2010 Best Practices Study

Analysis of Agencies with Revenues Over $25,000,000

Mgmt. Perspectives

Validated Producer Productivity

Profile

Revenues

Average

Top 25%

Commercial P&C Producers Average Validated Producers # Validated

Expenses

Profitability

32.4 89.0 11.0

High Low

Employee Overview

Producer Info

Average New Commissions Produced Annually

$116,609 $839,078 $241,112

$198,434 $999,451

Average Book Serviced (Commissions)

Staff Service Info

Average Pay ($)

Technology

Average Pay (% of Book Serviced)

28.7%

Group Life & Health Producers Average Validated Producers # Validated

Insurance Carriers

Appendix

14.7 42.5

High Low

4.0

Average New Commissions Produced Annually

$143,662 $849,658 $247,141

$248,622 $1,227,342

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

29.1%

Personal P&C Producers Average Validated Producers # Validated

3.1

High Low

14.0

1.0

Average New Commissions Produced Annually

$46,730 $453,543 $129,709

$87,262 $717,495

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

28.6%

Multi-Line Producers Average Validated Producers # Validated

* * * * * * *

High Low

2010 Best Practices Study

Average New Commissions Produced Annually

* *

Average Book Serviced (Commissions)

Average Pay ($)

Agencies with Revenues Over $25,000,000

Average Pay (% of Book Serviced)

*Insufficient Data

Average

+25% Profit

+25% Growth

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

73.7%

80.0%

80.0%

170

% of Earned Premium charged back to Producers for bad debt write-offs: 66.7%