2013 Best Practices Study

Analysis of Agencies with Revenues Under $1,250,000

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

63.6% 21.2% 24.2% 75.8% 36.4%

62.5% 25.0% 25.0% 62.5% 37.5%

75.0% 25.0% 37.5% 75.0% 50.0%

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

Offer Realtime Quotes

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

Optimized for Mobile Devices

Other

6.1%

0.0%

0.0%

Other included online chat, consumer quotes, linked to bank for referrals, to request a certificate, to request a change, file a claim or make payment.

Social Media Blog

24.2% 84.8% 21.2% 36.4% 72.7% 18.2%

37.5%

25.0%

Facebook YouTube

87.5% 100.0%

50.0% 50.0% 62.5% 25.0% 12.5% 50.0%

12.5% 37.5% 75.0% 25.0% 25.0% 37.5%

Twitter

LinkedIn

Google Places

Online Ads Email Blast

6.1%

30.3%

Other

0.0%

0.0%

0.0%

# of Staff Devoted to Social Media

1

1

1

% of Their Time Devoted to Social Media

4.8%

2.1%

3.9%

Producer Support Pipeline Management

21.2% 42.4% 24.2%

25.0% 37.5% 37.5%

37.5% 50.0% 25.0% 12.5%

Tablets/Laptops in the Field

Mobile Apps

Other

6.1%

0.0%

Other included internal referrals from bank staff, pre-approach letters and postcards.

Business Intelligence Tools—Internal Spreadsheets

2013 Best Practices Study

63.6% 24.2% 51.5%

25.0% 12.5% 37.5%

62.5% 12.5% 50.0%

Benchmarking

Agencies with Revenues Under $1,250,000

Reporting & Querying

Other

0.0%

0.0%

0.0%

Business Intelligence Tools—External Zywave

0.0% 0.0% 9.1%

0.0% 0.0% 0.0%

0.0% 0.0% 0.0%

30

Hoovers

Other

Other included Compliance Check, Project Cap, and CSR24.