Lori Power will discuss the concept of selling benefits and not rates.  She will also have a discussion about how working safety and productivity bridged by benefits creates an effective ROI for business owners. The focus is on plan design and aligning the program to meet the performance demands of their staff.

For instance, if you have staff that work on computers the majority of the day, then vision care access is important to overall plan to ensure that the members are working at peak performance, in the same manner as a business wouldn’t send one of their fleet vehicles out without enough gas, if they want the job done, we need to look at how benefits can keep employees fit for work and ready to do the job to the best of their capacity.  Or, if you have field workers and are not promoting the physio to keep them proactively “ready” for work, are we just banking time until there is a WCB claim? Let’s not forget when there is a WCB claim, one of the first things they do is the physical assessment and then off to physio anyway. When we start to communicate and work proactively with this alignment, it changes conversation and moves the plan from “commodity” focused, to benefit / employee investment focused, just like the cost of the upkeep of equipment to get the job done.

Micheal Wortsman will discuss the resources, infrastructure and process that is required to start moving into the large group market (50+ employees).