2002 Best Practices Study

Analysis of Agencies with Revenues Greater Than $10,000,000

CSR Summary

Average Pay as % of Book Serviced

Average Book Serviced/CSR (Commissions)

30%

$0 $100,000 $200,000 $300,000 $400,000 $500,000 $600,000 $700,000

20%

10%

0%

Commercial P&C

Group L&H Personal P&C Multi-Line

Commercial P&C

Group L&H Personal P&C Multi-Line

Average Top 25%

Average

Technology Productivity

Information Technology FTE

Average

Top 25%

Number

5.2

High Low

21.0

1.0

Total IT Payroll Expense ($)

$346,046

$797,584

As % of Total Compensation Expense

1.8% 1.1%

As % of Net Revenues

103