2014 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

Profile Revenues

Average

+25% Profit

+25% Growth

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

Expenses

64.8%

66.9%

60.7%

Profitability

# of Accounts Total Revenue

273.7

264.3

235.6

$22,413,256

$26,149,422

$16,606,740

Employee Overview

Revenue per Account

$81,896

$98,926

$70,496

Producer Info

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

14.6%

13.6%

15.4%

Service Staff Info

# of Accounts Total Revenue

317.1

326.7

265.9

Technology

$5,054,927

$5,325,050

$4,214,105

Revenue per Account

$15,939

$16,301

$15,851

Insurance Carriers

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

Appendix

7.4%

7.2%

8.1%

# of Accounts Total Revenue

358.4

381.3

319.9

$2,562,312

$2,821,565

$2,224,503

Revenue per Account

$7,150

$7,399

$6,955

Less than $5,000 % of Book

13.2%

12.2%

15.7%

# of Accounts Total Revenue

6,254.5

6,389.5

5,678.0

$4,737,726

$4,780,622

$5,018,283

Revenue per Account

$757

$748

$884

(as measured by number of lives)

Average

+25% Profit

+25% Growth

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

63.0%

52.6%

55.9%

# of Accounts Total Revenue

134.1

148.7

134.3

$8,221,478

$6,096,228

$8,673,964

Revenue per Account

$61,309

$41,006

$64,570

50 - 100 Lives

% of Book

16.6%

14.8%

17.4%

# of Accounts Total Revenue

140.0

101.0

212.0

$2,165,857

$1,715,379

$2,695,351

2014 Best Practices Study

Revenue per Account

$15,476

$16,984

$12,714

25 - 50 Lives

% of Book

7.8%

6.1%

8.9%

Agencies with Revenues Over $25,000,000

# of Accounts Total Revenue

185.9

110.3

321.8

$1,071,034

$704,729

$1,386,255

Revenue per Account

$5,762

$6,387

$4,307

Under 25 Lives

% of Book

12.6%

26.5%

17.8%

# of Accounts Total Revenue

2,127.2

3,120.0

3,658.8

138

$1,726,029

$3,062,786

$2,768,361

Revenue per Account

$811

$982

$757