2013 Best Practices Study

Analysis of Agencies with Revenues Between $10,000,000 and $25,000,000

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

Validated Producer Productivity

Average

Top 25%

Commercial P&C Producers Average Validated Producers # Validated

12.1 37.0

High Low

3.0

Average New Commissions Produced Annually

$82,668 $654,723 $204,912

$134,254 $1,015,563

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

31.3%

Group Life & Health Producers Average Validated Producers # Validated

3.7

High Low

16.0

1.0

Average New Commissions Produced Annually

$122,579 $666,273 $208,289

$222,525 $1,174,330

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

31.3%

Personal P&C Producers Average Validated Producers # Validated

1.7 3.0 1.0

High Low

Average New Commissions Produced Annually

$47,224 $333,070 $101,770

$69,064 $483,932

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

30.6%

Multi-Line Producers Average Validated Producers # Validated

8.1

High Low

17.0

1.0

2013 Best Practices Study

Average New Commissions Produced Annually

$156,911 $1,151,037 $272,460

$249,294 $2,266,627

Average Book Serviced (Commissions)

Average Pay ($)

Agencies with Revenues Between $10,000,000 and $25,000,000

Average Pay (% of Book Serviced)

23.7%

Average

+25% Profit

+25% Growth

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

72.7%

75.0%

62.5%

150

% of Earned Premium charged back to Producers for bad debt write-offs: 62.1%