2018 Best Practices Study

54.9

54.3

54.3

54.1

54.0

54.0

54.0

53.1

52.7

52.5

52.3

51.8

< $1.25M

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

> $25.0M

2017 BPS

2018 BPS

AGENCIES WITH REVENUES OF:

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

Revenue by Source (as % of Gross Revenues): Property & Casualty: Commercial Commissions & Fees

37.8%

42.8%

47.8%

51.1%

51.0%

51.4%

Bonds / Surety

0.8%

1.4%

3.6%

3.0%

1.7%

3.2% 6.6% 6.8%

Personal Commissions & Fees

50.2%

36.2%

28.7%

21.9%

16.4%

Contingent / Bonus

6.5%

9.7%

9.4%

8.2%

7.0%

Total P&C

95.3%

90.1%

89.4%

84.1%

76.1%

68.0%

Life & Health / Financial: Group Medical Comm & Fees All Other Group Comm & Fees Individual L/H/F Comm & Fees

1.3% 0.2% 1.8% 0.7% 4.0% 0.1% 0.7%

4.1% 0.6% 4.3% 0.1% 9.1% 0.5% 0.4%

6.4% 1.1% 1.6% 0.5% 9.5% 0.3% 0.8%

9.9% 3.0% 1.4% 0.5%

14.4%

20.5%

5.8% 1.3% 1.3%

7.5% 1.6% 1.6%

Bonus / Overrides Total L&H / Financial

14.9%

22.8%

31.1%

Investment

0.5% 0.6%

0.5% 0.5%

0.3% 0.5%

Miscellaneous Gross Revenues

100.0%

100.0%

100.0%

100.0%

100.0%

100.0%

Brokerage Comm Expense

0.0%

1.8%

0.1%

0.3%

0.7%

1.4%

Net Revenues

100.0%

98.2%

99.9%

99.7%

99.3%

98.6%

All Other Group L/H/F Revenue: Life

18.8%

37.8% 10.9% 25.0%

30.7% 17.1% 39.8%

22.0% 17.0% 31.4%

18.8% 17.9% 35.6%

18.7% 19.9% 28.8%

Disability

8.3%

Dental & Vision

22.8%

Retirement/Pension

0.0%

0.0% 9.3% 0.0%

0.5% 5.5% 0.9% 0.0% 5.4%

5.0% 8.2% 2.9% 2.5%

4.8%

8.1%

Worksite/Voluntary/Supplement

15.8%

14.4%

10.9%

Long Term Care

0.8% 0.0%

1.3% 0.3% 6.9%

1.1% 0.5%

Employee Benefits TPA

10.0%

All Other

33.3%

7.0%

11.1%

12.0%

Total

100.0%

100.0%

100.0%

100.0%

100.0%

100.0%

This is a breakdown of commissions and fees listed under "All Other Group Life, Health, and Financial" revenues.

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