2003 Best Practices Study

Analysis of Agencies with Revenues Greater Than $10,000,000

CARRIER REPRESENTATION

A. Number of Carriers Represented

Average

+25% Profit

+25% Growth

Personal Lines National

6.7 3.6

5.3 6.6

5.1 6.1

Regional

Commercial Lines National

33.6 28.0 71.9

22.7

46.7 14.3 72.3

Regional

9.8

Total Carriers

44.4

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

8.7%

11.7% 24.3%

8.0%

19.2%

18.6%

C. Service Center Use

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

6.9%

*

0.4%

2.7%

11.9%

0.9%

* - Insufficient Data

Page 95 2003 Best Practices Study