2010 Best Practices Study

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

Mgmt. Perspectives

Validated Producer Productivity

Profile

Revenues

Average

Top 25%

Commercial P&C Producers Average Validated Producers # Validated

Expenses

Profitability

6.5

High Low

15.0

Employee Overview

1.0

Producer Info

Average New Commissions Produced Annually

$66,335 $576,512 $188,050

$117,175 $816,934

Average Book Serviced (Commissions)

Staff Service Info

Average Pay ($)

Technology

Average Pay (% of Book Serviced)

32.6%

Group Life & Health Producers Average Validated Producers # Validated

Insurance Carriers

Appendix

2.3

High Low

12.0

1.0

Average New Commissions Produced Annually

$106,151 $532,378 $203,684

$232,230 $820,211

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

38.3%

Personal P&C Producers Average Validated Producers # Validated

4.9

High Low

18.0

1.0

Average New Commissions Produced Annually

$47,270 $243,734 $62,503

$92,854 $463,323

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

25.6%

Multi-Line Producers Average Validated Producers # Validated

5.9

High Low

21.0

1.0

2010 Best Practices Study

Average New Commissions Produced Annually

$56,577 $502,804 $165,749

$89,046 $810,880

Average Book Serviced (Commissions)

Average Pay ($)

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

Average Pay (% of Book Serviced)

33.0%

Average

+25% Profit

+25% Growth

% of Agencies That Reimburse All/Part T&E Expense

71.1%

75.0%

58.3%

110

% of Earned Premium charged back to Producers for bad debt write-offs: 80.6%