2003 Best Practices Study

Analysis of Agencies with Revenues Between $1,250,000 and $2,500,000

CARRIER REPRESENTATION

A. Number of Carriers Represented

Average

+25% Profit

+25% Growth

Personal Lines National

2.8 4.5

2.1 4.0

2.4 5.0

Regional

Commercial Lines National

5.8 7.8

8.6 5.9

10.1 12.6 30.1

Regional

Total Carriers

20.8

20.6

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

23.1% 42.2%

20.9% 42.8%

21.5% 38.9%

C. Service Center Use

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

*

*

*

1.5%

*

*

* - Insufficient Data

Page 53 2003 Best Practices Study