2005 Best Practices Study
2005 BEST PRACTICES STUDY - APPENDIX
REGIONAL ANALYSIS AGENCIES WITH REVENUES LESS THAN $2,500,000
Northeast
Southeast
Midwest
Southwest
West
% of Agencies Located in each Region
Growth
Net Revenue Growth
9.5% 3.2% 9.3% 12.1% 7.8%
Profitability as % of Net Revenues Pre-tax Profit
10.1% 19.8% 22.3% 15.4% 28.6% 20.2% 29.2% 26.3% 29.1% 32.5% 2.9% 10.8% 13.3% 4.4% 21.5%
Pro Forma Pre-tax Profit Operating Pre-tax Profit
Productivity
Revenue per Employee
$105,101 $118,424 $115,773 $169,633 $123,454 $67,099 $64,248 $62,003 $98,968 $56,882 $38,003 $54,176 $53,770 $70,665 $66,572
Compensation per Employee
Spread per Employee
Pay Levels for Producers
Commercial P&C Producers Personal P&C Producers Life & Health Producers
$96,514 $97,715 $63,113 $103,500 $64,900
$49,721
*
$36,763 $49,759 $24,791
*
$81,609 $59,127
* *
*
Multiline Producers
$60,261 $89,169 $90,305
$73,000
Pay Levels for CSRs
Commercial P&C CSRs Personal P&C CSRs
$42,064 $44,362 $30,569 $39,833 $34,575 $32,994 $32,010 $30,206 $27,125 $28,334
Life & Health CSRs
*
$23,482 $22,000
* *
* *
Multiline CSRs
$38,700 $34,056 $31,252
Number of Carriers PL - National
3.0 4.7 2.1 4.3 3.6
3.4 3.5 4.5 4.8 5.6
1.8 5.3 2.2 5.4
2.6 1.6
4.1 1.6 1.7 1.6 8.2
PL - Regional CL - National CL - Regional
10.0
4.9 5.7
EB - All
10.8
Service Center Use
Total PL Commissions placed in Carrier Service Centers Total CL Commissions placed in Carrier Service Centers
*
*
42.7%
*
*
0.1% 1.2% 5.0%
*
*
% of Agencies Making an Acquisition in the Last 12 Months
13.3% 13.3% 3.7% 0.0% 0.0% *Insufficient Data
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