2000 Best Practices Study

B. % of Revenues Derived fromLargest Accounts

Average

+25%Profit

+25%Growth

Largest Commission Account

4.0% 12.6% 1.0% 14.0% 30.6%

5.2%

2.9%

High Low High Low

10 Largest Commission Accounts

18.6%

12.8%

3.5% C. Revenues Derived fromAcquisitions Made in Last 12 Months % of Agencies Acquiring

Avg. Commissions Acquired

% of Net Revenues

23.1%

$208,696

5.8%

D. Renewal Revenue as % of Prior Year's Total Revenues for Each Line of Business This figure is impacted by attrition (loss or retention of accounts) and by changes in premium and commission levels. The higher the percentage, the more favorable the results.

Average

+25%Profit

+25%Growth

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

88.5% 93.1% 61.4% 87.1% 56.9% 88.8%

87.2% 85.6% 65.2% 75.9% 9.5% 85.7%

97.0% 94.3% 67.2% 93.5% 51.0% 95.9%

Group L&H

Individual L&H

Total Commissions & Fees

E. New Business Revenue as % of Prior Year's Total Revenues for Each Line of Business The higher the percentage, the more favorable the results

Average

+25%Profit

+25%Growth

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

16.7% 12.4% 18.1% 26.5% 61.4% 18.8%

17.5% 13.7% 0.0% 27.3% 80.2% 18.5%

18.1% 13.4% 5.5% 30.6% 78.1% 21.1%

Group L&H

Individual L&H

Total Commissions & Fees

Analysis of Agencies with Revenues Between $2,500,000 and $5,000,000

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