Alternate
Distribution Channels for Worksite Sales
Worksite marketing is a competitive marketplace. Distribution
remains the scarcest commodity in the market, and carriers often
compete for the same worksite distributors. While distribution
continues to expand in the worksite market (as the Employee Benefit
Brokers continue to sell more voluntary benefits), many carriers
are thinking of and developing new ways to reach the market.
These are often called alternative distribution strategies.
The Alternate Distribution Channels for Worksite Sales report
gathered data from both carriers and those representing alternative
distribution channels (e.g.: banks, Internet intermediaries,
affinity groups, credit unions, employee leasing organizations,
and P&C institutions). The report explores the current and
potential opportunities from both participants' perspectives
in an attempt to answer a number of questions including:
-
For
worksite carriers:
- What are the possible alternative channels
for worksite marketing sales?
- How do you currently use these "alternative
channels?"
- What channels have you looked at and decided
against and why?
- What channels are producing results and why?
For the alternative channel representatives:
- What is your appetite for worksite product sales?
- What do you
need and want from carriers?
By knowing the answers to these questions, carriers will be
able to determine how (or if) alternative channels can afford
them additional worksite sales.
Order Info: Alternate
Distribution Channels for Worksite Sales is available
for purchase for just $2,000. To purchase a copy, you can
email Eastbridge at info@eastbridge.com or
call (860) 676-9633. Published
2003.
Table of Contents
1. Executive Summary
A. Key Findings
B. Recommendations
C. Study Objectives
and Purpose
D. Methodology
2.
Carrier Survey Findings
A. Prevalence of Alternate Channel
Activity
B. Reasons for Not Pursuing
C. Importance of Alternate Channels
D. Current Sales Volumes
E. Most Popular Types of Alternate Channels
F. Channels for the Future
G. Abandoned and Unlikely to Pursue Channels
H. Trends and Observations
1. Number of Channels Pursued
2. Most
Active Carriers
3. Characteristics of Companies with
Highest Sales
4. Characteristics
of Those Pursuing One or Two Alternate Channels
3. Alternate Channels Details
A. Banks
1. Overview
2. Sales Process
3. Value Proposition
4. Administration
5. Special Requirements
6. Products
7. Carrier Characteristics
for Success
8. Bank Characteristics for Success
9. Channel Strengths and Weaknesses
10. Alternative Approaches
B. Associations
1. Overview
2. Sales Process
3. Value Proposition
4. Administration
5. Special Requirements
6. Products
7. Carrier Characteristics for Success
8. Association Characteristics for Success
9. Channel Strengths and Weaknesses
10. Alternative Approaches
C. Credit Unions
1. Overview
2. Sales Process
3. Value Proposition
4. Administration
5. Special Requirements
6. Products
7. Carrier Characteristics for Success
8. Credit Union Characteristics for Success
9. Channel Strengths and Weaknesses
10. Alternative Approaches
D. Internet Intermediaries
1. Overview
2. Sales Process
3. Value Proposition
4. Administration
5. Special Requirements
6. Products
7. Carrier Characteristics for Success
8. Intermediary Characteristics for Success
9. Channel Strengths and Weaknesses
10. Alternative Approaches
4. Appendix
A. Detailed Findings
from Carrier Survey
|
