2002 Best Practices Study

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

C. Producer Productivity

1. Commercial P&C Producer

Average

Top 25%

# Validated Producers

20.2 67.0

High Low

3.0

Average New Comm Produced/Year Average Book Managed (Commissions)

$102,798 $648,236 $170,713

$190,970 $978,260

Average Pay ($)

Average Pay (% of Book Serviced)

26.2%

Most Successful Commercial P&C Producer

Average $177,002

Top 25% $323,531

Average New Commissions Produced/Year Average Book Managed (Commissions)

$1,244,149

$1,818,564

Average Commission Per Account

$37,627

$86,505

How Most Successful Commercial Producer Spends Time

Soliciting New Business Servicing Existing Accounts

31.5% 53.4%

Personal Training/Education/Professional Dev. Management/Personnel/Agency Administration

7.0% 8.1%

How Time Was Spent

7.0%

8.1%

53.4%

31.5%

Soliciting New Business Servicing Existing Accounts

Personal Training/Education/Professional Dev. Management/Personnel/Agency Administration

98