MARCH 2008
FEATURES
Cover Story:
All in the family
Al Purmort comes by his insurance knowledge honestly

Specialty Lines:
Recreational vehicles
Land and water.

Marketing:
The "Z" factor
The Hanover's Zuraitis builds a "culture of execution" that puts agents first.

Technology:
Industry specific 4-1-1
First Research provides a suite of critical-knowledge sales tools.

Benefits:
Strategic approach to benefits planning
Howalt-McDowell's long-term mindset drives growth
and customer satisfaction.

Other Feature Stories:  
In the know on E&O
How an agency audit can keep problems from turning into claims.

Keeping employees in sync when opening a small branch
Kolbe analysis helps CFR of Tulsa, Oklahoma, set up an office
in Kansas City.

Life on the water runs in their blood
Underwriters' boating experience runs deep at
Maritime General Agency.

PIA National's branding campaign gains momentum
Agents customize ads to fit their audience.

Bermuda Monetary Authority: Raising the bar
BMA introduces new risk-based capital standard for insurance companies.

A meeting of the minds
The success of CAT bonds could be the prelude to more
convergence vehicles.

Niche marketing with a bounce
Purchasing group serves growing market for rented inflatables.

Marine rates continue to drop

What floats your boat?
Classic car specialist Hagerty traces its roots to a
collector boat program.

Niche market development
The time is right for program business.

School bells ring for insurance major
ILocal insurance pros spur Utica College to launch a
degree-granting program.

Riding the captive wave
CRI helps agents and brokers succeed in the captive market.

Industry forecast
Experts weigh in on issues facing independent agents.

COLUMNS
Enterprise Risk Management—ERM: Rating agencies forcing the issue
By Michael J. Moody, MBA, ARM

Winning Strategies—Putting your ideas into action
By Larry G. Linne

Critical Issue Report—RRGs hit a roadblock—California order appears to fly in the face of the federal act
By Michael J. Moody, MBA, ARM

Public Policy Analysis & Opinion—Reality is overrated
By Kevin P. Hennosy

Customer Service Focus—Zero backlog
By Terilynn Willis, CIC, CRM

Agency Financial Management—The fastest road to overpaying
for an agency
By Kevin W. Smith, CPA

Management by Coaching—Improving agency performance
By Kimberly Paterson

Benefits Business—Bringing wellness, other cost reducers
to agency clients
By Len Strazewski

To The Point—Political action by committee—Industry PACs help keep insurance issues top of mind with legislators
By Emanuel Levy

Beyond Insurance—So you want to start your own agency?
By Scott Addis

Risk Management—Equipment breakdown coverage
By Donald S. Malecki, CPCU

Coverage Concerns—Underground pipeline damage
By Roy C. McCormick

ADVERTISERS INDEX

DEPARTMENTS
Court Decisions
Ownership Changes
PF&M at a Glance
Rough Notes Staff
Reprints