2021 Best Practices Study

Cross Category Comparison

Detailed Data for All Revenue Categories

Account Stratification

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

3.4%

13.1%

15.8%

22.0%

29.7%

48.8% 141.5

# of Accounts Total Revenue

0.2

1.4

4.6

9.4

25.5

$20,855 $111,224

$129,219 $89,118

$443,911 $89,395

$971,317 $2,745,108 $20,648,301

Revenue per Account

$98,336

$104,410

$131,531

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

7.7%

11.0%

13.9%

12.9%

15.0%

14.3% 134.0

# of Accounts Total Revenue

1.1

3.2

9.4

16.8

39.5

$34,480 $30,202

$104,581 $33,230

$331,312 $34,687

$573,165 $1,351,506 $4,688,625

Revenue per Account

$33,941

$34,215

$35,158

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

15.9%

15.0%

17.2%

20.1%

18.9% 105.7

14.9% 285.9

# of Accounts Total Revenue

4.1

10.0

27.3

55.3

$55,575 $14,802

$148,120 $14,862

$402,007 $14,561

$855,842 $1,638,932 $4,490,246

Revenue per Account

$15,473

$15,556

$15,745

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

14.3%

17.2%

15.4%

14.5%

12.1% 139.9

8.0%

# of Accounts Total Revenue

9.2

22.4

47.5

87.0

319.2

$65,429 $7,208

$154,777

$323,599

$599,029

$982,050 $2,261,447

Revenue per Account

$7,020

$6,975

$6,877

$7,011

$7,119

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

58.7%

43.7%

37.7%

30.4%

24.2%

13.9%

386.9

580.0

1,010.3

1,439.6

2,214.6

4,961.7

$200,887

$377,161

$720,241 $1,206,127 $1,807,401 $3,966,843

Revenue per Account

$629

$994

$900

$936

$1,039

$985

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

0.0%

8.2%

16.1%

28.6%

40.6%

58.7% 137.7

# of Accounts Total Revenue

0.0

0.3

1.2

8.4

31.1

$0 $0

$11,300 $5,793

$55,538 $20,171

$401,055 $1,476,833 $10,343,922

Revenue per Account

$34,452

$66,263

$70,971

50-100 Lives % of Book

9.5%

8.2%

8.7%

21.4%

23.0%

16.9%

# of Accounts Total Revenue

0.7

0.7

2.2

11.4

28.2

93.3

$11,749 $5,320

$5,689 $4,062

$28,104 $7,486

$206,233 $15,198

$638,296 $2,147,222

Revenue per Account

$24,307

$24,858

Under 50 Lives % of Book # of Accounts

90.5%

83.6%

75.2%

50.0% 139.4

35.9% 284.6

23.9%

19.7

25.1

104.5

780.2

Total Revenue

$34,879 $1,717

$43,168 $1,939

$103,733

$390,533

$954,317 $3,565,370

Revenue per Account

$2,443

$2,754

$5,117

$4,823

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

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