2015 Best Practices Study

Analysis of Agencies with Revenues Between $1,250,000 and $2,500,000

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

$438,173

$444,041

$480,624

as % of Agency Net Revenue

25.2%

24.7%

31.8%

Top P&C Carrier —Breakdown By Line of Business

Average

Top 25% Profit

Top 25% Growth

Personal 35.6%

Personal 40.6%

Personal 14.0%

Mid/Large Commercial 34.2%

Mid/Large Commercial 32.2%

Mid/Large Commercial 23.8%

Small Commercial 40.6%

Small Commercial 51.8%

Small Commercial 27.2%

Top 3 P&C Carriers

$745,417

$725,985

$646,422

as % of Agency Net Revenue

42.1%

40.6%

43.2%

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

Average

Top 25% Profit

Top 25% Growth

Personal 41.1%

Personal 25.3%

Mid/Large Commercial 22.7%

Mid/Large Commercial 21.6%

Mid/Large Commercial 18.9%

Personal 41.8%

Small Commercial 52.0%

Small Commercial 36.6%

Small Commercial 39.9%

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

6.2% 8.3%

16.1% 21.4%

6.0% 8.3%

Agencies with Revenues Between $1,250,000 and $2,500,000

52

Note: See page 163 for an explanation of column headings