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

1.7% 2.4% 0.0% 0.0% 0.0% 1.7%

0.8% 2.5% 0.0% 0.0% 0.0% 1.2%

0.8% 2.5% 0.0% 0.0% 0.0% 1.2%

Group L&H

Individual L&H

Total Commissions & Fees

G. Growth in Revenues from Prior Year by Source

8.5% 17.2% -0.7% -4.4% 2.1% -12.1% 8.6% 24.3% Average +25% Profit 6.6% 11.4% 13.4% -10.5% 8.4% 16.9% -18.0% -20.0% 5.7% 12.4% 7.2% 13.7% -0.8% 3.9% 9.0% 7.7%

+25% Growth

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

20.3% 0.6% -14.0% 27.7% 18.0% 17.1% 17.4% -4.6% 23.0% -10.4% 19.8% 21.1%

Group L&H

Individual L&H

Total Commission & Fees

Contingent Income Investment Income Total Revenues

Brokerage Commission Expense

Net Revenues (Internal)

Net Revenues (Total including Acquistion)

Analysis of Agencies with Revenues Between $1,250,000 and $2,500,000

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