In a new survey conducted with more than 250 small commercial agents across the country, analyst firm Novarica has documented the relationship between e-business functionalities delivered through portals and agency management system integration and how this affects agency commissions.

“Convenience, relationship, responsiveness, and speed are the areas most likely to make a carrier the agents’ top choice,” says Karlyn Carnahan, CPCU, a principal in Novarica’s insurance practice who led the research project along with analyst Tse Wei Lim. “While an underwriter relationship may make the difference in whether a carrier is number one or number three for an agent, other factors also are highly correlated with the ‘top carrier’ position.”

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