2018 Best Practices Study

$167.5

$137.7

$109.3

$105.2

$105.0

$88.5

$83.1

$79.4

$76.5

$75.5

$70.8

$55.3

< $1.25M

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

> $25.0M

Average Top Quartile

AGENCIES WITH REVENUES OF:

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

Number of HR Employees HR Payroll as % of Net Rev

0.3

0.4

0.6

0.7

1.2

3.6

2.0%

1.4%

1.0%

0.8%

0.6%

0.6%

Number of Accounting Employees Accounting Payroll as % of Net Rev

0.6

0.8

1.0

1.9

3.3

8.6

2.7%

2.2%

1.6%

1.6%

1.4%

1.1%

Number of Marketing Employees Marketing Payroll as % of Net Rev

0.9

0.9

1.3

1.7

2.9

7.2

4.0%

2.1%

1.6%

1.5%

1.3%

1.2%

Service and Sales Support Staff PROPERTY & CASUALTY Number of Staff: Commercial

1.3 2.1 0.1

2.7 3.2 0.1

5.8 5.0 0.2

11.4

24.9 10.1

78.6 17.1 12.5

Personal

6.9 1.5

P&C Value Added Service Staff

3.6

Avg. Line of Business Revenue per Staff: Commercial

$270,597 $203,779 $110,107

$344,149 $233,638 $375,492

$389,957 $211,412

$369,563 $217,931

$369,235 $237,322

$399,166 $205,736

Personal

P&C Value Added Service Staff

$775,122 $2,485,229 $3,036,952 $3,617,963

Payroll as % of Line of Business Revenue: Commercial

39.6% 20.5%

16.4% 21.4%

16.8% 19.8%

16.8% 21.3%

18.8% 27.8%

18.9% 29.0%

Personal

P&C Value Added Service Staff

2.3%

3.1%

3.2%

2.2%

3.1%

3.1%

LIFE & HEALTH / FINANCIAL Number of Staff: Life & Health / Financial

0.1 0.0

0.4 0.0

0.9 0.0

3.0 0.1

8.9 1.3

39.0

L&H/F Value Added Service Staff

3.8

Avg. Line of Business Revenue per Staff: Life & Health / Financial

$42,000 $5,475

$289,332

$207,018 $385,727

$269,619

$450,357

$435,599

L&H/F Value Added Service Staff

$8,122

$450,403 $1,039,617 $2,783,622

Payroll as % of Line of Business Revenue: Life & Health / Financial

16.5% 19.4%

16.4%

17.4%

17.0%

17.7%

19.2%

L&H/F Value Added Service Staff

8.7%

0.6%

4.2%

5.5%

2.6%

 70