2003 Best Practices Study

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

Producer Summary

Average New Commissions Produced

Average Commissions in Book

$0 $100,000 $200,000 $300,000 $400,000 $500,000 $600,000 $700,000 $800,000

$0 $20,000 $40,000 $60,000 $80,000 $100,000 $120,000 $140,000 $160,000 $180,000 $200,000

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

7.7

High Low

17.2

3.0

Average Commissions Serviced

$302,346 $39,217

$406,940

Average Pay ($)

Average Pay (% of Book Serviced)

13.0%

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

4.0%

Marketing (Placement)

20.3%

Claims Processing Customer Service

4.8%

67.6%

Administration

3.3%

How Time Was Spent

4.0% 3.3%

20.3%

4.8%

67.6%

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

Claims Processing Customer Service Administration

Page 63 2003 Best Practices Study

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