2007 Best Practices Study

Agencies with Revenues Between $10,000,000 and $25,000,000

Executive Perspectives

Profile

Revenues/ Expenses

Financial Stability

Employee Overview

Producer Info

Service Staff Info

Technology

Insurance Carriers

Appendix

Revenues

0% 10% 20% 30% 40% 50% 60% 70% Revenue by Source (as % of Total Revenues)

Commercial Comm & Fees

Bonds

Personal P&C

P&C - VAS

Contingent/ Bonus

Group Comm & Fees

Individual Comm & Fees

L&H - VAS

L&H - Bonus/ Overrides

Investments

Average verage

+25% Profit Profit

+25% Growth Growth

% of Revenues Derived from:

Average

+25% Profit

+25% Growth

Largest Account

4.0%

4.6%

4.6%

High

14.3%

Low

1.1%

10 Largest Accounts

15.5% 38.1%

18.5%

18.9%

High

Low

5.0%

Group Life & Health Revenue Breakdown (% from each source) Average

+25% Profit

+25% Growth

Health

67.2%

60.2% 17.9%

80.1%

Life

9.9% 5.4% 5.1% 1.7% 3.4% 7.4%

8.2% 2.7% 5.4% 1.7% 0.4% 1.4%

Disability

3.5% 4.1% 4.1% 7.6% 2.6%

Dental

Retirement Products

Employee Benefits (TPA)

All Other

See the Insurance Carriers section for the average number of GLH carriers represented.

122 2007 Best Practices Study | Agencies with Revenues Between $10,000,000 and $25,000,000 | Revenues/Expenses