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AGENCY CHARACTERISTICS
A. Percentage of Group Who Said Personal Lines is Important
Agencies with Net Revenues of:
Less Than $500,000
70.6%
$500,000 - $1,250,000
69.6%
$1,250,000 - $2,500,000
46.4%
B. Metro Population Where Agency is Located
Less than 50,000
51.9%
50,000 - 250,000
24.1%
250,000 - 1,000,000
13.0%
More than 1,000,000
11.1%
REVENUE ANALYSIS
Average PL Commission Income: $398,772
Average
+25% Profit
+25% Growth
% of Net Total Revenues
40.7%
41.9%
31.2%
% Renewals
(1)
92.9%
84.5%
98.3%
% New Business
(2)
13.8%
17.6%
14.3%
% Acquired
(3)
0.3%
0.9%
0.0%
Growth Rate: Internal
(4)
6.6%
2.1%
12.6%
Total
(5)
6.9%
3.0%
12.6%
(1)
Renewal Revenues as a percent of prior year's Personal Lines Total Revenues.
This figure is impacted by attrition (loss or retention of accounts) and by changes
in premium and commission levels. The higher the percentage, the more favorable the results.
(2)
New Revenues as a percent of prior year's Personal Lines Total Revenues.
The higher the percentage, the more favorable the results.
(3)
Acquired Revenues as a percent of prior year's Personal Lines total Revenues.
The percentage indicates the significance of acquired business.
(4)
Growth in Revenues from prior year excluding acquired revenues.
(5)
Growth in Revenues from prior year including acquired revenues.
EMPLOYEE PRODUCTIVITY
CSR Information
Average # of CSRs
2.8
High
8.0
Low
0.3
SPECIAL PERSONAL LINES ANALYSIS
Agencies with Revenues Less Than $2,500,000
results.
This analysis represents the results for agencies with revenues of under $2,500,000 that feel
that personal lines is an important part of their growth and profitability. These operating results
provide the Best Practices standards against which to measure your Personal Lines
Page 1
2003 Best Practices Study