2011 Best Practices Study

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

Carriers

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

Average

+25% Profit

+25% Growth

Carrier Representation Personal Lines P&C National

12.3 11.4 23.7 49.4 30.8 80.2

12.2 17.0 29.2 55.2 26.0 81.2

23.2

Regional

6.0

Total

29.2

Commercial Lines P&C National

41.2 32.8 74.0

Regional

Total

Group L&H / Financial Total

102.7

100.8

102.4

Revenue from Top Carriers

Average

+25% Profit

+25% Growth

Commission Income Derived from Top Carriers % of Net Rev from Top P&C Carrier

7.0%

7.3%

8.2%

% of Net Rev from Top 3 P&C Carriers

16.2%

18.2%

19.5%

% of Net Rev from Top L&H/F Carrier

5.8%

5.0%

6.3%

% of Net Rev from Top 3 L&H/F Carrier

11.8%

9.3%

11.4%

Revenues from Top P&C Carrier–Breakdown By Line of Business

2011 Best Practices Study

Agencies with Revenues Over $25,000,000

141