2021 Best Practices Study

Cross Category Comparison

Detailed Data for All Revenue Categories

Revenue Growth

AGENCIES WITH REVENUES OF:

MEDIAN

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

Revenue Growth by Source: TOTAL COMMISSIONS & FEES Renewal Business

91.7% 10.5%

91.7% 12.6% 0.0% 4.5% 3.7% -3.9%

90.6% 12.5% 0.0% 4.9% 3.0% -3.5%

92.6% 10.2% 0.0% 3.7% 3.7% -2.0%

92.3% 10.8% 0.0% 4.1% 4.1% -5.4%

91.9% 12.9% 0.0% 4.9% 3.7% 6.2% 4.5% 3.7% 7.0%

New Business

Acqui red Business

0.0% 6.8% 6.1%

Total Growth

Organic Growth

Brokerage Commission Expense Net Commissions and Fees Total Growth

*

6.8% 6.0% 5.8%

4.5% 3.7% 8.1%

4.2% 2.9% 7.4%

3.7% 3.7% 6.2%

4.7% 4.0% 5.8%

Organic Growth

2020 BPS Organic Growth

P&C Contingent Income L/H/F Bonus Income

-1.6%

3.6%

17.8% -3.0% -5.3%

0.1% -9.6%

8.9% -6.7%

4.5%

*

-22.8%

12.0% -16.2%

Investment Income

-24.5%

-6.7% 0.0%

-10.6%

-16.2%

Miscel laneous Income

0.0%

0.0%

0.0%

0.0%

0.8%

NET REVENUE TOTAL GROWTH NET REVENUE ORGANIC GROWTH

6.1% 5.8%

10.1%

9.0% 6.4%

4.8% 5.5%

7.0% 7.1%

4.2% 4.2%

8.4%

AGENCIES WITH REVENUES OF:

TOP QUARTILE

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

Renewal Business

101.6%

102.5%

99.6% 23.8%

102.5%

97.3% 19.9%

97.9% 20.3%

New Business

27.5%

21.6%

17.7%

Acqui red Business

2.5%

2.6%

5.2%

1.4%

5.0%

4.2%

Total Growth

18.8% 18.8%

18.0% 17.3%

17.6% 15.0% 31.8% 17.6% 15.0% 17.0% 36.6% -3.0% 30.5% 133.3% 19.9% 20.0%

16.3% 15.0% 37.5% 16.9% 15.4% 18.1% 31.9% 37.3% 11.4% 63.1% 21.5% 20.1%

12.8% 10.2% 38.8% 13.0% 10.5% 16.8% 33.1% 19.5% 13.2% 159.8% 14.2% 14.7%

23.4% 12.6% 30.5% 14.0% 12.7% 17.3% 24.3% 40.5% 24.4% 134.1% 14.3% 12.4%

Organic Growth

Brokerage Commission Expense Net Commissions and Fees Total Growth

*

0.0%

18.8% 18.8% 23.6%

18.0% 17.2% 24.9% 29.3% -22.8% 15.0% 78.2% 22.7% 21.1%

Organic Growth

2020 BPS Organic Growth

P&C Contingent Income L/H/F Bonus Income

33.7%

*

Investment Income

1.3%

Miscel laneous Income

31.2%

NET REVENUE TOTAL GROWTH NET REVENUE ORGANIC GROWTH

21.5% 21.5%

*Insufficient Data

Note: The Median is the mid-point in a list of data – it is different than the Mean or Average. Median data cannot be added/subtracted to arrive at related Medians. Each data point presented above (Renewal Business %, New Business %, Total Growth %, Organic Growth %, etc.) must be viewed as a discrete Median data point.

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