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SHOP Webinar February 22, 2012

SHOP Webinar February 22, 2012. Jon Kingsdale, Ph.D. Managing Director Wakely Consulting Group. How to differentiate SHOP?. Employee-choice is a 2-step sale, positioning the subscriber as the “retail” customer Good evidence that employees like choice

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SHOP Webinar February 22, 2012

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  1. SHOP WebinarFebruary 22, 2012 Jon Kingsdale, Ph.D. Managing Director Wakely Consulting Group

  2. How to differentiate SHOP? • Employee-choice is a 2-step sale, positioning the subscriber as the “retail” customer • Good evidence that employees like choice • However, the first sale—getting “on the shelf”—is to the employer • How to make the SHOP exchange attractive to small employers?

  3. How to differentiate SHOP? • Small employers’ buying preferences: • Near-term premium savings • Reducing “administrivia” • Premium savings: • Small biz tax credit • Employee affordability screening • Eliminate employer assn surcharges & membership fees on mini-groups • Offer a choice of plans, including market-powerful and low-premium, select-network plans

  4. How to differentiate SHOP? • Reducing administrivia: • Employee choice is more complex than sole- sourcing • Just explaining contribution policy is complicated • Match/exceed the outside market for • Customer service (claims resolution issues?) • Ancillary benefits and support • Consider use of existing commercial resources • General agents & chambers of commerce • Small business associations • Private exchanges

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