2000 Best Practices Study

II. Revenues (Agencies with Revenues Between $500,000 and $1,250,000) A. % of Revenue by Source

Average +25% Profit +25% Growth 43.1% 38.7% 42.6% 34.6% 35.2% 36.9%

Commercial P&C

Personal P&C

P&C Service Fees

0.9% 8.2% 6.0% 3.9% 2.5% 0.7%

0.5% 8.7% 5.4% 5.5% 6.1% 0.0%

2.1% 3.9% 5.2% 6.7% 0.9% 1.8%

Contingent Group L&H

Individual L&H Investments Miscellaneous

Total Revenues

100.0% 100.0% 100.0%

Brokerage Commission Expense

1.9%

0.0%

0.6%

Net Revenues

98.1% 100.0% 99.4%

10.0% 15.0% 20.0% 25.0% 30.0% 35.0% 40.0% 45.0% % Total Revenue

0.0% 5.0%

Commercial P&C

Personal P&C

P&C Service Fees

Contingent Group L&H Individual L&H

Investments

Average +25% Profit

+25% Growth

Analysis of Agencies with Revenues Between $500,000 and $1,250,000

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