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Taking Your Agency & Our Distribution System to the Next Level

Taking Your Agency & Our Distribution System to the Next Level. 2013 Best Practices Study Insights. Historical Organic Growth (in net Revenue). Source 2013 Best Practices Study for agencies with revenues between $2.5M - $5M. Key Performance Benchmarks Net Revenue Growth Rates.

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Taking Your Agency & Our Distribution System to the Next Level

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  1. Taking Your Agency & Our Distribution System to the Next Level 2013 Best Practices Study Insights

  2. Historical Organic Growth (in net Revenue) Source 2013 Best Practices Study for agencies with revenues between $2.5M - $5M

  3. Key Performance BenchmarksNet Revenue Growth Rates

  4. Key Performance Benchmarks% of Agencies with Specialty / Niche

  5. Drive Towards Specialization Multiple of Revenue: 1.80 x Multiple of Revenue: 1.15 x

  6. Key Performance Benchmarks% of Agencies Hiring New Producers

  7. NUPP: Net UnvalidatedProducer Payroll

  8. Industry NUPP NUPP Over Time Healthy Borderline Low Potentially Unhealthy Source: Reagan Value Index

  9. Historical EBITDA Margin & Operating Margin Source 2013 Best Practices Study for agencies with revenues between $2.5M - $5M

  10. Shareholder Return on Investment What is the Rule of 20? Organic Revenue Growth Rule of 20 Score ½ EBITDA Margin = + • Provides a tool to benchmark agency performance • Helps frame the trade-off between growth and profitability Benchmarks shown are from the 2013 Best Practices Study for Agencies with Revenue between $2,500,000 and $5,000,000

  11. Key Performance Benchmarks% of Agencies Belonging to Franchise, Cluster, Aggregator Group, Alliance or Network

  12. Why they joined a Franchise, Alliance, Network • Other • (in order of frequency) • Collaboration with other agents • Sharing ideas & info • Networking • Association w/quality agents • Maximize Revenue • Perpetuation Planning

  13. Key Challenges(in order of frequency mentioned) • Recruiting, Developing & Retaining New Talent • Production • Service • Leadership • Maintaining Sustained Growth • Controlling Expenses/Maintaining Good Profitability • Leveraging Technology • Perpetuating the Agency

  14. Shirley Lukens Reagan Consulting 1 Piedmont Center, Suite 500 Atlanta, GA 30305 (404) 869-2539 www.reaganconsulting.com

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