Rollover, Rollover,

Send Carrier X Right Over

Jeff Caldwell

Transamerica Employee Benefits

Voluntary Benefits Rollover

Agenda

Rollover Trends in Voluntary Benefits

Rollover Strategies

Considerations

Case Study

Agenda

Not on the Afternoon Agenda…

Get out your SmartPhones!

Sample Question

Voluntary Products -- Rollovers as a Percentage of New

Business Annualized Premium

12%

17%

29%

38% 41% 42%

0%

5%

10%

15%

20%

25%

30%

35%

40%

45%

2006 2007 2008 2009 2010 2011

Eastbridge U.S. Worksite/Voluntary Sales Report 2011

Primary Factors - Increased Rollovers

More producers selling voluntary benefits

More carriers offering voluntary benefits

Increased growth of supplemental health products

Newer plan designs

Revenue generation

Rollover Considerations

Products

• Type of Product

• Age of Existing Plan Design

• Product Chassis (Group or Individual)

• Dependent Coverage

Product Design

• Matching or improving benefits with lower rates

Underwriting

• Credit for Time Served

• Guarantee Issue Availability for new/existing enrollees

Employees with Claims

Considerations

What? Why?

Rollover Strategies

Employer Needs Analysis

Consolidating Benefit Strategies

Establishing Timelines

Communications

• Employer Communications

• Employee Communications

Enrollment Options

• Eliminating Employer Disruptions

• Limiting Enrollment Expenses

Strategy!

Case Study – Regional Hospital

Client

• Northwest Regional Hospital serving 3,300

Challenge

• Achieve total health and welfare mission by implementing consolidated voluntary benefits program to support employee needs

• Existing voluntary benefits included Cancer, Critical Illness, STD

Solution

• Develop branded communication campaign

• Negative opt-out of existing products

Results

Questions/Comments

Jeff Caldwell

Transamerica Employee Benefits