2013 Best Practices Study

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

Average Total Revenues: $53,756,487 Profile (of Agencies in this Study Group)

Key Benchmarks Mgmt. Perspectives Profile Revenues Expenses Profitability Employee Overview Producer Info Service Staff Info Technology Insurance Carriers Appendix

Population Density of Metropolitan AreasWhere Home Office is Located Average

+25% Profit

+25% Growth

Less than 50,000 50,000 – 250,000 250,000 – 1,000,000 More than 1,000,000 Corporate Structure C

3.8%

0.0% 0.0%

0.0% 0.0%

11.5% 53.8% 30.8%

50.0% 50.0%

33.3% 66.7%

30.8% 53.8%

50.0% 33.3% 16.7%

50.0% 50.0%

S

Partnership

3.8%

0.0% 0.0% 0.0%

LLC

11.5%

0.0% 0.0%

Sole Proprietorship

0.0%

Average Number of Agency Locations (Main Office and Branch Offices)

9.0

9.0

7.5

# of States Offices are Located in

2.8

2.8

2.8

Agency has an ESOP

26.9% 48.4%

16.7% 25.3%

16.7% 46.0%

% of Stock Owned by ESOP

Shareholders Number of Shareholders (excluding ESOP)

38.1

47.5

52.6

High Low

183.0

2.0

Ownership Percentage % Owned by Largest Shareholder

26.5% 99.0%

24.1%

41.6%

High Low

1.5%

Shareholder Age Current Age of Largest Shareholder

58.3

65.5

57.8

Parent Corporation

Average

% of Agencies Owned by Another Corporation

16.0%

Description of Parent Corporation Financial Institution

100.0%

National Broker

0.0% 0.0%

Other

Member of Group % of Agencies Belonging to a Franchise, Cluster, Alli- ance/Network or Aggregator Group

53.8%

Groups included Assurex, CIAB, andWBN.

2013 Best Practices Study

Reason for Joining Franchise/Cluster/etc.

Market Access 67.0%

Agencies with Revenues Over $25,000,000

Other 22.0%

Other included industry collaboration, sharing ideas and benchmarking.

Back Office Support 11.0%

166

Profit Sharing 0.0%