9.15 how to conduct an effective ... - cajpa conference€¦ · 9/9/2016 · september 13-16, 2016...
TRANSCRIPT
SEPTEMBER 13-16, 2016 SOUTH LAKE TAHOE, CA
How To Conduct An Effective Employee Benefits Marketing
September 15, 2016
Presented to you by:
Dan Exceen, Sr. Vice President/Partner, Burnham BenefitsTina Koenig, Vice President, Burnham Benefits
SEPTEMBER 13-16, 2016 – SOUTH LAKE TAHOE, CA
• Insurance Committee
• Accessing the Market
• Information Gathering and the Process of Marketing
• Evaluating the Results
Agenda
SEPTEMBER 13-16, 2016 – SOUTH LAKE TAHOE, CA
Insurance Committee
SEPTEMBER 13-16, 2016 – SOUTH LAKE TAHOE, CA
• Why?
• Who?
• How?
• Results
SEPTEMBER 13-16, 2016 – SOUTH LAKE TAHOE, CA
Building the Committee
Have the “we’re in this together attitude”
Bargaining Unit
members
New and tenured
employees
District HR / Finance
Balanced mix of all parties
SEPTEMBER 13-16, 2016 – SOUTH LAKE TAHOE, CA
Set the Ground Rules
Remember “We are in
this together”
Each Unit has a voice
Communicate
Develop Goals & Purpose
No Bargaining Commitment
SEPTEMBER 13-16, 2016 – SOUTH LAKE TAHOE, CA
Education• Educating the Committee
• Group Insurance 101 • ACA Overview• Regional landscape of carriers, plans and trends in
insurance• Factors that drive rates and how to affect change• Timeline
• Educating the workforce• Town Hall meetings• Selecting the right tone/clear message
SEPTEMBER 13-16, 2016 – SOUTH LAKE TAHOE, CA
What Purchasing Options are available?
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Accessing the Market
• Direct Market• Purchasing Pools • Broker/Consultant Pools• CalPERS• Retirees
SEPTEMBER 13-16, 2016 – SOUTH LAKE TAHOE, CA
Direct Market
Placing business directly with the carrier
• Employer stands on their own• Flexibility in plan design options• Experience (Claims) information available for
evaluating renewals• Lose some of the ability to spread the risk over a pool
SEPTEMBER 13-16, 2016 – SOUTH LAKE TAHOE, CA
Direct Market Carriers (California)
• Anthem• Blue Shield• Aetna• United Healthcare• HealthNet• Cigna• Regional Providers (WHA, Sutter, etc)
SEPTEMBER 13-16, 2016 – SOUTH LAKE TAHOE, CA
Purchasing PoolsTwo or more public entities banding together to purchase insurance
• Board can be Union and/or Management• Surplus revenues can be returned to the district or
used to offset rates• Contracts with the carriers and provides some services
to districts• The ability to spread the risk over a pool
SEPTEMBER 13-16, 2016 – SOUTH LAKE TAHOE, CA
Choosing the right JPA
• How long has the JPA been in existence?• What are the commitments that are required to
participate?• How healthy is the pool?• Is there access to any information?• How are rates determined?
SEPTEMBER 13-16, 2016 – SOUTH LAKE TAHOE, CA
Choosing the right JPA, continued
• How are renewals established• How much Kaiser enrollment is in pool• What voice do we have in the pool• What are the pool termination rules
SEPTEMBER 13-16, 2016 – SOUTH LAKE TAHOE, CA
Broker/Consultant Pools
In addition…
• Are there restrictions on who I can work with?• Are there commissions or profits built into the rates?• Is there an annual financial accounting?• What if I leave?
SEPTEMBER 13-16, 2016 – SOUTH LAKE TAHOE, CA
CalPERS
• Large buying power• Risk is spread amongst many public employers throughout
California, not just schools• Set Plan designs• No experience information• Regional Pricing Structure• Once committed, exiting CalPERS can be difficult• Offers options for Retiree benefits• Security
SEPTEMBER 13-16, 2016 – SOUTH LAKE TAHOE, CA
Sample Pooled Markets
ASCIP
ACSIG
CVT SCSEBA
REEP
VEBA
SISC
LOCALCalPERS
SEPTEMBER 13-16, 2016 – SOUTH LAKE TAHOE, CA
How to Market
SEPTEMBER 13-16, 2016 – SOUTH LAKE TAHOE, CA
Gathering the Information
• Census• Claims Information (if available)
• Loss Ratio • Large Claim Information• Rate History• Current and Proposed Plan Designs
SEPTEMBER 13-16, 2016 – SOUTH LAKE TAHOE, CA
Evaluating the Quotes
• Financials• Pooled Renewal Rate History• Network Access• Employee Impact (Pharmacy)• Members Services• Support
SEPTEMBER 13-16, 2016 – SOUTH LAKE TAHOE, CA
Available Help
SEPTEMBER 13-16, 2016 – SOUTH LAKE TAHOE, CA
You are not alone – leveraging help
• Consultants can be valuable unbiased resources• Moderate insurance committee meetings• Source of information to educate the committee• Has a pulse on what’s going on in the market• Not beholden to the inforce carriers/vendor
• Lean on your carrier partners and invite them to present to the committee
• Share latest product/network developments• Set the table for upcoming renewal or market challenges• Sounding board for issues/concerns facing your employees
SEPTEMBER 13-16, 2016 – SOUTH LAKE TAHOE, CA
Thank You
Dan Exceen Tina KoenigSr. Vice President/Partner Vice [email protected] [email protected]‐252‐4586 916‐642‐1003