ANNUAL INDEX OF ARTICLES 1998 AGENTS' LEGAL ISSUES Alternative dispute resolution A look at recreational liability and insurance topics Reinsurers: Calling the shots behind the scenes--on your business! Deadbeats--Can you force them to pay? The psychology of being sued A valid claim or a "torching"? COMMERCIAL LINES Risk Management--IRMI Construction Conference highlights Risk Problems/Solutions--Subrogation can spell trouble Constant vigilance needed in workers comp Risk Management--The problem with splitting underlying and umbrella coverages Risk Problems/Solutions--Improvements and betterments ISO addresses "prevalent problem"--An overview of ISO's new employment-related practices liability program Managing risk on design-build projects--The surety's perspective Risk Management--Evaluating the potential liability of event sponsors Risk Problems/Solutions--Condominiums can present difficult coverage issues Using the WC claim process to build retention Business interruption Risk Management--Liability coverage for health and fitness clubs may need more muscle Risk Problems/Solutions--Joint ventures: They may exist without the parties' knowledge Care, custody and control Covering high-tech entrepreneurs Risk Problems/Solutions--Additional insureds Risk Management--Sudden appearance of minimum premium may lead to litigation Risk Management--Look beyond the obvious coverage option to find alternative coverage Risk Problems/Solutions--Embezzlement and depositors forgery 1998 ISO commercial crime revisions Coverage Concerns--Commercial umbrella liability insurance needed by small businesses Risk Problems/Solutions--Commercial umbrellas Risk Management--Contractual liability limitation Coverage Concerns--Excavation work requires proper coverage and utility notification Coverage Concerns--Completed operations is essential protection Risk Problems/Solutions--Environmental impairment Risk Management--Explaining the need for fidelity coverage Risk Management--Why attach a lead paint exclusion to CGL Risk Problems/Solutions--Reporting forms Coverage Concerns--The need for care in completing application for professional liability CRITICAL ISSUE REPORT Insurance fraud--Study raises concerns about consumer attitudes Catastrophe planning: A valuable tool agents can offer to clients Mergers continue to dominate financial services business The blending of financial services Demutualization: A popular strategy generates controversy Reinsurance market not so far removed from agents Flood insurance "essential to clients' well-being" GENERAL ARTICLES 9th Annual Rough Notes Marketing Agency of the Year Contest Young Agents--Combining history with a vision for growth Where are insurance stocks headed? Young Agents Forum--Reflections on service to the Young Agents Committee PF&M Companion--November 1997 ISO form and endorsement changes Check or checkmate? The mounting role of the federal government in insurance Edu-tainment: Continuing education in a new light PF&M Companion--December 1997 ISO form and endorsement changes It's a question of loyalty: Latest Conning study criticized by IIAA president Young Agents--From rodeo cowboy to insurance agent Insurance for a new affinity group: The Muslim community PF&M Companion--January 1998 ISO form and endorsement changes The future of property insurance Schooling insurance people in running a political campaign Young Agents Forum--Young agents committees are building bridges Armfield, Harrison & Thomas named Marketing Agency of the Year PF&M Companion--February 1998 ISO form and endorsement changes Fax Poll Results--CSRs provide views on duties and compensation Covenants not to compete, trade secrets, and inevitable disclosure Young Agents--The winning spirit March 1998 ISO form and endorsement changes Invest in what? InVEST in your agency's future Washington Perspective--Insurance-friendly bills idle as focus shifts to upcoming elections To The Point--What ever happened to the fraud laws? PF&M Companion--April 1998 ISO form and endorsement changes A bumper crop of bugs: Dealing with the insurable exposures IIAA taking a bold step in shaping the future Young Agent Forum--Young Agents: Accept the challenge! Coverage Concerns--Court decisions an educational tool for insurance professionals PF&M Companion--May 1998 ISO form and endorsement changes Trend toward banks buying agencies gains momentum Young Agents--Moving on Agent Global Marketplace--Lloyd's rebounds--confronts further controversy and change Risk Problems/Solutions--Auto leases PF&M Companion--June 1998 ISO form and endorsement changes Agents respond to Florida fires Just calling it as he sees it PF&M Companion--July 1998 ISO form and endorsement changes PF&M Companion--August 1998 ISO form and endorsement changes Can we talk? PF&M Companion--September 1998 ISO form and endorsement changes Survival of the fittest Now is the best of times Young Agent Forum--career tips plentiful at Young Agent leadership conference Fax/Internet Poll Results--Agents' use of e-mail MANAGEMENT Maximizing Productivity--Agency culture: The most important asset Building the team or team building? There's a big difference Coverage Concerns--Coverage recommendations not accepted should be documented Bottom Line Profitability--Customer loyalty and retention primer CSRs--Respect, and then some--Agencies moving toward more incentive-based compensation programs for CSRs Agency Financial Management--Using an agency appraisal for structuring and acquisition Coverage Concerns--Binding procedures: A-B-Cs must be followed Agency Financial Management--Positioning for opportunity Bottom Line Profitability--Turning complaints into gold mines Profitability camp Bottom Line Profitability--The customer life cycle and how it influences your success Maximizing Productivity--How to get employees to commit to agency goals Agency Financial Management--Examining your agency: How to find and fix problems Agency Financial Management--Developing a perpetuation plan and an exit strategy Maximizing Productivity--Managing performance Agency sales centers maximize effectiveness of producers Bottom Line Profitability--Referrals: The secret to consistently high profits and retention rates Agency Financial Management--Opportunity compensation Maximizing Productivity--Survey of employees reveals a lot about boosting productivity Off-site meetings and business planning sessions Agency Financial Management--Corporate development: Strategic crossroads Maximizing Productivity--When employees feel appreciated, the agency comes out on top Bottom Line Profitability--Win back your former profitable customers Agency Financial Management--Self-directed teams: Organizing the modern agency Maximizing Productivity--Putting people first--Respect for workers increases work performance Maximizing Productivity--Managing the process of change Bottom Line Profitability--The profitable power of cross-selling and up-selling Agency Financial Management--Banks: The next player in agency consolidations Maximizing Productivity--You might want to try this test in your agency Agency Financial Management--Selling at the next level Agency Financial Management--Selling the Agency Your internal customer--the employee factor Listening--so what's in it for me? MARKETING Selling smart: The integrated approach Multicultural marketing Managed Marketing--Tricks of the trade show Personal lines solution--Micro-insurance company concept puts agent in front line Managed Marketing--The writing process--Sales letters that work Sponsored marketing recapturing the personal lines market Instant access to risk assessment tools Mercury Insurance Company: Committed to the agency system Managed Marketing--Seven ways to use PR to build your business Hartford trains new producers in commercial lines Managed Marketing--Managing direct mail for maximum results Insuring women-owned businesses "Commodity" is not a four-letter word Managed Marketing--Five steps to effective telephone selling Small agencies given clout to compete with the big guys Seminar selling Agent Global Marketplace--Insurers' global expansion--What does it mean for agents? Reverse flow business--utilizing the reinsurance market Managed Marketing--the essentials of image Empty Space--a marketing boon for some agencies MARKETING AGENCY OF THE MONTH Strong growth fueled by aggressive recruitment program CHK triples its business in three years as the rebirth begins Insurance services conglomerate flourishes in Cajun heartland "Kaisen": Continual improvement drives the Pitcher Agency to the top Well-diversified Michigan agency grows via aggressive marketing Success "by design" A family affair--extended family, that is Total immersion Going the extra mile: The Westar Story A team of specialists Educating insureds is key to success at Knauff Insurance ORGANIZATION PROFILES Cincinnati's goals founded on solid relationships with its agents State Auto links its future to strengths of its agency force InsGroup: 25 years of providing agents with market assistance Amwest Surety "bonds" with a diversity of agents Strengths and strategies of The Hartford CNA fortifying personal lines CISA offers agents franchise opportunity with Sam's Club Kemper charges ahead The Leavitt Group: Creating, building and perpetuating agencies for 46 years Thinking outside the box Westfield's primary strength: Responsiveness to its agents Zurich Commercial helps agents go after the middle market Agents are key to blazing "Frontiers" in specialty lines The best of both worlds The feeling is mutual An agency group for the serious student Reliance National: Freedom to grow Harleysville Insurance: National network with a hometown flavor RLI is driven by a spirit of innovation In search of loose bricks PERSONAL LINES Coverage Concerns--Appraisal updates vital for scheduled paintings and collectibles Coverage Concerns--Vacationing abroad prompts questions Coverage Concerns--Residential insurance review prompted by El Nino's severe weather Coverage Concerns--Collapse is covered if caused by a specified peril Changes to the ISO personal auto program Coverage Concerns--Homeowners implications of using bank machines PLI: An overnight success Personal umbrella--why? SPECIALTY LINES Surety business still profitable despite soft market Contractors insurance Yacht market mostly stable, but Florida has a few problems Personal marine and recreational vehicle markets abound Insurance marketplace for 1998 Nonprofit businesses offer challenges and rewards Clergy malpractice and agent E&O exposure USF&G provides agents access to public entity market Landscaping contractors: A market to consider for growth Design professionals market presents opportunities for agents Confronting the risks of the restaurant business Recreation and leisure risks provide opportunities El Nino spurs increased interest in weather coverage Special events and prize indemnification coverages Managing EPL exposures involves more than providing coverage EPL market continues its boom Environmental insurance: Tapping into the opportunities in a soft market Markets for environmental liability Sharp curves in truckers market or long-term revenue? Prospecting for municipalities is politically correct Municipal insurance: A "buyer's" advice to sellers Special Section--Professional Liability Underwriting Society (PLUS) Professional liability from A to X (Sorry, no Y or Z) Protecting party people Financial institutions present opportunities It's not a soft market... Community banks--Worthwhile market for agents TECHNOLOGY Recipe for a successful system search Insights from ACORD--Okay, you're on the Internet, now what do you do? Get rid of delays and lose the paper Relieving information overload Y2K: The millennium bug--Part 3--Target risks Agency Marketing Technology--How to use an intranet to make your office more efficient 24x7x365--Some agents and vendors are making the most of Internet technologies Y2K--The millennium bug--Part 4--"Other" date issues Work smart and safe with workflow and technical audits Making the right connections Insights from ACORD--Mapping the future: The process is key Agency Marketing Technology--Enhance communication with e-mail Managing contacts Y2K: Meeting the challenge Y2K--The millennium bug--Part 5 Objects engender the "ah-ha" Agency Marketing Technology--Y2K crisis isn't just a computer problem--it's a business problem Home inventory goes high-tech A launching pad for Internet journeys Insights from ACORD--"Making the call" on customer service Eliminating the waiting game Should your Yellow Pages ad go online? Agency Marketing Technology--The Internet is here to stay Reducing paper through technology implementation Special Section--Alliance for Productive Technology, Inc. (APT) Rising above bureaucracy The digital nervous system High-tech telemarketing A new vision is born--ACORDfyi Agency Marketing Technology--How to take information with you no matter where you go Home sweet work Disaster Planning--Considering the contingencies Overcoming techno-illiteracy Technology "Central"
ANNUAL INDEX OF ARTICLES 1998
