2012 Best Practices Study

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

Revenues (% by Source)

Key Benchmarks Profile

Average

+25% Profit

+25% Growth

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

Property & Casualty Commercial Commissions & Fees

49.7%

45.0%

39.2%

Bonds

3.2%

0.9%

1.8%

Personal Commissions Value Added Services

11.4%

26.8%

24.6%

1.9% 5.4%

0.1% 3.0%

0.7% 5.4%

Contingent/Bonus

Total P&C

71.5%

75.9%

71.7%

Life & Health/Financial Group Medical Commissions & Fees All Other Group Commissions & Fees Individual L&H Commissions & Fees

18.1%

11.8%

14.5%

6.3% 1.2% 1.3%

6.2% 1.2% 1.4%

8.3% 1.5% 2.2%

Bonus/Overrides

Total L&H/Financial

26.9%

20.5%

26.6%

Investments

0.6% 1.0%

0.5% 3.1%

0.3% 1.4%

Miscellaneous

Gross Revenues

100.0%

100.0%

100.0%

Brokerage Commission Expense

3.5%

2.7%

2.4%

Net Revenues

96.5%

97.3%

97.6%

Revenue by Source (% of Gross Revenues)

2012 Best Practices Study

Agencies with Revenues Over $25,000,000

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