62 / 204
2013 Best
Practices Study
Agencies
with Revenues
Between
$1,250,000 and
$2,500,000
62
Analysis of Agencies with Revenues Between $1,250,000 and $2,500,000
Key Benchmarks
Mgmt. Perspectives
Profile
Revenues
Expenses
Profitability
Employee Overview
Producer Info
Service Staff Info
Technology
Insurance Carriers
Appendix
Average +25% Profit +25% Growth
Agency Website
Optimized for Search Engines
82.4%
87.5% 100.0%
Participate in “Paid” Search Programs (e.g., Google Adwords)
44.1%
50.0%
50.0%
Offer Realtime Quotes
26.5%
25.0%
37.5%
Offer “Request a Quote” (Online App — Not Realtime)
70.6% 100.0%
87.5%
Optimized for Mobile Devices
41.2%
25.0%
37.5%
Other
17.6%
12.5%
25.0%
Social Media
Blog
47.1%
50.0%
50.0%
82.4%
75.0% 100.0%
YouTube
20.6%
12.5%
37.5%
44.1%
12.5%
75.0%
76.5%
62.5% 100.0%
Google Places
26.5%
25.0%
37.5%
Online Ads
14.7%
0.0%
25.0%
Email Blast
55.9%
50.0%
75.0%
Other
5.9%
0.0%
0.0%
# of Staff Devoted to Social Media
1
1
1
% of Their Time Devoted to Social Media
7.4%
6.9%
13.4%
Other included smart phones, formal sales training & mentoring program, using a sales management consultant, and
management/marketing support.
Producer Support
Pipeline Management
64.7%
62.5%
87.5%
Tablets/Laptops in the Field
55.9%
50.0%
75.0%
Mobile Apps
23.5%
12.5%
37.5%
Other
17.6%
0.0%
37.5%
Other included using various charts and graphs to share month end and fiscal data.
Business Intelligence Tools—Internal
Spreadsheets
85.3%
87.5% 100.0%
Benchmarking
58.8%
50.0%
75.0%
Reporting & Querying
76.5%
87.5% 100.0%
Other
8.8%
12.5%
0.0%
Other included Datalister, Rough Notes, Client Connect, Sales Genis, Inscope, Astonishing Results, The SecureRisk
Mitigator/Risk Management Employee Compliance, and Intellicomp.
Business Intelligence Tools—External
Zywave
8.8%
12.5%
12.5%
Hoovers
11.8%
0.0%
25.0%
Other
75.0%
12.5%
25.0%
Technology Tools
(% of agencies utilizing)
Other included CSR 24 link to 24 hour live customer service, Google business account listing, Astonishing Results
Marketing System, videos, cartoons, news events, seminar schedules and live chat.
Other included Vimeo and eNewsletters monthly.