2013 Best Practices Study

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

Technology Tools (% of agencies utilizing)

Average +25% Profit +25% Growth

Agency Website Optimized for Search Engines

82.4% 44.1% 26.5%

87.5% 100.0%

Participate in “Paid” Search Programs (e.g., Google Adwords)

50.0% 25.0%

50.0% 37.5% 87.5% 37.5% 25.0%

Offer Realtime Quotes

Offer “Request a Quote” (Online App — Not Realtime)

70.6% 100.0%

Optimized for Mobile Devices

41.2% 17.6%

25.0% 12.5%

Other

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.

Social Media Blog

47.1% 82.4% 20.6% 44.1% 76.5% 26.5% 14.7% 55.9%

50.0%

50.0%

Facebook YouTube

75.0% 100.0%

12.5% 12.5%

37.5% 75.0%

Twitter

LinkedIn

62.5% 100.0%

Google Places

25.0%

37.5% 25.0% 75.0%

Online Ads Email Blast

0.0%

50.0%

Other

5.9%

0.0%

0.0%

# of Staff Devoted to Social Media

1

1

1

% of Their Time Devoted to Social Media Other included Vimeo and eNewsletters monthly.

7.4%

6.9%

13.4%

Producer Support Pipeline Management

64.7% 55.9% 23.5% 17.6%

62.5% 50.0% 12.5%

87.5% 75.0% 37.5% 37.5%

Tablets/Laptops in the Field

Mobile Apps

Other

0.0%

Other included smart phones, formal sales training & mentoring program, using a sales management consultant, and management/marketing support.

Business Intelligence Tools—Internal Spreadsheets

2013 Best Practices Study

85.3% 58.8% 76.5%

87.5% 100.0%

Benchmarking

50.0%

75.0%

Reporting & Querying

87.5% 100.0%

Agencies with Revenues Between $1,250,000 and $2,500,000

Other

8.8%

12.5%

0.0%

Other included using various charts and graphs to share month end and fiscal data.

Business Intelligence Tools—External Zywave

8.8%

12.5%

12.5% 25.0% 25.0%

Hoovers

11.8% 75.0%

0.0%

62

Other

12.5%

Other included Datalister, Rough Notes, Client Connect, Sales Genis, Inscope, Astonishing Results, The SecureRisk Mitigator/Risk Management Employee Compliance, and Intellicomp.