To that end, the organization has instituted a renewed spotlighton its regional conferences, conducting five this year instead offour of these annual one-day events. The meetings bring out notjust the principals, but the younger agents who may not be able toattend the larger conferences located across the country or aroundthe globe. "We're taking Corfac to the members." Industry veteranBruce is principal of Minneapolis-based C. Chase Co.

As for market coverage, Corfac is eyeing a few areas, one ofwhich is New York City, where the organization has a strong retailpresence but would like to increase its penetration of the officemarket. The Chicago office market is a target, too; Corfac has thecity's industrial market covered but it is the downtown office areathat requires attention. "Recruiting is always a delicate processbecause you are working with competitors," Bruce explains. "Butwe've got a lot of help; we're a tight group." Additionally, Corfacwants to rebuild its presence in the Indianapolis distributionmarket which, he notes, probably has the makings of a "biggerdistribution market than Minneapolis." Philadelphia, where Corfachas no representation, is also a target.

The biggest initiative of the year, Bruce says, is thecompletion of the strategic planning process, which is beingdirected by onetime Corfac president J. Michael Boyd. "It will beall inclusive and what it will reveal will probably be about moredeals and servicing customers." The strategic planning process isscheduled to be presented to the board in Chicago at the fallconference. "If you don't know where you're going, you mightalready be there, that's my old adage."