126 / 204
2013 Best
Practices Study
Agencies
with Revenues
Between
$5,000,000 and
$10,000,000
126
Analysis of Agencies with Revenues Between $5,000,000 and $10,000,000
Key Benchmarks
Mgmt. Perspectives
Profile
Revenues
Expenses
Profitability
Employee Overview
Producer Info
Service Staff Info
Technology
Insurance Carriers
Appendix
Technology Tools
(% of agencies utilizing)
Average +25% Profit +25% Growth
Agency Website
Optimized for Search Engines
81.8%
60.0%
70.0%
Participate in “Paid” Search Programs (e.g., Google Adwords)
27.3%
20.0%
40.0%
Offer Realtime Quotes
18.2%
0.0%
0.0%
Offer “Request a Quote” (Online App — Not Realtime)
68.2%
80.0%
60.0%
Optimized for Mobile Devices
27.3%
20.0%
30.0%
Other
15.9%
0.0%
10.0%
Other included CSR24, EZ-Lynx, E-Marketing, Hubspot, Zywave, website tracking, and mobile app for turning in claims.
Social Media
Blog
432%
50.0%
50.0%
88.6%
90.0%
90.0%
YouTube
29.5%
10.0
40.0%
59.1%
60.0%
80.0%
77.3%
80.0%
80.0%
Google Places
36.4%
50.0%
50.0%
Online Ads
22.7%
30.0%
20.0%
Email Blast
70.5%
70.0%
90.0%
Other
11.4%
10.0%
10.0%
# of Staff Devoted to Social Media
2
1
2
% of Their Time Devoted to Social Media
12.6%
9.6%
9.1%
Other included Salesforce/Zywave, Pinterest, and Google adwords.
Other included Salesforce, Smartsheet (online tracking tool), Lexis Nexis, Big I VRC, Compliance Check, BGN, IWIN,
Wedge, and Zywave Benefits Briefcase.
Producer Support
Pipeline Management
66.9%
50.0%
80.0%
Tablets/Laptops in the Field
59.1%
40.0%
70.0%
Mobile Apps
15.9%
10.0%
30.0%
Other
18.2%
20.0%
20.0%
Other included Salesforce, Modmaster, and Broker Briefcase.
Business Intelligence Tools—Internal
Spreadsheets
77.3%
60.0%
90.0%
Benchmarking
68.2%
70.0%
90.0%
Reporting & Querying
63.6%
50.0%
80.0%
Other
6.8%
0.0%
0.0%
Other included PL Rater, Modmaster, HR That Works, Succeed (Risk Management Center), Netquote, InfoUSA, Project
Cap, Advisen, Marshall & Swift, CSR24, Google Earth, Formfire, and Insworld.
Business Intelligence Tools—External
Zywave
68.2%
40.0%
70.0%
Hoovers
13.6%
0.0%
20.0%
Other
25.0%
10.0%
10.0%