2003 Best Practices Study

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

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

10.0%

Marketing (Placement)

7.0%

Claims Processing Customer Service

10.2% 69.0%

Administration

3.8%

How Time Was Spent

3.8% 10.0%

7.0%

10.2%

69.0%

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

Claims Processing Customer Service Administration

CSR Summary

Average Book Serviced/CSR (Commissions)

Average Pay as % of Book Serviced

$600,000

30%

$500,000

20%

$400,000

$300,000

10%

$200,000

$100,000

0%

Commercial P&C

Group L&H Personal P&C Multi-Line

$0

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

Average Top 25%

Average

TECHNOLOGY PRODUCTIVITY

Information Technology FTE

Average

Top 25%

Number

0.9 3.0 0.3

High Low

Total IT Payroll Expense ($)

$31,866

$54,726

As % of Total Compensation Expense

2.7% 1.7%

As % of Net Revenues

Page 51 2003 Best Practices Study

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