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2005 BEST PRACTICES STUDY - APPENDIX
117
REGIONAL ANALYSIS
AGENCIES WITH REVENUES
LESS THAN
$2,500,000
Northeast
Southeast
Midwest
Southwest
West
% of Agencies Located in each Region
Growth
Net Revenue Growth
9.5% 3.2% 9.3% 12.1% 7.8%
Profitability as % of Net Revenues
Pre-tax Profit
10.1% 19.8% 22.3% 15.4% 28.6%
Pro Forma Pre-tax Profit
20.2% 29.2% 26.3% 29.1% 32.5%
Operating Pre-tax Profit
2.9% 10.8% 13.3% 4.4% 21.5%
Productivity
Revenue per Employee
$105,101 $118,424 $115,773 $169,633 $123,454
Compensation per Employee
$67,099 $64,248 $62,003 $98,968 $56,882
Spread per Employee
$38,003 $54,176 $53,770 $70,665 $66,572
Pay Levels for Producers
Commercial P&C Producers
$96,514 $97,715 $63,113 $103,500 $64,900
Personal P&C Producers
$49,721
*
$36,763 $49,759 $24,791
Life & Health Producers
*
$81,609 $59,127
*
*
Multiline Producers
$60,261 $89,169 $90,305
*
$73,000
Pay Levels for CSRs
Commercial P&C CSRs
$42,064 $44,362 $30,569 $39,833 $34,575
Personal P&C CSRs
$32,994 $32,010 $30,206 $27,125 $28,334
Life & Health CSRs
*
$23,482 $22,000
*
*
Multiline CSRs
$38,700 $34,056 $31,252
*
*
Number of Carriers
PL - National
3.0
3.4
1.8
2.6
4.1
PL - Regional
4.7
3.5
5.3
1.6
1.6
CL - National
2.1
4.5
2.2
10.0
1.7
CL - Regional
4.3
4.8
5.4
4.9
1.6
EB - All
3.6
5.6
10.8
5.7
8.2
Service Center Use
Total PL Commissions placed
in Carrier Service Centers
*
*
42.7%
*
*
Total CL Commissions placed
in Carrier Service Centers
0.1% 1.2% 5.0%
*
*
% of Agencies Making an Acquisition
in the Last 12 Months
13.3% 13.3% 3.7% 0.0% 0.0%
*Insufficient Data