2012 Best Practices Study

Analysis of Agencies with Revenues Between $10,000,000 and $25,000,000

Revenues (% by Source)

Key Benchmarks Profile

Average

+25% Profit

+25% Growth

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

Property & Casualty Commercial Commissions & Fees

48.6%

50.0%

40.0%

Bonds

2.0%

2.8%

0.9%

Personal Commissions Value Added Services

16.4%

21.5%

20.8%

0.6% 6.7%

0.9% 7.3%

1.0% 6.4%

Contingent/Bonus

Total P&C

74.3%

82.5%

69.0%

Life & Health/Financial Group Medical Commissions & Fees All Other Group Commissions & Fees Individual L&H Commissions & Fees

14.2%

9.6% 2.9% 2.2% 1.3%

14.0%

5.7% 2.7% 1.6%

8.2% 6.6% 1.0%

Bonus/Overrides

Total L&H/Financial

24.3%

15.9%

29.9%

Investments

0.6% 0.9%

0.5% 1.1%

0.5% 0.6%

Miscellaneous

Gross Revenues

100.0%

100.0%

100.0%

Brokerage Commission Expense

2.0%

0.8%

0.3%

Net Revenues

98.0%

99.2%

99.7%

Revenue by Source (% of Gross Revenues)

2012 Best Practices Study

Agencies with Revenues Between $10,000,000 and $25,000,000

100