2020 Best Practices Study

AGENCIES WITH REVENUES OF:

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

Account Size:

Commercial P&C *as measured by commissions and fees Greater than $50,000 % of Book

7.2%

7.6%

16.8%

23.2%

31.3%

46.8% 117.1

# of Accounts Total Revenue

* * *

1.4

5.6

10.9

26.8

$87,410 $80,028

$431,906 $1,082,742 $2,894,494 $16,466,113

Revenue per Account

$84,619

$93,622

$104,362

$131,902

Between $25,000 and $50,000 % of Book

6.8%

10.1%

13.2%

14.4%

14.7%

14.9% 123.0

# of Accounts Total Revenue

2.5

3.4

9.6

19.5

37.6

$30,966 $27,125

$96,434 $31,858

$315,320 $33,815

$670,475 $1,316,319 $4,277,541

Revenue per Account

$34,249

$34,778

$35,014

Between $10,000 & $25,000 % of Book

14.2%

19.2%

19.3%

19.3%

18.2%

15.6% 270.7

# of Accounts Total Revenue

9.5

17.3

36.4

58.0

99.5

$47,575 $12,824

$195,015 $13,619

$447,733 $14,514

$886,703 $1,545,288 $4,259,900

Revenue per Account

$15,217

$15,714

$15,923

Between $5,000 & $10,000 % of Book

14.7%

18.0%

15.2%

13.5%

11.9% 133.9

8.3%

# of Accounts Total Revenue

16.4

42.5

59.4

87.2

305.7

$50,721 $5,951

$167,805

$339,172

$604,876

$946,906 $2,179,831

Revenue per Account

$6,587

$6,643

$6,975

$7,079

$7,210

Less than $5,000 % of Book # of Accounts Total Revenue

57.0%

45.0%

35.6%

29.5%

23.8%

14.4%

292.5

851.3

1,375.0

1,622.2

2,129.1

5,003.1

$162,101

$462,969

$690,741 $1,281,829 $1,743,684 $3,672,353

Revenue per Account

$652

$665

$927

$998

$913

$961

Group L/H/F *as measured by number of lives Over 100 Lives % of Book

6.0%

4.4%

20.5%

30.7%

44.7%

58.5% 137.4

# of Accounts Total Revenue

* * *

0.5

1.8

11.1

26.7

$13,149 $5,236

$73,695 $25,714

$514,283 $1,913,223 $9,805,596

Revenue per Account

$38,390

$70,759

$67,175

50-100 Lives % of Book

6.0%

12.5%

17.2%

20.1%

20.1%

18.5%

# of Accounts Total Revenue

0.2

1.6

4.3

13.1

27.3

98.2

$2,598 $1,299

$25,568 $7,365

$55,561 $12,236

$240,740 $16,735

$597,079 $2,169,234

Revenue per Account

$22,296

$23,568

Under 50 Lives % of Book # of Accounts

88.0%

83.1%

62.3%

49.2% 132.6

33.9% 289.6

22.5%

9.0

64.3

173.9

957.4

Total Revenue

$17,795 $1,685

$118,004

$130,236

$446,612

$875,421 $2,454,727

Revenue per Account

$1,894

$2,468

$3,357

$4,655

$5,219

*Insufficient Data

Note : Comparison Group Averages are based on the average for each individual line item and therefore may not validate when attempting to replicate calculations.

 52