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2010 Best
Practices Study
Agencies
with Revenues
Between
$5,000,000 and
$10,000,000
101
Analysis of Agencies with Revenues Between $5,000,000 and $10,000,000
Mgmt. Perspectives
Profile
Revenues
Expenses
Profitability
Employee Overview
Producer Info
Staff Service Info
Technology
Insurance Carriers
Appendix
Revenue Growth by Source
*Insufficient Data
Average
+25% Profit
+25% Growth
Commercial P&C
Renewals
1
86.2%
84.7%
91.8%
New Business
2
11.7%
11.0%
12.8%
Acquired Revenues
3
0.2%
0.5%
0.0%
Organic Growth
4
-2.2%
-4.3%
4.6%
Total Growth
5
-2.0%
-3.8%
4.6%
Bonds
Renewals
1
55.4%
74.6%
61.9%
New Business
2
38.0%
23.3%
48.9%
Acquired Revenues
3
0.0%
0.2%
0.0%
Organic Growth
4
-6.6%
-2.1%
10.7%
Total Growth
5
-6.6%
-1.9%
10.7%
Personal P&C
Renewals
1
94.2%
94.7%
96.3%
New Business
2
10.8%
10.3%
12.6%
Acquired Revenues
3
1.1%
1.5%
1.4%
Organic Growth
4
5.0%
5.0%
8.9%
Total Growth
5
6.1%
6.5%
10.4%
Value Added Services - P&C
Renewals
1
66.1%
*
*
New Business
2
25.7%
*
*
Acquired Revenues
3
0.0%
*
*
Organic Growth
4
-8.2%
*
*
Total Growth
5
-8.2%
*
*
1
Renewal Revenues
as a % of
prior year’s total revenues for this
line of business. This figure is
impacted by attrition (loss or
retention of accounts) and by
changes in premium and
commission levels. The higher the
%, the more favorable the results.
2
New Revenues
as a % of prior
year’s total revenues for this line
of business. The higher the %,
the more favorable the results.
3
Acquired Revenues
as a % of
prior year’s total revenues for
this line of business. The %
indicates the significance of
acquired business.
4
Growth in Revenues
from prior
year excluding acquired
revenues.
5
Growth in Revenues
from prior
year including acquired
revenues.
“I don’t know where we would be had we not circled back on this cross-selling
initiative. New-new business is growing at a snail’s pace and our best
successes are coming as we round out the clients we already have. Since we
developed a specific plan for how to do this and decided how to reward our
producers, the results have been impressive.”