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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 $500,000 AND $1,250,000

EXECUTIVE

PERSPECTIVES

PROFILE

REVENUES/

EXPENSES

FINANCIAL

STABILITY

EMPLOYEE

OVERVIEW

PRODUCER

INFO

SERVICE

STAFF

INFO

TECHNOLOGY

INSURANCE

CARRIERS

APPENDIX

39

% 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

6.7% 10.0% 16.7%

Advertising/Promotions

3.3% 6.7% 6.7%

Agency/Book of Business Acquisitions

6.7%

6.7% 10.0%

Cross-Selling/Total Account Development

30.0% 10.0% 13.3%

Producer Recruitment/Development

10.0% 30.0% 10.0%

New Business Initiatives - Prog Dev/Niche Marketing

26.7% 3.3% 6.7%

New Business Initiatives - Referrals/Centers of Influence

16.7% 33.3% 20.0%

New Business Initiatives - Strategic Alliances

6.7% 3.3% 20.0%

Other

0.0% 0.0% 3.3%

*With:

1 = Critically Important

2 = Very Important

3 = Important

30%

-10%

-20%

-30%