2017 Best Practices Study

54.9

54.5

54.3

54.3

54.0

53.2

53.0

53.0

52.5

52.3

52.0

51.8

< $1.25M

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

> $25.0M

2016 BPS

2017 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

31.9%

45.5%

47.5%

49.2%

53.3%

52.6%

Bonds / Surety

0.4%

1.6%

3.7%

2.7%

1.7%

3.6% 6.9% 7.0%

Personal Commissions & Fees

56.6%

32.6%

28.7%

22.1%

14.1%

Contingent / Bonus

6.5%

9.5%

9.0%

8.4%

7.9%

Total P&C

95.5%

89.3%

88.9%

82.6%

77.0%

70.2%

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

1.0% 0.1% 2.2% 0.5% 3.8% 0.2% 0.4%

4.7% 0.8% 4.5% 0.0%

6.7% 1.1% 1.6% 0.5% 9.9% 0.2% 1.0%

11.0%

14.0%

18.5%

3.2% 1.7% 0.7%

5.1% 1.6% 1.2%

7.1% 1.6% 1.5%

Bonus / Overrides Total L&H / Financial

10.0%

16.6%

21.9%

28.7%

Investment

0.3% 0.4%

0.5% 0.4%

0.5% 0.6%

0.3% 0.8%

Miscellaneous Gross Revenues

100.0%

100.0%

100.0%

100.0%

100.0%

100.0%

Brokerage Comm Expense

0.0%

1.5%

0.3%

0.3%

0.9%

2.1%

Net Revenues

100.0%

98.5%

99.7%

99.7%

99.1%

97.9%

All Other Group L/H/F Revenue: Life

32.7% 16.7% 20.1%

33.4% 13.9% 33.2%

25.1% 21.1% 38.3%

22.5% 16.7% 29.2%

22.8% 19.2% 30.7%

24.5% 18.5% 29.4%

Disability

Dental & Vision

Retirement/Pension

1.1%

0.0% 4.1% 0.1% 7.7% 7.7%

1.6% 5.8% 2.7% 1.5% 3.9%

2.5% 7.4% 2.9% 2.7%

4.4% 8.9% 0.9% 2.7%

4.6% 9.2% 1.6% 1.8%

Worksite/Voluntary/Supplement

11.1%

Long Term Care

7.2% 0.0%

Employee Benefits TPA

All Other

11.1%

16.1%

10.3%

10.5%

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.