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