2011 Best Practices Study

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

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

13.6 32.0

High Low

1.0

Average New Commissions Produced Annually

$79,542 $658,115 $220,728

$135,910 $979,423

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

33.5%

Group Life & Health Producers Average Validated Producers # Validated

4.1

High Low

22.0

1.0

Average New Commissions Produced Annually

$131,957 $688,948 $222,924

$256,805 $958,506

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

32.4%

Personal P&C Producers Average Validated Producers # Validated

2.4

High Low

10.0

1.0

Average New Commissions Produced Annually

$43,191 $263,972 $86,177

$58,541 $397,257

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

32.6%

Multi-Line Producers Average Validated Producers # Validated

11.3 48.0

High Low

1.0

Average New Commissions Produced Annually

$105,452 $784,609 $263,156

$219,517 $1,588,842

2011 Best Practices Study

Average Book Serviced (Commissions)

Average Pay ($)

Average Pay (% of Book Serviced)

33.5%

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

T&E Reimbursement

Average

+25% Profit

+25% Growth

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

91.4%

88.9%

100.0%

111