Run Time: 21:03
in On Point

Agency Aggregation

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Agency franchises, clusters, alliances and networks have been around since at least the early 1980s. Yet, the aggregation trend continues to grow. The number of agencies that belong to one of these groups is between 27 and 60 percent, depending on agency size. Given the popularity of aggregation, we welcomed the opportunity to talk with Howard Candage, one of the industry's experts in this field. "The increase in interest in agency aggregation is being driven by increased carrier commitments and a thinning of the revenue stream," says Howard. Besides the benefits an agency can expect from aggregation, Howard discusses the benefits these groups offer carriers--and, most importantly, agency customers. Not all groups are created equal, however, and Howard outlines the differences and potential pitfalls.

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