First Union Insurance Group in Charlotte, N.C., believes the success of the insurance business hinges on distribution — and with two recent acquisitions it is working to increase its own in as many ways as possible.

The company is exploring a new distribution avenue — a Columbus, Ohio, online agency called Pivot, which it bought in July — and a more established one — a commercial insurance broker that it bought in September. It hopes to find a broad range of cross-selling opportunities.

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