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April 2002
COVER STORY
A niche marketer before it became chic
Oklahoma City agency started off with one niche and built from there.

FEATURES
Keeping it simple
SAFECO Life & Investments president draws on his P-C roots to bring simple but innovative products to the marketplace.
Education -- a rung on the ladder of success
Kimberly Tompkins promotes the insurance industry and higher education.
Recipe for success
Progressive's careful blend of strategic 'ingredients' is key to profitable growth.
ServiceMaster restores property, way of life
Cleaning network on call 24 hours a day for consumers, agents, companies.
The race to regulation
Even with state uniform licensing laws, federal insurance regulation is still a possibility.
Navigating the cyber minefield
Part 2: The Solution - cyber risk coverage is an even more recent phenomenon then the Internet itself.
A different way of doing things
Financial Keyosk's approach to insurance distribution gives smaller agents stability, growth.
Litchfield Insurance Group named Agency of the Year
New owners refocus on the mid-size commercial market, stressing value-added services.
2002 Community Service Award
Insurance professionals honored for their extraordinary community service projects.
Rx for doctors
Hard-to-place malpractice risks may find a home with Professional Underwriters Liability and Bernard Warschaw Insurance Sales.
The fungus among us
Indiana CPCUs look at mold exposure.
Hotel, bar, and restaurant market potential
Despite the hardening market, some groups see an opportunity to service a growing industry.
Paige Ruane: leading provider of lessors contingent liability
Coverage pioneered by father continues to offer good niche opportunity for his son and daughter.

ADVERTISERS INDEX

COLUMNS
Critical Issue Report
How financially stable is the insurance industry? By Phil Zinkewicz
Coverage Concerns
Personal liability coverage warrants periodic review By Roy C. McCormick
Personal Lines Selling
Growth through profits By Troy Korsgaden
NAIC Update
Appeasement failing at NAIC By Kevin P. Hennosy
AAIS Coverage Perspective
A new program for insuring agribusinesses By Robert J. Prahl, CPCU
Producer-Related Issues
The commitment By Michael J. Weinberg
Growth Strategy Review
Building agency value By G. Edward Kalbaugh
Enterprise Risk Management
Reality check By Michael J. Moody, MBA, ARM
Enterprise Risk Management
Awareness of risk sparks renewed interest in ERM By Len Strazewski
PF&M Companion
Form and endorsement changes approved by individual states, through February 2002 By Bruce Hicks, CLU, CPCU
Benefits Business
Changes in dental plans require examination By Len Strazewski
Classifying Risk
Payroll exclusions in the GL trucker classification By Linda D. Ferguson, CPCU
Maximizing Automation
Getting the most out of "best" By Wanda Shumaker
Risk Management
Wrap-up programs­A Pandora's box of complexities By Donald S. Malecki, CPCU
Agency Financial Management
Agency management systems implementation By Paul J. Di Stefano, CPA, CPCU, and Deborah Dziuban
Client Nurturing
The technology of customer contact By Jim Cecil
Agency Marketing Technology
Disaster planning: It's more than just computers By Steve Anderson
It's All About Money
IRAs at tax time By William A. Clemmer and Gary S. Lesser, Esq.

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