2012 Best Practices Study

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

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

Validated Producer Productivity

Average

Top 25%

Commercial P&C Producers Average Validated Producers # Validated

5.7

High Low

15.0

2.0

Average New Commissions Produced Annually

$56,103 $523,434 $175,116

$82,140 $851,976

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

33.5%

Group Life & Health Producers Average Validated Producers # Validated

2.2 6.0 1.0

High Low

Average New Commissions Produced Annually

$87,307 $576,762 $202,183

$192,345 $987,391

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

35.1%

Personal P&C Producers Average Validated Producers # Validated

3.8

High Low

11.0

1.0

Average New Commissions Produced Annually

$40,427 $243,076 $60,309

$86,224 $405,127

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

24.8%

Multi-Line Producers Average Validated Producers # Validated

4.8

High Low

15.0

1.0

Average New Commissions Produced Annually

$54,627 $458,762 $157,214

$93,440 $803,494

2012 Best Practices Study

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

34.3%

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

T&E Reimbursement

Average

+25% Profit

+25% Growth

% of Agencies That Reimburse All/Part T&E Expense

76.2%

70.0%

90.0%

87