2012 Best Practices Study

Analysis of Agencies with Revenues Over $25,000,000

Service/Sales Support Staff

Key Benchmarks Profile Revenues Expenses Profitability Employee Overview Producer Info Staff Service Info Technology Insurance Carriers Appendix

Average

Top 25% Average

Top 25%

Commercial P&C

Personal P&C

Number

75.2

24.4 96.0

High Low

124.0

35.5

1.0

Average Book Serviced (Commissions)

$359,798 $440,921

$193,722 $477,623

Average Pay ($)

$59,042

$48,733

Average Pay (% of Book Serviced)

16.4%

25.2%

L&H/Financial

Multi-Line

Number

32.0 79.5

* * * * * *

High Low

6.0

Average Book Serviced (Commissions)

$446,184 $685,837

*

Average Pay ($)

$61,383

Average Pay (% of Book Serviced)

13.8%

*Insufficient Data

Account Executives

Average

Top 25%

The Account Executive is defined as a senior level service position whose responsibility is to manage the overall service plan/activities for an existing book of business. Although the AE may have limited sales responsibilities, for the purposes of

Commercial P&C Account Executives Number

24.7 34.0

High

Low

2.0

Average Book Serviced (Commissions)

$989,996 $118,422

$1,994,733

Average Pay ($)

Average Pay (% of Book Serviced) Personal P&C Account Executives Number

12.0%

the study, they are classified as Service Staff. The position is often created to support and enable a producer to focus on new business production.

* * * * * *

High

Low

Average Book Serviced (Commissions)

*

Average Pay ($)

2012 Best Practices Study

Average Pay (% of Book Serviced) L&H / Financial Account Executives Number

Agencies with Revenues Over $25,000,000

8.4

High

26.0

Low

1.0

Average Book Serviced (Commissions)

$971,866 $132,160

$2,035,942

Average Pay ($)

139

Average Pay (% of Book Serviced)

13.6%

*Insufficient Data