2003 Best Practices Study

Analysis of Agencies with Revenues Less Than $500,000

4. Multi-line Producers

Average

Top 25%

# Validated Producers

1.5 3.0 1.0

High Low

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

$38,865 $228,750 $49,500

$50,164 $392,021

Average Pay ($)

Average Pay (% of Book Serviced)

21.6%

Producer Summary

Average Commissions in Book

Average New Commissions Produced

$0 $50,000 $100,000 $150,000 $200,000 $250,000 $300,000 $350,000 $400,000

$60,000

$50,000

$40,000

$30,000

$20,000

$10,000

$0

Commercial P&C Group L&H Personal P&C Multi-Line

Commercial P&C Group L&H Personal P&C Multi-Line

Average Top 25%

Average Top 25%

C. CSR Productivity

1. Commercial P&C CSRs

Average

Top 25%

Number

1.0 2.0 0.3

High Low

Average Commissions Serviced

$165,932 $30,565

$227,781

Average Pay ($)

Average Pay (% of Book Serviced)

18.4%

Page 19 2003 Best Practices Study