2003 Best Practices Study

Analysis of Agencies with Revenues Less Than $500,000

CARRIER REPRESENTATION

A. Number of Carriers Represented

Average

+25% Profit

+25% Growth

Personal Lines National

2.0 3.5

2.6 3.4

2.4 3.0

Regional

Commercial Lines National

2.1 3.2

1.6 2.2 9.8

3.4 3.4

Regional

Total Carriers

10.8

12.2

B. Commission Income as % of Net Revenue

Average

+25% Profit

+25% Growth

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

36.3% 61.3%

44.7% 71.2%

38.2% 64.7%

C. Service Center Use

Total Pers'l Lines Commissions placed in Carrier Service Center Total Comm'l Lines Commissions placed in Carrier Service Center

*

*

*

3.5%

*

*

* - Insufficient Data

Page 24 2003 Best Practices Study