2002 Best Practices Study

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

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

92.1% 93.0% 55.8% 81.5% 40.3% 90.5%

93.1% 95.1%

98.7% 95.4%

Personal P&C

P&C Service Fees

*

*

Group L&H

90.4% 49.5% 90.1%

107.7% 49.1% 95.3%

Individual L&H

Total Commissions & Fees

*Insufficient Data

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

15.9% 12.1% 15.7% 19.6% 47.8% 16.5%

18.8%

20.8% 12.5%

Personal P&C

9.6%

P&C Service Fees

*

*

Group L&H

27.2% 54.9% 20.9%

9.2%

Individual L&H

57.4% 19.2%

Total Commissions & Fees

*Insufficient Data

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

0.9% 0.7% 0.0% 0.0% 0.0% 2.5%

0.3% 0.5%

0.3% 0.5%

Personal P&C

P&C Service Fees

*

*

Group L&H

0.0% 0.0% 0.4%

0.0% 0.0% 0.4%

Individual L&H

Total Commissions & Fees

*Insufficient Data

G. Growth in Revenues from Prior Year by Source

Average

+25% Profit

+25% Growth

Commercial P&C

8.9% 5.8%

12.3%

19.8%

Personal P&C

5.2%

8.5%

P&C Service Fees

-28.5%

*

*

Group L&H

1.1%

17.6%

16.9%

Individual L&H

-11.8%

4.4%

6.5%

Total Commission & Fees

9.5%

11.3% 30.1% -9.6% 15.8%

14.9% 11.7% -24.1% 20.2%

Contingent Income Investment Income

13.7% -20.2%

Total Revenues

9.5%

Brokerage Commission Expense

20.5%

*

*

Net Revenues (Internal)

7.1% 9.4%

15.3% 15.7%

19.7% 20.0%

Net Revenues (Total including Acquistion)

*Insufficient Data

30