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Key Benchmarks
Profile
Revenues
Expenses
Profitability
Employee Overview
Producer Info
Staff Service Info
Technology
Insurance Carriers
Appendix
122
Analysis of Agencies with Revenues Over $25,000,000
2012 Best
Practices Study
Agencies
with Revenues
Over
$25,000,000
Average
+25% Profit
+25% Growth
Growth
Organic Growth By Line of Business**
Commercial P&C
3.3%
4.1%
10.0%
Personal P&C
4.3%
3.8%
10.8%
Group Medical
2.8%
-4.8%
-1.5%
All Other Group
21.8%
*
*
Total Organic Growth
5.6%
7.7%
21.9%
Profit
Pro Forma Pretax Profit
14.6%
22.9%
17.6%
Pro Forma EBITDA
18.4%
24.8%
19.2%
Rule of 20 Score
16.2
21.2
33.4
Financial
Average
Top 25%
Current Ratio
1.27:1
1.66:1
Receivable/Payable Ratio
50.2%
22.7%
Accounts Receivables > 60 Days
2.8%
0.6%
Accounts Receivables > 90 Days
0.2%
-6.6%
Productivity
Average
+25% Profit
+25% Growth
Revenue per Employee
$187,040
$199,255
$174,240
Compensation per Employee
$121,963
$115,655
$116,069
Spread per Employee
$65,076
$83,600
$58,172
Annual New Commission Generated per Validated Producer
Average
Top 25%
Commercial P&C
$100,091
$173,315
Personal P&C
$57,265
$87,798
Life & Health/Financial
$143,142
$267,806
Commissions Serviced per Service & Sales Support Staff
Average
Top 25%
Commercial P&C
$359,798
$440,921
Personal P&C
$193,722
$477,623
Life & Health / Financial
$446,184
$685,837
Key Benchmarks at a Glance
* Insufficient Data
**Excludes any acquired revenue