2007 Best Practices Study

Agencies with Revenues Between $5,000,000 and $10,000,000

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%

10%

0%

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 Profit

+25% Growth Growth

% of Revenues Derived from:

Average

+25% Profit

+25% Growth

Largest Account

3.1% 8.7% 1.0%

3.0%

4.2%

High

Low

10 Largest Accounts

11.5% 26.2%

10.8%

14.6%

High

Low

3.0%

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

+25% Profit

+25% Growth

Health

68.7% 11.3%

62.7% 10.1%

60.0%

Life

9.5%

Disability

5.8% 4.5% 1.2% 1.2% 7.3%

5.5% 4.6% 3.5% 0.9%

10.9%

Dental

4.7% 1.4% 0.9%

Retirement Products

Employee Benefits (TPA)

All Other

12.6%

12.6%

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

94 2007 Best Practices Study | Agencies with Revenues Between $5,000,000 and $10,000,000 | Revenues/Expenses