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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