2011 Best Practices Study

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

Revenues (% by Source)

Key Benchmarks Profile

Average

+25% Profit

+25% Growth

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

Property & Casualty Commercial Commissions & Fees

49.5%

41.4%

48.7%

Bonds

2.3%

1.9%

2.4%

Personal Commissions Value Added Services

14.6%

23.3%

13.1%

0.7% 7.8%

1.0% 8.4%

1.6% 7.1%

Contingent/Bonus

Total P&C

74.9%

76.0%

72.9%

Life & Health/Financial Group Medical Commissions & Fees All Other Group Commissions & Fees Individual L&H Commissions & Fees

14.5%

12.9%

13.6%

5.9% 1.7% 1.6%

4.3% 3.2% 2.5%

7.5% 2.5% 1.8%

Bonus/Overrides

Total L&H/Financial

23.7%

22.9%

25.4%

Investments

0.8% 0.7%

0.6% 0.4%

1.0% 0.8%

Miscellaneous

Gross Revenues

100.0%

100.0%

100.0%

Brokerage Commission Expense

2.0%

0.5%

2.2%

Net Revenues

98.0%

99.5%

97.8%

Revenue by Source (% of Gross Revenues)

2011 Best Practices Study

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

100