2011 Best Practices Study

Analysis of Agencies with Revenues Under $1,250,000

Key Benchmarks Profile Revenues Expenses Profitability Employee Overview Producer Info Staff Service Info Technology Insurance Carriers Appendix

Expenses (as % of Net Revenues) — continued

Average

+25% Profit

+25% Growth

Administrative Expenses Amortization of Intangibles

0.7% 0.2% 0.9% 0.0% 1.9%

0.1% 0.2% 0.3% 0.0% 0.6%

0.0% 0.1% 0.0% 0.0% 0.1%

Officer Life

Interest

Other

Total Administrative

Total Expenses

79.6% 20.4% 22.8%

63.1% 36.9% 37.5%

70.9% 29.1% 29.6%

Pre-Tax Profit (Loss)

EBITDA

Average

+25% Profit

+25% Growth

Expense Growth Over Prior Year Compensation Expense

-0.7% -1.2% 0.9% 8.0%

-0.6%

7.6%

Selling Expense

1.9%

-4.8% -1.1%

Operating Expense

-2.0% -5.8%

Administrative Expense

*

* Insufficient Data

Expenses (as % of Net Revenues)

2011 Best Practices Study

Agencies with Revenues Under $1,250,000

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