Build your voluntary benefits revenue stream!

Registration Fees

3-Day Meeting / Exhibit Hall / Reception / Luncheon Pass (This registration includes: all general session, break-out and exhibit hall sessions) - Licensed Agent - $199.00 - Non-Agent - $249.00

1-Day Meeting / Exhibit Hall / Reception / Luncheon Pass (This registration includes: all general session, break-out and exhibit hall sessions) - Licensed Agent - $129.00 - Non-Agent - $179.00

Wednesday Reception & Thursday Morning Pass - Licensed Agent - $59.00 - Non-Agent - $99.00

• With one-day passes starting at $59.00, this is your opportunity to mingle with the industry leading producers and vendors.
• Double your voluntary benefits revenue stream in 2009!
  • Acquire fundamental skills in the marketing of voluntary employee benefit plans that will improve sales results and revenues immediately.
  • Hear about the latest industry trends in Mini-Medical, Worksite Marketing, Affinity Marketing, LTC, Critical Illness, and much more.
  • Meet the enrollment solutions masters who understand the nuances of a successful turn-key implementation of your case.
  • Learn insider secrets to what HR Managers really want.
  • Hear what industry experts think about health care legislation and how to position yourself for the opportunities it may bring.
  • Master a four-step strategy to cross-selling voluntary products.
  • Create a strategic plan for building partnerships with clients and managing benefits goals.

  Field Proven Expert Speakers	Leading Industry Exhibitors
  Special "Auto & Home" Payroll Deduction Workshop	Industry "Movers & Shakers" Attendees

  Agenda Tracks: Voluntary Benefits, Affinity Marketing, Long-Term Care, Critical Illness, and more.

• Atlantic City is within a 6-hour drive of 1/3 of the U.S. Population
• The Tropicana has ballroom space for 110 Exhibitors
• The Tropicana room rate has been reduced to $60.00 (plus tax) and includes complimentary access to the Tropicana Health Club with the following amenities: indoor pool, exercise room, and whirlpool and sauna.
• Special LTC agenda track in conjunction with the American Association for Long-Term Care Insurance.

The Quarter, a mega-million dollar dining, shopping and entertainment complex located at Tropicana Casino and Resort, debuted in November 2004 as one of the largest non-gaming expansions in Atlantic City. Celebrating 1940s Havana, the three-story, 200,000-square-foot indoor facility replicates the Cuban capital’s vibrant “Old World” streetscape, representing the first Las Vegas-style destination in Atlantic City. As Havana was home to the original Tropicana Casino and Resort, destiny has come full circle. The Quarter also boasts the Havana Tower with 505 new guest rooms and group facilities that nearly double meeting space. Tropicana Casino and Resort is now the largest hotel in the state of New Jersey, encompassing 14 acres along Atlantic City’s famed Boardwalk and beach.

Jack Kwicien, CLU, ChFC, Registered Investment Advisor Mr. Kwicien has over 30 years of executive management experience.  He has founded several entrepreneurial ventures and has significant experience in insurance and worksite marketing, negotiating strategic alliances, financing transactions and mergers and acquisitions.   Mr. Kwicien co-founded Daymark Advisors, a Baltimore-based consulting and advisory services firm in 2001.  Exclusively serving the insurance, financial services and workforce management market sectors, Daymark Advisors provides strategic consultancy on a retained basis and is a merger and acquisition intermediary with clients on both the buy and sell side.  Mr. Kwicien leads Daymark’s M&A practice.

He previously founded RewardsPlus; a national employee benefits company that leveraged Internet technology and worksite-marketing strategies to deliver customized core and voluntary benefits solutions to employers and employees.  He led RewardsPlus as President and CEO until he successfully exited the company in 1999. In 2007, Hewitt Associates purchased that company. 

Prior to RewardsPlus, Mr. Kwicien spent over 20 years in the insurance and financial services industry and held executive positions principally in sales and marketing with Prudential, Crum & Forster and Zurich Insurance Group. While an executive with Zurich, he founded a worksite marketing business unit, Group Sales, that successfully marketed property and casualty insurance using payroll deduction billing.  Under Mr. Kwicien’s direction, the business unit grew to $42 million in sales in 2.5 years.

 Mr. Kwicien serves on the Advisory Board for the Workplace Benefits Association, is a frequent guest speaker at insurance industry conferences, and writes a monthly column for Employee Benefit Adviser. He is a member of the Board of Directors of the Maryland Chapter of the Cystic Fibrosis Foundation.

3:30 p.m. - 4:15 p.m. - Mambo Room
Power in Enrollment Technology: Simplify Employee Benefit Communication and Increase Sales by Jordan Nadel, President, Falcon Technologies, Inc. - Create a state-of-the-art, powerful and unique electronic enrollment system designed to simplify benefit communication and increase sales in the worksite marketplace. Visual Enrollments® provides carriers, enrollment companies and insurance producers with the tools to create customized employee presentations on a case-by-case basis. The enroller then presents employees with a comprehensive, compliance-approved, graphically-pleasing representation of their benefits.

Visual Enrollments'® strength and power comes from its flexibility, which allows carriers, enrollment companies and insurance producers to create a customized piece of software for each unique case. This unique software is then used to enroll and administer the case without the time and expenses of a traditional enrollment. Our electronic signature capture module eliminates the need for traditional paper applications. When the enrollment process is complete, all of the participant data and applications are electronically transmitted to the carrier to expedite the policy issue process. Falcon Technologies will be giving away a laptop computer as a door prize to one of the attendees of this session.

Track 1 - Limited Benefit Medical Plans / Voluntary Benefits

Track 2 - Long-Term Care Insurance - This Special LTC track is co-sponsored in conjunction with the American Association for Long-Term Care Insurance.

The New Role of the Voluntary Benefits Agent in the Consumer-Driven Marketplace - An in depth review of the consumer driven landscape by Scott Mardis, National Sales Manager, AmeriFlex

· An in depth review of the consumer driven landscape
-- Keys to successes
-- Pitfalls and failures
-- The penetration and acceptance
· A review of consumer-driven benefits options
-- FSA,HRA,HSA, debit card strategies
-- How these plans are useful to brokers
-- Why VB reps should learn more about them and use them to drive business
· The evolving needs of brokers and agents as they transition their block of business to CDHP’s
-- What is necessary to be successful
-- What communication tools are necessary
-- How can CDHP’s be effectively implemented
· Why the future of CDHP’s rely heavily on the voluntary benefit market
-- Existing broker communication strategies
-- VB communication strategies
-- How VB strategies compliment CDHP plan integration
· Why should VB reps learn more about the health insurance industry
-- How they can recruit more brokers and sell more business
-- How they can become true benefit consultants
· Why brokers should seek out and utilize skilled VB companies and agents
-- Increase their ability to communicate the new complexities of
CDHP’s
-- Free up time for brokers to focus on business development
-- Satisfy the needs of their clients by delivering VB options that
will fill the gaps in CDHP coverage

Session 1:  Multi-Life LTC Insurance:  What's All the Excitement About

Discover why Multi-Life long-term care insurance is the fastest growing segment of the LTCi marketplace. Understand the opportunities, advantages and the future of Multi-Life. Everything you need to know in order to get started talking to your own clients or prospects. 

Session Moderator:  Scott Beck, Vice President, Distribution and Account Management, MetLife LTC, New York, NY
Panelists:   David Hillelsohn, The Haslett Management Group, Inc., Reston, Virginia
Ed Jette Jr., EmPower Services, Inc.  Boston, MA
Bob Nardone, MedAmerica, Rochester, NY

Scott Beck is Vice President of Distribution and Account Management for MetLife Long Term Care. Scott is responsible for setting distribution strategies, sales and account management for employer-sponsored programs. He is also responsible for MetLife's MultiLife program.  His team works with MetLife's Independent and Career distribution organizations to support sales strategies and growth.  Additionally, Scott is responsible for MetLife's relationship with AARP.

Prior to working in the LTC business, Scott held various senior roles within MetLife, all in the area of employee benefits sales and marketing.  Scott has been with MetLife for 24 years. Scott, his wife Randi, and two children, Sam and Sophie, live in New York City.

GAP Plans - What are they? Why are they good for the employer? Why are they good for the employees? by Ken Holderbaum III, Managing Partner, Key Benefit Resources and Mr. Bob Hart President and Owner of Paragon Partners out of Phoenix Arizona who is a General Agent for United Healthcare with over 40 Million of In-force premium.

With the increasing High Cost of Healthcare today and the shrinking dollars available for voluntary plans - Learn how Supplemental Medical Gap Plans can increase your Worksite Sales! (Carrier / Broker / Enroller)
 

Session 2:  The ABCs of MultiLife Long-Term Care Insurance

The simple way of selling Multi-Life! This session will help you realize what employees and employers find attractive. It will also give you the key to increase Multi-Life sales facing the current marketplace & buyer trends. Learn about underwriting issues & concessions, pricing and compensation.

Session Moderator:  Scott Beck, Vice President, Distribution and Account Management, MetLife LTC, New York, NY
Panelists:   David Hillelsohn, The Haslett Management Group, Inc., Reston, Virginia
Ed Jette Jr., EmPower Services, Inc.  Boston, MA

David B. Hillelsohn Long Term Care Specialist, Brokerage Manager of The Haslett Management Group, an independent general agency that specializes in the Long Term Care marketplace, David has worked with professional insurance agents for over a decade to increase their productivity by providing advice and support on retirement health care alternatives.

He often serves as a consultant/training advisor for Washington-based consumer groups and professional insurance organizations, and is a certified continuing education instructor on health care solutions and Long Term Care State Partnerships.
(703) 709-1160
Email: dhill@hmgltc.com
www.HMGLTC.com
Professional Affiliations:
• National Association of Health Underwriters
• Financial Planning Association
• Society of Financial Service Professionals
• Past Member Board of Directors - NVAIFA
Training Programs:
• Financial Planning Market Updates and Agency Training Programs for In -House LTC producers
• Trainer for financial services organizations- UBS/PaineWebber, First Union, Advest, Anderson & Strudwick,
H.Beck, Northwest, Capitol Securities, LPL Financial, AXA Advisors, Tower Square Securities
• 2000-2008 Instructor of AICPA courses for public accounting firms & Maryland AICPA

This area is rapidly drawing increased interest as economic and regulatory threats to agency growth loom on the horizon. In addition, agencies are beginning to perceive the value of "locking" in their employer relationships with a menu of products offered via payroll deduction. Sponsored by: Humana Specialty Benefits and Emerson Reid & Company

11:00 a.m. - 11:15 a.m. - Break

Limited-Benefits Health Plan Prospecting, Production Procedures & Presentations Greg Nelson, Vice President, Middle Market Sales, CIGNA Voluntary

Here one the top agents in this market explain how he achieves record-setting premium production. In this session, Greg Nelson will lead a presentation and accompanying discussion on identifying the best prospects and industries to sell a limited-benefits health plan. Nelson will discuss identifying the target market and the steps needed to determine if there is a real need for a prospect. The presentation will also cover the proper solutions that can be delivered to a client, ensuring a successful long-term partnership that will benefit the broker and the client.

Greg Nelson Vice President Sales Middle Market Segment CIGNA Voluntary  Greg Nelson serves as Vice President of Sales in the Middle Market segment for CIGNA Voluntary at their headquarters in Phoenix, Arizona.

As Vice President, Nelson is responsible for managing new sales across the nation for group sizes 50 to 2,500. Nelson joined CIGNA Voluntary (formerly Star HRG) in 2002 as a Regional Sales Director before being appointed to his current position in 2003. Prior to joining CIGNA Nelson established his own business in the electronics industry.  Nelson was born in Chicago, raised in Florida, and has served on the Fiesta Bowl Committee in Arizona. Nelson holds a B.S. from Florida State University.

Session 3:  Multi-Life LTCi: Challenges & Successes of Small and Medium-Size Implementations

The secrets of Multi-Life LTC insurance sales success begin with a roadmap.   This session will focus on sales to small and medium-sized employers; those with as few as 3 employees to those with as many as 5,000.  Know the way to anticipate prospect preferences and avoid those roadblocks that commonly arise and delay plan implementations.  

Session Moderator: 
Bob Nardone, MedAmerica, Rochester, NY
Panelists:   David Hillelsohn, The Haslett Management Group, Inc., Reston, Virginia
Ed Jette Jr., EmPower Services, Inc.  Boston, MA
Scott Beck, Vice President, Distribution and Account Management, MetLife LTC, New York, NY

12:00 Noon - 2:00 p.m. - Exhibit Hall Grand Opening & Lunch

Enrollment Best Practices by Daniel Freund, President, Common Census, and Jordan Nadel, President, Falcon Technologies - Learn what two of the smartest players in enrollment technology think about enrollments, how to streamline the process for everyone involved, and what is next.

Daniel Freund - dfreund@commoncensus.com  207-854-5454 X103 1974 Graduated State University of NY at Buffalo Magna Cum Laude with major in Political Science and Economics 1982 began career as salesman for Paul Revere Insurance company

• 1987 became Certified Financial Planner
• 1989 became Chartered Financial Consultant and Chartered Life Underwriter
• 1991 began Common Census while operating Netinsure Agency
• 1993 John Alexander, CIO for Unum becomes involved with Common Census
• 1999 Raised capital and expanded staff. Marketing of Common Census expanded from brokers to carriers
• 2003 Common Benefits is launched
• 2004 MOOSE (carrier versions of Common Census) launched
• 2005 multi-language self service launched
• 2006 Home Office Portal launched
• 2007 Home Office Portal case building launched

Session 4:  First Sale - How to Start the LTC Employer Conversation

Leading long-term care insurance sales professionals with hundreds of Multi-Life long-term care insurance sales explain the all-important keys to success. 

How to begin the conversation; what to say and effective ways to control the process to ensure plan success. 

Hear what these pros have learned along the way and what mistakes you'll want to avoid.

Session Moderator:  Scott Beck, Vice President, Distribution and Account Management, MetLife LTC, New York, NY
Panelists: David Hillelsohn, The Haslett Management Group, Inc., Reston, Virginia
Ed Jette Jr., EmPower Services, Inc.  Boston, MA

2:45 p.m. - 3:00 p.m. - Break

A Consultants Response To "The Suffering Index" - How Univers Workplace Solutions is responding to the needs of the unemployed and under employed By Jason B. Krouse, JD, Vice President Specialized Benefits, Univers Workplace Solutions

Learn how one of the most successful enrollment companies is providing specific product solutions to an underserved market niche.

Session 5:  How to Maximize Enrollment Success for Voluntary Programs

Selling the plan is less than half the challenge.  This session will focus on proven enrollment strategies to ensure maximum plan participation with voluntary groups. What are the pros & cons.  Hear the success stories from the Multi-Life sales professionals.

Session Moderator:  Scott Beck, Vice President, Distribution and Account Management, MetLife LTC, New York, NY
Panelists: David Hillelsohn, The Haslett Management Group, Inc., Reston, Virginia
Ed Jette Jr., EmPower Services, Inc.  Boston, MA
Bob Nardone, MedAmerica, Rochester, NY

The Building Blocks of a Successful Voluntary Benefit Delivery Strategy by Dan Robinson, President, Advanced Voluntary Concepts

• How does your client benefit from Voluntary Programs being offered?
• How do employees benefit?
• How to start & How to make it a success?
• Enrollment Methodologies

Voluntary Insurance Programs are recognized today as essential benefit offerings by small and large groups throughout the country. Today's broker and consultant know they want to start learning and offering these programs but aren't always sure where to start. From identifying the client needs, favorable industries to proper enrollment conditions....Let one of the leading voluntary consulting & enrollment firms in the United States teach you the "in's & out's" on how to start and be successful in the Voluntary Market.

Session 6:  Comparing Options:  True Group vs. MultiLife Long-Term Care Insurance Plans

Employers looking to offer LTC insurance have a choice; a true group policy or an individual policy offering multilife discounts and other incentives.  This is the session where two of the leading insurers explain the pros and cons of each approach.  Vital information before you make a recommendation. 

Session Moderator:  David Hillelsohn, The Haslett Management Group, Inc., Reston, Virginia
Panelists:
Christopher Matz, National Sales Director, Prudential LTC, Atlanta, GA
Scott Beck, Vice President, Distribution and Account Management, MetLife LTC, New York, NY

Christopher Matz National Director, Group Long Term Care Sales 290 West Mount Pleasant Avenue Livingston, NJ 07039 770-781-5460 christopher.matz@Prudential.com

Christopher is responsible for providing leadership and overall direction of the Prudential Group Long Term Care sales functions. Additionally, he brings product expertise and specialized support to our Group Insurance Sales personnel throughout the United States. He has extensive experience in a variety of leadership positions, including sales, marketing, underwriting, and customer service. Christopher brings 15 years of insurance experience to Prudential. Prior to joining our organization, Christopher was responsible for LTC sales for Aetna in the mid-Atlantic and Southeastern regions. He also worked in LTC operations at Aetna, including management of Account Management, Claims, and Sales Support. Past work experience also includes leadership roles at The Hartford, HealthNet, Colonial Medical Insurance Company, and Managed Care of America. At Managed Care of America, Christopher oversaw their Southeastern operations in Atlanta, GA that included underwriting, self-funded health plan claims administration, sales and marketing. As Vice President of Colonial Medical, Christopher had complete oversight of the group medical division of Colonial Insurance Group. During his tenure at Colonial Medical, he was instrumental in creating and developing domestic and international PPO arrangements. He was the Director of Client Administration and Contracts at The Hartford. In this capacity Christopher had management responsibility for the installation and policy production of group life and disability products in support of the sales operation nationwide. Christopher attended Allegheny College in Meadville, PA and now resides in Atlanta, GA with his wife and four children.

4:30 p.m. - 5:30 p.m. - Reception in Exhibit Hall

Track 3 - Affinity Marketing

Track 4 - Critical Illness Insurance - This special Critical Illness track is co-sponsored in conjunction with (NACII) The National Association for Critical Illness Insurance.

Multiple-Product Platforms by Jim Ouimet, Executive Vice President Sales, Marketing Software Solutions - Use a single database to connect carriers, banks and their distribution channels to customers. The system allows any mix of financial products and services to be packaged and offered to pre-defined groups, based on user profiles. This creates a gateway for the distribution of multiple products and services to the customer, at a lower cost than any other method.

Jim founded the  James Consulting Group, LLC, in 1995. He currently serves as Executive Vice President of U.S. Sales for FLEX Financial Software, Inc. 

Jim is an accomplished public speaker and has addressed many groups in the insurance and financial services industry. He has written numerous articles on insurance and has been published in a number of magazines including Benefits Marketing, Benefits Selling, Best’s Review, Broker World, Forbes, Employee Benefit Advisor, and Life Insurance Selling. He has also authored a book on the discipline of selling entitled The True Basics of Successful Selling. Jim is a graduate of Dominican College and received his MBA from the University of Notre Dame.

Critical Illness Insurance (CII) Basics - CII 101 by Jamie Leon, Regional Sales Manager, Business Sales Division, Assurity Life

This session will establish a solid foundation for understanding Critical Illness Insurance which is the first step toward success in sales. First , a general overview of CII is provided - definition , historical perspective , product design , and a market overview. Second , CII from a a producers perspective - why sell this product and how you can be successful selling it. Then , a discussion of the various markets and prospects for the product.

Union Endorsed Benefit Plans by Patrick Coughlan VP Amalgamated Life Insurance Co.

There are about 15.4 million union members in the U.S., 10.5 million of whom belong to unions affiliated with the AFL-CIO.

Pat will share some of the fundamental concepts his company has learned from serving unions and union members since 1943.

Patrick J. Coughlan   Born and raised in Philadelphia, he graduated from Father Judge High School and attended St. Joseph’s University. Pat joined Hotel Employees and Restaurant Employees Local 274 in 1982. In 1985, was appointed as an organizer. He rose through leadership and in 1994 became President. He became an International Vice President in 1996. In 2000, he was

appointed Regional Director for HEREIU.         Active in the Philadelphia AFL-CIO and PA AFL-CIO, he served both organizations as Vice-President. He was the Chair of the Comey Institute of Industrial Relations at St. Joseph’s University; a member of the Philadelphia Convention and Visitors Bureau; and, served as a Labor Advisory Member for State of Israel Bonds in Philadelphia. He co-hosted a weekly radio talk show, “Talking Unions” on WHAT 1340 in Philadelphia from 2002-2007. He was appointed Trustee to the HERE Local 274 Benefit Funds in 1988; the HEREIU Health Welfare and Pension Funds in 1997; Trustee of the Officers and Staff of Local Unions of HEREIU Pension Fund in 1998 and elected Chairman the following year; . Trustee on the CSX Hotel Pension Fund in 2001; and, in 2005 Trustee to the UNITE HERE Staff Pension Plan.  Since the merger of HEREIU and UNITE, Pat has been coordinating the merger of many HERE and UNITE pension funds into large national funds. He additionally works with the Health and Welfare Funds and Local Unions in an effort to provide better health benefits to members through National Funds of UNITE HERE.   Pat joined the staff of Amalgamated Life in 2005 as a Vice President. In addition to work with benefit funds, he oversees the Voluntary Workplace Benefit Department at Amalgamated.

Critical Illness Insurance and Long Term Care Insurance- A Packaged Sale by Dan Pisetsky, President, US Living Benefits & Jan Soppe, Director of Marketing and Operations, Strategic Health Management & Jan Soppe, FSA, MAAA, FLMI, Director of Marketing and Operations, Strategic Health Management Corporation

 Given the economic meltdown in 2008 and the current recession, Critical Illness Insurance and Long Term Care Insurance will play an even more important role in providing financial protection solutions for acute and chronic illnesses.  This session will provide an overview for each product; discuss their interrelationship, and suggest ways to sell them in the worksite, group, and individual distribution channels.

Daniel Pisetsky, PhD, is President of US Living Benefits, LLC (USLB).  USLB is a niche company formed to be a client resource focusing on Critical Illness (CI) and Long Term Care (LTC) insurance.  USLB provides a full range of services such as assisting carriers entering this market, as well as consulting with companies that are currently in the CI and LTC market.

USLB provides expertise in product development, pricing, marketing, sales training, and distribution. Dan is also President of Insurance Consultative Services, Inc (ICS), an agency that specializes in the sale of Critical Illness and Long Term Care products for Group, Worksite, and Individual distribution channels.  In addition, ICS also provides CI and LTC sales training and coaching. Dan is the founder of the National Association for Critical Illness Insurance (NACII), which serves “to forge an active and effective alliance among stakeholders in the Critical Illness Arena.”  He is a recognized authority and speaker on CI products and has written numerous articles on CI for a variety of publications. For additional information related to USLB or ICS, please contact Dan at:  (860) 434-7227 or Email: USLB@USLivingBenefits.com or ICS@USLivingBenefits.com. Jan Soppe, FSA, MAAA, FLMI, Director of Marketing and Operations,  Strategic Health Management Corporation  Jan Soppe has been with Strategic Health Management Corp, SHM, since 2005.  SHM is a consulting firm which has specialized in product and distribution development since 1986. Since joining the firm, Jan has helped with designing innovative product and pricing features and enhancing distribution results.  Current responsibilities include bringing new concepts and solutions to marketing organizations and insurers, for standalone products and combinations of life, annuity, long term care and critical illness programs.  Prior to joining SHM, Jan was President of the AEGON LTC Division since it was started in 1991.  This involved all aspects of the business, including product development, marketing, underwriting, claims, and all other management and administrative issues.  While at AEGON, Jan was involved with creating many innovative features in products.  These included married discount pricing, joint waiver benefit, survivorship benefit, variations of joint policies, cash benefits and flexible benefit modularized policies

11:00 a.m. - 11:15 a.m. - Break

Credit Unions & Associations by David L. Selman, President, Selman & Company - More than 70 million Americans belong to a credit union, and it is estimated that another 40 million people in the U.S. qualify for credit union membership according to current “field of membership” rules. There are currently more than 11,000 credit unions across the country. Selman & Company provides services to over: 350 Sponsoring Credit Unions, 500,000 Insureds, and 3,000,000 Members.

Association sponsorship of an insurance plan enhances an organization and provides immeasurable aid to its membership. Members will benefit from: Discounted group rates, Enhanced levels of benefits and Cost effective coverage designed with individual needs in mind. In addition, your organization may receive significant income through an insurance plan endorsement that drops right to the bottom line.

How CII differs from Cancer Insurance and other Similar Products" by Joe Wieser , Vice President of Marketing and, Trevor Garbers , Vice President of Sales Colorado Bankers Life Insurance Company

There are similarities between CII and Cancer Insurance  , but you need to understand the differences in order to successfully sell either or both. This session will explain it all to you.

12:00 Noon - 1:30 p.m. - Lunch in Exhibit Hall 2:00 p.m.

Premium Collection Solutions by Michael McCue, PayLogix

Gain a competitive edge with a complete, fully web-enabled consolidated customer information solution for worksite benefits management enabling secure and accurate premium collection, reconciliation, and multi-carrier delivery.

1:30 p.m. - 2:15 p.m. - Salon 2

CII as a complementary product with Disability Insurance by Steve Rowley Vice President - Underwriting GenRe Insurance

Become an agent of change by helping companies implement cost-intelligent strategies that help their employees become better managers of their personal health care, thus reducing costs.

The "Payroll" Companies Are Coming by Raymond DiDia, Managing Executive Partner, ABC Payroll - the giants of payroll encroached initially with workers' compensation and have more recently embraced benefits. One solution for agents is to bring in a cost-effective, commissionable payroll service.

Raymond A. DiDia, currently holds the position of Managing Executive Director, for ABC Payroll. Mr. DiDia's specific responsiblities center on Agent / Broker development for The Strategic Partners Program as well as overall responsibility for channel distribution development, direct sales development and technology partner integration.

Prior to starting ABC Payroll in 1996, Mr DiDia, held various positions within the Insurance, Employee Benefits and Risk Management fields. A Vietnam era veteran of the United States Air Force, Mr. DiDia served as a Loadmaster on C-141's from 1972 to until his Honorable Discharge in 1976.

Mr. DiDia's insurance career began as a V.P., Account Executive with Philadelphia Manufacturers, part of the Factory Mutual Group (now FM Global). Moving to the brokerage side of the business, Mr. DiDia, served as Director of Commercial Lines Operations for The Turner Group, a regional New Jersey based P&C and Employee Benefits firm. During his tenure with the Turner Group, Mr. DiDia, successfully developed a Risk Purchasing Group for The Hunts Point Produce Market, which later expanded nationally to include produce distribution facilities throughout the United States.

Mr. DiDia, also served as a VP with Sedgwick James, before leaving the brokerage arena to serve as Director of Risk Management and Emplotyee Benefits for an international contract packaging with 1,100 employees in the U.S. and Mexico.

After the company was purchased by Arm & Hammer, Mr. DiDia, held a position with Alexander & Alexander. During his tenure with A&A, Mr. DiDia, developed a Workers' Compensation captive for the largest privately held company in Canada. It was at this time that Mr. DiDia, in conjunction with a payroll company in Maine, worked to implement the first large scale application to integrate payroll processing with Workers' Compensation. Upon the sale of A&A to AON, Mr. DiDia, started ABC Payroll.
ABC Payroll, based in New Jersey, now provides payroll processing services to over 6,700 customers nationally. Mr. DiDia, developed the Strategic Partners Program, in response to the growth of insurance and employee benefits sales by national payroll companies such as ADP and Paychex. The Strategic Partners Program now has over 3,700 insurance professionals under contract. Mr. DiDia, reports that over 85% of all new business is now generated by insurance professionals in the program.
 

Melissa D. Tessier Melissa D. Tessier serves in the role of President and Chief Executive Officer of Peigo with over 18 years of experience in the insurance industry.  Ms. Tessier earned her Bachelor’s degree in Accounting from Amber University in 1995 and her MBA from the University of Connecticut in May, 2008.

Ms. Tessier has been a Certified Public Accountant since 1996. Ms. Tessier has spent her career with major insurance carriers such as CIGNA and United Healthcare before launching Peigo, LLC in March of 2008.  At CIGNA Ms. Tessier was a member of the Financial Development Program (FDP).  The FDP is a leadership development program which identifies financial leadership talent and provides them with extensive experience through rotational roles in key areas of the company.  Ms. Tessier served several roles in the Healthcare and Investment divisions of CIGNA as a member of the FDP.  At United Healthcare, Ms. Tessier was a Sales Executive with primary responsibility for customer relationships and sales activity for companies like AT&T, Wal-Mart, Washington Mutual, Honeywell, Raytheon, Pitney Bowes, and others.  Under Ms. Tessier’s leadership, her Account Management Team was twice recognized as a “Supplier of the Year” by AT&T in the Wall Street Journal for their partnership with AT&T.   Melissa won numerous sales awards and was also elected by her peers to the Meridian Council for sales leadership.    Ms. Tessier is a licensed insurance agent in Texas and California.

"Ask the Experts" By Dave Paveletich, President, Sound Insurance Pratices. LLC

Description : - "This interactive session invites attendees to raise any questions or seek clarification to some of the key issues presented at the conference"

Four Steps to Cross-Selling Voluntary By Nelson L. Griswold - One of the most least-understood aspects of voluntary benefits is just how valuable voluntary benefits and, especially, a VB enrollment can be to HR. Most producers just don’t realize that the associated services, not the voluntary benefits themselves, are the key to selling the employer on a VB offering. This is powerful knowledge that can transform cross-selling failure into cross-selling success.

Nelson L. Griswold Bio After serving as senior vice president for a national enrollment firm, Nelson Griswold now heads Cross-Sell Solutions, Inc., to provide employee benefits brokers and producers with the key to cross-selling that grows their income by creating new revenue streams from existing clients and increases client retention.

A top sales producer, Nelson is a recognized authority on cross-selling voluntary benefits. His work has been featured in leading industry publications including Benefits Selling, Employee Benefit Adviser and Best Practices in Compensation & Benefits.

Mini-Medial / Limited Benefit Medical Plans & Critical Illness Plans @ The Workplace By Robert S. Shestack, CES, Trion National Practice Leader, Workplace Benefits and Jimmy Hersman, VP of Consumer Healthcare Services, H&G Benefits

Mini-Medial / Limited Benefit Medical Plans & Critical Illness each have their compelling stories and benefits, but when you combine them into a single offering, you really have a powerful message.

These two industry leaders will share the tremendous success they are having in today's marketplace with this innovative and timely grouping.

4:00 p.m. - 5:00 p.m. - Reception in Exhibit Hall
Door Prizes announced in Exhibit Hall at 4:45 p.m.  Exhibit Hall closes at 5:00 p.m.

Payroll Deduction Auto & Home - Carrier Presentations: Invited carriers include:

• Liberty Mutual - Christopher A. Capone, Managing Director, Affinity Marketing , Liberty Mutual Group
• Travelers -Don Paumier, Travelers Insurance

Workshop- Auto & Home @ The Workplace - Learn how to implement a "turn-key" auto & homeowners solution for your employer accounts. This could generate a substantial ever-increasing revenue stream for your agency and other than the initial approval, the enrollment and case management is completely outsourced to billion-dollar companies that understand this market. The largest carriers in this market will each present an overview of their products and enrollment solutions. Each company will have 20 minutes to talk about their own products, services, and approaches to the payroll deduction auto and home marketplace discussing issues such as competitiveness, group sizes underwritten and underwriting in general, commissions, enrollment and the P&C licensing challenges. etc.

Payroll Deduction Auto & Home - Producer Presentation by David Arthur, Worksite Benefits Regional Practice Leader, HRH will discuss his payroll deduction auto and home marketplace experiences and operations.

David E. Arthur Worksite Benefits Regional Practice Leader  Dave had joined HRH with 30 years of insurance background.  For the last 9 years he has specialized in helping corporate clients develop and implement a platform of Voluntary Benefits.  These benefits, employer-sponsored and paid by the employees, are designed to assist employees in balancing work and family obligations and help the employer attract and retain quality employees.  Dave is experienced in assisting companies to determine which benefits to offer as well as evaluating eligible vendors.

These benefits are primarily provided through payroll deduction.  Voluntary benefits also involve working with the employer to develop communication and enrollment strategies, including the use of one-on-one enrollments and call center technology.  Since his concentration in this arena he has coordinated the enrollment of more than 50,000 employees.  Current emphasis includes the proper use of Long Term Care Planning at the worksite. 

Prior to entering the insurance industry, Dave began his career as a teacher.  After 5 years in education he worked as a marketing Representative for the Royal Globe Insurance Company and St. Paul Insurance Companies.  He then spent 14 years as a broker servicing a variety of corporate clients specializing in all aspects of commercial property and casualty coverages.  During this time he developed and managed Franchise & Association programs sold by over 80 brokers in the New York area.  He was responsible for the formation of a Rent-a-Captive for the hospitality industry, as well as specializing in environmental insurance.  He has successfully implemented programs for Retail, Public entity and High Technology employers.

 Dave is a cum laude graduate of East Stroudsburg State College.  He was a member of the varsity soccer and tennis teams and active in the Speech and Drama Departments.  He has been active in his church as a lector and religious education teacher.  He a member of the Kiwanis Club of Madison and, this May will start a three year term as a member of the Board of Education in Madison.  Dave is married with two children.  His wife teaches special education at the ECLC School of NJ in Chatham. 

• Liberty Mutual - Christopher A. Capone, Managing Director, Affinity Marketing , Liberty Mutual Group
• Travelers -Don Paumier, Travelers Insurance 
• David E. Arthur, Worksite Benefits, Regional Practice Leader 

Panel Q&A

Benefit Brokers, Is there a P&C benefit gap at the workplace?

What if your employer and employee clients wanted to buy their auto and homeowners policies at the workplace through the convenience of payroll deduction?

What if your clients’ commercial brokers have never brought up the concept of helping employees with a payroll deduction auto and homeowners option, leaving the option open for you to capitalize on?

What if affinity groups loved this idea? (There is proof that they do).

What if the carriers that specialized in this area could easily walk you through the process of obtaining your P&C license?

What if you could meet with all the workplace P&C leading companies at one time and also hear experts discuss strategic marketing plans for putting these plans into practice.

What if the turnover on these types of plan were extremely low guaranteeing your relationship as one of the employer’s insurance advisors?

What if the enrollments were completely turn-key and handled by the carriers personnel?

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