2015 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 Expenses Profitability Employee Overview Producer Info Service Staff Info Technology Insurance Carriers Appendix

Average

Top 25% Profit

Top 25% Growth

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

66.8% 294.8

64.2% 265.8

75.2% 341.5

# of Accounts Total Revenue

$24,542,759

$24,444,669

$28,204,483

Revenue per Account

$83,246

$91,955

$82,590

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

14.1% 325.6

13.6% 337.8

13.9% 319.5

# of Accounts Total Revenue

$5,187,539

$5,187,614

$5,223,420

Revenue per Account

$15,930

$15,356

$16,349

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

7.1% 358.4

7.6% 395.8

5.0% 261.8

# of Accounts Total Revenue

$2,613,900

$2,910,114

$1,876,032

Revenue per Account

$7,294

$7,352

$7,165

Less than $5,000 % of Book

12.0% 6,190.7

14.6% 7,392.2

5.8%

# of Accounts Total Revenue

2,290.2

$4,394,077

$5,556,428

$2,182,786

Revenue per Account

$710

$752

$953

(as measured by number of lives)

Average

Top 25% Profit

Top 25% Growth

GROUP L&H/FINANCIAL Over 100 Lives % of Book

64.4% 146.7

58.9% 188.5

72.8% 132.3

# of Accounts Total Revenue

$9,284,478

$8,700,971

$12,275,889

Revenue per Account

$63,289

$46,159

$92,765

50 - 100 Lives

% of Book

15.5% 122.3

15.4% 165.3

17.5%

# of Accounts Total Revenue

93.0

$2,233,379

$2,277,237

$2,948,386

2015 Best Practices Study

Revenue per Account

$18,261

$13,781

$31,703

25 - 50 Lives

% of Book

9.5% 209.5

8.6% 283.8

7.0% 145.0

Agencies with Revenues Over $25,000,000

# of Accounts Total Revenue

$1,372,566

$1,276,706

$1,172,511

Revenue per Account

$6,552

$4,499

$8,086

Under 25 Lives

% of Book

10.6% 1,972.6

17.1% 6,631.0

2.7% 414.0

# of Accounts Total Revenue

138

$1,605,934

$2,528,803

$689,492

Revenue per Account

$809

$418

$1,665

Note: See page 163 for an explanation of column headings