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

4.1% 6.9% 1.9% 3.8% 1.7% 5.2%

0.0% 0.0% 0.0% 0.0%

3.5% 7.1% 1.2% 0.0%

Group L&H

Individual L&H

*

*

Total Commissions & Fees

0.7%

5.2%

G. Growth in Revenues from Prior Year by Source

14.4% 16.4% Average +25% Profit 17.7% -3.9% 10.3% 10.5% 16.7% 15.2% 5.8% 15.7% -6.4% * 11.9% 3.1%

+25% Growth

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

20.0% 10.7% 39.1% 20.9% 26.8% 15.4% 11.1% 24.2% 7.4% 18.8% 23.5% *

Group L&H

Individual L&H

Total Commission & Fees

Contingent Income Investment Income Total Revenues

2.4%

3.4%

14.5% 12.8%

Brokerage Commission Expense

12.7%

9.7%

Net Revenues (Internal)

8.8% 12.2% 13.5% 12.9%

Net Revenues (Total including Acquistion)

* - Insufficient Data

Analysis of Agencies with Revenues Greater Than $10,000,000

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