2003 Best Practices Study

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

4. Multi-line Producers

Average

Top 25%

# Validated Producers

2.9 7.0 1.0

High Low

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

$41,554 $264,666 $97,255

$74,108 $437,672

Average Pay ($)

Average Pay (% of Book Serviced)

36.7%

Producer Summary

Average Commissions in Book

Average New Commissions Produced

$600,000

$0 $20,000 $40,000 $60,000 $80,000 $100,000 $120,000 $140,000 $160,000

$500,000

$400,000

$300,000

$200,000

$100,000

$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

4.0 6.5 1.0

High Low

Average Commissions Serviced

$268,469 $36,704

$523,404

Average Pay ($)

Average Pay (% of Book Serviced)

13.7%

How Time Was Spent: Selling New Business (New or Acct Rounding)

5.8%

Marketing (Placement)

19.6%

Claims Processing Customer Service

7.4%

59.2%

Administration

8.0%

How Time Was Spent

5.8%

8.0%

19.6%

7.4%

59.2%

Selling New Business (New or Acct Rounding) Marketing (Placement)

Claims Processing Customer Service Ad i i t ti

Page 48 2003 Best Practices Study