2013 Best Practices Study

Analysis of Agencies with Revenues Over $25,000,000

Key Benchmarks Mgmt. Perspectives Profile Revenues Expenses Profitability Employee Overview Producer Info Service Staff Info Technology Insurance Carriers Appendix

Validated Producer Productivity

Average

Top 25%

Commercial P&C Producers Average Validated Producers # Validated

31.6 80.0

High Low

8.0

Average New Commissions Produced Annually

$111,507 $838,213 $235,855

$185,942 $1,162,033

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

28.1%

Group Life & Health Producers Average Validated Producers # Validated

11.2 32.0

High Low

1.0

Average New Commissions Produced Annually

$150,516 $835,836 $263,840

$269,195 $1,149,455

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

31.6%

Personal P&C Producers Average Validated Producers # Validated

3.7

High Low

11.0

1.0

Average New Commissions Produced Annually

$44,516 $355,746 $98,947

$68,652 $551,551

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

27.8%

Multi-Line Producers Average Validated Producers # Validated

7.8

High Low

15.0

1.0

2013 Best Practices Study

Average New Commissions Produced Annually

$100,252 $916,431 $259,257

* *

Average Book Serviced (Commissions)

Average Pay ($)

Agencies with Revenues Over $25,000,000

Average Pay (% of Book Serviced)

28.3%

Average

+25% Profit

+25% Growth

% of Agencies That Reimburse All/Part T&E Expense

76.9%

50.0%

66.7%

182

% of Earned Premium charged back to Producers for bad debt write-offs: 37.0%

*Insufficient Data