10-Q 1 bro-20170331x10q.htm 10-Q Document

 
UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
Washington, D.C. 20549 
 
FORM 10-Q 
 
ý
QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
For the quarterly period ended March 31, 2017
Or
¨
TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
For the transition period from                      to                     
Commission file number 001-13619
 
 
BROWN & BROWN, INC.
(Exact name of Registrant as specified in its charter)
 
 
Florida
 
bba07.jpg
 
59-0864469
(State or other jurisdiction of
incorporation or organization)
 
 
(I.R.S. Employer
Identification Number)
220 South Ridgewood Avenue,
Daytona Beach, FL
 
 
32114
(Address of principal executive offices)
 
 
(Zip Code)
Registrant’s telephone number, including area code: (386) 252-9601

  
 
Indicate by check mark whether the registrant (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities Exchange Act of 1934 during the preceding 12 months (or for such shorter period that the registrant was required to file such reports), and (2) has been subject to such filing requirements for the past 90 days.    Yes  ý    No  ¨
Indicate by check mark whether the registrant has submitted electronically and posted on its corporate Web site, if any, every Interactive Data File required to be submitted and posted pursuant to Rule 405 of Regulation S-T (§ 232.405 of this chapter) during the preceding 12 months (or for such shorter period that the registrant was required to submit and post such files).    Yes  ý    No  ¨
Indicate by check mark whether the registrant is a large accelerated filer, an accelerated filer, a non-accelerated filer, smaller reporting company, or an emerging growth company. See the definitions of “large accelerated filer,” “accelerated filer,” “smaller reporting company,” and “emerging growth company” in Rule 12b-2 of the Exchange Act.
 
Large accelerated filer
 
ý
  
Accelerated filer
 
¨
 
 
 
 
Non-accelerated filer
 
¨  (Do not check if a smaller reporting company)
  
Smaller reporting company
 
¨
 
 
 
 
 
 
 
Emerging growth company
 
o
 
 
 
 
  
If an emerging growth company, indicate by check mark if the registrant has elected not to use the extended transition period for complying with any new or revised financial accounting standards provided pursuant to Section 13(a) of the Exchange Act. o
Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Exchange Act).    Yes  ¨    No  ý
The number of shares of the Registrant’s common stock, $0.10 par value, outstanding as of May 1, 2017 was 140,269,131.
 




BROWN & BROWN, INC.
INDEX
 
 
 
 
 
 
PAGE
NO.
 
 
 
 
Item 1.
 
 
 
 
 
 
 
 
Item 2.
Item 3.
Item 4.
 
 
 
 
 
 
Item 1.
Item 1A.
Item 2.
Item 6.
 
 

2


Disclosure Regarding Forward-Looking Statements
Brown & Brown, Inc., together with its subsidiaries (collectively, “we,” “Brown & Brown” or the “Company”), makes “forward-looking statements” within the “safe harbor” provision of the Private Securities Litigation Reform Act of 1995, as amended, throughout this report and in the documents we incorporate by reference into this report. You can identify these statements by forward-looking words such as “may,” “will,” “should,” “expect,” “anticipate,” “believe,” “intend,” “estimate,” “plan” and “continue” or similar words. We have based these statements on our current expectations about potential future events. Although we believe the expectations expressed in the forward-looking statements included in this Quarterly Report on Form 10-Q and the reports, statements, information and announcements incorporated by reference into this report are based upon reasonable assumptions within the bounds of our knowledge of our business, a number of factors could cause actual results to differ materially from those expressed in any forward-looking statements, whether oral or written, made by us or on our behalf. Many of these factors have previously been identified in filings or statements made by us or on our behalf. Important factors which could cause our actual results to differ materially from the forward-looking statements in this report include but are not limited to the following items, in addition to those matters described in Part I, Item 2 “Management’s Discussion and Analysis of Financial Condition and Results of Operations”:
 
Future prospects;
Material adverse changes in economic conditions in the markets we serve and in the general economy;
Premium rates set by insurance companies and insurable exposure units, which have traditionally varied and are difficult to predict;
Future regulatory actions and conditions in the states in which we conduct our business;
The occurrence of adverse economic conditions, an adverse regulatory climate, or a disaster in Arizona, California, Florida, Georgia, Illinois, Indiana, Kansas, Kentucky, Massachusetts, Michigan, New Jersey, New York, Oregon, Pennsylvania, Texas, Virginia and Washington, because a significant portion of business written by us is for customers located in these states;
Our ability to attract, retain and enhance qualified personnel;
Competition from others in or entering into the insurance agency, wholesale brokerage, insurance programs and related service business;
The integration of our operations with those of businesses or assets we have acquired or may acquire in the future and the failure to realize the expected benefits of such integration;
Risks that could negatively affect our acquisition strategy, including continuing consolidation among insurance intermediaries and the increasing presence of private equity investors driving up valuations;
Our ability to forecast liquidity needs through at least the end of 2017;
Our ability to renew or replace expiring leases;
Outcomes of existing or future legal proceedings and governmental investigations;
Policy cancellations and renewal terms, which can be unpredictable;
Potential changes to the tax rate that would affect the value of deferred tax assets and liabilities and the impact on income available for investment or distributable to shareholders;
The inherent uncertainty in making estimates, judgments, and assumptions in the preparation of financial statements in accordance with generally accepted accounting principles in the United States of America (“U.S. GAAP”);
Our ability to effectively utilize technology to provide improved value for our customers or carrier partners as well as applying effective internal controls and efficiencies in operations; and
Other risks and uncertainties as may be detailed from time to time in our public announcements and Securities and Exchange Commission (“SEC”) filings.
Assumptions as to any of the foregoing and all statements are not based upon historical fact, but rather reflect our current expectations concerning future results and events. Forward-looking statements that we make or that are made by others on our behalf are based upon a knowledge of our business and the environment in which we operate, but because of the factors listed above, among others, actual results may differ from those in the forward-looking statements. Consequently, these cautionary statements qualify all of the forward-looking statements we make herein. We cannot assure you that the results or developments anticipated by us will be realized or, even if substantially realized, that those results or developments will result in the expected consequences for us or affect us, our business or our operations in the way we expect. We caution readers not to place undue reliance on these forward-looking statements, which speak only as of their dates. We assume no obligation to update any of the forward-looking statements.

3


PART I — FINANCIAL INFORMATION
ITEM 1 — Financial Statements (Unaudited)
BROWN & BROWN, INC.
CONDENSED CONSOLIDATED STATEMENTS OF INCOME
(UNAUDITED)
 
(in thousands, except per share data)
For the three months 
 ended March 31,
 
2017
 
2016
REVENUES
 
 
 
Commissions and fees
$
444,566

 
$
422,335

Investment income
243

 
418

Other income, net
20,271

 
1,420

Total revenues
465,080

 
424,173

EXPENSES
 
 
 
Employee compensation and benefits
245,866

 
224,059

Other operating expenses
66,919

 
63,605

Gain on disposal
(100
)
 
(2,044
)
Amortization
21,620

 
21,610

Depreciation
6,098

 
5,318

Interest
9,682

 
9,897

Change in estimated acquisition earn-out payables
4,028

 
(821
)
Total expenses
354,113

 
321,624

Income before income taxes
110,967

 
102,549

Income taxes
40,857

 
40,479

Net income
$
70,110

 
$
62,070

Net income per share:
 
 
 
Basic
$
0.50

 
$
0.45

Diluted
$
0.49

 
$
0.44

Dividends declared per share
$
0.14

 
$
0.12

See accompanying Notes to Condensed Consolidated Financial Statements.


4


BROWN & BROWN, INC.
CONDENSED CONSOLIDATED BALANCE SHEETS
(UNAUDITED)
 
(in thousands, except per share data)
March 31,
2017
 
December 31,
2016
ASSETS
 
 
 
Current Assets:
 
 
 
Cash and cash equivalents
$
546,721

 
$
515,646

Restricted cash and investments
279,368

 
265,637

Short-term investments
20,622

 
15,048

Premiums, commissions and fees receivable
486,291

 
502,482

Reinsurance recoverable
39,239

 
78,083

Prepaid reinsurance premiums
280,140

 
308,661

Other current assets
44,584

 
50,571

Total current assets
1,696,965

 
1,736,128

Fixed assets, net
72,607

 
75,807

Goodwill
2,675,831

 
2,675,402

Amortizable intangible assets, net
685,519

 
707,454

Investments
17,153

 
23,048

Other assets
49,369

 
44,895

Total assets
$
5,197,444

 
$
5,262,734

LIABILITIES AND SHAREHOLDERS’ EQUITY
 
 
 
Current Liabilities:
 
 
 
Premiums payable to insurance companies
$
643,181

 
$
647,564

Losses and loss adjustment reserve
39,239

 
78,083

Unearned premiums
280,140

 
308,661

Premium deposits and credits due customers
90,853

 
83,765

Accounts payable
104,819

 
69,595

Accrued expenses and other liabilities
124,676

 
201,989

Current portion of long-term debt
55,000

 
55,500

Total current liabilities
1,337,908

 
1,445,157

Long-term debt, less unamortized discount and debt issuance costs
1,005,044

 
1,018,372

Deferred income taxes, net
368,323

 
357,686

Other liabilities
70,373

 
81,308

Shareholders’ Equity:
 
 
 
Common stock, par value $0.10 per share; authorized 280,000 shares; issued 148,277 shares and outstanding 140,274 shares at 2017, issued 148,107 shares and outstanding 140,104 shares at 2016
14,828

 
14,811

Additional paid-in capital
472,749

 
468,443

Treasury stock, at cost 8,003 shares at 2017 and 2016, respectively
(257,683
)
 
(257,683
)
Retained earnings
2,185,902

 
2,134,640

Total shareholders’ equity
2,415,796

 
2,360,211

Total liabilities and shareholders’ equity
$
5,197,444

 
$
5,262,734

See accompanying Notes to Condensed Consolidated Financial Statements.


5


BROWN & BROWN, INC.
CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS(UNAUDITED) 
 
For the three months 
 ended March 31,
(in thousands)
2017
 
2016
Cash flows from operating activities:
 
 
 
Net income
$
70,110

 
$
62,070

Adjustments to reconcile net income to net cash provided by operating activities:
 
 
 
Amortization
21,620

 
21,610

Depreciation
6,098

 
5,318

Non-cash stock-based compensation
8,564

 
2,772

Change in estimated acquisition earn-out payables
4,028

 
(821
)
Deferred income taxes
10,005

 
9,933

Amortization of debt discount
39

 
39

Amortization and disposal of deferred financing costs
383

 
420

Accretion of discounts and premiums, investments
8

 
18

Income tax benefit from exercise of shares from the stock benefit plans

 
(1,249
)
Net gain on sales of investments, fixed assets and customer accounts
(2
)
 
(1,911
)
Payments on acquisition earn-outs in excess of original estimated payables
(4,547
)
 
(3,550
)
Changes in operating assets and liabilities, net of effect from acquisitions and divestitures:
 
 
 
Premiums, commissions and fees receivable decrease
16,297

 
5,229

Reinsurance recoverables decrease (increase)
38,844

 
(26,161
)
Prepaid reinsurance premiums decrease
28,521

 
29,859

Other assets decrease (increase)
1,404

 
(21,247
)
Premiums payable to insurance companies (decrease)
(4,383
)
 
(21,139
)
Premium deposits and credits due customers increase
7,088

 
6,238

Losses and loss adjustment reserve (decrease) increase
(38,844
)
 
26,161

Unearned premiums (decrease)
(28,521
)
 
(29,859
)
Accounts payable increase
45,386

 
22,962

Accrued expenses and other liabilities (decrease)
(77,325
)
 
(50,034
)
Other liabilities (decrease)
(14,752
)
 
(3,436
)
Net cash provided by operating activities
90,021

 
33,222

Cash flows from investing activities:
 
 
 
Additions to fixed assets
(3,032
)
 
(4,252
)
Payments for businesses acquired, net of cash acquired

 
(40,603
)
Proceeds from sales of fixed assets and customer accounts
589

 
2,467

Purchases of investments
(379
)
 
(10,106
)
Proceeds from sales of investments
679

 
7,604

Net cash used in investing activities
(2,143
)
 
(44,890
)
Cash flows from financing activities:
 
 
 
Payments on acquisition earn-outs
(5,683
)
 
(5,527
)
Payments on long-term debt
(14,250
)
 
(6,875
)
Income tax benefit from exercise of shares from the stock benefit plans

 
1,249

Issuances of common stock for employee stock benefit plans
506

 
916

Repurchase shares to fund tax withholdings for non-cash stock-based compensation
(4,742
)
 
(1,385
)
Purchase of treasury stock

 
(11,250
)
Settlement of accelerated share repurchase program

 
11,250

Cash dividends paid
(18,903
)
 
(16,962
)
Net cash used in financing activities
(43,072
)
 
(28,584
)
Net increase (decrease) in cash and cash equivalents inclusive of restricted cash
44,806

 
(40,252
)
Cash and cash equivalents inclusive of restricted cash at beginning of period
781,283

 
673,173

Cash and cash equivalents inclusive of restricted cash at end of period
$
826,089

 
$
632,921

See accompanying Notes to Condensed Consolidated Financial Statements. Refer to Note 8 for reconciliation of cash and cash equivalents inclusive of restricted cash.

6


BROWN & BROWN, INC.
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS
(UNAUDITED)
NOTE 1· Nature of Operations
Brown & Brown, Inc., a Florida corporation, and its subsidiaries (collectively, “Brown & Brown” or the “Company”) is a diversified insurance agency, wholesale brokerage, insurance programs and services organization that markets and sells to its customers, insurance products and services, primarily in the property, casualty and employee benefits areas. Brown & Brown’s business is divided into four reportable segments: the Retail Segment provides a broad range of insurance products and services to commercial, public and quasi-public entities, professional and individual customers; the National Programs Segment, acting as a managing general agent (“MGA”), provides professional liability and related package products for certain professionals, a range of insurance products for individuals, flood coverage, and targeted products and services designated for specific industries, trade groups, governmental entities and market niches, all of which are delivered through nationwide networks of independent agents, including Brown & Brown retail agents; the Wholesale Brokerage Segment markets and sells excess and surplus commercial insurance, primarily through independent agents and brokers, as well as Brown & Brown Retail offices; and the Services Segment provides insurance-related services, including third-party claims administration and comprehensive medical utilization management services in both the workers’ compensation and all-lines liability arenas, as well as Medicare Set-aside services, Social Security disability and Medicare benefits advocacy services, and claims adjusting services.
NOTE 2· Basis of Financial Reporting
The accompanying unaudited Condensed Consolidated Financial Statements have been prepared in accordance with U.S. GAAP for interim financial information and with the instructions for Form 10-Q and Article 10 of Regulation S-X. Accordingly, they do not include all of the information and footnotes required by U.S. GAAP for complete financial statements. In the opinion of management, all adjustments (consisting of normal recurring accruals) considered necessary for a fair presentation have been included. These unaudited Condensed Consolidated Financial Statements should be read in conjunction with the audited Consolidated Financial Statements and the Notes thereto set forth in the Company’s Annual Report on Form 10-K for the year ended December 31, 2016.
The preparation of these financial statements in conformity with U.S. GAAP requires management to make estimates and assumptions that affect the reported amounts of assets and liabilities, as well as disclosures of contingent assets and liabilities, at the date of the Consolidated Financial Statements, and the reported amounts of revenues and expenses during the reporting period. Actual results may differ from those estimates.
Recently Issued Accounting Pronouncements
In November 2016, the Financial Accountings Standards Board (“FASB”) issued Accounting Standards Update (“ASU”) 2016-18, “Statement of Cash Flows (Topic 230)”: Restricted Cash (“ASU 2016-18”), which requires that the Statement of Cash Flows explain the changes during the period of cash and cash equivalents inclusive of amounts categorized as Restricted cash. ASU 2016-18 is effective for periods beginning after December 15, 2017; however, the Company has elected to early adopt for the reporting period ended March 31, 2017 under the full retrospective approach for all periods presented. With the adoption of ASU 2016-18, the change in Restricted cash is no longer reflected as a change in operating assets and liabilities, and the Statement of Cash Flows details the changes in the balance of cash and cash equivalents inclusive of Restricted cash. Net cash provided by operating activities for the three months ended March 31, 2016 were previously reported as $31.9 million. With the retrospective adoption, the net cash provided by operating activities for the three months ended March 31, 2016 is now reported as $33.2 million. The Company reflects cash collected from customers that is payable to insurance companies as Restricted cash if segregation of this cash is required by the state of domicile for the office conducting this transaction or if required by contract with the relevant insurance company providing coverage. Cash collected from customers that is payable to insurance companies is reported in cash and cash equivalents if no such restriction is required.
In August 2016, the FASB issued ASU 2016-15, "Statement of Cash Flows (Topic 230)": Classification of Certain Cash Receipts and Cash Payments (a consensus of the Emerging Issues Task Force) ("ASU 2016-15"), which addresses eight specific cash flow issues with the objective of reducing the existing diversity in practice in how certain cash receipts and cash payments are presented and classified and applies to all entities, including both business entities and not-for-profit entities that are required to present a statement of cash flows under Topic 230. ASU 2016-15 will take effect for public companies for fiscal years, and interim periods within those fiscal years, beginning after December 15, 2017 and early adoption is permitted. The Company has evaluated the impact of ASU 2016-15 and has determined there is no impact on the Company's Statement of Cash Flows. The Company already presents cash paid on contingent consideration in business combination as prescribed by ASU 2016-15 and does not, at this time, engage in the other activities being addressed.
In March 2016, the FASB issued ASU 2016-09, "Improvements to Employee Share Based Payment Accounting" ("ASU 2016-09"), which amends guidance issued in Accounting Standards Codification ("ASC") Topic 718, Compensation - Stock Compensation. ASU 2016-09 simplifies several aspects of the accounting for share-based payment transactions, including the income tax consequences, classification of awards as either equity or liabilities, and classification on the statement of cash flows. ASU 2016-09 is effective for fiscal years beginning after

7


December 15, 2016, and interim periods within those fiscal years and early adoption is permitted. The Company adopted the guidance on January 1, 2017, as required. Prior periods have not been adjusted, as the guidance was adopted prospectively. The principal impact is that the tax benefit or expense from stock compensation is now presented in the income tax line of the Statement of Income whereas the prior treatment was to present this as a component of equity on the Balance Sheet. Also the tax benefit or expense is now presented as activity in Cash Flow from Operating Activity rather than the prior presentation as Cash Flow from Financing Activity in the Statement of Cash Flows. The Company also continues to estimate forfeitures of stock grants as allowed by ASU 2016-09.
In March 2016, the FASB issued ASU 2016-08, "Principal Versus Agent Considerations (Reporting Revenue Gross Versus Net)" ("ASU 2016-08") to clarify certain aspects of the principal-versus-agent guidance included in the new revenue standard ASU 2014-09 "Revenue from Contracts with Customers" ("ASU 2014-09"). The FASB issued the ASU in response to concerns identified by stakeholders, including those related to (1) determining the appropriate unit of account under the revenue standard’s principal-versus-agent guidance and (2) applying the indicators of whether an entity is a principal or an agent in accordance with the revenue standard’s control principle. ASU 2016-08 is effective contemporaneous with ASU 2014-09 beginning January 1, 2018. The impact of ASU 2016-08 is currently being evaluated along with ASU 2014-09. At this point in our evaluation the potential impact would primarily be limited to the claims administering activities within our Services Segment and therefore not material to the Company.
In February 2016, the FASB issued ASU 2016-02, “Leases (Topic 842)” (“ASU 2016-02”), which provides guidance for accounting for leases. Under ASU 2016-02, the Company will be required to recognize the assets and liabilities for the rights and obligations created by leased assets. ASU 2016-02 will take effect for public companies for fiscal years, and interim periods within those fiscal years, beginning after December 15, 2018. The Company continues to evaluate the impact of this pronouncement with the principal impact being that the present value of the remaining lease payments be presented as a liability on the Balance Sheet as well as an asset of similar value representing the “Right of Use” for those leased properties. As detailed in Note 13 of the 2016 10-K, the undiscounted contractual cash payments remaining on leased properties is $213 million as of December 31, 2016.
In November 2015, FASB issued ASU No. 2015-17, “Income Taxes (Topic 740) - Balance Sheet Classification of Deferred Taxes” (“ASU 2015-17”), which simplifies the presentation of deferred income taxes by requiring deferred tax assets and liabilities be classified as a single non-current item on the balance sheet. ASU 2015-17 is effective for fiscal years beginning after December 15, 2016 with early adoption permitted as of the beginning of any interim or annual reporting period. The Company adopted the guidance on January 1, 2017, as required. As a result, the Company retrospectively applied the guidance to the 2016 balance sheet by reclassifying $24.6 million from deferred income taxes (asset) to deferred income taxes, net (liability) on the Condensed Consolidated Balance Sheet.
In May 2014, FASB issued ASU No. 2014-09, “Revenue from Contracts with Customers” (“ASU 2014-09”), which provides guidance for revenue recognition. ASU 2014-09 affects any entity that either enters into contracts with customers to transfer goods or services or enters into contracts for the transfer of non-financial assets, and supersedes the revenue recognition requirements in Topic 605, “Revenue Recognition,” and most industry-specific guidance. The standard’s core principle is that a company will recognize revenue when it transfers promised goods or services to customers in an amount that reflects the consideration to which a company expects to be entitled in exchange for those goods or services. In doing so, companies will need to use more judgment and make more estimates than under the current guidance. Specifically in situations where multiple performance obligations exist within the contract, the use of estimates is required to allocate the transaction price to each separate performance obligation. Historically 70% or more of the Company’s revenue is in the form of commissions paid by insurance carriers. Commissions are earned upon the effective date of bound coverage, and no significant performance obligation remains in those arrangements after coverage is bound. The Company is currently evaluating the approximately 30% of revenue earned in the form of fees against the requirements of this pronouncement. Fees are predominantly in our National Programs and Services Segments, and to a lesser extent in the large accounts business within our Retail Segment. At the conclusion of this evaluation it may be determined that fee revenue from certain agreements will be recognized in earlier periods under the new guidance in comparison to our current accounting policies and others will be recognized in later periods. Based upon the work completed to date, management does not expect the overall impact to be material.
ASU 2014-09 is effective for the Company beginning January 1, 2018, after FASB voted to delay the effective date by one year. At that time, the Company may adopt the new standard under the full retrospective approach or the modified retrospective approach.
We do not anticipate a material change in our internal control framework necessitated by the adoption of ASU 2014-09.

8


NOTE 3· Net Income Per Share
Basic EPS is computed based on the weighted average number of common shares (including restricted shares) issued and outstanding during the period. Diluted EPS is computed based on the weighted average number of common shares issued and outstanding plus equivalent shares, assuming the exercise of stock options. The dilutive effect of stock options is computed by application of the treasury-stock method. The following is a reconciliation between basic and diluted weighted average shares outstanding:
 
For the three months 
 ended March 31,
(in thousands, except per share data)
2017
 
2016
Net income
$
70,110

 
$
62,070

Net income attributable to unvested awarded performance stock
(1,685
)
 
(1,451
)
Net income attributable to common shares
$
68,425

 
$
60,619

Weighted average number of common shares outstanding – basic
140,112

 
138,793

Less unvested awarded performance stock included in weighted average number of common shares outstanding – basic
(3,368
)
 
(3,245
)
Weighted average number of common shares outstanding for basic earnings per common share
136,744

 
135,548

Dilutive effect of stock options
2,282

 
1,392

Weighted average number of shares outstanding – diluted
139,026

 
136,940

Net income per share:
 
 
 
Basic
$
0.50

 
$
0.45

Diluted
$
0.49

 
$
0.44

NOTE 4· Business Combinations
During the three months ended March 31, 2017, Brown & Brown did not acquire any insurance intermediaries, however there were miscellaneous adjustments recorded to the purchase price allocation of certain prior acquisitions completed within the last twelve months as permitted by Accounting Standards Codification Topic 805 — Business Combinations (“ASC 805”). Such adjustments are presented in the "Other" category within the following two tables. The recorded purchase price for all acquisitions consummated after January 1, 2009 included an estimation of the fair value of liabilities associated with any potential earn-out provisions. Subsequent changes in the fair value of earn-out obligations will be recorded in the Condensed Consolidated Statement of Income when incurred.
The fair value of earn-out obligations is based on the present value of the expected future payments to be made to the sellers of the acquired businesses in accordance with the provisions outlined in the respective purchase agreements. In determining fair value, the acquired business’s future performance is estimated using financial projections developed by management for the acquired business and reflects market participant assumptions regarding revenue growth and/or profitability. The expected future payments are estimated on the basis of the earn-out formula and performance targets specified in each purchase agreement compared to the associated financial projections. These payments are then discounted to present value using a risk-adjusted rate that takes into consideration the likelihood that the forecasted earn-out payments will be made.
Based on the acquisition date and the complexity of the underlying valuation work, certain amounts included in the Company’s Condensed Consolidated Financial Statements may be provisional and thus subject to further adjustments within the permitted measurement period, as defined in ASC 805. For the three months ended March 31, 2017, several adjustments were made within the permitted measurement period that resulted in an increase in the aggregate purchase price of the affected acquisitions of $489,720 relating to the assumption of certain liabilities. These measurement period adjustments have been reflected as current period adjustments in the three months ended March 31, 2017 in accordance with the guidance in ASU 2015-16 "Business Combinations". The measurement period adjustments primarily impacted goodwill, with no effect on earnings or cash in the current period.

9


The following table summarizes the changes to purchase price allocations made during the measurement period for prior year acquisitions. During the measurement periods, the Company will adjust assets or liabilities if new information is obtained about facts and circumstances that existed as of the acquisition date that, if known, would have resulted in the recognition of those assets and liabilities as of that date. These adjustments are made in the period in which the amounts are determined and the current period income effect of such adjustments will be calculated as if the adjustments had been completed as of the acquisition date.
(in thousands)
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
Name
Business
Segment
 
Effective
Date of
Acquisition
 
Cash
Paid
 
Note Payable
 
Other
Payable
 
Recorded
Earn-Out
Payable
 
Net Assets
Acquired
 
Maximum
Potential Earn-
Out Payable
Other
Various
 
Various
 

 

 

 
(211
)
 
(211
)
 

Total
 
 
 
 
$

 
$

 
$

 
$
(211
)
 
$
(211
)
 
$

The following table summarizes the adjustments made to the estimated fair values of the aggregate assets and liabilities for prior year acquisitions as of the date of each acquisition.
(in thousands)
Other
 
Total
Other current assets
93

 
93

Goodwill
429

 
429

Purchased customer accounts
(32
)
 
(32
)
Total assets acquired
490

 
490

Other current liabilities
(12
)
 
(12
)
Deferred income tax, net
(689
)
 
(689
)
Total liabilities assumed
(701
)
 
(701
)
Net assets acquired
$
(211
)
 
$
(211
)
As of March 31, 2017, the fair values of the estimated acquisition earn-out payables were re-evaluated and measured at fair value on a recurring basis using unobservable inputs (Level 3) as defined in ASC 820-Fair Value Measurement. The resulting additions, payments, and net changes, as well as the interest expense accretion on the estimated acquisition earn-out payables, for the three months ended March 31, 2017 and 2016, were as follows:
 
For the three months 
 ended March 31,
(in thousands)
2017
 
2016
Balance as of the beginning of the period
$
63,821

 
$
78,387

Additions to estimated acquisition earn-out payables
(211
)
 
606

Payments for estimated acquisition earn-out payables
(10,230
)
 
(9,077
)
Subtotal
53,380

 
69,916

Net change in earnings from estimated acquisition earn-out payables:
 
 
 
Change in fair value on estimated acquisition earn-out payables
3,335

 
(1,563
)
Interest expense accretion
693

 
742

Net change in earnings from estimated acquisition earn-out payables
4,028

 
(821
)
Balance as of March 31,
$
57,408

 
$
69,095

Of the $57.4 million estimated acquisition earn-out payables as of March 31, 2017, $35.3 million was recorded as accounts payable and $22.1 million was recorded as other non-current liabilities. As of March 31, 2017, the maximum future acquisition contingency payments related to all acquisitions was $106.4 million. Included within the additions to estimated acquisition earn-out payables are any adjustments to opening balance sheet items within the allowable measurement period, which may therefore differ from previously reported amounts.

10


NOTE 5· Goodwill
Goodwill is subject to at least an annual assessment for impairment by applying a fair value-based test. The Company completed its most recent annual assessment as of November 30, 2016, and identified no impairment as a result of the evaluation. The changes in the table below represent adjustments recorded to the purchase price allocation of certain prior acquisitions completed within the last twelve months as permitted by Accounting Standards Codification Topic 805 — Business Combinations (“ASC 805”).
The changes in the carrying value of goodwill by reportable segment for the three months ended March 31, 2017 are as follows:
(in thousands)
Retail
 
National
Programs
 
Wholesale
Brokerage
 
Services
 
Total
Balance as of January 1, 2017
$
1,354,667

 
$
901,294

 
$
284,869

 
$
134,572

 
$
2,675,402

Goodwill of acquired businesses
(133
)
 

 
(127
)
 
689

 
429

Balance as of March 31, 2017
$
1,354,534

 
$
901,294

 
$
284,742

 
$
135,261

 
$
2,675,831

NOTE 6· Amortizable Intangible Assets
Amortizable intangible assets at March 31, 2017 and December 31, 2016 consisted of the following:
 
March 31, 2017
 
December 31, 2016
(in thousands)
Gross
Carrying
Value
 
Accumulated
Amortization
 
Net
Carrying
Value
 
Weighted
Average
Life
(Years)(1)
 
Gross
Carrying
Value
 
Accumulated
Amortization
 
Net
Carrying
Value
 
Weighted
Average
Life
(Years)(1)
Purchased customer accounts
$
1,447,280

 
$
(763,026
)
 
$
684,254

 
15.0
 
$
1,447,680

 
$
(741,770
)
 
$
705,910

 
15.0
Non-compete agreements
29,668

 
(28,403
)
 
1,265

 
6.8
 
29,668

 
(28,124
)
 
1,544

 
6.8
Total
$
1,476,948

 
$
(791,429
)
 
$
685,519

 
 
 
$
1,477,348

 
$
(769,894
)
 
$
707,454

 
 
(1)
Weighted average life calculated as of the date of acquisition.
Amortization expense for amortizable intangible assets for the years ending December 31, 2017, 2018, 2019, 2020 and 2021 is estimated to be $84.9 million, $79.6 million, $75.1 million, $67.7 million, and $64.5 million, respectively.
NOTE 7· Long-Term Debt
Long-term debt at March 31, 2017 and December 31, 2016 consisted of the following: 
(in thousands)
March 31, 2017
 
December 31, 2016
Current portion of long-term debt:
 
 
 
Current portion of 5-year term loan facility expires 2019
$
55,000

 
$
55,000

Short-term promissory note

 
500

Total current portion of long-term debt
55,000

 
55,500

Long-term debt:
 
 
 
Note agreements:
 
 
 
4.500% senior notes, Series E, quarterly interest payments, balloon due 2018
100,000

 
100,000

4.200% senior notes, semi-annual interest payments, net of the unamortized discount, balloon due 2024
498,825

 
498,785

Total notes
598,825

 
598,785

Credit agreements:
 
 
 
5-year term-loan facility, periodic interest and principal payments, LIBOR plus up to 1.750%, expires May 20, 2019
412,500

 
426,250

5-year revolving-loan facility, periodic interest payments, LIBOR plus up to 1.500%, plus commitment fees up to 0.250%, expires May 20, 2019

 

Total credit agreements
412,500

 
426,250

Debt issuance costs (contra)
(6,281
)
 
(6,663
)
Total long-term debt, less unamortized discount and debt issuance costs
1,005,044

 
1,018,372

Current portion of long-term debt
55,000

 
55,500

Total debt
$
1,060,044

 
$
1,073,872


11


On December 22, 2006, the Company entered into a Master Shelf and Note Purchase Agreement (the “Master Agreement”) with a national insurance company (the “Purchaser”). The initial issuance of notes under the Master Agreement occurred on December 22, 2006, through the issuance of $25.0 million in Series C Senior Notes due December 22, 2016, with a fixed interest rate of 5.660% per year. On February 1, 2008, $25.0 million in Series D Senior Notes due January 15, 2015, with a fixed interest rate of 5.370% per year, were issued. On September 15, 2011, and pursuant to a Confirmation of Acceptance (the “Confirmation”), dated January 21, 2011, in connection with the Master Agreement, $100.0 million in Series E Senior Notes were issued and are due September 15, 2018, with a fixed interest rate of 4.500% per year. The Series E Senior Notes were issued for the sole purpose of retiring existing senior notes. On January 15, 2015 the Series D Senior Notes were redeemed at maturity using cash proceeds to pay off the principal of $25.0 million plus any remaining accrued interest. On December 22, 2016, the Series C Senior Notes were redeemed at maturity using cash proceeds to pay off the principal of $25.0 million plus any remaining accrued interest. As of March 31, 2017, there was an outstanding debt balance issued under the provisions of the Master Agreement of $100.0 million.
On April 17, 2014, the Company entered into a credit agreement with JPMorgan Chase Bank, N.A. as administrative agent and certain other banks as co-syndication agents and co-documentation agents (the “Credit Agreement”). The Credit Agreement in the amount of $1,350.0 million provides for an unsecured revolving credit facility (the “Credit Facility”) in the initial amount of $800.0 million and unsecured term loans in the initial amount of $550.0 million, either or both of which may, subject to lenders’ discretion, potentially be increased by up to $500.0 million. The Credit Facility was funded on May 20, 2014 in conjunction with the closing of the Wright acquisition, with the $550.0 million term loan being funded as well as a drawdown of $375.0 million on the revolving loan facility. Use of these proceeds was to retire existing term loan debt and to facilitate the closing of the Wright acquisition as well as other acquisitions. The Credit Facility terminates on May 20, 2019, but either or both of the revolving Credit Facility and the term loans may be extended for two additional one-year periods at the Company’s request and at the discretion of the respective lenders. Interest and facility fees in respect to the Credit Facility are based on the better of the Company’s net debt leverage ratio or a non-credit enhanced senior unsecured long-term debt rating. Based on the Company’s net debt leverage ratio, the rates of interest charged on the term loan are 1.000% to 1.750%, and the revolving loan is 0.850% to 1.500% above the adjusted LIBOR rate for outstanding amounts drawn. There are fees included in the facility which include a facility fee based on the revolving credit commitments of the lenders (whether used or unused) at a rate of 0.150% to 0.250% and letter of credit fees based on the amounts of outstanding secured or unsecured letters of credit. The Credit Facility includes various covenants, limitations and events of default customary for similar facilities for similarly rated borrowers. As of March 31, 2017 and December 31, 2016, there was an outstanding debt balance issued under the provisions of the Credit Facility in total of $467.5 million and $481.3 million respectively, with no borrowings outstanding relative to the revolving loan. Per the terms of the agreement, a scheduled principal payment of $13.8 million is due on June 30, 2017.
On September 18, 2014, the Company issued $500.0 million of 4.200% unsecured senior notes due in 2024. The senior notes were given investment grade ratings of BBB-/Baa3 with a stable outlook. The notes are subject to certain covenant restrictions and regulations which are customary for credit rated obligations. At the time of funding, the proceeds were offered at a discount of the original note amount which also excluded an underwriting fee discount. The net proceeds received from the issuance were used to repay the outstanding balance of $475.0 million on the revolving Credit Facility and for other general corporate purposes. As of March 31, 2017 and December 31, 2016, there was an outstanding debt balance of $500.0 million exclusive of the associated discount balance.
In conjunction with the acquisition of Social Security Advocates for the Disabled (SSAD) effective February 1, 2016, the company added a $0.5 million promissory note incurred as a payment to the sellers and payable after the one-year anniversary of the acquisition. The note had a nominal rate of interest 0.810%. On March 10, 2017, the promissory note was settled, plus any outstanding accrued interest, using cash.
The Master Agreement and the Credit Agreement all require the Company to maintain certain financial ratios and comply with certain other covenants. The Company was in compliance with all such covenants as of March 31, 2017 and December 31, 2016.
The 30-day Adjusted LIBOR Rate as of March 31, 2017 was 1.000%.

12


NOTE 8· Supplemental Disclosures of Cash Flow Information and Non-Cash Financing and Investing Activities
 
For the three months 
 ended March 31,
(in thousands)
2017
 
2016
Cash paid during the period for:
 
 
 
Interest
$
14,531

 
$
14,323

Income taxes
$
2,704

 
$
6,922

Brown & Brown’s significant non-cash investing and financing activities are summarized as follows. The changes in the table below represent adjustments recorded to the purchase price allocation of certain prior acquisitions completed within the last twelve months as permitted by Accounting Standards Codification Topic 805 — Business Combinations (“ASC 805”). These adjustments had no affect on cash or the Condensed Consolidated Statements of Income.
 
For the three months 
 ended March 31,
(in thousands)
2017
 
2016
Other payable issued for purchased customer accounts
$

 
$
300

Change in estimated acquisition earn-out payables and related charges
$
(211
)
 
$
606

Notes payable issued or assumed for purchased customer accounts
$

 
$
492

The following is a reconciliation of cash and cash equivalents inclusive of restricted cash as of March 31, 2017 and 2016.
 
Balance as of March 31,
(in thousands)
2017
 
2016
Table to reconcile cash and cash equivalents inclusive of restricted cash
 
 
 
Cash and cash equivalents
$
546,721

 
$
401,846

Restricted cash
279,368

 
231,075

Total cash and cash equivalents inclusive of restricted cash at the end of the period
$
826,089

 
$
632,921

The following is a reconciliation of cash and cash equivalents inclusive of restricted cash as of December 31, 2016 and 2015.
 
Balance as of December, 31
(in thousands)
2016
 
2015
Table to reconcile cash and cash equivalents inclusive of restricted cash
 
 
 
Cash and cash equivalents
$
515,646

 
$
443,420

Restricted cash
265,637

 
229,753

Total cash and cash equivalents inclusive of restricted cash at the end of the period
$
781,283

 
$
673,173

NOTE 9· Legal and Regulatory Proceedings
The Company is involved in numerous pending or threatened proceedings by or against Brown & Brown, Inc. or one or more of its subsidiaries that arise in the ordinary course of business. The damages that may be claimed against the Company in these various proceedings are in some cases substantial, including in certain instances claims for punitive or extraordinary damages. Some of these claims and lawsuits have been resolved, others are in the process of being resolved and others are still in the investigation or discovery phase. The Company will continue to respond appropriately to these claims and lawsuits and to vigorously protect its interests.
During the quarter, the Company was successful in settling a lawsuit it had brought against certain former employees of Brown & Brown, their employer, AssuredPartners, Inc. and certain key executives of AssuredPartners.  The settlement includes a payment of $20,000,000 by AssuredPartners to Brown & Brown in exchange for releasing certain individuals from restrictive covenants in the employment contracts they had signed with the Company and provides protection for current Brown & Brown teammates from continued solicitation for employment by AssuredPartners.
The proceeds of the settlement were received in March 2017 and were recorded in the Other income line in the Statement of Income.
We continue to assess certain litigation and claims to determine the amounts, if any, that management believes will be paid as a result of such claims and litigation and, therefore, additional losses may be accrued and paid in the future, which could adversely impact the Company’s operating results, cash flows and overall liquidity. The Company maintains third-party insurance policies to provide coverage for certain legal

13


claims, in an effort to mitigate its overall exposure to unanticipated claims or adverse decisions. However, as (i) one or more of the Company’s insurance carriers could take the position that portions of these claims are not covered by the Company’s insurance, (ii) to the extent that payments are made to resolve claims and lawsuits, applicable insurance policy limits are eroded and (iii) the claims and lawsuits relating to these matters are continuing to develop, it is possible that future results of operations or cash flows for any particular quarterly or annual period could be materially affected by unfavorable resolutions of these matters. Based on the AM Best Company ratings of these third-party insurers, management does not believe there is a substantial risk of an insurer’s material non-performance related to any current insured claims.
On the basis of current information, the availability of insurance and legal advice, in management’s opinion, the Company is not currently involved in any legal proceedings which, individually or in the aggregate, would have a material adverse effect on its financial condition, operations and/or cash flows.
NOTE 10· Segment Information
Brown & Brown’s business is divided into four reportable segments: (1) the Retail Segment, which provides a broad range of insurance products and services to commercial, public and quasi-public entities, and to professional and individual customers; (2) the National Programs Segment, which acts as a MGA, provides professional liability and related package products for certain professionals, a range of insurance products for individuals, flood coverage, and targeted products and services designated for specific industries, trade groups, governmental entities and market niches, all of which are delivered through nationwide networks of independent agents, and Brown & Brown retail agents; (3) the Wholesale Brokerage Segment, which markets and sells excess and surplus commercial and personal lines insurance, primarily through independent agents and brokers, as well as Brown & Brown retail agents; and (4) the Services Segment, which provides insurance-related services, including third-party claims administration and comprehensive medical utilization management services in both the workers’ compensation and all-lines liability arenas, as well as Medicare Set-aside services, Social Security disability and Medicare benefits advocacy services and claims adjusting services.
Brown & Brown conducts all of its operations within the United States of America, except for a wholesale brokerage operation based in London, England, and retail operations in Bermuda and the Cayman Islands. These operations earned $3.0 million and $2.8 million of total revenues for the three months ended March 31, 2017 and 2016, respectively. Long-lived assets held outside of the United States as of March 31, 2017 and 2016 were not material.
The accounting policies of the reportable segments are the same as those described in Note 1 of the Company’s Annual Report on Form 10-K for the year ended December 31, 2016. The Company evaluates the performance of its segments based upon revenues and income before income taxes. Inter-segment revenues are eliminated.
Summarized financial information concerning the Company’s reportable segments is shown in the following table. The “Other” column includes any income and expenses not allocated to reportable segments, corporate-related items, including the inter-company interest expense charge to the reporting segment, and the elimination of inter-segment activities.
 
For the three months ended March 31, 2017
(in thousands)
Retail
 
National
Programs
 
Wholesale
Brokerage
 
Services
 
Other
 
Total
Total revenues
$
239,287

 
$
101,183

 
$
65,247

 
$
39,326

 
$
20,037

 
$
465,080

Investment income
$
2

 
$
74

 
$

 
$
80

 
$
87

 
$
243

Amortization
$
10,647

 
$
6,904

 
$
2,931

 
$
1,138

 
$

 
$
21,620

Depreciation
$
1,389

 
$
1,959

 
$
490

 
$
399

 
$
1,861

 
$
6,098

Interest expense
$
8,576

 
$
10,035

 
$
1,675

 
$
961

 
$
(11,565
)
 
$
9,682

Income before income taxes
$
48,855

 
$
12,527

 
$
15,265

 
$
6,121

 
$
28,199

 
$
110,967

Total assets
$
3,861,118

 
$
2,634,008

 
$
1,121,109

 
$
363,173

 
$
(2,781,964
)
 
$
5,197,444

Capital expenditures
$
1,136

 
$
1,080

 
$
378

 
$
150

 
$
288

 
$
3,032


14


 
For the three months ended March 31, 2016
(in thousands)
Retail
 
National
Programs
 
Wholesale
Brokerage
 
Services
 
Other
 
Total
Total revenues
$
232,188

 
$
101,070

 
$
53,414

 
$
36,568

 
$
933

 
$
424,173

Investment income
$
21

 
$
248

 
$
3

 
$
64

 
$
82

 
$
418

Amortization
$
10,989

 
$
7,108

 
$
2,442

 
$
1,065

 
$
6

 
$
21,610

Depreciation
$
1,637

 
$
1,929

 
$
496

 
$
487

 
$
769

 
$
5,318

Interest expense
$
10,403

 
$
12,590

 
$
247

 
$
1,236

 
$
(14,579
)
 
$
9,897

Income before income taxes
$
50,452

 
$
13,803

 
$
14,562

 
$
5,052

 
$
18,680

 
$
102,549

Total assets
$
3,531,100

 
$
2,499,870

 
$
888,745

 
$
324,269

 
$
(2,251,024
)
 
$
4,992,960

Capital expenditures
$
1,049

 
$
1,932

 
$
592

 
$
205

 
$
474

 
$
4,252


NOTE 11· Investments
At March 31, 2017, the Company’s amortized cost and fair values of fixed maturity securities are summarized as follows: 
(in thousands)
Cost
 
Gross Unrealized
Gains
 
Gross Unrealized
Losses
 
Fair Value
U.S. Treasury securities, obligations of U.S. Government agencies and municipals
$
26,648

 
$
6

 
$
(64
)
 
$
26,590

Corporate debt
1,982

 
14

 

 
1,996

Total
$
28,630

 
$
20

 
$
(64
)
 
$
28,586

At March 31, 2017, the Company held $26.6 million in fixed income securities composed of U.S. Treasury securities, securities issued by U.S. Government agencies and municipals, and $2.0 million issued by corporations with investment grade ratings. Of that total, $11.4 million is classified as short-term investments on the Consolidated Balance Sheet as maturities are less than one-year. Additionally, the Company holds $9.2 million in short-term investments, which are related to time deposits held with various financial institutions.
For securities in a loss position, the following table shows the investments’ gross unrealized loss and fair value, aggregated by investment category and length of time that individual securities have been in a continuous unrealized loss position as of March 31, 2017:
 
Less than 12 Months
 
12 Months or More
 
Total
(in thousands)
Fair Value
 
Unrealized
Losses
 
Fair Value
 
Unrealized
Losses
 
Fair Value
 
Unrealized
Losses
U.S. Treasury securities, obligations of U.S. Government agencies and municipals
$
23,601

 
$
(64
)
 
$

 
$

 
$
23,601

 
$
(64
)
Corporate debt
276

 

 

 

 
276

 

Total
$
23,877

 
$
(64
)
 
$

 
$

 
$
23,877

 
$
(64
)
The unrealized losses were caused by interest rate increases. At March 31, 2017, the Company had 19 securities in an unrealized loss position. The corporate securities are highly rated securities with no indicators of potential impairment. Based on the ability and intent of the Company to hold these investments until recovery of fair value, which may be maturity, the bonds were not considered to be other-than-temporarily impaired at March 31, 2017.
At December 31, 2016, the Company’s amortized cost and fair values of fixed maturity securities are summarized as follows:
(in thousands)
Cost
 
Gross Unrealized
Gains
 
Gross Unrealized
Losses
 
Fair Value
U.S. Treasury securities, obligations of U.S. Government agencies and municipals
$
26,280

 
$
11

 
$
(59
)
 
$
26,232

Corporate debt
2,358

 
13

 
(1
)
 
2,370

Total
$
28,638

 
$
24

 
$
(60
)
 
$
28,602


15


At December 31, 2016, the Company held $26.2 million in fixed income securities composed of U.S. Treasury securities, securities issued by U.S. Government agencies and municipals, and 2.4 million issued by corporations with investment grade ratings. Of that total, $5.6 million is classified as short-term investments on the Consolidated Balance Sheet as maturities are less than one-year. Additionally, the Company holds 9.5 million in short-term investments which are related to time deposits held with various financial institutions.
For securities in a loss position, the following table shows the investments’ gross unrealized loss and fair value, aggregated by investment category and length of time that individual securities have been in a continuous unrealized loss position as of December 31, 2016:
 
Less than 12 Months
 
12 Months or More
 
Total
(in thousands)
Fair Value
 
Unrealized
Losses
 
Fair Value
 
Unrealized
Losses
 
Fair Value
 
Unrealized
Losses
U.S. Treasury securities, obligations of U.S. Government agencies and municipals
$
14,663

 
$
(59
)
 
$

 
$

 
$
14,663

 
$
(59
)
Foreign Government

 

 

 

 

 

Corporate debt
1,001

 
(1
)
 

 

 
1,001

 
(1
)
Total
$
15,664

 
$
(60
)
 
$

 
$

 
$
15,664

 
$
(60
)
The unrealized losses from corporate issuers were caused by interest rate increases. At December 31, 2016, the Company had 20 securities in an unrealized loss position. The corporate securities are highly rated securities with no indicators of potential impairment. Based on the ability and intent of the Company to hold these investments until recovery of fair value, which may be maturity, the bonds were not considered to be other-than-temporarily impaired at December 31, 2016.
The amortized cost and estimated fair value of the fixed maturity securities at March 31, 2017 by contractual maturity are set forth below:
(in thousands)
Amortized Cost
 
Fair Value
Years to maturity:
 
 
 
Due in one year or less
$
11,441

 
$
11,432

Due after one year through five years
16,859

 
16,813

Due after five years
330

 
341

Total
$
28,630

 
$
28,586

The amortized cost and estimated fair value of the fixed maturity securities at December 31, 2016 by contractual maturity are set forth below:
(in thousands)
Amortized Cost
 
Fair Value
Years to maturity:
 
 
 
Due in one year or less
$
5,551

 
$
5,554

Due after one year through five years
22,757

 
22,708

Due after five years
330

 
340

Total
$
28,638

 
$
28,602

The expected maturities in the foregoing table may differ from the contractual maturities because certain borrowers have the right to call or prepay obligations with or without penalty.
Proceeds from the sales and maturity of the Company’s investment in fixed maturity securities were $0.4 million. This along with maturing time deposits yielded total cash proceeds from the sale of investments of $0.7 million in the period of January 1, 2017 to March 31, 2017. These proceeds were used to purchase additional fixed maturity securities. The gains and losses realized on those sales for the period from January 1, 2017 to March 31, 2017 were insignificant.
Realized gains and losses are reported on the Condensed Consolidated Statements of Income, with the cost of securities sold determined on a specific identification basis.
At March 31, 2017, investments with a fair value of approximately $4.0 million were on deposit with state insurance departments to satisfy regulatory requirements.

16


NOTE 12· Reinsurance
Although the reinsurers are liable to the Company for amounts reinsured, our subsidiary, Wright Flood remains primarily liable to its policyholders for the full amount of the policies written whether or not the reinsurers meet their obligations to the Company when they become due. The effects of reinsurance on premiums written and earned are as follows:
 
 
Period from January 1, 2017 to
March 31, 2017
(in thousands)
Written
 
Earned
Direct premiums
$
113,167

 
$
141,688

Ceded premiums
(113,165
)
 
(141,686
)
Net premiums
$
2

 
$
2

All premiums written by Wright Flood under the National Flood Insurance Program are 100% ceded to FEMA, for which Wright Flood received a 30.9% expense allowance from January 1, 2017 through March 31, 2017. For the period from January 1, 2017 through March 31, 2017, the Company ceded $112.8 million of written premiums.
Effective April 1, 2014, Wright Flood is also a party to a quota share agreement whereby it cedes 100% of its gross excess flood premiums, excluding fees, to Arch Reinsurance Company and receives a 30.5% commission. Wright Flood ceded $0.3 million for the period from January 1, 2017 through March 31, 2017. No loss data exists on this agreement.
Wright Flood also ceded 100% of the Homeowners, Private Passenger Auto Liability, and Other Liability Occurrence to Stillwater Insurance Company, formerly known as Fidelity National Insurance Company. This business is in runoff. Therefore, only loss data still exists on this business. As of March 31, 2017, no ceded unpaid losses and loss adjustment expenses or incurred but not reported expenses for Homeowners, Private Passenger Auto Liability and Other Liability Occurrence existed.
As of March 31, 2017 the Condensed Consolidated Balance Sheet contained reinsurance recoverable of $39.2 million and prepaid reinsurance premiums of $280.1 million. There was no net activity in the reserve for losses and loss adjustment expense during the period January 1, 2017 through March 31, 2017, as Wright Flood's direct premiums written were 100% ceded to two reinsurers. The balance of the reserve for losses and loss adjustment expense, excluding related reinsurance recoverable, as of March 31, 2017 was $39.2 million.
NOTE 13· Statutory Financial Data
Wright Flood maintains capital in excess of the minimum statutory amount of $7.5 million as required by regulatory authorities. The unaudited statutory capital and surplus of Wright Flood was $24.3 million at March 31, 2017 and $23.5 million as of December 31, 2016. For the period from January 1, 2017 through March 31, 2017, Wright Flood generated statutory net income of $0.7 million. For the period from January 1, 2016 through December 31, 2016, Wright Flood generated statutory net income of $8.2 million.
NOTE 14· Subsidiary Dividend Restrictions
Under the insurance regulations of Texas, where Wright Flood is incorporated, the maximum amount of ordinary dividends that Wright Flood can pay to shareholders in a rolling twelve-month period is limited to the greater of 10% of statutory adjusted capital and surplus as shown on Wright Flood’s last annual statement on file with the superintendent of the Texas Department of Insurance or 100% of adjusted net income. There was no dividend payout in 2016 and the maximum dividend payout that may be made in 2017 without prior approval is $8.2 million.
NOTE 15· Shareholders’ Equity
Under the authorization from the Company’s Board of Directors, shares may be purchased from time to time, at the Company’s discretion and subject to the availability of stock, market conditions, the trading price of the stock, alternative uses for capital, the Company’s financial performance and other potential factors. These purchases may be carried out through open market purchases, block trades, accelerated share repurchase plans of up to $100.0 million each (unless otherwise approved by the Board of Directors), negotiated private transactions or pursuant to any trading plan that may be adopted in accordance with Rule 10b5-1 of the Securities Exchange Act of 1934.
ITEM 2 — Management’s Discussion and Analysis of Financial Condition and Results of Operations.
The following discussion updates the MD&A contained in the Company's annual report on Form 10-K for the fiscal year ended December 31, 2016, and the two discussions should be read together.

17


GENERAL
Company Overview — First Quarter of 2017
The following discussion should be read in conjunction with our Condensed Consolidated Financial Statements and the related Notes to those Financial Statements included elsewhere in this Quarterly Report on Form 10-Q. In addition, please see “Information Regarding Non-GAAP Financial Measures” below, regarding important information on non-GAAP financial measures contained in our discussion and analysis.
We are a diversified insurance agency, wholesale brokerage, insurance programs and services organization headquartered in Daytona Beach, Florida. As an insurance intermediary, our principal sources of revenue are commissions paid by insurance companies and, to a lesser extent, fees paid directly by customers. Commission revenues 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.
The volume of business from new and existing customers, fluctuations in insurable exposure units, changes in premium rate levels, and changes in general economic and competitive conditions all affect our revenues. For example, level rates of inflation or a general decline in economic activity could limit increases in the values of insurable exposure units. Conversely, increasing costs of litigation settlements and awards could cause some customers to seek higher levels of insurance coverage. Historically, our revenues have typically grown as a result of our focus on net new business growth and acquisitions. We foster a strong, decentralized sales and service culture with the goal of consistent, sustained growth over the long-term.
"Commissions and fees" is included in our Condensed Consolidated Statements of Income. The term “Organic Revenue”, a non-GAAP financial measure, is our core commissions and fees (which are our commissions and fees less profit-sharing contingent commissions and less guaranteed supplemental commissions, as described below) less (i) the core commissions and fees earned for the first twelve months by newly-acquired operations and (ii) divested business (core commissions and fees generated from offices, books of business or niches sold or terminated during the comparable period). The term “core commissions and fees” excludes profit-sharing contingent commissions and guaranteed supplemental commissions, and therefore represents the revenues earned directly from specific insurance policies sold, and specific fee-based services rendered. “Organic Revenue” is reported in this manner in order to express the current year’s core commissions and fees on a comparable basis with the prior year’s core commissions and fees. The resulting net change reflects the aggregate changes attributable to (i) net new and lost accounts, (ii) net changes in our customers’ exposure units, (iii) net changes in insurance premium rates or the commission rate paid to us by our carrier partners; and (iv) the net change in fees paid to us by our customers. We believe that Organic Revenue provides a meaningful representation of the Company’s operating performance; the Company has historically viewed Organic Revenue growth as an important indicator when assessing and evaluating the performance of its four segments.Organic Revenue is reported in the Results of Operations and in the Results of Operations - Segment sections of this form 10-Q.
We also earn “profit-sharing contingent commissions,” which are profit-sharing commissions based primarily on underwriting results, but which may also reflect considerations for volume, growth and/or retention. These commissions are primarily received in the first and second quarters of each year, based upon the aforementioned considerations for the prior year(s). Over the last three years, profit-sharing contingent commissions have averaged approximately 3.6% of the previous year’s commissions and fees revenue. Profit-sharing contingent commissions are included in our commissions and fees in the Consolidated Statement of Income in the year received. For the three-month period ended March 31, 2017, profit-sharing contingent commissions were down $1.0 million as compared to the same period of the prior year.
Certain insurance companies offer guaranteed fixed-base agreements, referred to as “Guaranteed Supplemental Commissions” (“GSCs”) in lieu of profit-sharing contingent commissions. Since GSCs are not subject to the uncertainty of loss ratios, they are accrued throughout the year based upon actual premiums written. For the twelve-month period ending December 31, 2016, we had earned $11.5 million of GSCs, of which $9.2 million remained accrued at December 31, 2016, the balance of which is typically collected over the first and second quarter. For the three-month periods ended March 31, 2017 and 2016, we earned and accrued $2.7 million and $3.1 million, respectively, from GSCs.
Combined, our profit-sharing contingent commissions and GSCs for the three months ended March 31, 2017 decreased by $1.4 million compared to the first quarter of 2016, primarily as a result of increased loss ratios in our Retail Segment.
Fee revenues relate to fees negotiated in lieu of commissions, and are recognized as services are rendered. Fee revenues have historically been generated primarily by: (1) our Services Segment, which provides insurance-related services, including third-party claims administration and comprehensive medical utilization management services in both the workers’ compensation and all-lines liability arenas, as well as Medicare Set-aside services, Social Security disability and Medicare benefits advocacy services, and claims adjusting services; (2) our National Programs and Wholesale Brokerage Segments, which earn fees primarily for the issuance of insurance policies on behalf of insurance companies; and to a lesser extent (3) our Retail Segment in our large-account customer base. Our services are provided over a period of time, which is typically one year. Fee revenues, on a consolidated basis, as a percentage of our total commissions and fees, represented 31.3% in 2016, 30.6% in 2015 and 30.6% in 2014.

18


For the three-month periods ended March 31, 2017 and 2016, our total commissions and fees growth rate was 5.3% and 4.6%, respectively, and our consolidated organic revenue growth rate was 3.5% and 1.3%, respectively. In the event that the gradual increases in insurable exposure units that occurred in the past few years continues through 2017 and premium rate changes are similar with 2016, we believe we will continue to see positive quarterly organic revenue growth rates in 2017.
Historically, investment income has consisted primarily of interest earnings on operating cash as well as on premiums and advance premiums collected and held in a fiduciary capacity before being remitted to insurance companies. Our policy is to invest available funds in high-quality, short-term fixed income investment securities. Investment income also includes gains and losses realized from the sale of investments. Other income primarily reflects legal settlements and other miscellaneous income and for the three months ended March 31, 2017 increased by $18.9 million as compared to the same period of the prior year, driven by a legal settlement recognized in the first quarter of 2017.
Income before income taxes for the three-month period ended March 31, 2017 increased from the first quarter of 2016 by $8.4 million, primarily as a result of the legal settlement with AssuredPartners, Inc., acquisitions completed in the past twelve months and profits from net new business, partially offset by the change in estimated acquisition earn-out payables.
Information Regarding Non-GAAP Financial Measures
In the discussion and analysis of our results of operations, in addition to reporting financial results in accordance with GAAP, we provide references to the following non-GAAP financial measures as defined in Regulation G of SEC rules: organic revenue and organic revenue growth. We view each of these non-GAAP financial measures as important indicators when assessing and evaluating our performance on a consolidated basis and for each of our segments because they allow us to determine a comparable, but non-GAAP, measurement of revenue growth that is associated with the revenue sources that were a part of our business in both the current and prior year and that are expected to continue in the future. We believe that organic revenue provides a meaningful representation of our operating performance; we have historically viewed organic revenue growth as an important indicator when assessing and evaluating the performance of our four segments. We also use organic revenue for incentive compensation determinations for executive officers and other key employees.
These measures are not in accordance with, or an alternative to the GAAP information provided in this Quarterly Report on Form 10-Q. We present such non-GAAP supplemental financial information because we believe such information is of interest to the investment community and because we believe they provide additional meaningful methods of evaluating certain aspects of the Company’s operating performance from period to period on a basis that may not be otherwise apparent on a GAAP basis. We believe these non-GAAP financial measures improve the comparability of results between periods by eliminating the impact of certain items that have a high degree of variability. Our industry peers may provide similar supplemental non-GAAP information with respect to one or more of these measures, although they may not use the same or comparable terminology and may not make identical adjustments. This supplemental financial information should be considered in addition to, not in lieu of, our Condensed Consolidated Financial Statements.
Tabular reconciliations of this supplemental non-GAAP financial information to our most comparable GAAP information are contained in this Quarterly Report on Form 10-Q under “Results of Operation - Segment Information.”
Acquisitions
Part of our continuing business strategy is to attract high-quality insurance intermediaries to join our operations. From 1993 through the first quarter of 2017, we acquired 479 insurance intermediary operations, excluding acquired books of business (customer accounts).
Critical Accounting Policies
We have had no changes to our Critical Accounting Policies. We believe that of our significant accounting and reporting policies, the more critical policies include our accounting for revenue recognition, business combinations and purchase price allocations, intangible asset impairments, non-cash stock-based compensation and reserves for litigation. In particular, the accounting for these areas requires significant use of judgment to be made by management. Different assumptions in the application of these policies could result in material changes in our consolidated financial position or consolidated results of operations. Refer to Note 1 in the “Notes to Consolidated Financial Statements” in our Annual Report on Form 10-K for the year ended December 31, 2016 on file with the Securities and Exchange Commission for details regarding our critical and significant accounting policies.


19


RESULTS OF OPERATIONS FOR THE THREE MONTHS ENDED MARCH 31, 2017 AND 2016
The following discussion and analysis regarding results of operations and liquidity and capital resources should be considered in conjunction with the accompanying Condensed Consolidated Financial Statements and related Notes.
Financial information relating to our Condensed Consolidated Financial results for the three months ended March 31, 2017 and 2016 is as follows: 
 
For the three months 
 ended March 31,
(in thousands, except percentages)
2017
 
2016
 
%
Change
REVENUES
 
 
 
 
 
Core commissions and fees
$
411,876

 
$
388,244

 
6.1
 %
Profit-sharing contingent commissions
30,012

 
30,981

 
(3.1
)%
Guaranteed supplemental commissions
2,678

 
3,110

 
(13.9
)%
Investment income
243

 
418

 
(41.9
)%
Other income, net
20,271

 
1,420

 
NMF

Total revenues
465,080

 
424,173

 
9.6
 %
EXPENSES
 
 
 
 
 
Employee compensation and benefits
245,866

 
224,059

 
9.7
 %
Other operating expenses
66,919

 
63,605

 
5.2
 %
Loss/(gain) on disposal
(100
)
 
(2,044
)
 
(95.1
)%
Amortization
21,620

 
21,610

 
 %
Depreciation
6,098

 
5,318

 
14.7
 %
Interest
9,682

 
9,897

 
(2.2
)%
Change in estimated acquisition earn-out payables
4,028

 
(821
)
 
NMF

Total expenses
354,113

 
321,624

 
10.1
 %
Income before income taxes
110,967

 
102,549

 
8.2
 %
Income taxes
40,857

 
40,479

 
0.9
 %
NET INCOME
$
70,110

 
$
62,070

 
12.9
 %
Organic revenue growth rate(1)
3.5
%
 
1.3
%
 
 
Employee compensation and benefits relative to total revenues
52.9
%
 
52.8
%
 
 
Other operating expenses relative to total revenues
14.4
%
 
15.0
%
 
 
Capital expenditures
$
3,032

 
$
4,252

 
 
Total assets at March 31
$
5,197,444

 
$
4,992,960

 
 
 
(1)
A non-GAAP financial measure
NMF = Not a meaningful figure
Commissions and Fees
Commissions and fees, including profit-sharing contingent commissions and GSCs, for the three months ended March 31, 2017 increased $22.2 million to $444.6 million, or 5.3% over the same period in 2016. Core commissions and fees revenue for the first quarter of 2017 increased $23.6 million, of which approximately $10.7 million represented core commissions and fees from agencies acquired since 2016 that had no comparable revenues in the same period of 2016. After accounting for divested business of $0.6 million, the remaining net increase of $13.5 million represented net new business, which reflects an organic revenue growth rate of 3.5% for core organic commissions and fees. Profit-sharing contingent commissions and GSCs for the first quarter of 2017 decreased by $1.4 million, or 4.1%, compared to the same period in 2016. The net decrease of $1.4 million in the first quarter was mainly driven by a decrease in profit-sharing contingent commissions in the Retail Segment as a result of carrier experience.
Investment Income
Investment income for the three months ended March 31, 2017 decreased $0.2 million to $0.2 million, or 41.9% over the same period in 2016. This decrease was related to lower average invested cash balances when compared to the same period in 2016.

20


Other Income, net
Other income for the three months ended March 31, 2017 was $20.3 million, compared with $1.4 million in the same period in 2016. Other income consists primarily of legal settlements and other miscellaneous income. The $18.9 million increase for the three months ended March 31, 2017 from the comparable period in 2016 was a result was of the legal settlement recognized in the first quarter of 2017.
Employee Compensation and Benefits
Employee compensation and benefits expense as a percentage of total revenues increased to 52.9% for the three months ended March 31, 2017, from 52.8% for the three months ended March 31, 2016. Employee compensation and benefits for the first quarter of 2017 increased approximately 9.7%, or $21.8 million, over the same period in 2016. This net increase included (i) $5.2 million of compensation costs related to stand-alone acquisitions that had no comparable costs in the same period of 2016; (ii) an increase in staff salaries attributable to salary inflation and higher volumes in portions of our business; (iii) increased producer commissions due to increased revenue; (iv) increased non-cash stock based compensation due to larger forfeiture credits recorded in the first quarter of 2016; and (v) the additional cost associated with the Retail segment producer incentive bonus program introduced in 2017.
Other Operating Expenses
As a percentage of total revenues, other operating expenses were 14.4% in the first quarter of 2017, versus 15.0% reported in the first quarter of 2016. Other operating expenses for the first quarter of 2017 increased $3.3 million, or 5.2%, over the same period of 2016, of which $1.8 million was related to stand alone acquisitions that had no comparable costs in the same period of 2016. The other operating expenses for those offices that existed in both three-month periods ended March 31, 2017 and 2016, respectively, increased by $1.5 million, which was primarily attributable to (i) increased expenses associated with information technology services and consulting; and (ii) partially offset by a credit of approximately $3.0 million associated with premium tax refunds recognized in the first quarter of 2016.
Gain on Disposal
Gain on disposal for the first quarter of 2017 decreased $1.9 million, or 95.1%, from the first quarter of 2016. The change in the gain on disposal for the three months ended March 31, 2017 was due to activity associated with book of business sales. Although we are not in the business of selling customer accounts, we periodically sell an office or a book of business (one or more customer accounts) because we believe doing so is in the Company’s best interest.
Amortization
Amortization expense for the first quarter of 2017 remained flat over the first quarter of 2016. The impact from assets becoming fully amortized approximated the impact in amortization from new assets acquired since the first quarter 2016.
Depreciation
Depreciation expense for the first quarter of 2017 increased $0.8 million, or 14.7%, compared to the first quarter of 2016. These changes were due primarily to the addition of fixed assets resulting from acquisitions completed since the first three quarters of 2016, net of assets which became fully depreciated.
Interest Expense
Interest expense for the first quarter of 2017 decreased $0.2 million, or 2.2%, from the first quarter of 2016. This decrease was due to a rise in the floating interest rate of our Credit Facility term loan, offset by the scheduled amortized principal payments on the Credit Facility term loan which has reduced the Company's average debt balance.
Change in Estimated Acquisition Earn-Out Payables
Accounting Standards Codification (“ASC”) Topic 805-Business Combinations is the authoritative guidance requiring an acquiring entity to recognize 100% of the fair value of acquired assets, including goodwill, and assumed liabilities (with only limited exceptions) upon initially obtaining control of an acquired entity. Additionally, the fair value of contingent consideration arrangements (such as earn-out purchase price arrangements) at the acquisition date must be included in the purchase price consideration. As a result, the recorded purchase prices for all acquisitions consummated after January 1, 2009 include an estimation of the fair value of liabilities associated with any potential earn-out provisions. Subsequent changes in these earn-out obligations are required to be recorded in the Consolidated Statement of Income when incurred or reasonably estimated. Estimations of potential earn-out obligations are typically based upon future earnings of the acquired operations or entities, usually for periods ranging from one to three years.
The net charge or credit to the Condensed Consolidated Statement of Income for the period is the combination of the net change in the estimated acquisition earn-out payables balance, and the interest expense imputed on the outstanding balance of the estimated acquisition earn-out payables.

21


As of March 31, 2017 and 2016, the fair values of the estimated acquisition earn-out payables were re-evaluated and measured at fair value on a recurring basis using unobservable inputs (Level 3) as defined in ASC 820-Fair Value Measurement. The resulting net changes, as well as the interest expense accretion on the estimated acquisition earn-out payables, for the three month periods ended March 31, 2017 and 2016 were as follows:
 
For the three months 
 ended March 31,
(in thousands)
2017
 
2016
Change in fair value of estimated acquisition earn-out payables
$
3,335

 
$
(1,563
)
Interest expense accretion
693

 
742

Net change in earnings from estimated acquisition earn-out payables
$
4,028

 
$
(821
)
For the three months ended March 31, 2017 and 2016, the fair value of estimated earn-out payables was re-evaluated and increased by $3.3 million and decreased by $1.6 million, respectively, which resulted in charges and credits to the Condensed Consolidated Statement of Income.
As of March 31, 2017, the estimated acquisition earn-out payables equaled $57.4 million, of which $35.3 million was recorded as accounts payable and $22.1 million was recorded as other non-current liability.
Income Taxes
The effective tax rate on income from operations for the three months ended March 31, 2017 and 2016 was 36.8% and 39.5%, respectively. The decrease is related to the adoption of FASB Accounting Standards Update 2016-09, "Compensation-Stock Compensation (Topic 718): Improvements to Employee Share-Based Payment Accounting" ("ASU 2016-09") during the first quarter of 2017, which requires that upon vesting of stock based compensation, any tax implications be treated as a discrete credit to the income tax expense in the quarter of vesting.
RESULTS OF OPERATIONS — SEGMENT INFORMATION
As discussed in Note 10 to the Condensed Consolidated Financial Statements, we operate four reportable segments: Retail, National Programs, Wholesale Brokerage, and Services. On a segmented basis, increases in amortization, depreciation and interest expenses generally result from completed acquisitions within a given segment within the preceding 12 months. Likewise, other income in each segment reflects net gains primarily from legal settlements and miscellaneous income. As such, in evaluating the operational efficiency of a segment, management emphasizes the organic revenue growth rate of core commissions and fees revenue, the ratio of total employee compensation and benefits to total revenues, and the ratio of other operating expenses to total revenues.
The reconciliation of commissions and fees, included in the Condensed Consolidated Statement of Income, to organic revenue for the three months ended March 31, 2017, and 2016, is as follows:
 
For the three months 
 ended March 31,
(in thousands)
2017
 
2016
Commissions and fees
$
444,566

 
$
422,335

Less profit-sharing contingent commissions
30,012

 
30,981

Less guaranteed supplemental commissions
2,678

 
3,110

Core commissions and fees
411,876

 
388,244

Less acquisition revenues
10,610

 

Less divested business

 
503

Organic Revenue
$
401,266

 
$
387,741


22


The growth rates for organic revenue, a non-GAAP financial measure, for the three months ended March 31, 2017, by segment, are as follows:
2017
Retail(1)
 
National Programs
 
Wholesale Brokerage
 
Services
 
Total
(in thousands, except percentages)
2017
 
2016
 
2017
 
2016
 
2017
 
2016
 
2017
 
2016
 
2017
 
2016
Commissions and Fees
$
239,055

 
$
231,687

 
$
101,080

 
$
100,807

 
$
65,185

 
$
53,338

 
$
39,246

 
$
36,503

 
$
444,566

 
$
422,335

Total Change
$
7,368

 
 
 
$
273

 
 
 
$
11,847

 
 
 
$
2,743

 
 
 
$
22,231

 
 
Total Growth %
3.2
%
 
 
 
0.3
 %
 
 
 
22.2
%
 
 
 
7.5
%
 
 
 
5.3
%
 
 
Contingents
19,517

 
20,762

 
5,714

 
5,244

 
4,781

 
4,975

 

 

 
30,012

 
30,981

GSCs
2,268

 
2,627

 
3

 
6

 
407

 
477

 

 

 
2,678

 
3,110

Core Commissions and Fees
$
217,270

 
$
208,298

 
$
95,363

 
$
95,557

 
$
59,997

 
$
47,886

 
$
39,246

 
$
36,503

 
$
411,876

 
$
388,244

Acquisition Revenues
1,188

 

 

 

 
8,572

 

 
850

 

 
10,610

 

Divested Business

 
503

 

 
88

 

 

 

 
(88
)
 

 
503

Organic Revenue(2)
$
216,082

 
$
207,795

 
$
95,363

 
$
95,469

 
$
51,425

 
$
47,886

 
$
38,396

 
$
36,591

 
$
401,266

 
$
387,741

Organic Revenue Growth(2)
$
8,287

 
 
 
$
(106
)
 
 
 
$
3,539

 
 
 
$
1,805

 
 
 
$
13,525

 
 
Organic Revenue Growth %(2)
4.0
%
 
 
 
(0.1
)%
 
 
 
7.4
%
 
 
 
4.9
%
 
 
 
3.5
%
 
 
The reconciliation of commissions and fees, included in the Condensed Consolidated Statement of Income, to organic revenue for the three months ended March 31, 2016, and 2015, is as follows:
 
For the three months 
 ended March 31,
(in thousands)
2016
 
2015
Commissions and fees
$
422,335

 
$
403,781

Less profit-sharing contingent commissions
30,981

 
29,955

Less guaranteed supplemental commissions
3,110

 
3,356

Core commissions and fees
388,244

 
370,470

Less acquisition revenues
14,258

 

Less divested business

 
1,351

Organic Revenue
$
373,986

 
$
369,119


23


The growth rates for organic revenue, a non-GAAP financial measure, for the three months ended March 31, 2016, by segment, are as follows:
2016
Retail(1)
 
National Programs
 
Wholesale Brokerage
 
Services
 
Total
(in thousands, except percentages)
2016
 
2015
 
2016
 
2015
 
2016
 
2015
 
2016
 
2015
 
2016
 
2015
Commissions and Fees
$
231,687

 
$
217,979

 
$
100,807

 
$
99,274

 
$
53,338

 
$
51,724

 
$
36,503

 
$
34,804

 
$
422,335

 
$
403,781

Total Change
$
13,708

 
 
 
$
1,533

 
 
 
$
1,614

 
 
 
$
1,699

 
 
 
$
18,554

 
 
Total Growth %
6.3
%
 
 
 
1.5
%
 
 
 
3.1
%
 
 
 
4.9
%
 
 
 
4.6
%
 
 
Contingents
20,762

 
18,828

 
5,244

 
6,017

 
4,975

 
5,110

 

 

 
30,981

 
29,955

GSCs
2,627

 
2,799

 
6

 
3

 
477

 
554

 

 

 
3,110

 
3,356

Core Commissions and Fees
$
208,298

 
$
196,352

 
$
95,557

 
$
93,254

 
$
47,886

 
$
46,060

 
$
36,503

 
$
34,804

 
$
388,244

 
$
370,470

Acquisition Revenues
11,089

 

 
1,266

 

 
254

 

 
1,649

 

 
14,258

 

Divested Business

 
504

 

 
492

 

 

 

 
355

 

 
1,351

Organic Revenue(2)
$
197,209

 
$
195,848

 
$
94,291

 
$
92,762

 
$
47,632

 
$
46,060

 
$
34,854

 
$
34,449

 
$
373,986

 
$
369,119

Organic Revenue Growth(2)
$
1,361

 
 
 
$
1,529

 
 
 
$
1,572

 
 
 
$
405

 
 
 
$
4,867

 
 
Organic Revenue Growth %(2)
0.7
%
 
 
 
1.6
%
 
 
 
3.4
%
 
 
 
1.2
%
 
 
 
1.3
%
 
 
 
 
(1)
The Retail Segment includes commissions and fees reported in the “Other” column of the Segment Information in Note 10 of the Notes to the Condensed Consolidated Financial Statements, which includes corporate and consolidation items.
(2)
A non-GAAP financial measure


24


Retail Segment
The Retail Segment provides a broad range of insurance products and services to commercial, public and quasi-public, professional and individual insured customers. Approximately 90% of the Retail Segment’s commissions and fees revenue is commission based. Because most of our other operating expenses are not correlated to changes in commissions on insurance premiums, a significant portion of any fluctuation in the commissions we receive, net of related producer compensation, will result in a similar fluctuation in our income before income taxes, unless we make incremental investments or modifications to the costs in the organization.
Financial information relating to our Retail Segment for the three months ended March 31, 2017 and 2016 is as follows:
 
For the three months 
 ended March 31,
(in thousands, except percentages)
2017
 
2016
 
%
Change
REVENUES
 
 
 
 
 
Core commissions and fees
$
217,345

 
$
208,539

 
4.2
 %
Profit-sharing contingent commissions
19,517

 
20,762

 
(6.0
)%
Guaranteed supplemental commissions
2,268

 
2,627

 
(13.7
)%
Investment income
2

 
21

 
(90.5
)%
Other income, net
155

 
239

 
(35.1
)%
Total revenues
239,287

 
232,188

 
3.1
 %
EXPENSES
 
 
 
 
 
Employee compensation and benefits
129,242

 
124,037

 
4.2
 %
Other operating expenses
36,797

 
37,574

 
(2.1
)%
Loss/(gain) on disposal
(155
)
 
(2,044
)
 
(92.4
)%
Amortization
10,647

 
10,989

 
(3.1
)%
Depreciation
1,389

 
1,637

 
(15.1
)%
Interest
8,576

 
10,403

 
(17.6
)%
Change in estimated acquisition earn-out payables
3,936

 
(860
)
 
NMF

Total expenses
190,432

 
181,736

 
4.8
 %
Income before income taxes
$
48,855

 
$
50,452

 
(3.2
)%
Organic revenue growth rate(1)
4.0
%
 
0.7
%
 
 
Employee compensation and benefits relative to total revenues
54.0
%
 
53.4
%
 
 
Other operating expenses relative to total revenues
15.4
%
 
16.2
%
 
 
Capital expenditures
$
1,136

 
$
1,049

 
 
Total assets at March 31
3,861,118

 
3,531,100

 
 
 
(1)
A non-GAAP financial measure
NMF = Not a meaningful figure
 The Retail Segment’s total revenue during the three months ended March 31, 2017 increased 3.1%, or $7.1 million, over the same period in 2016, to $239.3 million. The $8.8 million increase in core commissions and fees revenue was driven by the following: (i) $8.3 million related to net new business; (ii) approximately $1.2 million related to the core commissions and fees revenue from acquisitions that had no comparable revenues in the same period of 2016; and (iii) an offsetting decrease of $0.7 million related to commissions and fees revenue from business divested in 2016 and 2017. Profit-sharing contingent commissions and GSCs for the first quarter of 2017 decreased 6.9%, or $1.6 million, from the same period in 2016, to $21.8 million driven by loss ratios from carriers. The Retail Segment’s growth rate for total commissions and fees was 3.2% and the revenue growth rate for core organic commissions and fees revenue was 4.0% for the first quarter of 2017. The organic revenue growth rate was driven by revenue from net new business written during the preceding twelve months, which was impacted by some exposure unit growth and modest increases in commercial auto rates and employee benefits, partially offset by continued reductions in property insurance premium rates, particularly in catastrophe prone areas.

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Income before income taxes for the three months ended March 31, 2017 decreased 3.2%, or $1.6 million, over the same period in 2016, to $48.9 million. The primary factors affecting this decrease were: (i) lower contingent commissions, (ii) higher acquisition earn-out adjustments of $4.8 million year-over-year, (iii) a $1.9 million change in gains on disposals to $0.2 million associated with prior year gains on a book sales, (iv) incremental expense related to a new Retail segment producer incentive program introduced in 2017, partially offset by (v) lower inter-company interest charges and, (vi) a reduction in operating expenses which decreased by $0.8 million or 2.1%, related to lower professional service fees.
National Programs Segment
The National Programs Segment manages over 50 programs supported by approximately 40 well-capitalized carrier partners. In most cases, the insurance carriers that support the programs have delegated underwriting and, in many instances, claims-handling authority to our programs operations. These programs are generally distributed through a nationwide network of independent agents and Brown & Brown retail agents, and offer targeted products and services designed for specific industries, trade groups, professions, public entities and market niches. The National Programs Segment operations can be grouped into five broad categories: Professional Programs, Arrowhead Insurance Programs, Commercial Programs, Public Entity-Related Programs and the National Flood Program. The National Programs Segment’s revenue is primarily commission based.
Financial information relating to our National Programs Segment for the three months ended March 31, 2017 and 2016 is as follows:
 
For the three months 
 ended March 31,
(in thousands, except percentages)
2017
 
2016
 
% Change
REVENUES
 
 
 
 
 
Core commissions and fees
$
95,363

 
$
95,557

 
(0.2
)%
Profit-sharing contingent commissions
5,714

 
5,244

 
9.0
 %
Guaranteed supplemental commissions
3

 
6

 
(50.0
)%
Investment income
74

 
248

 
(70.2
)%
Other income, net
29

 
15

 
93.3
 %
Total revenues
101,183

 
101,070

 
0.1
 %
EXPENSES
 
 
 
 
 
Employee compensation and benefits
48,747

 
46,694

 
4.4
 %
Other operating expenses
20,959

 
18,894

 
10.9