2003 Best Practices Study

Analysis of Agencies with Revenues Between $5,000,000 and $10,000,000

B. Producer Productivity

1. Commercial P&C Producer

Average

Top 25%

# Validated Producers

9.0

High Low

21.0

2.0

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

$97,068 $488,819 $159,133

$198,329 $703,875

Average Pay ($)

Average Pay (% of Book Serviced)

32.6%

Most Successful Commercial P&C Producer

Average $112,472 $962,131

Top 25% $182,240 $1,618,861

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

Average Commission Per Account

$9,055

$18,699

How Most Successful Commercial Producer Spends Time Soliciting New Business

34.9% 48.3%

Servicing Existing Accounts

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

6.1%

10.7%

How Time Was Spent

10.7%

6.1%

34.9%

48.3% Soliciting New Business Servicing Existing Accounts

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

Page 75 2003 Best Practices Study