This is the last in our series of columns on voluntary marketsales results for 2016. The first article looked at overallvoluntary sales for the year, while the second reviewed sales byproduct and platform. This article spotlights sales by distributionsegment.

Total voluntary sales (new business annualized premium) for 2016were $7.630 billion, up almost 7 percent over 2015 sales. Benefitbrokers continued to lead the way, generating $4.75 billion in newsales in 2016. This accounted for 62 percent of all voluntary saleslast year, up from 42 percent just 10 years ago. Career agentsagain had the second highest sales, at $1.17 billion. Voluntarybrokers (classic worksite brokers and worksite specialists)accounted for $879 million and $658 million in salesrespectively.

Again this year, benefit brokers were the only segment tosignificantly increase sales on a year-over-year basis. Careeragents were up slightly, while the others were down somewhat.

The annual U.S. Voluntary/Worksite Sales Report is theindustry's most comprehensive and reliable source of data onvoluntary/worksite sales and inforce premium. This year's studyincludes data from 1997 through 2016 and detailed results for 65carriers. The report is available only to carriers participating inthe survey.

For more information about participating in next year's survey,email us at [email protected].

Career agents—These producers work primarilyfor a single company and sell that company's voluntary/worksiteproducts. Aflac and Colonial reps are examples of careeragents.

Classic worksite brokers—These producers focusprimarily on voluntary sales. Their operations may be small- ormedium-sized, and they typically sell directly to employers and mayoffer support services to their clients.

Worksite specialists—This segment consists oflarge marketing organizations whose primary focus is voluntarysales. Benefits communications is a key service offered by thisgroup. Most specialists work on cases brought to them by otherbrokers who need their expertise in voluntary.

Benefit brokers—These producers typically focuson employee benefits, particularly traditional group benefits. Someare actually benefits agencies inside of a commercial lines agency.For all, voluntary products are generally offered as an additionalline.

Occasional worksite producers—These producersare insurance generalists. They have a small agency which sellsinsurance products other than voluntary/worksite—group, individual,or property/casualty. Worksite products are a small part of theiroperation.