2017 Best Practices Study-Study Sponsors

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C Corp 8.7%

Other 2.2%

LLC 28.3%

„ Northeast „ Midwest

26.1% 21.7%

„ West

8.7%

Partner- ship 6.5%

S Corp 54.3%

„ Southeast „ Southwest

23.9% 19.6%

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18.7%

Contingent / Bonus/ Overrides 9.1%

13.7%

Other 0.9%

11.6%

10.3%

Group L/H/F 15.9%

3.4%

3.1%

3.1%

Commercial P&C 51.9%

1.3%

Personal P&C 22.1%

Total Agency

Commercial P&C

Personal P&C

Group L/H/F

Median

Top Quartile

Note : Commercial P&C includes Bonds / Surety. Group L/H/F includes Group Medical, All Other Group, and Individual L/H/F .

x Median organic growth in this revenue group was 3.1%, approximately half of the 6.1% growth rate for this group in last year’s Study . x Up from 54.5 last year, the WASA for this revenue group is again the highest of all revenue categories.

Commercial P&C

Group L&H

„ < $5K

32.1%

„ Under 50 lives

44.8%

„ $5K to $10K

13.6%

„ From 50 to 100 lives

21.8%

„ $10K to $25K

20.2%

„ Over 100 lives

33.3%

„ $25K to $50K

14.0%

„ > $50K

20.1%