2018 Best Practices Study

AGENCIES WITH REVENUES OF:

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

Average Revenues

$872,958 $821,066

$1,893,512 $3,586,905 $7,182,330 $16,827,916 $56,749,224 $1,796,547 $3,542,720 $7,310,885 $16,636,030 $55,265,868

2017 BPS Average Revenues

Regional Distribution Northeast

13.8% 27.6%

16.1% 25.8% 12.9% 32.3% 12.9%

19.0% 26.2% 14.3% 33.3%

26.7% 20.0%

18.9% 18.9% 13.5% 29.7% 18.9%

15.4% 43.6% 20.5% 17.9%

Midwest

West

6.9%

6.7%

Southeast Southwest

48.3%

26.7% 20.0%

3.4%

7.1%

2.6%

Corporate Structure C Corp

24.1% 44.8%

16.1% 67.7%

21.4% 57.1%

8.9%

16.2% 59.5%

33.3% 53.8%

S Corp

57.8%

Partnership

0.0%

0.0%

0.0%

6.7%

2.7%

0.0%

LLC

27.6%

16.1%

21.4%

26.7%

18.9%

10.3%

Sole Proprietorship

3.4% 0.0%

0.0% 0.0%

0.0% 0.0%

0.0% 0.0%

2.7% 0.0%

0.0% 2.6%

Other

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

58.6% 24.1% 10.3%

45.2% 32.3%

42.9% 26.2%

24.4% 35.6% 13.3% 26.7%

10.8% 21.6% 16.2% 51.4%

2.7%

32.4% 16.2% 48.6%

9.7%

7.1%

More than 1,000,000

6.9%

12.9%

23.8%

Average Number of Agency Locations

1.4

1.6

2.2

2.6

4.4

8.6

Number of Shareholders: Low

1.0 1.9 4.0

1.0 2.0 6.0

1.0 3.0 9.0

1.0 3.9

1.0 9.4

1.0

Average

48.2

High

11.0

27.0

341.0

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

38.0 53.8 74.0

35.0 55.4 69.0

34.0 56.8 68.0

40.0 57.6 88.0

43.0 57.8 74.0

45.0 57.7 76.7

Average

High

Average Ownership of Largest SH: Low

33.0% 76.6%

25.0% 74.2%

25.0% 62.9%

14.0% 60.9%

12.1% 42.0%

1.9%

Average

31.3%

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%

2.2%

16.2%

23.1%

 53