helping agents grow

© 2011 Vertafore, Inc. and its subsidiaries. All rights reserved. Trademarks contained herein are owned by Vertafore, Inc. The names of actual companies and products mentioned herein may be the trademarks of their respective owners.

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Helping Agents Grow Helping Agents Grow With AMS360® With AMS360®


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Customer Count Purpose: This report is going to be important for your agency to

run so that you can track your organic growth, rather than revenue. A growth in revenue could be a result of a rate gain, where you are not actually growing.

Review the tutorial and run this report for 6 consecutive months.

Contact your Sales Executives to review your growth plans.

Comments: The tutorial reviews the most basic way to

calculate your Personal Lines Active Customers. However, the search can be narrowed at the agency’s discretion (dates, specific policy types).

The customer count number is also important to gather in

conjunction with your account rounding numbers to calculate an account rounding percentage.


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Step 1 – Customer Count Step 1 – Customer Count

Launch your AMS360 program Select the ‘Sales’ tab Select ‘Actions’ Select ‘New Target List’

Purpose: Here we are creating a new target list to look for specific customers with common characteristics.

ed. Trademarks contained herein are owned by Vertafore, Inc. The names of actual companies and products mentioned herein may be the trademarks of their respective owners.

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Step 2 – Customer Count

Click on the boxes next to the type of clients you are looking for.

Purpose: Here we are narrowing the criteria by which the report will search for clients. We have highlighted a few pieces of criteria including: Active, Personal Lines, Customers. This number should give you an accurate customer count, but if you would like to narrow your search by dates, etc, that can be done by clicking on any of the following criteria.

© 2011 Vertafore, Inc. and its subsidiaries. All rights reserv

companies and products mentioned herein may be the trademarks of their respective owners.

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Step 3 – Customer Count

Click on the ‘Run Query’ button under the ‘Query Information’

tab

Purpose: Here the system is giving you a count all of your agency’s Active, Personal Insurance, Customers.

© 2011 Vertafore, Inc. and its subsidiaries. All rights reserved. Trademarks contained herein are owned by Vertafore, Inc. The names of actual


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To save your list, fill in the information under: List Name Description Author (which is usually the authors initials)

Purpose: By saving your reports, you can pull them up at any time without going through the criteria selection process. By ensuring that you are using the same criteria every time, it will enhance accuracy and consistency in your reporting.


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If you save your list after you complete the criteria, you can access it by following these directions: Click on the ‘Sales’ tab Click on ‘Target Lists’ Select the list you have previously saved


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Account Rounding Purpose: This tutorial is going to show you how to create an

account rounding report for your agency. The Account Rounding reports will allow you to identify your clients with one policy, such as clients who have auto but not home, or home but not auto.

Comments: The example in the following

exercise focuses on customers with Auto policies without Home policies. The criteria can be chosen at the agent’s discretion, so this report can be done for any type of policy.

Contact your Sales Executive if you have an

excess number of mono-line clients. They can walk you through an Account Rounding strategy for new business, and also ways to round out current business.

The total count of customers with auto and home policies can be used in conjunction with your total customer count number to calculate your Validated Account Rounding Percentage which is reviewed in this tutorial.


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Step 1 – Account Rounding Step 1 – Account Rounding

Launch your AMS 360 program Select the ‘Sales’ tab Select ‘Actions’ Select ‘New Target List’

Purpose: Here we are creating a new target list to identify monoline clients.


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Click on the boxes next to the type of clients that you are

looking for.

Purpose: Here we are narrowing down the customer criteria. We have highlighted a few pieces including: Active, Personal Lines, Customers – the same as we did in Customer Count. If you would like to narrow your search by dates, etc, that can be done by clicking on any of the following criteria. For this report we will be using ‘Lines of Business Criteria’.


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Step 3 – Account Rounding

Click on ‘Line (s) of Business Criteria’ Click on ‘New’

Purpose: Here we are selecting what policy types we are looking for in our report.


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Click on the scroll down menu next to ‘Line of Business’ Select ‘Private Passenger Auto’

Purpose: Here we are looking for clients with auto policies without home policies. This criteria can be changed at the agency’s discretion.


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Click on the scroll down menu next to ‘Operator’ Select Exists Select the radio button next to ‘And’ Click on ‘Add’

Purpose: Here we are searching for clients whose auto policy exists.


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Click on the scroll down menu next to ‘Line of Business’ Select ‘Homeowners’

Purpose: Here we are looking for clients with auto policies without home policies. This criteria can be changed at the agency’s discretion.


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Click on the scroll down menu next to ‘Operator’ Select ‘Not Exists’ Select the radio button next to ‘And’ Click on ‘Add’

Purpose: Here we have narrowed our search by clients with auto policies, where the homeowners policy does not exist.


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Count Results

Click on the ‘Run Query’ button under the ‘Query Information’

tab

Purpose: Here the report has generated the count of customers that fit the criteria you have selected, which in our case is active PL customers who have auto policies without home policies.


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Monoline Auto no Home

JOE

To save your list, fill in the information under: List Name Description Author (which is usually the authors initials)

Purpose: By saving your reports, you can pull them up at


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any time without going through the criteria selection process. By ensuring that you are using the same criteria every time, it will enhance accuracy and consistency in your reporting. Step 10 – Account Rounding

Monoline

Auto no Home

Click on the ‘Fill Grid’ button

Purpose: This section will show you the actual customer list report including customer address and mailing information. This can be used to create a marketing campaign for these monoline customers.


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Right click on the box at the top left corner of the grid

Select ‘Copy From Grid’ and this small gray box will appear

Select the radio dial next to ‘Entire Grid’ Click on Copy

Purpose: Here we are copying the grid into an excel spread sheet so it can be used in a mail merge, or uploaded to the Travelers One-to-One program to send an account round mailing.


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Click on the ‘Start Menu’ > ‘Programs’ > ‘Microsoft Office’ >‘Microsoft Office Excel’

Purpose: Here we are opening Microsoft Excel to copy the information into. Once the information is in an excel format, it can be easily manipulated to create a mail merge or to upload to Travelers One-to-One program. Contact your Travelers Sales Executive to walk you through this easy to use program.


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Right click on the top left cell on the worksheet Select ‘Paste’

Purpose: The information should all appear after you select paste. Scroll through the document to make sure information is correct and all inclusive. Note: Information from this section has been removed to avoid disclosing real client info. Normally all columns would be populated.


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If you save your list after you complete the criteria, you can access it by following these directions: Click on the ‘Sales’ tab Click on ‘Target Lists’


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Appendix: Account Rounding Percentage To get your agency’s Account Rounding Percentage, you will have to run both the Customer Count report, and the Account Rounding report to give you customer totals. The criteria of the Account Rounding report would be customers where Private Passenger Auto and Homeowners both exist. Once you run the query you will get a total number of customers who have both home and auto. Plug that number into the following equation:

Total number of PL Customers with Home and Auto

Total number of PL Customers

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