172 / 204
2013 Best
Practices Study
Agencies
with
Revenues
Over
$25,000,000
172
Analysis of Agencies with Revenues Over $25,000,000
Key Benchmarks
Mgmt. Perspectives
Profile
Revenues
Expenses
Profitability
Employee Overview
Producer Info
Service Staff Info
Technology
Insurance Carriers
Appendix
Revenue Growth by Source
*Insufficient Data
Average
+25% Profit
+25% Growth
Commercial P&C
Renewals
1
97.4%
97.4%
105.0%
New Business
2
12.2%
12.6%
12.0%
Acquired Revenues
3
1.4%
1.1%
0.9%
Organic Growth
4
9.6%
10.0%
17.0%
Total Growth
5
11.0%
11.1%
17.9%
Bonds
Renewals
1
78.0%
84.6%
77.4%
New Business
2
28.4%
30.4%
33.6%
Acquired Revenues
3
0.9%
0.0%
0.0%
Organic Growth
4
6.5%
14.9%
11.0%
Total Growth
5
7.4%
14.9%
11.0%
Personal P&C
Renewals
1
96.2%
96.8%
100.2%
New Business
2
12.9%
9.8%
13.3%
Acquired Revenues
3
5.0%
4.4%
5.4%
Organic Growth
4
9.1%
6.6%
13.5%
Total Growth
5
14.1%
11.0%
18.9%
Value Added Services
Renewals
1
78.4%
69.6%
67.2%
New Business
2
14.7%
18.7%
15.9%
Acquired Revenues
3
0.0%
0.0%
0.0%
Organic Growth
4
-6.9%
-11.7%
-16.9%
Total Growth
5
-6.9%
-11.7%
-16.9%
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.
“As a sales organization, the best measurement of our success is our ability to
grow organically – and to do so profitably.”