The
Worksite Specialists
Successful worksite companies know that it's impossible to target
every type of worksite producer. Attempts to do so can lead to
mediocre sales results, unhappy producers, and low levels of
distribution loyalty.
Today, many carriers, especially those new to worksite marketing,
target Worksite Specialists—believing that they'll have
a "jump-start" on the competition if they can get this
segment to sell their products.
The objective of this study is to further define and understand
the Worksite Specialist segment—their wants and needs—and
how carriers can successfully attract and use this segment to
boost their worksite sales. Specifically, the study examines:
- The unique characteristics of the Worksite Specialist segment
- How much business this segment sells
- Which products these Specialists currently sell and would
like to sell in the future
- Which carriers they use most frequently and why
- What they need/want from a carrier
- What Worksite Specialists think about selected worksite carriers
- How group and individual insurers can best compete for their
business
With this information, carriers will be better able to develop
products and programs that appeal to the Worksite Specialist
producer.
Order Info: The
Worksite Specialists is available for purchase for
just $3,000. To purchase a copy, e-mail us us
at info@eastbridge.com or
call (860) 676-9633. Published
2002.
Table of Contents
1. Executive Summary
A. Key Findings
B. Recommendations
C. Project Objectives
D. Methodology
2. Product Data
A. Most Commonly Sold Products
1. Variations by
Annual Sales
B. Products Very Likely to be Added
C. Products
With Least Interest
D. Growth Products
E. Market Trends Related to Products
F. Product
Platform
G. Number of Products in an Account
3. General Carrier Data
A. Choosing a Carrier
1. Variations by Annual Sales
B. Top Worksite Carriers
1. Variations by Annual Sales
C. Name Recognition for Selected Carriers
4. Services Provided by Worksite Specialists
A. Services Offered
1. Variations by Annual Sales
B. Single-Source Billing
C. Deduction Notification
D. Preferred Methods for
Enrollment and Communications
1. Variations by Annual Sales
5. Demographics
A. Sales Volume
B. Length of Time in Worksite
C. Number of Agents
D. Other Employees
E. Sub-Brokers
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