2001 Best Practices Study

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

C. Producer Productivity

1. Commercial P&C Producer

Average

Top 25%

# Validated Producers

10.0 37.0

High Low

1.0

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

$87,470 $440,937 $144,088

$187,671 $726,528

Average Pay ($)

Average Pay (% of Book Serviced)

32.7%

Most Successful Commercial P&C Producer

Average $141,335 $737,005 $11,964

Top 25% $265,824 $1,198,183

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

Average Commission Per Account

$29,286

How Most Successful Commercial Producer Spends Time

Soliciting New Business Servicing Existing Accounts

36.4% 44.5%

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

6.5%

12.6%

How Time Was Spent

12.6%

6.5%

36.4%

44.5% Soliciting New Business Servicing Existing Accounts

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

2. Group Life & Health Producer

Average

Top 25%

# Validated Producers

3.2 7.0 1.0

High Low

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

$102,437 $342,972 $139,134

$231,146 $613,204

Average Pay ($)

Average Pay (% of Book Serviced)

40.6%

115