Sales of insurance products through the worksite slowed in 2004, but insurers are getting more business from existing worksite customers.[@@]

Researchers at Eastbridge Consulting Group Inc., Avon, Conn., have published statistics supporting that conclusion in a report on a survey of 60 worksite carriers.

The carriers appeared to have increased worksite premium revenue from policies already in force about 11%, to a figure somewhere between $12 and $17 billion, the Eastbridge researchers write.

But premium revenue from new worksite sales increased only 3%, to $4.2 billion.

Sales seemed to slow because of decreases in sales at 6 worksite carriers. Worksite sales at 51% of the participating carriers exceeded 10%, the Eastbridge researchers report.