The Germans have an expression: gestern grosse leute, aber heute? (Yesterday, bit shots, but today?). Again and again, we meet older friends who lament the passing of this company, that agency; this man, that woman, and conclude that the best days of the Independent American Agency system are in the past. Surely, the passing of great brands (Home, Reliance, and the rest), the morphing of other brands, (Actna P/C, GA, Hanover and many more), and the consolidation a-go-go of agencies since roughly 1985 (when post-war agency owners got to retirement age) all seem to point to a pessimistic or gradually evaporating outlook. The suppliers we all once knew and the regional carriers, well, most of them are not where they once were, either. This independent 118 year old former weekly, for example, is now a fortnightly and part of a bigger news and data group, and on and on. The associations have changed rather radically to the point of facelessness, in some cases, and, in others, to evisceration.

I guess its all gotten colder and less personal as an industry or so it seems. The Internet has helped, better and worse, and so has the marketplace itself. Or maybe its just me, but I dont think so. Prosperity has brought some degree of self-contentment, and, together with the consolidations, a degree of release among agency owners who once seemed truly territorial and local. Its there, for sure, but in an informationally-sophisticated world " the often ugly global village we find ourselves in " the virtue of localness no longer carries the same clout as it did in the 50s and 60s and 70s. Local rhymes with yokel too easily. Agents know that they are competing rather painstakingly with high-budget promotional marathoners and international brokers who have regional powerhouse offices. And theyre competing with age, time, carrier priorities, and inertia.

In fact, the independent agents USP (unique selling proposition) is evolving, for sure, but its not heading toward extinction. I write this column on the eve of July 4th " it will appear around Bastille Day, July 14 " and use the occasion to remind our friends in the business, those agents who really do perform for their clients personally and earn their commissions in the middle of winter or even now in thunderstorm-riddled summer, that the future really is bright for agency owners who do not fail their neighbors, smaller businesses, and key staff. The best students of the business can be driven by their knowledge of favorable outcomes, and succeed at it everyday. No, its not all about price, its ultimately about commitment. So, my friends, dont forget to believe in your ultimate mission. Its a great one, and do celebrate your independent agencies. The best days are ahead.