2003 Best Practices Study

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

CSR Summary

Average Book Serviced/CSR (Commissions)

Average Pay as % of Book Serviced

30%

$600,000

$500,000

20%

$400,000

$300,000

10%

$200,000

$100,000

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%

TECHNOLOGY PRODUCTIVITY

Information Technology FTE

Average

Top 25%

Number

5.9

High Low

23.0

1.0

Total IT Payroll Expense ($)

$394,569

$949,725

As % of Total Compensation Expense

1.7% 1.1%

As % of Net Revenues

Page 93 2003 Best Practices Study