Z } µ v í r î ì ï í - prisim.com · CL/EB Source 3 (€18.75) 1,237 €16,525 22% 81% CL/EB...

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Round 1 - 2031Net Profit Forecast: €387,294

Team 6 NameTeam 6

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Income Statement ►

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Revenue Net Profit CSI

Competitive Analysis ►

Source/COI Analysis ►

Analytics:

Customer Analysis ►

Financial Management►

Source/COIManagement►

Staffing & Sales Management►

CustomerManagement►

P&C Carrier & Markets

Management►

Profitability Analysis ►

Production Analysis ►

Portfolio Analysis ►

Whiteboard

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Price High V High Low V Low Med-Low Low Medium Med-Low High

Reputation Low Low Med-Low V Low High V High High Med-Low V High

Expertise V Low V Low Low V Low Medium Med-High High Med-High V High

Value-Added Services V Low V Low Low Low Med-High Low Med-Low Low High

Markets/Coverages Offered V Low Med-Low Med-High Med-Low Medium Med-Low High V High High

Forecasted Total Available Market 1,042 602 468 147 64 98 199 63 682

Average Revenues 381€ 1,444€ 2,874€ 4,855€ 2,395€ 8,020€ 1,582€ 3,427€ 4,384€

Growth Rate (Customers) -1.3% 3.3% 12.3% 2.8% 5.6% -0.4% 8.8% 4.2% 2.6%

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Price Medium V Low Price/Cost Containment Med-High High

Reputation Low Med-Low Reputation Med-Low Med-High

Expertise V Low Med-High Industry Expertise/Group Size V Low Med-Low

Value-Added Services V Low Low Value-Added Services: Wellness Med-High High

Markets/Coverages Offered V Low Medium Value-Added Services: Technology Med-Low Med-High

Value-Added Services: Analytics V Low Med-Low

Value-Added Services: Communication Medium High

Value-Added Services: Compliance Med-Low Med-Low

Forecasted Total Available Market 4,664 1,348 Forecasted Total Available Market 297 54

Average Revenues 113€ 556€ Average Revenues 6,457€ 58,527€

Growth Rate 9.5% 3.1% Growth Rate 1.8% 0.7%

2031 Customer Analysis: Sensitivities & Growth

Position Map ►

PriSimAll Team 6: Team 6, 8/11/2020:9:38 AM - www.PriSim.com

Revenue

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Commissions/Fees 164,340€ 441,572€ 575,826€ 391,305€ 71,839€ 353,520€ 139,034€ 104,232€ 1,140,419€

Additional Fee Income 1,002 2,693 3,512 2,387 438 2,156 848 636 6,956

Total Revenues 165,343€ 444,266€ 579,339€ 393,692€ 72,277€ 355,677€ 139,882€ 104,868€ 1,147,374€

Compensation Expenses

Producer Payroll 7,716€ 118,683€ 152,554€ 107,363€ 19,876€ 98,797€ 37,499€ 29,109€ 314,000€

Service/Acct Mgt Payroll 153,868 109,460 71,533 28,915 10,797 15,921 31,532 11,027 92,937

Payroll Benefits 27,631 39,013 38,319 23,304 5,245 19,617 11,804 6,863 69,586

Total Compensation 189,215€ 267,156€ 262,406€ 159,581€ 35,918€ 134,335€ 80,834€ 47,000€ 476,523€

Contribution Profit (23,873)€ 177,109€ 316,932€ 234,111€ 36,359€ 221,342€ 59,048€ 57,868€ 670,851€

Contribution Margin -14.4% 39.9% 54.7% 59.5% 50.3% 62.2% 42.2% 55.2% 58.5%

Profit per Customer (55)€ 576€ 1,577€ 2,883€ 1,199€ 4,950€ 667€ 1,868€ 2,570€

Total Customers 432 307 201 81 30 45 89 31 261

Avg. Revenue Per Customer 383€ 1,445€ 2,884€ 4,848€ 2,383€ 7,954€ 1,579€ 3,386€ 4,396€

Total Premium 1,344,296€ 4,195,461€ 5,175,967€ 2,281,664€ 554,741€ 2,145,800€ 955,562€ 830,534€ 6,131,283€

CSI 7.98 8.00 7.79 7.84 7.11 7.29 7.25 7.42 6.66

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tCommissions/Fees 284,852€ 335,309€ 863,084€ 1,551,850€

Additional Fee Income 1,737 2,045 5,264 -

Total Revenues 286,589€ 337,354€ 868,348€ 1,551,850€


Producer Payroll 45,367€ 56,517€ 204,226€ 372,721€

Service/Acct Mgt Payroll 183,815 44,184 178,295 320,579

Payroll Benefits 39,190 17,220 65,411 118,554

Total Compensation 268,372€ 117,921€ 447,932€ 811,854€

Contribution Profit 18,217€ 219,433€ 420,416€ 739,996€

Contribution Margin 6.4% 65.0% 48.4% 47.7%

Profit per Customer 7€ 363€ 2,701€ 24,352€

Total Customers 2,515 604 156 30

Avg. Revenue Per Customer 114€ 558€ 5,578€ 51,070€

Total Premium 2,186,961€ 2,771,150€ 1,000,625€ 1,765,799€

CSI 7.92 7.32 7.89 7.42

2031 Customer Profitability

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Contribution Profit/Margin


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Source (Cost Per Contact)

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PL Source 1 (€1.15) 2,486 €1,334 4% 60%

PL Source 2 (€7.50) 709 €2,074 15% 73%

PL Source 3 (€10.00) 878 €3,001 25% 77%

PL Source 4 (€6.00) 1,584 €1,414 23% 72%

PL Referrals (€4.50) 355 €2,157 60% 77%

CL/EB Source 1 (€1.60) 1,051 €9,932 2% 55%

CL/EB Source 2 (€9.20) 684 €19,386 28% 72%

CL/EB Source 3 (€18.75) 1,237 €16,525 22% 81%

CL/EB Source 4 (€11.45) 568 €20,124 18% 68%

CL/EB Referrals (€9.00) 175 €17,316 65% 78%

Forecasted Source Demand Expected Efficiency

2031 Lead Source Analysis

PL Source 1 PL Source 2 PL Source 3 PL Source 4 PL ReferralsCL/EB

Source 1CL/EB

Source 2CL/EB

Source 3CL/EB

Source 4CL/EB

Referrals

Benefits: Mid-Market 0 0 0 0 0 4 13 4 29 4

Benefits: Small 0 0 0 0 0 94 50 113 22 18

Personal: VIP 296 222 489 222 119 0 0 0 0 0

Personal: Mass 2189 487 389 1362 236 0 0 0 0 0

Niche 6 0 0 0 0 0 36 72 361 181 31

Niche 5 0 0 0 0 0 16 40 1 2 4

Niche 4 0 0 0 0 0 70 0 85 32 12

Niche 3 0 0 0 0 0 5 5 44 33 10

Niche 2 0 0 0 0 0 23 17 13 7 3

Niche 1 0 0 0 0 0 0 41 16 79 11

Mid Market: Value-Added 0 0 0 0 0 120 240 96 0 11

Mid Market: General 0 0 0 0 0 158 95 285 32 32

BOP 0 0 0 0 0 523 109 218 152 40

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Competencies

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BOP 6.4 2.2 2.1 5.6 4.1 3.7 8.0 7.0 1.2 4.0 8.6 6.1

Mid Market: General 7.7 8.7 7.8 1.2 4.3 9.4 5.7 7.0 1.0 4.9 7.2 1.0

Mid Market: Value-Added 5.1 1.0 6.3 3.0 1.0 2.2 9.5 2.6 4.4 1.8 9.4 9.1

Niche 1 7.9 6.3 9.3 5.3 1.5 8.7 4.9 5.6 3.3 2.6 8.8 6.7

Niche 2 4.7 6.1 5.0 8.7 1.0 9.8 4.6 8.4 1.0 2.2 6.8 5.5

Niche 3 2.8 2.8 5.1 7.0 5.6 9.8 7.4 3.3 9.6 9.4 1.0 2.4

Niche 4 1.6 9.6 9.2 7.5 5.0 5.1 2.2 1.1 4.9 1.1 1.9 1.0

Niche 5 3.5 6.9 8.2 1.0 4.9 7.1 9.7 7.9 5.3 1.0 6.0 5.2

Niche 6 9.5 2.8 7.8 1.9 4.3 2.3 1.0 1.0 8.5 6.1 8.6 3.7

Personal: Mass 8.9 1.0 6.4 10.0 7.0 1.0 3.8 2.5 5.1 7.1 4.6 4.0

Personal: VIP 2.3 5.4 7.6 9.0 3.4 4.6 2.3 1.0 1.0 4.2 6.9 4.6

Appointed (click to request)

Other Information

Financial Strength AA AAA AAA AAA AAA AA AA+ AAA A AA AAA AA+

Max Appts Permitted 6 3 6 2 6 6 5 2 5 2 3 3

CL Direct Bill Requirements 0% 100% 100% 100% 0% 100% 0% 0% 100% 0% 100% 100%

Forecasted Performance for This Year

2031 Commissions (000's) €1,616 €0 €1,633 €0 €1,561 €1,608 €0 €0 €0 €0 €0 €0

Premium Growth -15.9% NA -15.8% NA -15.9% -16.0% NA NA NA NA NA NA

Loss Improvement 0.0% NA 0.0% NA 0.0% 0.0% NA NA NA NA NA NA

Growth Contingents (000's) €0.0 €0.0 €0.0 €0.0 €0.0 €0.0 €0.0 €0.0 €0.0 €0.0 €0.0 €0.0

Loss Contingents (000's) €0.0 €0.0 €0.0 €0.0 €0.0 €0.0 €0.0 €0.0 €0.0 €0.0 €0.0 €0.0

2031 P&C Carrier and Markets Management

Select Research Item:

Research Competencies/Coverages

Research Pricing

Appointed Request Appointed Request Appointed Appointed Request Request Request Request Request Request

Research Forecasted Premiums (000's)



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Pricing

Customer Segments Ca

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BOP V Low Med-High Med-Low Med-High Med-Low Med-High Med-High V High V High Med-Low Med-High Low

Mid Market: General V Low Low High Med-High Medium V Low V High Low Medium Med-High V High High

Mid Market: Value-Added Med-High Medium High Med-High High Med-High V Low Low Med-Low V Low V High Med-Low

Niche 1 Med-High Med-Low V Low High Medium V High High Low Med-Low Med-Low Medium Med-Low

Niche 2 Med-High V High Med-Low V High Med-High High V Low Medium Med-High Med-Low Medium V High

Niche 3 Med-Low Med-High Med-High V Low High Med-Low Med-High Med-Low V Low Med-High Low High

Niche 4 Medium Medium Med-High Med-Low Med-High V High Medium High High Low V Low Med-High

Niche 5 Med-High Med-High High Med-High Low Low High Low Med-High High Med-High Med-Low

Niche 6 Med-High High Med-High Med-High V Low Med-Low Medium Med-High V Low Low V High V Low

Personal: Mass Med-High Med-High Med-High High V Low Med-High V High V Low High Medium High V Low

Personal: VIP Med-High Med-High Low Med-High Low Med-High V High Med-Low Med-High High Low Med-Low

Appointed (click to request)

Other Information

Financial Strength AA AAA AAA AAA AAA AA AA+ AAA A AA AAA AA+

Max Appts Permitted 6 3 6 2 6 6 5 2 5 2 3 3

CL Direct Bill Requirements 0% 100% 100% 100% 0% 100% 0% 0% 100% 0% 100% 100%

Forecasted Performance for This Year

2031 Commissions (000's) €1,616 €0 €1,633 €0 €1,561 €1,608 €0 €0 €0 €0 €0 €0

Premium Growth -15.9% NA -15.8% NA -15.9% -16.0% NA NA NA NA NA NA

Loss Improvement 0.0% NA 0.0% NA 0.0% 0.0% NA NA NA NA NA NA

Growth Contingents (000's) €0.0 €0.0 €0.0 €0.0 €0.0 €0.0 €0.0 €0.0 €0.0 €0.0 €0.0 €0.0

Loss Contingents (000's) €0.0 €0.0 €0.0 €0.0 €0.0 €0.0 €0.0 €0.0 €0.0 €0.0 €0.0 €0.0

2031 P&C Carrier and Markets Management


Research Competencies/Coverages

Research Pricing

Appointed Request Appointed Request Appointed Appointed Request Request Request Request Request Request

Research Forecasted Premiums (000's)



Personal Lines Producer Staffing PL Producer Activities Days/Month % Competency

1EOY 2030 Headcount 2.0 New Business Lead Generation 4.0 Days 22% 2.5

2Inexp. Hires/Terminations (max: 1.0) 0.0 New Business Lead Conversion 3.0 Days 16% 1.5

3Experienced Producer Hires 0.0 Servicing Existing Accounts 4.0 Days 22%

42031 Producer FTEs 2.0 Renewing Business 2.0 Days 11% 2.0

5Coordinating With Carriers 2.0 Days 11% 2.5

6Anticipated 2031 Producer Turnover 0.0/0.0% Admin & Development 0.9 Days 5%

Anticipated 2032 Producer Headcount 2.0 Total (35 hours per week) 15.9 Days 87%

Commercial/Benefits Lines Producer Staffing Commercial/Benefits Producer Activities % Competency

1EOY 2030 Headcount 9.0 New Business Lead Generation 3.5 Days 19% 2.0

2Inexp. Hires/Terminations (max: 4.5) 0.0 New Business Lead Conversion 3.0 Days 16% 2.0

3Experienced Producer Hires 0.0 Servicing Existing Accounts 4.6 Days 25%

42031 Producer FTEs 9.0 Renewing Business 2.0 Days 11% 2.5

5Coordinating With Carriers 2.0 Days 11% 3.5

6Anticipated 2031 Producer Turnover -1.0/11.1% Admin & Development 0.9 Days 5%

Anticipated 2032 Producer Headcount 8.0 Total (35 hours per week) 16.0 Days 87%

Support/Service Staff & Training (FTEs) Performance Snapshot

2031 Staffing & Sales Management

Support Staff 6.6 Customer Retention 81.1%

Total PL Service Staff 5.3 Commission Revenue/PL 310,080€

Total CL/Benefits Account Mgt/CSRs 18.6 Commission Revenue/CL 644,114€

Spread Per Employee 55,008€

Total Training This Year -€ Non-Comp Costs (% C/F) 25.7%

Train

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Customer Segments

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BOP 4.5 1.0 75.5 40% 0% 0 34% 51 76% 432

Mid Market: General 5.0 1.0 76.2 40% 25% 0 39% 39 81% 307

Mid Market: Value-Added 4.8 1.0 56.1 40% 25% 0 20% 20 78% 201

Niche 1 4.5 1.0 61.0 40% 25% 0 27% 13 81% 81

Niche 2 3.5 1.0 72.0 40% 25% 0 28% 5 78% 30

Niche 3 2.5 1.0 54.4 40% 25% 0 21% 9 75% 45

Niche 4 5.1 1.0 85.0 40% 25% 0 24% 12 77% 89

Niche 5 4.0 1.0 73.6 40% 25% 0 24% 6 78% 31

Niche 6 1.0 1.0 75.5 40% 25% 0 36% 44 72% 261

Personal: Mass 4.5 1.5 65.0 40% 15% 0 29% 95 84% 2,515

Personal: VIP 2.6 1.5 76.5 40% 15% 0 22% 45 78% 604

Benefits: Small 2.3 1.1 / 1.5 / 1.0 / 1.0 / 1.0 30% 23% 0 18% 15 82% 156

Benefits: Mid-Market 1.7 2.0 / 1.5 / 1.0 / 1.0 / 1.0 30% 23% 0 10% 4 81% 30

Promotion & Training

Business Development/Awareness Budget This Year 39,000€

Minimum CL/EB Account Size for Commission -€

CL/Benefits Producer Attrition 11.1%

Total Training/Investment This Year

FTE Headcounts

Total Support Staff 6.6

Total PL Service Staff 5.3

Total CL/Benefits Account Mgt/CSRs 18.6

2031 Customer Management

-€

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Profitability Analysis ►

Set Customer Service Levels ►

Set Brokerage Competency Investments ►

Portfolio Analysis ►

1.5

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2.5

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Personal Lines Service

Commercial Lines Service

Cross-Sell

Agency Billing

Value Validation

Brokerage Competencies

2.0

1.5

1.0

1.5

1.0

EB Platform: Wellness

EB Platform: Technology

EB Platform: Analytics

EB Platform: Communication

EB Platform: Compliance


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Premiums

Commissions & Fees

(New/Renew)

Personal Lines 4,958,111 35,440 / 584,720

Commercial Lines 23,615,307 509,106 / 2,872,983

Benefits 307,311 / 2,107,622

REVENUES

% of

Commissions & Fees

P&C Agency Bill Commissions/Fees 1,582,830€ 23.9%

P&C Direct Bill Commissions/Fees 2,419,419 36.5

Benefits Commissions & Fees 2,414,934 36.4

Other (Additional Fees/Cross-Sell Income) 213,762 3.2

Total Commissions and Fees 6,630,945 100.0

Contingents 0 0.0

Investment/Misc. Income 4,760 0.1

Total Other Income 4,760 0.1

GROSS REVENUES 6,635,705 100.1

Less Outside Commission Expenses 96,258 1.5

NET REVENUES 6,539,447€ 98.6

EXPENSES


Executive Payroll 366,209 5.6

Producer Payroll (current year validating salaries = €110,000) 1,674,428 25.3

Account Executives/Account Managers Payroll 431,459 6.5

Service Payroll 821,404 12.4

Other Admin & Support Payroll 285,808 4.3

Total Payroll 3,579,308 54.0

Total Benefits 612,062 9.2

Total Compensation 4,191,369 63.2

Selling Expenses

Travel and Entertainment 72,698 1.1

Automobile 47,773 0.7

Client Value-Added Services (Cobra, EAP, Flex: fee-based only) 72,940 1.1

Advertising, Promotion, Social Media, Prospecting 201,415 3.0

Total Selling Expenses 394,826 6.0

Operating Expenses

Facilities 206,018 3.1

Training & Development - 0.0

Telephone 54,406 0.8

Postage 28,041 0.4

Office Supplies and Printing 50,369 0.8

Dues, Subscriptions and Contributions 54,168 0.8

Licenses and Miscellaneous Taxes 16,907 0.3

Insurance (P&C and E&O) 95,141 1.4

Professional Fees (including hiring) 61,523 0.9

Equipment Rental and Maintenance 79,594 1.2

Bad Debt 31,877 0.5

Outside Services 82,724 1.2

Miscellaneous Operating Expenses/Carrier Management 79,749 1.2

Total Operating Expenses 840,516 12.7

Administrative Expenses

Depreciation of Tangible Assets 82,000 1.2

Amortization of Intangible Assets 60,119 0.9

Officers' Life & Disability Insurance 15,692 0.2

Interest Expense (Short-term: 11.2%, Long-term: 8.0%) 241,763 3.6

Miscellaneous Administrative Expenses (Quiz, Signing Bonus) 67,671 1.0

Total Administrative Expenses 467,245 7.0

TOTAL EXPENSES 5,893,957 88.9

PRE-TAX PROFIT 645,490€ 9.7

Taxes 258,196 3.9

NET PROFIT 387,294€ 5.8%

EBITDA 1,029,372€ 15.5%

ROS (Net Profit/Net Revenues) 5.9%

Proforma Income Statement: Team 6

January 1, 2031 - December 31, 2031


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