2004 Best Practices Study

AGENCIES WITH REVENUES BETWEEN $1,250,000 AND $2,500,000

INSURANCE CARRIERS A.

EXECUTIVE PERSPECTIVES

Number of P&C Carriers Represented

+25% Profit

+25% Growth

Average

Personal Lines National

2.2 4.2

2.6 2.8

1.9 4.0

PROFILE

Regional

Commercial Lines National

4.8 6.1

9.1 5.3

3.9 6.1

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

11.2

7.1

13.0

5.7 3.2 3.8 3.1

5.8 2.0 3.3 1.7

5.6 3.1 4.1 2.8

LTD

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

20.8% 17.6% 28.9% 38.1% 36.7% 44.9%

SERVICE STAFF INFO

"Good underwriting has really helped us in recent years. We have tried very hard to protect our companies and place good business with them. This caution has helped us dramatically, particularly with company relations and contingencies."

TECHNOLOGY

INSURANCE CARRIERS

APPENDIX

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