2004 Best Practices Study

AGENCIES WITH REVENUES OVER $25,000,000

Net Revenue Growth

EXECUTIVE PERSPECTIVES

40%

Average

+25% Profit

30%

PROFILE

+25% Growth

20%

% Total Revenue

REVENUES/ EXPENSES

10%

Commercial P&C

Personal P&C

Group L&H

P&C Service Fees

Individual L&H

Total Commissions & Fees

FINANCIAL STABILITY

F.

Future Revenue Growth Strategies

Study participants were asked to indicate their three most important strategies for enhancing or achieving future revenue growth.

EMPLOYEE OVERVIEW

% of Total Responses* 1 2 3

Access to Better Carriers

0.0% 0.0% 0.0%

PRODUCER INFO

Advertising/Promotions

0.0% 0.0% 0.0%

Agency/Book of Business Acquisitions

20.0%

20.0% 13.3%

SERVICE STAFF INFO

Cross-Selling/Total Account Development

26.7% 13.3% 26.7%

Producer Recruitment/Development

53.3% 13.3% 20.0%

New Business Initiatives - Prog Dev/Niche Marketing

0.0% 26.7% 20.0%

New Business Initiatives - Referrals/Centers of Influence

0.0% 20.0% 6.7%

TECHNOLOGY

New Business Initiatives - Strategic Alliances

0.0% 0.0% 6.7%

Other

0.0% 0.0% 0.0%

INSURANCE CARRIERS

*With:

1 = Critically Important 2 = Very Important 3 = Important

APPENDIX

159