Sales and marketing

Putting the sales process in perspective and getting these steps right will improve your business, says Wendy Keneipp.

Some organizations are deploying a strategy that reduces their HSA contributions in favor of employer-funded indemnity products, such as accident and critical illness insurance.

As a result of the Affordable Care Act, employers are looking for their brokers to do more than simply provide a health insurance quote.

For employers, understanding millennials’ preferences and tailoring their benefits offerings are imperative to enticing these workers to enroll.

Twenty- and thirty-somethings preferences will determine how medical benefits are offered.

Premium increases continue to motivate employers to consider cost-saving solutions they previously may have shunned, says Arthur J. Gallagher’s Paul Fetterolf.

How employers design benefit packages is changing, leading many to rely on their brokers more than ever before, says Rodger Bayne.

Expert panel at EBA’s Workplace Benefits Renaissance event say clients are now receptive to telemedicine, self-funding and other solutions they previously dismissed.

Market differentiators can help agents thrive in the new healthcare landscape, says Rodger Bayne.

Digital platforms place new demands on agencies, but they also create rich new opportunities.

Before going down this path, employers should understand what’s involved in moving workers to a benefits marketplace.

Before making a recommendation, advisers should understand what’s involved in moving an employer to a benefits marketplace.

Employers hoping to attract and retain workers need look no further than their vision plans, as new research shows vision benefits have high engagement with employees.

Knowing where to focus is the key to successful selling in the benefits business, according to John Graham.

Advisers can educate employers about carrier choice and plan options to create the comprehensive plan their workers are seeking.

The benefit agency has changed the way this little-discussed product is sold by incorporating choice into their private benefit exchange.

The benefit agency has changed the way this little-discussed product is sold by incorporating choice into their private benefit exchange.

Reframing these options to illustrate how they enhance an employer’s benefit package can lead to increased engagement

Everything has a price. As fiduciaries, plan sponsors are tasked by the DOL to ascertain reasonableness on the payments they make to third-parties, says John Ludwig.

Everything has a price. As fiduciaries, plan sponsors are tasked by the DOL to ascertain reasonableness on the payments they make to third-parties, says John Ludwig.