2012 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

5.5

3.3

High Low

16.2

13.0

1.0

1.0

Average Book Serviced (Commissions)

$309,011 $447,375

$199,013 $348,920

Average Pay ($)

$44,300

$35,798

Average Pay (% of Book Serviced)

14.3%

18.0%

L&H/Financial

Multi-Line

Number

1.7 3.7 0.1

* * * * * *

High Low

Average Book Serviced (Commissions)

$288,255 $421,275

*

Average Pay ($)

$38,142

Average Pay (% of Book Serviced)

13.2%

*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

3.5

High

10.0

Low

0.5

Average Book Serviced (Commissions)

$385,591

$655,404

Average Pay ($)

$63,815

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

16.5%

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.

2.6 5.0 1.0

High

Low

Average Book Serviced (Commissions)

$228,707

$337,992

Average Pay ($)

$45,435

2012 Best Practices Study

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

19.9%

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

1.4 3.0 0.5

High

Low

Average Book Serviced (Commissions)

$362,437

*

Average Pay ($)

$71,975

67

Average Pay (% of Book Serviced)

19.9%

*Insufficient Data