COVER STORY
Diversification decision pays off
Grand Rapids, Michigan, agency with nine partners stresses employee buy-in to agency goals.
This Special section sponsored by the Alliance for Productive Technology.
FEATURES
ISO's Market Segments Program tailored to individual risks
Auto Service Risks is the first in the series, which supplements the CPP.
The legal ramifications of e-commerce
IIAA study looks at the legal issues facing agents and insurers that conduct business on the Internet.
CNA personal lines falls into the "good hands"
Deal with Allstate and reaction by IIAA and PIA show how much the business has changed.
Sales aptitude with altitude
Involvement and networking lead to referrals and success for Colorado's Young Agent of the Year.
Distance learning
The Internet opens new education horizons to agencies and companies.
CPIA Society
The Certified Professional Insurance Agents Society is dedicated to sales excellence.
Travelers boosts agents via TV
Travelers Property/Casualty adds TV commercials to its arsenal of agency marketing support materials.
Making in-house telemarketing work
Overall success is not determined on the telephone.
Reaching the multicultural market
Industry sees opportunity among ethnic groups but still may be groping for appropriate marketing strategies.
Honing a cutting edge Internet presence
Three words define interactive agency Web criteria.
Municipalities--more than city hall
Niche includes power plants, school districts, hospitals, libraries and more.
Kemper Environmental
Staking out new territory in a challenging market.
Consulting for the real world
Taylor Haffner and Rough Notes team up to guide agencies through challenge and change.
DEPARTMENTS
Agents' Feedback
Court Decisions
Insurance Market Update
Agents' Errors & Omissions Review
Regional Target Markets
Region 1 Connecticut, Maine, Massachusetts, New Hampshire, New Jersey, New York, Pennsylvania, Rhode Island, Vermont
Region 2 Alabama, Delaware, District of Columbia, Florida, Georgia, Kentucky, Maryland, Mississippi, North & South Carolina, Tennessee, Virginia, West Virginia
Region 3 Illinois, Indiana, Michigan, Minnesota, Ohio, Wisconsin
Region 4 Arkansas, Colorado, Iowa, Kansas, Louisiana, Missouri, Nebraska, New Mexico, Oklahoma, Texas
Region 5 Alaska, Arizona, California, Hawaii, Idaho, Montana, Nevada, North & South Dakota, Oregon, Utah, Washington, Wyoming
COLUMNS
Maximizing Productivity
By Doran (Bud) Antrim
It's All About Money
By William A. Clemmer and Gary S. Lesser, JD
Critical Issue Report
By Phil Zinkewicz
Risk Problems/Solutions
By LeRoy Utschig, CPCU, ARM
Agents Council for Technology Action Report
by Bill Greenwood
Personal Lines Selling
by Troy Korsgaden
PF&M Companion
By Diana Kowatch, CPCU
Winning Strategies
By Roger Sitkins
Bottom Line Profitability
By Lynn Thomas, JD
Client Nurturing
By Jim Cecil
Agency Financial Management
By Paul J. Di Stefano, CPA, CPU and G. Edward Kalbaugh, MBA
Coverage Concerns
By Roy McCormick