2015 Best Practices Study

Analysis of Agencies with Revenues Between $2,500,000 and $5,000,000

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

$699,564

$682,319

$738,811

as % of Agency Net Revenue

20.3%

22.1%

19.9%

Top P&C Carrier —Breakdown By Line of Business

Average

Top 25% Profit

Top 25% Growth

Personal 42.0%

Personal 28.2%

Personal 56.1%

Mid/Large Commercial 18.0%

Mid/Large Commercial 51.7%

Mid/Large Commercial 32.9%

Small Commercial 25.1%

Small Commercial 25.9%

Small Commercial 20.2%

Top 3 P&C Carriers

$1,311,156

$1,230,617

$1,342,537

as % of Agency Net Revenue

37.6%

38.5%

35.9%

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

Average

Top 25% Profit

Top 25% Growth

Personal 38.9%

Personal 51.0%

Mid/Large Commercial 19.3%

Mid/Large Commercial 53.6%

Mid/Large Commercial 34.3%

Personal 23.8%

Small Commercial 29.8%

Small Commercial 22.6%

Small Commercial 26.8%

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

4.0% 6.1%

3.5% 4.4%

5.3% 8.1%

Agencies with Revenues Between $2,500,000 and $5,000,000

78

Note: See page 163 for an explanation of column headings