Personal Lines Profile
American Auto Club Ins. Agency
Charlotte, N.C.
2006 personal lines premium: $41.0 million
No. of personal lines insurers: 10
Founded in 1998, American Auto Club Insurance Agency has 24 locations in North and South Carolina. The firm has an affinity marketing program with AAA Carolinas and the AAA member is the target prospect.
Jim McCafferty, president, says the agency has enjoyed double digit growth for each of the past five years, most of it organic. McCafferty says, 51 percent of the new business comes from referrals, and 39 percent comes from advertising/marketing.
He says the biggest challenge facing the personal lines industry is two-fold: 1) commoditization of the products and 2) disintermediation of the agency force. “With the unbelievable sums of money being spent on auto insurance advertisement the local independent agent can’t get (their) share of voice,” he adds.
Three keys to his agency’s success: positive personal interactions; separation and centralization of functions/services; and great partners/performers.
Topics Leadership
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