2004 Best Practices Study

AGENCIES WITH REVENUES BETWEEN $10,000,000 AND $25,000,000

INSURANCE CARRIERS A.

EXECUTIVE PERSPECTIVES

Number of P&C Carriers Represented

+25% Profit

+25% Growth

Average

Personal Lines National

10.4

8.6 4.8

9.3 4.1

PROFILE

Regional

4.2

Commercial Lines National

30.1 12.6

32.9 18.0

16.8 10.4

REVENUES/ EXPENSES

Regional

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

41.1

48.4

31.0

14.0 10.6

11.4 13.0

13.5

LTD

9.9 6.6 2.5

EMPLOYEE OVERVIEW

Dental

8.6 7.3

9.3 4.9

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

10.8% 12.9% 10.8% 22.2% 26.0% 21.6%

SERVICE STAFF INFO

TECHNOLOGY

INSURANCE CARRIERS

APPENDIX

149