2020 Best Practices Study

AGENCIES WITH REVENUES OF:

TOP QUARTILE

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

REVENUE GROWTH BY LINE OF BUSINESS: Commercial P&C Renewal Business

* * *

* * *

103.5%

117.7%

101.2%

100.7%

New Business

19.6%

19.5%

19.1% 21.9% 21.0% 15.2%

26.0%

Acquired Business

3.3%

4.9%

3.8%

TOTAL GROWTH ORGANIC GROWTH Bonds/Surety Renewal Business

9.8% 9.8%

28.8% 28.9%

21.1% 18.5%

22.4% 22.4%

23.6% 19.4%

* * *

* * *

* * *

106.8% 104.4%

106.7% 137.0%

109.8%

New Business

98.1%

Acquired Business

0.0%

0.0%

6.0%

TOTAL GROWTH ORGANIC GROWTH Personal P&C Renewal Business

36.8% 36.8%

34.3% 34.3%

30.5% 28.9%

49.7% 49.7%

47.9% 48.0%

50.7% 47.6%

106.0%

100.0%

100.6%

139.3%

102.8%

105.5%

New Business

33.6%

28.0%

21.0% 12.5% 19.6% 18.3%

22.1%

16.8% 10.2% 14.7% 13.2%

31.5%

Acquired Business

0.8%

9.3%

8.5%

3.3%

TOTAL GROWTH ORGANIC GROWTH Group Medical Renewal Business

20.2% 20.2%

19.2% 21.0%

17.7% 17.7%

23.4% 21.1%

* * *

* * *

* * *

142.9%

103.4%

106.1%

New Business

88.9% 16.9% 24.2% 27.8%

27.0%

31.2%

Acquired Business

2.6%

3.1%

TOTAL GROWTH ORGANIC GROWTH All Other Group Renewal Business

12.7% 12.7%

25.9% 25.9%

24.0% 26.2%

19.3% 18.7%

17.8% 17.2%

* * *

* * *

* * *

102.7%

129.6%

135.3%

New Business

43.6%

43.3%

31.4%

Acquired Business

4.5%

1.6%

2.3%

TOTAL GROWTH ORGANIC GROWTH Individual L/H/F Renewal Business

34.9% 34.9%

1.5% 1.5%

7.4% 7.4%

26.2% 28.0%

30.0% 30.0%

23.1% 23.8%

* * *

* * *

* * *

141.7% 121.8%

101.7% 295.4%

258.9% 252.0%

New Business

Acquired Business

0.0%

6.5%

31.6% 32.7% 30.9%

TOTAL GROWTH ORGANIC GROWTH

37.1% 37.1%

34.2% 34.2%

30.9% 30.9%

32.7% 32.7%

29.7% 28.1%

*Insufficient Data

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