2012 Best Practices Study

Analysis of Agencies with Revenues Between $1,250,000 and $2,500,000

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

2.8 5.3 1.0

3.7

High Low

12.0

0.5

Average Book Serviced (Commissions)

$259,363 $374,655

$189,608 $294,782

Average Pay ($)

$43,192

$39,713

Average Pay (% of Book Serviced)

16.7%

20.9%

L&H/Financial

Multi-Line

Number

1.1 2.0 0.3

3.0 7.0 1.0

High Low

Average Book Serviced (Commissions)

$340,958 $34,212

*

$256,721 $35,705

*

Average Pay ($)

Average Pay (% of Book Serviced)

10.0%

13.9%

*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

2.5 6.0 0.5

High

Low

Average Book Serviced (Commissions)

$305,482

$504,600

Average Pay ($)

$46,504

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

15.2%

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.

3.1 8.7 1.0

High

Low

Average Book Serviced (Commissions)

$167,422

$309,333

Average Pay ($)

$38,759

2012 Best Practices Study

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

23.2%

Agencies with Revenues Between $1,250,000 and $2,500,000

0.9 1.0 0.5

High

Low

Average Book Serviced (Commissions)

$181,866

*

Average Pay ($)

$39,130

43

Average Pay (% of Book Serviced)

21.5%

*Insufficient Data