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2005 BEST PRACTICES STUDY - APPENDIX
118
REGIONAL ANALYSIS
AGENCIES WITH REVENUES
GREATER THAN
$2,500,000
Northeast
Southeast
Midwest
Southwest
West
% of Agencies Located in each Region
Growth
Net Revenue Growth
10.6% 11.6% 9.8% 4.6% 11.2%
Profitability as % of Net Revenues
Pre-tax Profit
17.3% 16.3% 14.5% 18.9% 12.5%
Pro Forma Pre-tax Profit
24.4% 21.6% 20.4% 25.4% 14.5%
Operating Pre-tax Profit
5.3% 7.7% 2.7% 7.4% 1.9%
Productivity
Revenue per Employee
$150,326 $155,191 $147,765 $147,202 $153,178
Compensation per Employee
$91,345 $99,299 $96,828 $92,780 $100,136
Spread per Employee
$58,982 $55,891 $50,937 $54,422 $53,042
Pay Levels for Producers
Commercial P&C Producers
$155,059 $208,059 $192,976 $167,882 $214,681
Personal P&C Producers
$81,598 $72,576 $69,016 $63,203
*
Life & Health Producers
$200,225 $204,684 $162,860 $125,136 $145,712
Multiline Producers
$167,668 $174,411 $182,576 $149,107 $199,305
Pay Levels for CSRs
Commercial P&C CSRs
$47,763 $42,739 $43,112 $48,919 $50,926
Personal P&C CSRs
$38,883 $35,136 $35,730 $35,189 $40,959
Life & Health CSRs
$44,736 $43,130 $41,486 $45,216 $50,339
Multiline CSRs
*
*
*
*
*
Number of Carriers
PL - National
7.1
9.1
4.4
5.3
10.2
PL - Regional
7.3
3.2
5.8
2.8
3.0
CL - National
14.2
23.6
10.9
11.1
36.4
CL - Regional
10.4
14.3
19.5
8.6
18.8
EB - All
25.6
29.9
44.0
31.6
39.5
Service Center Use
Total PL Commissions placed
in Carrier Service Centers
20.9% 27.2% 16.6% 32.1% 45.6%
Total CL Commissions placed
in Carrier Service Centers
6.6% 7.8% 1.6% 3.7% 3.9%
% of Agencies Making an Acquisition
in the Last 12 Months
22.2% 20.7% 20.8% 16.7% 23.5%
*Insufficient Data