JULY 2008
FEATURES
Cover Story:
Being different and making a difference
Dawson Insurance is a standout in the Fargo/Moorhead environs.

Specialty Lines:
Tough market
Both competition and claims are on the rise.

Marketing:
Finally, somebody responds to Mark Twain
WeatherBill actually does more than just talk about the weather.

Technology:
Net impact
Using the Web to find new business.

Benefits:
The sweet spot: Benefits boost revenue and retention
Focus on benefits drives growth in agency’s volume and profits.

Other Feature Stories:  
Small business market underserved in EPLI
Hartford Steam Boiler product meets need.

Through the eyes of young agents
PIA-sponsored Gen X & Y panel looks at family issues and recruitment challenges.

EPLI offers opportunity for growth
Market penetration remains under 20% of operating locations.

Specialty supermarket
London American’s experienced underwriters provide
foundation for growth.

IIs VoIP the answer?
Internet telephone solutions can offer increased productivity,
decreased costs.

COLUMNS
Customer Service Focus—When bad things happen to good CSRs
By Sean Neumayer

Enterprise Risk Management—Resistance is futile
By Michael J. Moody, MBA, ARM

Benefits Business—Will government stifle HSA growth?
By Len Strazewski

Beyond Insurance—Body language—Actions speak louder than words
By Scott Addis

Perspectives on Management—The power of consultative selling
By Demmie Hicks

Managing by Coaching—Improving agency performance
By Kimberly Paterson, CEC

Risk Management—Software developers/consultants and
liability exclusions
By Donald S. Malecki, CPCU

Young Agent Forum—Take a chance
By John Braut, CIC

DEPARTMENTS
Court Decisions
PF&M at a Glance
Regional News
Rough Notes Staff
Reprints

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