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AUGUST 2006
FEATURES
Cover Story:
The year of great behaviors
Planning helps this Michigan agency move to the next level.
Technology:
Found money
"Own your own" premium finance company solution helps with client retention and improves the bottom line.
Marketing:
Multiple personalities
Zurich supports multiline, multiyear programs.
Other Feature Stories:
Opportunities in life
New PIA program provides members quicker access to multiple quotes of term life through the Insurance Online Network.
Giving producers a track to run on
Polestar gives agencies a systematic approach to sales, marketing and value-added services.
Young Agents—Cultivating tomorrow's producers
Kevin Mangan inspires high school students to consider insurance as a career.
Long-haul trucking.
W.R. Berkley posts impressive growth
Selective growth is the cornerstone of their strategy.
Environmental liability
The past is prologue.
We're in this for the long haul
Family-owned MGA rules the road on trucking risks.
Competition, capital and catastrophes
Insurer CEOs foresee both potential problems and opportunities in the year ahead.
Long term care coverage: poised for distribution "break out"?
Product has been slow to take off, but P-C agencies may be candidates for a bigger piece of a bigger pie.
Trucking—a $6 billion market.
COLUMNS
Independent insurers should pool funds to promote agents
By Clark Sitzes
Strategic planning—Both short term and long term
By Paul J. Di Stefano, CPA, CPCU Agency Financial Management
Enterprise Risk Management—Immediate impact by rating agencies
By Michael J. Moody, MBA, ARM
Ethics, integrity, trust—Corporate misdeeds taint much of the business world, but insurance industry's record in exemplary
By Emanuel Levy
Customer Service Focus—The "art" of explaining coverage
By Mary I. Husk, CIC, CRM, CPCU
Risk Management—What a difference one word makes
By Donald S. Malecki, CPCU
Perspectives on Management—Influential leadership
By Hamid Mirsalimi, Ph.D., and Maureen Hunter, Ph.D.
Public Policy Analysis & Opinion—Big discontent in the Big Easy
By Kevin P. Hennosy
Nothing is certain—The move away from traditional cycles gives way to line-by-line fluctuations
By Phil Zinkewicz
Coverage Concerns—Automobile comprehensive coverage
By Roy C. McCormick
Building Equity Value—Analyzing agency profitability
By Mike Kish
Agency Marketing Technology—Submission management
By Steve Anderson
ADVERTISERS INDEX
DEPARTMENTS
Court Decisions
PF&M at a Glance
Centuries of Rough Notes
Rough Notes Staff
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