2017 Best Practices Study

AGENCIES WITH REVENUES OF:

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

Agency Commission Structure:

New Rate: Commercial P&C

43.0% 43.8% 44.3% 39.9% 42.0% 47.1% 48.8% 27.0% 29.4% 26.2% 24.6% 23.3% 32.9% 19.4%

39.1% 40.2% 40.0% 37.8% 42.2% 43.2% 49.7% 30.1% 29.6% 28.4% 23.8% 34.2% 31.6% 31.3%

42.7% 42.8% 41.1% 40.7% 43.9% 43.9% 47.6% 30.5% 30.4% 27.1% 22.9% 32.9% 30.7% 26.5%

42.0% 42.0% 42.0% 42.0% 41.2% 41.0% 44.8% 27.9% 27.8% 25.9% 18.4% 31.2% 29.0% 25.0%

39.8% 39.1% 36.5% 39.0% 40.6% 40.0% 42.4% 28.3% 29.3% 20.8% 17.2% 28.9% 28.1% 18.7%

39.9% 35.4% 38.6% 38.3% 39.6% 40.0% 44.1% 26.7% 27.1% 15.4% 17.3% 27.2% 26.2% 27.8%

Bonds/Surety

Small Commercial P&C

Personal P&C Group Medical

Other Group L/H/F Individual L/H/F Renewal Rate: Commercial P&C

Bonds/Surety

Small Commercial P&C

Personal P&C Group Medical

Other Group L/H/F Individual L/H/F

Minimum Threshold (minimum account size on which commissions are paid) :

Commercial P&C

$40 $31 $31 $16

$543 $289 $254 $115 $118

$702 $144 $101

$1,466

$1,750

$2,786 $1,214 $1,052

Bonds/Surety

$852 $703 $250 $698 $501 $435

$917 $963 $286

Small Commercial P&C

Personal P&C Group Medical

$29

$848

$0 $0 $0

$261

$1,459 $1,158

$2,206 $1,953

Other Group L/H/F Individual L/H/F

$6 $5

$72 $32

$186

$339

Additional Benefits Paid (% of agencies providing this benefit to producers): Travel and Entertainment

40.0% 40.0% 16.7%

69.7% 81.8% 48.5%

76.6% 89.4% 53.2%

78.3% 82.6% 47.8%

78.6% 90.5% 47.6%

76.9% 89.7% 56.4%

Health Benefits

Automobile

50.9

50.0

50.0

49.9

49.9

49.7

49.6

48.9

48.7

48.7

47.7

46.9

< $1.25M

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

> $25.0M

2016 BPS

2017 BPS