BenefitsPRO Magazine-September 2011

Issue Gallery ›

  • 2011 Employer Survey

    Kathryn Mayer

    With a poor economy, sad unemployment rates and that little issue called the debt ceiling to worry about, health care reform isnt the first indicator influencing decisions about employee benefits. At least thats what employers say.

  • Don’t be afraid to cross-sell

    Alan Katz

    Why is it that 16-year-olds can be taught to sell acres of deep fried potatoes to hamburger buyers, but many sales professionals find it difficult to even suggest to a health insurance client they might want to consider dental coverage or group life or disability?

  • Segment sales: don’t blame the broker

    Gil Lowerre and Bonnie Brazzell

    In the past two columns, weve looked at overall voluntary sales for 2010 and sales by product line and platform. In this final column on 2010 sales, we look at results by distributor segment.

  • Know what an employer wants

    Marty Traynor

    One of the key concepts in managing customer relationships is listening to the voice of the customer. For brokers, that front line customer is the employer.

  • Docs: Get annual mammograms at age 40

    Kathryn Mayer

    If women in their 40s have annual mammograms, there is a better chance of detecting and treating the cancer before it has time to spread than if they wait two years between mammograms. Dr. Jennifer Griffin

  • Tougher than the rest

    Denis Storey

    As a wide-eyed freshman in college, still clinging to his teens, Tom Schifanos father packed up his New Jersey family and moved them to the dusty plains of rural Indiana

  • The entertainment value

    Charles Epstein, Ja'Nene Kane

    Effective communications must begin with a rethinking of what peoplenot employeesread, what they gravitate to, and what engages and motivates them.

  • Passive enrollment is a risk, experts say

    Kathryn Mayer

    Statistics from HighRoads latest industry survey on open enrollment reveals 71 percent of respondents conduct passive versus active enrollment practices, therefore enabling employees to automatically renew most of their own plans.

  • Health care labor market slows down in second quarter

    Kathryn Mayer

    Mirroring the broader economy, the strength of the national health care labor market remained mostly stagnant in the second quarter of 2011, as measured by the Health Workplace Solutions Labor Market Pulse Index.

  • Paid vacation most common benefit

    Kathryn Mayer

    Most full-time workers can plan a getaway thanks to their employer, but getting paid when youre sick is more of a problem.

  • Want better life enrollment? Try communication

    Stephen Pontecorvo

    Most would agree some level of life insurance coverage is better than no none at all. But to really meet the needs of employees, the focus should be on the adequacy of coverage.

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