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Analysis of Agencies with Revenues

Greater Than $10,000,000

REVENUE ANALYSIS

A. % of Revenue by Source

Average

+25% Profit

+25% Growth

Commercial P&C

60.4%

61.5%

65.4%

Personal P&C

6.7%

10.5%

2.6%

P&C Service Fees

5.2%

4.8%

5.1%

Contingent

6.3%

6.5%

5.9%

Group L&H

17.4%

11.8%

17.7%

Individual L&H

1.4%

1.8%

1.1%

Investments

1.8%

2.2%

1.4%

Miscellaneous

0.8%

0.9%

0.8%

Total Revenues

100.0%

100.0%

100.0%

Brokerage Commission Expense

4.8%

10.8%

3.9%

Net Revenues

95.2%

89.2%

96.1%

B. % of Revenues Derived from Largest Accounts

Average

+25% Profit

+25% Growth

Largest Commission Account

3.2%

3.5%

2.6%

High

12.4%

Low

1.5%

10 Largest Commission Accounts

12.2%

12.1%

12.9%

High

32.8%

Low

3.2%

C. Revenues Derived from Acquisitions Made in Last 12 Months

% of Agencies Acquiring

Avg. Commissions Acquired

30.0%

$2,052,763

5.9%

% of Net Revenues

Revenue by Source

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

92