2018 Best Practices Study

AGENCIES WITH REVENUES OF:

MEDIAN

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

REVENUE GROWTH BY LINE OF BUSINESS: Commercial P&C Renewal Business

91.4% 13.3%

91.6% 11.4%

94.9%

93.1% 10.3%

91.3% 11.4%

92.5% 10.1%

New Business

9.2% 0.0% 3.9% 3.8%

Acquired Business

0.0% 4.2% 3.8%

0.0% 6.2% 6.2%

0.0% 4.5% 5.6%

0.0% 5.2% 5.2%

0.0% 4.4% 4.0%

TOTAL GROWTH ORGANIC GROWTH Bonds/Surety Renewal Business

75.8%

31.3% 25.0%

47.3% 22.1% 0.0% -4.5% -4.5%

31.6% 13.2%

59.8% 23.0%

65.5% 18.8%

New Business

4.3% 0.0%

Acquired Business

0.0% 5.1% 5.1%

0.0% 0.2% 0.2%

0.0% 6.8% 7.0%

0.0% 8.3% 6.1%

TOTAL GROWTH ORGANIC GROWTH Personal P&C Renewal Business

26.6% 26.6%

92.1% 11.9%

91.4%

94.0%

92.2%

90.6% 11.2%

92.5% 10.3%

New Business

9.9% 0.0% 2.4% 1.8%

8.6% 0.0% 3.2% 3.2%

8.9% 0.0% 3.0% 3.1%

Acquired Business

0.0% 4.0% 4.1%

0.0% 5.5% 3.5%

0.0% 6.0% 2.8%

TOTAL GROWTH ORGANIC GROWTH Group Medical Renewal Business

58.9% 0.0% 0.0% -9.0% -9.0% 0.0% 0.0% 0.0% -2.0% -2.0%

81.2% 5.5% 0.0% -6.4% -6.4%

84.9% 5.6% 0.0% -0.9% -0.9%

86.4% 10.2%

96.9% 12.6%

95.9% 13.9%

New Business

Acquired Business

0.0% 2.5% 2.5%

0.0% 9.8% 9.9%

0.0%

TOTAL GROWTH ORGANIC GROWTH All Other Group Renewal Business

10.7% 10.0%

0.0% 0.0% 0.0% 1.5% 1.5%

0.0% 0.0% 0.0%

71.4% 5.3% 0.0% -0.8% -0.8%

78.9% 10.0% 0.0% 1.7% -1.4% 39.8% 30.1% 0.0% -8.9% -7.2%

85.2%

New Business

8.9% 0.0% 6.4% 4.4%

Acquired Business

TOTAL GROWTH ORGANIC GROWTH Individual L/H/F Renewal Business

-16.5% -16.5%

17.6% 30.6%

34.1% 12.4% 0.0% -3.5% -3.5%

46.2% 27.8% 0.0% -7.7% -7.7%

39.7% 17.3%

54.6% 21.4%

New Business

Acquired Business

0.0%

0.0%

0.0% 3.9% 1.1%

TOTAL GROWTH ORGANIC GROWTH

-23.9% -23.0%

-13.8% -13.8%

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