2003 Best Practices Study

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

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

$115,634 $592,752 $182,814

* *

Average Pay ($)

Average Pay (% of Book Serviced)

30.8%

* - Insufficient Data

Producer Summary

Average Commissions in Book

Average New Commissions Produced

$1,200,000

$250,000

$1,000,000

$200,000

$800,000

$150,000

$600,000

$100,000

$400,000

$50,000

$200,000

$0

$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

56.5

High Low

151.0

13.0

Average Commissions Serviced

$348,486 $44,424

$582,587

Average Pay ($)

Average Pay (% of Book Serviced)

12.7%

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

2.8%

Marketing (Placement)

25.5%

Claims Processing Customer Service

3.6%

62.9%

Administration

5.2%

How Time Was Spent

5.2% 2.8%

25.5%

3.6%

62.9%

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

Claims Processing Customer Service Administration

Page 90 2003 Best Practices Study