearly sold out with only a few booth spaces remaining. If you need a booth, and have not reserved your booth space, call PIA immediately at 804-264-2582. See you in Virginia Beach.

All your biennial P&C CE requirements for Virginia - 16 hours - available over two days for just $199/member. PIAVA/DC has created a new Education ExPO patterned after the original SWVA Education ExPO with agent focus on CE; low cost and time-saving format. This new PIA ExPO is conveniently located in Manassas for Northern Virginia agents and concentrates on CE topics that NOVA agents specifically requested that PIAVA/DC provide. Register online now at www.piavadc.com. Mark your calendars for September 9 & 10, 2014, at Manassas for the PIAVA/DC NOVA Education ExPO. PIA member-agents can get 16 hours of P&C credit locally, including the required 3-hour Virginia Laws & Regulations (Ethics) class and a 3-hour E&O (3 OGI) Loss Control seminar (with specific focus on digital media risk), in two days - for only $199/member; non-member: $320. Alternatively, five hours of L&H CE is also available in concurrent sessions. Call 804-264-2582 for details. Topics include: Cyber Liability; EPLI & D&O: Executive Protection; Gov’t contractor/Intn’l Risks; Insuring high net worth individuals, plus L&H topics: Obamacare update and Financial instruments for Funding Agency Succession.

PIA’s new NOVA Education ExPO is Sept 9-10, 2014, Manassas

Get a real feel for what it’s like to face the judge at an Errors & Omissions trial at PIA Convention, June 23, VA Beach.

PIAVA/DC MEMBER BENEFITS NEWS - April 30, 2014 Page 2

One time only. PIAVA/DC offers its entire three-day CPIA series of sales and marketing classes to Southwest Virginia in May. Certified Professional Insurance Agent (CPIA) classes are scheduled May 20, 21 & 22, 2014, Buchanan Hall, Room 130, Cedar Bluff Campus, Southwest Virginia Community College. Register for all three or pick and choose the classes you wish. There are no tests and you must complete each of the three CPIA classes to earn the designation.

Set yourself apart with a CPIA professional insurance sales designation. Are you looking to jump-start your career or take it to the next level? Consider the CPIA professional designation. Insurance Success Seminars in real-world sales and marketing lead to the designation that helps you prepare for, implement and sustain a successful insurance career. They're CE-qualified (7 hours of OGI per class), and come with a money-back guarantee. The 3-day CPIA series is offered by PIAVA/DC in partnership with the Center for Com-munity, Workforce & Economic Solutions at Southwest Virginia Community College. Registra-tion: $175/PIA member; $215/non-member per class includes materials, breaks and CE Certifi-cates. Become a Certified Professional Insurance Agent (CPIA). Classes begin at 8:30am - 4:30pm; sign-in starts at 8am. Approved for 7 OGI credits in Virginia. Meals & overnight accom-modations are not included. These classes do not provide CEUs or college credit. Register online at www.piavadc.com. Click here for content on each of PIA’s three one-day CPIA seminars. Questions? Call PIAVA/DC at 804-264-2682.

Get CPIA designation in just 3 days, May 20-22 at Cedar Bluff, VA

PIA hosts Executive Risk Seminar in May at Sheraton VA Beach PIAVA/DC hosts a National Alliance Executive Risk Seminar, May 29-30, 2014, at Sheraton Virginia Beach Oceanfront Hotel, 3501 Atlantic Avenue, Virginia Beach, VA 23451, 800-325-3535, Single $139 Cutoff 04/28/2014; Double $139 Cutoff 04/28/2014; Hotel provides complimentary parking and internet access. 7:30 AM Registration; Registration: When making your hotel reservation, refer to The National Alliance to get our group rate. National Faculty instructors are Rich-ard Clark, Jerry Hargrove, and Allen Messer. Register Online $420 at https://www.scic.com/courses/ruble/executive_risk/20140530VARER This Executive Risk Seminar devotes two days to the exposures, insurance coverages and risk management tech-niques for handling the specific risks faced by top executives for their organizations. Topics: Executive risk exposures; D&O coverages and endorsements; Fiduciary and employee benefits liability; Employment practices, and Operational management risks. If your book of business includes these special risk executives from government or private corpora-tions, you need to know how to adequately protect these high net worth individuals and their property. Register today.

For 10 years, PIA and The Hartford have worked together to provide PIA member agents the opportunity to offer customers flood insurance through The Hartford, a WYO company. PIA members earn great commissions on flood insur-ance sales with The Hartford and, if they want, a flood insurance processing center that does most of the heavy lifting for them. Hartford has some great incentives that you need to take advantage of. Why move your Flood book to The Hartford? With The Hartford you can be sure to get the best in service with: •Dedicated and knowledgeable book transfer team — they can do the work for you! •Dedicated, local sales director for your territory — to help you grow your flood business •Dedicated to keeping you informed with their proprietary flood CAT e-alerts •Easy-to-use marketing and sales tools to help you succeed •State of the art analytics and tools to help you cross-sell to your existing customers Participating PIA members have access to the Flood Insurance Marketing Support Center -- a PIA member-only benefit. Want detailed program information? Contact Joseph M. Surowiecki, Jr. at Hartford: 860-547-5006.

PIA’s Hartford Flood program has new incentives for members

PIAVA/DC MEMBER BENEFITS NEWS - April 30, 2014 Page 3

Need to hire? Need a job? Job seekers, employers are here

PIAVA/DC dates to remember... 2014 PIAVA/DC Convention - June 22-24, Sheraton Virginia Beach Oceanfront; 2014 PIA NOVA Education ExPO, Sept 9-10, Manassas; 2015 PIAVA/DC Convention - June 28 -July 1, Sheraton Virginia Beach Ocean-front; 2016 PIA SWVA Education ExPO - March; 2016 PIAVA/DC Con-vention - June 26-28, Williamsburg Lodge; 2017 PIAVA/DC Convention - June 25-27, Sheraton Virginia Beach Oceanfront; 2018 PIAVA/DC Conven-tion - June 24 - 26, Skelton Center at Virginia Tech, Blacksburg, VA.

Got an agency to sell? 1) Agent buying agencies in Southwest VA as far East as Bedford. Con-tact 540-493-3913. 2) Buying agencies; Contact Wm. Boseman. Call 252-537-8338 or 252-532-1931 cell, e-mail jack@bosemaninsurance.com. 3) Buying agencies for cash. Rob Wagner, Brown & Brown - 804-627-1002, 804/433-6379.

Every agency wants to save money. When you meet any one of the criteria listed below, a 5% credit is applied to your premium – up to a maximum of 10% credit. There is no minimum premium threshold for an account to be eligible for the credit, which will be applied after the application of any schedule rating modifiers. The criteria must be met every year for the credit to be continued. The criteria are: 1) Enactment of an annual exposure analysis program. 2) At least 60% of agency staff achieve recognized designations: CIC, CISR, CPIA, CPSR, ACSR, CPCU. 3) Attendance at an approved E&O seminar within the last 15 months or within the first 30 days after inception date… including CIC Agency Management; CISR Agency Operations; Dynamics of Service, PIA Insurance Services E&O Loss Prevention Seminar or one CPIA class. 4) All required* staff attend a PIAVA/DC-conducted in-house E&O/Loss Prevention Seminar including all internal CSR employees as well as the principle or office manager of the agency.

Qualification by agency size 1-3 staff size 1 principle/office manager or CSR 4-10 staff size 1 principle/office manager and 1 CSR 11-20 staff size 1 principle/office manager and 2 CSR 21+ 20% of staff Call PIA Insurance Services, 804-264-2582 or e-mail Debbie@piavadc.com

P&C/Life agent needed in Richm’d; send cover letter, resume, salary req. to nicole@bacon-insurance.com; PL CSR for Christiansburg agency. Send resume to klawson@burch-hodges-stone.com by Dec 20; Mrktg Analyst needed Midlothian, cover letter, salary, resume to Cari Fessler at cfessler@profrisk.com; CL CSR needed Richmond, min 3 yr agcy exp; Applied, also Richm’d Producer needed PL&CL, all lines, motivated, reply in confidence to owner: 804-240-1189; CL CSR needed F’Burg, licensed, email to rankins@leecurtis.com or fax to 540-371-6766. CSR Asst, part-time in Richmond, resume to PO Box 9640, Richmond, VA 23228; CL Acct Mgr needed in Richmond, P&C li-censed or licensed in 3 mos; min 2 yrs ins exp; send resume to jobs@atlanticspecial.com Undrwrtg Mgr needed at NNIns, send resume to cbragg@nnins.com;Peninsula agy needs CL CSR; call 757-725-7664; P&C CSR needed, Chesapeake, call Keith @ 420-0006; P&C Licensed CSR/Producers sought by agencies in: Appomattox, Stafford, Danville, Roanoke. Ltd exp Ok; training provided. Contact Don Meincke (800) 468-1127, Ext 158; PL CSR needed, NOVA, 3 yrs exp, Applied exp’d, contact twilliams.langfordinsurance@verizon.net; CL producer needed Richmond min 5yr exp, (804) 675-4300 x202 or email: kperry@dyecoins.com; NOVA CSR seeks work: 703-304-1987, CL CSR seeks job, 18 yr exp. NOVA: 703-860-4212; CSR needed Hampton, (757) 722-2889; CL producer needed -Richmond re-ply at mkoehler@midsouthassurance.com or PO Box 4332, Glen Allen, VA 23958-4332; P&C producer wanted Metlife FinSer, Richmond, 804-582-5880; CL CSR seeks job, 26 yrs exp, Richmond: 804-615-1502; CL CSR needed in DC agency. Contact Ken at (202) 638-2498; Leesburg CSR, TAM exp’d, send resume to aengle@ephinsurance.com;

Affordable, Insightful & Timely AGENCY EVALUATIONS &

APPRAISALS are just a phone call away: call 757-486-9610. E-mail ecurry1012@gmail.com Target Marketing Management

Consulting Inc. Proudly participating in

PIAVA/DC Agency Assist™

.

The calendar says Spring is here, so there is a strong likelihood that many customers will be looking to get out on the water at the earliest possible opportunity. As a result, these customers will be contacting your agency to make sure their watercraft coverage is in order. Important questions to consider include: Will the watercraft be insured on the Homeowners policy or via a standalone policy? Do your customers know the differences? How about the agency staff? How knowledgeable are you on what those differences are? Now is a great time to brush up on those differences so your customer can make an educated decision. Know the differences While there is a good chance the premium for this exposure under a HO policy will be less, there is also a good chance the coverage will be less. As the saying goes, “you get what you pay for.” Agents must be aware of any limitations or exclusions in the homeowners policy regarding issues such as the engine size and length of the watercraft. If the watercraft is eligible for coverage under the homeowners policy, liability protection may be provided, yet typically physical damage coverage is not. This is potentially an important issue based on the water-craft’s price. Statistics indicate that in 2012 there were 5,870 thefts of various types of watercraft in the United States, so this is a definite exposure. As one could imagine, jet skis were #1 (23%) on the theft list, followed by runabouts (16%), utility (fisherman/sedan types), cruisers and then sailboats. In addition, when insured under a homeowners policy, there may not be any coverage for injury to passengers and oth-ers, or any coverage for the trailer and accessories. Once again, this could be a potentially significant exposure. Yet these two exposures are just a few of the differences. To ensure your customers are more adequately covered – or to at least give them the option to consider – alert them to the benefits of insuring their boat or yacht with a specialty car-rier. Here are some additional coverages and exposures that are often automatically included or included for a fee with the specialty carriers: Roadside assistance if the insured’s vehicle becomes disabled while towing his or her boat. Coverage for fishing equipment and other personal effects such as water skis. Fuel spill coverage. (Your clients may be legally liable. Do they have the necessary coverage?) Wreckage removal. Medical payments (even for water skiers). E&O claims involving watercraft have involved a variety of issues including: Territorial restrictions – This can involve specific territories, such as Cuba. In addition, some watercraft policies have limitations that exclude coverage in certain types of water (fresh water vs. salt water) or sizes of water (rivers and lakes vs. larger bodies of water such as the ocean). Hull coverage – Claims have arisen because the coverage wasn’t written on an agreed-value basis. Agreed value is certainly broader than actual cash value. Insufficient limits – Major accidents can occur. Secure high limits and schedule this policy under the umbrella. Not understanding the binding guidelines relating to the age of the vessel – What are the specific survey require-ments? Attention to detail is critical when insuring this type of exposure. Consider the following claim and how it could have been avoided: The agent wrote a marine policy for a longtime customer to cover the customer’s yacht. The previous policy was with “Company X.” The agent went through another broker to secure replacement coverage with “Company Y.” The insured informed the broker that the yacht was stored in the water. The broker completed the application and indicated that the yacht was on land. The policy was issued with a warranty that the vessel was dry docked. The yacht sank while at dock during a storm and the carrier denied coverage. The agent had received the policy, recognized the problem with the war-ranty (dry vs. wet dock) and had intended to discuss it with his client and broker. However, the policy sat on the agent’s desk for two weeks and then the loss occurred. Thus, the client never saw the policy. The claim was for $1,300,000. While the broker certainly has some liability, the agent is also to blame for not acting on the discrepancy. The case was settled for $750,000, with the agent responsible for 50% of that amount. (Continued on page 6)

PIAVA/DC MEMBER BENEFITS NEWS - April 30, 2014 Page 4

Don’t sink your agency with an E&O claim involving watercraft by Curtis M. Pearsall, CPCU, AIAF, CPIA, President, Pearsall Associates Inc., Special Consultant to the Utica National E&O Insurance Program - Blog: agentseotips.com

For five years, PIA carrier-members have generously arranged to pay for PIAVA/DC members to attend PIA continuing education classes thanks to PIA’s members-only service, called the Carrier Education Assistance Program. Scholarships and other assistance is provided through PIA’s insurance carrier partners on the Company Executive Advisory Council (CEAC). Participating carriers include GMAC Insurance, Grange Mutual, Rockingham Group, Southern Insurance of Virginia and Progressive Insurance. If any of your carriers are not on this list, ask your carrier rep about it. The PIAVA/DC Carrier Education Assistance Program, , provides PIA member-agents with education assistance funding to pay tuition, lodging, travel-related expenses, registration fees, etc. for PIA’s exclusive CIC, CISR, and CPIA designation programs; the PIA Annual Convention, and PIA’s Education ExPOs. Only PIA company members, and only PIA member-agencies, in good standing, may participate. Contact Sheryl@piavadc.com for more details and to sign up your company or call PIA at 804-264-2582.

PIAVA/DC MEMBER BENEFITS NEWS - April 30, 2014 Page 5

Learn successful agency exit strategies, free - May 14, Richmond

Free CE tuition for PIA members with Carrier scholarships

Take note - there are two exhibit areas for PIA Convention, June 22-24, 2014, at Sheraton Virginia Beach Ocean-front. Both exhibit areas are across from each other in the Sheraton Ballroom area; one smaller area overlooks the beach and one larger area does not. This is a big change to your PIAVA/DC Trade Fair set-up for 2014. PIA has more than 20 trade show spaces overlooking the beach (see photo below) out of a total of 70 exhibit spaces. Located in the Ocean Grand Ballroom Foyer, these limited beach overlook spaces will be table top spaces only and will be available first come, first served. Sheraton is taking room reservations now: Oceanfront - $219; Partial Oceanview - $189. For PIA’s discount rate, agents must mention PIAVADC when making their reservation. Call the hotel directly at 757-425-9000 or Sheraton Central Reservation - 800-325-3535 to reserve. Individuals may also reserve a room online at http://tinyurl.com/lbw6ja5. Mark your calendars now for June 22-24, 2014, and plan to relax with friends at PIA’s Convention at Shera-ton Oceanfront Virginia Beach. For details, call Carol at PIA 804-264-2582. Online Convention registration available soon. Table top spaces in the Ocean Grand Foyer are limited to the first 22 companies that reserve them. We recommend you reserve your spaces early. Remember, summer in Virginia Beach means when the PIA room block sells out, there are no more rooms. Room block cut-off is May 16. We expect the hotel to sell out of our room block, so reserve early. The hotel has been taking PIA reservations for two months. Check out www.sheratonvirginiabeach.com. PIA Trade Fair exhibits usually sell out by end of Febru-ary, so do not wait to make your reservation.

Don’t forget PIA Trade Fair changes at Sheraton - Virginia Beach

On May 14 in Richmond, PIA Insurance Services offers PIAVA/DC members a free opportunity to learn how to use Busi-ness and Succession Planning Tools to perpetuate their agencies, and pick up one Life and Health CE credit in the process along with a free lunch. Join us 9am to Noon on May 14 at PIA in Richmond, for a 3-hour workshop presented by our part-ners Highland Capital Brokerage and Transamerica Employee Benefits. Our agenda includes insights into Business Valuation and preparing your Agency for Succession; provides 1 hour of L&H CE on Business Planning with Disability Insurance, and introduces agency owners to voluntary and supplemental benefits that you can use to get more out of your current book of business. Lunch and a Q&A session is provided by Transamerica Employee Benefits when this workshop concludes. To register for this free PIAIS workshop, e-mail Sheryl@piavadc.com. When discussing agency succession plan-ning, the conversation circles around retirement or death with Life Insurance and other products. But, what happens with your plans if you become disabled and cannot continue at work or return to work to keep the Agency running smoothly? Learn how Business Overhead Expense Insurance helps pay your bills; how Disability Buy-Out Insurance can offer a way for the owner(s) to still execute their plan should a disability occur prior to retirement or death, and how Key Person Replace-ment Insurance and Business Loan Protection Riders can assist in continuing your business should a key employee become disabled or, even with disability, any loans can continue to be paid with insurance. Don’t miss this free workshop May 14.

REMINDER: Company Members are always welcome at PIAVA/DC’s office... to conduct company and agents meetings at a deep discount compared to renting space in local hotel ballrooms and paying skyrocketing hotel food and beverage costs. Over 3,000 sq ft. of comfortable Class A meeting space is avail-able at PIA, as well as a full galley for catering meals, A-V equipment, wireless broadband service, and a friendly staff. Contact Carol at PIAVA/DC call 804-264-2582 or e-mail Carol@piavadc.com to schedule your dates now.

PIAVA/DC MEMBER BENEFITS NEWS - April 30, 2014 Page 6

E&O continued from page 4 - Tips to consider Watercraft-related E&O claims can be avoided. Consider these tips: Completing the application – Sit down with the customer to review each question and explain the coverages in detail. If the customer does not choose the broadest protection, get his or her sign-off for the declined coverages. After the application is completed, require (don’t simply request) that the customer thoroughly review the application’s questions and answers and, if everything looks in or-der, require the customer to sign the application. Receipt of the policy – The agency should review the policy to ensure it matches what was re-quested. Whether you personally deliver the policy or mail it, include a cover letter advising the cli-ent to review it to make sure everything is in order. As evidenced by the claim example above, this should be handled promptly as time could be an issue. Education and training – Both your staff and your customers can benefit. The goal is to be certain the staff understands all of the coverages and how they apply. Spend a few minutes in the next week to review your agency’s approach to insuring the various types of watercraft. Include this as a topic in your next newsletter for customers and as a topic on your website and social media blog or post-ing. Spell out the benefits of a specialized policy as compared to securing the coverage via the homeowners policy. It’s also a great topic to include in your personal lines reviews to ensure that customers know the differences. Before the phone starts ringing, take the time to get up to speed and learn the finer points of insurance for watercrafts. This could ensure that your agency doesn’t “go down with the ship” in the event of an E&O claim.

Don’t forget: Virginia insurance CE laws changed to require agents to have all CE completed by November 30, 2014

The 2013-2014 Virginia CE biennium ends December 31, 2014. Virginia’s insurance continuing education laws have changed. The former biennial requirement for a two-hour Laws & Regulations class has changed to a three-hour requirement for Ethics content. Although the Virginia Laws & Regulations topic is accepted for the Ethics credit, it must be an approved three-hour class; not just two hours. A combination of Laws and Ethics credits is allowed if they equal 3 hours total. The most significant change for the 2013-2014 CE biennium concerns insurance license revocation. There is no longer a seven-month “grace period” after December 31. If you fail to have all your CE completed; fail to register online to claim your CE credits, and pay your biennial $15 fee by November 30, 2014, you may re-ceive a communication from the BOI advising you that your license may be terminated January 1, 2015. Trying to get your CE reported and confirmed in December 2014 will be a nightmare for agents, so don’t chance losing your license. Don’t put off getting in compliance with all your Virginia CE requirements any longer. In January 2015, there won’t be any excuses good enough for you to keep your license if you don’t have your CE or have not paid your continuance fee. Regulators are very well aware that agents will have had 23 months to attain their proper amounts of CE and to become compliant with the new laws. Check www.VirginiaInsuranceCE.com now to see if you are compliant. Get your Virginia CE completed now. Ques-tions? Go to www.piavadc.com for help and use the hot links to check your CE totals.

Utica Agents’ E&O Policy Holder Discount

The following PIAVA/DC educational classes are approved for Utica’s premium discount at your next E&O renewal. Contact Debbie Batkins at PIA Insurance Services for details - call 804-264-2582 or Debbie@piavadc.com. Any CIC Update • CIC Agency Management • CISR Agency Operations • Dynamics of Service • CPIA seminars • PIAIS E&O Seminars. Any of these classes are eligible to meet the Utica requirement which is spelled out on page 3 of this newsletter. A combination of classes for the appropriate number of your agents plus other compliance can equal a 10% premium discount.

PIAVA/DC MEMBER BENEFITS NEWS - April 30, 2014 Page 7

Virginia Regulatory Hot Tip 2014 – 3

Professional Insurance Agents Association of Virginia and DC, Inc.

Health Insurance Navigation for Insurance Agents Perhaps you have seen the video clip from the webseries, “Between Two Ferns” featuring President Obama being in-terviewed by Zach Galifianakis. “Have you heard of the Affordable Care Act?” Obama deadpanned to Galifianakis during the 6 ½-minutea video, the latest installment, “Oh, yeah, I heard about that. That’s the thing that doesn’t work,” said the self-deprecating actor. In the clip, Galifianakis peppered Obama with awkward questions, including whether he’d locate his presidential library in Hawaii or Kenya. “What’s it like to be the last black President?” the comedian asked. “Seriously?” Obama said with a straight face. “What’s it like for this to be the last time you ever talk to a president?” The Patient Protection and Affordable Care Act (PPACA, aka ACA) is legislation that you either love or hate; but it is the law of the land having the stated goals of increasing the quality and affordability of health insurance, reducing the cost of healthcare for the individual, reducing the cost of health care for the government, improving healthcare outcomes and lowering the uninsured rate through the expansion of public and private insurance coverage. With the aim of getting to a high level of participation, the government has developed several new categories of “professionals” to provide assis-tance in health care enrollment and to educate the public. It is the purpose of this “Hot Tip” to contrast the difference in the roles and responsibilities between traditional, professional insurance agents selling health care and that of the con-sumer assistance provided under the PPACA. To reach these goals of the PPACA, it will be necessary to have close to full participation of our citizens (both natural born and legal residents) in health care programs to bring costs down. Participation by the “invincible” youth is para-mount in reaching participation goals. No doubt, you have seen the endorsements by athletes during the 2014 Olympic coverage and March Madness as well as special appearances by the President and his wife on both daytime and late night talk shows. The White House’s publicity campaign to address the younger generation have the President’s critics com-plaining that these tactics are beneath the dignity of the Office of the President.¹ Under the PPACA, the Department of Health and Human Services (HHS), has defined new roles to assist consumers in the healthcare marketplace. Role classifications include Navigators, Assisters, Certified Application Counselors, and Web brokers. All of these designations should reference trained resources that provide: a) Unbiased information to consumers about health insurance b) Information on the use and navigation of the Health Insurance Marketplaces c) Information on all available qualified health plans d) Information on public programs including Medicaid and the Children’s Health Insurance Program (CHIP). Navigators cannot receive compensation or any consideration from insurance companies for performing their duties, compensation from their clients nor can they have any affiliation with a particular insurance company. Section 1311(i) of the PPACA requires that an Exchange establish a Navigator Program under which it awards grants to individuals or enti-ties who satisfy the requirements to be Exchange Navigators. Wage per hour data for Navigator caseworkers, project leads, and senior level executives are currently reported as follows: Caseworker GS-9 equivalent $20 Mid-Level Project Lead GS-12 equivalent $29 Senior Level Executive GS-15 equivalent $48² Before you run out to become a certified Navigator, please note that some of the health care call centers are already shutting down, most notably, the General Dynamics Information Technology Inc. will lay off 344 people at its call center in Chester, VA. effective May 9, 2014, as open enrollment to obtain health care coverage (Continued on next page) ¹ http://www.nydailynews.com/news/politics/president-obama-zach-galifianakis-funny-die-show-ferns-article-1.1717450 ² http://www.cms.gov/Regulations-and-Guidance/Legislation/PaperworkReductionActof1995/PRA-Listing-Items/CMS-10463.html?DLPage=1&DLSort=1&DLSortDir=descending

PIAVA/DC MEMBER BENEFITS NEWS - April 30, 2014 Page 8

under the Affordable Care Act expires March 31, 2014.³ A Navigator is not licensed by the Commonwealth of Virginia to sell insurance but trained only to help consumers find health coverage. This contrasts with a professional insurance agent with a health insurance license from the Common-wealth of Virginia Bureau of Insurance which enables him to sell, solicit, or negotiate insurance for compensation. In contrast to Navigators, a state health insurance license allows an agent access to market the following classes of insurance: Accident and Sickness, Health Services Plan, Health Maintenance Organizations, Credit Accident and Sickness, Long-Term Care, Dental Benefit Contracts, Dental Services Plans, Mortgage Accident and Sickness, Mutual Assessment Health, and Optometric Services Plans.4 The following table attempts in a very general manner to organize tasks for dif-ferent levels of health care professionals. As with any concern on a questionable activity, duty or responsibility, the Bu-

³http://www.timesdispatch.com/business/local/chester-call-center-will-lay-off-people-union-first-market/article_b688d77d-dab9-5d46-a1c3-b77b27727f44.html 4 http://www.scc.virginia.gov/boi/pro/files/class.pdf 5 http://leg1.state.va.us/cgi-bin/legp504.exe?141+fuh+SB542ER+701327 and http://leg1.state.va.us/cgi-bin/legp504.exe?141+sum+HB1043 6 http://www.cms.gov/CCIIO/Programs-and-Initiatives/Health-Insurance-Marketplaces/assistance.html

Comparison of Job Related Functions for Health Insurance Personnel Description of Service Provided Licensed

Agent Unlicensed

Staff Health Care Navigator

Assist with completion of application √ √ √

Counsel or advise what coverage to buy √ Advise insuring with a particular company √ Be compensated on a “unit of time or work” basis

√ √

Be compensated on a commission basis √ Quote rates as general information √ √ Solicit addition business √ √ Receive payments for coverage √ √ Indicate that requested coverage is or will be bound or issued

√

Receive and implement requests from exist-ing policyholders for changes in existing policies

√ √

Complete Federal Grant reporting require-ments

√

Bureau of Insurance authorization vehicle License Registration

reau of Insurance should be contacted for clarification.

Beginning September 1, 2014, Navigators are required to be registered with the Commonwealth of Virginia, Bu-reau of Insurance and submit proof of their completion of Federal education requirements, a criminal history record report and appropriate fees as set by the Bureau of Insurance. With this information, the Bureau will determine if the applicant meets the general requirement for character and fitness that would warrant the belief that the applicant will act as a navigator fairly, in the public interest, and in accordance with law. 5

Navigators will be required to adhere to strict security and privacy standards by the Federal guidelines– including how to safeguard a consumer’s personal information. They will be required to complete 20-30 hours of training to be certified, will take additional training throughout the year, and will renew their certification yearly. All types of enroll-ment assisters – including in-person assistors, Certified Application Counselors, and agents and brokers – are required to complete specific training and are subject to federal criminal penalties for violations of privacy or fraud statutes, on top of any relevant state law penalties. 6 (Continued next page)

PIAVA/DC MEMBER BENEFITS NEWS - April 30, 2014 Page 9

For clarity, there is little difference between a Navigator, an Assister and a Certified Application Counselor. An Assister is a navigator that provides in-person assistance. In contrast with a Certified Application Counselor, a Navigator is re-quired to conduct outreach to assist under served individuals/communities. In addition, HHS provides funding for com-munity health centers to help the uninsured gain coverage. Since grants are involved, Navigators are also required to complete federal grant reporting requirements. Web brokers (AKA Web entity brokers (WBE)) are agents/brokers licensed by the Commonwealth of Virginia to states, agents and brokers will play an important role in educating consumers about Marketplaces and insurance afforda-bility programs, and in helping consumers receive eligibility determinations, apply for premium tax credits and cost-sharing reductions, compare plans, and enroll in coverage. In particular, CMS anticipates that agents and brokers will play a critical role in helping qualified employers and employees enroll in coverage through the Small Business Health Options Programs (SHOPs). 7 Federally-facilitated Marketplaces, including State Partnership Marketplaces, will not establish a commission schedule or pay commissions directly to agents or brokers. As is the case in the market today, we [Department of Health and Hu-man Services] expect that the amount and terms of any commission would be negotiated by the issuer and the agent or broker. However, we note that HHS has established a QHP certification standard for issuers seeking certification in Feder-ally-facilitated Marketplaces and Federally-facilitated SHOPs (FF-SHOPs) that would require QHP issuers to pay the same agent and broker compensation for enrollment in similar health plans offered outside the Federally-facilitated Market-places and FF-SHOPs. 8 A WBE is held to strict standards in dealing impartially with the public. • Qualified Health Plans (QHP) will not be displayed in a manner that would maneuver a consumer to a particular QHP

based upon financial consideration to the web-broker;

• A web-broker will disclose to the consumer the specific source and nature of (Continued next page)

7 http://www.cms.gov/CCIIO/Programs-and-Initiatives/Health-Insurance-Marketplaces/assistance.html 8 http://www.cms.gov/CCIIO/resources/regulations-and-guidance/downloads/agent-broker-5-1-2013.pdf

The author of this Regulatory Hot Tip endeavors to provide accurate and authoritative information about the subject matter covered as of the date of publication. However, the substantive information and any statutory authority contained in this Hot Tip should be verified as they are subject to change with the passage of time. The author provides this Hot Tip with the understanding that she is not ren-dering legal, accounting, or other professional advice or counsel. If legal advice or other expert assis-tance is required, the services of a competent professional should be sought. This publication is au-thored by JoAnne L. Nolte, JD, CIC, CPCU, FLMI, CLU, who practices at The Nolte Law Firm, P.C., 1427 W. Main Street, Richmond, VA 23220. NolteLaw offers Solutions for Business—Large and Small; just call (804) 658-4518. NolteLaw’s practice focuses on general business matters (such as business forma-tion, acquisitions, dissolutions and employment questions) and administrative law issues (such as rule-making and compliance) affecting regulated entities. Our diverse client base includes restaurants, healthcare providers, contractors, fiber-optic and conduit installers, business entrepreneurs, telecom-munications companies, insurance entities, financial institutions, mortgage loan originators, water & sewer providers, and insurance receiverships. Jo has served as attorney for the Virginia State Corpora-tion Commission and as in-house counsel to a privately owned national corporation. She also owned and operated an insurance surplus lines brokerage agency and an insurance consulting business.

Hot Tip 2014-3 conclusion… web-broker compensation and that the com-pensation does not affect the display of QHP options or the premiums charged;

• Consumers will not be charged a separate transaction or service fee for shopping or enrolling in a QHP through a web-broker’s services or website; and

• Web-brokers will offer a QHP plan selec-tion experience that is free from advertise-ments or information for other health in-surance-related products and sponsored links advertising health insurance-related products.

As you are aware, the information con-tained within this “Hot Tip” simply compiles information gathered from various sources and can change at any time. Please refer to docu-mentation and rulings by the Commonwealth of Virginia, Bureau of Insurance of the State Corporation Commission for further guidance.

PIAVA/DC MEMBER BENEFITS NEWS - April 30, 2014 Page 10

Special Service Agency acquired by Dixon Wells; EZ App offered PIAIS partner, Special Service Agency, which has helped PIA members in Virginia and the surrounding areas sell Life, Long Term Care, Disability Insurance and Fixed Annuities for over 30 years, was recently purchased by Dixon Wells of Birmingham, Alabama. Dixon Wells continues to offer the same companies and products that Special Service Agency made available to PIA agents and the support staff in the Richmond office has been retained at the same location with the same phone number. The web address is now www.DixonWells.com. Dixon Wells offers additional programs, including their new Dixon Wells EZ App, a tool designed to make doing life business easier and quicker to keep the P&C agent doing what they do best. Simply input some basic information into the EZ APP link on the Dixon Wells website, and Dixon Wells takes it from there. They will arrange the paramed visit, get the application completed and signed and order any underwriting requirements. The agent will need to complete a one-time registration process. Cutting down on paperwork and time spent completing a life insurance application should help the agent take advantage of life insurance opportunities without spending a lot of time on it. A link to the Dixon Wells EZ App can be found on the PIA website – www.piavadc.com.

Business questions? PIA members get free consulting advice Got a problem and need real professional help? As a PIAVA/DC member, free help is yours as a member benefit. That’s right, nearly $1,500 worth of professional consulting time is yours each year. Maybe you need tax advice or have a regula-tory issue with the BOI? What about an appraisal for a book of business or a tough employee contract problem? Free help for PIA members is a simple call away...call PIAVA/DC at 804-264-2582. These services are provided to you exclusively as a PIA member through PIAVA/DC Agency Assist ™ , a suite of PIA consultative resources designed to help PIA member-agents solve everyday agency and personal problems, preparing to buy, sell, perpetuate, merge, appraise and/or transfer ownership of an agency business, with the help of a cadre of experienced professionals in a variety of business pursuits. PIA’s team of experts provides advice and you’re not obligated to buy anything. PIAVA/DC Agency Assist ™ offers PIA members a one-hour free consultation per year with an experienced local at-torney and with other experienced professional practitioners. In addition to legal direction, PIAVA/DC offers additional free one hour/year consults from any of our professional services providers, including CPA and tax consultation; agency per-petuation, agency management and workflow analysis; producer compensation and productivity analysis; relationship bro-kerage between agency purchasers and sellers; financing resources for agency purchases; agency human relations consult-ing; business planning; and agency valuation services. PIA’s team of practitioners includes Attorneys Jo Nolte, Martha McQuade, Marni Byrum, Daniel Caldwell, Julie Cillo and Consultants Victoria V. Lewis, Al Diamond, Edward Curry, Jon Per-sky, Becky Lathrop, Brandi Hinen of PurePRM and Sheri Winesett from ActionCOACH. All are true experts in their fields, and they are a phone call away at 804-264-2582. For legal challenges, PIA’s panel of veteran local attorneys is available by phone, e-mail or in person to evaluate agent issues (business or personal) and to give direction on corporate law, elder care, domestic, regulatory, insurance coverage, employment and litigation. Your one-hour per year local attorney consultation is a $250+ value - yours free as another value-added benefit of PIAVA/DC membership. In addition, PIA’s seven professional business consultants – valued at $200/hour – can provide you with up to another free $1,400 of consulting help over 12 months - for PIA members only. For help, call PIAVA/DC at 804-264-2682 or e-mail pia@piavadc.com for information on these useful business and insurance consult-ing services available to PIA members only.

Need help? Call PIAVA/DC first - personal service is always free What do you get for your PIA dues? Aside from 50% discount on 1st year and 25% discount on 2nd year dues for start-up agencies, PIA provides members a lot for their dues investment. Here’s some of what you get today: • The best professional designation programs (CIC, CISR, CPIA) in the nation and tuition discounts on PIA in-house programs, like the 3-hour Laws & Regs class, and PIA’s new webinar series on timely topics, like Obamacare • PIA lobbyists fighting for agents at the General Assembly in Richmond; weekly Legislative Update e-newsletter during session; • 3-hour E&O seminar which counts toward a 10% premium discount with Utica • Tuition grants/loans from the PIA-CEAC Carrier Education Assistance Program • PIA Education Foundation’s Semi-annual scholarships to CIC, CISR, CPIA and Convention/SWVA Education ExPO registrations • Discounts on day-long L&H and P&C CE classes • Member-only Agents’ E&O insurance products through PIAIS from agent-owned PIAPRO E&O Captive • Opportunities as board leader, committee chair or active member on one of 14 committees • Opportunities to network/learn from/share with peers at committee and board meetings, and at Conventions • Free admis-sion to Carrier Trade Fair at Annual Convention • Member-agent use of the PIA classrooms; • PIAVA/DC Agency As-sist™ program offering $1,400 of legal and professional consulting free to members annually • PIA Insider e-newsletter, including VA Regulatory Hot Tips created by PIAIS attorney • Agency & agent employment ads in publications • Access to PIAIS’s 4 market access programs for P&C Admitted and Life & Health markets • Personal advice and counsel from PIA Ambassadors • Access to association-endorsed discount premium financing services • PIA website with the following: news & announcements of new PIA member services; licensing and CE transcript data, fast OnLine registration with ACH/EFT payment for classes and conferences; regulatory bulletins, model agreements, Business Links on PIA’s modern website for agents seeking company appointments, PIA Career Center with free ads and free resume postings, agency tips, and archives of all PIA publications, such as the Agency Procedures Manual, privacy policies and technical security policies; • PIA Na-tional Membership benefits worth at least $1500 for each company contract that you have reviewed for free by National’s regulatory attorneys; Federal legislative representation on Capitol Hill; free national branding program with radio print and TVA ads of “Local agents serving Main Street America”; Omnia discounted employee screening; Agency Perpetuation Central; Generation Y micro website; Guide to Successful Agency Planning & Agency Disaster Recovery Manual • A friendly, profes-sional staff - all of whom are P&C licensed and who members can call - FOR FREE - when you need advice on a question, a problem or if you need a straw man to ask the BOI a “what if” question • Multiple business networking opportunities to engage, talk, learn, and associate with other agents, in a non-competitive environment.

PIAVA/DC MEMBER BENEFITS NEWS - April 30, 2014 Page 11

DATE  TIME  WEBINAR  CE HOURS 

INSTRUCTOR 

5/12  9‐12p  E&O and the Legal and Ethical Duties of Agents & Brokers ** 

3 Ethics  Jerry Hargrove 

5/13  1‐4p  ISO General Liability: 2013 Re‐visions 

3 P&C  Jerry Hargrove 

5/14  9‐11a  Business Auto Claims That Cause Problems 

2 P&C  Terry Tadlock 

5/15  9‐12p  Waivers of Subrogation/Indemnity/Certificates 

3 P&C  David Viola 

5/19  1‐4p  Ethics for Insurance Profes‐sionals 

3 Ethics  Jerry Rhinehart 

5/20  9‐12p  Flirting With Disaster: Run a Plan or Plan to Run 

3 P&C  Chris Amrhein 

5/20  1‐4p  National Health Care Reform  3 L&H  Jerry Rhinehart 

5/21  1‐4p  Social Networking: OMG or E&O?** 

3 OGI  Chris Amrhein 

5/22  9‐12p  Flood Insurance  pending  Kevin Amrhein 

5/22  1‐5p  Long Term Care Insurance and the Partnership Plan 

4 L&H  Jerry Rhinehart 

5/27  11‐1p  Business Income: How Much is Enough? 

2 P&C  Terry Tadlock 

5/28  9‐12p  The Human Asset Puzzle: Risk Managing Life, Health and Dis‐ability Insurance 

3 L&H  Chris Amrhein 

5/29  9‐12p  It’s Personal: Home and Auto Exposures Your Insured Won’t Tell You 

3 P&C  Kevin Amrhein 

Course Num‐ber 

210264 

210316 

209961 

210265 

209599 

210315 

209227 

210204 

pending 

209874 

209600 

209603 

210314 

WEBINAR SCHEDULE May 2014 

PIA discount rooms almost sold out at Sheraton Virginia Beach

Learn about Agent Teleworking at 2014 PIA Convention, VA Beach Teleworking has become more main stream as an employment practice with independent agents who sometimes struggle to cope with agency staffing issues and shortages of experienced in-surance agency personnel. Teleworking has unique challenges that may Vir-ginia professional agents have already faced and overcome. Learn the chal-lenges and rewards of teleworking from your colleagues on June 23 at the Sheraton Virginia Beach Oceanfront, where PIAVA/DC presents its 2-hour Agent Teleworking (2P&C) panel discussion, featuring: Moderator Bob Reilly of Ashcraft Associates, Arlington, VA; Jeff Brown of Brown’s Insurance, Manas-sas; Kenneth Daveler of Alliance Insurance Services, Washington, DC.; Scott Harwood, Jr, of Harwood and Son, Farmville; 2013 PIAVA/DC and PIA Na-tional Company Representative of the Year Connie Boyd of Southern Insur-ance, and Scott Chidester of Kinex, Farmville, VA. At PIA’s Teleworking presentastion on June 23, you can learn about successfully telework training; determining em-ployee eligibility; assessing employee needs; crafting signed, written telework agreements; communicate expectations; performance management; decisions about equipment; safety and security responsibilities, and unique practices and pro-cedures that impact your agency teleworkers. Get the facts from agents who know at PIA’s Convention and Trade Fair, June 22-24 Virginia Beach. Register online now at www.piavadc.com

Don’t be left out. Warm ocean breezes, soft sand, cool beverages and fun group of people to hang with. PIAVA/DC’s 78th Annual Convention and Trade Fair, June 22-24, 2014, is at Sheraton Virginia Beach Ocean-front. But you won’t save money if you don’t reserve a room today from PIA’s discount room block at the Sheraton Virginia Beach. May 16 is the cut-off for hotel rooms which are nearly sold out now. Also Convention registration increases by $40 each after May 16, so you won’t want to delay registering for PIA Convention. Beachside corn hole bag toss tournament to benefit Special Olympics will be held Monday afternoon beachside near PIA’s hospitality suites. A few Sheraton rooms were still available at press time: Oceanfront - $219; Partial Oceanview - $189. For PIA’s discounted room rate, agents must mention “PIAVADC” before May 16. Call the hotel directly at 757-425-9000 or 800-325-3535 to make a reservation. Room cut-off is May 16. Individuals may also reserve a room online at http://tinyurl.com/lbw6ja5. Register now while there is still an opportu-nity for you to save money. Plan to vacation with PIA family friends at PIA’s Convention at Sheraton Oceanfront Virginia Beach, June 22-24, 2014. For details, call Carol at PIA 804-264-2582. COMPANY EXHIBIOR ALERT: There is a significant change for your 2014 PIA Trade Fair. PIA has more than 20 of its 70 trade show spaces overlooking the beach in a unique agent gathering area that many will find appeal-ing. These Ocean Grand Ballroom Foyer spaces are tabletop spaces only; available first come, first served. Call Carol - 804-264-2582 - to reserve one of these prime spaces now - you’ll be glad you did.

PIAVA/DC MEMBER BENEFITS NEWS - April 30, 2014 Page 14

PIAVA/DC MEMBER BENEFITS NEWS - April 30, 2014 Page 15

EDUCATION - I will attend the following courses: (please mark even if registered as a Full attendee)

Full Convention Attendee

A La Carte Member

A La Carte Non-Member

Monday (CHOOSE ONLY ONE) 9:00am-Noon Mock Trial: E&O Loss Prevention (3 OGI pending) 9:00-11:00am Panel: Agent Teleworking (2 PC pending) Monday 11:15am-12:15pm Insider’s View of Glass Breakage (1 PC) Tuesday (CHOOSE ONLY ONE) 9:00am-Noon Laws & Regulations [Ethics] (3 ETH) 9:00-11:00am P&C Loss Control (2 PC pending) Tuesday 11:15am-12:15pm ACA Update (1 LH pending)

Included Included

Included

Included Included

Included

$75

$105

$50

$75 $105

$50

$175 $165

$75

$175 $165

$75

“Ride the Waves with PIA” PIA VA/DC Convention and Trade Fair

June 22 - 24, 2014 Sheraton VA Beach Oceanfront ~ VA Beach, VA

A t t e n d e e R e g i s t r a t i o n F o r m

Name: Badge Name (first only):

I am: an Agent a Company Rep a Spouse/Guest

Agency/Company: Email:

Address: City:

State: Zip: Phone: Fax:

If Applicable: NPN #: State (ie: VA): License #:

THIS IS MY FIRST PIA CONVENTION Be sure to add your Special Olympics Donation on the back of this form.

PIA Member Non-Member Additional Staff from Same Agency/Company First Time Attendee (Agent) YPC Track (Must be PIA member; age 45 or under. Reg. incl. all

activities listed above PLUS Chick’s Oyster Bar for no add’l. fee.) Exhibitor Delegate (Exhibitor attending full convention) Spouse/Guest (not a licensed agent)

Full Name Mr. / Mrs. / Ms.

$415 $485 $365 $325 $310

$370 $299

$455 $535 $390 $395 $405

$400 $325

FULL REGISTRATION PACKAGES (* Includes Trade Fair, entertainment, Education courses and

all meal functions (except Monday Chick’s Oyster Bar).

Early Bird

May 16 & After

Trade Fair — Must complete registration form for entry. Sunday Prof. Desig. Conferment / New Members / 1st Timers Lunch

Conferee is free. Guest of conferee: ____ @ $25/each Exhibitors invited to join Prof. Desig. Lunch Monday Breakfast Monday Beachside Corn Hole Tourney for Special Olympics Monday Dinner - Chick’s Oyster Bar

(Anyone can attend, regardless of age. This dinner is included for those reg. as Full “YPC Track”. Advanced reg. is reqd. Seating limit - 100)

Tuesday Awards Breakfast, PIA Annual Business Meeting Tuesday Reception & Dinner

FREE $35

$35 $35

$50/team of 2 $99

$35 $110

FREE $45

$45 $45

$50/team of 2 $125

$45 $135

A LA CARTE ITEMS Early Bird May 16 & After Early Bird

FREE $45

$45 $45

$50/team of 2 $115

$45 $125

May 16 & After

FREE $55

$55 $55

$50/team of 2 $125

$55 $150

Non- Member PIA Member

A c c o m m o d a t i o n s , f u r t h e r d e t a i l s a n d p a y m e n t i n f o r m a t i o n o f t h e b a c k s i d e o f t h i s f o r m .

Mon Breakfast Me Spouse

Tues Awards Breakfast Me Spouse

Tues Reception/Dinner Me Spouse

Chick’s Oyster Bar Yes No

YPC Track Regs. Only:

Sun Trade Fair Reception Me Spouse

Prof Desig Conferment Lunch Yes No

Full Registration—Please Complete

I plan to attend the following meals functions:

Registration Instructions: • If you are a company rep or licensed agent and plan on attending the entire convention (Sunday Trade Fair through Tuesday Dinner), you should

register as a FULL Convention Attendee. The only activities not included in a FULL registration would be Sunday lunch at the Professional Designation Conferee Event and Monday dinner at Chick’s Oyster Bar. Please note, if you register using the YPC Track, the Monday night dinner is already included.

• Full Spouse/Guest Registration – If your spouse or guest (not a licensed agent) plans on attending the entire convention with you, register them under the “Full Registration Packages” section. This includes all breakfasts, Tuesday dinner (NOT Mon dinner) and Sunday Trade Fair Reception. If your spouse is only planning on attending a few of the convention events, the A La Carte Registration may be a better option.

• All FULL Convention attendees (& their spouse, if applicable) are required to mark which meal functions they will be attending. This helps PIA plan according to how many attendees will be present at each meal function.

• ALL REGISTRANTS (Full and A La Carte) should complete the “Education” section. This insures that we will have a seat for you. Some of the sessions have limited seating. If you do not denote in advance, which sessions you plan to attend, you risk not having a seat at your desired session.

Accommodations: Sheraton Virginia Beach Oceanfront, 3501 Atlantic Avenue, Virginia Beach, VA 23451 Register for hotels rooms early—PIA’s room block always sells out early at Virginia Beach. Call Sheraton at (800) 325-3535 or (757) 425-9000 or register online at http://tinyurl.com/lbw6ja5. Mention PIAVADC when calling to receive the discounted rates: $219 Oceanfront; $189 Partial Ocean View. Rates do not include applicable taxes, resort and services fees. Hotel reservations must be made by May 16th in order to receive group discount. If the PIA room block sells out prior to May 16th, then normal hotel rates will apply. Attire: For the most part, our convention is casual. It is recommended that you bring a sweater or jacket in case some rooms are cooler than you desire. Tuesday evening’s dinner is the only time semi-formal attire is recommended.

Payment: Please refer to cancellation policy included on this form. • FULL Registration $

• Spouse Registration $

• A La Carte Registration $

• Education Registration $

• Special Olympics $

• TOTAL $

Invoice Me Credit Card (Amex, Visa, Master Card) A $10 fee will be added to all credit card transactions.

Card # Expires Security Code

Name on Card Card Billing Address City, State, Zip

All invoices must be paid in full by June 20th. Any balance due upon conference check-in must be paid in full in order to receive convention / registration materials. Cancellation Policy: Registration cancellations are fully refundable if cancelled through May 31, 2014. Registrations cancelled June 1 through June 13, 2014 are subject to $50 cancellation fee. No refunds will be given for cancellations made after June 13, 2014. No refund for no-shows. Substitutions are allowed. Written notice of cancellation is required.

Return completed form & payment to: PIA VA/DC, 8751 Park Central Drive, Suite 140, Richmond, VA 23227 Attn: Carol Throckmorton Fax (804) 266-1075 OR Email: carol@piavadc.com Questions? Call (804) 264-2582

Children: The following children will be in attendance: # Under 3 yrs. (Names) # Age 3-8 (Names) # Age 9 & up (Names) __ Children’s meals are offered ONLY for Tuesday night dinner. Pre-registration required. # of Children’s Meals requested: _________ @ $15 ea. Dietary Restrictions: Note any food allergies or medical conditions that require special meals. Special Needs: Note any special needs that will help us or the hotel staff serve you &/or your spouse/guest better. (ie Wheelchair; room near elevator)

Attention Trade Fair Exhibitors

How would you like a 50% discounted booth at the 2015 PIA VA/DC Convention in VA Beach? All you have to do is have the best decorated booth at the 2014 Conven-tion. This year’s theme is “Ride the Waves with PIA”. A winner will be chosen from both inside the Ballroom and the Ocean Grand Ballroom Foyer. Trade Fair attendees will vote for their favorite booths and the winner will be announced at the end of the Trade Fair during the Trade Fair Reception.

A NOTE ABOUT SPECIAL OLYMPICS OF VIRGINIA - There will NOT be a Silent

Auction this year as in years past. Please continue to support the Special Olympics

through PIA by adding your donation here. Diamond, Gold and Silver contribu-tors will receive a ribbon on their name badge recognizing their donation. Please write in the $ amount you would like to contribute.

Diamond ($250 & up)

Gold ($100—$249)

Silver ($50—$99)

Bronze ($49 & below)

2014 PIA VA/DC Annual ConventionBeachside Cornhole Tournament between the Boardwalk & Sheraton Pool

Monday - June 23rdTournament begins at 2:00 pm Cost: $50/team of 2

All Proceeds go toSpecial Olympics VA

CASH

PRIZES

& Trophies

1st Place Team $2002nd Place Team $100

Come out and have some fun!! No experience necessary!