2005 Best Practices Study
AGENCIES WITH REVENUES BETWEEN $2,500,000 AND $5,000,000
SERVICE STAFF INFO
2005
A.
Service Related Personnel
+25% Profit 15.0
+25% Growth
Average
Total # of Service Related Personnel*
17.7
15.3
*Non-commissioned employees who have responsibility -- either directly (e.g., Account Executives (AE), Account Managers (AM), Customer Service Representatives (CSRs), Assistant CSRs, etc.) or indirectly (e.g., Claims Specialist, Placer/Marketer, etc.) -- to provide or support the delivery of service to the agency’s clients.
PROFILE
Service Structure
REVENUES/ EXPENSES
+25% Profit
+25% Growth
% of Agencies Having:
Average
Separate/Dedicated Marketing Department
51.6% 87.5% 62.5%
Separate/Dedicated Claims Department
48.4% 62.5% 37.5%
Assistants for CSRs/Account Managers
58.1% 62.5% 87.5%
FINANCIAL STABILITY
EMPLOYEE OVERVIEW
B.
CSR Productivity by Line of Business CSRs includes Account Executives (non-producer position) , Senior CSRs, CSRs, Account Managers, Assistant CSRs, etc. (i.e., positions with main responsibility for client service or main responsibility to support the AE, CSR/AM in providing client services) as well as the department managers who spend a portion of their time servicing clients. Respondents were instructed to use decimals to accurately represent the actual number of full-time equivalent CSR positions.
PRODUCER INFO
SERVICE STAFF INFO
How Time Was Spent
Commercial P&C CSRs
Average Top 25%
Selling New Business (New or Acct Rounding) 7.7%
Number
7.0
Administration 4.6%
High Low
16.5
Marketing (Placement) 19.9%
2.0
TECHNOLOGY
Average Commissions Serviced
$291,177 $451,146
Customer Service 63.5%
Average Pay ($)
$41,091
Claims Processing 4.4%
Average Pay (as % of Book Serviced)
INSURANCE CARRIERS
14.1%
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