2002 Best Practices Study

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

4. Multi-line Producers

Average

Top 25%

# Validated Producers

11.3 18.0

High Low

1.0

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

$134,873 $644,398 $179,046

* *

Average Pay ($)

Average Pay (% of Book Serviced)

27.8%

*Insufficient Data

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 $1,000,000

$250,000

$200,000

$150,000

$100,000

$50,000

$0

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%

C. CSR Productivity

1. Commercial P&C CSRs

Average

Top 25%

Number

43.9

High Low

135.0

8.0

Average Commissions Serviced

$355,859 $44,673

$620,810

Average Pay ($)

Average Pay (% of Book Serviced)

12.6%

100