Market Overview

Eastbridge Report Looks at 2017 Voluntary Sales by Employer Size


AVON, Conn., July 24, 2018 (GLOBE NEWSWIRE) -- According to Eastbridge Consulting Group's U.S. State ESI and EPI Data for 2017 report, the employer segment with over 2,500 employees accounted for the largest volume of voluntary sales again last year. This segment accounted for 32 percent of all voluntary sales, down from 33 percent in 2016.  

Voluntary Sales by Employer Size 

            Employer Size Segment  Mix of Sales 
  <10 employees  8 %
  10-25 employees  9 %
  26-99 employees  13 %
  100-499 employees  17 %
  500-999 employees  9 %
  1,000-2,500 employees  11 %
  >2,500 employees  32 %

"There is more to the story than just looking at total sales," say Gil Lowerre, president, Eastbridge. "The ESI (sales divided by the employee population) for each employer size tells you which segments are well penetrated and which are still underpenetrated," adds Lowerre.  

For 2017, the 500-999 segment continues to have the highest ESI, followed closely by the 1,000-2,500 segment, indicating both have good penetration. The least penetrated segment is the 2,500 or more employee segment, despite having the highest sales, indicating there is still good future sales opportunity. The next lowest ESIs are in the smallest segments—under 10 lives, 10 to 25 lives, and 26 to 99 lives. "Many carriers and brokers do not actively market or write business in the smaller end of the market," says Bonnie Brazzell, Eastbridge vice president, "but the low penetration (ESI) indicates opportunity."  

            Employer Size Segment          ESI       
  <10 employees  54
  10-25 employees  64
  26-99 employees  61
  100-499 employees  81
  500-999 employees  111
  1,000-2,500 employees  103
  >2,500 employees  52

This annual report includes state-by-state sales and inforce 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 real sales coverage (ESI) and penetration (EPI) measures on a state level. In addition, the report provides information on sales by employer size and inforce premium by line of business. This information changes the way carriers can look at real sales coverage and penetration and, therefore, the opportunity for voluntary expansion. 

The U.S. State ESI and EPI Data report is an adjunct to Eastbridge's annual U.S. Voluntary/Worksite Sales Report and includes sales and inforce data by state, as reported by the survey participants. The report is free but available only to survey participants. For more information on becoming a participant in the next annual survey, contact the company at or call (860) 676-9633. 

Eastbridge Consulting Group, Inc. ( is a marketing advisory firm serving insurance and financial services organizations in the United States and Canada.  

Ginger Bates (803) 782-0560


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