99 / 168
2014 Best
Practices Study
Agencies
with Revenues
Between
$5,000,000 and
$10,000,000
99
Analysis of Agencies with Revenues Between $5,000,000 and $10,000,000
Key Benchmarks
Profile
Revenues
Expenses
Profitability
Employee Overview
Producer Info
Service Staff Info
Technology
Insurance Carriers
Appendix
Average
+25% Profit +25% Growth
Total # of Service Staff
(as defined above; excludes any TPA service staff)
26.0
20.2
23.6
% of Peer Agencies Having
Separate/Dedicated Marketing Department
56.8%
44.4%
44.4%
# of Marketing Staff
1.7
1.0
1.8
Separate/Dedicated Claims Department
62.2%
55.6%
44.4%
# of Claims Staff
1.8
1.4
1.8
Average
+25% Profit
+25% Growth
% of Peer Agencies Having
Workers Comp TPA
2.7%
0.0%
0.0%
# of Service Staff
*
*
*
Total TPA Revenues Serviced
*
*
*
Group Benefits TPA
8.1%
0.0%
0.0%
# of Service Staff
2.2
*
*
Total TPA Revenues Serviced
$109,718
*
*
TPA Service Staff
Service & Sales Support Staff Definition
• Typically non-commissioned employees
• Provide service to the agency’s clients
• Support producers in the sale of new business and retention of existing business
Some service positions may earn commission income but typically a majority of their pay is fixed and a majority of
their time is devoted to service rather than the soliciting of new clients.
Service & Sales Support Positions
1
Included in Full-time Equivalent Headcounts
• Account Executives (AE) - senior level service representatives
• Account Managers, Customer Service Representatives (CSRs)
• Assistant CSRs, Processors
• Claims Staff
• Placers/Marketers
• Department Managers - who also service clients
1 Position titles are general categories since specific job titles vary from agency to agency
Administrative personnel such as accounting, mail room, and reception are not included in service benchmarks
unless a portion of their time is dedicated to service.
*Insufficient Data
Service Staff Overview
Service Staff Productivity