2016 BCI Annual Symposium - files.ctctcdn.comfiles.ctctcdn.com/6b6dd96c001/8ba3431e-4840-4115-ace0-ef3e7223… · 2016 BCI Annual Symposium February 16, 2016 AGENDA •Welcome •Opening

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2016 BCI Annual Symposium

February 16, 2016

www.mybciteam.com

AGENDA

• Welcome

• Opening Remarks

• Marketing Collateral Update

• Insperity Re-Launch

• Agency Tools & Resources

• Carrier Updates

• Zywave

• BCI Social

www.mybciteam.com

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On the Horizon

• Industry Landscape

• Looking Back

• Planning Ahead

Industry Landscape

• March 23, 2010

• Carrier & Agency Consolidation

• Compression

- Increased Agent Responsibilities

- Commissions

- Carrier Services & Support

• Benefit Advisors Aging Out (Avg. 57)

• Technology

www.mybciteam.com

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BCI By The Numbers

BCI 2015 Total Agency Revenue

www.mybciteam.com

Total Commissions/Bonus $23,600,000

Medical Commissions $16,650,000

Ancillary Commissions $3,460,000

Bonus $3,470,000

Individual Commissions $1,000,000

BCI By The Numbers

Top 20 Carriers (Oct 2014-Sept 2015)

www.mybciteam.com

Carrier Revenue Carrier Revenue

1 BCBS $7,362,563 11 Mut. of Omaha $184,286

2 Humana $4,532,916 12 Unum $150,612

3 UHC $4,085,055 13 Hancock $116,892

4 Guardian $1,054,538 14 Lincoln $95,707

5 Aetna $1,006,721 15 First Care $71,322

6 Principal $994,178 16 Meritain $71,002

7 Assurant $685,496 17 Wellnet $70,496

8 CIGNA $401,750 18 MetLife $70,316

9 Mem. Hermann $302,281 19 Starmark $63,871

10 Scott and White $207,744 20 Admin. Services $58,990

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BCI By The Numbers

BCI BOB

www.mybciteam.com

Clients 3,193

Covered Employees 50,881

Policies 7,982

Penetration* 2.41

* Penetration is defined as number of lines of coverage per client

BCI By The Numbers

BCI Group Distribution

www.mybciteam.com

Group Size Percent of BOB

2-5 Lives 51%

6-9 Lives 16%

10-25 Lives 21%

26-50 Lives 7%

51-99 Lives 3%

100+ Lives 2%

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BCI By The Numbers

Houston / Corpus

Market Comparison

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Group Size Estimated Firms Offering

BCI BOB

Available Opportunity

2-9 Lives 32,030 2,140 29,890

10-24 Lives 5,927 671 5,256

25-50 Lives 3,202 224 2,958

51-99 Lives 1,139 96 1,043

100-199 Lives 757 64 693

200 – 499 Lives 436

Future Outlook

• The Zenefits scare seems to have abated for

now, but…these guys are not raising this much

cash without their being a market impact

www.mybciteam.com

Zenefit $500 Million

Namely $45 Million

Zuman $4 Million

Benestream $4.26 Million

Gusto Valued at $1 Billion

Fidelity Opened EB Operations

Change is Coming!

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Future Outlook

• Agency of the Future

• Relationships May Not be Enough

- Carriers

- Clients

• Solutions with Trusted Partnerships

- Strategy and Planning

- Compliance

- HR Technology

- Benchmarking

- Alternate Funding and Markets

- Employee Engagement

www.mybciteam.com

BCI Marketing & Communications

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What We Do for You!

Today’s Overview

• Collateral• Communications• Resources & Tools• Website• Social Media• Basecamp

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www.mybciteam.com

Education

• 2007 - Bachelors Anthropology at Baylor University

• Baylor Dean’s List (2 years)

• 2012 - Masters in Anthropology at University of Houston

Interests

• Volunteers Time: Coreluv International (orphans and orphanages)

• Managed over 60 fundraising events for Coreluv as a Fundraising Coordinator to meet the needs of children

• August 2015, 3rd Place: global online Google AdWords Marketing and Social Impact Award

• CNN Interview for Google Award

Elisha Consulting

• August 2015 – Started his own Marketing Firm

• July 2015 to January 2016 - BCI Consulting Project

• BCI Goal: Create a Marketing Strategy with internal and external communications and create collateral to enhance the success plan for Team BCI.

Matt AveryElisha Consulting, LLC

“Your abilities will only be realized if they are tested in the waters of uncertainty. You will never reach your full potential by constantly looking back. In front of you is unlimited potential, but only if you look forward.”


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Customer

Company

CompetitionCollaboration

Climate

Five “C” Analysis with Producers & Strategic Partners

Conducted July 2015

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BCI Marketing & Communication

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Customer

• Current customer focus is small to medium groups and targets individuals. Large group and increased individual business growth opportunity exists.

Company

• Capable of meeting demands of current and future customers. Business model adaptations required for vision, goals, cohesive branding, consistent communication, updated technology, and deliberate employee training.

Competition

• Numerous independent agents, insurance brokers, start-ups. Analyze competitors; understand their success to provide strategic guidance and plan.

Collaboration

• BCI is unique; various collaborators, strategic partners, and referring sources: agents and vendors such as TPA, ASO, PEO, Payroll Financial Institutions.

Climate

• Industry change with ACA, new tech startups; Zenefits, etc. BCI strong advantages: expert knowledge, established relationships, core competencies, technical expertise, relational service, guiding clients through complex decisions, and loyal employees. Important to adapt to new climate with contemporary advertising, strategic planning, offering more business services, and grooming future leaders of the company.

5 “C” Feedback from Producers & Strategic Partners

Marketing Collateral Update

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Employers

AgentsIndividuals

Three Segments of Benefit Concepts

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Marketing Collateral Update

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Focus Areas for Group Business

Employee Benefits

Business Solutions


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Collateral CommunicationsTools &

ResourcesWebsite

Social Media

2016 Focus Areas

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New Collateral

Presentation Folder

Available on basecamp.com

Flyers & BrochuresInsert or Leave Behind

CobrandedCollateral


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More

Collateral

For more information

on collateral

created by

BCI Communications

contact

[email protected]


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Postcards to Share

Products and Services with Prospects and

Clients

Thank You Cards to

Build Better Relationships for New and

Existing Clients

Posters for Internal

Notices and Client

Initiatives

This Should Get You Thinking About Your Options!


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2016 Focus Areas

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Agency Updates

• 1 to 2x per month (currently every other week)

• 2 to 4x per month (4th quarter – weekly or biweekly)

Regulations and Requirements

• 1 to 2x per month (currently every other week)

• 2 to 4x per month (4th quarter – weekly or biweekly)

Agency & SP Updates

• 1x per month

Client Newsletter

• Quarterly

News You Can Count On

Submit news ideas, questions, or feedback to [email protected]

Your BCI Notices

2/9 - Carrier Alert (All)

2/10 - Compliance Alert (SP)

2/10 - Compliance Alert (BCI)

2/10 - Carrier Alert (All)

2/11 - SP e-News

2/11 - Internal Compliance (BCI)

2/11 - Internal Compliance (SP)


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www.mybciteam.com

Check Your Inbox for BCI Alerts to Arrive at 10:00am or 2:00pm


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2016 Focus Areas

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www.mybciteam.com

Understanding Open Enrollment

Coverage Tiers

Dependent Eligibility

Dependent Audits

Qualifying Life Events

Types of Benefits

Common Insurance Terms

Top 10 Money Savers

Grandfather Notice

Employer Annual Notifications

Health Insurance Marketplace

Pending: Employer Guide


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2016 Focus Areas

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www.mybciteam.com


www.mybciteam.com

Compliance Repository

BCI Team Portal

BCI Client Portal

Carrier List

Preferred Vendors

Types of Benefits

BCI Solutions

Team Favorite Business Apps

mybciteam.com/compliance-link

Compliance Link Access: !BCIsolutions!

And the ideas continue to grow…

Share your ideas to help BCI build

the website you and your clients need!

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LinkedIn

Facebook

Twitter


www.mybciteam.com

• Contact [email protected] to be added to BCI’s Basecamp

• Create your login and profile

• For Basecamp Tips, review 2/016 Producer Alert at http://conta.cc/1P7htQa

• Version 3 upgrade includes instant messaging, exclusive reports, work can wait feature – no more weekends, enhanced calendar and task, campfire tracking – unavailable, etc.

• View the demos and get excited about work that leads to change that leads to real progress!


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www.mybciteam.com

We Thank You! We’re Here for You and Your Business!

Ashley HerreraCommunications Coordinator

Call on [email protected]

Areas:CommunicationsResource Document Library

Kim CookeVice PresidentStrategic Operations

Call on [email protected]

Areas:CommunicationsHR Compliance ResourcesInformation Technology

Insperity Overview

&

Partnership Benefits

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Insperity & BCI

• Lessons Learned in 2015

• Re-Launch in 2016

• Competitors vs Partners

• Bid Process

• Next Steps

• Contacts

• Questions

Program Contacts

Paul DunphyBusiness Performance [email protected]

Ron McCommasBusiness Performance [email protected]

Owen NelsonChannel Program [email protected]

mailto:[email protected]



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Agency Tools & Resources

• Greater Houston Builders Association

(GHBA)

- Issues of the past are resolved

- Industries are explicitly detailed

- Underwritten, but competitive

- Stable and Negotiable Renewals

- Access to Vitality

• Resources

- Basecamp under GHBA

- F Drive-Carrier Data-GHBA

www.mybciteam.com


• American Council of Engineering

Companies (ACEC)- Affinity Program

- No Community Rating

- Must be members of the association

- Semi Exclusive

• Resources - Jimmy Hubbard - BCI Champion

- Kayley Krause

[email protected]/866-432-5992

- San Juana Garcia

[email protected]

www.mybciteam.com

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• Maxwell- Offense/Defense

Offensive Opportunity

- Increase Lines of Coverage

- Webinar Series set to Launch

- Sales Help and Assistance

Johnny Wagner

[email protected] / 713-728-7286

• Resources- Basecamp under Maxwell Health

- Maxwell Partner Site

- F Drive-BCI Solutions-BCI Technology

Solutions-Benefit Administration-Maxwell

www.mybciteam.com


• MillsonJames

• Resource for all HR Technology Issues and

Questions

- Solutions Structure <100

Benefit Administration

Payroll

HRIS

- Solutions Structure >100

Contact Scott for Custom Engagement


www.mybciteam.com

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• DIY 1095

- Height of Season

- Tool Help

Susan Morrow


- Compliance and Regulation Help

Compliance Link

www.mybciteam.com

Break

*** 15 Minute Break ***

Refreshments

Cookies & Brownies

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BCI Compliance & HR Resources

• MBW

• Compliance Link

• Compliance Dashboard

• NFP

• ProSential

• Client Resource Center (CRC)

www.mybciteam.com

Marathas, Barrow & Weatherhead (MBW)

• Retained MBW for Employee Benefits & Compliance

Program effective 2/1/16

• Program Includes:

• Compliance Link – email based Q&A

• Monthly internal compliance call

• Three (3) one-hour webinars / year

• One (1) live two-hour seminar / year

• Access to compliance materials including checklists,

calendars, white papers, client alerts and

newsletters (some available for co-branding)

• Access to sample MBW documents (wrap

documents, summary plan descriptions)

• Reduced pricing for Agency client representation

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Compliance Link

• Why: Volume and complexity of employee benefits law

• When: Effective 2/1/16

• What: Direct access Q&A for general counsel concerning

employee benefits & compliance

• Who: MBW via [email protected]

• How: Refer to Protocol Flyer for more details

- Subject Line – State specific area of concern

- Content – Summarize question vs “read below”

- Background & Details

- Anonymity – Do not identify or copy clients

- Scope – General guidance; not direct legal advice

- Response to client

- New Questions – Require new email thread

- Documentation – Save final email with response to

agency CRM

www.mybciteam.com

Why Compliance Dashboard

• Increased complexity of legal compliance

• HIPAA, COBRA, ACA, plan docs, etc.

• Applies to private sector, employer sponsored, FI

& SI plans

• ERISA Fiduciary & Plan Administrator

• Scope of IRS & DOL audit determined by

employer’s internal controls

• Must act in best interest of employees

• Promotes retention & prospecting

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Compliance Responsibilities

www.mybciteam.com

Compliance Dashboard

• Legal Advice

• COBRA Administration

• HIPPA Privacy or Security Audit

• ACA Reporting

• Create Actual Plan Documents

• Available for Benefits & 401k

• Organized Calendar of Specific

Tasks to Stay Compliant

• Documents Practices & Procedures

• Checks & Balances

• Proof of Implemented Controls

• ACA Summary and Checklist

• Tailored for Each Client

• Sample Disclosure Language

DOES NOT PROVIDE PROVIDES

www.mybciteam.com

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Compliance Dashboard - Icons

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Compliance Dashboard - Calendar

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Compliance Dashboard - Activities

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Compliance Dashboard – Price, Demo & Setup

• Significant savings for BCI Clients

• Billed annually $450 year per module – no setup fee

(non-BCI setup $1200 setup & $96 month)

• Presale Questions:

- 2 & 10 minute demos available contact:

[email protected]

- Live demos contact: [email protected]

• Setup contact: [email protected]

www.mybciteam.com

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NFP & ProSential

Value Proposition

• Support brokers with resources, tools and broker

collaboration with other like agents in other markets

• Similar to BCI value proposition

• They partner with limited agencies in each market place

NFP Tools & Resources

• Marketing Research Library (MRL)

• Agency & Client Webinars

• Benchmarking Tool

• SPARQ – Email Q&A (similar to Compliance Link)

• Broker Advisory & Round Table Collaboration

ProSential

• Client Resource Center (CRC)

www.mybciteam.com

The Compliance Office

W. D. (Bill) Mann, Sr., LUTCF, RHUPresidentCertified COBRA [email protected]

281-374-6071 Main281-205-4402 Direct281-966-1557 Direct Fax866-364-3396 Toll Free

www.thecomplianceoffice.com

www.mybciteam.com

http://www.thecomplianceoffice.com/

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The Compliance Office

www.mybciteam.com

COBRA Administration State Continuation Administration ERISA Wraps Premium Only Plans (POP) FSAs HRAs HSAs 5500 Filing and Summary Annual Reporting TCO Advantage Turn Key Benefits Administration with Seamless ACA Reporting Stand Alone ACA Management

Carrier & Vendor Partnerships

Miscellaneous Products & Carriers

• Compass

• New Benefits

• PEO’s – Insperity, ADP Total Source, Engage

• Beasley

• Work-Site - AFLAC, Colonial, American Heritage, Allstate

• Kashable

• Healthiest You

• Morgan White Group

• Lifelock & Legal Shield

• Ancillary Carriers – MetLife, Unum, Guardian,

• ASO & TPA’s – Meritain, WellNet, ABA

• Wellness vendors

• Etc, Etc, Etc…..

www.mybciteam.com

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Carrier Update

• BCBS

• Humana

• Aetna

• UHC

• Principal

• Assurant Employee Benefits

• Other Ancillary Offerings

www.mybciteam.com

Carrier Update - BCBS

Small Business (1-50) Case Submissions

• Effective 1/1/16 all cases must be submitted via

eSales Small Group Enrollment tool

• Agency & GA Code #7903 must be indicated on BPA

and selected in eSales

Small Business (1-50) Service Team

• BCI Dedicated Service: [email protected]

• SP Dedicated Service: [email protected]

- HB2015 requests

- Group level terminations

- Escalated & service related questions and issues

- Group renewal questions

• Resource List – Contacts for other service items

www.mybciteam.com

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Carrier Update – BCBS Cont.

Access to Portal

• Submit requests for new users or terminations to Mark

Mann at [email protected]

Last Call for Transitional Relief

• Small business (2-50) to avoid adverse impacts of ACR

• 12/1 renewal dates to change to a 10/1 early renewal

• 12/1 renewals to be released early (in summer)

Blue Balanced Funded ASO

• Starting with 4/1/16 effective dates

• Available to new and existing groups with 25-50 enrolled

• BCBS to provide more details in upcoming weeks

www.mybciteam.com

Carrier Update - Humana

Small Group Case Submissions (1-99)

• Agency & GA Code – SAN#1111019

• Submit to Mark Mann at [email protected]

• Team enters directly into Humana system

• Importance of “clean case” submissions

Pinnacle Concierge Service – All Size Groups

• Dedicated Service at [email protected]

Access to Portal (www.humana.com)

• Submit requests to [email protected]

• Allison Falconer & Kerstin Kornblum

• New users & terminations

• Delegate groups for eligibility

www.mybciteam.com

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Humana – Cont.

Doctors on Demand

• New launch

• Available for all new and existing groups

• Automatically Added

• Utilizes a Face to Face Video Connection with the

Doctor

• Computer or Smart Phone

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Carrier Update - Aetna

Case Submissions• Agency & GA Code #76-0064452

• Soon to announce Houston local 50-99 rep

New Preferred Producer Program (100+ Only)• Exclusive to large group agencies only

• Additional bonus opportunities

- One-time special bonus until 7/1/16 avg. $12,500 per case

- Aetna Premier Bonus qualified 2015 / starts over 4/1/16

• Customer Advocate – SPOC for service issues

• Waive costs for quarterly reporting & data dumping

• U/W Training in Hartford – 2 sessions per year / 1-2 producers

Local Training• Tim Brown to lead large group sales training focused on

underwriting and positioning

www.mybciteam.com

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Carrier Update - UHC

Case Submissions

• Agency & GA Code #OHC183

• Coming soon - SAM (Sales Automation Management) for

quoting, selling & installation

Platinum Dedicated Service

• Letty Diaz: [email protected]

• Send requests for employereservices.com with

username, group name & policy #

UnitedAdvantage

• Register at unitedadvantage.com

• UA #127050

• Offers various CE, webinar and training opportunities

www.mybciteam.com

Carrier Update – UHC Continuation

Last Call for Transitional Relief• Small business (2-50) to avoid adverse impacts of ACR

• Set to expire on 10/1/16

• Groups with renewal dates of 11/1, 12/1, 1/1, 2/1 & 3/1

can still “attest” to change to a 10/1/16 renewal

• UHC must receive completed Attestation Form prior to

4/1/16

• Contact your UHC Renewal Account Executive (Jim

Anderson or Rick Raymond) for more information

including specific cases

www.mybciteam.com

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Carrier Update - Principal

Agency Snapshot

• $7.3M in force premium

• 584 in force lines of coverage

• #2 in the country for coverage count

• 4th consecutive year – Top 3 for coverage and premium

Elite Platinum Program

• Bonus Program up to 5% of annualized premium

• Target Marketing Arrangement special multi-line

underwriting discounts on groups with 10-150 ees

• Ancillary Benchmarking Design Tool

• MiEdge reporting

• Vendor Discounts

www.mybciteam.com

Carrier Update – Assurant Employee Benefits

Assurant MVP Program

• Modified Producer Bonus – Up to 6% for life & DI and

3% for dental based on annualized premium

• MVP Service for Agency

• MVP Service for Clients

• Marketing Dollars used for MillsonJames & MarshBerry

• MVP Academy for Producers and Account Managers

HEBA

• Special LTD policy for rural and smaller hospitals

• Same contract but with a special return of premium

feature based on group’s performance

www.mybciteam.com

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Carrier Update – Vitality Agency

Vitality Agency

• Lisa Munoz – [email protected]

• Web based Wellness Programs

• For groups with 75+ employees (can go below 75 but

must pay for minimum of 75)

• Cost $5.25 - $6.50 PEPM

• Requires 90 day lead time for set up

• RFP – Company Name, # of EEs & if plan includes

spouses or not

www.mybciteam.com

Carrier Update – Healthiest You

Healthiest You

• Cullen Sawyer – [email protected]

• Members access physician care 24 hours a day via

phone at $0 – no copay!

• Physicians can call in prescriptions, if needed

• Saves members time and money by avoiding a trip to

the doctor’s office

• Premium approximately $9 PEPM

www.mybciteam.com

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Zywave Broker Briefcase

• Why Zywave Broker Briefcase?

• Website tour

• Frequently Used Documents

• Top Features

• Highlight new documents in newsletters

Zywave University “hands-on” Training

• Contact Kerstin for invitation & WebEx Link

• Date: Wednesday, 2/24

• Time: 10:00am – 11:30am CT

• Host: Angela Ekstowicz

www.mybciteam.com

Zywave Broker Briefcase

Zywave Support Contacts

• Live Chat Support – green link on top right hand corner

• [email protected]

• 866-499-9283

Partner Relations Consultant

• Todd Johnson,


• 414-918-0692

Sales Account Executive

• Ryan Clissa


• 415-255-5726 wk / 415-517-0238 cell

www.mybciteam.com

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Medicare Advantage Launch Update

December 2, 2014

COMPANY OVERVIEW

Small Group Product Overview

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Small Group Highlights80% of employees must reside in our seven-county service area:

Harris, Montgomery, Walker, Wharton, Fort Bend, Brazoria and

Galveston.

22 Plan Offerings (19 PPO & 3 HMO)

- Open Access HMO / no pcp / no referral

Composite or Age Banded Rates

Spreadsheet Enrollment

Triple Option

- no maximum premium spread

$0 Generic on Non-HSA plans

$0 Teladoc on non-hsa plans and $40 on hsa plans

2016 Most PopularSelect Silver 3000 PPO

Office Visit copays

Rx copays

Bronze 6850 PPO

PPO Plan with office visit copays

Competitive Premium

Gold 2000-2500

Lower copay

Low RX Copays

Lower out of pocket max

Gold 1500

Lowest premium Gold plan

Higher out of pocket than 2000

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PPO vs. HMO

• PPO: Approximately 8000 total providers in Greater Houston area, including 3 Convenient Care Centers, 55 Urgent Care Facilities and 70 Walk-in Clinics. MD Anderson

• (CVS Minute Clinics, Walgreens Take Care Clinics, HEB RediClinics)

• HMO: Approximately 5000 total providers in three county area (Montgomery, Harris, Ft Bend), including 3 Convenient Care Centers, 8 Urgent Care Facilities, and 50 Walk-in Clinics

• (Walgreens Take Care & HEB RediClinics)

Large Group Product Overview

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Virgin Groups: No Individual Underwriting

• NOTE: WE DO NOT NEED INDIVIDUAL APPS OR A GATEKEEPER APP TO GET A FIRM QUOTE ON A VIRGIN GROUP. We rate off of our manuals and demographics. We are the ONLY carrier in the marketplace doing this.

• We will quote a PEO group without claims data as well.

Easiest Participation Guidelines

• Virgin Groups:

•

• 60% or more – no load

• 40-59% – 25% max load

• 25-39% – 50% max load

• 1-24% – 100% max load

• Non-virgin Groups:

• 50%

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Our Most Popular 2015 Plans

• Select 6550-100 HMO H S A

• Select 6600-100 Standard HMO

• Select 6600-100 Standard PPO

Why Sell HMO?

• Typically, 7-15% less expensive than PPO rates

• Least expensive plan, $6550 100 HMO H S A, avg. $150/EE only rate - $300 EE only rate

• DON’T need to elect PCP or get referral for Specialist

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Select HMO OO2

• Newest 2016 Plan • Is our TOP SELLER for 2016

• First three (3) PCP office visits* FREE, regardless of diagnosis; then deductible/coinsurance

• $10 GENERIC drugs (deductible waived for GENERIC only)

• $0 Teladoc (Unlimited)

• ALL other services, including, but not limited to, specialist visits, brand name RX, lab, x-ray, in-office surgery:

• Subject to $3,000 deductible, 50% coinsurance, up to $6,850 individual maximum out-of-pocket

Future Outlook

• Agency of the Future

• Relationships May Not be Enough

- Carriers

- Clients

• Solutions with Trusted Partnerships

- Strategy and Planning

- Compliance

- HR Technology

- Benchmarking

- Alternate Funding and Markets

- Employee Engagement

www.mybciteam.com

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Thank You!

BCI Social – Starts Now

www.mybciteam.com