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Net Revenue Growth

F.

Future Revenue Growth Strategies

Study participants were asked to indicate their three most important strategies for

enhancing or achieving future revenue growth.

AGENCIES WITH REVENUES BETWEEN $5,000,000 AND $10,000,000

EXECUTIVE

PERSPECTIVES

PROFILE

REVENUES/

EXPENSES

FINANCIAL

STABILITY

EMPLOYEE

OVERVIEW

PRODUCER

INFO

SERVICE

STAFF

INFO

TECHNOLOGY

INSURANCE

CARRIERS

APPENDIX

111

% Total Revenue

Average

+25% Profit

+25% Growth

20%

10%

0%

Commercial

P&C

Personal

P&C

P&C Service

Fees

Group

L&H

Individual

L&H

Total

Commissions

& Fees

% of Total Responses*

1

2

3

Access to Better Carriers

3.3% 3.3% 10.0%

Advertising/Promotions

0.0% 3.3% 3.3%

Agency/Book of Business Acquisitions

6.7%

10.0% 16.7%

Cross-Selling/Total Account Development

13.3% 20.0% 6.7%

Producer Recruitment/Development

23.3% 20.0% 26.7%

New Business Initiatives - Prog Dev/Niche Marketing

13.3% 16.7% 16.7%

New Business Initiatives - Referrals/Centers of Influence

20.0% 20.0% 20.0%

New Business Initiatives - Strategic Alliances

6.7% 3.3% 0.0%

Other

13.3% 3.3% 0.0%

*With:

1 = Critically Important

2 = Very Important

3 = Important

30%

-10%

-20%

-30%