2010 Best Practices Study
Analysis of Agencies with Revenues Between $2,500,000 and $5,000,000
Mgmt. Perspectives
Profile
“Rule of 20” Score
Revenues
Expenses
The Rule of 20 is a simple growth and profitability balancing equation that provides a quick way to determine whether or not an agency is creating value for its shareholders. It states that an agency will drive industry-standard shareholder returns if the sum of (a) its organic growth rate and (b) 1/2 of its EBITDA margin equals or exceeds 20.
Rule of 20 Outcome
Profitability
Organic Growth
EBITDA Margin
Rule of 20 Outcome
Public Brokers
Employee Overview
Willis Group
2.0% 26.5% 15.3
Producer Info
Brown & Brown
-5.1% 34.2% 12.0
Staff Service Info
Organic Growth Rate
1/2 of EBITDA Margin + =
Rule of 20 Score
Aon -1.0% 21.1% 9.6 Arthur J. Gallagher -2.5% 19.1% 7.1 Marsh & McLennan -1.0% 15.8% 6.9
Technology
Insurance Carriers
Generally speaking, an outcome of 20 or more, regardless of the different combinations of growth and profitability, indicates that the agency’s shareholders can expect to earn 15% -17% per year through stock price appreciation and/or shareholder distributions.
Appendix
2009 was a year of extremely soft pricing which prevented the public brokers from achieving an outcome of 20, as shown in the table above.
Because organic growth is such a key input into the Rule of 20, the persisting soft market and the current depressed economic environment have made it harder to achieve a score of 20. A good rule of thumb is that an agency, while always striving for as high a Rule of 20 score as possible, will combine solid organic growth with an EBITDA margin that is at least twice as high as its growth rate.
Average
+25% Profit Average +25% Growth Average
“Rule of 20” Score
11.8
15.6
20.6
Financial Stability
Average
Top 25%
Balance Sheet Current Ratio
1.33:1
2.02:1
Tangible Net Worth (% of Net Revenue)
10.6% 42.7%
31.6%
Receivables/Payable Ratio
1.3%
Aged Receivables
% Receivables Aged Past 60 Days % Receivables Aged Past 90 Days
20.9% 11.9%
6.6% 2.2%
2010 Best Practices Study
Accounts Receivable
Agencies with Revenues Between $2,500,000 and $5,000,000
Average
+25% Profit
+25% Growth
Agency Billed vs. Direct Billed by Carrier % of P&C Revenues that are Agency Billed
29.3% 68.0%
19.6% 80.4%
35.7% 64.3%
% of P&C Revenues that are Direct Billed
77
Made with FlippingBook