Also in this issue:
Ethics and Competitive Intelligence
ECG Research Directions
Enrollment Practices of Voluntary Carriers
Private Exchanges and Single-Slot Billing
How is PPACA Changing the Voluntary/Worksite Marketing Arena?
Voluntary Benefits and Canada
Eastbridge Expands Product Services
/ No. 95
The numbers are in, and 2012 turned out to be a very good year for voluntary sales. According to our annual U.S. Voluntary/Worksite Sales Report, sales topped $6 billion in 2012, an increase of 6.6 percent over 2011 results. <<more>>
An informal survey by Eastbridge in January 2013 of small- and medium-sized employee benefit brokers demonstrated several glaring gaps in information and support. Carriers that best fill these needs will have an advantage in cementing broker relationships, leading to increased ACA-era new business.
A second focus group of large enrollment companies and high-producing voluntary brokers found a very similar pattern. These producers want to fully understand the ACA and revise their strategies to accommodate the upcoming medal plans and the public and private exchanges. Both groups feel they are not well-educated and, as a result, their strategies are not in place.<<more>>