2005 Best Practices Study

AGENCIES WITH REVENUES UNDER $500,000

EXPENSE ANALYSIS

A.

Expenses Analysis (as a % of Net Revenues)

2005

+25% Profit

+25% Growth

Average

Compensation Expense Total Payroll

40.2%

27.4%

34.9%

Benefits

9.3%

5.6%

8.1%

PROFILE

Total Compensation

49.5%

33.0%

43.0%

Selling Expenses

T&E/Conventions

1.5% 2.7% 2.6% 6.9% 4.4% 1.8% 0.7% 1.6% 1.4% 2.0% 2.5% 1.0% 0.6% 0.3% 0.4% 2.3% 0.5% 0.6% 0.1% 1.9% 0.3% 0.5% 0.2% 3.1%

0.6% 2.6% 2.5% 5.8% 3.3% 1.4% 0.6% 1.3% 1.1% 0.6% 1.7% 0.6% 0.3% 0.0% 0.0% 3.0% 0.4% 0.1% 0.4% 0.8% 0.3% 0.2% 0.9% 2.6%

1.0% 2.9% 1.9% 5.8% 3.2% 1.8% 0.6% 0.8% 1.4% 2.2% 1.2% 0.6% 0.6% 0.1% 0.2% 1.3% 0.3% 1.3% 0.0% 1.2% 0.3% 0.1% 0.0% 1.6%

Automobile

Advertising/Promotions

Total Selling

REVENUES/ EXPENSES

Operating Expenses Occupancy

Telephone

Postage

Supplies/Printing

FINANCIAL STABILITY

Dues/Subscriptions/Contributions

Taxes/Licenses

Insurance

Professional Fees

Equipment Rental/Maintenance

Bad Debts

EMPLOYEE OVERVIEW

Outside Services

Information Technology

Education/Training

Miscellaneous

Total Operating

20.3%

14.3%

15.6%

PRODUCER INFO

Administrative Expenses Amortization

Depreciation Officer-Life

Interest

SERVICE STAFF INFO

Other

Total Administrative

Total Expenses Pre-Tax Profit

79.8% 20.2%

55.7% 44.3%

4 66.0%

34.0%

TECHNOLOGY

60%

Average

50%

+25% Profit

40%

+25% Growth

INSURANCE CARRIERS

30%

20%

% Net Revenue

10%

0%

Compensation Expense

Operating Expense

Administrative Expense

Selling Expense

6