2004 Best Practices Study

AGENCIES WITH REVENUES BETWEEN $5,000,000 AND $10,000,000

INSURANCE CARRIERS A.

EXECUTIVE PERSPECTIVES

Number of P&C Carriers Represented

+25% Profit

+25% Growth

Average

Personal Lines National

7.5 4.7

7.5 3.9

7.4 5.0

PROFILE

Regional

Commercial Lines National

23.9

20.3

16.3

REVENUES/ EXPENSES

Regional

9.4

8.3

6.0

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

27.2

22.3

19.9

12.7

10.0

7.0 5.3 5.9 3.3

LTD

6.9 7.8 4.2

7.2 8.7 5.8

EMPLOYEE OVERVIEW

Dental

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

16.1% 18.0% 13.4% 32.8% 34.8% 27.9%

SERVICE STAFF INFO

"We have invested heavily over the years in developing very close relation- ships with our most important carriers. We work hard to understand them and their expectations and we bust our tails to make sure they get what they need from us. In doing so, we find that they are generally willing to go the extra mile with us to get business on the books."

TECHNOLOGY

INSURANCE CARRIERS

APPENDIX

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