The market for supplemental disability income insurance is relatively untapped. Indeed, more than 80% percent of U.S. workers either have no long-term disability coverage or coverage they feel is inadequate, according to a recent study from the Consumer Federation of America and the American Council of Life Insurers.And, a 1997 study by the Life Insurance Marketing and Research Association (LIMRA) concludes that less than half of small-business employers (10 to 49 employees) offer any kind of disability income insurance to their workers.

Sensing an opportunity to increase its sale of disability insurance, executives from Massachusetts Mutual Life Insurance Company (MassMutual) last year began researching the market. Ranked by a 2000 LIMRA international survey as the second-largest seller of individual disability income insurance, the Springfield, Mass.-based company reported $39 million in direct written premium for disability insurance in 2001.

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