2003 Best Practices Study

Analysis of Agencies with Revenues Greater Than $10,000,000

B. Producer Productivity

1. Commercial P&C Producer

Average

Top 25%

# Validated Producers

23.3 59.0

High Low

7.0

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

$133,285 $731,497 $185,213

$232,143

$1,076,854

Average Pay ($)

Average Pay (% of Book Serviced)

25.3%

Most Successful Commercial P&C Producer

Average $214,650

Top 25% $321,314

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

$1,664,534

$2,693,267

Average Commission Per Account

$48,218

$113,857

How Most Successful Commercial Producer Spends Time Soliciting New Business

34.5% 51.7%

Servicing Existing Accounts

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

6.5% 7.2%

How Time Was Spent

6.5%

7.2%

51.7%

34.5%

Soliciting New Business Servicing Existing Accounts

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

Page 88 2003 Best Practices Study