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2004 BEST PRACTICES STUDY - APPENDIX
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REGIONAL ANALYSIS
AGENCIES WITH REVENUES GREATER THAN $2,500,000
Northeast
Southeast
Midwest
Southwest
West
% of Agencies Located in each Region
13.2% 13.7% 12.2% 7.6% 9.6%
Growth
Net Revenue Growth
19.3% 13.7% 15.5% 18.4% 17.8%
Profitability as % of Net Revenues
Pre-tax Profit
17.8% 15.0% 14.3% 22.0% 11.0%
Pro Forma Pre-tax Profit
25.8% 21.3% 19.1% 28.7% 19.2%
Operating Pre-tax Profit
7.1% 7.0% 4.5% 10.2% 1.4%
Productivity
Revenue per Employee
$144,884 $153,481 $142,031 $146,328 $147,834
Compensation per Employee
$87,470 $99,069 $92,370 $88,483 $98,737
Spread per Employee
$57,415 $54,412 $49,661 $57,844 $49,096
Pay Levels for Producers
Commercial P&C Producers
$132,934 $208,433 $186,502 $151,224 $197,703
Personal P&C Producers
$55,483 $68,578 $69,307 $76,803 $47,696
Life & Health Producers
$177,215 $196,823 $148,557 $151,092 $138,885
Multiline Producers
$107,374 $154,402 $140,903 $168,829 $156,258
Pay Levels for CSRs
Commercial P&C CSRs
$43,435 $41,202 $41,240 $44,043 $45,615
Personal P&C CSRs
$35,074 $35,859 $33,442 $33,450 $37,369
Life & Health CSRs
$39,813 $43,654 $39,781 $38,696 $41,766
Multiline CSRs
*
*
*
*
*
Number of Carriers
PL - National
7.3
9.9
4.8
7.2
8.9
PL - Regional
6.5
3.6
4.9
3.6
2.5
CL - National
17.2
22.2
12.7
33.9
36.7
CL - Regional
8.7
19.0
11.9
12.7
14.9
Service Center Use
Total PL Commissions placed
in Carrier Service Centers
28.9% 19.4% 23.3% 38.7% 44.1%
Total CL Commissions placed
in Carrier Service Centers
3.3% 6.3% 1.4% 3.1% 2.9%
% of Agencies Making an Acquisition
in the Last 12 Months
19.2% 22.2% 12.5% 26.7% 31.6%
*Insufficient Data