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OCTOBER 2006
FEATURES
Cover Story:
Exceptional service and relationships lead to success
This New Jersey agency boasts an astounding $400,000 revenue per employee
Technology:
What d'ya know?
New service tests insurance knowledge & skills
Marketing:
Real answers for real estate risks
Distinguished Programs is a market for commercial and habitational needs
Other Feature Stories:
Power training
Agents suit up for sales success at The Sitkins Group's new high-tech training center
RRG realities
The National Catholic RRG boasts strong results over almost two decades
The professional liability market
The non-medical market provides more than $14.7 billion in premium
Getting tough on crime
CNA's Crime Pack protects private and nonprofit entities
Race horse coverage is long shot
Restrictions and price cause many owners to forgo insurance
Professional liability
Capacity is abundant
The Rough Notes Company Community Service Award
Magazine seeks nominations for 8th annual award recognizing outstanding community service
Agency captives: Still attracting attention
Great American offers "the real deal" in its partnership with agents
The Irwa Award
Florida CSR Marianne Vernon wins honor
Leading with comp
Flanders Group adds nurse to staff to help relieve workers comp pain
Discovering e-discovery
Changes to legal procedures offer insight into agency needs for e-discovery preparedness
Workers comp system provides differentiation to agencies
AcuComp helps agencies add value, save clients money
SPECIAL SECTION
Professional Liability Underwriting Society (PLUS)
COLUMNS
Agency Financial Management—Agency appraisals and deal structures
By Paul J. Di Stefano, CPA, CPCU
Risk Managers' Forum—Food service risk management
By Mark Gaskamp, CIC, CRM, CPCU, ARM
Marketing Matters—Designing effective ads
By Nanci Evarts
Public Policy Analysis & Opinion—New federal rules will govern event data recorders
By Kevin P. Hennosy
Strengthening the Front Line—There is an "i" in team
By Emily Huling, CIC, CMC
Customer Service Focus—Customer service trends
By Lynn DellaCroce, CIC, CISR, CPIW
Coverage Concerns—Liability release
By Roy C. McCormick
Critical Issue Report—Cleanliness might solve the "med-mal" mess—Proper hygiene could significantly reduce infections
By Bruce D. Hicks, CPCU, CLU
Agency Marketing Technology—Results management
By Steve Anderson
Risk Management—Contractual liability undergoes changes
By Donald S. Malecki, CPCU
Agency-Insurer Productivity—The chicken and the egg
By Scott M. Primiano
Relationship Building Strategies—"Sell like you date"
By Jack McMahan
Enterprise Risk Management—ERM: A two-year report card
By Michael J. Moody, MBA, ARM
Benefits Business—Opportunities in executive benefits, group life
By Len Strazewski
To The Point—Torts, gores and oxen—Can new approaches ease the pain of medical suits?
By Emanuel Levy
ADVERTISERS INDEX
DEPARTMENTS
Court Decisions
Centuries of Rough Notes
Rough Notes Staff
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