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2014 Best

Practices Study

Agencies

with

Revenues

Over

$25,000,000

155

Analysis of Agencies with Revenues Over $25,000,000

Key Benchmarks

Profile

Revenues

Expenses

Profitability

Employee Overview

Producer Info

Service Staff Info

Technology

Insurance Carriers

Appendix

Average

+25% Profit

+25% Growth

Service Center Use

Total Personal Lines Commission placed in

Carrier Service Center

30.9%

*

*

Total Commercial Lines Commission placed in

Carrier Service Center

2.0%

3.2%

2.7%

Use of Carrier Service Centers

Average +25% Profit +25% Growth

Carrier Representation

Personal Lines P&C

National

14.5

8.0

10.9

Regional

9.8

9.3

9.7

Total

24.3

17.3

20.5

Commercial Lines P&C

National

38.1

27.6

22.9

Regional

35.4

25.5

26.8

Total

73.5

53.1

49.7

Group L&H / Financial

Total Life, Health, Disability, LTC,

Retirement Products, and Other

80.8

53.6

70.4

Carriers

Average

+25% Profit

+25% Growth

% of Total Commission & Fee Revenue Derived from Direct Versus Indirect Appointments

INDIRECT Carrier Appointments

19.3%

13.6%

22.1%

DIRECT Carrier Appointments

70.4%

72.1%

77.9%

Carrier Appointments

*Insufficient Data