2002 Best Practices Study

SPECIAL PERSONAL LINES ANALYSIS Agencies with Revenues Less Than $1,250,000

EMPLOYEE PRODUCTIVITY

CSR Information

Average # of CSRs

2.1 6.0 0.8

High Low

Average $123,924 $26,627

+25% Profit

Average Commissions Serviced

$200,893

Average Pay

How Time Was Spent:

Selling New Business Marketing (Placement)

15.7% 14.8%

Claims Processing Customer Service

8.7%

55.4%

Administration

5.5%

How Time Was Spent

5.5%

14.8%

15.7%

55.4%

8.7%

Selling New Business Marketing (Placement) Claims Processing Customer Service Administration

Producer Information

Average

+25% Profit

Average No. of Validated PL Producers Average PL Commissions in Book

1.1

*

$103,927 $41,250

Average Pay/PL Producer

*-Insufficient Data

CARRIER REPRESENTATION

Number of Carriers Represented

Average

+25% Profit

+25% Growth

No. of PL National No. of PL Regional

2.6 3.6

2.7 4.4

2.3 3.5

Service Center Use

Total Pers'l Lines Commissions placed in Carrier Service Center

4.5%

*

*

*-Insufficient Data

4