2014 Best Practices Study

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

Key Benchmarks

Carriers

Profile

Revenues

Average +25% Profit +25% Growth

Carrier Representation Personal Lines P&C National

Expenses

Profitability

14.5

8.0 9.3

10.9

Employee Overview

Regional

9.8

9.7

Total

24.3

17.3

20.5

Producer Info

Commercial Lines P&C National

Service Staff Info

38.1 35.4 73.5

27.6 25.5 53.1

22.9 26.8 49.7

Regional

Technology Insurance Carriers

Total

Group L&H / Financial

Appendix

Total Life, Health, Disability, LTC, Retirement Products, and Other

80.8

53.6

70.4

Carrier Appointments

Average

+25% Profit

+25% Growth

% of Total Commission & Fee Revenue Derived from Direct Versus Indirect Appointments INDIRECT Carrier Appointments 19.3% 13.6%

22.1% 77.9%

DIRECT Carrier Appointments

70.4%

72.1%

Use of Carrier Service Centers

Average

+25% Profit

+25% Growth

Service Center Use Total Personal Lines Commission placed in Carrier Service Center Total Commercial Lines Commission placed in Carrier Service Center

30.9%

*

*

2.0%

3.2%

2.7%

2014 Best Practices Study

*Insufficient Data

Agencies with Revenues Over $25,000,000

155