From left: K&S Insurance Agency President Tony Chief Financial Officer Johnny Moss, Partner Josh Gilbert, Chief Operating Officer Gary Thompson and Senior Vice President John .

Q4 2020

A Look At August 2020 Midwest Derecho, Hurricane Laura

3 Rob Friedman Named Regional VP – Eastern Region

4 A Look at August 2020 Midwest Derecho, Hurricane Laura

8 Introducing the EMC TeleTech Program

10 Policy Now: We Have Liftoff Experience Faster Quoting

11 The Cost of Cold

12 EMC National Life Sales Contest

13 EMC OnCall Nurse Improve Reporting and Reduce Costs

14 Local Focus: Target Markets to Boost Your Bottom Line

Cooperator is a quarterly publication intended for EMC agency partners. This newsletter provides information on the latest products, coverages, services and industry insights—with the goal of helping you grow your business and better serve your clients.

We Want to Hear From You! Please send feedback on this edition, including questions and comments, to corporatecommunications@emcins.com.

Follow EMC

A Message From EMC Leadership As the fourth quarter comes to a close, it’s fitting to reflect

on this unique and challenging year. EMC President Scott

Jean stepped into his new role of CEO on March 11, and it

was certainly an interesting beginning. Within two days,

Scott and the EMC executive team made the decision to

shift our team to a work-from-home environment due to

the COVID-19 pandemic. And most of our team continues to

work remotely.

It’s been a tough year for many, but our goal from the

beginning has been to continue providing the seamless

Count on EMC® experience our policyholders and agents

have come to expect from us. We are proud of our team

members for upholding our commitment to exceptional

service while balancing a new work environment and other

challenges brought on by the pandemic.

Our ability to quickly and smoothly adapt to unexpected

circumstances shows we are prepared and ready for the

future. EMC has set challenging goals for 2021 and beyond,

and we have solid plans in place to achieve success. We

aim to inspire our team members every day to deliver

exceptional customer experiences and innovative

solutions, while driving mutual profitability with you, our

independent agency partners.

Thank you for your continued support and partnership

during a year like no other. We look forward to building

success with you in 2021.

IN THIS ISSUE

10 13

4

SCOTT JEAN FEATURED ON NAMIC PODCAST

EMC’s President and CEO was

interviewed on the “Uncovered” podcast,

a National Association of Mutual

Insurance Companies (NAMIC) series, which delivers

news and in-depth interviews specifically designed

for the property and casualty insurance market.

Check out episode 317 to hear NAMIC CEO Chuck Chamness and Scott discuss COVID-19.

Please note that Scott’s interview starts at the 4:41 mark.

LONNIE SCHWAB RETIRES

Lonnie Schwab retired as of

Aug. 12, 2020. Lonnie joined

the EMC Des Moines Branch in

1992 before working his way

up to Regional VP – Branch

Operations. Lonnie was a great

asset to this company and will

be missed. We appreciate his

many years of service and wish

him the best in his retirement.

FOLLOW US

Can’t get enough EMC?

Good news ... we’re now

on Instagram! Follow us for

updates on all things EMC.

Rob Friedman Named Regional VP – Eastern RegionOn Sept. 28, Rob Friedman was promoted

to Regional VP – Eastern Region from his

previous position of VP – Marketing.

Rob brings strong leadership, vast

knowledge of the independent agency

system and a passion for building

relationships to his new position. We are

confident he will excel in this role and

serve as a valuable partner to agencies

that work through our eastern region

offices located in Birmingham, Charlotte,

Cincinnati, Jackson, Lansing and Providence.

Rob joined EMC in 2000 as a Corporate

Office Property Underwriting Specialist.

In 2002, he moved to the Corporate

Office Marketing Department and held

the positions of Marketing Consultant,

Marketing Supervisor, Agency Development

Manager and Director of Marketing. Rob

was named Assistant VP – Marketing in

2009 and VP – Marketing in 2015.

He received a bachelor’s degree in finance

from Iowa State University and earned the

Chartered Property Casualty Underwriter

(CPCU), Certified Insurance Counselor

(CIC) and Associate in Reinsurance (ARe)

designations.

2 www.emcins.com 3COOPERATOR Q4 2020

A Look at August 2020Midwest Derecho, Hurricane Laura

4 www.emcins.com 5COOPERATOR Q4 2020

Improving Lives Amidst the StormThis past year has been a storm of many unexpected and unprecedented events. From a global pandemic to catastrophic storms, it

has been a challenging year for everyone. Despite this, EMC remains dedicated to improving the lives of our independent agents,

policyholders, team members and communities.

MIDWEST DERECHO

Until this past August, you likely had never

even heard the term “derecho,” much less

understood the danger and destruction

such an event causes. This powerful storm,

described as an inland hurricane, tore

through parts of Illinois, Indiana, Iowa,

Michigan, Nebraska and Wisconsin. The

derecho arrived with little warning, with

winds sustaining 60-75 mph and gusts

reaching more than 100 mph.

It was the largest storm loss in EMC

history, with over $150 million in claims

including the single largest claim EMC has

seen. We received more than 400 damage

claims in the first week following storm.

We quickly began an “all hands on deck”

approach, with EMC adjusters starting

inspections that first day. Overall, we

received claims from 101 agencies, or 57%

of our fully contracted agents.

HURRICANE LAURA

In late August, Mother Nature struck

again. Hurricane Laura, a category

4 hurricane, ravaged southwestern

Louisiana. With sustained top wind speeds

of 150 mph, it was the strongest hurricane

to strike the state of Louisiana since 1856.

The storm’s wind and rain caused

significant damage and power outages.

Our Corporate Office and Jackson Branch

sprang into action immediately, sending

adjusters to the area. We also brought in

trusted independent adjusters to reduce

wait times for our policyholders. To date,

EMC has received 330 claims regarding

the storm.

COUNT ON EMC®

These storms presented yet another

challenging event in a year filled with

unexpected challenges. But what wasn’t

unexpected is the way EMC and its team

members stepped up to the plate. From

staff who answered phones and replied to

a flurry of emails to the adjusters who

were out in the field assessing damage,

EMC was committed to helping our

policyholders in need.

We will continue to monitor the impact

that these and other events have on our

clients and their insurance needs. We are

dedicated to handling claims as quickly

and efficiently as possible. In partnership

with agents like you, we will help our

policyholders not only get back to business

but put them on the path to success.

“THE ADJUSTERS FOR EMC HAVE BEEN DOING AN UNBELIEVABLE JOB OF TAKING CARE OF OUR INSUREDS... COUNT ON EMC® IS NOT JUST A SLOGAN, IT’S THE PEOPLE BEHIND THE NAME THAT MAKE IT COUNT.”

– MIKE DEMARIE, DEMARIE INSURANCE AGENCY INC.

6 www.emcins.com 7COOPERATOR Q4 2020

Telecommunications and Technology Providers

Coverage Highlights

See reverse for more coverage details.

Highlights of key coverages available with the EMC TeleTech Program.

Property

Limit

Accounts Receivable

$250,000

Appurtenant Buildings and Structures

$10,000

Asbestos Removal

$25,000

Business Income and Extra Expense Actual Loss Sustained

$500,000 per occurrence

Business Income From Dependent Properties

$25,000 ($1,000 per day)

Debris Removal

25% plus $100,000

Discharge From Sewer, Drain or Sump

$100,000 aggregate

Electronic Data

$50,000

Employee Dishonesty

$50,000

Employees’ Tools

$10,000 ($1,000 maximum per employee)

Expediting Expenses

$25,000

Fine Arts

$100,000

Fire Department Service Charge

$25,000

Fire Extinguisher Systems Expense

Actual cost incurred

Foundations of Building, Pilings and Underground Pipes

$250,000

Interruption of Computer Operations

$25,000

Inventory and Appraisal Expense

$50,000

Lock Replacement and Rekeying

$10,000

Money and Securities

$50,000

Newly Acquired: Buildings

$2,000,000

Business Personal Property

$1,000,000

Period of Coverage

120 days

Ordinance or Law Including Post-Loss

Coverages A, B and C included in policy limits

Outdoor Property; Telephone Booths; Underground/Water

Cable and Equipment; Telecommunication Equipment; Radio

and Television Antennas, Satellite or Microwave Dishes and

Their Lead in Wiring, Masts or Towers

$500,000 ($1 million and $2 million options to increase)

Outdoor Signs

$50,000

Personal Effects and Property of Others

$50,000

Poles and Pole Mounted Equipment

$150,000 ($10,000 deductible)

Pollutant Clean Up and Removal

$50,000

Premises — Increased to 1,000 ft

Included

Preservation of Property

90 days

Property: In transit

$100,000

Property: Off premises

$100,000

Replacement Cost Valuation

Building losses under $10,000

Reward Payment

$25,000

Sales Representative Samples

$50,000

Seasonal Variations: Business personal property

25%

Count on EMC® to Take Care of Your CustomersHere are just a few of the ways EMC can help you take care of your clients:• Extra coverage options — CyberSolutions (data compromise and cyber liability)• Valuable claims services• Personalized, local service• Exceptional loss control resources and services (see reverse)

A G E N T I N S I D E R Telecommunications and Technology Providers

When your telecommunications and technology clients choose the EMC TeleTech Program, they’ll get more than great coverage. They’ll get industry-appropriate loss control resources, personalized claims service and the kind of expertise you’d

expect from a company that’s been in the commercial insurance business for more than 100 years. Any insurance company can provide coverage. With EMC, you’ll get coverages tailored to your industry and assurance that these coverages will be monitored and updated to meet the rapidly evolving needs of your industry.Eligible Operations

• Telephone (VOICE) and Internet Service ProvidersSecondary operations including but not limited to:• Security system installation and repair • Retail stores selling electronics, cable TV and smart home products• Voice Over Internet Protocol (VOIP) telephone service • Computer sales and repair • Web design

• Web hosting/cloud services• Cable TV or streaming services

Ineligible Operations • Tower construction or repair contractors• Security and alarm monitoring performed by insured employees

Coverage Highlights• Towers, outdoor communications equipment, underground and

underwater cables coverage*• Poles and pole mounted equipment • Private entity wrongful acts — linebacker (includes employment practices liability)

• Umbrella may apply as excess over linebacker and employment practices liability

Visit emcins.com to learn more about EMC and what we can offer your clients.

*Coverage is included with the industry extension, with optional higher limits available.

Smart Protection for Telecommunications and Technology Providers

Introducing the EMC TeleTech ProgramHIGH-DEFINITION COVERAGE

Any insurance company can provide

coverage. With EMC, your clients are

connected to a network of tailored

coverages and resources that will

be monitored and updated to meet

the rapidly evolving needs of the

telecommunications and technology

providers industries.

Coverage Highlights• Extensions for Towers,

Outdoor Communication

Equipment and Underground/

Underwater Cables*

• Private Entity Wrongful Acts/

Linebacker (includes EPLI)

• Business Income

• Poles and Pole Mounted Equipment

• Blanket Additional Insured (as

required by contract)/Primary and

Non-Contributary

• Blanket Waiver of Subrogation

• Broadcasting Liability Coverage

ELIGIBLE OPERATIONS

• Telephone (VOICE) and Internet

Service Providers

Secondary operations, including but not limited to: • Cable TV or streaming services

• Cable/conduit construction

• Computer sales and repair

• Retail stores selling electronics,

cable TV and smart home products

• Security system installation

and repair

• Voice Over Internet Protocol (VOIP)

telephone service

• Web design

• Web hosting/cloud services

INELIGIBLE OPERATIONS:

• Tower construction or repair

contractors

• Security and alarm monitoring

performed by insured employees

EARLY SUCCESS

The new EMC TeleTech Program

is an expansion of an established

target market program available

in the EMC Des Moines Branch.

Over a 10-year period, the program

proved to be successful with a 22%

incurred/earned loss ratio. During

that time, no single year saw a loss

ratio of more than 30%, with some

years being as low as 11%.

“In terms of profitability, we’ve

seen great success in Iowa,”

Eric Eastman, EMC Underwriting

Product Consultant, says. “We

are excited to expand this

countrywide, and we believe

customers will find great value in

this program.”

*Coverage is included with the industry extension, with optional higher limits available.

LEARN MORE

Order the TeleTech Program policyholder brochure (MK8250),

Agent Insider (MK8250.1) and Coverage Highlights

(MK8250.2) on Agent Access for more program details.

Questions? Contact your EMC marketing representative

or underwriter.

8 www.emcins.com 9COOPERATOR Q4 2020

The Cost of ColdHelp Your Clients Prevent Freeze Losses Around the Clock

EMC partnered with Hartford Steam Boiler (HSB) to offer a building

monitoring service that helps protect

companies from freeze losses. Our

new freeze prevention package

includes sensors that monitor

policyholder facilities 24/7 and

alerts them whenever falling interior

temperatures suggest trouble.

If inside temperatures drop low

enough, pipes will freeze and burst.

The resulting water damage can

disrupt operations and be expensive to

fix. In fact, the average cost of a freeze

loss is $28,000.

HOW IT WORKS

Strategically placed sensors

communicate directly with HSB’s

fully-staffed Monitoring and Support

Center. If the indoor temperature falls,

an alert is sent to the policyholder via

email, text or phone call.

ENROLL YOUR CLIENTS TODAY

Policyholders must log in to

Commercial Policyholder Access and

click the Building Sensors button on

the landing page. Once enrolled, their

sensor kit will arrive with an easy-to-

follow installation guide that walks

them through the entire process, from

sensor placement to activation.

If you have a policyholder who is a

good candidate for this solution, but

isn’t signed up for Policyholder Access,

send them an invitation to register by

following these steps.

Download the freeze sensor brochure

or contact your local EMC marketing

representative for more information.

WE WANT TO HEAR FROM YOU

EMC is using agent feedback to make the system more user-friendly. Try it out and let us know what you think!

If you have suggestions, email tellusmore@emcins.com.

“MY UNDERWRITER GOT BACK TO ME RIGHT AWAY. NOW THAT I KNOW HOW FAST THIS IS AND THAT

MY APPLICATIONS AREN’T JUST THROWN INTO A PILE, I’LL BE TRYING MORE WITH EMC.”

– BRETT MAYER, UNIVERSAL BUSINESS INSURANCE INC.

*Policy Now is not currently available in California. It is not available in Alaska, Delaware, Florida, Hawaii, Maine, New Jersey, New York or West Virginia as EMC does not offer online quote for BOP policies in those states.

Policy Now: We Have LiftoffExperience the Thrill of Quoting BOP Policies Faster

Policy Now is EMC’s new quoting tool that

allows for straight-through processing

of BOP policies. It’s an easy and intuitive

way to issue policies more efficiently. With

fewer questions and more prefilled data, it

gives you more of what you need and less

of what you don’t.

Plus, most policies can be issued without

underwriter review. But if you need

them, they’re just a quick click or phone

call away.

“This program is so easy to use. I am able to quote and issue in a matter of minutes and print the policy documents right away. I’ll be using this more in the future.”

– Kendall Massie,

Montana First Insurance Inc.

SO. MANY. CLASSES.

Policy Now is currently available for

monoline businessowners policies

with multiple locations. We have nearly

360 classes available with more lines

of business and multiple locations in

the works.

AVAILABLE ALMOST EVERYWHERE

Policy Now is available in almost every

state EMC writes business.*

MORE THAN 650 QUOTES

Policy Now is beginning to take off with

over 650 quotes. Start quoting today!

Watch the video and read the

Agent Access Edge to learn more.

THE AVERAGE COST OF A

FREEZE LOSS IS $28,000

11COOPERATOR Q4 202010 www.emcins.com

“OUTSTANDING SERVICE AND A

VALUABLE TOOL TO REDUCE INJURY

CLAIM COSTS.” – AGENT

StaycationEven though travel doesn’t quite look the same, good times are still possible with EMC National Life’s new sales contest. Now through the end of the year, writing life can earn you the ultimate Staycation.

Sept. 21 – Dec. 31, 2020

The top sales performers will earn great prizes to create the perfect Staycation at home! Here are some ways to create an amazing home vacation with our prize packages:

• Relaxing Retreat: Transform your home into a personal oasis and pamper yourself with luxurious goods.• Active Adventure: Hit the course with custom clubs or get in shape with state-of-the-art exercise equipment.• Home Theater: Experience the thrill of a movie, sporting event or concert with a professional theater system.• Backyard Bash: Delight in a grilling experience that features a BBQ setup that makes grill masters jealous.• Life Styles: Live like you’re on HGTV–take your daily living to a new level with gourmet gear, high-end gadgets

and more!

In addition to our prize packages, we will conduct a Luxury Lottery throughout the contest to award some fantastic prizes based on issued business.

*Injuries that result in self-treatment with no medical costs and no lost time ($0.00) are documented as incident only and do not impact the policyholder’s claim experience.

QUALIFY THROUGH DEC. 31, 2020Download this flier for general rules and qualifications.

Questions? Contact your life sales representative or the call center marketing specialists at 800-232-5818, press 121.

EMC OnCall Nurse 24-Hour Hotline Improves Claim Reporting Times and Reduces Costs

EMC Insurance Companies and Medcor

have partnered together to provide EMC

OnCall Nurse, a 24-hour work injury

nurse hotline, to your EMC workers’

compensation clients. EMC OnCall Nurse

improves health outcomes for injured

employees while reducing workers’

compensation claims and costs. To date,

nearly 1,700 policyholders have enrolled in

this beneficial program.

HOW IT WORKS

With EMC OnCall Nurse, an injured

employee and their supervisor can

immediately contact a nurse anytime. The

injured employee speaks with a registered

nurse who immediately assesses the

injury and recommends the best course of

action for the injured worker. This proven

process resolves many cases with first aid,

avoiding unnecessary costs, claims and

time away from work.

2019 PROGRAM RESULTS

• 76% of injuries were reported within

24 hours; 90% were reported within

three days of the injury. The average

reporting time for policyholders not

using the EMC OnCall Nurse was nearly

17 days.

• 40% of reported injuries resulted in the

employee returning to work without

initial medical treatment.*

• Injuries that occurred realized an

average cost savings of $667 per claim.

HOW TO ENROLL YOUR CLIENTS

Email enrollment requests to

claims.oncallnurse@emcins.com.

Provide the policyholder name,

policy number, client’s workers’

compensation contact name, email

and phone number. Or you can ask

your EMC marketing representative

or underwriter to refer your client

for enrollment in the program.

“Without a doubt, EMC OnCall Nurse has been a great move for us! I used to spend a lot of time entering claims online. Now, EMC OnCall Nurse does all the paperwork for me. Honestly, the whole process could not be better.”

– EMC policyholder

13COOPERATOR Q4 2020

KANSAS CITY BRANCH WHOLESALERS

The Kansas City Branch had a very successful year with the

EMC Wholesalers Program. In the past 12 months, the branch

has seen:

• $1,063,000 in new written premium

• 45% hit ratio

• $96,000 average risk premium size

• 24% loss ratio for 2020 new business

They also recently secured a large wholesaler account. The

agency says, “Working with the EMC Wholesalers Program

has been very refreshing. The broad product offerings in

our proposal included EPLI, cybersecurity, and errors and

omissions, so we didn’t have to go to other markets for these

coverages. Overall, EMC has done a great job, top to bottom, in

having a comprehensive proposal at a competitive price.”

Local Focus: Target Markets to Boost Your Bottom LineIn every 2020 edition of Cooperator, you’ll get the inside track on some of the most successful products and programs in four

EMC branch territories. Contact your marketing representative or underwriter to find out how you can get in on the action and

write more of these high-performing accounts.

BISMARCK BRANCH LIGHT MANUFACTURERS

EMC’s comprehensive coverage is tailored to the specific

needs of nearly 100 different types of light manufacturers. In

the Bismarck Branch, this program has seen:

• Written premium growth of 24.9%

• Loss ratio of 6.6%

• Retention ratio of 93.8%

Plus, this insurance line offers optional coverage for

employment practices liability insurance (EPLI) and

manufacturers and delivery errors or omissions coverage.

So, whether your clients produce buttons or bread, they can

count on EMC’s Bismarck Branch for extensive coverage

options and exemplary customer service.

JACKSON BRANCH LIGHT MANUFACTURERS

Over the last five years, the EMC Jackson Branch has

successfully increased premium volume of the Light

Manufacturers Program. The branch boasts a 5-year loss ratio

of just 37%.

This program is perfect for your clients that manufacture:

• Electronic equipment and accessories

• Food products

• Furniture and fixtures

• Metal goods

• Plastic or rubber goods

• Textiles

• Wood products

“The EMC Light Manufacturers Program has been well

received in this market,” says Toni Condon, Marketing

Representative. “We’re confident our success with this

program will continue to grow, and we look forward to

writing even more accounts in 2021.”

WICHITA BRANCH SMALL CONTRACTORS

The Wichita Branch and Dallas Service Office are working

hard to build a presence in south and central Texas. These

areas are growing quickly and have no shortage of small

artisan contractor opportunities.

Within two weeks of appointing one of the premier

agencies in the area, the branch was able to write an account

for a plumbing contractor and landscaper. EMC’s coverage

was an upgrade from the policyholder’s previous carrier, and

our extensive loss control services played a key role in sealing

the deal.

Contact your EMC Wichita Branch underwriter with coverage

questions or to start quoting a new account today!

14 www.emcins.com 15COOPERATOR Q4 2020

To earn your spot among the elite of Kiawah Island, you’ll have to take your performance to the next level in 2021. Let the peace and natural beauty of this

extraordinary place drive you to success!

2020 Awards Program: Make the Final PushThere’s still time to qualify as a 2020 EMC/EMCNL top agent and earn an unbeatable experience with Awards Unleashed. Visit EMCAwardExperiences.com now to browse the (nearly) endless award options.

Qualification continues through Dec. 31, 2020.

Get a Glimpse of KiawahClick here for the sights and sounds of Kiawah Island, then

complete and submit the address form on the site to receive more

info about this charming southern isle.

It’s the perfect site for relaxing, recharging and enjoying an exclusive

experience worthy of the hard work and dedication it takes to become

an EMC/EMCNL top agent.

©Copyright Employers Mutual Casualty Company 2020. All rights reserved.

Kiawah Island is a little slice of paradise, right in our backyard.