The Voluntary/Worksite Market – An Executive Perspective

Cost: $3,000; published 2023

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 52 executives representing at least 28 companies and, where appropriate, notes trends or changes from the last study’s findings. 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
  • 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. Study Objectives

B. Methodology

C. Key Findings

2. Findings

A. Obstacles for Voluntary

1. Most Formidable Obstacles Today

2. Greatest Obstacle in Five Years

B. Changes in the Market

1. Potential Market Changes

2. Most Impactful Changes

C. Broker Recruiting

1. Broker Recruiting Difficulty Today

2. Reasons for Difficult Recruiting

D. Distribution Change

1. Distribution Changes in Next Five Years

2. Changes to the Broker Role in Next Five Years

E. Other Industry Impacts, Changes and Trends

1. Influence of Benefit Tech Platforms on Carrier Selection

2. Persistency Trends

3. Participation Trends

4. Takeover Trends

5. Policy Administration Systems

F. Sales Results and Expectations

1. 2023 Sales Expectations

2. Future Growth for the Industry

3. Future Growth for Your Company

G. Competition, Growth Satisfaction and Profitability

1. Basis of Competitive Advantage in Five Years

2. Satisfaction with Voluntary Growth

3. Satisfaction with Profitability

4. Comparison of Voluntary Returns

H. The Future of Voluntary

1. Threats to Financial Viability of Voluntary

3. Participant Carrier Demographics

A. Voluntary as a Percent of All Benefits Sales


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