2013 Best Practices Study

190 / 204

2013 Best
Practices Study
Agencies
with
Revenues
Over
$25,000,000
190
Analysis of Agencies with Revenues Over $25,000,000
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 73.1% 50.0% 66.7%
Participate in “Paid” Search Programs (e.g., Google Adwords) 23.1% 0.0% 16.7%
Offer Realtime Quotes 7.7% 16.7% 16.7%
Offer “Request a Quote” (Online App — Not Realtime) 42.3% 33.3% 16.7%
Optimized for Mobile Devices 19.2% 0.0% 33.3%
Other 3.8% 0.0% 0.0%
Other included conversion tracking, Google Analytics and metric analysis.
Social Media
Blog 23.1% 0.0% 0.0%
Facebook 53.8% 16.7% 33.3%
YouTube 34.6% 16.7% 50.0%
Twitter 42.3% 16.7% 33.3%
LinkedIn 76.9% 66.7% 83.3%
Google Places 19.2% 0.0% 16.7%
Online Ads 7.7% 16.7% 16.7%
Email Blast 65.4% 66.7% 66.7%
Other 11.5% 33.3% 33.3%
# of Staff Devoted to Social Media 2 1 1
% of Their Time Devoted to Social Media 15.2% 3.3% 20.3%
Other included electronic event registration and (a monthly insight online publication).
Other included web portals, marketing automation software and prospect builder, salesforce, smart phones for email
and other sales software.
Producer Support
Pipeline Management 69.2% 66.7% 66.7%
Tablets/Laptops in the Field 96.2% 100.0% 100.0%
Mobile Apps 34.6% 33.3% 33.3%
Other 19.2% 33.3% 33.3%
Other included SAS, data warehouse, CRM, and QuikView Business Intelligence software.
Business Intelligence Tools—Internal
Spreadsheets 84.6% 83.3% 83.3%
Benchmarking 80.8% 50.0% 83.3%
Reporting & Querying 80.8% 66.7% 66.7%
Other 11.5% 16.7% 0.0%
Other included IRMI, , Advisen, Silver Plum, D&B, First Research, BW Swift, YODIL Business Intelligence, ERLON,
and Succeed.
Business Intelligence Tools—External
Zywave 84.6% 100.0% 100.0%
Hoovers 38.5% 0.0% 50.0%
Other 50.0% 66.7% 83.3%