2011 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

70.0

21.3 82.0

High Low

166.0

33.0

1.0

Average Book Serviced (Commissions)

$373,096 $467,627

$204,912 $684,431

Average Pay ($)

$57,973

$46,363

Average Pay (% of Book Serviced)

15.5%

22.6%

L&H/Financial

Multi-Line

Number

32.7 71.0

* * * * * *

High Low

6.0

Average Book Serviced (Commissions)

$422,608 $60,384

$713,537

*

Average Pay ($)

Average Pay (% of Book Serviced)

14.3%

*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

14.7 31.0

High

Low

1.0

Average Book Serviced (Commissions)

$1,009,250

$1,433,926

Average Pay ($)

$112,218

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

11.1%

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.

3.9

High

14.0

Low

0.5

Average Book Serviced (Commissions)

$535,901

*

Average Pay ($)

$73,645

2011 Best Practices Study

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

13.7%

Agencies with Revenues Over $25,000,000

9.7

High

27.8

Low

1.0

Average Book Serviced (Commissions)

$1,291,860

$2,079,478

Average Pay ($)

$104,586

139

Average Pay (% of Book Serviced)

8.1%

*Insufficient Data