2003 Best Practices Study

SPECIAL PERSONAL LINES ANALYSIS Agencies with Revenues Greater Than $1,250,000

Average $177,521 $33,715

+25% Profit

Average Commissions Serviced

$255,465

Average Pay

How Time Was Spent:

Selling New Business Marketing (Placement)

13.3% 16.8%

Claims Processing Customer Service

4.4%

61.3%

Administration

4.1%

How Time Was Spent

4.1%

13.3%

16.8%

61.3%

4.4%

Selling New Business Marketing (Placement) Claims Processing Customer Service Administration

Producer Information

Average

+25% Profit

Average No. of Validated Producers Average PL Commissions in Book

3.3

$248,237 $64,865

$384,765

Average Pay/PL Producer

CARRIER REPRESENTATION

Number of Carriers Represented

Average

+25% Profit

+25% Growth

No. of PL National No. of PL Regional

8.4 4.3

5.8 3.9

11.7

4.7

Service Center Use

Total Pers'l Lines Commissions placed in Carrier Service Center

13.3%

24.9%

9.3%

Page 7 2003 Best Practices Study