Eastbridge Report Looks at Voluntary Sales by Employer Size

AVON, CONNECTICUT, USA (September 10, 2013)

According to Eastbridge Consulting Group’s U.S. State ESI and EPI Data for 2012 report, the employer segment with over 2,500 employees accounted for the largest volume of voluntary sales again this year. This segment accounted for 33 percent of all voluntary sales.

Voluntary Sales by Employer Size

Employer Size Segment

Estimated 2012 Sales (millions)

<10 employees


10-25 employees


26-99 employees


100-499 employees


500-999 employees


1,000-2,500 employees


>2,500 employees





“But, the sales numbers alone don’t tell the whole story,” say Gil Lowerre, president, Eastbridge.  “If you look at the ESI (sales divided by the employee population) for each employer size, you can better tell which segments are well penetrated and which are still underpenetrated,” adds Lowerre.

In 2012, even though the very large market (2,500 plus employees) had the highest sales volume, it still had one of the lower ESI scores. The most penetrated market segment for voluntary again this year was the 500-999 segment. While sales were just $571 million, the segment had the highest ESI. The 1,000-2,500 segment also had a high ESI score. 

The segments (other than the over 2,500 employees) that had the lowest penetration levels based on ESI are those with fewer than 100 employees. 

This third annual report includes state-by-state sales and inforce data and provides two measures that relate these data to the number of employed Americans in each state. The ESI (Eastbridge Sales Index) and EPI (Eastbridge Premium Index) provide these measures of real sales coverage (ESI) and penetration (EPI) on a state level. In addition, the report provides information on sales by employer size and inforce premium by line of business. This information changes the way carriers can look at real sales coverage and penetration, and therefore, the opportunity for voluntary expansion.

The report is an adjunct to Eastbridge’s annual U.S. Worksite Sales Report© and is free but available only to carriers that provide their state sales data as a part of the survey. For more information on becoming a participant in the 2013 survey, contact the company at info@eastbridge.com or call (860) 676-9633.

Eastbridge Consulting Group, Inc. is a marketing advisory firm serving insurance and financial services organizations in the United States and Canada.



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