2017 Best Practices Study-Study Sponsors

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Other 2.6%

LLC 12.8%

C Corp 25.6%

Partner- ship 2.6%

„ Northeast „ Midwest

12.8% 41.0% 20.5% 20.5%

„ West

S Corp 56.4%

„ Southeast „ Southwest

5.1%

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16.9%

Contingent / Bonus/ Overrides 8.5%

15.0%

13.1%

Other 1.1%

12.2%

6.3%

Group L/H/F 27.2%

5.1%

5.0%

2.9%

Commercial P&C 56.2%

Personal P&C 6.9%

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 Median organic growth in this revenue group was 5.0%, down slightly from the 6.3% growth rate for this group in last year’s Study . x Group L/H/F was the fastest-growing segment of the business for firms in this group, posting a 6.3% organic growth rate. x Revenue from small accounts (under 50 lives) continues to decline for agencies in this revenue category, comprising 22.6% of all L&H revenue this year versus 23.7% last year.

Commercial P&C

Group L&H

„ < $5K

13.5%

„ Under 50 lives

22.6%

„ $5K to $10K

8.6%

„ From 50 to 100 lives

17.1%

„ $10K to $25K

16.7%

„ Over 100 lives

60.0%

„ $25K to $50K

15.9%

„ > $50K

45.2%