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20112012solutions Chemistry is a perfect metaphor for Murray. Often called the central science chemistry connects all of the other natural sciences and deals with the composition behavior and structure of matter and the changes it undergoes. Thats the role we play as your insurance broker we make connections build relationships and help you manage change. The connections we make are not random. By getting to know your business we concentrate the efforts of the right insurance company claims and risk control specialists and other professionals on your risk manage- ment needs. We may not create solutions in Building the Right Connection a science lab but they can be just as unique. All of our innovations and specialty services are designed to be used in your business with your staff to support your efforts. There is nothing more gratifying than a satisfied client and we appreciate the testimonials shared throughout this piece. Weve also offered some insight into our planned growth and expanded programs while reinforcing our commitment to the core risk management principles critical to your success. We thank you for your continued business and endeavor to exceed expectations today and into the future. Founded in 1930 at 81 Murrays focus continues to be a consultative approach to risk management providing clients with the knowledge and expertise to protect their employees and their assets. 81 Combined total number of insurers markets available to our propertycasualty and employee benefits consultants and account executives. More markets mean better opportunity for us to match you with the the best protection for the best value. 156 Total number of personal insurance and business clients including construction employee benefits program services commercial surety bonding home automobile and more. 11719 Richard M. Rankin CIC President CEO Our Base Expands with You Murray maintains licenses in all fifty states in order to effectively represent our clients wherever they do business. Our customer base while centered in the Mid-Atlantic region includes clients with a national presence and international operations. We manage a national program for ESOP companies and play significant roles in several nationwide professional organizations. In response to the needs of our construction bonding clients we opened a new office just outside the Washington D.C. beltway and also placed bonds in Guam Antigua Puerto Rico Mexico and Canada. Total number of Murray employee-owners operating out of six locations Downtown Lancaster suburban Lancaster Quarryville Mechanicsburg Kingston and Herndon Virginia. 130 Number of years Murray has been an employee-owned company ESOP ensuring ongoing stability for our clients and our employees. Ownership provides a sense of pride and drives our employees to provide superior service to help clients achieve their risk management goals. 17 Total number of non-profit organizations to which Murray made financial donations in 2010. Our commitment to the communities where we live and work is a core value and permeates the fabric of the company culture. 100 With todays slim profit margins effective risk management can be the difference between profit or loss on the year end financial statement. providing the right chemistry our clients develop and implement management strategies that will help them distinguish themselves as well-run businesses deserving of an insurance companys most aggressive product and pricing strategies. A well-managed business with top down management support of a risk management program is likely to have better loss results. Better than average loss results will ultimately translate into a reduced total cost of risk. A company that lacks an organized approach to risk management may be able to take advantage of some quick fixes however ultimately they are likely to experience claims. Above average or bad claims experience can be very costly. In addition to resulting in higher insurance premiums it will also result in substantial hidden costs. Peter Wengrenovich Sr. Vice President Commercial Division The marketplace for commercial property casualty insurance remains relatively soft and competitive. While we see no significant change on the immediate horizon some evidence suggests rising price concerns relative to workers compensation insurance. Many of our insurance company contacts are identifying workers compensation as a coverage line that could begin to experience some market tightening. Regardless of the state of the insurance market insurance companies will reserve their best coverage and pricing for those clients they deem most desirable. As a representative of our clients we serve as their advocates with the insurance companies. With Murray Commercial Insurance The Elements of a Solid Partnership Since its founding in 1946 Herr Foods Inc. Herrs has grown from Lancaster Pennsylvania and 2 employees to a snack foods company that serves the Eastern U.S. and employs about 1500 employees. During the past 10 years Herrs has enjoyed a period of substantial growth in sales production facilities vehicles and employees. In 2009 Herrs undertook a search to find a partner to help manage its growing business risk program. At the time Herrs wanted to take its risk management program to a higher level. As of August 2009 Herrs retained Murray Insurance as its risk management partner. The Murray Risk Management team of specialists came in and took the time to understand our business risks and our Herrs culture. Overall we are very pleased with their suggested programs and plans to effectively manage our business risks. As Herrs business continues to grow we see real value in our partnership with Murray to reduce our risks and control our total risk management expenses. 2011 Commercial Solutions Stability Through Risk Control and Proper Claims Management As insurance companies react to loss ratios over 100 in workers compensation Murray supports your staff in controlling your costs. Our risk control and claims management experts will help you to provide a safe environment for your employees and manage claims to their most positive outcome. Maintain Your Desirability Insurance companies reserve their best pricing for the most desirable clients those with a demonstrated commitment to risk control safety and claims management. Well continue to work with you in conjunction with a wealth of professional partners to help you maintain security and financial stability - ultimately making you desirable among those preferred groups. Gerry Kluis Sr. Vice President Finance and CFO James M. Herr Chairman of the Board and CEO Herr Foods Inc. Million in claims dollars paid to or on behalf of Murrays commercial clients in 2010. As your advocate in claims situations we help to ensure the best possible outcome in a difficult situation. 30 Continuous years of protection provided to our longest tenured client...and counting. 52 has over 450 combined years of insurance surety and risk mitigation experience which allows Murray to relate more closely with our contractor clients and their professional advisors through the construction process. We are immersed in the ever-changing complexitites of the construction industry. From formulating bonding solutions in a distressed economic climate to designing and provid- ing sophisticated insurance and risk management programs and claims expertise for quickly evolving exposures such as green sustainable construction projects construction defect issues and the alarming increased risk environment for em- ployee dishonesty employment practices and professional and contractual risk transfer exposures. David Bradbury Sr. Vice President Construction Division The tumultuous economic climate facing the construction industry during the past three years will likely continue throughout 2011. While the government stimulus effects have provided modest relief to specific industry segments construction industry unemploy- ment is expected to remain over 20 bank credit continues to be restrictive and state and local governments will curtail discretionary construction spending wherever possible. There has never been a more critical time for contractors to seek the advice and specialized products and services offered through our dedicated regional construction services division. Our team of nearly 30 construction experts located in three offices throughout the Mid-Atlantic Region Our mission is to marshall the resoures and expertise of our highly skilled staff to identify service and recommend comprehensive risk management solutions by partnering with our construction clients throughout the entire construction process. We work closely with our clients to enhance the prospect for profit and ensure the safest work environment possible. Construction Insurance The Formula for a Solid Bond Working with Murray Risk Management and Insurance for over a decade I feel the perfect partnership was formed as both eciGroup and Murray strive for professional and results driven organizations. One of the major components of our construction company is an understanding from our vendor providers of our business model and the ongoing facets of our trade that will allow us to be competitive in the construction environment. Murray not only accomplished this requirement but they exceeded my expectations of an insurance broker. I have been personally and professionally impressed by the Murray organization and the skill level they bring to the table. A major element of our construction business is in the public sector requiring a complete understanding of both the insurance and bonding requirements associated with this segment of our business. Murray has successfully partnered eciGroup with some of the top insurance and surety companies in the industry to help us be an aggressive force in this sector of the market and allowed our company to grow and be successful in a very challenging and ever changing environment. The team of professionals at Murray has always been very friendly and interactive with our staff and their method of mentoring seeking out additional participants as partners and the ability to bring to the table a cohesive team of competent insurance experts has made eciGroup a formative and competitive player in the construction field. Bill Eichelberger President CEO eci Group 2011 Construction Solutions The reality of the economic climate means there has never been a more critical time for contractors to seek the advice and specialized products and services of our dedicated regional construction services division. Sinking balance sheets require solid partnerships with our bond experts. You will receive financial advice to make your company as appealing as possible to a wide range of bonding companies. We leverage our partnerships with bonding companies banks accounting firms and attorneys to negotiate for you obtaining bonds on per job and aggregate basis at the best available terms. Design build and fast tracked projects mean quick turn-around on review of contracts and bid specifications in an environment where managing these details correctly is the difference between profit and loss. Our nearly 30 construction and bonding experts support your staff with their expertise in specification review contractual risk transfer LEEDS certified and sustainable construction and their understanding of the need for both speed and accuracy. Million dollars in surety bonding premium sold in 2009. While not officially ranked this number would place Murray among the countrys top 50 writers of surety bonds according the the list published by The Surety Fidelity Association of America in 2009. 13.5 Average total yearly dividend in dollars returned to the construction clients in the Heartland Construction Safety Group program. 540171 added additional costs to renewals for fully-insured plans. Given the recent changes in Congress the future of PPACA is now questionable but any form of federally mandated reform will impact healthcare insurance and employee benefits. As premiums continue to rise significantly for more traditional health plans many employers both regionally and nationally will continue to introduce to their employees high deductible health plans backed by either a Health Reimbursement Account HRA or a Health Savings Account HSA. Murray believes this trend will continue as more companies ask employees who frequently use their health coverage to pay a higher percentage of the costs. Bruce Cannon Vice President Employee Benefits Division Almost all organizations will face the challenge of how to provide a competitive cost-manageable and adaptable employee benefits program now and in the future. Strategic planning will be even more crucial in the coming years as all companies must deal with new business models a changing workforce and ever changing healthcare reform legislation that will directly impact how organizations provide and pay for their employee benefit programs. Despite the uncertainty surrounding the eventual fate of the Patient Protection and Affordable Care Act PPACA the early implications of broad reform will influence benefits plan design. In addition recent healthcare reform has actually Todays employee benefits plan can be expensive complex and time-consuming to administer. Our consulting communication compliance and advocacy services all focus on this simple mission reduce avoid and manage the costs of providing a quality employee benefits program. From medi- calprescription dental and vision insurance to HRAs HSAs FSAs EAP Plans life insurance and more well work with you to tailor a solution for your needs. Employee Benefits An Alignment of Cultures B. R. Kreider Son Inc. was established 75 years ago in 1936 as an excavating company and has grown to offer expertise and services in excavating paving and utilities in Lancaster PA and its surrounding counties. What started as a father and son team has grown into a corporation with more than 150 employees. The family owned business now in its fourth generation of leadership has always valued its em- ployees and their families and has strived to provide them with a quality benefit program. In 2007 our management team decided it was time to pursue a benefit plan consulting service to better assist us with a strategic approach in offering competitive and yet affordable insurance programs and benefits plans. We are very pleased with the integrity and expertise of the Murray team assigned to us. They understand and appreciate our company culture and ethics and provide benefit programs that abide by our values. As they have worked with us throughout the last several years in strategic planning for benefits training regulatory compliance and overall benefit consultation we realize we have made a wise choice to partner with Murray. Linda Kreider Director of Human Resources B.R. Kreider Son 2011 Employee Benefits Solutions Senior Product Consulting Murray will continue to offer services that go beyond traditional group benefits. This includes a suite of Senior Products to assist employees and their families in understanding the complex world of Medicare. Our Senior Product Specialist helps individuals shop for and enroll in the most appropriate Medicare Supplement plan Medicare Part D Prescription Drug program or Medicare Advantage plan. This service is available to individuals or groups. Murray can also provide coverage for an individual that includes individual medical and dental coverage life insurance and disability insurance coverage. Wellness Initiatives Consumerism and wellness initiatives will continue to be an important part of a solid benefits program. We assist our clients in helping their employees become proactive healthcare consumers and to be more conscious of the cost and quality of the care they request or receive. Murray believes that all organizations must find a way to effectively engage employees about factors that drive costs in todays healthcare system and in particular how their own behaviors and lifestyles impact those costs. Compliance Over the past few years we have all seen an unprecedented amount of new legislation and regulations issued from numerous federal and state agencies that directly impacts our clients. Our benefits consulting teams work diligently to help our clients navigate through the sea of regulation forms notices and new legislation that not only carry strict compliance requirements but also expose an organization to many levels of liability. We will continue to strategize with our clients to maintain benefits compliance. necessary to assure the program is properly structured and supported for long term success. At present Murray administers group programs in the healthcare retirement professional liability and educational sectors. Each program is unique in its structure ownership and governance based on the individual needs of the members they represent. Consistent however is the high level of claims risk control underwriting and marketing services Murray brings to the programs in which we participate. Stephen Riley Sr. Vice President Program Services Division Murray has represented our clients in the traditional insur- ance marketplace for more than 80 years. We anticipate this will remain our core business well into the future. However due to traditional market cycles impacting our clients from both a capacity and pricing standpoint Murray has made a commitment to assist them in sorting through their alternative market options. Our Program Services Division stands ready to work with our clients to determine the feasibility of self-insurance captives and risk retention group participation. In addition to assisting in the formation of an alternative program Murray provides the administrative services Whether considering a captive group or association program Murray has the professionals and experience to guide you through the options. From initial feasibility study to final implementation and support services our long-standing professional partnerships provide a single source of resources for exploring the alternative marketplace. Program Services Education is the Catalyst to Knowledge Quarryville Presbyterian Retirement Community is one of the founding members of Communities Advancing Retirement Excellence C.A.R.E. a non-traditional insurance program for not-for-profit retirement communities. We are a long-term Murray client and are continually impressed with their attention to detail responsiveness to our needs and proactive approach in facilitating our insurance program. We are particularly grateful for their risk control and claims staff who have been instrumental in providing educational training for our Community and managing claims when they occur. Murrays commitment to ongoing education through seminars such as Table Matters allows us to keep abreast of important risk management issues while providing a network- ing opportunity to share and learn with other businesses. In my opinion Murrays greatest strengths are the ability of their representatives to listen and understand our needs and their responsiveness in times of challenge. The character and conduct of all the Murray team members has been one of encouragement knowledge support and kindness and we are very pleased to have them as our broker. Robert B. Hayward Jr. President CEO Quarryville Presbyterian Retirement Community 2011 Program Services Solutions Group Captives Based on increased interest among our clients we will be expanding the group captive alternatives available to employers committed to excellence in risk management and want to invest in their own results. More companies will now have the opportunity to share risk control best practices and risk and financial reward with peer companies in Central Pennsylvania. Healthcare Expansion Murray is invested in the healthcare industry with clients ranging from single physicians to retirement communities to hospitals and more. In 2011 we will expand our product offerings broaden our territory and continue to concentrate our expertise in healthcare to deliver focused industry-specific platforms of service to our clients. Third Party Administration Murrays third party administration services allow employers and groups who self-insure their workers compensation to experience a truly unique claims management process and see the positive results. Our event management philosophy also underlies our casualty claim adjusting process and workers compensation consulting services. All will be expanded in the year ahead supporting employers efforts to control their losses and ultimately their costs. Number of years that Communities Advancing Retirement Excellence C.A.R.E. captive program has been serving the needs of its not-for-profit members. 10 Claim risk control and alternative market specialists delivering services directly to Murray clients. 28 employer sponsored group programs for employees home and automobile insurance needs. Some insurance companies also recognize strength in numbers and offer occupational niche discounts to employees in a variety of industries - select healthcare fields and education to name a few. With these tools and others in hand we will find you the most competitive price and pair it with the best coverage. In addition well be there when you have a claim and need support. Getting to know you living where you live allows us to offer you the right solution among many and its the best part of our job. Nikol Hall Assistant Vice President Personal Insurance Center We cant run national advertising campaigns and we dont have a corporate symbol recognized around the world. But we have what other companies dont. People who are personally invested in finding everyone we serve the BEST of the BEST solution for their personal insurance needs. Competitive-plus is what we need to be to our clients and we never forget it. In 2011 the opportunities to offer deeper discounts and service-plus to our clients are abundant and in different forms than in the past. Businesses struggling with the rising cost of healthcare are calling on us to help round-out their employee benefit packages in non-traditional ways such as Our personal insurance team works with you to ensure your home automobile and other personal assets are properly protected. Life comes at us quickly and we dont always have time to stop and consider the potential risks we all face. We strive to provide complete protection for every area of your personal life protecting your family with life insurance protecting your big day with wedding insurance providing protection for your pets. Whatever your need were here to support you in all of your personal risk management. Personal Insurance Personal Protection Options When was the last time you reviewed your personal risk exposure Are there gaps in your home automobile liability life or disability insurance coverage that could put you and your assets at risk Murray offers a variety of programs and services geared toward protecting your personal assets. Learn more about these programs and get an online quote by visiting the personal insurance pages of our website at www.murrayins.compersonal. Some available programs or services include w Homeowners or Automobile Insurance w Pet Insurance w iDental Insurance for Individuals w Wedding Protector Insurance w Individual life Insurance 2011 Personal Insurance Solutions Provide More Benefit to Your Employees - At No Cost to You Through employer-sponsored group programs employees are given time during their normal working hours to obtain support and information from Murrays experienced personal insurance specialists. You can compare insurance policy pricing and take advantage of a specially negotiated employer discount or simply have your insurance questions answered. Free consultation and possible premium savings thats an employee benefit Reduce Your Premiums Through Niche Programs Always looking for ways to ease the burden of insurance premiums on family budgets we partner with insurance companies who want to do the same. Professional niche discounts on top of the discounts achieved through packaging coverage on your home and automobiles may add a new dimension to the personal insurance options available. Its well worth exploring Number of licensed personal lines agents who are available to assist you in protecting your personal assets including your home automobile recreational vehicles and more. 11 Combined number of years of experience offered by our personal lines agents. 170 Corporate Headquarters 39 North Duke Street Lancaster PA 17602 717.397.9600 Personal Insurance Center 80 Abbeyville Road Lancaster PA 17603 717.397.5271 Capital Region Office 4999 Louise Drive Suite 201 Mechanicsburg PA 17055 717.620.2400 CSR 24. Time is your most valuable asset and we help you make the most of it. You no longer need to wait for normal business hours to request certificates of insurance. With CSR24 you can view your policy online anytime from any computer with Internet access. Print and send certificates of insurance email certificates from your computer process certificate renewals print out certificate holder spreadsheets issue automobile identification cards or access qualified call center staff 247. Table Matters. Client education continues to be a cornerstone of our culture. This ongoing seminar series for Murrays current and prospective clients is held quarterly. The focus of the seminars varies de- pending on the most relevant topic at the time of the seminar. Past topics have included workers compensation employee issues healthcare reform compliance issues social media and more. Seminars are free. Education is the catalyst that sparks extraordinary results. Quarryville Office 6 South Church Street Quarryville PA 17566 717.786.2161 Construction Bonds Inc. 1110 Herndon Parkway Suite 307 Herndon VA 22070 703.934.1000 Kingston Office 480 Pierce Street Suite 201 Kingston PA 18704 570.714.1448 MyWave. This nationwide network of over 400 partners specializes in employee benefits information. These partners have joined together to improve client relationships by offering creative high-impact solutions through the use of information technology and on-line services. Through this partnership Murray can offer a national perspective to meet your specific needs. ClientConnect for property and casualty clients delivers dynamic self-service risk management and loss control web portals designed with you in mind. ClientConnect is a convenient easy-to-use on-line communication solution and risk manage- ment resource that improves communication saves time and reduces loss costs. Business owners and managers can access comprehensive industry-specific content policy information and industry news. Core content is updated weekly and classified by your companys NAICS code so you quickly access the most relevant data using a powerful built-in search engine. www.murrayins.com Thoughtful Solutions. The Right Choice. Corporate Headquarters 39 North Duke Street w P.O. Box 1728 w Lancaster PA 17608-1728 717.397.9600 Quarryville Branch Office 6 South Church Street w P.O. Box 310 w Quarryville PA 17566-0310 717.786.2161 Personal Insurance Center 80 Abbeyville Road w Lancaster PA 17603 717.397.5271 Capital Region Branch Office Rossmoyne Business Center w 4999 Louise Drive Suite 201 w Mechanicsburg PA 17055 717.620.2400 Construction Bonds Inc. 1110 Herndon Parkway Suite 307 w Herndon VA 20170 703.934.1000 Kingston Office 480 Pierce Street Suite 201 w Kingston PA 18704 570.714.1448