2017 Best Practices Study

19.0%

16.7%

16.2%

15.6%

13.0%

11.7%

9.0%

7.5%

6.9%

6.8%

6.6%

6.6%

6.0%

5.5%

4.9%

4.8%

5.4%

2.4%

< $1.25M

$1.25M-$2.5M $2.5M-$5.0M $5.0M-$10.0M $10.0M-$25.0M

> $25.0M

2016 BPS Median

2017 BPS Median

2017 BPS Top Quartile

AGENCIES WITH REVENUES OF:

MEDIAN

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

REVENUE GROWTH BY LINE OF BUSINESS: Commercial P&C Renewal Business

93.8% 10.8%

91.8% 12.6%

96.4% 10.6%

91.0%

92.2% 10.1%

93.8% 10.0%

New Business

9.9% 0.0% 3.7% 3.7%

Acquired Business

0.0% 3.1% 3.1%

0.0% 4.4% 3.8%

0.0% 7.5% 7.6%

0.0% 3.5% 3.6%

0.0% 6.2% 5.0%

TOTAL GROWTH ORGANIC GROWTH Bonds/Surety Renewal Business

12.6%

28.8% 21.2%

59.7%

34.6% 10.4% 0.0% -0.5% -0.5%

57.2% 16.2% 0.0% -0.1% -0.1%

83.9% 13.4%

New Business

0.0% 0.0% 8.1% 8.1%

8.8% 0.0% 2.0% 2.0%

Acquired Business

0.0% 5.6% 5.6%

0.0% 7.5% 7.5%

TOTAL GROWTH ORGANIC GROWTH Personal P&C Renewal Business

94.4% 10.6%

90.8%

91.5%

91.3%

92.3% 11.3%

93.9%

New Business

9.5% 0.0% 4.5% 3.7%

9.1% 0.0% 5.1% 2.8%

7.8% 0.0% 1.4% 1.3%

9.2% 0.0% 4.7% 2.9%

Acquired Business

0.0% 3.1% 3.1% 5.1% 0.0% 0.0% 6.3% 6.3% 0.0% 0.0% 0.0%

0.0% 5.0% 5.0%

TOTAL GROWTH ORGANIC GROWTH Group Medical Renewal Business

84.5%

89.4% 2.9% 0.0% 4.0% 4.0% 0.0% 0.0% 0.0% -4.8% -4.8% 54.8% 17.1% 0.0% -4.0% -4.0%

88.3% 10.5%

95.9% 12.7%

90.0% 13.4%

New Business

5.5% 0.0% 1.7% 0.5% 0.0% 0.0% 0.0% 7.2% 7.2%

Acquired Business

0.0% 3.0% 3.3%

0.0% 7.8% 7.0%

0.0% 5.3% 2.9%

TOTAL GROWTH ORGANIC GROWTH All Other Group Renewal Business

65.5% 9.8% 0.0% -0.5% 1.1%

91.2% 11.1%

86.4% 11.6%

New Business

Acquired Business

0.0% 7.7% 7.2%

0.0%

TOTAL GROWTH ORGANIC GROWTH Individual L/H/F Renewal Business

* *

12.1%

8.8%

44.0% 16.9%

24.9% 12.6% 0.0% -6.3% -6.3%

48.8% 20.6%

39.3% 41.3% 0.0% -6.7% -6.7%

35.8% 21.0%

New Business

Acquired Business

0.0% 3.7% 3.7%

0.0%

0.0%

TOTAL GROWTH ORGANIC GROWTH

-10.7% -10.7%

-10.0% -10.4%

*Insufficient Data