2003 Best Practices Study

Analysis of Agencies with Revenues Less Than $500,000

B. Producer Productivity

1. Commercial P&C Producer

Average

Top 25%

# Validated Producers

1.1 1.8 0.5

High Low

Average New Comm Produced/Year Average Book Managed (Commissions)

$21,483 $137,341 $83,517

$32,450 $182,172

Average Pay ($)

Average Pay (% of Book Serviced)

60.8%

Most Successful Commercial P&C Producer

Average $30,875 $198,934

Top 25% $60,000 $320,000

Average New Commissions Produced/Year Average Book Managed (Commissions)

Average Commission Per Account

$1,343

$2,855

How Most Successful Commercial Producer Spends Time Soliciting New Business

20.4% 50.3%

Servicing Existing Accounts

Personal Training/Education/Professional Dev. Management/Personnel/Agency Administration

7.0%

22.3%

How Time Was Spent 20.4%

22.3%

7.0%

50.3%

Soliciting New Business Servicing Existing Accounts

Personal Training/Education/Professional Dev. Management/Personnel/Agency Administration

Page 17 2003 Best Practices Study