2013 Best Practices Study

Analysis of Agencies with Revenues Under $1,250,000

Revenue by Account Size (as measured by Comm. & Fees – not premium)

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

Average

+25% Profit

+25% Growth

Commercial P&C Greater than $25,000 % of Book

17.1%

9.9%

26.9%

# of Accounts Total Revenue

2.8

*

3.3

$157,095 $56,393

* *

$198,068 $60,944

Revenue per Account

Between $10,000 and $25,000 % of Book

16.5%

29.0%

16.0%

# of Accounts Total Revenue

6.0

9.8

8.0

$88,354 $14,726

$141,335 $14,373

$93,996 $11,749

Revenue per Account

Between $5,000 and $10,000 % of Book

17.5%

28.4%

19.1%

# of Accounts Total Revenue

12.7

20.0

13.6

$83,114 $6,543

$138,471

$80,343 $5,920

Revenue per Account

$6,924

Less than $5,000 % of Book

48.9%

32.7%

38.0%

# of Accounts Total Revenue

571.9

459.5

417.9

$224,041

$159,265

$159,510

Revenue per Account

$392

$347

$382

(as measured by number of lives)

Average

+25% Profit

+25% Growth

Group L&H/Financial Over 100 Lives % of Book

19.1%

0.0%

29.6%

# of Accounts Total Revenue

*

*

*

* *

* *

* *

Revenue per Account

50 - 100 Lives

% of Book

8.7%

0.0%

11.4%

# of Accounts Total Revenue

1.0

*

*

$12,576 $12,576

* *

* *

2013 Best Practices Study

Revenue per Account

25 - 50 Lives

% of Book

19.1%

10.8%

15.9%

Agencies with Revenues Under $1,250,000

# of Accounts Total Revenue

2.3

*

3.3

$13,756 $2,446

* *

$13,630 $4,089

Revenue per Account

Under 25 Lives

% of Book

53.1%

89.2%

43.1%

9

# of Accounts Total Revenue

40.2

71.0

11.0

$20,420

$23,638

$22,131 $2,012

Revenue per Account

$508

$333

*Insufficient Data