2002 Best Practices Study

Analysis of Agencies with Revenues Between $2,500,000 and $5,000,000

CSR Summary

Average Pay as % of Book Serviced

Average Book Serviced/CSR (Commissions)

600000

30%

500000

20%

400000

300000

10%

200000

100000

0%

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 2.0 0.3

High Low

Total IT Payroll Expense ($)

$48,071

$77,146

As % of Totall Compensation Expense

2.2% 1.3%

As % of Net Revenues

71