American Agent & Broker October 2004
Features
Navigating the ocean marine insurance market
AS U.S. domiciled companies increasingly do business abroad, more agents and brokers are discovering a need to expand their customary product offering beyond property and liability insurance to the oldest line of all: marine insurance. In particular,
Features
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Wresting profits from small commercial accounts
MAKING a profit on small-commercial accounts can seem hard. In our 20 years of consulting in the insurance industry, we've seen many agents and brokers treat small-commercial accounts like the "forgotten stepchild." They are sent to the corner and
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Pulling together in the truck insurance market
THE MOST recent hard market, from which we're perhaps just beginning to emerge, has been harsher than usual, and the trucking insurance niche has been affected like all others. Many of the factors leading to the hard market are fairly easy to
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Taking control of risk with group captives
(The following article was adapted from Mr. Payne's presentation at the Aon Specialty Product Network Resource Fair, which was held in July in Banff, Alberta, Canada.) I ONCE read an article about gambling that contrasted slot-machine players with
Columns
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Strictly Sales: Eight steps to better performance and higher value
"Strictly Sales" is written by the faculty of the Dynamics of Selling program. This month's column is from Tom Barrett, CIC, AAI. IF YOU have been thinks of selling your agency, an old saying might apply: You've missed the boat! At last the market is
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Policy Issues: Read my lips: Symbol 1 means any auto--period
DURING presidential election years, the great state of Iowa leaps to the headlines of every newspaper and the forefront of every political talk show. Iowa's election-season-opening caucuses and swing-state status lead politicians to make appearances
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For The Manager: Picking the right valuation in buy/sell transactions
TWO DIFFERENT values are important to the owner of an expensive antique. If it is passed on as an inheritance, the IRS wants to know the fair market value; an insurance company, however, might want to know the item's replacement value. A slum
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Automation: Dual monitors turn out to be a big hit at our agency
SEVERAL months ago, a reader asked whether my agency used dual monitors. Although we did not, other readers responded that they had. I'm always curious about new technology, and after doing a little research found a 2002 prediction by Bill Gates
Departments
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Down To Cases
Coverage under homeowners policy for fungus damage ruled ambiguous A woman bought a homeowners policy for her 70-year-old home. The policy did not cover "(1) a loss consisting of or caused by...rust or other corrosion, mold, wet or dry rot or (2) a
