In the past two columns, weve 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.

For too many benefits and HR professionals, best of breed means lowest cost. However, price or premium rate is really only one piece that must be considered.

In the past two columns, weve 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.

In last months column, we looked at overall voluntary sales for 2010. In this edition, we analyze the results further by looking at product line sales as well as platform.

Eastbridge’s annual U.S. Worksite Sales Report for 2010 was recently released and, according to the findings, sales for the year were down compared to 2009. This is the first time since we have been tracking voluntary/worksite sales that we have seen a decrease from the prior year’s results.

Eastbridges annual U.S. Worksite Sales Report for 2010 was recently released and, according to the findings, sales for the year were down compared to 2009.

Last month, we talked about the impact of employee turnover and the amount of sales effort required to replace those losses. Our conclusion was that a basic conversion program helps brokers get off the attrition treadmill and use new account sales to grow the block rather than stay even.

In the voluntary market, conservation takes many forms. We think about keeping our current accounts, protecting them by selling multiple lines of business in each, and even reclaiming accounts that have gone dormant.