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2011 Attendee Testimonials

"Attended to get insight into what other companies are doing for wellness, cost containment for healthcare, employee engagement and communications and education. Taking back lots of good ideas..."


"The presenters were very knowledgeable. I also appreciated the depth of the presentations. This was definitely information I’ll be able to use."
“Keynote speakers were great as well as the breakout sessions.”
“The sessions were timely and informative. Great networking opportunities.”

Travel & Venue Info


JW Marriott Desert Ridge
5350 East Marriott Drive
Phoenix, AZ 85054

Track: Broker Growth & Profitability

Monday, September 10, 2012

11:00 a.m. - 12:00 p.m
Organizational and Compensation Strategies to Drive Growth and Profitability
Panelist: Robert J. Lieblein, EVP, MARSHBERRY

The business model for the successful employee benefit firms is quickly transforming as a result of regulatory and market changes. Many agencies will face organizational challenges and compensation issues that could ultimately result in stagnant or declining growth and profitability. This session will explore specific approaches to effective organizational structures and compensation strategies that will result in increased revenue and profitability for an agency and ensure that attendees are among the “winners” emerging from healthcare reform.

2:00 p.m. - 2:45 p.m.
Relationships Matter: Strengthening Connections at the Top
Trisha Zulic, SPHR, Director, Human Resources-Region I, EFFICIENT EDGE

Getting new business and sustaining the business you have many times is determined by how you build the relationship and what you do to sustain it. This interactive course will lead you through the process of networking with Human Resource Professionals, CEO’s and CFO’s, how to determine the value that companies seeks and how to deal with the different objectives of those involved in the final decision. The session will also explore what drives human resources executives and how to break the gate keeper and get in touch with them.

2:45 p.m. - 3:30 p.m.
Why Just Survive When you Can Thrive?
Andrew Torelli, President, E3 FINANCIAL

The definition of insanity is doing the same thing over and over and expecting a different result. This session will explore strategies for growing your practice in the face of adversity: market segmentation, commissionfee transparency, developing long term client cost strategies, value added services, to insource or outsource and technologies for driving efficiencies at the client level and the producer level. You can thrive during these tumultuous times!

3:45 p.m. - 4:30 p.m.
Commission to Fee Based: The Right Move for Your Practice
Jack Kwicien, CLU, ChFC, Managing Partner, DAYMARK ADVISORS, LLC

This session will focus on: thinking strategically about your business; synergistic product and service offerings;morphing your business model; the resources required;revenue and expense pro formas; and business asset value creation.

4:30 p.m. - 5:15 p.m.
When Health Insurance Benefits Met Prepaid Cards: A Love Story
Beth Griffin, Global Business Leader, Healthcare & Insurance, Global Prepaid Product and Solutions, MASTERCARD WORLDWIDE
Mark Keck, President, HEALTHCARE DIVISION, HAMMERMAN & GAINER
William Short, President & CEO, AMERIFLEX

One of the biggest challenges facing employers today when it comes to health plan design is the need to reduce costs while still offering employees a rich benefits package. As health care costs continue to rise, this is becoming an ever more difficult proposition. In response to the growing need for cost-effective,consumer-friendly health plan designs, organizations in the health care space—from third party administrators to card processors— are developing technology aimed at reducing costs for employers while improving the end-user experience for employees and their families. This presentation will explore the incredible new claims payment technology that exists behind the scenes to enable a seamless and virtually paper-free experience for participants with consumer-driven health plans.

Tuesday, September 11, 2012

9:15 a.m. - 10:00 a.m.
Leading Your Clients and Your Agency to Exceptional Performance
Kevin Trokey, Founding Partner, Coach, Q4INTELLIGENCE

There are multiple ways to be an average agency/producer, but one clear way to be exceptional, or perhaps just ensure your survival. This session will explore what it will take to be that exceptional benefits agency/producer in the future, and the challenge that agencies/producers have in getting their prospects/clients to value the services they have to offer. Brokers will also learn how to create the appropriate sense of urgency in client interactions.

11:45 a.m. - 12:30 p.m.
Making Health the Employer’s Business
Thomas Parry, President, INTEGRATED BENEFITS INSTITUTE

This third survey by the Integrated Benefits Institute looks at the beliefs and experience of CFOs concerning health as a bottom-line investment instead of a cost and investigates how brokers, suppliers and benefits managers can best suggest to financial executives that health initiatives/purchases should be approved. What factors related to health-related outcomes must be included? What types of information are likely to be most helpful and credible, and from what sources? What are the most likely pathways CFOs see from poor health to financial performance? How best can health-related productivity be defined and measured?