26TH ANNUAL INTERNATIONAL DIRECTORY OF AGENTS AND BROKERS

I
ISU/Corporate Insurance Management
1 Insurance Center Plaza, St. Louis, Mo. 63141; 314-434-3000;
fax: 314-434-2917
1996 1995
Premium volume $18,513,559 $14,785,218
Gross revenues $1,476,124 $1,626,374
U.S. clients 100% 100%
Brokerage: Retail 88% 87%
U.S. offices $1,298,989 $1,414,945
Personal lines 10% 11%
Invstmt. income 2% 2%
Total employees 15 15
Total offices 1 1
Founded: 1932.
Retail brokerage: 100% commissions.
Employee benefits: 12% of revenues in 1996.
Licensed excess/surplus broker in: Missouri.
Officers: W. Dale Finke, chairman/CEO; Carey M. Prewitt, president; H.F. James, executive vp.
Contact: W. Dale Finke.
ISU Insurance Services
100 Pine St., Suite 1700, San Francisco, Calif. 94111; 415-788-9810;
fax: 415-397-5530
1996 1995
Premium volume $19,885,000 $19,808,000
Gross revenues $2,954,000 $2,821,000
U.S. clients 100% 100%
Brokerage: Retail 75% 75%
U.S. offices $2,215,500 $2,115,750
Personal lines 25% 25%
Total employees 27 27
Total offices 1 1
Founded: 1989.
Retail brokerage: 85% commissions, 15% fees.
Employee benefits: 0.1% of revenues in 1996.
Licensed excess/surplus broker in: All states.
Officers: Grace Ryan, president; Thomas J. Ryan III, executive vp.
Contact: Grace Ryan.
ISU/Massie & Beck
3470 Mount Diablo Blvd., Lafayette, Calif. 94549; 510-283-5750; fax: 510-283-5751
1996 1995
Premium volume $5,300,000 $5,200,000
Gross revenues $838,000 $825,000
U.S. clients 100% 100%
Brokerage: Retail 66% 64%
U.S. offices $553,080 $528,000
Personal lines 33% 35%
Invstmt. income 1% 1%
Total employees 7 8
Total offices 1 1
Founded: 1962.
Retail brokerage: 97% commissions, 3% fees.
Employee benefits: 2% of revenues in 1996.
Officers: David W. Massie, president; Karla J. Massie, secretary/treasurer.
Contact: David W. Massie.
ISU/The May Agency Inc.
1327 N. Walnut St., P.O. Box 1669, Bloomington, Ind. 47402; 812-334-2400; fax: 812-332-3646
1996 1995
Premium volume $8,054,000 $10,429,000
Gross revenues $1,265,000 $1,673,000
U.S. clients 100% 100%
Brokerage: Retail 77% 80%
U.S. offices $974,050 $1,338,400
Personal lines 19% 19%
Invstmt. income 4% 1%
Total employees 12 17
Total offices 1 1
Founded: 1949.
Retail brokerage: 100% commissions.
Employee benefits: 0.1% of revenues in 1996.
Licensed excess/surplus broker in: All states.
Officers: Paul May, president; John May, vp.
Contact: Paul May.
ISU/Oliver & Shopen Insurance Agency
6920 W. 79th St., P.O. Box 2199, Overland Park, Kan. 66204; 913-341-1900;
fax: 913-649-4624
1996* 1995*
Premium volume $10,500,000 $11,000,000
Gross revenues $1,266,000 $1,271,000
U.S. clients 100% 100%
Brokerage: Retail 57% 61%
U.S. offices $721,620 $775,310
Personal lines 37% 38%
Services NA 0.6%
Invstmt. income 0.5% 0.4%
Other 5.5% NA
Total employees 16.5 19
Total offices 1 1
**Fiscal years ending 4/30/97 and 4/30/96.
Founded: 1967.
Parent: Oliver Insurance Agency Inc.
Retail brokerage: 100% commissions.
Employee benefits: 2% of revenues in 1996.
Licensed excess/surplus broker in: Kansas, Missouri.
Officers: Keith L. Oliver, chairman; Keith C. Oliver, president; Kim Acton, vp; Jean Oliver, secretary.
Contact: Keith C. Oliver.
ISU/Raley, Watts & Associates
22934 Three Notch Road, Suite B, P.O. Box 1210, California, Md. 20619-1210; 301-863-6625; fax: 301-862-6807
1996 1995
Premium volume $10,011,000 $9,450,000
Gross revenues $1,200,000 $1,100,000
U.S. clients 100% 100%
Brokerage: Retail 53% 48%
U.S. offices $636,000 $528,000
Personal lines 45% 50%
Services 1% 1%
Invstmt. income 1% 1%
Total employees 22 22
Total offices 3 3
Founded: 1954.
Retail brokerage: 99% commissions, 1% fees.
Employee benefits: 15% of revenues in 1996.
Retail brokerage offices: Lexington Park, Prince Fredrick and Waldorf, Md.
Licensed excess/surplus broker in: Maryland.
Officers: Thomas B. Watts, president; Barbara Short, vp; Lynn Johnson, secretary/treasurer.
Contact: Thomas B. Watts.
Insurance Management Co.
123 W. Ninth Street, P.O. Box 1133, Erie, Pa. 16512-1133; 814-452-3200;
fax: 814-454-5598
1996* 1995*
Premium volume $22,300,000 $21,400,000
Gross revenues $2,400,000 $2,700,000
U.S. clients 100% 100%
Brokerage: Retail 100% 100%
U.S. offices $2,400,000 $2,700,000
Total employees 27 26
Total offices 1 1
**Fiscal years ending 6/30/96 and 6/30/95.
Founded: 1933.
Retail brokerage: 99% commissions, 1% fees.
Licensed excess/surplus broker in: Pennsylvania.
Officers: John C. Bloomstine, president; Beth A. Dubik, vp-treasurer; Chris W. Bloomstine, vp-secretary.
Contact: Beth A. Dubik.
Insurance Management Associates Inc.
250 N. Water, Suite 600, Wichita, Kan. 67202; 316-267-9221;
fax: 316-266-6254
1996 1995
Premium volume $270,000,000 $250,000,000
Gross revenues $22,984,796 $20,558,536
U.S. clients 100% 100%
Brokerage: Retail 88.4% 93.8%
U.S. offices $20,318,560 $19,283,906
Personal lines 3.3% 3.1%
Services 4.2% 0.5%
Invstmt. income 4.1% 2.6%
Total employees 237 228
Total offices 4 4
Founded: 1974.
Retail brokerage: 88.6% commissions, 11.4% fees.
Employee benefits: 12.3% of revenues in 1996.
Licensed excess/surplus broker in: All states.
Officers: W.C. Cohen Jr., CEO; Kurt D. Watson, COO; Joseph C. Lukens, president-IMA of Wichita; Robert L. Cohen, president-IMA of Colorado; Velma Pollock, president-IMA of Topeka; Ray Merz, president-RMA; Mike Price, president-ESIX.
Contact: W.C. Cohen Jr.
Insurance Marketing Agencies Inc.
306 Main St., Worcester, Mass. 01608; 508-758-7233;
fax: 508-754-0487
1996* 1995*
Premium volume $27,000,000 $27,000,000
Gross revenues $3,700,000 $3,600,000
U.S. clients 100% 100%
Brokerage: Retail 67% 68%
U.S. offices $2,479,000 $2,448,000
Wholesale 3% NA
Personal lines 17% 15%
Invstmt. income 2% 1%
Other 11% 16%
Total employees 41 41
Total offices 2 2
**Fiscal years ending 9/30/96 and 9/30/95.
Founded: 1924.
Retail brokerage: 99% commissions, 1% fees.
Employee benefits: 9% of revenues in 1996.
Retail brokerage offices: Boston.
Licensed excess/surplus broker in: Massachusetts.
Officers: Sumner W. Herman, president/treasurer; John J. Kelly, vp; Arnold J. Horowitz, executive vp; Laura Herman-Strohecker, vp-marketing; Kenneth W. Eddy, vp-sales.
Contact: Sumner W. Herman.
Insurance & Risk Management
3811 Illinois Road, Fort Wayne, Ind. 46804; 219-436-1616;
fax: 219-432-4083
1996 1995
Premium volume $87,000,000 $81,000,000
Gross revenues $12,639,000 $12,810,000
U.S. clients 100% 100%
Brokerage: Retail 81% 80%
U.S. offices $10,238,000 $10,248,000
Personal lines 17% 17%
Services 1% 1%
Invstmt. income 1% 2%
Total employees 173 180
Total offices 6 6
Founded: 1963.
Retail brokerage: 81% commissions, 19% fees.
Employee benefits: 37% of revenues in 1996.
Retail brokerage offices: Indianapolis, Muncie and Warsaw, Ind.; Defiance and Sylvania, Ohio.
Officers: James Van Dyck, chairman; Ron Harruff, Duwan Tagtmeyer, Harold Everett, John Hettwer, managing partners.
Contact: Mark A. Bienz, controller.
InterWest Insurance Services Inc.
401 Watt Ave., Sacramento, Calif. 95864; 916-488-3100;
fax: 916-488-7143
1996 1995
Premium volume $150,000,000 $122,000,000
Gross revenues $15,500,000 $12,100,000
U.S. clients 100% 100%
Brokerage: Retail 88% 91%
U.S. offices $13,640,000 $11,011,000
Personal lines 9% 6%
Services 2% 1%
Invstmt. income 1% 2%
Total employees 153 123
Total offices 5 3
Founded: 1992.
Retail brokerage: 99% commissions, 1% fees.
Employee benefits: 9% of revenues in 1996.
Acquisitions: Insurance Center of Merced, Merced, Calif., February 1996.
Retail brokerage offices: InterWest Insurance Services Inc. dba Insurance Associates of Redding, Redding, Calif; InterWest Insurance Services Inc. dba Insurance Center of Merced: Fresno and Merced, Calif.; InterWest Insurance Services Inc. dba Lindo-Hanna & Abbott, Chico, Calif.; InterWest Insurance Services Inc. dba Noack & Dean Insurance Agents & Brokers: Nevada City and Sacramento, Calif.
Licensed excess/surplus broker in: California.
Officers: Tom Williams, chairman/CEO; Bill O'Keefe, executive vp/director; Keith Schuler, Allan Peckenpaugh, Rich Pratt, Steve Azevedo, Duane Abbott, Gary Good, vps/directors.
Contact: Tom Williams.