'Strategic' technology planning key to agent, carrier productivity, Fox says

Jerry Fox, newly-elected president of the AMS Users' Group, describes himself as a born salesman. Mr. Fox–whose grandfather opened an agency in Bloomington, Minn., in 1921, and whose father and uncle worked in the business in later years–carried on the family tradition.

The road to agency work wasn't straight, however. After high school, Mr. Fox made unspectacular forays into being an auto mechanic ("I was tired of the dirty fingernails and the sore back") and building a career in retail ("I needed to have a life beyond work") before finally opening his own agency as a part-timer in 1981 while still in college.

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