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DECEMBER 2006
FEATURES
Cover Story:
From placing business to making sales
JMB transforms itself to a sales-oriented organization.
Technology:
Stuff happens
Online data storage keeps your data safe from things that go bump in the night—or anytime, for that matter.
Marketing:
Safe at home
Hartford Steam Boiler product, offered through other carriers, covers an array of home systems.
Specialty Lines:
Have we been here before?
Is competition returning to the coastal markets?.
Other Feature Stories:
CPCU: Good, better, Betsey!
California agent Betsey Brewer talks about her year ahead as CPCU president.
Meet the stars of the CSRs
Smart, focused, and motivated, these winners raise the bar for their profession.
Survey highlights trends in program administration
Guy Carpenter reports on insurer preferences in working with program administrators.
Young agents recognized
New Big "I" conference features awards for accomplishments as well as time to help others.
Getting the most from the numbers
MarketStance provides agents and insurers with a "scorecard" of underwriting and market data.
The Rough Notes Company Service Award
Recognizing independent agents who perform extraordinary service.
Bermuda's expanding scope
The proving ground for alternative risk transfer solutions.
Specialty savvy
American Safety thrives on tough risks.
Identity theft invades Main Street businesses
Small to mid-sized companies face exposures resulting from personal data they collect.
Venture capitalists eye brokerage opportunities
Newly formed, venture capital-backed Kinloch Holdings targets middle market buyers.
Sales management: Choices and challenges
Can a sales manager with no insurance experience take agency sales to the next level?
COLUMNS
Agency Marketing Technology—Voice recognition
By Steve Anderson
Public Policy Analysis & Opinion—Defending McCarran
By Kevin P. Hennosy
Enterprise Risk Management—Self-insurance
By Michael J. Moody
Coverage Concerns—Fidelity insurance
By Roy C. McCormick
Agency Financial Management—M&A negotiations
By Paul J. Di Stefano, CPA, CPCU
To The Point—Oh, what tangled webs the Internet weaves—Surfing the Internet can be time well spent
By Emanuel Levy
Strengthening the Front Line—Sending the right message
By Emily Huling, CIC, CMC
Critical Issue Report—Fits and starts—Too many insurers lack strategic vision
By Dennis H. Pillsbury
Lessons in Leadership—Feeling the customer's pulse
By Robert L. Bailey
ADVERTISERS INDEX
DEPARTMENTS
Court Decisions
PF&M at a Glance
Centuries of Rough Notes
Rough Notes Staff
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