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INDUSTRY SPECIFIC 4-1-1

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First Research Inc breaks out business information by industry and provides it online to salespeople. Chuck Hood's 24-person agency, Hood Hargett & Associates Inc, based in Charlotte, NC, has been a subscriber for just over a year. About 80% of the agency's revenue comes from commercial lines. Benefits business brings in approximately 14% of the agency's total revenue. It gives producers more confidence and more credibility when they call on a prospect. They can speak that industry's language and, as a result, they're more likely to be successful on new business calls. Wil Brawley, senior vice president for the financial services segment of First Research, was in the commercial banking segment at Bank of America when his colleague Bobby Martin left the banking business in 1998 to start laying the groundwork for what would become First Research, which was founded in 2000. First Research helps customers assess their return on investment through its Utilization Reports.

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