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