2012 Best Practices Study

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

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

Key Benchmarks Profile

Average

+25% Profit

+25% Growth

Commercial P&C Total Commissions & Fees in Book

Revenues Expenses Profitability Employee Overview Producer Info Staff Service Info Technology Insurance Carriers Appendix

$27,233,124

$33,433,906

$16,237,922

Greater than $25,000 % of Book

61.7%

60.6%

62.7%

# of Accounts Total Revenue

237.2

358.0

222.3

$17,800,384

$30,383,343

$13,575,393

Revenue per Account

$75,033

$84,870

$61,059

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

16.8%

15.2%

19.5%

# of Accounts Total Revenue

318.2

469.5

278.7

$4,854,871

$7,625,060

$4,228,196

Revenue per Account

$15,258

$16,241

$15,173

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

8.0%

8.1%

8.4%

# of Accounts Total Revenue

311.1

380.3

205.5

$2,183,687

$2,722,719

$1,370,897

Revenue per Account

$7,019

$7,159

$6,671

Less than $5,000

% of Book

13.4%

16.1%

9.3%

# of Accounts Total Revenue

12,190.7

10,060.0

3,691.3

$3,867,678

$8,058,378

$2,019,111

Revenue per Account

$317

$801

$547

(as measured by number of lives) Group L&H/Financial Total Commissions & Fees in Book

Average

+25% Profit

+25% Growth

$14,336,943

$18,563,534

$9,311,161

Over 100 Lives

% of Book

58.3%

70.5%

49.9%

# of Accounts Total Revenue

116.9

156.5

94.3

$8,362,936

$13,086,787

$4,648,740

Revenue per Account

$71,550

$83,622

$49,323

Between 50-100 Lives % of Book

14.1%

11.7%

14.6%

# of Accounts Total Revenue

90.9

127.0

78.0

$2,016,515

$2,178,493

$1,360,817

Revenue per Account

$22,188

$17,153

$17,446

Between 25-50 Lives % of Book

2012 Best Practices Study

6.7%

4.0%

9.4%

# of Accounts Total Revenue

95.7

100.5

77.8

$965,726 $10,091

$750,945

$879,371 $11,310

Agencies with Revenues Over $25,000,000

Revenue per Account

$7,472

Under 25 Lives

% of Book

20.9%

13.7%

26.0%

# of Accounts Total Revenue

1,588.1

1,005.5

936.5

$2,991,766

$2,547,310

$2,422,233

126

Revenue per Account

$1,884

$2,533

$2,586

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