2000 Best Practices Study

F. Acquired Revenue as % of Prior Year's Total Revenues for Each Line of Business The percentage indicates the significance of the acquired business.

Average +25% Profit

+25% Growth

Commercial P&C Personal P&C P&C Service Fees

0.5% 0.2% 0.0% 0.0% 0.0% 0.4%

1.4% 0.0% 0.0% 0.0% 0.0% 0.9%

0.4% 1.0% 0.0% 0.0% 0.0% 0.7%

Group L&H

Individual L&H

Total Commissions & Fees

G. Growth in Revenues from Prior Year by Source

Average +25% Profit

+25% Growth

Commercial P&C Personal P&C P&C Service Fees

5.7% 0.9% -2.3%

3.2% 5.7%

19.6% 1.9% 16.9% 8.4% 10.7% 47.3% -5.1% 13.6% 13.9% 14.6% * *

*

Group L&H

4.1% -28.3% -13.3% -20.8% 1.5% -0.4% 4.4% 41.0% 4.2% 18.1%

Individual L&H

Total Commission & Fees

Contingent Income Investment Income Total Revenues

2.7% 5.7% 3.2% 3.6%

3.4%

Brokerage Commission Expense

*

Net Revenues (Internal)

3.6% 4.4%

Net Revenues (Total including Acquistion)

* - Insufficient Data

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

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