SEPTEMBER 2008
FEATURES
Cover Story:
Meeting client needs
Automation is the key that “lets us be an independent agency again.”

Specialty Lines:
Into the wild blue yonder
Aviation market offers opportunities for agents, brokers nationwide.

Marketing:
What do Gen Y buyers really want?
PIA National’s consumer panel probes the preferences of young consumers.

Technology:
Insights on training
Principals need to look inside their agency for trainers.

Benefits:
145-year-old PC-firm derives 30% of revenues from benefits
Utilizing trusted advisors and benchmarking data pays off.

Other Feature Stories:  
Building for the future
Alignment, accountability and execution become the watchwords for the reinvented Applied Systems.

Oportunidad
Insurance firms recognize potential of growing Hispanic market.

Expanding regional reach
Liberty Mutual integrates Ohio Casualty; next up: Safeco.

Workers comp
It’s all good news…well, almost all.

Captives: eye to the future
Study shows captives continue to grow regardless of market conditions.

Building on strength
Multi-pronged growth strategy drives Burns & Wilcox to new heights.

Taking flight
Nason Associates helps retailers take off with aviation business.

SPECIAL SECTION
Sponsored by the Target Markets Program Administrators Association

COLUMNS
Critical Issue Report—State-run FAIR Plans experience explosive growth
By Phil Zinkewicz

Risk Management—Creative “courting”
By Donald S. Malecki, CPCU

Building Equity Value—Fight to preserve value—or sell
By John M. Wepler and Patrick T. Linnert

Coverage Concerns—Making a case for excess casualty
By Lorraine Seib

Managing by Coaching—The power to change
By Kimberly Paterson, CEC

Benefits Business—Complying with HR-related regulations
By Len Strazewski

Winning Strategies—Are you committed to being the best in the world?
By Roger Sitkins

Enterprise Risk Management—ERM: A paradigm shift?
By Michael J. Moody, ARM, MBA

Public Policy Analysis & Opinion—Catherine J. Weatherford leaves NAIC
By Kevin P. Hennosy

Beyond Insurance—Leading vs. managing
By Scott Addis

Critical Issue Report—Company forecast: partly cloudy
By Phil Zinkewicz

DEPARTMENTS
Court Decisions
PF&M at a Glance
Rebuilding Cost Chart
Centuries of Rough Notes
Rough Notes Staff
Reprints

ADVERTISERS INDEX / PRODUCTS PAGE