2019 Best Practices Study

54.9

54.3

54.3

54.3

54.2

54.1

54.1

54.0

54.0

54.0

53.8

53.1

52.7

52.5

52.3

52.0

51.8

50.0

< $1.25M

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

> $25.0M

2017 BPS 2018 BPS 2019 BPS

AGENCIES WITH REVENUES OF:

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

Revenue by Source (as % of Gross Revenues): Property & Casualty: Commercial Commissions & Fees

40.4%

46.3%

55.1%

49.0%

52.4%

49.8%

Bonds / Surety

0.5%

1.9%

3.5%

3.6%

1.9%

2.9%

Personal Commissions & Fees

47.6%

34.8%

23.4%

19.0%

14.5%

10.5%

Contingent / Bonus

6.5%

7.9%

9.4%

8.6%

7.2%

6.9%

Total P&C

95.0%

90.9%

91.4%

80.2%

75.9%

70.0%

Life & Health / Financial: Group Medical Comm & Fees All Other Group Comm & Fees Individual L/H/F Comm & Fees

2.2% 0.2% 1.7% 0.0% 4.1% 0.2% 0.6%

4.2% 0.4% 3.4% 0.5% 8.5% 0.3% 0.4%

5.1% 0.8% 1.6% 0.3% 7.8% 0.3% 0.5%

12.0%

14.5%

18.6%

3.9% 2.2% 0.9%

6.4% 0.9% 1.1%

6.7% 2.0% 1.5%

Bonus / Overrides Total L&H / Financial

19.0%

22.9%

28.8%

Investment

0.4% 0.4%

0.5% 0.7%

0.5% 0.6%

Miscellaneous Gross Revenues

100.0%

100.0%

100.0%

100.0%

100.0%

100.0%

Brokerage Comm Expense

0.0%

1.0%

0.3%

0.6%

0.8%

1.8%

Net Revenues

100.0%

99.0%

99.7%

99.4%

99.2%

98.2%

All Other Group L/H/F Revenue: Life

35.2%

25.5% 32.2% 17.4%

31.0% 24.7% 23.3%

21.1% 14.0% 30.7%

20.8% 16.0% 36.7%

16.4% 18.9% 27.1%

Disability

7.5%

Dental & Vision

41.6%

Retirement/Pension

0.0% 3.6% 1.1% 0.0%

1.3%

0.9% 5.0% 0.9% 0.1%

1.4%

2.7% 9.4% 0.9% 1.6%

7.9%

Worksite/Voluntary/Supplement

10.6%

13.9%

10.2%

Long Term Care

0.1% 0.1%

2.3% 3.3%

0.8% 1.7%

Employee Benefits TPA

All Other

11.1%

12.9%

14.2%

13.3%

11.8%

17.0%

Total

100.0%

100.0%

100.0%

100.0%

100.0%

100.0%

This is a breakdown of commissions and fees listed under "All Other Group Life, Health, and Financial" revenues.

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