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The best Nationwide agents are growing their agencies in commercial and financial services, recognizing that direct-channel preference means there are fewer personal-lines customers, Nationwide’s CFO Mark Thresher tells PC360.

He says Nationwide has seen continued growth in its direct channel. Sometimes, the direct channel acts as a lead for agents, he notes. “We still have a fairly high percentage of customers who start on the Internet that actually either bind in our call center or bind with a local agent, so the agents are benefitting from it in that sense.”

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