2011 Best Practices Study

Analysis of Agencies with Revenues Over $25,000,000

Revenue by Account Size (as measured by Comm. & Fees – not premium)

Key Benchmarks Profile

Average

+25% Profit

+25% Growth

Commercial P&C Total Commissions & Fees in Book

Revenues Expenses Profitability Employee Overview Producer Info Staff Service Info Technology Insurance Carriers Appendix

$24,596,385

$34,402,069

$25,447,630

Greater than $25,000 % of Book

64.3% 210.2

69.6% 284.7

63.9% 230.3

# of Accounts Total Revenue

$15,800,210

$23,934,392

$16,267,237

Revenue per Account

$75,200

$84,079

$70,625

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

15.0% 239.4

15.3% 343.7

16.5% 270.8

# of Accounts Total Revenue

$3,695,100

$5,280,526

$4,203,293

Revenue per Account

$15,432

$15,365

$15,525

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

7.8% 268.1

9.1% 466.7

8.7% 307.5

# of Accounts Total Revenue

$1,913,395

$3,123,737

$2,217,753

Revenue per Account

$7,136

$6,694

$7,212

Less than $5,000

% of Book

12.9% 4,154.0

6.0%

10.8% 2,957.0

# of Accounts Total Revenue

2,457.0

$3,179,681

$2,063,414

$2,759,347

Revenue per Account

$765

$1,770

$933

(as measured by Comm. & Fees – not premium)

Average

+25% Profit

+25% Growth

Group L&H/Financial Total Commissions & Fees in Book

$13,319,674

$14,156,061

$5,696,918

Greater than $25,000 % of Book

53.7% 119.1

24.7%

34.5%

# of Accounts Total Revenue

77.3

42.0

$8,939,754

$5,819,638

$3,278,525

Revenue per Account

$75,045

$75,254

$78,060

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

14.2% 123.1

14.4% 152.5

30.7% 105.4

# of Accounts Total Revenue

$1,996,157

$2,539,589

$1,749,589

Revenue per Account

$16,222

$16,653

$16,600

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

2011 Best Practices Study

8.4% 161.4

13.4% 325.5

12.4%

# of Accounts Total Revenue

98.6

$1,181,650

$2,374,611

$704,128

Agencies with Revenues Over $25,000,000

Revenue per Account

$7,320

$7,295

$7,141

Less than $5,000

% of Book

23.6% 2,308.1

47.6% 3,206.3

22.4% 908.4

# of Accounts Total Revenue

$3,314,691

$8,416,148

$1,276,086

126

Revenue per Account

$1,436

$2,625

$1,405