2017 Best Practices Study-Study Sponsors

([HFXWLYH 6XPPDU\ $JHQFLHV EHWZHHQ PLOOLRQ DQG PLOOLRQ LQ UHYHQXH 3URILOH

LLC 17.0%

C Corp 19.1%

„ Northeast „ Midwest

23.4% 25.5% 12.8% 29.8%

„ West

S Corp 63.8%

„ Southeast „ Southwest

8.5%

5HYHQXH DQG *URZWK

20.3%

19.9%

Contingent / Bonus/ Overrides 9.5%

Other 1.2%

14.8%

12.8%

Group L/H/F 9.4%

6.4%

4.9%

Commercial P&C 51.2%

2.8%

2.3%

Personal P&C 28.7%

Total Agency

Commercial P&C

Personal P&C

Group L/H/F

Median

Top Quartile

Note : Commercial P&C includes Bonds / Surety. Group L/H/F includes Group Medical, All Other Group, and Individual L/H/F .

x With an average WASA of 54.3, this revenue group had the second-oldest ownership group in the Study . x Commercial P&C growth more than doubled that of Group L/H/F. Personals lines growth also exceeded that for Group L/H/F.

Commercial P&C

Group L&H

„ < $5K

39.9%

„ Under 50 lives

58.8%

„ $5K to $10K

15.6%

„ From 50 to 100 lives

13.9%

„ $10K to $25K

17.4%

„ Over 100 lives

27.3%

„ $25K to $50K

11.4%

„ > $50K

15.7%