2017 Best Practices Study

AGENCIES WITH REVENUES OF:

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

Average Revenues

$821,066 $822,626

$1,796,547 $3,542,720 $7,310,885 $16,636,030 $56,670,736 $1,827,251 $3,562,603 $7,067,721 $15,440,231 $55,265,868

2016 BPS Average Revenues

Regional Distribution Northeast

20.0% 30.0%

15.2% 27.3% 12.1% 36.4%

23.4% 25.5% 12.8% 29.8%

26.1% 21.7%

21.4% 19.0% 11.9% 33.3% 14.3%

12.8% 41.0% 20.5% 20.5%

Midwest

West

3.3%

8.7%

Southeast Southwest

43.3%

23.9% 19.6%

3.3%

9.1%

8.5%

5.1%

Corporate Structure C Corp

16.7% 53.3%

27.3% 60.6%

19.1% 63.8%

8.7%

16.7% 69.0%

25.6% 56.4%

S Corp

54.3%

Partnership

0.0%

0.0%

0.0%

6.5%

2.4%

2.6%

LLC

26.7%

12.1%

17.0%

28.3%

11.9%

12.8%

Sole Proprietorship

3.3% 0.0%

0.0% 0.0%

0.0% 0.0%

0.0% 2.2%

0.0% 0.0%

0.0% 2.6%

Other

Population Density: Less than 50,000 50,000 - 250,000 250,000 - 1,000,000

60.0% 16.7% 20.0%

42.4% 42.4%

41.3% 26.1%

23.9% 26.1% 19.6% 30.4%

14.3% 21.4% 19.0% 45.2%

7.9%

23.7% 21.1% 47.4%

6.1% 9.1%

8.7%

More than 1,000,000

3.3%

23.9%

Average Number of Agency Locations

1.4

1.5

2.3

2.6

3.9

8.7

Number of Shareholders: Low

1.0 1.9 4.0

1.0 2.0 6.0

1.0 2.9 8.0

1.0 3.8

1.0 8.5

1.0

Average

34.7

High

11.0

26.0

127.0

Profile of Largest Shareholder: Average Age of Largest Shareholder: Low

34.0 53.5 73.0

31.0 54.1 66.0

33.0 56.1 67.0

39.0 57.0 87.0

36.0 55.7 73.0

45.0 58.8 76.0

Average

High

Average Ownership of Largest SH: Low

33.3% 75.8%

25.0% 75.5%

25.0% 64.4%

14.0% 65.3%

12.0% 39.9%

1.6%

Average

34.2%

High

100.0%

100.0%

100.0%

100.0%

100.0%

100.0%

What percentage of firms have an ESOP?

0.0%

0.0%

0.0%

2.2%

14.3%

17.9%