2003 Best Practices Study

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

Producer Summary

Average Commissions in Book

Average New Commissions Produced

$0 $100,000 $200,000 $300,000 $400,000 $500,000 $600,000 $700,000 $800,000 $900,000

$300,000

$250,000

$200,000

$150,000

$100,000

$50,000

$0

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

18.0 33.0

High Low

5.5

Average Commissions Serviced

$299,751 $42,694

$509,329

Average Pay ($)

Average Pay (% of Book Serviced)

14.2%

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

6.3%

Marketing (Placement)

23.5%

Claims Processing Customer Service

1.9%

63.8%

Administration

4.5%

How Time Was Spent

4.5%

6.3%

23.5%

1.9%

63.8%

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

Claims Processing Customer Service Administration

2. Group Life & Health CSRs

Average

Top 25%

Number

5.4

High Low

16.2

1.0

Average Commissions Serviced

$299,894 $40,377

$503,465

Average Pay ($)

Average Pay (% of Book Serviced)

13.5%

Page 77 2003 Best Practices Study