1. Executive Summary

A. Report Objectives

B. Methodology

C. Key Findings

2. Distribution and Field Structure

A. Distribution Targets

1. Types of Brokers Targeted

2. Size of Cases Targeted

B. General Agents

1. Definition of General Agent

2. General Agent Contracts

3. General Agent Compensation

4. General Agent Requirements

5. Professional Employment Organization Relationships

C. Information by Position

1. Number of Field Offices

2. Lines of Business Handled by Sales Team

3. Plans to Add or Consolidate Field Offices

4. Voluntary Sales Positions and Roles

5. Performance Measurement by Position

6. Compensation by Position

7. Plans to Add New Positions

8. Managers/Supervisors Outside of Field Offices

9. Specialist Positions

10. Enrollment Strategy and Support Positions

11. Centers of Excellence Staff

12. Type of Reps Recruited

13. Rep Training

D. Information by Function & Responsibility

1. Account Set-Up

2. Sales and Proposal Support

3. Employer Sales Calls

4. Finalist Presentation Participation

5. Develop Enrollment Strategy with Broker/Employer

6. Set Up Enrollment Meetings

7. Enroll Employees at Initial Enrollment

8. Account Relationship Management

9. Client Renewal Process

10. Cross-Selling Additional Products

11. Enrolling New Hires

E. 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

F. Current Issues, Future Trends and Changes

1. Current Issues and Trends

2. Changes to Distribution

G. Participant Carrier Sales and Product Mix

1. 2023 Sales Premium

2. Voluntary Product Mix