2002 Best Practices Study

Analysis of Agencies with Revenues Less Than $500,000

E. New Business Revenue as % of Prior Year's Total Revenues for Each Line of Business

The higher the percentage, the more favorable the results.

Average

+25% Profit

+25% Growth

Commercial P&C

11.0% 12.5% 25.9% 23.8% 57.8% 14.9%

13.2% 14.0%

9.6%

Personal P&C

13.3%

P&C Service Fees

* *

* *

Group L&H

Individual L&H

49.2% 15.1%

28.4% 15.7%

Total Commissions & Fees

*Insufficient Data

F. Acquired Revenue as % of Prior Year's Total Revenues for Each Line of Business

The percentage indicates the significance of the acquired business.

Average

+25% Profit

+25% Growth

Commercial P&C

0.0% 0.0% 0.0% 0.0% 0.0% 0.0%

0.0% 0.0%

0.0% 0.0%

Personal P&C

P&C Service Fees

* *

* *

Group L&H

Individual L&H

0.0% 0.0%

0.0% 0.0%

Total Commissions & Fees

*Insufficient Data

G. Growth in Revenues from Prior Year by Source

Average

+25% Profit

+25% Growth

Commercial P&C

9.0% 8.6%

8.8% 9.5%

12.5% 13.5%

Personal P&C

P&C Service Fees

16.5% 2.0% 8.5% 8.2% -5.7% -25.6%

* *

* *

Group L&H

Individual L&H

18.0%

-9.6% 10.3%

Total Commission & Fees

7.4%

Contingent Income Investment Income

-24.0% -25.1%

1.5%

-12.5% 11.8% -3.2% 14.7% 14.7%

Total Revenues

6.4%

3.9%

Brokerage Commission Expense

-11.5%

*

Net Revenues (Internal)

7.4% 7.4%

7.2% 7.2%

Net Revenues (Total including Acquistion)

*Insufficient Data

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