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2012 – Composite Group 1 – Net Revenue 2>

COMPOSITE GROUP 1

NET REVENUE < $1,000,000

2012 AVG. NET REVENUE $792,689

2011 AVG. NET REVENUE $745,298

2010 AVG. NET REVENUE $732,333

2009 AVG. NET REVENUE $737,549

2008 AVG. NET REVENUE $743,287

INCOME (% OF GROSS) Your Agency $ Your Agency % 2012 2011 2010 2009 2008 2007

P&C COMMISSION _______________ ______________ 93.9% 93.3% 93.1% 92.8% 92.8% 93.3%

CONTINGENTS ______________ ______________ 2.1% 2.1% 2.2% 2.6% 3.5% 4.0%

FEES _______________ ______________ 0.1% 0.1% 0.2% 0.2% 0.3% 0.2%

LIFE & HEALTH _______________ ______________ 3.8% 4.1% 3.9% 3.9% 3.1% 2.1%

INVESTMENT _______________ ______________ 0.2% 0.2% 0.3% 0.3% 0.3% 0.3%

MISCELLANEOUS _______________ ______________ 0.1% 0.2% 0.3% 0.3% 0.2% 0.1%

_______________ ______________

GROSS REVENUE _______________ ______________ 100.0% 100.0% 100.0% 100.0% 100.0% 100.0%

COMM. EXPENSE _______________ ______________ 8.0% 7.2% 7.7% 6.6% 5.4% 4.3%

NET REVENUE _______________ ______________ 92.1% 92.8% 92.3% 93.4% 94.6% 95.7%

_______________ ______________

EXPENSES(% OF NET REV) _______________ ______________ 2012 2011 2010 2009 2008 2007

COMPENSATION _______________ ______________

EXEC/SALES _______________ ______________ 32.0% 31.8% 32.4% 31.8% 32.3% 31.2%

OFFICE _______________ ______________ 20.1% 20.5% 20.7% 20.6% 21.0% 20.5%

SUB-TOTAL _______________ ______________ 52.1% 52.3% 53.1% 52.4% 53.3% 51.7%

COST OF EMPLOYMENT _______________ ______________ 14.3% 14.1% 13.3% 13.2% 13.3% 13.1%

TOTAL _______________ ______________ 66.4% 66.4% 66.4% 65.6% 66.6% 64.8%

_______________ ______________

SELLING _______________ ______________

T&E _______________ ______________ 1.1% 1.1% 1.1% 1.1% 1.2% 1.2%

AUTO _______________ ______________ 1.1% 1.1% 1.1% 1.1% 1.1% 1.1%

ADV&PROMO _______________ ______________ 1.4% 1.5% 1.5% 1.4% 1.4% 1.3%

TOTAL _______________ ______________ 3.6% 3.7% 3.7% 3.6% 3.7% 3.6%

_______________ ______________

OPERATING COSTS _______________ ______________

OCCUPANCY _______________ ______________ 4.6% 4.7% 4.6% 4.5% 4.6% 4.3%

TELEPHONE _______________ ______________ 2.2% 2.3% 2.4% 2.3% 2.1% 2.0%

POSTAGE _______________ ______________ 0.8% 0.8% 0.8% 0.8% 0.8% 0.8%

#REF! _______________ ______________

Print/Sta/Off Sup _______________ ______________ 2.0% 2.0% 2.0% 2.0% 1.9% 2.0%

DUES,SUBSCRIP.& CONTRIB. _______________ ______________ 0.4% 0.5% 0.5% 0.5% 0.5% 0.5%

TAXES & LICENSES _______________ ______________ 0.5% 0.6% 0.6% 0.6% 0.6% 0.6%

P&C INSURANCE _______________ ______________ 2.3% 2.3% 2.6% 2.6% 2.7% 2.6%

PROFESSIONAL FEES _______________ ______________ 1.5% 1.5% 1.1% 1.1% 1.1% 1.1%

EQUIPMENT RENTAL & MAINT. _______________ ______________ 1.1% 1.3% 1.3% 1.3% 1.4% 1.3%

BAD DEBTS _______________ ______________ 0.6% 0.4% 0.1% 0.2% 0.2% 0.2%

OUTSIDE SERVICES _______________ ______________ 0.3% 0.4% 0.4% 0.4% 0.4% 0.5%

DATA PROCESSING _______________ ______________ 2.5% 2.5% 2.5% 2.4% 2.5% 2.4%

EDUCATION _______________ ______________ 0.3% 0.3% 0.5% 0.5% 0.5% 0.6%

MISCELLANEOUS _______________ ______________ 0.2% 0.3% 0.3% 0.4% 0.3% 0.4%

TOTAL _______________ ______________ 19.4% 19.8% 19.7% 19.5% 19.5% 19.3%

ADMINISTRATIVE _______________ ______________

DEPRECIATION & AMORT _______________ ______________ 4.5% 4.6% 4.8% 4.8% 5.1% 5.0%

OFFICER LIFE _______________ ______________ 0.4% 0.5% 0.5% 0.4% 0.4% 0.4%

INTEREST _______________ ______________ 2.3% 2.7% 2.2% 2.0% 1.9% 1.8%

OTHER _______________ ______________ 0.1% 0.2% 0.1% 0.2% 0.1% 0.2%

TOTAL _______________ ______________ 7.3% 7.9% 7.6% 7.5% 7.6% 7.4%

TOTAL EXPENSE _______________ ______________ 96.7% 97.8% 97.4% 96.2% 97.4% 95.1%

PRE TAX PROFIT _______________ ______________ 3.3% 2.3% 2.6% 3.8% 2.6% 4.9%

# EMPLOYEES _______________ ______________ 6.33 6.56 6.79 6.76 6.94 6.8

REVENUE/EMPL _______________ ______________ $125,227 $113,613 $107,855 $109,105 $107,102 $115,331

COMPENS/EMPL _______________ ______________ $83,176 $75,382 $71,623 $71,529 $71,330 $74,746

SPREAD _______________ ______________ $42,051 $38,231 $36,232 $37,576 $35,772 $40,585