2013 Best Practices Study

Analysis of Agencies with Revenues Between $5,000,000 and $10,000,000

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

Revenue from Top Insurance Carriers

Average

+25% Profit

+25% Growth

P&C Commission Income from Top Carrier Top P&C Carrier

$1,049,464

$1,242,156

$994,524

as % of Agency Net Revenue

14.9%

19.4%

14.6%

Top 3 P&C Carriers

$2,071,681

$2,182,555

$2,016,321

as % of Agency Net Revenue

29.1%

34.2%

29.1%

Top P&C Carrier —Breakdown By Line of Business

Average

+25% Profit

+25% Growth

Personal 38.1%

Personal 47.9%

Personal 37.9%

Mid/Large Commerical 34.4%

Mid/Large Commerical 36.5%

Mid/Large Commerical 37.7%

Small Commercial 15.7%

Small Commercial 24.3%

Small Commercial 27.8%

Top 3 P&C Carriers —Breakdown By Line of Business

Average

+25% Profit

+25% Growth

Personal 34.5%

Personal 39.0%

Personal 40.3%

Mid/Large Commerical 28.3%

Mid/Large Commerical 44.5%

Mid/Large Commerical 38.3%

Small Commercial 27.1%

Small Commercial 31.4%

Small Commercial 16.5%

2013 Best Practices Study

Average

+25% Profit

+25% Growth

L&H/F Commission Income from Top Carrier as % of Net Rev from Top L&H/F Carrier as % of Net Rev from Top 3 L&H/F Carriers

Agencies with Revenues Between $5,000,000 and $10,000,000

6.2% 9.5%

4.1% 5.9%

5.3%

10.0%

128