2011 Best Practices Study

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

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

Profile (of Agencies in this Study Group)

A. Average Total Revenues: $6,995,812

B. Population Density of Metropolitan AreasWhere Home Office is Located Average

+25% Profit

+25% Growth

Less than 50,000 50,000 – 250,000 250,000 – 1,000,000 More than 1,000,000 C. Corporate Structure C

14.0% 32.6% 25.6% 27.9%

13.0% 29.6% 29.6% 27.8%

12.3% 30.8% 32.3% 24.6%

26.2% 59.5%

24.5% 60.4%

28.1% 57.8%

S

Partnership

4.8% 9.5% 0.0%

5.7% 9.4% 0.0%

4.7% 9.4% 0.0%

LLC

Sole Proprietorship

Average Number of Agency Locations (Main Offices and Branch Offices)

3.2

3.0

5.1

# of States Offices are Located in

1.4

1.1

1.8

Agency has an ESOP

11.6% 68.2%

18.2% 87.3%

27.3% 57.6%

% of Stock Owned by ESOP

D. Shareholders Number of Shareholders (excluding ESOP)

4.3

3.7

4.7

High

12.0

Low

1.0

E. Ownership Percentage % Owned by Largest Shareholder

54.2%

67.9%

51.6%

High

100.0%

Low

7.6%

F. Shareholder Age Current Age of Largest Shareholder

58.7

59.9

57.8

G. Parent Corporation

Average

% of Agencies Owned by Another Corporation

4.8

2011 Best Practices Study

Description of Parent Corporation Financial Institution

“Other” included AAA and diversified holding company.

0.0% 0.0%

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

National Broker

Other

100.0%

H. Member of Group % of Agencies Belonging to a Franchise, Cluster, Alliance/Network or Aggregator Group

“Groups”consisted of Assurex, Keystone, Combined Agents of America, and Insurance & Risk Managers .

16.3%

75