2022 Best Practices Study

Account Stratification

AGENCIES WITH REVENUES OF:

<$1.25M $1.25-$2.5M $2.5-$5M $5-$10M $10-$25M >$25M

Account Size:

Commercial P&C *as measured by commissions and fees Greater than $50,000 % of Book

5.5%

8.3%

14.8%

20.8%

30.6%

46.6% 148.3

# of Accounts Total Revenue

0.3

0.9

4.8

9.2

32.9

$39,682 $121,294

$72,979 $70,335

$415,943 $87,212

$874,822 $92,128

$3,620,063 $25,138,090

Revenue per Account

$108,294

$136,828

Between $25,000 and $50,000 % of Book

6.4%

8.8%

11.5%

13.4%

15.1%

14.0% 148.3

# of Accounts Total Revenue

1.2

2.4

8.5

17.9

52.2

$35,317 $30,821

$77,689 $33,357

$274,721 $33,461

$608,289 $33,520

$1,803,148

$5,194,355

Revenue per Account

$34,558

$34,843

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

11.4%

12.7%

17.8%

18.0%

17.9% 156.0

15.4% 329.4

# of Accounts Total Revenue

3.8

8.3

29.7

54.8

$50,153 $14,197

$116,817 $14,246

$428,795 $14,819

$834,305 $15,278

$2,273,118

$5,157,022

Revenue per Account

$15,117

$15,594

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

15.4%

14.7%

14.3%

13.6%

11.3% 174.2

8.0% 363.9

# of Accounts Total Revenue

9.8

21.7

45.4

87.2

$63,096 $6,849

$143,118

$312,713

$600,750

$1,260,952

$2,584,455

Revenue per Account

$6,658

$7,013

$6,978

$7,136

$7,162

Less than $5,000 % of Book # of Accounts Total Revenue

61.4% 620.4

55.6%

41.6%

34.3%

25.1%

16.0%

1,171.0

1,122.2

1,750.6

3,319.3

6,128.7

$281,061

$583,443

$1,048,700

$1,415,678

$2,358,378

$4,849,555

Revenue per Account

$644

$785

$1,004

$956

$905

$950

Group L/H/F *as measured by number of lives Over 100 Lives % of Book

0.0%

7.7%

19.3%

28.9%

37.7%

55.4% 139.8

# of Accounts Total Revenue

0.0

0.1

4.0

20.4

23.4

$0 $0

$15,978 $15,179

$85,932 $21,413

$402,073 $33,745

$1,111,925 $10,232,366

Revenue per Account

$58,909

$70,414

50-100 Lives % of Book

11.8%

8.3%

16.2%

18.4%

20.6%

16.5%

# of Accounts Total Revenue

0.3

0.4

5.3

10.7

28.0

93.5

$4,806 $4,056

$8,240 $3,843

$68,572 $9,610

$184,786 $14,906

$448,186 $22,271

$2,136,421

Revenue per Account

$24,773

Under 50 Lives % of Book # of Accounts

88.2%

84.0%

64.5%

52.6% 119.3

41.7% 238.5

28.1% 664.3

17.3

30.1

67.3

Total Revenue

$23,441 $2,010

$50,760 $1,788

$209,476

$392,714

$819,294

$4,040,245

Revenue per Account

$2,723

$8,151

$5,557

$11,685

Note : Comparison Group Averages are based on the average for each individual line item and therefore may not validate when attempting to replicate calculations.

Cross Category Comparison

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