Rogers & Gray Insurance

2013 Annual Meeting

New EmployeesHyannis

▫ Carol Closson - PL Client Manager▫ Craig Mancusi - PL Sales Producer ▫ Melani Meyerhans - PL Rater/Underwriting▫ Sarah Wainwright - CL Client Manager; SBU

Dennis ▫ Denise Coolidge – Receptionist

Sandwich Janice Gubbins – PL Client Manager Trainee

Kingston ▫ Colleen Bonnelly - Task Force to CL Assistant Client Manager▫ DJ Estano - CL Assistant/Registry▫ Kelly Estano - CL Client Manager ▫ Amy Ferrari - Task Force Manager ▫ David Fronduto – Sales Assistant; Marketing & Underwriting ▫ Eric McLaughlin - CL Sales Producer ▫ Connie Meine - CL Client Manager▫ Lauren Painter - PL Client Manager▫ Scott Rizza - Controller▫ Cam Robinson - EB Sales Producer ▫ Heather Woods - CL Client Manager

Interns & 2014 New Hires

Interns

▫ Carleigh Murphy (Accounting)

2014 New Hires

▫ Nicole Bartlet - PL Trainee

▫ Carol Correia - Receptionist – Kingston

▫ Stacy Driscoll - PL Trainee

▫ Kristen Ligett - Ass’t CL Client Manager – Dennis

▫ Karen McDonagh – EB Account Executive – Kingston

▫ Frank Netcoh - Director of CL

▫ Brendan Smith - PL Manager Trainee

Service Awards5 Years

• Ann Sweeney

• Doan Trinh

• Sandy Wilson

• Sharon Burgess

• Stacey Moran

• John Gilligan

• Eric Labo

• John Turco

• David Rust

Service Awards10 Years

• Janice Paluzzi

• Mike Robinson

• Claudia Furtado

Service Awards15 Years

Ange Francis

Education Awards

State Vice President; MAIW Carol Closson

Director MAIW Plymouth Chapter Patty Tome

Asst. Director MAIW Plymouth ChapterMonique Duquette

Treasurer MAIW Plymouth Chapter Sue Burbine

Education Awards

NAHU PPACA Certification in Health Care ReformBeth Kennelly

Doan Trinh

John Foley

John Turco

Cameron Robinson

Education Awards

Certified Professional in Personal Lines (CPPL)Sharon Cullen

Sandy Wilson

Education Awards

P&C Licensing Barbara DeLawrence

Mike Duffley

Eric McLaughlin

Craig Mancusi

$943,000$906,500

$1,206,000

$1,766,500

$1,545,000

$1,444,000

$1,616,500

$1,418,525$1,387,466

$1,912,346$1,847,000

$2,301,247

$0

$500,000

$1,000,000

$1,500,000

$2,000,000

$2,500,000

2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013

Sales Awards100% of goal

• Offices▫ SBU – 131%

▫ Wareham – 130%

▫ Dennis (PL) – 109%

▫ Norwell – 104%

▫ Hyannis – 100%

• Producers▫ John Gaynier – 149%

▫ Eric Labo – 129%

▫ John Turco – 129%

▫ Ryan O’Connell – 124%

▫ John Gilligan – 108%

▫ Reggie Rolles – 104%

▫ Sharon Burgess – 100%

Sales AwardsSalesperson of the Year (Runner-Up)

Greg Deems

$133,626

159% of Goal

Sales AwardsSalesperson of the Year

John Foley

$174,496

212% of Goal

Incentive ProgramsRewards

It’s a TIE!

Sandy Wilson

And

Laurie Troiano

$1080

Incentive ProgramsReferrals

Laurie Troiano

$801

Business Meeting

Corporate Officers

• Ange Francis Assistant Vice President

• David Nommensen Assistant Vice President

• Sharon Burgess to Vice President

• Mark Carrick to Vice President

• Greg Deems to Vice President

• Eric Labo to Vice President

• Mina Vaughan to Vice President

• Frank Netcoh Vice President

Financial Report – Commission Trends

0

2,000

4,000

6,000

8,000

10,000

12,000

14,000

16,000

2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 Goal

$ 0

00

’s

Core Commissions

9.3% 3.3% 6.1% 4.9% -1.6%4.3%

10.8%

9.1%8.2%

9.5%

3.9%

Source: Annual R&G Reviewed Financial Statements

Financial Report – Revenue Trends

0

2,000

4,000

6,000

8,000

10,000

12,000

14,000

16,000

18,000

2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 Goal

$ 0

00

’s

Total Revenue

14.0% 2.1% 5.2% 2.3% 1.3% 0.1%

14.4%3.3%

9.4%

13.8%

1.0%

Source: Annual R&G Reviewed Financial Statements

Rogers & Gray Sponsored 401k PlanActivity Highlight $000’s

Plan Balance Beginning of year $7,258

Employee Contributions 479

R&G Matching Contributions 141

2012 R&G Profit Share Contribution 100

Additional amounts allocated to plan participants* 79

Other (Loans, Distributions, Forfeitures, etc.) (527)

Appreciation & Earnings 1,228

Plan Balance – 12/31/2013 $8,758

2013 R&G Profit Share Contribution (made in 2014) 100

R&G Profit Share Balance after contribution $8,858

Source: ING Plan Overview* ING settlement proceeds allocated to plan participants as of Dec 2013

Breakfast with the President Recap

MarshBerry Employee Survey Percentage of employees responding - 83%

▫ There were twelve sections with three to eight questions within each section to rate our performance on a 1 to 10 scale

▫ The answers/rating of each question was compared to the results of the industry average▫ There were three narrative questions for employees to express themselves▫ The survey was completely anonymous

Sections where Rogers & Gray did better than the industry average▫ Physical Environment▫ Support Mechanisms▫ Performance Evaluation/Compensation▫ Professional Development▫ Recognition and Appreciation▫ Supervisory Management▫ My Community

Sections where Rogers & Gray did equal to the industry average▫ Teamwork and Cooperation▫ Job Satisfaction

MarshBerry Employee Survey Sections where Rogers & Gray did less than the industry average

▫ Definition and Understanding▫ Communications▫ Senior Management

Three Narrative Questions ▫ Comments regarding the next generation of leadership:▫ The results were mixed. Some employees feel optimistic and confident with the next

leaders, others expressed uncertainty, concern and fear, and some are adopting a wait and see approach.

▫ Comments regarding longevity at Rogers & Gray:▫ Most employees look forward to a long career at R&G, a couple indicated that they will

be leaving due to dissatisfaction, while few are getting close to retirement.▫ Comments regarding owners and managers being caring towards employees:▫ The majority of the employees expressed a positive feedback saying that owners

and managers care , create a positive environment and that the effort is seriously made to care for everyone.

Town Meeting Q&A

Culture and the Future of

Rogers & Gray

Future Org Chart

Making A Difference Award Customer Service – Commercial Lines

Stacey Moran

Making A Difference Award Customer Service – Personal Lines

Krystal Doyle

Making A Difference Award Customer Service – Employee Benefits

Beth Kennelly

Making A Difference Award Management

Ami Drew

Making A Difference Award Teamwork & Support

Mark Carrick

Patricia Hildreth Award

Monique Duquette

Milton M. Gray Jr. Award

Jim Higgins