2007 Best Practices Study

Agencies with Revenues Between $2,500,000 and $5,000,000

Executive Perspectives

Profile

Revenues/ Expenses

Financial Stability

Employee Overview

Producer Info

Service Staff Info

Technology

Insurance Carriers

Appendix

Revenues

60% Revenue by Source (as % of Total Revenues)

50%

40%

30%

20%

0% 10%

Commercial Comm & Fees

Bonds

Personal P&C

P&C - VAS

Contingent/ Bonus

Group Comm & Fees

Individual Comm & Fees

L&H - VAS

L&H - Bonus/ Overrides

Investments

Average verage

+25% Profit 25 Profit

+25% Growth 25 Growth

% of Revenues Derived from:

Average

+25% Profit

+25% Growth

Largest Account

3.7%

4.7%

3.8%

High

13.1%

Low

1.1%

10 Largest Accounts

15.5% 46.6%

17.4%

19.2%

High

Low

3.2%

Group Life & Health Revenue Breakdown (% from each source) Average

+25% Profit

+25% Growth

Health

63.1% 26.6%

58.2% 35.2%

85.3%

Life

9.9% 0.9% 2.7% 1.3% 0.0% 0.0%

Disability

4.7% 3.2% 0.8% 0.3% 1.3%

2.4% 2.6% 0.4% 0.0% 1.1%

Dental

Retirement Products

Employee Benefits (TPA)

All Other

See the Insurance Carriers section for the average number of GLH carriers represented.

66 2007 Best Practices Study | Agencies with Revenues Between $2,500,000 and $5,000,000 | Revenues/Expenses