2002 Best Practices Study

Analysis of Agencies with Revenues Between $1,250,000 and $2,500,000

B. Producer Productivity

1. Commercial P&C Producer

Average

Top 25%

# Validated Producers

3.5

High Low

11.0

1.0

Average New Comm Produced/Year Average Book Managed (Commissions)

$62,715 $339,414 $111,577

$126,579 $545,608

Average Pay ($)

Average Pay (% of Book Serviced)

32.9%

Most Successful Commercial P&C Producer

Average $64,437 $436,465

Top 25% $116,950 $770,871 $14,000

Average New Commissions Produced/Year Average Book Managed (Commissions)

Average Commission Per Account

$5,497

How Most Successful Commercial Producer Spends Time

Soliciting New Business Servicing Existing Accounts

36.2% 49.2%

Personal Training/Education/Professional Dev. Management/Personnel/Agency Administration

5.1% 9.5%

How Time Was Spent

5.1%

9.5%

49.2%

36.2%

Soliciting New Business Servicing Existing Accounts

Personal Training/Education/Professional Dev. Management/Personnel/Agency Administration

50