Group plans getting edge in voluntary market

Over the last decade, the mix of sales between group and individual platforms has shifted from predominantly individual plans to more and more group voluntary plans, according to an annual sales study from Eastbridge Consulting Group.

In 2010, individual voluntary sales were just $25 million more than group voluntary. Group voluntary sales were $2.069 billion while individual sales were $2.634 billion.

“As we predicted a number of years ago, the voluntary market is becoming primarily one comprised of group platform products,” says Gil Lowerre, president of Eastbridge. Of the top 15 companies, all have some group products and most are predominantly group or hybrid plans. [Hybrid products are products that are filed on a group platform but have some characteristics that are more common with individual plans.]

Both group and individual plans experienced a decrease in sales for 2010, but the decrease for individual plans was greater than for group voluntary. Individual voluntary sales were down almost 4 percent while group voluntary was down less than 2 percent.

The U.S. Worksite Sales Report is an annual report conducted by Eastbridge for the past 11 years. The most recent report includes detailed data on the performance of 64 worksite marketing carriers, both group and individual, and represents the largest number of carriers included in any sales report for the industry. The report is only available to participants. For more information about participating next year, contact Eastbridge at or call (860) 676-9633.



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