2017 Best Practices Study-Study Sponsors

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Sole Prop. 0.0%

LLC 12.1%

C Corp 27.3%

„ Northeast „ Midwest

15.2% 27.3% 12.1% 36.4%

„ West

S Corp 60.6%

„ Southeast „ Southwest

9.1%

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20.4%

Contingent / Bonus/ Overrides 9.5%

15.7%

14.9%

Other 0.7%

8.1%

3.8%

3.7%

2.8%

Group L/H/F 10.0%

Commercial P&C 47.1%

-6.2%

Personal P&C 32.6%

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 Organic growth for this revenue group, hurt by a declining Group L/H/F revenue stream, dropped to 2.8% this year from 6.5% last year. x Agencies in this group also lowered the age of their shareholder base in the last year, with WASA dropping from 53.2 to 52.5.

Commercial P&C

Group L&H

„ < $5K

47.0%

„ Under 50 lives

78.9%

„ $5K to $10K

20.4%

„ From 50 to 100 lives

14.1%

„ $10K to $25K

16.4%

„ Over 100 lives

7.0%

„ $25K to $50K

10.3%

„ > $50K

5.9%