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Revenues
12 Months Ended
Dec. 31, 2019
Revenues [Abstract]  
Revenues

NOTE 2 Revenues

The following tables present the revenues disaggregated by revenue source:

 

 

 

Twelve months ended December 31, 2019

 

(in thousands)

 

Retail

 

 

National

Programs

 

 

Wholesale

Brokerage

 

 

Services

 

 

Other(8)

 

 

Total

 

Base commissions(1)

 

$

994,170

 

 

$

338,058

 

 

$

242,380

 

 

$

 

 

$

(128

)

 

$

1,574,480

 

Fees(2)

 

 

246,135

 

 

 

151,298

 

 

 

56,852

 

 

 

193,641

 

 

 

(1,160

)

 

 

646,766

 

Incentive commissions(3)

 

 

80,505

 

 

 

(524

)

 

 

1,252

 

 

 

 

 

 

27

 

 

 

81,260

 

Profit-sharing contingent commissions(4)

 

 

34,150

 

 

 

17,517

 

 

 

7,499

 

 

 

 

 

 

 

 

 

59,166

 

Guaranteed supplemental commissions(5)

 

 

11,056

 

 

 

10,566

 

 

 

1,443

 

 

 

 

 

 

 

 

 

23,065

 

Investment income(6)

 

 

149

 

 

 

1,397

 

 

 

178

 

 

 

139

 

 

 

3,917

 

 

 

5,780

 

Other income, net(7)

 

 

1,096

 

 

 

72

 

 

 

483

 

 

 

1

 

 

 

2

 

 

 

1,654

 

Total Revenues

 

$

1,367,261

 

 

$

518,384

 

 

$

310,087

 

 

$

193,781

 

 

$

2,658

 

 

$

2,392,171

 

 

 

 

Twelve months ended December 31, 2018

 

(in thousands)

 

Retail

 

 

National

Programs

 

 

Wholesale

Brokerage

 

 

Services

 

 

Other(8)

 

 

Total

 

Base commissions(1)

 

$

811,820

 

 

$

324,168

 

 

$

226,117

 

 

$

 

 

$

(68

)

 

$

1,362,037

 

Fees(2)

 

 

148,121

 

 

 

144,195

 

 

 

50,571

 

 

 

189,041

 

 

 

(1,090

)

 

 

530,838

 

Incentive commissions(3)

 

 

48,698

 

 

 

1,543

 

 

 

864

 

 

 

 

 

 

41

 

 

 

51,146

 

Profit-sharing contingent commissions(4)

 

 

24,517

 

 

 

23,896

 

 

 

7,462

 

 

 

 

 

 

 

 

 

55,875

 

Guaranteed supplemental commissions(5)

 

 

8,535

 

 

 

76

 

 

 

1,350

 

 

 

 

 

 

 

 

 

9,961

 

Investment income(6)

 

 

2

 

 

 

506

 

 

 

165

 

 

 

205

 

 

 

1,868

 

 

 

2,746

 

Other income, net(7)

 

 

1,070

 

 

 

79

 

 

 

485

 

 

 

 

 

 

9

 

 

 

1,643

 

Total Revenues

 

$

1,042,763

 

 

$

494,463

 

 

$

287,014

 

 

$

189,246

 

 

$

760

 

 

$

2,014,246

 

 

 

(1)

Base commissions generally represent a percentage of the premium paid by an insured and are affected by fluctuations in both premium rate levels charged by insurance companies and the insureds’ underlying “insurable exposure units,” which are units that insurance companies use to measure or express insurance exposed to risk (such as property values, or sales and payroll levels) to determine what premium to charge the insured. Insurance companies establish these premium rates based upon many factors, including loss experience, risk profile and reinsurance rates paid by such insurance companies, none of which we control.

 

(2)

Fee revenues relate to fees for services other than securing coverage for our customers, fees negotiated in lieu of commissions, and automotive finance and insurance products (“F&I”).

 

(3)

Incentive commissions include additional commissions over base commissions received from insurance carriers based on predetermined production levels mutually agreed upon by both parties.

 

(4)

Profit-sharing contingent commissions are based primarily on underwriting results, but may also reflect considerations for volume, growth and/or retention.

 

(5)

Guaranteed supplemental commissions represent guaranteed fixed-base agreements in lieu of profit-sharing contingent commissions.

 

(6)

Investment income consists primarily of interest on cash and investments.

 

(7)

Other income consists primarily of legal settlements and other miscellaneous income.

(8)

Fees within other reflects the elimination of intercompany revenues.

Contract Assets and Liabilities

The balances of contract assets and contract liabilities arising from contracts with customers as of December 31, 2019 and 2018 were as follows:

 

(in thousands)

 

December 31, 2019

 

 

December 31, 2018

 

Contract assets

 

$

289,609

 

 

$

265,994

 

Contract liabilities

 

$

58,126

 

 

$

53,496

 

Unbilled receivables (contract assets) arise when the Company recognizes revenue for amounts which have not yet been billed in our systems. Deferred revenue (contract liabilities) relates to payments received in advance of performance under the contract before the transfer of a good or service to the customer.

As of December 31, 2019, deferred revenue consisted of $41.2 million as current portion to be recognized within one year and $16.9 million in long-term to be recognized beyond one year. As of December 31, 2018, deferred revenue consisted of $37.0 million as current portion to be recognized within one year and $16.5 million in long-term deferred revenue to be recognized beyond one year.

Contract assets and contract liabilities arising from acquisitions in 2019 were approximately $6.5 million and $9.3 million, respectively. Contract assets and contract liabilities arising from acquisitions in 2018 were approximately $34.3 million and $3.3 million, respectively.

During the twelve months ended December 31, 2019 and 2018, the amount of revenue recognized related to performance obligations satisfied in a previous period, inclusive of changes due to estimates, was approximately $17.2 million and $8.9 million, respectively.

Other Assets and Deferred Cost

Incremental cost to obtain – The Company defers certain costs to obtain customer contracts primarily as they relate to commission-based compensation plans in the Retail Segment, in which the Company pays an incremental amount of compensation on new business. These incremental costs are deferred and amortized over a 15-year period. The cost to obtain balance within the Other Assets caption in the Company’s Condensed Consolidated Balance Sheets was $26.9 million and $13.2 million as of December 31, 2019 and December 31, 2018, respectively. For the 12 months ended December 31, 2019, the Company deferred $15.1 million of incremental cost to obtain customer contracts. The Company expensed $1.4 million and $0.5 million of the incremental cost to obtain customer contracts for the 12 months ended December 31, 2019 and December 31, 2018, respectively.

Cost to fulfill - The Company defers certain costs to fulfill contracts and recognizes these costs as the associated performance obligations are fulfilled. The cost to fulfill balance within the other current assets caption in the Company's Condensed Consolidated Balance Sheets was $73.3 million and $69.8 million as of December 31, 2019 and December 31, 2018, respectively. For the 12 months ended December 31, 2019, the Company had a net deferral of $1.0 million related to current year deferrals for costs incurred that relate to performance obligations yet to be fulfilled, net of the expense of previously deferred contract fulfillment costs associated with performance obligations that were satisfied in the period.