2015 Best Practices Study

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

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

Revenue by Account Concentration % of Revenue Derived from Average

Top 25% Profit

Top 25% Growth

Largest Account

2.9%

2.5%

3.0%

High Low

10.4%

0.5%

10 Largest Accounts

11.8% 35.5%

10.8%

12.4%

High Low

3.7%

Average

Top 25% Profit

Top 25% Growth

“Other” Group Life & Health Revenue Source (excluding Group Medical) Life 29.7%

17.1% 22.9% 26.9%

47.0% 11.3% 25.0%

Disability

16.4% 21.6%

Dental & Vision

Retirement/Pension

2.6% 7.3% 1.0%

2.2% 8.6% 1.1% 7.6%

0.7% 3.0% 1.7% 5.3% 6.0%

Worksite/Voluntary/Supplement

Long-Term Care

Employee Benefits TPA

13.9%

All Other

7.5%

13.7%

2015 Best Practices Study

Agencies with Revenues Over $25,000,000

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Note: See page 163 for an explanation of column headings