2013 Best Practices Study

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

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

Revenue from Top Insurance Carriers

Average

+25% Profit

+25% Growth

P&C Commission Income from Top Carrier Top P&C Carrier

$655,190

$728,557

$798,266

as % of Agency Net Revenue

19.7%

22.6%

23.4%

Top 3 P&C Carriers

$1,219,025

$1,219,845

$1,328,412

as % of Agency Net Revenue

37.2%

39.7%

40.8%

Top P&C Carrier —Breakdown By Line of Business

Average

+25% Profit

+25% Growth

Personal 35.9%

Personal 25.4%

Personal 36.9%

Mid/Large Commerical 37.2%

Mid/Large Commerical 54.5%

Mid/Large Commerical 39.7%

Small Commercial 20.1%

Small Commercial 24.5%

Small Commercial 25.9%

Top 3 P&C Carriers —Breakdown By Line of Business

Average

+25% Profit

+25% Growth

Personal 34.1%

Personal 30.2%

Personal 42.9%

Mid/Large Commerical 32.0%

Mid/Large Commerical 45.3%

Mid/Large Commerical 40.5%

Small Commercial 25.4%

Small Commercial 25.1%

Small Commercial 24.5%

2013 Best Practices Study

Average

+25% Profit

+25% Growth

L&H/F Commission Income from Top Carrier as % of Net Rev from Top L&H/F Carrier as % of Net Rev from Top 3 L&H/F Carriers

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

5.0% 7.6%

3.8% 5.9%

6.9% 9.4%

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