2014 Best Practices Study

Analysis of Agencies with Revenues Between $2,500,000 and $5,000,000

Key Benchmarks

Carriers

Profile

Revenues

Average +25% Profit +25% Growth

Carrier Representation Personal Lines P&C National

Expenses

Profitability

6.5 8.0

6.9 7.6

10.4 14.3 24.7

Employee Overview

Regional

Total

14.4

14.5

Producer Info

Commercial Lines P&C National

Service Staff Info

12.0 12.6 24.6

13.1

14.3 15.7 30.0

Regional

9.8

Technology Insurance Carriers

Total

22.9

Group L&H / Financial

Appendix

Total Life, Health, Disability, LTC, Retirement Products, and Other

14.3

7.6

17.6

Carrier Appointments

Average

+25% Profit

+25% Growth

% of Total Commission & Fee Revenue Derived from Direct Versus Indirect Appointments INDIRECT Carrier Appointments 15.1% 12.6%

9.5%

DIRECT Carrier Appointments

82.9%

87.5%

81.6%

Use of Carrier Service Centers

Average

+25% Profit

+25% Growth

Service Center Use Total Personal Lines Commission placed in Carrier Service Center Total Commercial Lines Commission placed in Carrier Service Center

23.9%

*

*

6.6%

*

*

2014 Best Practices Study

*Insufficient Data

Agencies with Revenues Between $2,500,000 and $5,000,000

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