Distribution
Strategies of Worksite/Voluntary Companies
All companies have
to establish a structure for attracting producers to sell their
products. Within the worksite/voluntary marketplace, there are
a few common models. The objective of Eastbridge Consulting Group’s
latest spotlight report, Distribution Strategies of Worksite
Voluntary Companies, is to explore these models including what
those who use them consider to be their strengths and weaknesses.
The
report examines the distribution structure of 17 different worksite/voluntary
companies. The topics include:
- The types of street-level producers
with whom the company does business
- The percent of business the
company gets from the street-level producers
- The number and type
of management levels above the street level
- Titles, scope of authority,
and compensation strategy for each level of management
- Perceived
strengths and weaknesses of distribution structure
- Desired changes
to current distribution
With this data, carriers can compare
their own distribution structure against those used by others
in the industry.
Order
Info: This report is available for purchase for just
$950. To order your copy, simply email us at info@eastbridge.com or call (860)
676-9633.
Published 2006.
Table of Contents
1. Executive Summary
A. Report Objectives
B. Methodology
C. Key Findings
D. Eastbridge Observations and Recommendations
1. The Distribution
Spectrum
2. Distribution Structure
3. Broker Segments
4. Conclusion
2. Carrier Findings
A. Producer Level
1. Type of Producer
2. Percent of Business
B. Level A Manager
1. Status
2. Title and Number of Positions
3. Geographic Territories
4. Percent of Business
5. Compensation
6. Scope of Authority
C. Level B Manager
1. Status
2. Title and Number of Positions
3. Geographic Territories
4. Percent of Business
5. Compensation
6. Scope of Authority
D. Level C Manager
1. Status
2. Title and Number of Positions
3. Geographic Territories
4. Percent of Business
5. Compensation
6. Scope of Authority
E. General Questions
1. Satisfaction
2. Strengths
3. Desired Changes
3. Appendix — Participant Profiles
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