2010 Best Practices Study

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

Revenue by Account Size (as measured by Comm. & Fees – not premium)

Mgmt. Perspectives

Profile

Average

+25% Profit

+25% Growth

Commercial P&C Total Commissions & Fees in Book

Revenues

$26,056,968

$28,920,768

$13,537,562

Greater than $25,000 % of Book

Expenses

57.5% 239.7

42.5% 324.0

55.6% 173.3

Profitability

# of Accounts Total Revenue

$17,980,064

$24,568,114

$12,541,056

Employee Overview

Revenue per Account

$75,000

$75,828

$72,352

Producer Info

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

16.7% 303.8

16.0% 390.7

20.9% 177.2

Staff Service Info

# of Accounts Total Revenue

$4,602,252

$6,153,363

$2,822,784

Technology

Revenue per Account

$15,148

$15,751

$15,930

Insurance Carriers

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

8.2% 320.4

9.7% 548.7

10.8% 213.4

Appendix

# of Accounts Total Revenue

$2,257,211

$3,750,460

$1,464,484

Revenue per Account

$7,046

$6,836

$6,863

Less than $5,000

% of Book

17.6%

31.8%

12.7% 2,173.6

# of Accounts Total Revenue

21,768.1

83,287.5

$4,595,199

$9,208,844

$1,725,659

Revenue per Account

$211

$111

$794

(as measured by Comm. & Fees – not premium)

Average

+25% Profit

+25% Growth

Group L&H/Financial Total Commissions & Fees in Book

$13,568,871

$14,491,332

$12,304,613

Greater than $25,000 % of Book

68.0% 124.9

71.5% 129.3

67.2% 152.0

# of Accounts Total Revenue

$9,770,982

$10,358,186

$10,340,107

Revenue per Account

$78,241

$80,144

$68,027

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

14.7% 124.56

11.7% 107.0

18.6% 142.6

# of Accounts Total Revenue

$1,995,970

$1,699,347

$2,286,824

Revenue per Account

$16,025

$15,882

$16,037

2010 Best Practices Study

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

6.4% 122.6

6.4% 132.8

6.5% 112.6

# of Accounts Total Revenue

Agencies with Revenues Over $25,000,000

$866,300

$925,015

$796,544

Revenue per Account

$7,069

$6,968

$7,074

Less than $5,000

% of Book

10.9% 1487.5

10.4% 1,183.3

7.7%

# of Accounts Total Revenue

1,157.2

$1,478,453

$1,508,784

$949,159

158

Revenue per Account

$994

$1,275

$820