Takeovers and the Voluntary Market

Cost: $2,500; published 2020

As takeovers in the voluntary/worksite market continue to become more commonplace, carriers must account for this practice in their overall business acquisition and retention strategies. Fifty-six percent of new business annualized premium was reported as takeover premium in 2018, according to Eastbridge’s U.S. Voluntary/Worksite Sales Report. While this represents a significant increase in takeovers from 12% in 2006 (the first year this data was tracked), there has been a stabilization trend in takeover sales over the last few years, with much smaller per-year increases noted than in previous years.

The objective of the Takeovers and the Voluntary Market Spotlight™ Report is to provide comparative data on takeover business as well as takeover trends and practices of voluntary/worksite carriers. Some of the topics covered in the study include:

• Changes in takeover business volume in the last three years
• Anticipated takeover volume in the next three to five years
• Takeover business approach and preferences
• Detailed takeover practices by carrier
• Takeover percentages by product
• Differences in takeover levels by case size and commission type
• Typical case duration before takeover
• Carrier strategies for reduction of takeovers
• Future trends and concerns about takeover business