2012 Best Practices Study

Analysis of Agencies with Revenues Between $2,500,000 and $5,000,000

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

Validated Producer Productivity

Average

Top 25%

Commercial P&C Producers Average Validated Producers # Validated

3.8 9.0 0.5

High Low

Average New Commissions Produced Annually

$62,236 $420,985 $146,358

$133,726 $560,160

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

34.8%

Group Life & Health Producers Average Validated Producers # Validated

1.2 2.5 0.5

High Low

Average New Commissions Produced Annually

$59,086 $284,920 $103,244

$130,027 $548,444

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

36.2%

Personal P&C Producers Average Validated Producers # Validated

2.5 8.0 0.5

High Low

Average New Commissions Produced Annually

$32,164 $269,311 $70,295

$58,051 $515,960

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

26.1%

Multi-Line Producers Average Validated Producers # Validated

2.1 5.0 1.0

High Low

Average New Commissions Produced Annually

$68,204 $496,869 $143,525

$145,397 $1,003,638

2012 Best Practices Study

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

28.9%

Agencies with Revenues Between $2,500,000 and $5,000,000

T&E Reimbursement

Average

+25% Profit

+25% Growth

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

69.7%

37.5%

50.0%

63