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In recent reports, I have addressed the changing nature of the relationship between the American agency companies and the independent agents that have historically been the backbone of their sales force. A new type of distribution system is evolving out of the need to provide a more rational and cost-effective method of delivering the insurance product to the consumer. No longer are agency-company relationships based upon blind loyalty to a shared history but more upon the concurrence of strategic business and marketing plans.
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MANAGING COMPANY RELATIONS by Carol Hammes In recent reports, I have addressed the changing nature of the relationship between the American agency companies and the independent a...
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MANAGING SMALL COMMERCIAL ACCOUNTS by Cindy Brady, CIC In many agencies, 'small' Commercial accounts get over-serviced while larger accounts are under-serviced because both are treated the same. S...
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MANAGING THE LITIGATION RISK THROUGH MEDIATION by Richard Collier Ambrose Bierce's Devil's Dictionary sardonically defines litigation as 'a machine that you go into as a pig and come out of a...
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MANAGING, TRANSFERRING, AND ACQUIRING FAMILY INSURANCE AGENCIES by Carol Hammes Independent insurance agencies are often family businesses. Many current owners took over the agency from t...
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MARKET RESEARCH 101 -- DEFINING YOUR BUSINESS by Stephen Flowers Plenty of noise blurts about the value of service to an independent agency. Industry pundits keep repeating that su...
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This provides an outline of a client contact program for Marketing Representatives.
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MARKETING CLUSTERS - A MEANS OF GROWTH AND SURVIVAL by Jack Fries The benefits, drawbacks, and formation of a marketing cluster. Clustering has been around for ...
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MARKETING TO BANKS: THE MGM APPROACH by Michael Manes The best definition of marketing is adapted from a quote in God's Little Instruction Book: 'If you want a glass of milk, you don't s...
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MARKETING TO GENERATION X by Jack Burke Look out, golden agers! Make room, boomers! Are you finally getting a handle on the needs of the senior citizen's market? Did you...