2002 Best Practices Study

Analysis of Agencies with Revenues Between $5,000,000 and $10,000,000

CSR Summary

Average Book Serviced/CSR (Commissions)

Average Pay as % of Book Serviced

100000 150000 200000 250000 300000 350000 400000 450000 500000

30

20

10

0 50000

Commercial P&C Group L&H Personal P&C Multi-Line

0

Commercial P&C Group L&H Personal P&C Multi-Line Average

Average Top 25%

TECHNOLOGY PRODUCTIVITY Information Technology FTE

Average

Top 25%

Number

1.6 3.0 0.5

High Low

Total IT Payroll Expense ($)

$83,740

$136,943

As % of Totall Compensation Expense

1.8% 1.2%

As % of Net Revenues

87