2011 Best Practices Study

Analysis of Agencies with Revenues Between $10,000,000 and $25,000,000

Service/Sales Support Staff

Key Benchmarks Profile Revenues Expenses Profitability Employee Overview Producer Info Staff Service Info Technology Insurance Carriers Appendix

Average

Top 25% Average

Top 25%

Commercial P&C

Personal P&C

Number

24.5 42.0

9.4

High Low

30.0

2.0

1.0

Average Book Serviced (Commissions)

$345,322 $506,229

$208,727 $303,178

Average Pay ($)

$52,096

$43,996

Average Pay (% of Book Serviced)

15.1%

21.1%

L&H/Financial

Multi-Line

Number

8.8

* * * * * *

High Low

21.0

0.8

Average Book Serviced (Commissions)

$386,573 $569,668

*

Average Pay ($)

$52,147

Average Pay (% of Book Serviced)

13.5%

*Insufficient Data

Account Executives

Average

Top 25%

The Account Executive is defined as a senior level service position whose responsibility is to manage the overall service plan/activities for an existing book of business. Although the AE may have limited sales responsibilities, for the purposes of

Commercial P&C Account Executives Number

6.0

High

18.5

Low

1.8

Average Book Serviced (Commissions)

$770,559

$1,328,614

Average Pay ($)

$85,107

Average Pay (% of Book Serviced) Personal P&C Account Executives Number

11.0%

the study, they are classified as Service Staff. The position is often created to support and enable a producer to focus on new business production.

2.1 7.0 0.3

High

Low

Average Book Serviced (Commissions)

$612,976

$689,594

Average Pay ($)

$71,684

2011 Best Practices Study

Average Pay (% of Book Serviced) L&H / Financial Account Executives Number

11.7%

Agencies with Revenues Between $10,000,000 and $25,000,000

3.1

High

10.0

Low

1.0

Average Book Serviced (Commissions)

$1,102,028

$1,892,535

Average Pay ($)

$88,148

115

Average Pay (% of Book Serviced)

8.0%

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