2002 Best Practices Study

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

CSR Summary

Average Book Serviced/CSR (Commissions)

Average Pay as % of Book Serviced

30%

$0 $50,000 $100,000 $150,000 $200,000 $250,000 $300,000 $350,000 $400,000 $450,000

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

Average Top 25%

TECHNOLOGY PRODUCTIVITY Information Technology FTE

Average

Top 25%

Number

1.1 5.0 0.3

High Low

Total IT Payroll Expense ($)

$36,007

$54,588

As % of Total Compensation Expense

3.5% 2.0%

As % of Net Revenues

55