2003 Best Practices Study

Analysis of Agencies with Revenues Between $2,500,000 and $5,000,000

B. Producer Productivity

1. Commercial P&C Producer

Average

Top 25%

# Validated Producers

4.7

High Low

11.0

1.0

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

$79,897 $422,833 $147,410

$187,338 $778,446

Average Pay ($)

Average Pay (% of Book Serviced)

34.9%

Most Successful Commercial P&C Producer

Average $95,089 $669,857

Top 25% $218,757

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

$1,132,436

Average Commission Per Account

$5,719

$12,032

How Most Successful Commercial Producer Spends Time Soliciting New Business

34.2% 52.9%

Servicing Existing Accounts

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

5.6% 7.3%

How Time Was Spent

5.6%

7.3%

52.9%

34.2%

Soliciting New Business Servicing Existing Accounts

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

Page 61 2003 Best Practices Study