2002 Best Practices Study

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

B. Producer Productivity

1. Commercial P&C Producer

Average

Top 25%

# Validated Producers

5.1

High Low

11.0

1.0

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

$62,798 $403,845 $158,846

$144,873 $677,068

Average Pay ($)

Average Pay (% of Book Serviced)

39.3%

Most Successful Commercial P&C Producer

Average $86,708 $666,018

Top 25% $174,245

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

$1,179,542

Average Commission Per Account

$7,190

$17,332

How Most Successful Commercial Producer Spends Time

Soliciting New Business Servicing Existing Accounts

29.9% 54.8%

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

5.2%

10.1%

How Time Was Spent

10.1%

5.2%

29.9%

Soliciting New Business Servicing Existing Accounts

54.8%

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

66