METHODOLOGY

Summary: The information in the report is assembled and organized from our 401(k) Retirement Plan Sales Compensation Survey Questionnaire which is completed online by companies; plus extensive telephone interviews are utilized for both collection and validation of data. DGL collects, analyzes and maintains a dynamic participant (companies and individuals) database.

KEY DEFINITIONS:

Sales Production: Sales volume performance for a calendar year.

Cost of Sales in Basis Points: Total Cash Compensation per Wholesaler divided by Sales Production per Wholesaler.

Wholesaler Productivity: Sales Per Wholesaler & Cost of Sales in Basis Points.

Wholesaler Pay Progression Analysis: Correlation of Total Cash Compensation to Time Employed.

Wholesaler Production Progression Analysis: Correlation of Sales Production to Time Employed.

Wholesaler Tenure Distribution: Distribution of Wholesalers by Time Employed with Same Company.

New to Role: Individual has less than 18 months experience in role/function (new hires with experience should not be included in this group).

Average Performer: Individual meets sales targets, but does not exceed them.

Star Performer: Individual significantly exceeds sales targets.