2017 Best Practices Study

AGENCIES WITH REVENUES OF:

TOP QUARTILE

<$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

113.0%

98.2% 34.0%

106.3%

99.9% 20.1%

101.2%

99.8% 19.3%

New Business

73.8%

19.2%

23.8%

Acquired Business

0.8%

2.0%

1.1%

3.1%

2.2%

5.0%

TOTAL GROWTH ORGANIC GROWTH Bonds/Surety Renewal Business

15.1% 15.1%

16.3% 15.2%

20.9% 20.5%

13.7% 11.7%

15.2% 13.6%

15.2% 13.1%

98.9%

95.8%

104.9% 109.9%

99.2% 84.3%

127.0%

108.6%

New Business

217.6%

127.2%

75.2%

71.8%

Acquired Business

0.1%

8.0%

0.0%

0.1%

0.4%

1.8%

TOTAL GROWTH ORGANIC GROWTH Personal P&C Renewal Business

43.2% 43.2%

41.5% 41.5%

50.4% 50.4%

53.2% 53.2%

40.9% 40.9%

21.2% 21.1%

103.9%

100.1%

100.9%

100.0%

99.7% 39.8%

105.3%

New Business

21.2%

31.0%

17.9%

25.0%

20.2% 14.9% 19.0% 15.0%

Acquired Business

0.4%

0.9%

2.1%

4.4%

2.6%

TOTAL GROWTH ORGANIC GROWTH Group Medical Renewal Business

20.5% 20.5%

15.7% 15.7%

13.2% 12.8%

16.8% 13.7%

18.4% 16.7%

111.0%

100.6%

145.1%

105.1%

108.8%

112.7%

New Business

23.2%

34.7%

26.2%

28.8%

37.5%

25.9%

Acquired Business

0.1%

0.1%

0.1%

0.1%

0.1%

0.1%

TOTAL GROWTH ORGANIC GROWTH All Other Group Renewal Business

35.3% 35.3%

23.9% 20.5%

21.5% 21.5%

25.7% 23.6%

25.0% 24.3%

25.6% 21.8%

80.0% 39.0%

119.2%

201.0%

127.6%

138.2% 132.2%

110.0%

New Business

14.2%

22.8%

36.5%

21.7%

Acquired Business

0.0%

0.0%

0.0%

2.4%

3.8%

4.6%

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

* *

31.1% 31.1%

25.7% 25.7%

26.5% 26.5%

27.6% 25.3%

28.5% 27.2%

99.1%

90.1% 61.8%

115.2% 103.3%

116.3%

137.1% 157.4%

90.5% 90.1% 26.3% 21.6% 21.6%

New Business

334.9%

81.8%

Acquired Business

13.9% 26.7% 26.7%

0.0%

0.0%

0.1%

13.1% 17.8% 17.8%

TOTAL GROWTH ORGANIC GROWTH

19.5% 19.5%

26.8% 26.8%

19.7% 19.7%

*Insufficient Data