2001 Best Practices Study

Analysis of Agencies with Revenues Greater Than $10,000,000

Producer Summary

Average Commissions in Book

Average New Commissions Produced

$0 $100,000 $200,000 $300,000 $400,000 $500,000 $600,000 $700,000 $800,000 $900,000

$0 $20,000 $40,000 $60,000 $80,000 $100,000 $120,000 $140,000 $160,000 $180,000 $200,000

Commercial P&C Group L&H Personal P&C

Multi-Line

Commercial P&C Group L&H Personal P&C

Multi-Line

Average Top 25%

Average Top 25%

D. Use of Restrictive Covenants

Average

+25% Profit

25%Growth

All producers have signed Some producers have signed

96.7% 3.3%

87.5% 12.5%

100.0%

0.0% 0.0% 0.0%

0.0% 0.0%

0.0% 0.0%

None have signed

Have no producers except agency owners

E. Producer's Ownership in their Book

Average

+25% Profit

25%Growth

0.0%

0.0%

0.0%

All producers share in ownership of books Some producers share in ownership of books

13.3% 83.3%

12.5% 87.5%

12.5% 87.5%

None share in ownership of books

3.3%

0.0%

0.0%

Have no producers except agency owners

F. CSR Productivity

1. Commercial P&C CSRs

Average

Top 25%

Number

41.0

High Low

126.0

11.0

Average Commissions Serviced

$330,277 $41,077

$617,161

Average Pay ($)

Average Pay (% of Book Serviced)

12.4%

How Time Was Spent:

5.1%

Selling New Business (New or Acct Rounding)

Marketing (Placement)

19.0%

Claims Processing Customer Service

3.8%

64.1%

Administration

8.0%

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