2002 Best Practices Study

Analysis of Agencies with Revenues Less Than $500,000

CSR Summary

Average Book Serviced/CSR (Commissions)

Average Pay as % of Book Serviced

30%

$250,000

$200,000

20%

$150,000

$100,000

10%

$50,000

0%

$0

Commercial P&C

Group L&H Personal P&C Multi-Line

Commercial P&C

Group L&H Personal P&C Multi-Line

Average

Average Top 25%

TECHNOLOGY PRODUCTIVITY

Information Technology FTE

Average

Top 25%

Number

0.4 1.0 0.1

High Low

Total IT Payroll Expense ($)

$9,386

$15,000

As % of Total Compensation Expense

5.8% 2.6%

As % of Net Revenues

24