2018 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

5.9%

6.3%

13.0%

23.2%

32.5%

45.0% 117.6

# of Accounts Total Revenue

0.6

0.8

2.9

10.2

30.6

$29,176 $20,666

$63,614 $31,945

$273,565 $1,034,818 $3,280,458 $14,938,011

Revenue per Account

$68,692

$94,081

$101,266

$120,999

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

5.6%

10.0%

11.7%

13.6%

15.4%

15.9% 134.8

# of Accounts Total Revenue

1.4

3.7

7.2

17.3

43.9

$28,596 $11,941

$89,240 $23,066

$235,414 $31,001

$591,289 $1,541,050 $4,706,181

Revenue per Account

$32,930

$34,034

$34,895

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

12.7%

19.6%

17.9%

19.1%

18.0% 113.2

17.1% 304.0

# of Accounts Total Revenue

4.8

12.6

22.6

50.7

$47,994 $9,636

$161,726 $13,173

$332,627 $14,544

$778,383 $1,754,879 $4,793,646

Revenue per Account

$15,347

$15,040

$15,869

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

16.4%

17.2%

16.6%

12.9%

10.5% 140.1

8.6%

# of Accounts Total Revenue

12.6

27.0

45.7

72.0

332.7

$65,293 $5,712

$163,380

$309,222

$493,961

$989,063 $2,322,524

Revenue per Account

$6,086

$6,790

$6,951

$6,904

$7,086

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

59.4%

46.9%

40.7%

31.1%

23.7%

13.4%

427.4

697.8

1,002.5

1,563.7

2,481.9

4,797.5

$192,801

$371,505

$724,447 $1,113,426 $1,904,736 $3,763,303

Revenue per Account

$641

$659

$898

$976

$912

$1,016

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

0.0%

12.2%

21.6%

33.0%

44.7%

61.9% 180.5

# of Accounts Total Revenue

0.0

0.8

2.5

11.0

37.9

$0 $0

$29,762 $14,573

$107,051 $29,490

$520,955 $2,260,970 $11,350,311

Revenue per Account

$45,008

$60,386

$67,469

50-100 Lives % of Book

6.8%

24.7%

18.5%

21.3%

16.9%

16.3% 117.9

# of Accounts Total Revenue

0.2

4.3

4.4

15.7

31.3

$1,583 $1,583

$44,683 $10,907

$62,139 $12,694

$276,475 $17,211

$581,137 $2,351,525

Revenue per Account

$18,586

$23,008

Under 50 Lives % of Book # of Accounts

93.2%

63.1%

59.9%

45.5% 154.8

37.9% 268.6

21.4%

19.2

32.1

5,802.5

1,436.3

Total Revenue

$21,420 $3,556

$56,015 $2,303

$200,131

$463,231

$925,064 $2,778,382

Revenue per Account

$3,327

$2,966

$4,417

$3,933

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

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