The Voluntary/Worksite Market – An Executive Perspective
Cost: $3,000; published 2025
Eastbridge has been surveying worksite executives every other year since 2003 to explore their views on the voluntary/worksite market. The objective is to track executives’ thoughts and insights on the obstacles facing the industry today as well as what they expect for the future. The survey also explores executives’ opinions on other topics based on market trends. This year’s report summarizes the responses from the most recent survey from 57 executives representing at least 35 companies and, where appropriate, notes trends or changes from the last study’s findings. In addition, twelve phone interviews were conducted with responding executives to obtain additional depth and details about key issues or plans specific to the marketplace. Some of the topics covered include:
- Most formidable obstacles for voluntary today and in the next 5 years
- Potential and most impactful market changes
- Broker recruiting
- Distribution changes
- Other industry impacts, changes and trends
- Sales results and expectations
- Priority on claims integration capabilities
- Competition, growth satisfaction and profitability
- Future of and threats to voluntary
With this information, carriers can fine-tune their own view of the future of worksite marketing to craft their value propositions.
View Table of Contents
1. Executive Summary
A. Objectives
B. Methodology & Sample
C. Participant Demographics
D. Key Findings
2. Findings
A. Obstacles for Voluntary
1. Most Formidable Obstacles Today
2. Greatest Obstacle in Five Years
3. Executive Comments about Obstacles to Voluntary
B. Individual Coverage Health Reimbursement Arrangements (ICHRAs)
C. Changes in the Market
1. Potential Market Changes
2. Most Impactful Changes
3. Communication and Transparency about Claims and/or Loss Ratios
D. Broker Recruiting
1. Broker Recruiting Difficulty Today
2. Reasons for Difficult Recruiting
E. Distribution Changes
1. Distribution Changes in Next Five Years
2. Changes to the Broker Role in Next Five Years
F. Other Industry Impacts, Changes and Trends
1. Influence of Benefit Tech Platforms on Carrier Selection
2. Current Persistency Trends
3. Current Participation Trends
4. Takeover Trends
5. Policy Administration Systems
6. Policyholder Administrative System Changes in Last Three Years
7. Future Administrative System Outsourcing Plans
G. Sales Results and Expectations
1. Impact of Inflation on Sales
2. Estimated Sales Growth for the Industry and for Your Company
3. Reasons for Optimism about Growth of Voluntary Market
H. Competition, Growth Satisfaction and Profitability
1. Basis of Competitive Advantage in Five Years
2. Additional Executive Comments: Future Dominant Competitive Advantages
3. Priority on Claims Integration Capabilities
4. Additional Executive Comments about Claims Integration Priorities
5. Satisfaction with Voluntary Growth and Profitability
6. Comparison of Voluntary Returns
I. The Future of Voluntary
1. Threats to Financial Viability of Voluntary
2. Biggest Threats to Voluntary in the Next Few Years
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