In spite of 19th-hole braggadocio about rising sales figures, bottom-line results, and upcoming prospects, businesses do stall and stagnate. Streamline.com was a raging Internet stock until it ran into a wall. Kodak used to be a Wall Street favorite, and now it's struggling to find itself. P&G once had 99.44 % acceptance; now the tide seems to have turned. For years, Xerox set the standard; then it lost direction.

COMPENSATING PRODUCERS by Harry Brooks, CPCU, CLU There probably is no subject in the field of insurance agency management that is discussed as frequently, but on which there are su...

CROSS-SELLING: WHAT WENT WRONG? by Jack Burke Why don't agencies invest more energy in cross marketing additional policies to existing customers? ...

DIRECT SALES EFFORTS TO POSITIVE GOALS While theres no magic formula for success, your agencycan improve its chance of profitability by implementing a more discipline...

THE VISION THING: WHAT DO YOU WANT TO BE WHEN YOU GROW UP? by Kevin Grant Blind Vision Four blind servants of the king were asked to describe an elephant. Th...

WHAT IS YOUR AGENCY WORTH? A 'MAGIC FORMULA'-PLUS 10 WAYS TO MAXIMIZE VALUE by Blaine Price, CPCU, CIC 'What are agencies selling for today?' is a question frequently heard by agency busine...