Brown & Brown Insurance 2016 Annual Report

Review of
Operations
Retail
With great change comes great opportunity.
10
Brown & Brown, Inc.
The Retail Segment is the largest of
Brown & Brown’s four segments and
generated approximately 52% of the
Company’s total revenue in 2016.
In 2016, Brown & Brown’s Retail Segment
delivered overall revenue growth of 5.4%
and organic revenue growth of 1.9%. During
the year, our Retail Segment took its focus on
employee benefits to a new level. Our senior
leadership team formed an employee benefits
leadership group to augment our strategy and
determine the potential needs that will arise
due to anticipated changes to the Affordable
Care Act. We have developed strategies for our
customers ​to provide additional value during
this time of change.
In the simplest terms, companies are going
to have questions, and they need a trusted
advisor to turn to for answers. Selling employee
benefits is highly consultative, and our brokers
are well trained to be at the top of their game.
True to our theme, “always in pursuit,”
Brown & Brown is gearing up to proactively
prepare for changes as they occur, engage
with our customers to help them adapt to the
changes, and provide potential customers
with solutions that fit their business needs.
In 2016, Brown & Brown began a more structured
effort to understand, share, and utilize
resources throughout the Company. This has
created real opportunity for us, and real value
for our customers. For example, it’s not unusual
for a customer in Atlanta, Georgia, to leverage
the expertise of one of our offices in New York.
Also, our office in Minneapolis, Minnesota,
developed a specialty moving and storage
program that is sold by all of our offices.
Brown & Brown has the best of both worlds:
a decentralized sales and service model
supported with the ability to leverage our
national and collective capabilities to the
benefit of our customers.