2014 Best Practices Study

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

Key Benchmarks

Revenue by Account Concentration Average

Profile Revenues

+25% Profit

+25% Growth

% of Revenue Derived from Largest Account

Expenses

3.3%

4.1%

3.6%

Profitability

High Low

10.5%

Employee Overview

0.5%

10 Largest Accounts

13.5% 27.5%

15.6%

14.0%

Producer Info

High Low

Service Staff Info

2.9%

Technology

Average

+25% Profit

+25% Growth

Insurance Carriers

“Other” Group Life & Health* Revenue (% from source) Life 24.3%

Appendix

18.7% 22.0% 23.1%

28.3%

Disability

15.9% 21.7%

9.9%

Dental & Vision

12.1%

Retirement/Pension

4.5%

3.2% 5.9% 0.7% 5.1%

3.4%

Worksite/Voluntary/Supplement

11.3%

20.8%

Long-Term Care

1.1% 4.5%

0.6% 0.0%

Employee Benefits TPA

All Other

16.6%

21.1%

25.0%

*Excludes Group Medical

2014 Best Practices Study

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

111