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Agency automation systems consist of more than hardware and software. Almost as important as the technology itself is the relationship between agent and vendor. Throughout this year we have provided a corporate overview of each major agency automation vendor. Unlike system reviews, which focus on a product's capabilities, these articles have examined each vendor's marketplace philosophy and its plans for the future, and have included the comments of user group executives. This is the fifth and final article in the series.
When it comes to staying power in the volatile world of agency automation, one vendor that has plenty is Applied Systems. Founded in 1980 by agency owner Robert Eustace (who now serves as board chairman), Applied has survived the wave of consolidations and takeovers that swept the industry and today is the only remaining major vendor that is privately held.
Along the way, Applied has achieved an enviable status: For the past 13 years, it has held the number one position in the North American agency/ broker automation market. Through a combination of bold technological innovations and market savvy, the vendor has developed a loyal user base some 9,000 strong. In the last three years alone, says president Jim Kellner, Applied has sold an average of 650 new agency management systems a year in the U.S. market alone-without acquiring or merging with any other vendors. "We've built this business ourselves," he asserts. What's more, he adds, of the vendor's user base, "80% were formerly using another system."
A good measure of Applied's success, Kellner believes, is attributable to its being privately owned. Free of the bureaucratic structure of corporate ownership, he says, Applied can move faster and thus be more responsive to the market. The ultimate beneficiaries of the company's independent status, Kellner asserts, are its current and prospective users.
An interface leader
Foreseeing crucial trends, Applied was the first vendor dedicated solely to developing applications for personal computers and LAN- (local area network) based systems. In 1986 the vendor distinguished itself by delivering the first interface product to provide SEMCI (single entry multi-company interface) via the IVANS network using ACORD Standards. Applied was recently named ACORD Download Vendor of the Year for the...