2004 Best Practices Study

AGENCIES WITH REVENUES OVER $25,000,000

INSURANCE CARRIERS A.

EXECUTIVE PERSPECTIVES

Number of P&C Carriers Represented

+25% Profit

+25% Growth

Average

Personal Lines National

9.3 4.1

10.8

10.8

PROFILE

Regional

3.5

4.3

Commercial Lines National

40.5 68.5

75.8 14.8

32.0

REVENUES/ EXPENSES

Regional

105.8

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

40.3

45.0

57.3

18.3 11.1 11.0

13.7 12.7 13.0

25.3 18.8 13.8

LTD

EMPLOYEE OVERVIEW

Dental

Retirement

8.2

5.7

5.8

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

9.2% 12.5% 4.8% 19.6% 22.0% 12.6%

SERVICE STAFF INFO

“We have gained competitive advantage by having great markets and great relationships with those markets.”

TECHNOLOGY

INSURANCE CARRIERS

APPENDIX

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