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Eastbridge: Benefits Brokers Lead In Worksite Sales

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NU Online News Service, Aug. 26, 2004, 4:52 p.m. EDT

Employee benefits brokers are increasing their share of worksite sales.[@@]

Eastbridge Consulting Group Inc., Avon, Conn., has published that finding in its fifth annual U.S. worksite market study.

Researchers at the firm found that benefits brokers’ share of worksite sales increased to 34% in 2003, up from 29% in 2000.

“Classic worksite brokers” who focus largely on sales of voluntary benefits to employees at their jobs increased their share to 19%, from 17%, and career agents watched their share creep up to 25%, from 24%.

Large worksite marketing organizations watched their share fall to 10%, from 14%. The share of business going to insurance generalists who dabble in worksite sales plummeted to 4%, from 10%.