2017 Best Practices Study

AGENCIES WITH REVENUES OF:

<$1.25M $1.25-$2.5M $2.5-$5M $5-$10M $10-$25M >$25M

Account Size:

Commercial P&C *as measured by commissions and fees Greater than $50,000 % of Book

5.4%

5.9%

15.7%

20.1%

33.2%

45.2% 117.4

# of Accounts Total Revenue

0.4

1.5

3.1

9.3

28.8

$29,029 $13,105

$66,406 $30,601

$311,089 $83,094

$878,255 $3,154,733 $15,012,760

Revenue per Account

$84,015

$105,058

$122,642

Between $25,000 and $50,000 % of Book

3.8%

10.3%

11.4%

14.0%

15.7%

15.9% 136.2

# of Accounts Total Revenue

0.6

6.0

6.2

17.4

42.8

$18,529 $8,138

$116,205 $22,137

$204,267 $31,639

$599,918 $1,490,424 $4,718,144

Revenue per Account

$34,246

$33,945

$34,591

Between $10,000 & $25,000 % of Book

11.6%

16.4%

17.4%

20.2%

18.8% 114.0

16.7% 303.7

# of Accounts Total Revenue

2.1

20.2

21.4

51.7

$26,025 $8,195

$158,927 $13,842

$321,363 $14,688

$797,048 $1,775,321 $4,750,488

Revenue per Account

$15,105

$15,229

$15,683

Between $5,000 & $10,000 % of Book

12.2%

20.4%

15.6%

13.6%

11.0% 148.3

8.6%

# of Accounts Total Revenue

6.2

48.3

41.8

72.2

347.4

$41,585 $5,172

$182,758

$284,598

$503,729 $1,034,025 $2,453,792

Revenue per Account

$6,638

$6,821

$7,000

$6,889

$7,097

Less than $5,000 % of Book # of Accounts Total Revenue

67.0%

47.0%

39.9%

32.1%

21.3%

13.5%

286.3

808.5

1,125.3

1,921.8

2,341.8

5,441.7

$156,264

$391,721

$684,591 $1,105,584 $1,827,255 $4,104,465

Revenue per Account

$688

$653

$880

$822

$922

$937

Group L/H/F *as measured by number of lives Over 100 Lives % of Book

0.0%

7.0%

27.3%

33.3%

39.2%

60.0% 155.0

# of Accounts Total Revenue

0.0

0.5

6.0

12.2

30.3

$0 $0

$14,763 $10,390

$142,927 $28,359

$675,109 $1,832,174 $10,004,635

Revenue per Account

$46,940

$54,541

$66,300

50-100 Lives % of Book

5.1%

14.1%

13.9%

21.8%

19.6%

17.1% 119.6

# of Accounts Total Revenue

0.1

3.2

5.3

15.3

33.3

$1,357 $1,357

$24,143 $5,095

$69,916 $12,332

$261,385 $16,360

$628,786 $2,202,348

Revenue per Account

$19,939

$21,777

Under 50 Lives % of Book # of Accounts

94.9%

78.9% 105.5

58.8%

44.8% 266.3

40.6% 278.3

22.6%

9.0

82.9

1,092.1

Total Revenue

$12,732 $2,273

$93,408 $2,318

$186,903

$435,716

$935,324 $2,515,013

Revenue per Account

$4,992

$2,944

$4,163

$4,226

Note : Comparison Group Averages are based on the average for each individual line item and therefore may not validate when attempting to replicate calculations.