2000 Best Practices Study

II. Revenues (Agencies with Revenues Between $2,500,000 and $5,000,000) A. % of Revenue by Source Average +25% Profit +25% Growth Commercial P&C 55.0% 65.4% 50.4% Personal P&C 20.1% 18.0% 18.2% P&C Service Fees 0.6% 0.3% 0.6% Contingent 6.8% 9.2% 7.0% Group L&H 11.6% 2.9% 17.8% Individual L&H 2.9% 0.8% 3.8% Investments 1.6% 1.4% 1.1% Miscellaneous 1.4% 2.0% 1.1% Total Revenues 100.0% 100.0% 100.0% Brokerage Commission Expense 2.6% 1.4% 1.6% Net Revenues 97.4% 98.6% 98.4%

0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 70.0% % Total Revenue

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 $2,500,000 and $5,000,000

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