ESTABLISHING A MARKETING DEPARTMENT - AND WHO SHOULD RUN IT by Catherine Oak and Bill Schoeffler Agencies that establish an effective centralized marketing department as...

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 ...

MEETING CUSTOMER EXPECTATIONS by Carol Hammes Loyalty used to be a mainstay of the independent agency system. Having a long-term relationship with an insurance carrier actually meant something...

SELLING CUSTOMER SERVICE by Carol Hammes When losing a major Commercial account or watching the Personal Lines attrition rate go up, many agency principals are tempted to write it off to price c...

TOOLS FOR COMMERCIAL RENEWAL HANDLING by Gil Simonds Commercial P/C agencies have been using a variety of renewal checklists for years. The checklist shown in conjunction with this articl...