2015 Best Practices Study

Analysis of Agencies with Revenues Over $25,000,000

Key Benchmarks Profile

Carriers

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

Average

Top 25% Profit

Top 25% Growth

Carrier Representation Personal Lines P&C National

16.6 12.4 29.0 55.9 39.3 95.3

13.4

9.0

Regional

9.3

20.7 29.7

Total

22.7

Commercial Lines P&C National

25.6 27.5 53.1

52.7 19.0 71.7

Regional

Total

Group L&H / Financial

Total Life, Health, Disability, LTC, Retirement Products, and Other

86.7

89.2

86.3

Carrier Appointments

Average

Top 25% Profit Top 25% Growth

% of Total Commission & Fee Revenue Derived from Direct Versus Indirect Appointments INDIRECT Carrier Appointments 19.5% 14.4%

18.3% 81.7%

DIRECT Carrier Appointments

80.5%

85.6%

Use of Carrier Service Centers

Average

Top 25% Profit Top 25% Growth

Service Center Use % of Personal Lines Commission placed in Carrier Service Center % of Commercial Lines Commission placed in Carrier Service Center

20.2%

20.4%

*

1.3%

0.8%

0.3%

2015 Best Practices Study

*Insufficient Data

Agencies with Revenues Over $25,000,000

155

Note: See page 163 for an explanation of column headings