Advisors take note: If you actively sell voluntary employee benefits, you might do well to focus chiefly, if not exclusively, on the largest U.S. companies. For voluntary products, sales are increasingly navigating to this segment of the employer market.
For evidence of this, look no further than a new report from Eastbridge Consulting Group which shows that companies with more than 2,500 employees accounted last year for 40 percent of voluntary sales. That's up from 36 percent in 2013.
In comparison, sales to companies with 100-499 employees, the second largest market segment, topped out at 19 percent, a two percent rise from 2013. The next largest segment, businesses fielding 26 to 99 employees, held steady in market share (12 percent) between 2013 and 2014. (See charts below.)
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