Johnson & Johnson, Inc.

Solving the historical agent dilemma of too much manual data entry

As an increasing portion of agents’ business shifts into the Excess and Surplus (E&S) world and through the wholesale MGA distribution model, agents face significant efficiency challenges, making it difficult for their teams to manage the workload.

Historically, E&S constituted a smaller portion of an agency's book, so it was less important to have those policies work as efficiently as the rest of their book of business. However, E&S is growing rapidly today, and agencies are increasingly burdened by the need for manual data entry as carriers and MGAs offering this line of business lag behind technologically.

Taking work off agents’ plates with Ivans Download

To address these challenges and support their partner agents, Johnson & Johnson chose to offer Ivans Download™. Rob Pienta, VP of Sales & Marketing Data at Johnson & Johnson, states that for them, "The name of the game for us is easy use." Ivans Download is designed to make it "easy to work with us" and to be "efficient for their team," directly aiming to "take something off of their plate."

Ivans Download is viewed as "a huge win for our partner agents" as it allows policies to be made automatically available within an agent's management system, rather than requiring manual entry. As download streamlines their E&S business, it also ensures it’s "working as efficiently as the rest of their book of business,” said Pienta.

Big wins for agents in efficiency and growth

Johnson & Johnson tested download with a few big partners when it first adopted the technology, bringing immediate results. Pienta explained, "One of our first few test agents told us that it saved them 30% for their overhead on their E&S business." 

Today, Johnson & Johnson have observed a clear correlation between top-performing agencies and their use of Ivans Download. Despite agencies that download making up "less than a quarter of our total agency base," they astonishingly account for "more than half of the entire business that we write,” said Pienta. Furthermore, “the agencies that download with J&J have books of business more than four times the size of those who don't.” From a growth perspective, these agencies also grew three times more those that didn’t use Ivans Download.

Pienta attributes this success to the agencies' proactive approach to efficiency, stating, "I see our top agents as those who are using Ivans Download because they are focused on the efficiencies that work for their company. They are focused on how they can make doing business easier." Agencies prioritizing technological solutions like Ivans Download are not only more efficient, but also achieve greater business growth and financial benefits in their E&S operations.