2019 Best Practices Study

AGENCIES WITH REVENUES OF:

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

Account Size:

Commercial P&C *as measured by commissions and fees Greater than $50,000 % of Book

4.6%

11.2%

16.4%

25.0%

31.8%

43.5% 120.3

# of Accounts Total Revenue

* * *

1.7

4.3

10.5

28.9

$129,310 $81,140

$403,816 $1,053,930 $3,205,806 $15,715,376

Revenue per Account

$92,397

$98,184

$111,463

$124,953

Between $25,000 and $50,000 % of Book

7.2%

9.2%

12.7%

13.6%

16.4%

15.0% 130.6

# of Accounts Total Revenue

1.0

3.0

8.6

17.2

45.3

$34,113 $32,391

$102,439 $33,913

$287,671 $33,361

$592,784 $1,568,004 $4,543,985

Revenue per Account

$34,488

$34,388

$34,846

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

15.5%

20.1%

18.3%

19.2%

18.4% 109.8

15.5% 282.3

# of Accounts Total Revenue

4.3

12.6

26.7

52.8

$63,196 $14,780

$181,292 $14,316

$402,004 $15,150

$807,528 $1,718,262 $4,379,641

Revenue per Account

$15,253

$15,673

$15,617

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

16.5%

15.1%

16.3%

13.0%

10.8% 138.2

8.4%

# of Accounts Total Revenue

11.0

22.5

49.2

76.0

317.8

$73,776 $6,711

$155,567

$339,445

$528,697

$981,319 $2,244,120

Revenue per Account

$6,949

$6,935

$6,986

$7,126

$7,070

Less than $5,000 % of Book # of Accounts Total Revenue

56.2%

44.5%

36.3%

29.3%

22.6%

17.6%

330.9

528.4

1,300.6

1,554.4

2,429.6

6,167.1

$208,679

$387,383

$726,083 $1,168,569 $1,856,932 $4,265,028

Revenue per Account

$873

$919

$854

$915

$921

$869

Group L/H/F *as measured by number of lives Over 100 Lives % of Book

6.5%

14.4%

14.9%

34.3%

45.6%

65.3% 158.6

# of Accounts Total Revenue

0.2

0.6

2.0

12.7

31.7

$4,864 $2,935

$25,135 $13,258

$90,236 $21,001

$738,491 $1,878,375 $10,644,243

Revenue per Account

$44,281

$61,969

$68,475

50-100 Lives % of Book

11.0%

13.1%

19.4%

21.7%

20.5%

14.7% 102.0

# of Accounts Total Revenue

0.5

3.1

2.7

18.7

36.7

$10,426 $5,577

$34,737 $5,314

$50,584 $15,079

$311,045 $16,839

$652,068 $2,076,460

Revenue per Account

$19,582

$22,002

Under 50 Lives % of Book # of Accounts

82.5%

72.5%

65.7%

43.9% 136.3

33.1% 310.0

19.7%

10.9

40.2

169.8

1,315.8

Total Revenue

$31,649 $2,686

$85,477 $2,000

$205,594

$498,061

$917,336 $2,604,125

Revenue per Account

$2,918

$3,719

$4,110

$4,412

*Insufficient Data

Note : Comparison Group Averages are based on the average for each individual line item and therefore may not validate when attempting to replicate calculations.

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