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AGENCY CHARACTERISTICS
A. Percentage of Group Who Said Personal Lines is Important
Agencies with Net Revenues of:
$2,500,000 - $5,000,000
30.0%
$5,000,000 - $10,000,000
53.6%
Over $10,000,000
11.1%
B. Metro Population Where Agency is Located
Less than 50,000
14.3%
50,000 - 250,000
23.8%
250,000 - 1,000,000
31.0%
More than 1,000,000
31.0%
REVENUE ANALYSIS
Average PL Commission Income: $1,622,112
Average
+25% Profit
+25% Growth
% of Net Total Revenues
21.6%
33.2%
21.3%
% Renewals
(1)
98.1%
100.1%
100.8%
% New Business
(2)
12.2%
9.7%
12.9%
% Acquired
(3)
4.6%
5.1%
0.2%
Growth Rate: Internal
(4)
10.3%
9.7%
13.7%
Total
(5)
14.9%
14.8%
13.9%
(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
7.7
High
23.0
Low
2.0
SPECIAL PERSONAL LINES ANALYSIS
Agencies with Revenues Greater Than $1,250,000
This analysis represents the results for agencies with revenues of over $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
results.
Page 6
2003 Best Practices Study