2003 Best Practices Study

Analysis of Agencies with Revenues Between $500,000 and $1,250,000

CARRIER REPRESENTATION

A. Number of Carriers Represented

Average

+25% Profit

+25% Growth

Personal Lines National

2.7 3.3

2.7 3.3

3.8 4.2

Regional

Commercial Lines National

3.4 3.9

3.3 3.5

5.5 5.0

Regional

Total Carriers

13.2

12.8

18.5

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

29.7% 50.9%

27.8% 46.5%

20.4% 44.2%

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

*

*

*

12.0%

*

*

* - Insufficient Data

Page 38 2003 Best Practices Study