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Regional Analysis – Agencies with Revenues Greater Than $1.25M
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113
Regional Analysis – Agencies with Revenues Greater Than $1.25M
The regional analysis provides another perspective for understanding the Best Practices data in their proper
context. However, characteristics regarded as unique to agencies in a certain part of the country or any
regional factors influencing agency operations are best considered in conjunction with results by revenue
group to gain the most complete understanding of the operating characteristics of the Best Practices
Agencies.
NE
SE
MW SW W
Growth
Net Revenue Growth
5.0%
14.5%
9.5%
8.9%
6.3%
Profitability as % of Net Revenues
Pre-tax
8.8%
12.1%
14.0%
7.7%
7.6%
Pro Forma Pre-tax
15.9%
17.7%
17.9%
13.8%
12.8%
Operating Pre-tax
-2.4%
2.2%
5.0%
-2.6%
-1.3%
Productivity
Revenue per Employee
$107,474
$116,827
$112,330
$110,854
$101,531
Compensation per Employee
$67,350
$74,833
$72,401
$77,545
$66,261
Spread per Employee
(1)
$40,124
$41,995
$39,928
$33,309
$35,270
Pay Levels for Producers
Commercial P&C Producers
$90,587
$144,622
$134,695
$109,215
$128,220
Personal P&C Producers
$47,239
$53,640
$59,646
$63,198
$93,384
Life & Health Producers
$99,583
$134,556
$112,299
$134,363
$148,518
Multiline Producers
$49,141
$145,649
$104,284
$119,122
$95,351
Pay Levels for CSRs
Commercial P&C CSRs
$37,362
$34,131
$33,975
$36,759
$34,992
Personal P&C CSRs
$30,589
$27,984
$28,925
$29,395
$30,675
Life & Health CSRs
$32,292
$31,488
$32,499
$30,140
$36,035
Multiline CSRs
*
*
*
*
*
Number of Carriers
PL - National
6.5
4.5
4.7
5.8
6.7
PL - Regional
5.5
2.3
4.8
2.3
1.1
CL - National
10.1
12.2
14.1
13.9
29.3
CL - Regional
14.0
9.3
10.6
3.4
4.1
* Insufficient data
(1)
Total revenue per employee minus compensation per employee. While revenue per employee has been
a standard productivity measure, the “spread” measures the dollars per employee available to pay all
other agency expenses and generate a profit for the agency.