2003 Best Practices Study

Analysis of Agencies with Revenues Between $1,250,000 and $2,500,000

B. Producer Productivity

1. Commercial P&C Producer

Average

Top 25%

# Validated Producers

2.6 7.0 1.0

High Low

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

$58,703 $350,295 $112,966

$95,029 $522,457

Average Pay ($)

Average Pay (% of Book Serviced)

32.2%

Most Successful Commercial P&C Producer

Average $56,841 $451,734

Top 25% $95,747 $731,371 $15,741

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

Average Commission Per Account

$5,841

How Most Successful Commercial Producer Spends Time Soliciting New Business

34.3% 48.0%

Servicing Existing Accounts

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

5.9%

11.8%

How Time Was Spent

5.9%

11.8%

48.0%

34.3%

Soliciting New Business Servicing Existing Accounts

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

Page 46 2003 Best Practices Study