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Eastbridge: largest employers accounted for most voluntary sales in 2011

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Employers with more than 2,500 workers accounted for the largest mix of voluntary insurance sales in 2011, according to new research.

Eastbridge Consulting Group Inc., Avon, Conn., published this finding in a second annual report that examines state-by-state sales and in-force data and provides two measures that relate these data to the number of employed Americans in each state.

The ESI (Eastbridge Sales Index) and EPI (Eastbridge Premium Index) provide measures of real sales coverage (ESI) and penetration (EPI) on a state level. The report also provides information on sales by employer size and in-force premium by line of business.

The report reveals that estimated sales in 2011 among employers with 2,500-plus employees totaled $1.8 billion. This compares with sales in the next four largest market segments of $1.1 billion, $781 million, $662 million and $587 million among employers with, respectively, 100-499 employees, 26-99 employees, 1,000-2,500 employees and 500-999 employees,

“The sales numbers alone can be deceiving,” says Gil Lowerre, president of Eastbridge. “If you look at the ESI (sales divided by the employee population) for each employer size, it becomes clear that some segments are underpenetrated while others are more penetrated.

“Specifically, the very large market (2,500 and over) is underpenetrated, even though it accounted for the largest portion of sales given that there was such a significant different between the sales mix and actual mix of employees for that size,” he adds.