2021 Best Practices Study

Cross Category Comparison

Detailed Data for All Revenue Categories

Producer Metrics

AGENCIES WITH REVENUES OF:

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

Agency Commission Structure:

New Rate: Commercial P&C

40.0% 42.6% 41.0% 41.5% 38.2% 38.2% 42.0% 37.3% 40.1% 31.2% 22.3% 37.2% 29.2% 18.3%

45.8% 45.5% 46.1% 45.5% 41.4% 45.3% 50.9% 32.5% 33.4% 32.8% 27.6% 32.1% 29.1% 22.8%

41.1% 41.3% 41.7% 42.4% 43.8% 45.0% 48.3% 29.9% 30.5% 28.1% 20.6% 29.3% 29.6% 26.8%

41.5% 42.0% 40.2% 40.4% 43.3% 42.5% 47.7% 27.5% 27.3% 24.6% 22.1% 30.0% 28.4% 26.1%

39.7% 38.3% 35.7% 38.2% 39.8% 39.4% 42.0% 28.2% 29.0% 18.9% 18.6% 29.6% 29.5% 27.2% $2,481 $1,158 $1,329 $2,097 $1,689 $1,071 $526

36.7% 33.5% 34.7% 39.1% 36.6% 37.5% 39.9% 26.7% 26.9% 13.7% 16.2% 26.4% 27.1% 22.1% $3,618 $1,671 $1,992 $2,684 $2,770 $1,284 $728

Bonds/Surety

Smal l Commercial P&C

Personal P&C Group Medical

Other Group L/H/F Individual L/H/F Renewal Rate: Commercial P&C

Bonds/Surety

Smal l Commercial P&C

Personal P&C Group Medical

Other Group L/H/F Individual L/H/F

Minimum Threshold (minimum account size on which commissions are paid) :

Commercial P&C

$335 $375

$524 $421 $472 $132 $214 $188

$392 $250 $209

$1,142

Bonds/Surety

$455 $832

Smal l Commercial P&C

$56 $30

Personal P&C Group Medical

$28 $34 $37 $30

$36

$500

$361 $172 $109

Other Group L/H/F Individual L/H/F

$0 $0

$31

Additional Benefits Paid (% of agencies providing this benefit to producers): Travel and Entertainment

26.3% 31.6% 15.8%

60.9% 78.3% 30.4%

76.1% 87.0% 50.0%

86.0% 95.3% 51.2%

78.6% 95.2% 54.8%

87.5% 92.5% 62.5%

Heal th Benefi ts

Automobi le

Validated Producer Metrics

WAPA: Weighted Average Producer Age

50.8

50.6

50.6

50.5

50.4

50.2

50.2

50.1

50.0

49.8

49.3

48.9

48.7

48.2

48.1

48.1

48.0

47.2

< $1.25M

$1.25M-$2.5M $2.5M-$5.0M $5.0M-$10.0M $10.0M-$25.0M

> $25.0M

2019 BPS 2020 BPS 2021 BPS

| 67