2015 Best Practices Study

Analysis of Agencies with Revenues Under $1,250,000

Key Benchmarks Profile

Revenue from Top Insurance Carriers

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

Average

Top 25% Profit Top 25% Growth

P&C Commission Income from Top Carriers Top P&C Carrier

$239,078

$377,113

$205,151

as % of Agency Net Revenue

30.5%

43.1%

25.7%

Top P&C Carrier —Breakdown By Line of Business

Average

Top 25% Profit

Top 25% Growth

Personal 53.5%

Personal 40.6%

Personal 50.0%

Mid/Large Commercial 24.0%

Mid/Large Commercial 32.2%

Mid/Large Commercial 16.6%

Small Commercial 29.9%

Small Commercial 26.0%

Small Commercial 27.2%

Top 3 P&C Carriers

$404,952

$521,780

$360,089

as % of Agency Net Revenue

51.4%

59.7%

46.8%

Top 3 P&C Carriers —Breakdown By Line of Business

Average

Top 25% Profit

Top 25% Growth

Personal 56.0%

Personal 58.2%

Mid/Large Commercial 15.6%

Mid/Large Commercial 18.8%

Mid/Large Commercial 9.8%

Personal 42.4%

Small Commercial 26.2%

Small Commercial 38.8%

Small Commercial 33.8%

2015 Best Practices Study

Average

Top 25% Profit Top 25% Growth

L&H/F Commission Income from Top Carriers as % of Net Rev from Top L&H/F Carrier as % of Net Rev from Top 3 L&H/F Carriers

4.6% 5.3%

4.6% 6.4%

10.9% 12.9%

Agencies with Revenues Under $1,250,000

26

Note: See page 163 for an explanation of column headings