2012 Best Practices Study

Analysis of Agencies with Revenues Between $1,250,000 and $2,500,000

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

$925,377

$1,165,093

$987,266

Greater than $25,000 % of Book

20.4%

30.2%

28.2%

# of Accounts Total Revenue

5.7

10.2

9.4

$240,215 $41,942

$352,136 $34,636

$333,728 $35,503

Revenue per Account

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

17.0%

23.0%

19.7%

# of Accounts Total Revenue

11.3

20.0

15.2

$163,380 $14,416

$268,060 $13,403

$194,926 $12,852

Revenue per Account

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

14.0%

15.8%

15.1%

# of Accounts Total Revenue

20.3

28.8

24.2

$134,115

$184,281

$148,778

Revenue per Account

$6,596

$6,391

$6,156

Less than $5,000

% of Book

48.6%

31.0%

37.0%

# of Accounts Total Revenue

972.1

1,180.8

954.7

$466,425

$360,616

$365,455

Revenue per Account

$480

$305

$383

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

Average

+25% Profit

+25% Growth

$247,443

$436,528

$375,559

Over 100 Lives

% of Book

16.1%

17.4%

6.7%

# of Accounts Total Revenue

2.7

2.5

*

$79,856 $29,576

$152,000 $60,800

* *

Revenue per Account

Between 50-100 Lives % of Book

17.3%

19.4%

19.8%

# of Accounts Total Revenue

6.9

7.7

6.0

$85,464 $12,386

$113,000 $14,739

$149,000 $24,833

Revenue per Account

Between 25-50 Lives % of Book

2012 Best Practices Study

19.4%

29.7%

34.4%

# of Accounts Total Revenue

18.1

65.0

61.5

$96,230 $4,860

$259,000

$258,062

Agencies with Revenues Between $1,250,000 and $2,500,000

Revenue per Account

$3,985

$4,196

Under 25 Lives

% of Book

47.1%

33.5%

39.1%

# of Accounts Total Revenue

177.6

65.7

50.0

$122,809

$195,037

$147,028

30

Revenue per Account

$691

$2,970

$2,941