2013 Best Practices Study

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

Revenue by Account Size (as measured by Comm. & Fees – not premium)

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

Average

+25% Profit

+25% Growth

Commercial P&C Greater than $25,000 % of Book

64.3%

65.4%

70.1%

# of Accounts Total Revenue

264.7

317.0

313.7

$21,243,763

$29,536,058

$23,612,543

Revenue per Account

$80,247

$93,174

$75,279

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

14.7%

13.6%

15.2%

# of Accounts Total Revenue

305.2

393.7

320.2

$4,842,018

$6,158,648

$5,115,304

Revenue per Account

$15,863

$15,644

$15,977

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

7.2%

6.8%

5.0%

# of Accounts Total Revenue

331.7

432.3

237.8

$2,386,706

$3,057,537

$1,690,717

Revenue per Account

$7,196

$7,072

$7,109

Less than $5,000 % of Book

13.8%

14.2%

9.7%

# of Accounts Total Revenue

6,600.0

9,651.3

3,781.8

$4,543,406

$6,410,047

$3,266,489

Revenue per Account

$688

$664

$864

(as measured by number of lives)

Average

+25% Profit

+25% Growth

Group L&H/Financial Over 100 Lives % of Book

66.6%

* *

74.0%

# of Accounts Total Revenue

143.2

113.3

$8,833,938

* *

$7,577,103

Revenue per Account

$61,694

$66,906

50 - 100 Lives

% of Book

14.5%

* *

14.7%

# of Accounts Total Revenue

118.7

65.5

$1,928,749

* *

$1,505,284

2013 Best Practices Study

Revenue per Account

$16,254

$22,981

25 - 50 Lives

% of Book

8.5%

* *

5.7%

Agencies with Revenues Over $25,000,000

# of Accounts Total Revenue

205.4

59.3

$1,123,494

* *

$580,358

Revenue per Account

$5,469

$9,795

Under 25 Lives

% of Book

10.4%

* *

5.6%

169

# of Accounts Total Revenue

1,065.3

518.3

$1,385,600

* *

$570,664

Revenue per Account

$1,301

$1,101

*Insufficient Data