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By in Latest News Comments Off on Confessions of an Insurance Rep: What We Look for Before Giving You a Price

Confessions of an Insurance Rep: What We Look for Before Giving You a Price

Avalon Thomas-Roebal

By Avalon Thomas-Roebal
Marketing Representative
Illinois Casualty Company

Illinois Casualty Company (ICC) has become a leading food and beverage carrier within a competitive marketplace since our inception in 1950. Our dedication to the industry has allowed ICC to understand the unique complexities of the niche and how to fine tune our rating structure to maintain profitability. Continued experience allows ICC to identify exposures distinctive to hospitality that other carriers likely do not recognize and has led to the development of a comprehensive rating system.

Some rating factors are quite standard. Other factors, which you may only see with ICC, have been applied because we are truly a specialty carrier. Though we can’t share our recipe for success, we can share how some ingredients may be more impactful than commonly thought. Knowledge of these exposures has allowed ICC to rate risks appropriately and provide consistent pricing to our insureds.

Property coverage premium continues to rise in all areas of insurance. What factors have a bigger impact on food and beverage accounts? Most carriers consider construction type and building age, but ICC also takes into consideration the years in business, onsite laundry facilities, seasonal operations, and security camera usage. These items all have rating relativities that modify property premium.

ICC is best known for our ability to profitably rate for liability coverage, especially liquor liability. Distinctive exposures in this product line may be unfamiliar to general carriers but second nature to those at ICC. For Businessowners Liability, years in business, prior management experience, and hours of operation are common factors, but ICC is not a common carrier. We have learned that the number of pool tables, buffet exposures, self-serve drink stations, cover charges, and trap door exposures also carry weight in determining pricing.

For example, a single pool table in a tavern is more likely to lead to an altercation than multiple pool tables. If you walk into a bar and notice a pool table, where do you see it? Typically, it is placed in a back corner, dimly lit, and commonly by restrooms and in a busy footpath. Those playing pool may encounter passerby bumps, spills, or patrons not respectful to the game environment. When alcohol is involved, or better yet, a $20 bet, these minor bumps and spills have a higher likelihood of becoming arguments. When establishments have multiple pool tables, the space tends to transform into a pool hall mindset with dedicated pool players and a designated playing environment, which in turn leads to more responsible participation.

Further experience in this niche has consistently shown that establishments located outside city limits have higher liability exposures. This is in part due to more patrons leaving by automobile and the establishment typically having lower drink prices, both factors that contribute to having a higher rating relativity. Insureds with buffets and/or self-service drink stations will have a higher probability of slip and falls. When customers serve themselves and spill something on the floor, they typically do not notify staff. If a server spills food or drink on the floor, they know it right away and can address it.

ICC’s Underwriting and Marketing Departments educate our agency partners on many of these exposures, while ICC’s Loss Control Specialists educate our insureds. Unique loss control recommendations based on our years of experience shine through during our inspection process. ICC requires a metal container to hold oily rags due to spontaneous combustion, we consider trap doors an undesirable exposure, and we follow the National Fire Protection Association requirements for fire suppression and hood and duct maintenance.

As an ICC Marketing Representative, I frequently field these common questions, “Why does Underwriting ask so many questions?” or “Why do your Loss Control Reps require additional recommendations?” Those answers are easy. We do so because ICC is a dedicated specialty carrier where we lead in industry knowledge, underwriting skill, and exposure identification, ultimately allowing ICC to provide consistent pricing for our insureds.

The rating factors ICC has developed demonstrate our deep understanding of the niche. We have led the industry in commitment and unparalleled service to hospitality, and our rating system and multifaceted underwriting approach reflects that dedication.

To find an ICC agent in your area, visit

The above story was published in the November 2022 edition of Pennsylvania Beverage Media, the official magazine of the Pennsylvania Licensed Beverage and Tavern Association. Illinois Casualty Company is the PLBTA’s exclusive preferred vendor for liquor liability and other business insurance.


By in Latest News Comments Off on Formal letter to governor: PaTaverns at competitive disadvantage with other states

Formal letter to governor: PaTaverns at competitive disadvantage with other states

Chuck Moran, Executive Director

The Pennsylvania Licensed Beverage and Tavern Association today delivered a formal letter to Governor Tom Wolf, indicating our state’s taverns and licensed restaurants are now at a competitive disadvantage as neighboring states ease industry COVID-19 restrictions.

Below is a copy of the letter.


March 10, 2021

The Honorable Thomas Wolf, Governor of Pennsylvania
Commonwealth of Pennsylvania
508 Main Capitol Building
Harrisburg, PA 17120

Dear Governor Wolf,

Today, I had a conversation with a tavern owner who owns two establishments. One is in Waverly, NY, while the other is in Sayre, PA. The owner explained that her two locations are about one mile apart (1.3 miles or a two-minute drive according to MapQuest). Essentially, they’re in the same town and have the same patrons. Her establishment in New York will soon be at 75% indoor occupancy, while her Pennsylvania location will be left behind at 25%.

I’m sure there are similar stories in Southwestern Pennsylvania now that West Virginia has indicated they will allow 100% indoor occupancy. In addition, Maryland, New Jersey and Ohio have recently eased their restrictions.

As our neighboring states relax different types of industry restrictions, it puts Pennsylvania’s small business taverns and licensed restaurants at a competitive disadvantage, particularly those near the state line.

The Pennsylvania Licensed Beverage and Tavern Association has appreciated your efforts to find $145 million to create grants that will help the industry we represent. But what we hear the most from our Members is how they really just want to earn their living.

To help these mom-and-pop businesses compete with establishments in nearby out-of-state communities, we urge you to please ease off some restrictions soon.

We ask you to move last call to a later time, allow bar top seating, remove food requirements, and increase occupancy limits, in licensees’ establishments where safety protocols are followed.

It’s been a long year for this industry as it found itself at the tip of the spear in the fight against COVID. Now, with the vaccine distribution progressing and COVID data improving, we are at a better place. With the one-year anniversary quickly approaching when you first ordered dine-in service closed, it would be nice to safely take a step or two towards normalcy by easing some industry restrictions.

Chuck Moran
Executive Director

By in Latest News Comments Off on Survey Results: Small Business Taverns, Licensed Restaurants Severely Damaged Due To Pennsylvania’s COVID-19 Order

Survey Results: Small Business Taverns, Licensed Restaurants Severely Damaged Due To Pennsylvania’s COVID-19 Order

A survey of small business taverns and licensed restaurants indicates Pennsylvania could see a significant loss of locally owned establishments from closings as a result of the Commonwealth’s COVID-19 Orders.

The survey, conducted by the Pennsylvania Licensed Beverage and Tavern Association between August 25 and August 28, 2020, included 10 questions exploring financial difficulties.

Most troubling are indications that only 30 percent of the participating neighborhood-based establishments might survive the crisis. This is consistent with national surveys suggesting a possible loss of 70 percent of establishments.

In the PLBTA survey, participants were asked “Without any change to the Governor’s Order or financial assistance from the state and/or federal government, which best describes the future of your business after September 2020?”

Thirteen percent are already closed. Another five percent indicated they will close within a month, while 29 percent say they will likely close by the end of the year and 23 percent say they will likely close in 2021. Only 30 percent said they would not close.

Major layoffs and furloughs were also identified in the survey, again along the same lines as national studies. On average of those establishments participating in the survey, 13 employees per location lost their jobs as a result of COVID-19 Orders. When extrapolated across the industry, considering small business R and H license locations alone, about 109,200 Pennsylvania jobs were lost.

Financially, July 2020 proved to be troubling. The average establishment completing this survey lost $227,179 in July 2020 compared to July 2019.

Only 29 percent of the survey participants said they have not faced any cash flow problems. That suggests 71 percent have had difficulty paying bills including rent, utilities, and loan repayments.

“These results shouldn’t surprise anyone,” said Chuck Moran, executive director of the PLBTA. “When you’re limited to 25 percent indoor capacity and have seen increased expenses along with other difficulties due to state orders, you can expect a serious crisis to develop. This industry can’t sustain itself under these conditions. Changes in state restrictions along with survival and recovery financial packages are needed.”

The survey also explored other business-related difficulties including food and beer deliveries as well as supply deliveries for items such as paper products and cleaning items.

Of those participating in the survey, 89 percent were small business, single-location establishments, while eight percent were small businesses with more than one location. All own either an “R” or “H” liquor license. Three percent were clubs with club liquor licenses. No national or regional chains participated in the survey.

A total of 1,234 invitations to take the survey were sent statewide. There were 100 businesses that completed the survey during the three days. As a result, this survey has a 10% margin of error with a 95% confidence level when considering small business R and H licensees in Pennsylvania.

Working members of the media may request a copy of the results by emailing Please include your name and media affiliation.

# # #

About the Pennsylvania Licensed Beverage and Tavern Association
The Pennsylvania Licensed Beverage and Tavern Association is a statewide association based in Harrisburg, representing small business taverns and licensed restaurants in the Commonwealth of Pennsylvania. The Association formed in 1941, reorganized in 2019, and today advocates for best practices and rights within the industry as well as best experiences for patrons.

By in Latest News Comments Off on PLBTA Testimony: Pa. Senate Democratic Policy Committee Investigates COVID Impact on Taverns, September 4, 2020

PLBTA Testimony: Pa. Senate Democratic Policy Committee Investigates COVID Impact on Taverns, September 4, 2020

Below is testimony provided by John Nikoloff on behalf of the Pennsylvania Licensed Beverage and Tavern Association to the Pennsylvania Senate Democratic Policy Committee on Friday, September 4. The committee was investigating the impact of state COVID-19 orders on restaurants and taverns. Nikoloff is the PLBTA’s state lobbyist. In addition, he is the founder and partner in PA ERG, a lobbying firm based in Harrisburg.


Chairman Boscola, members of the Committee, good afternoon. I’m John Nikoloff of ERG Partners representing the Pennsylvania Licensed Beverage and Tavern Association.

Let me begin by thanking you for inviting the Pennsylvania Licensed Beverage and Tavern Association to testify today about the struggles of the industry as a result of the COVID-19 crisis and state orders. We appreciate being here to share the story of our Members and industry.

The Tavern Association represents more than 400 small business taverns, pubs, and licensed restaurants across the state. Most of our Members own “R” and “H” licenses while some may have an “E” or even a club license. For the most part, we are your local bars, taverns, pubs, and licensed restaurants. We do not actively recruit large chains, grocery stores, or convenience stores which have an R license.

In terms of business, our average Member makes a living primarily from alcohol sales. Based on our Membership studies, about 63 percent of their business is alcohol sales and 37% of sales are from food. For what it’s worth, the most popular beer served would be Bud, while the most popular mixed drink would be Jack and Coke.

Our average member employs about 16 individuals including the owner and family members. They serve less than 4,000 customers every month. If you count the chairs and barstools, throughout the Member establishments, you’ll find less than 100.

Simply put, our Members are your locally-owned, mom-and-pop neighborhood businesses.

For the sake of overall industry data, looking at the state list of active R, H and E licenses, there are about 9,400 licensees that are not grocery stores, convenience stores or large chains. These are primarily small businesses.

Knowing that my average Member employs about 16 individuals, Pennsylvania’s small business R, H and E licensees create around 150,000 jobs. And, assuming national industry data is correct, you can anticipate more than half are women, many of whom are single mothers.

This week, we wrapped up a survey of small business licensed restaurants and taverns. Our study clearly shows the struggle these establishments are having, and supports findings we’ve seen from national-level studies.

For example, on average, 13 employees per establishment lost their jobs as a result of COVID-19 Orders. When extrapolated across the industry in Pennsylvania, this likely resulted in the loss of hundreds of thousands of jobs throughout the entire industry. When just considering our small business R and H license locations, the state orders likely resulted in about 109,200 jobs lost.

When you consider our average Member employs 16 individuals, and an average 13 employees lost jobs per establishment – or 81 percent, our survey also supports national studies from earlier in the crisis that estimated 81 percent of industry employees were laid off or furloughed during the crisis.

Our survey also found that without any change in the state’s COVID-19 order, 70 percent of small business licensed restaurants are either closed or facing closing in the upcoming year. In the next month, 5 percent say they will close. Another 29 percent say they will likely close by the end of the year, while 23 percent say they will likely close in 2021.

Small business taverns and licensed restaurants along with their employees need your help. And they need it sooner rather than later.

My Members really want to work at full capacity. They’re not looking for another loan. They want to put people to work and let the public decide whether or not to dine indoors while following all appropriate health and safety measures.

But, since operating at 100 percent is not going to be allowed anytime soon, they have no choice but to seek survival and then recovery help to make up for not being allowed to use their licenses at 100 percent.

With colder months ahead, outdoor seating becomes problematic. The state should allow increased indoor dining using safety protocols.

Other than increased indoor dining, we asked in our survey what could help them the most. They responded as following:

  1. State Grants for $25,000 for expenses incurred to date (6.48 on a 7.0 scale)
  2. Forgiveness of license fees and surcharges for 2020-2021 (4.75)
  3. Conversion of sales taxes collected into grants for your bar/tavern/restaurant (4.45)
  4. Increase the state wholesale discount from 10-15% (4.35)
  5. Ability to retain revenues from skill games, VGTs (3.76)
  6. Elimination of the $50 minimum for wholesale discounts (2.24)
  7. Ability to purchase spirits and wine on 30 days credit (1.97)

Very clearly, our industry is looking to the legislature to pass survival bills to include grants and license fee forgiveness. An increase in their discount at state stores would be helpful.

We recognize that this is not a partisan issue, and appreciate your support and the legislation proposed by Sens. Brewster and Iovino, Sen. Boscola and others in the last month.

Since March, these small business establishments along with their employees have been on a downward spiral. They need your help, and they need it now.

In March and April, those who remained open were just barely keeping their heads above water when allowed only to offer take-out service. Some didn’t even open, because there was no way to NOT lose money operating on sales of less than 10% of normal.

That’s ten percent of normal, with 100% operational costs in an industry where the profit margin is well below five percent.

My Members thought they were beginning to see the light at the end of the tunnel as each county graduated from Red to Yellow and then to Green. While not the perfect business scenario for the industry, establishments were able to restart outdoor and indoor service with limitations, hiring staff back, generating economic activity, and helping the public begin to feel that we were moving again toward “normal.”

But, it turned out to be false hope. Governor Wolf’s order on July 15 was a setback for every tavern and licensed restaurant in the state – including the good apples who were doing everything right. It closed their bar seating, further limited indoor seating to 25 percent, and required a meal to be ordered with drinks either indoor or outdoor.

And I have to say that our Members’ frustrations have only grown because they have still not – six weeks later – seen any data that even suggests taverns and restaurants operating within the guidelines set by the Governor and Secretary Levine have been responsible for community spread of COVID-19. Instead, the general feeling is that an entire industry is being damaged beyond repair because of the perceived actions of a few bad actors which were not subjected to proper enforcement measures.

Our industry at a tipping point. Our local taverns and licensed restaurants need help if they are going to make it through this crisis and save jobs. We have separately provided a list of various state actions that might provide a lifeline to many of our drowning Members.

Thank you for the opportunity to present this testimony, and I welcome questions.


Pennsylvania Small Business Taverns and Licensed Restaurants Relief
and Recovery Recommendations

  1. Passage of legislation to provide grants to small business restaurants and taverns to assist with COVID-19-related business losses, and expenses including costs associated with new outdoor seating, educational expenses including trade association memberships, hand sanitizer, staff PPE, indoor separators (plexiglass installation), digital thermometers… etc.
  2. Elimination of all license fees and surcharges for liquor-related service establishments for two years, provided the establishment had previously allowed on-site consumption.
  3. Elimination of all small games of chance license fees for R, H, E, and clubs for two years.
  4. Passage of legislation providing limited civil immunity from liability for bars, taverns and restaurants that attempt, in good faith, to adhere to the provisions of the COVID-19 emergency declaration, the Governor’s 3-16-2020 COVID-19 Business Closure Order or any other executive order relating to COVID-19, or any guidance issued by the Pennsylvania Liquor Control Board, the Department of Health or the Secretary of Health.
  5. Creation of a Small Business Tavern and Licensed Restaurant Promotion Program coordinated by both the PLCB and the Pennsylvania Licensed Beverage and Tavern Association to equal those financed for the beer, wine and spirits craft industries.
  6. Create a Liquor Licensee Specialty Council consisting of specialty associations within the industry including taverns, clubs, brew pubs, wineries, and distilleries to build future industry/state government dialogue.
  7. Permanent acceptance of mixed drinks-to-go as a business practice under the state Liquor Laws.
  8. To save money from delivery charges, allow licensed establishments the ability to pick up and deliver their own malt beverage orders, like the model followed when ordering spirits through the PLCB.
  9. Encourage outdoor seating by making the free temporary licensed premise extensions permanent at no additional cost to the licensee.
  10. Encourage outdoor seating expansion and support the entertainment industry by allowing up to 75 decibels of noise on a property line for all establishments with a liquor license, not just some.
  11. Modernize the state’s sanitation requirements to require tap cleaning once every 14 days.
  12. Cap third-party delivery charges for home delivery of meals from all restaurants and taverns.
  13. Increase discount that licensed establishments receive when purchasing liquor through state stores.
  14. Eliminate the $50 minimum purchase requirement at state stores in order for a licensed establishment to receive a discount.


By in Latest News Comments Off on BettorView, PLBTA Join Forces To Help Taverns, Licensed Restaurants Survive COVID-19

BettorView, PLBTA Join Forces To Help Taverns, Licensed Restaurants Survive COVID-19

Agreement Provides Free PLBTA Membership and BettorView

(Harrisburg, PA – August 10, 2020) A national company is coming to the assistance of Pennsylvania’s taverns and licensed restaurants to provide financial assistance as the industry struggles through the COVID-19 crisis that has forced hardships on many establishments.

BettorView, based in Las Vegas, has joined forces with the Pennsylvania Licensed Beverage and Tavern Association to guarantee establishments have the financial resources to join the state tavern association. In addition, BettorView will provide their product to those establishments for free.

“We know that Pennsylvania’s taverns and licensed restaurants are struggling financially,” said Javier Vargas, Chief Operating Officer of BettorView. “We’re going to help them through this crisis by paying their membership dues in the PLBTA for one year and also make our product available to them at no charge. In addition to bolstering the PLBTA’s ability to support the establishments, our product will directly help the establishments benefit from the emerging mobile sports betting industry.”

BettorView is a digital signage solution and the world’s leading brick-and-mortar platform for sports betting education, information, and promotions in states that have legalized mobile sports betting. Through their innovative product, establishments display sports betting odds and other related sports and establishment news through existing televisions. This allows patrons to use the information when placing bets through their mobile devices.

“Having owned and operated bars and casinos for decades, I know that on-premise technology often lags the at-home experience. BettorView bridges that divide and brings even better sports betting content and promotions to bar guests than they can get at home. We’ve seen this work in our hometown of Las Vegas and with our national partners, and we are thrilled to bring BettorView to Pennsylvania hand-in-hand with the Pennsylvania Licensed Beverage and Tavern Association,” said Seth Schorr, CEO of BettorView.

“Mobile sports betting is becoming increasingly more popular in Pennsylvania,” said Chuck Moran, executive director of the PLBTA. “Many patrons of taverns regularly tap the power of smart phone apps to place bets, so BettorView’s product is a great way for an establishment to entertain customers, and keep them longer. It is a natural fit for our industry, especially sports bars.”

Whenever a Pennsylvania tavern or licensed restaurants activates the BettorView product, the company will pay for a one-year membership in the PLBTA. Existing Members will have their memberships extended 12 months.

Moran adds that in addition to providing financial assistance to Pennsylvania’s taverns, it will also enable many establishments to access important Member-only emails and communications to help guide them through the COVID-19 crisis.

“Since March 2020, we’ve been working hard to keep our Members in the loop as state orders change,” said Moran. “This agreement between BettorView and the PLBTA opens the door for non-members to be a part of organized taverns, thus giving them access to relevant benefits to run their businesses. We thank BettorView for their interest in helping Pennsylvania’s taverns and licensed restaurants.”

Pennsylvania taverns and licensed restaurants interested in a free PLBTA membership for one year and free access to BettorViewTV should send an email to

# # #

About BettorView
BettorView is a digital signage solution and the world’s leading brick-and-mortar platform for sports betting education, information, and promotions, in states that have legalized mobile sports betting, such as Pennsylvania! BettorView powers ad platforms and sports betting content at restaurant chains, stadiums, arenas and casinos across the country.

About the Pennsylvania Licensed Beverage and Tavern Association
The Pennsylvania Licensed Beverage and Tavern Association is a statewide association based in Harrisburg, representing small business taverns and licensed restaurants in the Commonwealth of Pennsylvania. The Association formed in 1941, reorganized in 2019, and today advocates for best practices and rights within the industry as well as best experiences for patrons.


Media Contact: PLBTA Public Affairs, (717) 232-8671

By in Latest News Comments Off on PLBTA Tip: Carding … Never Out Of Style

PLBTA Tip: Carding … Never Out Of Style

Back to school means it’s fake ID time too!

Soon college campuses will be full again. Classes will be in session. And football stadiums filled on Saturdays.

For businesses in a college town, it’s a blessing. With students returning (and parents visiting), local businesses can expect increased walk-in traffic.

For the local bars and taverns, it also means an increase in the number of fake IDs showing up. And these aren’t your father’s fake IDs. They’re much more convincing and significantly more difficult to detect than in the past.

There was a time when bouncers and servers had an easier time catching a fake ID. Years ago, they were likely made by a student working out of his dorm room using an instamatic camera and white card board.

Today, websites located in foreign countries have come close to perfecting any state driver license.

On one of the most popular fake ID websites (we won’t mention the name here as we don’t want to give it any publicity), underage students can purchase a fake ID using cryptocurrencies such as Bitcoin. For a fake Pennsylvania ID the cost is $200 for two fake IDs plus a lifetime replacement. The student supplies a photo and regular information you’d find on any driver’s license via the website.

Shortly later, a package arrives via the campus mail to the student dorm room. Sometimes the package contains a stuffed animal, while other times the package may be a pair of shoes or another item. Regardless, somewhere in that item are the fake IDs. This technique makes it easier for foreign websites to get their packages past U.S. Customs and into the hands of underage students.

What makes these fake IDs difficult to catch is that they are scannable, making it tougher than ever before in detecting one.

So, what should a bar do to battle fake IDs? Consider the following:

  • Cops in Shops … while these fake IDs look very convincing, law enforcement have detected at least one fatal flaw (we won’t mention it in this article as we don’t want to tip off the bad guys). Work with local law enforcement to have an officer at your bar posing as a bouncer.
  • Dressed Officers … ask your local police to work with your bouncer at the door checking IDs. Bouncers are trained to give back all IDs, even if they’re fake. On the other hand, police will confiscate fake IDs, thus getting one off the street.
  • Flashlight Tip-off … shine a flashlight through the card. If the light comes through as a color, it’s fake.
  • Bend the card … fake IDs sometimes present a crease in the laminate.
  • Feel the card … fake IDs often feel smoother.
  • Trojan Horse … know who you’re hiring as your bouncer and servers. You don’t want the popular frat guy letting all of his brothers in regardless of age.
  • Scanners … use them, but also do a visual. Scanners will help you document the carding which may be useful later.
  • Tough questions … ask the owner of the ID card tough questions such as “what’s your zodiac sign” and “can you tell me the location where you got your driver’s license photo taken.”
  • Student ID … ask if they also have their student ID with them and if you can see it too.
  • Bouncer coalition … work with other establishments in your area to get the bouncers to talk to one another so that everyone knows what the others are seeing. Often times trends develop such as seeing a number of licenses coming from certain states.

It’s typically recommended to card anyone who looks younger than 35. Some establishments card everyone as a matter of policy. If you do that, and a fake ID accidently gets by, you’ll have some protection. Pennsylvania liquor code states that no penalty shall be imposed against a licensee or its employee for serving alcohol to a minor if it is established to the satisfaction of an administrative law judge that (1) the minor was required to produce an acceptable for of identification; and (2) either (a) the minor completed and signed a declaration of age card, (b) a photograph, photocopy, or other visual or video presentation was made, or (c) the identification was scanned by a transaction scan device and found to be valid; and (3) these documents were relied upon in good faith.

As such, it’s also best that a licensee document the carding of each customer and retain that information for two years.

The above article was republished from the Pennsylvania Observer, the official magazine of the Pennsylvania Licensed Beverage and Tavern Association.