News

This past week, two influential ‘Cold Warriors’ passed away: Charlie Wilson, the infamous retired Congressman from Texas whom Tom Hanks recently portrayed in Charlie Wilson’s War, and John Murtha, long-time Congressman from Johnstown, PA. Congressman Murtha was a huge influence in Congress and I guess he would have remained a fixture for many more years if not for his sudden death. He was certainly an icon in these parts. Here is a little known fact – Bill Tuscano ran against Murtha in 1982 for the 12th district congressional seat, attempting to dislodge the artful Mr. Murtha immediately following the Abscam scandal of the late 70’s. Of course, Bill as a Republican opponent was soundly defeated in the general elections. I think I owe Mr. Murtha a debt; otherwise, who knows where the Tuscano Agency might be today? In the meantime, I would like to personally nominate Jack Buchan to replace Mr. Murtha – I think he would be perfect in Washington! Rest in peace Congressman Murtha – regardless of politics; many will miss you.

I was recently standing in a line to board a plane when the usual call for ‘Preferred’ travelers to board first came across the intercom. Secretly I covet their elite standing and I think that this is what airlines use to establish a relationship with their customers.
Sometimes I think that running a brokerage business is a lot like running an airline (you certainly have seen me draw enough analogies to the airline industry over the years).

Influence and power aside, relationship is often the key to making the sale. You ask your local garage for a chance to quote their business, the local place where you catch the game or meet friends after work, the daycare you trust your kids to, or your sister’s, neighbor’s brother who flips houses for a living; all accounts you write because your success is relationship-based and so is ours. The thing is, when your small business customer grows, you want to the chance prove you can provide the kind of professional services that your client needs – I think you have earned the right to compete. This is why airlines use frequent flyer status to keep customers and to provide recognition for a customer’s loyalty. Smart businesses ask their best customers to give them the chance to compete and maybe, they will win based on their relationship even if they are a few dollars more.

The same applies to your choice in brokers. Tuscano is just as capable of handling the $1500 owner-operator as the $250,000 truck fleet (or restaurant chain, environmental contractor, or law firm). The more you do business with us, the more you will appreciate the responsiveness of our staff and the quality of our service. What ingredient does our relationship need in order for you to make the decision to use Tuscano for your all brokerage needs big and small?

We have several new programs that are very exciting even as our traditional business – restaurants, contractors, small business, and personal lines has been picking up. Occidental Insurance has been putting out some very competitive quotes on truckers and we are thrilled to be the only resident PA broker representing them. We also recently picked up Berkshire Hathaway Homestate Companies - a great new Workers’ Comp market that is looking at the high mod, high premium account. We are also hearing great things about the homeowner’s program with Philadelphia Contributionship – a truly standard lines market offering HO3 & HO2 products. When your primary homeowner market would rather not write the dwelling, call Tuscano before going anywhere else.

This is our second ‘all e-mail’ newsletter and I just want to remind you that our mid-month letter will no longer be delivered via the USPS. This also means you will want to go to the website to get your monthly expirations list.

Face it – life is easier in the ‘Elite’ status lane and this is your invitation to get on board!