2004 Best Practices Study

AGENCIES WITH REVENUES BETWEEN $2,500,000 AND $5,000,000

INSURANCE CARRIERS A.

EXECUTIVE PERSPECTIVES

Number of P&C Carriers Represented

+25% Profit

+25% Growth

Average

Personal Lines National

4.4 4.3

3.0 4.0

4.6 4.8

PROFILE

Regional

Commercial Lines National

7.8 7.6

4.9 6.3

12.6

REVENUES/ EXPENSES

Regional

6.3

B.

Number of Group Employee Benefits Carriers Represented

+25% Profit

+25% Growth

Average

FINANCIAL STABILITY

Average Total GEB Carriers Average Number by Product GL&H

15.8

18.8

10.1

8.2 6.1 5.1 3.4

13.8 12.0

5.8 4.0 4.0 6.7

LTD

EMPLOYEE OVERVIEW

Dental

4.8 3.5

Retirement

C.

Commission Income Derived from Top Carriers

+25% Profit

+25% Growth

PRODUCER INFO

Average

% of Net Revenue from Top Carrier % of Net Revenue from Top 3 Carriers

18.3% 19.2% 18.0% 33.5% 37.4% 36.3%

SERVICE STAFF INFO

TECHNOLOGY

INSURANCE CARRIERS

APPENDIX

101