2012 Best Practices Study

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

23.0 43.5

9.0

High Low

29.0

1.0

2.0

Average Book Serviced (Commissions)

$360,125 $571,425

$258,943 $448,721

Average Pay ($)

$53,091

$46,175

Average Pay (% of Book Serviced)

14.7%

22.1%

L&H/Financial

Multi-Line

Number

9.5

* * * * * *

High Low

20.0

0.7

Average Book Serviced (Commissions)

$421,338 $633,951

*

Average Pay ($)

$57,722

Average Pay (% of Book Serviced)

13.7%

*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

8.0

High

18.7

Low

2.0

Average Book Serviced (Commissions)

$724,596

2,094,866

Average Pay ($)

$98,429

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

13.6%

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.

4.0

High

11.0

Low

0.5

Average Book Serviced (Commissions)

$428,260

$1,358,438

Average Pay ($)

$66,161

2012 Best Practices Study

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

15.4%

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

4.2 9.0 1.0

High

Low

Average Book Serviced (Commissions)

$636,659

$1,982,409

Average Pay ($)

$86,099

115

Average Pay (% of Book Serviced)

13.5%