shop webinar february 22, 2012 jon kingsdale, ph.d. managing director wakely consulting group
DESCRIPTION
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 3TRANSCRIPT
SHOP WebinarFebruary 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• However, the first sale—getting “on the
shelf”—is to the employer• How to make the SHOP exchange
attractive to small employers?
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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 plans3
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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