2013 Best Practices Study

Analysis of Agencies with Revenues Under $1,250,000

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

1.6 4.0 0.5

High Low

Average New Commissions Produced Annually

$41,671 $165,461 $54,763

$78,757 $298,227

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

33.1%

Group Life & Health Producers Average Validated Producers # Validated

* * * * * * *

High Low

Average New Commissions Produced Annually

* *

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

Personal P&C Producers Average Validated Producers # Validated

1.6 3.0 1.0

High Low

Average New Commissions Produced Annually

$19,940 $139,565 $41,655

$40,775 $297,385

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

29.8%

Multi-Line Producers Average Validated Producers # Validated

1.9 5.0 1.0

High Low

2013 Best Practices Study

Average New Commissions Produced Annually

$40,216 $257,569 $82,776

$76,750 $438,250

Average Book Serviced (Commissions)

Average Pay ($)

Agencies with Revenues Under $1,250,000

Average Pay (% of Book Serviced)

32.1%

Average

+25% Profit

+25% Growth

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

42.4%

*

37.5%

22

% of Earned Premium charged back to Producers for bad debt write-offs: 20.8%

*Insufficient Data