2018 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

101.7%

102.9%

102.3%

100.6%

96.7% 22.1%

98.6% 23.7%

New Business

27.8%

36.2%

15.3%

17.4%

Acquired Business

4.7%

0.7%

0.7%

2.0%

4.6%

4.1%

TOTAL GROWTH ORGANIC GROWTH Bonds/Surety Renewal Business

27.3% 25.6%

21.6% 21.1%

13.5% 13.2%

12.7% 11.7%

17.1% 14.4%

15.1% 13.7%

135.6% 105.9%

157.9%

94.4%

105.2%

112.6%

105.1%

New Business

94.0%

174.3%

84.1%

75.5% 14.9% 49.7% 45.3%

91.0%

Acquired Business

1.0%

1.2%

0.8%

0.3%

0.7%

TOTAL GROWTH ORGANIC GROWTH Personal P&C Renewal Business

72.6% 72.6%

61.1% 58.6%

19.5% 19.4%

22.2% 23.9%

29.9% 29.9%

101.1%

100.3%

100.8%

109.4%

100.8%

104.5%

New Business

19.8%

28.3%

39.3%

18.0%

94.2% 49.3% 19.0% 17.8%

19.7%

Acquired Business

6.9%

2.2%

0.8%

2.3%

6.9%

TOTAL GROWTH ORGANIC GROWTH Group Medical Renewal Business

12.2% 12.6%

21.6% 21.3%

11.2% 11.1%

13.1% 12.1%

14.2% 11.5%

126.0%

106.4%

147.4%

108.0%

110.0%

114.0%

New Business

21.7%

60.7%

47.1%

40.2%

25.2%

25.7%

Acquired Business

0.0%

0.0% 6.9% 6.9%

0.0%

0.8%

8.9%

9.2%

TOTAL GROWTH ORGANIC GROWTH All Other Group Renewal Business

13.6% 13.6%

22.0% 22.0%

29.7% 29.7%

28.8% 24.3%

26.4% 24.4%

88.3%

128.7%

93.5% 21.4%

123.8%

116.7%

116.3%

New Business

8.9% 0.0%

37.0%

40.3%

28.4%

24.7%

Acquired Business

0.0%

0.0%

0.9%

2.4%

5.9%

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

10.1% 10.1%

14.0% 14.0%

22.7% 22.7%

30.8% 32.2%

24.9% 24.9%

24.7% 21.1%

91.7%

86.5%

224.1% 121.9%

89.5%

123.3% 129.3%

150.1%

New Business

131.8%

110.2%

118.6%

90.3%

Acquired Business

1.4%

0.0%

0.0%

0.3%

3.7%

5.9%

TOTAL GROWTH ORGANIC GROWTH

26.8% 26.8%

15.8% 15.8%

20.9% 20.9%

10.4% 10.4%

28.7% 26.8%

39.2% 36.2%

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