An Interview with Bill McCalla
First Newnan Insurance Group, Inc. is a multiple-line, independent insurance agency that primarily concentrates on property and casualty, writing both personal and commercial lines along with some life and health insurance. Founded in 1990, First Newnan’s main office is located in Newnan, Georgia with a branch in Cornelia, Georgia. The agency currently has five employees and serves approximately 2500 businesses and families. In this interview Bill McCalla, President, shares his experience with SIS and the Partner XE agency management software.
SIS: How is business for your agency these days?
McCalla: In this economy, like everyone else, we are doing our best to hold on to the business we have, but we are also projecting a 10 to 15 percent increase each year for the next several years. It looks like we will make that target.
SIS: How does your agency management system factor into those plans?
McCalla: It’s one of our critical success factors. When we opened the branch in Cornelia we knew we needed to be able to access our policy database from both locations. In order to grow I needed an agency management system that would provide us with secure, accessible data. I also wanted offsite back up and I needed someone else to maintain the system. I don’t have the staff or the expertise to do that well. SIS does.
SIS: You recently converted to the Partner XE system. What was your experience like?
McCalla: The conversion process has been good. The SIS team has made it go as smoothly as possible. I had recently switched to Applied and am returning to SIS. All of the data from SIS transferred into Partner XE nicely. With the Applied data we converted the client files into notes and re-downloaded some policies, but I have to say that with the information in the system it’s very easy to use.
One aspect that I have been especially happy with is the system’s comprehension and its functionality. We can access files, email and perform other functions very easily. It’s logical. I would say it’s definitely easy to use, especially when you compare it to some of the other systems.
SIS: How would you compare its functionality to the system that you had before?
McCalla: Partner XE is a solid system. It fits with exactly what we need. Some systems are so complicated with functions that my staff will never learn and will never use, but with the SIS system I feel like it’s a great value with lots of good functionality at a reasonable price. That’s one of the most positive aspects of the Partner XE system – the value and the capabilities of the system are very well matched.
SIS: Which system features do you depend upon most?
McCalla: On the commercial side, we use the statistics functions often. We are able to easily merge the policy information into the policy form and check the policy status in the system. The transformation station that allows us to go directly from the policy to the carrier’s website and directly into their policy is very efficient and very effective. The ability to input application information once and then have access to it for additional applications is a real time saver.
But I would have to say that the access to policy information as far as vehicles, limits, and coverages is probably one of the most useful features of the system for us.
SIS: How is having an agency management system key to your operation?
McCalla: I don’t believe there is any way to run an agency with 2000+ policyholders and not have an agency management system to keep up with the data. Too many things happen too quickly to manage the agency any other way. Cancellations and notifications alone are reason enough to go with a system. But you also need an organized method of retrieving the information when your policyholders need it, and that’s very easy using a management system. You also need it for a variety of reports, as well as for producer commission breakdowns. Seriously, I don’t see how agencies can survive without a management system.
SIS: Do you feel that you have a reasonable return on the investment you’ve made in the system? Is it worth the money that you’re spending for it?
McCalla: Once the system is set up and established then you quickly start getting a good return.
SIS: How does the system help you grow your business?
McCalla: Most definitely it is in the quality of service we’re able to provide. Having readily accessible information allows us to do searches with access to all of the policy information, and cross referencing all our policies against the total number of policies we have is key as well.
But the biggest thing is that it saves us so much time in service work that we are able to spend more time selling and pricing and quoting.
SIS: How responsive do you find SIS to be?
McCalla: Very responsive. The people I’ve dealt with have been wonderful to work with. I would give them high marks on working with us.
SIS: What advice would you give to an agency owner who might be considering an agency management system?
McCalla: I would suggest that they first identify what they want the agency management system to do and at what level. Agency owners need to find the right fit for their agency’s system. Bigger isn’t necessarily better. Agency owners need to understand that there is no reason to buy more than they need.
When you’re working with office personnel, remember to keep it as simple as you can with just the functionality that you need. The last thing you want to do is spend all of your time training staff on features that are difficult to use. When you have identified what you need, you are better able to look for a system that is priced competitively and includes those specific needs.
SIS: Do you have any final comments about the Partner XE system and your experience with SIS?
McCalla: I would highly recommend SIS and the Partner XE system. The SIS operation is excellent and I think Partner XE gives you a very good return with regard to cost and functionality. Plus the SIS people are wonderful to work with. My overall impression is very favorable.
