2001 Best Practices Study

Analysis of Agencies with Revenues Less Than $500,000

G. New Business Revenue as % of Prior Year's Total Revenues for Each Line of Business

The higher the percentage, the more favorable the results.

Average

+25% Profit

+25% Growth

Commercial P&C

18.4% 12.7% 15.3% 30.4% 46.0% 16.1%

32.4% 15.3%

30.6% 13.9%

Personal P&C

P&C Service Fees

*

*

Group L&H

22.9% 58.8% 22.7%

49.2% 89.0% 22.8%

Individual L&H

Total Commissions & Fees

*-Insufficient Data

H. Acquired Revenue as % of Prior Year's Total Revenues for Each Line of Business

The percentage indicates the significance of the acquired business.

Average

+25% Profit

+25% Growth

Commercial P&C

0.2% 1.3% 0.0% 0.0% 0.0% 0.6%

0.0% 0.0% 0.0% 0.0% 0.0% 0.0%

0.0% 0.0%

Personal P&C

P&C Service Fees

*

Group L&H

0.0% 0.0% 0.0%

Individual L&H

Total Commissions & Fees

*-Insufficient Data

I. Growth in Revenues from Prior Year by Source

Average

+25% Profit

+25% Growth

Commercial P&C

8.1% 9.1%

16.1% 13.0%

21.2% 13.9%

Personal P&C

P&C Service Fees

10.7% 3.1% -1.3% 6.3% 0.1% -0.4% 6.9% -7.5% 5.6% 6.3%

*

*

Group L&H

-2.6% 16.7% 12.9% -27.1% 28.1% 11.4% 17.0% 10.9% 10.9%

14.0% 30.4% 16.4% -27.2% 11.0% 19.5%

Individual L&H

Total Commission & Fees

Contingent Income Investment Income

Total Revenues

Brokerage Commission Expense

*

Net Revenues (Internal)

17.5% 17.5%

Net Revenues (Total including Acquistion)

*-Insufficient Data

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