2002 Best Practices Study

SPECIAL PERSONAL LINES ANALYSIS Agencies with Revenues Greater Than $1,250,000

EMPLOYEE PRODUCTIVITY

CSR Information

Average # of CSRs

6.9

High Low

55.6

2.0

Average $160,401 $32,770

+25% Profit

Average Commissions Serviced

$227,793

Average Pay

How Time Was Spent:

Selling New Business Marketing (Placement)

12.6% 18.4%

Claims Processing Customer Service

6.4%

59.0%

Administration

3.6%

How Time Was Spent

3.6%

12.6%

18.4%

59.0%

6.4%

Selling New Business Marketing (Placement) Claims Processing Customer Service Administration

Producer Information

Average

+25% Profit

Average No. of Validated PL Producers Average PL Commissions in Book

2.6

*

$225,273 $61,901

Average Pay/PL Producer

*-Insufficient Data

CARRIER REPRESENTATION

Number of Carriers Represented

Average

+25% Profit

+25% Growth

No. of PL National No. of PL Regional

6.4 4.4

4.6 4.7

4.7 4.4

Service Center Use

Total Pers'l Lines Commissions placed in Carrier Service Center

11.4%

22.6%

20.4%

9