'BUT I CAN'T AFFORD TO ADVERTISE!' by Al Diamond Why on earth would agency principals pay a consu...

CREATIVE DIRECT MAIL by Alan L. Shulman, CPCU Use your agency management system to create effective direct mail marketing packages. Its a virtual certainty that youve us...

DIVIDE SALES DUTIES INTO MARKETING AND SELLING Some CSRs have trouble marketing because they confuse it with selling. The whole concept of persuading a customer to sign an application for a policy ca...

DOS AND DONTS: ADVERTISING IN AN ECONOMIC DOWNTURN by Richard Barry Advertisers reactions to negative economic circumstances vary; some increase their bud...

DUE DILIGENCE IN AN AGENCY SALE OR ACQUISITION by Al Diamond Proper Due Diligence permits you to assess the true earnings potential of any acquisition or merger poten...

Rarely will you get something for nothing. But how do you know if you’re getting what you should out of your marketing program? This document by John Graham provides you with the guidelines to properly evaluate your marketing efforts.
Getting something for nothing seems to be a universal human desire that extends into the business arena. For example, company owners and managers often ask, 'What should we expect to get out of our marketing program? How will our dollar investment translate into increased sales?

EVERYONE WANTS A WINNER by Tom Barrett As sales and marketing professionals continue conversations about increasing productivity, decreasing expenses, and boosting sales, the same c...

FINDING AGENCY PERSONNEL by John Caswell 'Good help is hard to find.' That old adage has never seemed more true, given the increasing difficulty employers are experiencing when looking to fill an ...

INDEPENDENT AGENCIES ON SLIPPERY SLOPES? by Victoria Sonshine Pasher There's no letup yet for the independent agency squeeze that's persisted throughout the 1990s. Facing numerous challenges, agen...

IS YOUR WEB SITE A POTENTIAL E&O HEADACHE? by Curtis Pearsall Does your agencys Web site present a potential Errors & Omissions headache? The answer could be yes. How...