2019 Best Practices Study

AGENCIES WITH REVENUES OF:

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

Average Revenues

$906,261 $872,958

$1,956,918 $3,603,247 $7,379,660 $16,403,196 $59,415,518 $1,893,512 $3,586,905 $7,182,330 $16,827,916 $56,749,224

2018 BPS Average Revenues

Regional Distribution Northeast

13.5% 29.7%

15.4% 25.6% 12.8% 35.9% 10.3%

16.7% 20.8%

21.3% 21.3%

15.9% 15.9% 15.9% 31.8% 20.5%

23.3% 30.2% 20.9% 23.3%

Midwest

West

5.4%

8.3%

8.5%

Southeast Southwest

40.5% 10.8%

35.4% 18.8%

31.9% 17.0%

2.3%

Corporate Structure C Corp

2.7%

13.2% 57.9%

18.8% 58.3%

12.8% 55.3%

29.5% 47.7%

32.6% 46.5%

S Corp

64.9%

Partnership

0.0%

0.0%

2.1%

8.5%

4.5%

2.3%

LLC

32.4%

26.3%

20.8%

23.4%

18.2%

11.6%

Sole Proprietorship

0.0% 0.0%

0.0% 2.6%

0.0% 0.0%

0.0% 0.0%

0.0% 0.0%

0.0% 7.0%

Other

Population Density: Less than 50,000 50,000 - 250,000 250,000 - 1,000,000

45.9% 24.3% 13.5% 16.2%

43.2% 32.4%

41.7% 20.8% 10.4% 27.1%

36.2% 27.7% 17.0% 19.1%

18.2% 11.4% 27.3% 43.2%

9.3%

25.6% 20.9% 44.2%

8.1%

More than 1,000,000

16.2%

Average Number of Agency Locations

1.2

1.5

2.0

2.3

3.9

14.6

Number of Shareholders: Low

1.0 1.9 9.0

1.0 2.2

1.0 3.0 7.0

1.0 4.0

1.0 8.1

1.0

Average

52.5

High

10.0

11.0

28.0

448.0

Profile of Largest Shareholder: Average Age of Largest Shareholder: Low

30.0 50.9 78.0

31.0 52.6 68.0

30.0 55.5 69.0

36.0 59.3 75.0

39.0 59.4 89.0

44.0 58.7 77.7

Average

High

Average Ownership of Largest SH: Low

30.0% 82.0%

33.0% 73.2%

25.0% 66.7%

14.0% 63.0%

11.1% 46.1%

2.2%

Average

36.3%

High

100.0%

100.0%

100.0%

100.0%

100.0%

100.0%

What percentage of firms have an ESOP?

0.0%

0.0%

0.0%

4.3%

18.2%

32.6%

 53