2011 Best Practices Study

Analysis of Agencies with Revenues Between $2,500,000 and $5,000,000

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

5.7

3.9

High Low

12.3

12.0

1.0

0.1

Average Book Serviced (Commissions)

$272,402 $450,380

$184,158 $314,305

Average Pay ($)

$43,608

$35,556

Average Pay (% of Book Serviced)

16.0%

19.3%

L&H/Financial

Multi-Line

Number

1.9 4.0 0.3

* * * * *

High Low

*

Average Book Serviced (Commissions)

$297,404 $417,062

Average Pay ($)

$35,066

Average Pay (% of Book Serviced)

11.8%

*

*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

3.6

High

10.0

Low

0.6

Average Book Serviced (Commissions)

$395,544

$573,743

Average Pay ($)

$64,480

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

16.3%

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.

3.3 9.3 0.5

High

Low

Average Book Serviced (Commissions)

$206,224

$277,333

Average Pay ($)

$47,108

2011 Best Practices Study

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

22.8%

Agencies with Revenues Between $2,500,000 and $5,000,000

1.4 3.0 0.5

High

Low

Average Book Serviced (Commissions)

$378,172

$500,982

Average Pay ($)

$53,310

67

Average Pay (% of Book Serviced)

14.1%