2014 Best Practices Study

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

Key Benchmarks

Profitability

Profile

Historical EBITDA Margin & Operating Margin (for Average Group)

Revenues

Expenses Profitability

35%

30%

Employee Overview

25%

Producer Info

22.0% 21.5% 20.7%

21.7%

19.8%

19.9%

19.4% 18.4%

20%

Service Staff Info

19.2% 17.8%

19.3%

18.6%

17.9%

15%

Technology

17.6%

16.9%

16.5%

Insurance Carriers

10%

7.9%

Appendix

7.5%

5%

5.9%

4.7%

4.5%

4.9%

4.5%

3.5%

0%

2007

2009

2010

2011

2012

2013

2014

2008

Pro Forma EBITDA

EBITDA Margin

Operating Margin

About EBITDA Margin and Operating Margin EBITDA Margin is calculated by dividing a firm’s EBITDA (Earnings Before Interest, Taxes, Depreciation and Amortization) by the firm’s net revenues.

Pro Forma EBITDA Margin is calculated by dividing a firm’s Pro Forma EBITDA by the firm’s Pro Forma net revenue.

Operating Margin is calculated as EBITDA less contingent income divided by Pro Forma net revenues less contingent income.

2014 Best Practices Study

Agencies with Revenues Over $25,000,000

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