Financial Ratio Operating Statistics SURVEY

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1 2013 Financial Ratio Operating Statistics SURVEY Compare your own numbers to the national norms, and find out where you need to focus to increase your profits.

2 Balance Sheet Prior Year Assets Current Assets Financial Ratio Operating Statistics SURVEY 1 Cash and cash equivalents $ 1 2 Marketable securities $ 2 3 Accounts Receivable - trade, net of allowance for doubtful accounts in 2012 $ 3 4 Accounts Receivable - related parties $ 4 5 Unbilled revenues $ 5 6 Other current assets $ 6 7 TOTAL CURRENT ASSETS $ 7 8 All Other Assets $ 8 9 TOTAL ASSETS $ 9 LIABILITIES AND STOCKHOLDERS' EQUITY Current Liabilities 10 Accounts Payable - trade $ Accounts Payable - related parties $ Unearned Revenues $ Accrued Salaries and Wages (including worksite and internal employees) $ Accrued Salaries and Wages - Internal Employees $ Accrued Salaries and Wages - External Employees $ Payroll Taxes Payable $ Other Payroll Deductions $ Benefits Premium Payable $ WC Premium Payable $ Other current liabilities $ WC Claim Reserve Liability 22 Current Portion of Long Term Obligations $ TOTAL CURRENT LIABILITIES $ 20 Long-Term Liabilities 24 Long-term obligations - less current portion $ Other long-term liabilities $ TOTAL LONG-TERM LIABILITIES $ 23 Stockholders'/Members' Equity 27 TOTAL STOCKHOLDERS'/MEMBERS' EQUITY $ TOTAL LIABILITIES AND STOCKHOLDERS'/MEMBERS' EQUITY $ 25 1

3 Income Statement Prior Year REVENUES Financial Ratio Operating Statistics SURVEY 1 PEO Service Revenues $ 26 2 Salaries and Wages - Worksite Employees - Billed $ Administrative Fee $ Health or Medical Billed $ Workers Compensation - Billed $ FICA Billed $ FUTA - Billed $ SUTA - Billed $ Retirement - Billed $ Other PEO Services Billed $ Other Fees $ TOTAL REVENUES $ 28 DIRECT COSTS 13 Salaries and Wages - Worksite Employees $ Federal Payroll Taxes (FICA, FUTA) $ State Payroll Taxes (SUTA) $ State Income Tax $ Local Assessments Tax $ SUTA $ Benefit Premiums $ Medical or Health Benefits $ Retirement Benefits $ Medical Benefit Claims $ Workers Compensation Premiums $ Workers Compensation Claims $ Other Direct Costs $ TOTAL DIRECT COSTS $ GROSS PROFIT $ 38 OPERATING EXPENSES 28 Depreciation and Amortization $ Sales and Marketing $ Salary, Wages & Benefits $ Commissions $ Travel Expenses $ Sales Management and Support $ 718 2

4 Financial Ratio Operating Statistics SURVEY 34 Marketing and Advertisements $ All other operating expenses $ Occupancy $ Bank Charges $ Insurance Expense $ Internal Employee Compensation $ Supplies $ Postage and Delivery $ Phone and Utilities $ Information Technology $ Legal & Accounting $ Other $ TOTAL OPERATING EXPENSES $ TOTAL OPERATING INCOME $ 43 OTHER INCOME/(EXPENSE) 48 Interest Income $ Interest Expense (enter as a negative) $ All Other Income/(Expense) $ TOTAL OTHER INCOME/(EXPENSE) $ NET PROFIT BEFORE TAX $ 48 INCOME TAXES 53 Income Tax - Current $ Income Tax - Deferred $ TOTAL INCOME TAXES $ NET INCOME (LOSS) $ 52 Additional Information Prior Year 1 Are your financial statements audited? Yes No 70 2 Controllable revenue (Total revenue - FUTA/FICA, Wages) $ 53 3 Controllable costs (Total: SUTA, Benefits, Workers' Compensation) $ 54 4 Enter standard premium (workers' compensation) at 1.0 mod $ 55 5 Ending # of Clients (In defining a "client," a parent company and its subsidiaries are counted as one unit) # 56 6 Beginning # of Clients (In defining a "client," a parent company and its subsidiaries are counted as one unit) # 57 7 New Clients (In defining a "client," a parent company and its subsidiaries are counted as one unit) # 58 Sum of (# of) clients each month of the year (In defining a "client," a parent company and its subsidiaries are counted as one unit) 8 # 59 Jan Mar May Jul Sep Nov Feb Apr Jun Aug Oct Dec 9 Sum of (# of) worksite employees paid each month of the year Jan Mar May Jul Sep Nov Feb Apr Jun Aug Oct Dec # 60 3

5 Financial Ratio Operating Statistics SURVEY 10 Sum of (# of) worksite employees paid each month of year /12 # Number of worksite employees at the beginning of the year. # 71 Number of new worksite employees from new clients (include all new employees that came from a new client gained 12 during the year). # Number of worksite employees at the end of the year. # Total W-2's processed (for worksite employees) for the fiscal year # Total number of payroll checks paid to worksite employees during the year # Sum of (# of) internal employees (incl. salespersons) paid each month of the year Jan Mar May Jul Sep Nov Feb Apr Jun Aug Oct Dec # Sum of (# of) internal employees (incl. salespersons) paid each month of the year/12 # Sum of (# of) internal employees (excluding salespersons) paid each month of the year Jan Mar May Jul Sep Nov Feb Apr Jun Aug Oct Dec Accounting, Finance, and Legal # How many employees (expressed in fulltime Equivalents) did your organization have in 2012 in the following positions? Payroll # Benefits # Human Resources # Internal Sales # Risk Management # General Administration, Support and other (includes External Sales) # # Owners' Compensation (W-2) for year $ Base Compensation (excl. commission) for internal salespersons during the year $ Prior year total revenue. $ 69 4

6 2013 Operating Statistics SURVEY Compare your own numbers to the national norms, and find out where you need to focus to increase your profits.

7 General Company Information Note for Questions 1-3: In defining a "client" or "client company," a parent company and its subsidiaries are counted as one unit 1 What is the average size of your PEO clients*? Will your PEO take on less than 100% of its clients' worksite employees? Yes 2 No 3 Only where required to by law (e.g., owners and officers in some states) What percentage of your client* companies are in an ASO arrangement? (For this question only, please answer for your PEO and any related companies that provide ASO services.) % % % 4 26+% In how many states do you have at least 50 worksite employees? In which state is the majority of your PEO business? How does your PEO report its revenue? Gross revenue reporting (including wages, taxes, health and workers' comp premiums, and admin fees) 2 Net revenue reporting Operating Statistics SURVEY Health Care Benefits What type of health plan do you sponsor? 110 Fully Insured 320 Self-Funded 321 Fully Insured and Self-Funded 323 Our PEO does not sponsor a health plan 322 Other If your PEO sponsors a large group major medical plan, does it allow client companies to sponsor their own health benefit plans? Yes 2 No 3 N/A-We do not offer a large group employer health plan for major medical Please complete the following blanks. The three response fields should total 100%: % of our worksite employees are offered health benefits through a plan sponsored by our PEO % 112 % of our worksite employees are offered health benefits through a client-sponsored plan % 113 % of our worksite employees are not offered health benefits through either our PEO or through our clients % 114 What is the average client contribution to PEO-sponsored employee health benefits? % % % % 5 We don't require clients to contribute to the cost of employee health benefits 6 N/A-We do not offer a large group employer health plan for major medical Total 100% If you sponsor a health plan or plans for major medical, what was the average premium rate increase for your aggregated health plans in 2012? Premium decreased % 6 Above 50% 2 0% % 7 N/A-We do not sponsor a health plan for major medical % Worker s Compensation What type of workers comp plan do you maintain? Guaranteed Cost 300 Retro 301 Large Deductible ($250K+) 302 Fully Self-Funded 303 Captive Except where required by law, does your PEO allow its clients to maintain their own workers' comp policies? Yes, upon request by the client company or PEO 2 No Of the workers comp policy coverage you maintain in your PEO s name, what percentage is provided by private carriers (versus state funds)? % - our PEO's WC coverage is provided entirely through the state fund(s) % % 6 100% % 7 N/A - Our PEO doesn't maintain a workers' comp policy in its name % What portion of your voluntary market coverage is a master policy in the PEO's name (versus multiple coordinated policies)? % % % 6 100% % 7 N/A - Our PEO doesn't maintain a workers' comp policy in its name % 8 N/A - Our PEO's WC coverage is entirely in the residual market 1

8 If promulgated, what is your company s workers compensation experience modifier? Less than Not Applicable (captive insurer or multiple coordinated policy) Greater than 1.4 What is your company s manual premium for the most recently completed 12 month policy/plan period? (Defined as audited premiums prior to any discounts, credits, taxes or assessments, and excluding any premium for increased Employer Liability limits.)? How much did your workers comp premium rate increase in 2012? Our premium rate decreased in % % % % 6 Above 50% $ 122 How much did your workers' comp collateral requirements increase in 2012? Our collateral requirements decreased in % % % % 6 Above 50% For what percentage of your client companies do you perform an onsite safety inspection/evaluation? % % % % % 6 100% What is your average manual rate per $100 of premium? Less than 2% 2 2-5% % 4 10%+ 5 Unknown What is the total number of workers comp claims (excluding for report only incidents) reported to your carrier or TPA for 22 the most recently completed 12 month policy/plan period? What is the total number of workers comp claims reported to your carrier or TPA within 3 days of the date of injury for the 23 most recently completed 12 month policy/plan period? What is the total amount of your incurred (paid plus reserves) workers comp losses for the most recently completed month policy/plan period? # 200 # 205 $ What is the total number of indemnity (lost time) claims for the most recently completed 12 month policy/plan period? # 202 Operating Statistics SURVEY What is the total amount of incurred (paid plus reserves) indemnity for all lost time claims for the most recently completed month policy/plan period? (This amount should not include medical or allocated expenses.) Based on the definitions below, what is the total annual cost of all your workers comp plans? Guaranteed Cost: include (1) audited unmodified premiums (less dividends received); (2) broker/consultant fees; (3) any deductibles* Retro: include (1) audited unmodified annual premium;* (2) retro adjustments; (3) broker/consultant fees; and (4) other fees Large Deductible: include (1) incurred losses;* (2) allocated claim expenses (litigation fees); (3) loss conversion charges 27 and/or claim service fees; (4) audited unmodified deductible premium; (5) taxes and residual market charges; (6) broker/consultant fees; and (7) other fees Fully Self-Funded: include (1) fully developed losses;* (2) excess carrier premiums/tpa fees; and (3) other fees Captive: include all plan expenses *Fully developed as determined by an actuary or by applying NCCI incurred loss development factors up to any applicable aggregate $ 203 $ What is the number of worksite employees participating in your workers comp plan? # 206 Retirement and Pension Benefits What type of retirement plan does your PEO offer? Single employer plan 2 Multiple employer plan 3 Client-sponsored 401(k) Plan 4 None Of your total worksite employees, what percentage is covered by your PEO s retirement plan? % % % % % 6 N/A-We do not offer a retirement plan What percentage of your clients provides a match within your PEO's retirement plan? % % % % % 6 N/A-We do not offer a retirement plan Of your total worksite employees, what percentage is covered by your clients retirement plans? % % % % % What percentage of your clients provides a match within their own retirement plans? % % % % % 6 N/A-Our clients do not offer retirement plans Does your PEO offer a Section 125 cafeteria plan? Yes 2 No If your PEO offers a Section 125 cafeteria plan, what percentage of employees participate? % % % % % 6 N/A-We do not offer a Section 125 cafeteria plan Does your Section 125 plan include Check all that apply: 134 Premium only 135 Child & dependent care 136 Medical reimbursement 137 N/A-We do not offer a Section 125 cafeteria plan 2

9 Operating Statistics SURVEY HR Services Does your PEO offer distinct HR services separate from payroll and benefits administration as part of your service offering? Yes 2 No If your PEO provides HR services, how many full time HR staff do you employ per 1,000 worksite employees? N/A - We don t offer dedicated HR services What percentage of your full-time HR staff are college-degreed HR professionals? % % % 7 N/A-Our PEO does not have full-time HR staff % % 6 100% What percentage of your HR staff have attained HR-related professional certifications such as PHR and SPHR? % % % 7 N/A-Our PEO does not have full-time HR staff % % 6 100% What is the minimum number of years of HR-related work experience required of new HR hires at your PEO? years years years 4 6+ years 5 N/A-Our PEO does not have full-time HR staff What is the average annual salary range for your HR professionals? $25-35K 2 $35-45K 3 $45-55K 4 $55-65K 5 $65K+ 6 N/A - We don t have full- time HR staff Which of the following does your PEO provide as part of your HR service offering? (Please mark all that apply.) 144 Customized employee handbooks 152 Employee surveys 145 Recruitment/job placement 153 Professional licensure and certification tracking 146 Personality testing 154 Paid time off (PTO) tracking and reporting 147 Background screening 155 Telephone consultation re: HR and personnel matters 148 Pre-employment drug testing 156 Compliance assistance on HR-specific regulations such as EEOC, FMLA, HIPAA, etc. 184 Assistance with job descriptions 157 Turnover analysis and reporting 149 Wage and salary compensation planning assistance 158 On-line training services for supervisors and employees 150 Performance reviews assistance/tracking 159 Other 151 Employee exit interview assistance Does your PEO use customer relationship management (CRM) software to record and track HR and other service calls? Yes 2 No Does your PEO provide clients with key performance indicator (KPI) tracking (HR dashboard services)? Yes 2 No Sales/Client Service What type of pricing model does your company use? More than 75% are bundled 2 More than 75% are unbundled 3 Both bundled and unbundled Other than owners, what percentage of your sales force is internally employed? % % % % % 6 100% What was the average annual productivity of your internal sales reps? (# of worksite employees per sales rep per year) Unknown What is the average base pay of your internal sales reps? $0 2 $1-25K 3 $26-35K 4 $35-50K 5 $50K+ 6 Our PEO has no internal sales reps What percentage of compensation for internal sales reps was related to production, gross margin, or profit? % % % % % 6 100% 6 We do not have internal sales reps What was your annual internal sales rep turnover? (defined as Reps terminated or lost in 2012/[(Beginning Reps + Ending Reps)/2] % % % 7 76+% % % % 8 We do not have internal sales reps How many sales representatives did you employ on the average in 2012? More than 100 In providing service to its clients, does your PEO provide: One point of contact for each client company 2 Multiple points of contact for each client company Of the clients whose relationships with your PEO were terminated in 2012, how have the majority chosen to handle their HR needs on a going-forward basis? Partnered with a different PEO 3 Established a multi-vendor system 5 Not tracked/unknown 2 Partnered with an ASO 4 Brought HR completely back in-house 3

10 Payroll 55 What percent of client payments are from the following methods? Client company check % 205 Cashier's check % Wire transfer % ACH % What is the average number of worksite employees per payroll processor? , ,001-2, ,001+ Does your PEO provide Web-based services for payroll submission? Yes 2 No Other % If so, what percentage of your clients utilizes this service? % % % % % 6 We do not offer Web-based services for payroll submission Do your worksite employees have access to their payroll and/or personal information via the Web? Yes 2 No Operating Statistics SURVEY Technology Other Do you use document imaging for employee record retention? Yes 2 No Do your clients have Web-based access to employee records? Yes 2 No Does your PEO prepare a formal budget each year? Yes 2 No Which of the following best describes the independent review of your 2012 year-end financial statements? Audited 2 Reviewed 3 Compiled 4 None of the above Please indicate the certification programs in which you currently participate. 190 ESAC 191 WC Risk Management Certification 192 SAS 70 How long have your PEO operations been in business? year years years years 5 10 years or more How much outside equity capital did your PEO raise in 2012? None 2 Less than $1 million 3 $1-3 million 4 $3-5 million 5 $5+ million How much outside debt capital did your PEO raise in 2012? None 2 Less than $1 million 3 $1-3 million 4 $3-5 million 5 $5+ million 4