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Analysis of Agencies with Revenues Less than $500,000

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B. % of Revenues Derived from Largest Accounts

Average

+25% Profit

+25% Growth

Largest Commission Account

3.9%

4.0%

4.1%

High

6.2%

Low

1.2%

10 Largest Commission Accounts

13.0%

13.7%

13.5%

High

40.4%

Low

3.3%

C. Revenues Derived from Acquisitions Made in Last 12 Months

% of Agencies Acquiring

Avg. Commissions Acquired

4.8%

$12,375

4.7%

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.

Commercial P&C

94.7%

94.8%

97.1%

Personal P&C

88.4%

96.4%

91.8%

P&C Service Fees

50.9%

*

*

Group L&H

88.4%

*

83.5%

Individual L&H

40.0%

64.5%

71.5%

Total Commissions & Fees

88.2%

93.9%

93.6%

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

Commercial P&C

14.6%

17.0%

12.5%

Personal P&C

13.3%

11.0%

9.9%

P&C Service Fees

25.0%

*

*

Group L&H

18.6%

*

26.2%

Individual L&H

60.3%

22.9%

38.4%

Total Commissions & Fees

15.8%

14.1%

15.1%

* - Insufficient Data

% of Net Revenues

Average

Average

+25% Profit

+25% Growth

+25% Profit

+25% Growth