In the past two columns, we've looked at overall voluntary sales for 2010 and sales by product line and platform. In this final column on 2010 sales,we look at results by distributor segment.

As a reminder for those just tuning in, voluntary sales weredown for the first time since we've been tracking sales. Sales were$5.243 billion (down about 3 percent over 2009), according to ourannual U.S. Worksite Sales Report. 

As we have reported for the last few years, benefit brokersaccounted for the largest portion of worksite/voluntary sales—52percent of all 2010 sales.

Despite having the biggest share of sales, the benefit brokersegment was down slightly this year at about the same percentagedecrease (3 percent) as the overall market. Still benefit brokersaccounted for $2.7 billion in sales. The career agent and classicworksite broker segments were more or less flat as compared to 2009while the worksite specialists had the only increase; they were up6.4 percent. 

Sales from the occasional producer segment were down the mostbut this segment is the smallest and includes producers that don'tregularly sell voluntary.

In-force premium for voluntary was down slightly for 2010 butnot as much as new sales.

The impact of the recession on voluntary sales made for a difficult year. Manyproducers found fewer employees to enroll at re-enrollment and moreemployees are delaying purchases. Employees focused on what theyperceived as their core needs—medical, prescription drug, dentaland vision—with other products being less important for the timebeing. However, we are optimistic that as the recovery progresses,the market's historic patterns of buyer behavior willresume.