2001 Best Practices Study

SPECIAL PERSONAL LINES ANALYSIS Agencies with Revenues Less Than $1,250,000

EMPLOYEE PRODUCTIVITY

CSR Information

Average # of CSRs

2.1 4.0 1.0

High Low

Average $131,897 $27,347

+25% Profit

Average Commissions Serviced

$199,242

Average Pay

How Time Was Spent:

Selling New Business Marketing (Placement)

15.8% 15.7%

Claims Processing Customer Service

7.9%

56.1%

Administration

4.1%

How Time Was Spent 4.1%

15.8%

56.1%

15.7%

7.9%

Selling New Business Marketing (Placement) Claims Processing Customer Service Administration

Producer Information

Average

+25% Profit

Average No. of Validated Producers Average PL Commissions in Book

1.3

*

$81,200 $35,813

Average Pay/PL Producer

*-Insufficient Data

CARRIER REPRESENTATION

Number of Carriers Represented

Average

+25% Profit

+25% Growth

No. of PL National No. of PL Regional

2.7 3.7

2.3 3.7

2.6 3.4

Service Center Use

Total Pers'l Lines Commissions placed in Carrier Service Center

33.8%

*

*

*-Insufficient Data

4