2015 Best Practices Study

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

Revenue by Account Size (as measured by comm. & fees – not premium)

Key Benchmarks Profile Revenues Expenses Profitability Employee Overview Producer Info Service Staff Info Technology Insurance Carriers Appendix

Average

Top 25% Profit

Top 25% Growth

COMMERCIAL P&C Greater than $25,000 % of Book

44.4%

44.0%

33.5%

# of Accounts Total Revenue

64.2

52.3

44.4

$3,890,177

$3,159,248

$2,477,066

Revenue per Account

$60,600

$60,368

$55,821

Between $10,000 and $25,000 % of Book

19.1% 110.7

17.8%

18.1%

# of Accounts Total Revenue

79.7

86.0

$1,678,037

$1,278,409

$1,340,750

Revenue per Account

$15,159

$16,047

$15,590

Between $5,000 and $10,000 % of Book

11.7% 147.6

11.2% 108.8

12.9% 131.4

# of Accounts Total Revenue

$1,028,755

$801,342

$951,696

Revenue per Account

$6,972

$7,367

$7,244

Less than $5,000 % of Book

24.7% 2,364.0

27.1% 1,940.8

35.5% 2,279.8

# of Accounts Total Revenue

$2,110,042

$1,942,765

$2,330,356

Revenue per Account

$654

$518

$573

(as measured by number of lives)

Average

Top 25% Profit

Top 25% Growth

GROUP L&H/FINANCIAL Over 100 Lives % of Book

54.0%

53.2%

49.7%

# of Accounts Total Revenue

30.7

27.4

29.4

$1,685,273

$1,698,327

$1,561,164

Revenue per Account

$54,895

$61,918

$53,049

50 - 100 Lives

% of Book

15.5%

22.7%

15.0%

# of Accounts Total Revenue

28.9

39.3

34.9

$468,850 $16,239

$632,719 $16,120

$411,568 $11,801

2015 Best Practices Study

Revenue per Account

25 - 50 Lives

% of Book

11.7%

12.7%

12.4%

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

# of Accounts Total Revenue

42.4

62.9

54.0

$366,457

$353,930

$390,920

Revenue per Account

$8,650

$5,629

$7,239

Under 25 Lives

% of Book

18.8% 414.9

11.4% 183.5

22.9% 701.0

# of Accounts Total Revenue

112

$550,142

$319,165

$558,724

Revenue per Account

$1,326

$1,739

$797

Note: See page 163 for an explanation of column headings