2005 Best Practices Study

AGENCIES WITH REVENUES BETWEEN $10,000,000 AND $25,000,000

INSURANCE CARRIERS

2005

A.

Number of P&C Carriers Represented

+25% Profit

+25% Growth

Average

Personal Lines National

9.5

6.0

16.5

PROFILE

Regional

4.9

5.5

3.6

Commercial Lines National

25.2

12.3

39.1

REVENUES/ EXPENSES

Regional

11.5

14.5

5.3

B.

Number of Group Employee Benefits Carriers Represented

+25% Profit

+25% Growth

Average

FINANCIAL STABILITY

Average Total GEB Carriers

42.0

40.9

43.4

Average Number by Product GL&H

15.1

13.4

21.4

LTD

10.9

10.8

9.4

EMPLOYEE OVERVIEW

Dental

10.5

11.5

9.9

Retirement

6.9

6.0

6.6

C.

Commission Income Derived from Top Carriers

PRODUCER INFO

+25% Profit

+25% Growth

Average

% of Net Revenue from Top P&C Carrier

13.2% 15.0% 14.6%

SERVICE STAFF INFO

% of Net Revenue from Top 3 P&C Carriers

26.3% 28.4% 28.3%

% of Net Revenue from Top GL&H Carrier

4.7% 3.0% 5.3%

% of Net Revenue from Top 3 GL&H Carriers

8.6% 5.5% 9.5%

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

33.1% 8.8% 42.7%

5.3% 1.2% 20.9%

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