2011 Best Practices Study

Analysis of Agencies with Revenues Under $1,250,000

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

Key Benchmarks Profile

Average

+25% Profit

+25% Growth

Commercial P&C Total Commissions & Fees in Book

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

$321,347

$346,160

$336,537

Greater than $25,000 % of Book

12.3%

20.5%

16.8%

# of Accounts Total Revenue

2.4

2.8

2.7

$104,607 $43,073

$177,800 $64,655

$187,985 $70,494

Revenue per Account

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

14.4%

17.1%

14.4%

# of Accounts Total Revenue

6.8

8.7

8.2

$81,417 $12,041

$98,728 $11,392

$97,042 $11,834

Revenue per Account

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

19.2%

23.4%

16.9%

# of Accounts Total Revenue

14.5

17.6

11.4

$88,028 $6,071

$115,857

$81,271 $7,111

Revenue per Account

$6,593

Less than $5,000

% of Book

54.1%

38.9%

51.9%

# of Accounts Total Revenue

531.7

333.8

485.7

$229,531

$168,378

$249,615

Revenue per Account

$432

$505

$514

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

Average

+25% Profit

+25% Growth

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

$47,527

$92,118

$16,157

Greater than $25,000 % of Book

19.7%

15.5%

18.6%

# of Accounts Total Revenue

1.7

1.3

*

$57,595 $34,557

$47,667 $35,750

* *

Revenue per Account

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

16.4%

15.6%

18.6%

# of Accounts Total Revenue

3.1

3.3

*

$41,317 $13,146

$48,000 $14,400

* *

Revenue per Account

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

2011 Best Practices Study

21.3%

18.8%

28.2%

# of Accounts Total Revenue

5.6

9.0

4.0

$37,392 $6,677

$57,667 $6,407

$22,800 $5,700

Agencies with Revenues Under $1,250,000

Revenue per Account

Less than $5,000

% of Book

42.4%

50.1%

39.0%

# of Accounts Total Revenue

30.2

33.4

27.8

$41,378 $1,369

$65,883 $1,971

$12,593

6

Revenue per Account

$453

*Insufficient Data