2003 Best Practices Study

Analysis of Agencies with Revenues Between $500,000 and $1,250,000

B. Producer Productivity

1. Commercial P&C Producer

Average

Top 25%

# Validated Producers

1.4 3.0 0.3

High Low

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

$38,653 $191,567 $66,393

$53,359 $263,182

Average Pay ($)

Average Pay (% of Book Serviced)

34.7%

Most Successful Commercial P&C Producer

Average $39,908 $305,375

Top 25% $57,619 $525,999

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

Average Commission Per Account

$1,785

$3,331

How Most Successful Commercial Producer Spends Time Soliciting New Business

26.3% 43.9%

Servicing Existing Accounts

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

8.3%

21.5%

How Time Was Spent

21.5%

26.3%

8.3%

43.9%

Soliciting New Business Servicing Existing Accounts

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

Page 31 2003 Best Practices Study