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About Selective

History

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History

Introduction


A runaway horse got Mr. Smith into the insurance business.
Daniel L.B. Smith, the founder of the company that would become Selective Insurance Group, Inc., operated a small chain of general stores in Sussex County, NJ. He sometimes lent a horse and carriage to one of his friends, a banker and insurance agent. On one such occasion, the horse ran away and wrecked the carriage. Smith refused to take any remuneration, but when the friend moved from the area, he gave Smith some policy declarations for farms and homes he had insured through his agency, which then became the D.L. B. Smith Agency.

The new D.L.B. Smith Insurance Agency grew quickly, and before long Smith had developed a reputation for being a man of his word and interested in the welfare of his clients. Smith soon became dissatisfied with the metropolitan carriers who serviced his rural clients, and decided that a rural insurance company would offer better rates and service.

D.L.B Smith's commitment to providing the best service and products has been a cornerstone of Selective's strategy and a key to the company's success. To learn more about Selective's history, click on one of the decades above or scroll down.

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2000's


2012 -

  • Selective named one of "America’s Most Trustworthy Companies" by Forbes - Selective has been named to the 2012 Forbes list of "America’s Most Trustworthy Companies". According to Forbes, trustworthy companies must have consistently demonstrated transparent and conservative accounting practices and solid corporate governance and management. The companies are grouped by market capitalization.

2011 -

  • Selective acquires two contract binding authority excess and surplus (E&S) operations. In August 2011, Selective entered the E&S contract binding authority business with a renewal rights transaction with Alterra Capital Holdings Limited, now called Stonecreek Specialty Underwriters. In December, Selective purchased MUSIC, now called Mesa Underwriters Specialty Insurance Company, the contract binding authority E&S subsidiary of Montpelier Re Ltd., which gave Selective the platform required to write E&S business in all 50 states and the District of Columbia. The acquisitions add new higher margin products to Selective’s portfolio.
  • Selective Receives 2011 Quantum Award from NetVu - Selective Insurance Company of America received the 2011 Quantum award from NetVu, which recognized Selective’s outstanding achievements in agency-company technology, offering superior workflow productivity and profitability for the company’s independent agency partners.
  • Selective Wins 2011 Applied Systems Interface Partner Award - Selective Insurance Company of America received the 2011 Interface Partner Award from Applied Systems. The award recognizes Selective’s achievements in agency-carrier communication, citing the company’s interface advancements in download and real-time rating.

2010 -

  • Selective Wins 2010 Applied Systems Interface Partner Award - Selective Insurance Company of America received the 2010 Interface Partner Award from Applied Systems. The award recognizes Selective’s achievements in agency-carrier communication, citing the company’s interface advancements in download and real-time rating.
  • Selective Named to FORTUNE 1000 List - Selective Insurance Group, Inc. has been named to the FORTUNE magazine list of America’s largest corporations. Selective ranks No. 993 on the overall FORTUNE 1000 list for 2010. Rankings are based on 2009 revenues.

2009 -

  • Selective Wins 2009 Applied Systems Interface Partner Award -Selective Insurance Company of America received the 2009 Interface Partner Award from Applied Systems. The award recognizes Selective’s achievements in agency-carrier communication. Applied Systems acknowledged Selective’s leadership and innovations, citing the carrier’s commitment to providing agents with download, real-time inquiry and real-time rating.
  • Ward Group Again Names Selective a Top Performer – Selective Insurance Company of America has been named to the “Ward’s 50” listing of the top performing companies in the property-casualty insurance sector for the seventh consecutive year. Ward Group, an operational consulting firm specializing in the insurance industry, analyzed more than 3,100 property-casualty insurance companies and identified the top performers. Each “Ward’s 50” company is recognized for achieving outstanding financial results in the areas of safety, consistency and performance over the five years.

2008 -

  • Selective Receives Top Honors from the National Flood Insurance Program - Selective received two achievement awards from the National Flood Insurance Program (NFIP) based on the company’s accomplishments as a Write Your Own (WYO) carrier in 2008. The NFIP’s Administrator’s Club Award was granted to Selective for achieving the highest "new" policy percentage growth of 8.5% for the company class size with 75,000 or more policies over other companies in the group. The WYO Company award recognizes the company with the highest number of "new" policies written program-wide.
  • Ward Group Again Names Selective a Top Performer – Selective Insurance Company of America has been named to the Ward Group’s "Ward’s 50" listing of the 50 top performing companies in the property-casualty insurance sector for the sixth consecutive year. Ward Group, a management consulting firm specializing in the insurance industry, analyzed more than 3,000 property-casualty insurance companies to identify the top 50 companies that passed all safety and consistency screens and achieved superior performance over the five years analyzed. In their commentary, Ward’s also noted that the top companies also had to excel at balancing expense management, technology deployment and customer service.
  • Selective Receives ACORD User Group Information Exchange (AUGIE) Carrier Productive Agency Award – ACORD has recognized Selective for implementing Real-Time rating via Transformation Station, Transact NOW and Set Write for Personal Auto & Homeowners in 2007. On the commercial lines side, Selective continued to push usage of Real-Time rating for Commercial Auto, General Liability, Businessowners, Commercial Property and Workers Compensation. Thirty-three percent of Selective’s new commercial business was initiated via Transformation Station or Transact NOW.
  • Selective Named to FORTUNE 1000 List -- Selective Insurance Group, Inc. has been named to the FORTUNE magazine list of America’s largest corporations for the sixth consecutive year. Selective ranks No. 31 in the insurance property and casualty stock company sector, and No. 929 on the overall FORTUNE 1000 list for 2008. Rankings are based on 2007 revenues.
  • Selective Receives Celent Model Carrier Award for xSELerate® Agency InterfaceTechnology -- Selective was recognized as a model carrier for their effective use of their xSELerate® agency interface technology at Celent’s 2008 Model Carrier Summit in New York City.

2007 -

  • Commercial Lines Interface Carrier of the Year Award -- Selective received the Commercial Lines Interface Carrier of the Year from the Applied Systems Client Network (ASCnet), the user group for Applied Systems agency management technology. The award was presented to Selective in recognition of the company’s excellent work to implement download and real-time interface technology with our independent agents. ASCnet also recognized Selective for offering the most commercial lines Transformation Station real-time solutions and aggressively educating our agents on how our xSELerate® real-time technology via Transformation Station provides real savings.
  • Selective Insurance Company of America has been named to the Ward Group’s "Ward’s 50" listing of the 50 top performing companies in the property-casualty insurance sector for the fifth consecutive year. Ward Group, a management consulting firm specializing in the insurance industry, analyzed more than 2,700 property-casualty insurance companies to identify the top 50 companies that passed all safety and consistency screens and achieved superior performance over the five years analyzed.
  • Selective begins writing commercial lines business in Massachusetts, as part of the Northeast Region operation (NY, RI, CT and MA). This is Selective’s first geographic expansion since it began writing business in Connecticut more than seven years ago and expands the company’s operating territory to 21 states and the District of Columbia.
  • Selective Receives AMS User Group’s Prestigious Quantum Award for xSELerate® Agency Integration Technology -- The AMS User Group recognized Selective as the insurance carrier that has made the greatest strides in Real Time connectivity to the AMS management system. The award was given by Selective agents who use Selective’s xSELerate® products with one of the AMS management systems (AfW, Sagitta or AMS 360).
  • Selective Named AIMS Company Partner of the Year -- Selective has been named the 2007 American Insurance Marketing and Sales (AIMS) Society Company Partner of the Year. Selective was recognized by the AIMS Society for the company’s continuing dedication to technology and ongoing development of innovative insurance products.
  • Selective Named one of Forbes "400 Best Big Companies in America" for 5th consecutive year -- Selective has been named to the 2007 Forbes Magazine "Platinum 400 Best Big Companies in America" list of companies with "the best balance of long- and short-term financial performance." According to Forbes, to make the list, a firm must have revenue of more than $1 billion in the most recent fiscal year and a stock price of at least $5 per share. Companies are then assigned into 26 industries and ranked against their industry peers on five-year and 12-month sales and earnings growth and total return to shareholders. Forbes also considers a company's accounting and corporate governance practices.

2006 -

  • Selective Receives E-Fusion Award from A.M. Best. Selective recently received the 2006 E- Fusion Award from A.M. Best Co. in recognition of its innovative, business-focused xSELerate® agency integration technology. The award was presented at A.M. Best’s recent 2006 E-Fusion Insurance & Technology Conference in Boston, MA. According to A.M. Best, the award "represents the ongoing work insurance organizations are putting into technology to leverage business value" and was granted based on Selective’s ability to increase productivity and management for its independent insurance agents through its xSELerate® agency integration technology. xSELerate® provides our independent agents, with the ability to quote new and existing business and access claims and billing information directly from their agency management systems.
  • Selective Receives "Leadership and Innovation" Award -- Selective Insurance received the "Leadership and Innovation" Award from Applied Systems, Inc. at Applied’s 2006 Technology, Education & Networking Conference in Dallas, TX. The award was granted based on Selective’s ability to "advance agency-company interface through adoption, support, and implementation of initiatives" through its xSELerate® agency integration technology. Selective was commended for providing agents with the ability to quote new and existing business, and access claims and billing information directly from their agency management systems.
  • Selective is ranked the 43rd largest property & casualty insurance group in the United States by The National Underwriter/Fitch Ratings.
  • Selective is named to the Ward Group’s "Ward’s 50 Benchmark Group" listing of the 50 top performing companies in the property-casualty insurance sector for the fourth consecutive year. Ward Group, an operational consulting firm specializing in the insurance industry, analyzed more than 3,000 property-casualty insurance companies, to identify the top 50 companies that excelled at balancing safety, consistency and performance over the past five years.
  • Selective is now ranked the 47th largest property & casualty insurance company in the United States, according to the A.M. Best list of “Top Property/Casualty Writers.” The ranking is based on net premiums written (NPW) for 2005.
  • Selective, a flood insurance writer for the National Flood Insurance Program’s (NFIP’s) Write Your Own (WYO) program, received the Administrator’s Club Award and the Administrators Quill Award at the NFIP’s 2006 National Conference in Philadelphia, PA (for activities undertaken during fiscal year 2005 (October 1, 2004 - September 30, 2005).
  • Selective received the Administrator’s Club Award for achieving the highest percentage "new" policy growth (9.1%) among companies in its size class (100,000 policies and higher). Selective was given the Administrators Quill Award for writing the highest number of "new" flood policies out of any company nationwide. There are 88 companies in the NFIP’s WYO program.
  • Selective Named Forbes Magazine "Platinum 400" Company for Fourth Year -- Selective has been named to the 2005 Forbes Magazine "Platinum 400" list of companies that have "the best balance of long- and short-term financial performance." This is Selective’s fourth consecutive year on the list. To make the list, a firm must have revenue of more than $1 billion and rank in the upper half of one of 26 industry groups in Forbes' composite scoring for return on capital, sales growth and earnings growth. Forbes also considers a company’s accounting and corporate governance practices. Forbes also named Selective as one of America’s Best Managed Companies – ranking in the “top 10” for insurance.
  • Selective Named to FORTUNE 1000 List -- Selective Insurance Group, Inc. has been named to the FORTUNE magazine list of America’s largest corporations for the fourth consecutive year. Selective ranks No. 31 in the insurance property and casualty stock company sector, and No. 898 on the overall FORTUNE 1000 list for 2006. Rankings are based on 2005 revenues.

2005 -

  • Selective is ranked the 49th largest property & casualty insurance company in the United States by The National Underwriter.
  • Selective is named to the Forbes Magazine "Platinum 400" list of companies that have "the best balance of long- and short-term financial performance." To make the list, a firm must have revenue of more than $1 billion, and rank in the upper half of one of 26 industry groups in Forbes’ composite scoring for return on capital, sales growth and earnings growth. Forbes looked at each company’s latest 12-month and five-year financial returns, giving extra weight to the long-term data.
  • Selective is named to the new Forbes list of "The 100 Best Mid-Cap Stocks." Selective ranks No. 81, and is one of only four property and casualty insurance companies on the list. The selection was based on positive growth in 12-month and five-year return on equity, sales and earnings, and the company’s financial condition, accounting and governance, and earnings quality.
  • Selective is named to the FORTUNE magazine list of America's largest corporations. Based on 2004 revenues, Selective ranks No. 31 in the insurance property and casualty stock company sector, and No. 897 on the overall FORTUNE 1000 list, up from No. 917 the previous year.
  • Selective is named to the Ward Group’s "Ward’s 50 Benchmark Group" listing of the 50 top performing companies in the property-casualty insurance sector. Ward Group, a management consulting group specializing in the insurance industry, analyzed more than 2,900 property-casualty insurance companies, to identify the top 50 companies that excelled at balancing safety, consistency and performance over the past five years.
  • Selective rolls out xSELerate®, its agency integration technology for commercial lines. xSELerate® provides agents with a way to bridge data in their agency management system to and from Selective’s systems, to inquire about existing business or to quote new business.
  • Selective Insurance receives the "Ease of Doing Business" Award from Applied Systems, Inc. and the Applied Systems Client Network (ASCnet) for providing agents with the ability to quote new business, and access claims and billing information directly from their agency management systems. The award was granted based on a survey of independent insurance agents that named Selective one of the best companies for advancing both commercial and personal lines agency-company interface.

2004 -

  • Selective is named the PIA National "Company of Excellence" for 2004. The annual award honors an insurance company that demonstrates a commitment to the independent agency system and seeks to further the interests of professional, independent insurance agents. The winner is selected from a panel of PIA judges based on nominations from PIA member agent.
  • Selective is named to the Ward Group’s "Ward’s 50 Benchmark Group" listing of the 50 top performing companies in the property-casualty insurance sector. This is Selective’s second year on the list. Ward Group, a management consulting group specializing in the insurance industry, analyzed more than 2,900 property-casualty insurance companies, to identify the top 50 companies that excelled at balancing safety, consistency and performance over the past five years.
  • Selective is now ranked the 54th largest property & casualty insurance company in the United States, according to the A.M. Best list of “Top Property/Casualty Writers.” The ranking is based on net premiums written (NPW) for 2003. Selective exceeded $1.2 billion in NPW last year, an increase of approximately 15% compared with 2002 when the company was ranked the 61st largest property & casualty writer.
  • Selective successfully completed rollout of the company's fully integrated web-based commercial lines system. "Web-based CLAS" offers policy quote, issue, endorsement and renewal processing for commercial lines products over the Web, directly from independent agencies. Web-based CLAS (CLAS) provides independent agencies with the speed, convenience and cost-effective power of straight-through processing. In addition, the system automatically reviews business transactions to ensure consistency with our underwriting guidelines.
  • SelectPLUS (Selective’s Personal Lines Underwriting System) is enhanced with the ability for agents to process personal automobile endorsements online. With this new functionality agents can now submit both auto new business and endorsements.
  • Selective’s Transformation Station pilot gets under way. The integration software was designed for the Applied agency management system. Forty agents are taking part in the initial stage of the pilot program that focuses on BOP quoting.
  • Selective is named to the FORTUNE magazine list of America's largest corporations for the second consecutive year. Based on 2003 revenues, Selective ranks No. 33 in the insurance property and casualty stock company sector, and No. 917 on the overall FORTUNE 1000 list, up from No. 967 last year.
  • One & Done® officially reaches the $50 million mark in total premium – strong testimony that agents are continuing to embrace the self-serve and cost-effective aspects of this Internet-enabled system allowing agents to complete small business quotes and proposals at the point of customer contact.
  • Selective is named to the 2004 Forbes Magazine "Platinum 400" list of companies that have "the best balance of long- and short-term financial performance." This is Selective’s second year on the list. To make the list, a firm must have revenue of more than $1 billion, and rank in the upper half of one of 26 industry groups in Forbes’ composite scoring for return on capital, sales growth and earnings growth. Forbes looked at each company’s latest 12-month and five-year financial returns, giving extra weight to the long-term data.
  • Selective is named one of the “Top 10” carriers for “ease of doing business,” in a nationwide survey of independent agents. The survey was conducted by Deep Customer Connections (DCC), a market research organization. According to survey results, “Ease of Doing Business is a critically important factor in choosing a carrier with which to place business.”
  • A Goldman Sachs national survey of independent agents ranks Selective the top regional company for "quality of service." Selective was No. 3 overall, after national carriers Chubb and Progressive.

2003 -

  • Selective begins rolling out its fully integrated web-based commercial lines system. Web-based “CLAS®" offers policy quote, issue, endorsement and renewal processing for commercial lines products over the Web, directly from independent agencies. In addition, the system automatically reviews business transactions to ensure consistency with Selective’s underwriting guidelines.
  • The National Committee for Employer Support of the Guard and Reserve honors Selective with the Outstanding Employer award in recognition of the benefits and other support Selective offers employees who are members of the military reserves and National Guard.
  • Selective is named to the FORTUNE magazine list of America’s largest corporations. Based on 2003 revenues, Selective ranks No. 31 in the insurance property and casualty stock company sector, and No. 967 on the overall FORTUNE 1000 list.
  • Selective is named to the 2003 Forbes Magazine "Platinum 400" list of companies that have "the best balance of long- and short-term financial performance." To make the list, a firm must have revenue of more than $1 billion, and rank in the upper half of one of 26 industry groups in Forbes’ composite scoring for return on capital, sales growth and earnings growth.
  • Selective begins rolling out its new e-Surety® system, which offers agents the ability to rate, quote and issue new commercial surety bonds over the Web. The e-Surety® system also automatically reviews transactions to ensure consistency with Selective’s underwriting guidelines.
  • Selective debuts SelectPLUS®, the company’s new personal lines system, which offers agents a user-friendly environment for processing personal lines policies.

2002 -

  • Selective reaches $1 billion in net premiums written
  • Selective opens its Claims Service Center, which handles initial claim reports coming in to the company via phone or fax. The center, located in Richmond, VA, is open 24 hours a day, 365 days a year to serve the company’s independent insurance agents, their customers, and claimants.
  • The Certified Professional Insurance Agents (CPIA) Society recognizes Selective as its 2002 “Company Partner of the Year.”
  • Selective is ranked "one of the top" flood insurance writers for the National Flood Insurance Program, and receives the endorsement of the Independent Insurance Agents of America (IIAA) for its Write Your Own (WYO) National Flood Insurance Program (NFIP).

2001 -

  • Selective implements two major technology initiatives for insurance agents and customers. The underwriting Service Center, located in Richmond, Virginia, helps Selective's independent insurance agents meet the day-to-day service needs of their small business customers. The Mobile Claim System (MCS) allows claims specialists to fully service a claim on site and in the agent's office.
  • Selective Insurance and its employees donate $100,000 to the victims of the September 11 national tragedy. Recipients include the Salvation Army and families of the police officers, firefighters and emergency workers who were killed and injured in the rescue effort. As part of the contribution, employees also opt to cancel their annual "Employee Appreciation Day" and dedicate those dollars to help the victims of this tragedy.
  • Selective expands its flood operation with the purchase of servicing rights to flood insurance policies from the Highlands Insurance Group in New Jersey and Union American Insurance Company in Miami. The acquisitions represent more than 20,000 policies and $48 million in premium. Selective reaches $1 billion in revenues.

2000 -

  • Gregory E. Murphy, president and chief executive officer, is named to the additional post of chairman of the board after James W. "Bill" Entringer retires.
  • Selective unveils One & Done®, its new small business issuance system, and eSelect®, its Extranet portal that gives agents quick Internet access to an electronic warehouse of business information and applications. The Internet-based business systems give independent agents new tools for streamlining operations and interfaced communication.

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James W. Entringer, chairman, president, and chief executive officer, 1992 - 2000

1990's


1998 -

Selective begins writing insurance in Rhode Island.

1998 -

Gregory E. Murphy is named president and chief operating officer. He is named president and chief executive officer in 1999 when James Entringer retires. Entringer remains chairman of the board.

1997 -

Selective begins writing business in Illinois, the first step in a nine-state expansion, which will eventually include Indiana, Iowa, Kentucky, Michigan, Minnesota, Missouri, Ohio and Wisconsin.

1995/96 -

Selective launches its field-underwriting program. Experienced underwriters, supported by a team of underwriters in the regional offices, work closely with a group of agents, responding quickly to new business opportunities. A parallel program for claims puts adjusters into the field to work on site with agents, insureds and claimants

1994 -

Selective steps up to a new level of service with the implementation of its PC-based commercial lines automation system (CLAS®). Selective develops a technology plan to support the automation initiatives and business objectives that have become key to the company's success.

1992 -

James W. Entringer joins the company as president and chief operating officer. Mr. Jarvis remains as chairman and chief executive officer until his retirement in 1993, at which time, Mr. Entringer is named chairman, president and chief executive officer.

1991 -

Selective, now the largest employer in its home county of NJ, opens its new corporate headquarters on the Branchville site.

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1980's

Russell Moffet, president and chief executive officer, 1982 - 1987

1987 -

The Professional Insurance Agents (PIA) of New Jersey name Selective "Company of the Year". The National Association of Professional Insurance Agents (PIA National) presents its "Company of the Year Award" to Selective. Russell R. Moffett retires as president, and Frederick H. Jarvis succeeds him.

1986 - Selected changes its name to Selective Insurance Company of America ("Selective").

1984 - Frederick H. Jarvis is named chairman and CEO by the board of directors. Selected begins issuing flood insurance on behalf of the federal government's "Write Your Own" flood program.


Frederick H. Jarvis, president and chief executive officer, 1987 - 1992 1982 - Richard Wilson retires as chairman of the board, president and CEO. Russell R. Moffett succeeds him as president and CEO.

1981 - Selected's growth as a regional insurer necessitates additional space for its expanding employee force, and a new facility, designed specifically to house the company's computer technology, is added to the Branchville, NJ, complex.

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W. Richard Wilson, president and chief administrative officer, 1972 - 1982

1970's


1970-79 - Automation makes its mark on Selected in the 1970s. New IBM computer systems are installed in the data processing center. CRTs are installed in the claims area and a new direct billing system is developed.

1979 - The Young Agents Committee of the Independent Insurance Agents of New Jersey (IIANJ) names Selected as the "Insurance Company Most Respected and Admired" by its member agents, an award the company will go on to win many more times.

1976 - The company celebrates its 50th anniversary and remembers its founder, DLB Smith.

1975 - Selected adds fidelity, contract surety and commercial surety bonds to its array of products, and focuses on bonds for individual businesses and government needs.

1972 - W. Richard Wilson is elected president and chief administrative officer, succeeding Frank P. Weiler.

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Frank P. Weiler, president, 1962 - 1972

1960's


1969 - Construction of the addition, which houses a new data processing center, is completed.

1966 - More than 330 employees occupy the home office, about 100 more than when the building opened in 1953. The company proceeds with plans to build an addition to the home office building.

1962 - Frank P. Weiler succeeds Jesse Grant Roe II as president. The new IBM RAMAC 1401 computer enables the company to process 13 policies per minute, compared to the two and a half minute per policy rate of the first mainframe. Selected's expansion into Virginia continues the company's growth as a regional insurer.

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D.L.B. Smith, president, 1936 - 1950

1950's


1958 - Selected Risks Indemnity Company and the Selected Risks Fire Insurance Company merge to form the Selected Risks Insurance Company.

Jesse G. Roe II, president, 1950 - 1962 1957 - Building strong relationships with independent agents, still the foundation of Selective's approach to doing business, is supported by new initiatives that include field underwriting and claims handling, regular agency visits and the company's first agent profit sharing program.

1952 - Construction begins on Selected's new $1 million home above the town of Branchville on land Smith had owned and crisscrossed with bridle trails. Completed in the summer of 1953, the three-story brick building provides plenty of room for growth, with space for 335 people.

1950 - After a long illness, president and founder Daniel L. B. Smith passes away at the age of 76. Jesse G. Roe II, is named president.

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1940's


1946 - The company now employs 147 people, more than 100 of who work in the home office in Branchville, NJ. To this date, the company has written some 45,000 policies, held by about 25,000 policyholders in eight states.

1944-45 - Selected becomes licensed to write business in Rhode Island, Connecticut and West Virginia.




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Dr. L.B. Hoagland, first president of Selected Risks Insurance Company, 1926 - 1936

1930's


1937 - Selected takes the first steps toward becoming a regional insurer by adding Pennsylvania, Maryland, Delaware and the District of Columbia to its operating territory

1936 - Daniel L.B. Smith became the company's president upon the death of first president Dr. L.B. Hoagland.

1933 - Nation's Commerce magazine singles out Selected for its "consistent development and strong position" and for the company's role in the Roosevelt administration's efforts to overcome the Great Depression.

1931 - Selected expands its coverages to include general liability, workers' compensation, property and municipal government insurance.

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1920's


1929 - Selected Risks Fire Insurance Company is formed to write auto material damage and property fire coverages.

1928 - Selected Risks becomes a stock company under the name Selected Risks Indemnity Company.

1926 - Smith's general store in Branchville, NJ becomes the first home of Selected Risks Insurance Company, established by Smith and several colleagues with $20,000.




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