Field Structure and Distribution in Voluntary Carrierss

Cost: $3,000; published 2021

Excellent products, administration and customer service are all essential for a carrier to succeed in the voluntary/worksite market – but none of those matter if the carrier’s distribution and field support is unable to support and deliver its products and services.

The Field Structure and Distribution of Voluntary Carriers Spotlight™ Report provides an overview of the various structures and positions carriers have for distribution, sales support, enrollment and ongoing service. Carriers can use the data from this report to compare their own distribution structures against other voluntary carriers active in the market.

View Table of Contents

1. Executive Summary

A. Report Objectives

B. Methodology

C. Key Findings

2. Field Structure & Functions

A. Participant Carrier Sales and Product Mix

1. 2020 Sales Premium

2. Voluntary Product Mix

B. Distribution Targets

1. Types of Brokers Targeted

2. Size of Cases Targeted

C. General Agents

1. Definition of General Agent

2. General Agent Contracts

3. General Agent Compensation

4. General Agent Requirements

5. Professional Employment Organization (PEO) Relationships

D. Information by Position

1. Lines of Business Handled in Field Offices

2. Number of Field Offices

3. Plans to Add or Consolidate Field Offices

4. Voluntary Field Office Positions and Roles

5. Performance Measurement by Position

6. Compensation by Position

7. Plans to Add New Positions

8. Turnover Percentage by Position

9. Managers/Supervisors Outside of Field Offices

10. Specialist Positions

11. Centers of Excellence Staff

12. Type of Reps Recruited

13. Rep Training

E. Information by Function & Responsibility

1. Account Set-Up

2. Sales and Proposal Support

3. Employer Sales Calls

4. Account Relationship Management

5. Client Renewal Process

6. Cross-Selling Additional Products

7. Enrolling New Hires

F. Broker Services

1. Summary of Sales, Training and Other Broker Services Offered

2. Local Assistance to Close Case

3. Voluntary Business Leads

4. Online Product Training

5. Voluntary Sales Training

6. Online Seminars/Forums

7. Continuing Education

8. Online Commission Statements and Forms

9. Other Broker Services

G. Current Issues, Future Trends and Changes

1. Current Issues and Trends

2. Changes to Distribution


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For more information, please contact us at [email protected] or (860) 676-9633.



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