2013 Best Practices Study

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

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

$3,449,214

$4,146,933

$3,986,328

as % of Agency Net Revenue

6.7%

7.3%

7.8%

Top 3 P&C Carriers

$7,955,668

$9,845,047

$8,605,420

as % of Agency Net Revenue

15.4%

17.4%

17.3%

Top P&C Carrier —Breakdown By Line of Business

Average

+25% Profit

+25% Growth

Personal 11.3%

Personal 11.4%

Personal 12.4%

Mid/Large Commerical 68.5%

Mid/Large Commerical 73.7%

Mid/Large Commerical 71.7%

Small Commercial 14.9%

Small Commercial 17.0%

Small Commercial 19.1%

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

Average

+25% Profit

+25% Growth

Personal 14.1%

Personal 8.2%

Personal 10.7%

Mid/Large Commerical 74.3%

Mid/Large Commerical 78.0%

Mid/Large Commerical 70.2%

Small Commercial 15.7%

Small Commercial 15.0%

Small Commercial 13.8%

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 Over $25,000,000

6.3%

6.8%

5.3%

12.2%

12.2%

10.1%

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