2016 BPS Study

Cross Category Comparison Detailed Data for All Revenue Categories

SALES VELOCITY

AGENCIES WITH REVENUES OF:

<$1.25M $1.25‐$2.5M $2.5‐$5M $5‐$10M $10‐$25M >$25M

Sales Velocity: Average Top Quartile

13.2% 20.3%

15.4% 25.9%

14.0% 24.7%

15.5% 25.3%

15.0% 23.6%

15.3% 23.0%

Age Banding of Sales Velocity: Up to age 35

3.8% 3.0% 3.1% 3.3%

1.7% 3.3% 6.9% 3.4%

2.7% 4.5% 3.9% 2.9%

3.2% 4.8% 4.6% 2.8%

3.3% 4.0% 4.7% 2.9%

2.6% 3.6% 5.8% 3.3%

Age 36‐45 Age 46‐55

Over age 55

Sales Velocity

25.9%

25.3%

24.7%

23.6%

23.0%

20.3%

15.5%

15.4%

15.3%

15.0%

14.0%

13.2%

< $1.25M $1.25M‐$2.5M $2.5M‐$5.0M $5.0M‐$10.0M $10.0M‐$25.0M > $25.0M

Average Top Quartile

Sales Velocity is an excellent measure of an agency’s success in writing new business.  It is calculated by dividing new  commission and fee income written by prior year commission and fee income.  The Age Banding of Sales Velocity takes it a step  further by showing Sales Velocity contributions by different producer age groupings (35 and under, 36‐45, 46‐55, over 55).

Age Banding of Sales Velocity

20%

15%

2.8%

3.3%

3.4%

2.9%

2.9%

3.0% 3.1% 3.3%

4.6%

10%

4.7%

3.9%

5.8%

6.9%

4.8%

4.0%

5%

4.5%

2.6% 3.6%

1.7% 3.3%

3.8%

3.3%

3.2%

2.7%

0%

<$1.25M $1.25‐$2.5M $2.5‐$5M

$5‐$10M $10‐$25M

>$25M

Up to age 35 Age 36‐45 Age 46‐55 Over age 55

60