This is the last in our series of columns on the voluntaryindustry sales results for 2015. The first article looked atoverall voluntary sales forthe year, while the second reviewed sales by product and platform. Thisarticle spotlights sales by distribution segment.

Total voluntary sales for 2015, according to our annual U.S.Voluntary/Worksite Sales Report, were $7.138 billion. The benefitbroker segment continued to take the largest share of voluntary/worksite sales in2015 and increased that share to 60 percent, up from 57 percentfrom the previous survey. Career agents continued to have thesecond highest share, but as in prior years, that share hasdecreased, down to 16 percent in 2015 from 18 percent in 2014 and19.4 percent in 2013.

Three of the segments in the table had sales increase over theprior year in both 2014 and 2015, while the other two showeddecreases both years.

Career agents

Career agentsThese producers work primarily for a single companyand sell that company's voluntary/worksite products. Aflac andColonial reps are examples of career agents.

Classic worksite brokers

These producers focus primarily on voluntary sales. Theiroperations may be small or medium sized, and they typically selldirectly to employers and may offer support services to theirclients.

Worksite specialists

This segment consists of large marketing organizations whoseprimary focus is voluntary sales. Benefits communications is a keyservice offered by this group. Most specialists work primarily oncases brought to them by other brokers who need their expertise involuntary.

Benefit brokers

These producers typically focus on employee benefits,particularly traditional group benefits. Some are actually benefitsagencies inside of a commercial lines agency. For all, voluntaryproducts are generally offered as an additional line.

Occasional worksite producers

These producers are insurance generalists. They have a smallagency that sells insurance products other thanvoluntary/worksite: group, individual, orproperty/casualty. Worksite products are a small part of theiroperation.