2017 Best Practices Study-Study Sponsors

([HFXWLYH 6XPPDU\

$JHQFLHV EHWZHHQ

PLOOLRQ DQG

PLOOLRQ LQ UHYHQXH

3URILOH

C Corp 16.7%

LLC 11.9%

Partner- ship 2.4%

„ Northeast „ Midwest

21.4% 19.0% 11.9% 33.3% 14.3%

„ West

S Corp 69.0%

„ Southeast „ Southwest

5HYHQXH DQG *URZWK

22.4%

Contingent / Bonus/ Overrides 9.1%

16.7%

Other 1.1%

13.5%

13.1%

Group L/H/F 20.7%

6.5%

5.6%

5.0%

3.5%

Commercial P&C 55.0%

Personal P&C 14.1%

Total Agency

Commercial P&C

Personal P&C

Group L/H/F

Median

Top Quartile

Note : Commercial P&C includes Bonds / Surety. Group L/H/F includes Group Medical, All Other Group, and Individual L/H/F .

x At 51.8, this revenue group of BPS agencies had the youngest WASA results in the Study . x This group posted the highest organic growth results (5.6%) achieved in this year’s Study. x Group L/H/F growth for this group almost doubled that for commercial lines. x For this larger group of agents, small Group L/H/F (under 50 lives) still represents the largest segment of the overall L/H/F book.

Commercial P&C

Group L&H

„ < $5K

21.3%

„ Under 50 lives

40.6%

„ $5K to $10K

11.0%

„ From 50 to 100 lives

19.6%

„ $10K to $25K

18.8%

„ Over 100 lives

39.2%

„ $25K to $50K

15.7%

„ > $50K

33.2%