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2004 BEST PRACTICES STUDY - APPENDIX
179
REGIONAL ANALYSIS
AGENCIES WITH REVENUES LESS THAN $2,500,000
Northeast
Southeast
Midwest
Southwest
West
% of Agencies Located in each Region
8.6% 9.7% 15.7% 4.6% 5.1%
Growth
Net Revenue Growth
12.4% 16.5% 19.2% 7.2% 10.0%
Profitability as % of Net Revenues
Pre-tax Profit
11.8% 24.6% 20.6% 18.2% 21.9%
Pro Forma Pre-tax Profit
23.9% 32.4% 24.5% 25.7% 30.6%
Operating Pre-tax Profit
1.2% 13.9% 10.1% 10.7% 10.3%
Productivity
Revenue per Employee
$102,345 $117,785 $106,522 $137,129 $119,604
Compensation per Employee
$65,531 $61,993 $57,554 $71,856 $60,711
Spread per Employee
$36,814 $55,792 $48,968 $65,273 $58,893
Pay Levels for Producers
Commercial P&C Producers
$74,316 $80,269 $81,502 $149,346 $60,750
Personal P&C Producers
$44,983 $39,460 $49,760
*
$24,750
Life & Health Producers
$107,227 $62,885 $53,675
*
*
Multiline Producers
$70,249 $93,334 $79,338 $94,972
*
Pay Levels for CSRs
Commercial P&C CSRs
$41,656 $39,196 $29,683 $34,545 $38,500
Personal P&C CSRs
$33,293 $32,553 $28,525 $29,715 $31,256
Life & Health CSRs
$31,058 $27,700 $21,750 $23,549
*
Multiline CSRs
$39,500 $34,104 $31,256
*
*
Number of Carriers
PL - National
2.8
3.3
1.7
3.3
4.0
PL - Regional
4.0
3.1
4.9
2.0
2.2
CL - National
1.8
4.1
2.0
8.6
4.2
CL - Regional
4.1
3.9
5.5
4.4
1.6
Service Center Use
Total PL Commissions placed
in Carrier Service Centers
*
*
28.8%
*
*
Total CL Commissions placed
in Carrier Service Centers
0.1% 5.2% 16.5%
*
7.5%
% of Agencies Making an Acquisition
in the Last 12 Months
0.0% 0.0% 9.7% 0.0% 0.0%
*Insufficient Data