2005 Best Practices Study

AGENCIES WITH REVENUES OVER $25,000,000

INSURANCE CARRIERS

2005

A.

Number of P&C Carriers Represented

+25% Profit

+25% Growth

Average

Personal Lines National

9.7

13.0

11.5

PROFILE

Regional

4.3

6.3

6.3

Commercial Lines National

36.7

48.8

45.3

REVENUES/ EXPENSES

Regional

48.6

31.8

67.0

B.

Number of Group Employee Benefits Carriers Represented

+25% Profit

+25% Growth

Average

FINANCIAL STABILITY

Average Total GEB Carriers

60.1

43.5

55.3

Average Number by Product GL&H

21.1

13.8

19.8

LTD

14.0

10.0

10.5

EMPLOYEE OVERVIEW

Dental

14.7

13.3

12.0

Retirement

11.4

8.7

16.0

C.

Commission Income Derived from Top Carriers

PRODUCER INFO

+25% Profit

+25% Growth

Average

% of Net Revenue from Top P&C Carrier

8.9% 9.1% 10.0%

SERVICE STAFF INFO

% of Net Revenue from Top 3 P&C Carriers

19.5% 18.5% 20.2%

% of Net Revenue from Top GL&H Carrier

4.5% 10.5% 7.9%

% of Net Revenue from Top 3 GL&H Carriers

7.2% 14.8% 10.9%

TECHNOLOGY

D.

Carrier Service Center Use

+25% Profit

+25% Growth

Average

% of Agency’s Personal Lines Commissions Placed in Service Centers % of Agency’s Commercial Lines Commissions Placed in Service Centers

INSURANCE CARRIERS

30.8% 49.3% 33.0%

1.6% 3.2% 1.1%

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