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Happy Producers, Happy Customers

Historically, managing and paying producers has been an afterthought. But the topic now has to be addressed.

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Producer management and compensation is an essential downstream process and a critical component of the insurance value chain. It is in place before a policy is even sold and extends all the way into billing and claims. It occupies a unique place in insurance organizations, connecting data, processes and people in distribution, marketing, actuarial, operations, finance, servicing and even human resources. To attract and retain producers and encourage more sales, insurers must: --Meet evolving producer expectations to increase the ease of doing business and service them in an on-demand, omni-channel manner. --Design attractive and flexible compensation plans, administer them accurately and ensure timely payments via preferred modes. Historically, transforming this integral function hasn’t been top of mind at insurance companies. However, producer management and compensation transformation has recently become a hot topic. In this two-part blog series, we’ll lay out the current landscape and share what we’ve seen in successful transformations. See also: 5 Rules for Hiring Quality Producers   First and foremost, transformation is all about what matters to you most and where you, as an insurance leader, want to create the biggest impact for the function and the producers you serve. Contrary to popular belief, not all transformations require platform replacements; in fact, many can be surgical enhancements to your current state (e.g., service-focused operating model improvements and enhancement of distribution capabilities for the field through digital portals). However, there exist key business drivers that can significantly affect your business and help anchor these efforts. These drivers, which we list below, answer the fundamental question, “Why transform?” and can help you make the case for change:
  • Service-oriented operating model, to deliver differentiated experiences and effectively manage demand via a producer-focused, service-centric operating model.
  • Producer self-service, to increase access, transparency and visibility through a service-centric platform with producer portals that enable easy viewing and generation of reports and statements.
  • Optimized operational efficiency, to create efficiencies throughout the organization and provide flexibility to administer and manage compensation.
  • Increased process automation, to provide operational efficiency and accuracy with centralized automated processing and administration.
  • Data-driven decision making, to provide insights that can generate greater productivity from producers and operational teams, as well as explore analytic endeavors like incentive analytics and penetration models.
See also: Key to Digitizing Customer Experience   If these drivers resonate, then you know the “Why?” Your next question is likely, “How?” This is where most insurers are tempted to issue an RFP, start a vendor bake-off, mobilize teams and start implementing. However, as we address in the next post, there are key considerations before starting this journey that will help you create an overall vision, establish guiding principles and provide a framework to stay true to your business drivers and transformation goals.

Brad Denning

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Brad Denning

Brad Denning is a partner with PwC’s Financial Services Advisory practice, combining more than 20 years of industry and consulting experience. Denning is PwC’s partner sponsor for our producer management and compensation practice.

A Road Map for Health Insurance

With "repeal and replace" looking less and less likely for Obamacare, here is a long list of ways it can be repaired and improved.

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Welcome to this special edition that will look at some simple solutions to the myriad of issues facing health insurance, Medicare, Medicaid and long-term care insurance, as well as the high cost of health expenses in retirement. Please note that the concepts that follow do simplify very detailed areas and as such are not complete solutions; rather, this article is to point out some ideas to consider that take what currently exists and improve upon it. With full repeal of the Affordable Care Act less likely, the big question is the extent of the "repairs" that will happen. Quite a change from earlier in the year. It may be that more people have realized that the Affordable Care Act IS Obamacare and that they have insurance through Obamacare (a nickname for the ACA). It is clear that there are so many moving parts to how the question of paying a medical (or related) bill is broken down by a wide variety of insurance programs. Finding a solution is challenging because there is a conflict between costs, access to care and quality of care. It is not possible to have it all; trade-offs do need to be made. The Insurance Bill of Rights provides guidance on setting up a successful road map covering areas of disclosure, clarity and removing complexity. And, in a time of incredible advances, technology can and should be part of the solution. Complex issues have to be addressed on a step-by-step basis, so let’s start with the desired outcomes, then look at where we are, the simplest solution and what will make this plan work. To make this happen is going to require compromises, common sense and dealing with reality. There is no perfect plan, but it is entirely feasible to have a plan that addresses the above criteria for almost every American in ways that will not cost significant amounts of money. What is the current health insurance breakdown? The Affordable Care Act is an incredible achievement, but it still leaves consumers with a complex mix of health insurance plans including: individual health insurance, small business health options program (SHOP), employer/group health insurance, Medicare, Medicaid, CHIP, VA insurance and other smaller plans. Any person can obtain health insurance regardless of pre-existing medical conditions. The nonpartisan Kaiser Family Foundation estimates that 27% of adults under age 65 have health conditions that would likely leave them uninsurable under practices that existed before the healthcare overhaul. The most recent Health Insurance breakdown by U.S. total population in 2015 was by: employer, 49%; non-group, 7%; Medicaid, 20%; Medicare, 14%; other public, 2%; uninsured, 9%. Sources: Kaiser Family Foundation estimates based on the Census Bureau's March 2014, March 2015 and March 2016 Current Population Survey (CPS: Annual Social and Economic Supplements). What is required to make this or any other health insurance solution work? The basic principles of risk management must be applied: In Warren Buffett’s annual letter, he summarized: "At bottom, a sound insurance operation needs to adhere to four disciplines. It must (a) understand all exposures that might cause a policy to incur losses; (b) conservatively assess the likelihood of any exposure actually causing a loss and the probable cost if it does; (c) set a premium that, on average, will deliver a profit after both prospective loss costs and operating expenses are covered; and (d) be willing to walk away if the appropriate premium can’t be obtained." What is the simplest solution? We must start with a baseline of easy-to-understand, cohesive and coherent health insurance for all Americans. Then the next step is simplifying and standardizing all of the different types of health insurance out there. This means eliminating all of the varied programs and plans that are redundant both in terms of coverage and oversight while making the rules simple. If this sounds like Medicare, then we’ve come to the same conclusion. Medicare expansion is the best outcome, as it takes the largest existing U.S. health insurance program and updates it for expanded capacity and today’s reality. What follows are factors that would affect how this could be done. Why reinvent the wheel. Yes, Medicare is not perfect, but it gets the job done and has a long history. See also: Key Misconceptions on Health Insurance   Everyone moves to Medicare sooner or later At some point, all Americans have to move to Medicare from whatever plan they currently have. There are rules about when Medicare has to be applied for that can have a permanent impact on Medicare premiums. Depending on the current health insurance plan, many Americans have to choose new physicians and learn how to use their Medicare plan. And we already have a plan used by 44 million Americans (15% of the population). Enrollment is expected to rise to 79 million by 2030. And currently only one in 10 beneficiaries rely solely on the Medicare program for healthcare coverage. This shows that there is still an important role for insurance companies and that Medicare is a base rather than a complete solution. Here’s how it could work:
  • Medicare Part A Expansion for everyone at no cost. Medicare Part A is free for most Americans already. This would include basic emergency health care services (hospitalization) at no cost to cover all. This includes: hospital care, skilled nursing facility care, nursing home care, hospice and home health services. Medicare Part A is free. Emergency healthcare for all has existed in the U.S. for more than 20 years, through the Emergency Medical Treatment and Labor Act of 1995. Under this act, all hospitals are required to treat individuals in need of emergency care regardless of their insurance. If someone is uninsured, they will go to a hospital, and the hospital will treat them. So, very basic healthcare is already provided to all. What is not provided to all is the means to pay for the healthcare. Research finds that each additional uninsured person costs local hospitals $900 per year. Hospitals are therefore acting as "insurers' of last resort. Hospitals do receive some compensation through Disproportionate Share Hospital (DSH) payments, which are owed under federal law, to any qualified hospital that serves a large number of Medicaid and uninsured patients. However, these payments are not enough to cover hospital costs. It is estimated that hospitals absorb about 2/3 of the cost for this uncompensated care. Therefore, because this minimum level of care is mandated by federal law, then this minimum level of care should be included under a baseline expanded Medicare plan. The care is already being provided, but it's not fully funded.
  • Medicare Part B revision: Match the benefits offered by Medicare Part B preventative (outpatient services) with the essential benefits offered by Medicare Part B. This solves the issue of areas where there are minimal or no choices of insurance for consumers. If insurance companies withdraw, consumers could purchase Part B from Medicare to cover essential benefits. Most of Medicare’s preventive services are available to all Part B beneficiaries for free, with no co-pays or deductibles, as long as you meet basic eligibility standards. These are services not covered by Part A: Mammograms; colonoscopies; shots against flu, pneumonia, and hepatitis B; screenings for diabetes, depression, and heart conditions; and counseling to combat obesity, alcohol abuse and smoking are just some of Medicare’s lengthy list of covered services. (to get these services for free, you need to go to a doctor who accepts Medicare “on assignment,” which means he or she has agreed to accept the Medicare-approved rate as full payment. If you have Medicare Advantage, your plans are also required to cover the same free preventive service). The ACA requires plans to provide these essential health benefits: outpatient care, trips to the emergency room, treatment in the hospital for inpatient care, care before and after your baby is born, mental health and substance use disorder services (including behavioral health treatment, counseling and psychotherapy), prescription drugs, services and devices to help you recover if you are injured, or have a disability or chronic condition, lab tests, preventive services including counseling, screenings, and vaccines to keep you healthy and care for managing a chronic disease and pediatric services. This includes dental care and vision care for kids. Therefore, the main substantive changes would be moving emergency room care to Part A, adding pediatric care to part B and adding prescription drugs to Part D.
  • Medicare Part C (Medicare Advantage Expansion): This allows consumers the choice of having a private health insurance company for Parts A & B along with the optional Part D. It gives private insurers a chance to use Medicare Part A and Part B subsidies to provide an alternative to traditional Medicare coverage. It may provide additional coverage, such as vision, hearing, dental and even health and wellness programs.
  • Medicare Part D expansion: Including current ACA and other health insurance plan participants in Part D would allow them to continue to have prescription medications. It would also allow for coverage of certain over-the-counter medications as currently covered by Medicare. Covering these OTC medications is important as medications oftentimes go from being prescription to being OTC and are still necessary for healthcare consumers.
  • Medigap Supplement Expansion: This would allow consumers access to the current range and possibly new versions of coverage to supplement Parts A, B & D (replacing the ACA metal tiers).
  • Add Medicare Part LTC: Offer a standard long-term-care insurance policy backed by the federal government.
Additional options and coverages can be provided through insurance companies, as they currently do for Medigap insurance supplements and Medicare Advantage. This provides choice and flexibility to consumers. Yes, this would grow Medicare significantly. However, this would streamline the administration services provided by the Department of Health and Human Services, which oversees the Center of Medicare Services. Fewer programs to administrate means increased efficiency and lower costs if done properly. Will there be any underwriting? Medicare does not require underwriting. Expansion would allow for the continuation of guaranteed access for those with pre-existing conditions with no evidence of insurability. Wait, isn’t Medicare going bankrupt? Before, we move on to potential funding for a basic Medicare Type A plan available to all, let's be clear: Medicare is not going to go bankrupt. This is a common fallacy. The 2016 report of Medicare’s trustees finds that Medicare’s Hospital Insurance (HI) trust fund will remain solvent — that is, able to pay 100% of the costs of the hospital insurance coverage that Medicare provides — through 2028. Even in 2028, when the HI trust fund is projected for exhaustion, incoming payroll taxes and other revenue will still be sufficient to pay 87% of Medicare hospital insurance costs. The share of costs covered by dedicated revenues will decline slowly to 79% in 2040 and then rise gradually to 86% in 2090. This shortfall will need to be closed through raising revenues, slowing the growth in costs or most likely both. But the Medicare hospital insurance program will not run out of all financial resources and cease to operate after 2028, as the “bankruptcy” term may suggest. The 2028 date does not apply to Medicare coverage for physician and outpatient costs or to the Medicare prescription drug benefit; these parts of Medicare do not face insolvency and cannot run short of funds. These parts of Medicare are financed through the program’s Supplementary Medical Insurance (SMI) trust fund, which consists of two separate accounts — one for Medicare Part B, which pays for physician and other outpatient health services, and one for Part D, which pays for outpatient prescription drugs. Premiums for Part B and Part D are set each year at levels that cover about 25% of costs; general revenues pay the remaining 75% of costs. The trustees’ report does not project that these parts of Medicare will become insolvent at any point — because they can’t. The SMI trust fund always has sufficient financing to cover Part B and Part D costs, because the beneficiary premiums and general revenue contributions are specifically set at levels to ensure this is the case. Read more about why Medicare is not "bankrupt." Is the Affordable Care Act really affordable? The U.S. uses a lot of healthcare. Expenditures were projected to reach $3.2 trillion (yes, trillion) in 2015 - or about $10,000 per person (Centers for Medicare & Medicaid Services, 2015). That’s a lot to pay for and more than most Americans can pay each year. Whether it can be paid for or not, the cost still remains. Here’s how each dollar is spent: Prescription drugs - 22.1 cents, Physician services - 22.0 cents, Outpatient services - 19.8 cents, Inpatient services - 15.8 cents, Operating costs - 17.8 cents and Net Margin - 2.7 cents. In a recent study, HealthPocket found that the percentage of monthly income needed to pay the average unsubsidized ACA premium can present considerable financial challenges to older adults. For example, when examining an individual who makes $48,000 annually (just above the $47,520 cut-off for individual premium subsidy eligibility in 2017) 60-year-olds would need to spend 22% of their income to afford the average silver plan premium while 30-year-olds would only need to spend 9%. Average cost for an average annual worker and employer contributions for single and family (Kaiser Family Foundation): Single coverage, all firms: total $6,445 (employer share, $5,306; employee share, $1,129). Family Coverage: total $18,142 (employer share: $12,865, employee share: $5,277). In 2017, the maximum allowable cost-sharing (including out-of-pocket costs for deductibles, co-payments and co-insurance) is $7,150 for self-only coverage and $14,300 for families. Most marketplace consumers have affordable options. More than 7 in 10 (72%) of current enrollees can find a plan for $75 or less in premiums per month, after applicable tax credits in 2017. Nearly 8 in 10 (77%) can find a plan for $100 or less in premiums per month, after applicable tax credits in 2017. Two recent Kaiser Health Tracking Polls looked at Americans' current experience with and worries about healthcare costs, including their ability to afford premiums and deductibles. For the most part, the majority of the public does not have difficulty paying for care, but significant minorities do, and even more worry about their ability to afford care in the future. Four in ten (43%) adults with health insurance say they have difficulty affording their deductible, and roughly a third say they have trouble affording their premiums and other cost sharing; all shares have increased since 2015. Among people with health insurance, one in five (20%) working-age Americans report having problems paying medical bills in the past year that often cause serious financial challenges and changes in employment and lifestyle. Even for those who may not have had difficulty affording care or paying medical bills, there is still a widespread worry about being able to afford needed healthcare services, with half of the public expressing worry about this. Healthcare-related worries and problems paying for care are particularly prevalent among the uninsured, individuals with lower incomes and those in poorer health. Women and members of racial minority groups are also more likely than their peers to report these issues. Making health insurance affordable again Medicare Part A is currently available with no premium if you or your spouses paid Medicare taxes. Medicare Part A can continue to be offered for free to those who pay taxes and for those who qualify for Medicaid. Medicare Part B premiums are subsidized with the government paying a substantial portion (about 75%) of the Part B premium, and the beneficiary paying the remaining 25%. Premiums are subsidized, with the gross total monthly premium being $134. This amount is reduced to $109 on average for those on Social Security. Depending on your income, the premium can increase to $428.60 monthly. View information on Part B premiums here. Medicare prescription drug coverage helps pay for your prescription drugs. For most beneficiaries, the government pays a major portion of the total costs for this coverage, and the beneficiary pays the rest. Prescription drug plan costs vary depending on the plan, as does whether you get extra help with your portion of the Medicare prescription drug coverage costs. Higher earners pay more. Beneficiaries enrolled in Medicare Advantage typically pay monthly premiums for additional benefits covered by their plan, in addition to the Part B premium. Kaiser Family Foundation figures. How is Medicare financed? Medicare Part A is financed primarily through a 2.9% tax on earnings paid by employers and employees (1.45% each) (accounting for 88% of Part A revenue). Higher-income taxpayers (more than $200,000/individual and $250,000/couple) pay a higher payroll tax on earnings (2.35%). To pay for Part A, taxes will need to go up, but the trade-off is that premiums for the supplemental coverage will be less because it covers less - net impact to the consumer is zero. Medicare Part B is financed through general revenues (73%), beneficiary premiums (25%), and interest and other sources (2%). Beneficiaries with annual incomes over $85,000/individual or $170,000/couple pay a higher, income-related Part B premium, ranging from 35% to 80%. The ACA froze the income thresholds through 2019, and, beginning in 2020, the income thresholds will once again be indexed to inflation, based on their levels in 2019 (a provision in the Medicare Access and CHIP Reauthorization Act of 2015). As a result, the number and share of beneficiaries paying income-related premiums will increase as the number of people on Medicare continues to grow in future years and as their incomes rise. Premiums would be less than under current individual insurance plans because certain essential benefits would be covered by the expanded Medicare Part A. Medicare Part D is financed by general revenues (77%), beneficiary premiums (14%) and state payments for dually eligible beneficiaries (10%). As with Part B, higher-income enrollees pay a larger share of the cost of Part D coverage. Medicare Part C (The Medicare Advantage program) is not separately financed. Medicare Advantage plans such as HMOs and PPOs cover all Part A, Part B and (typically) Part D benefits. Beneficiaries enrolled in Medicare Advantage plans typically pay monthly premiums for additional benefits covered by their plan in addition to the Part B premium. From Kaiser Foundation: The Facts on Medicare Spending and financing worksheet. The public need for increased plan choice and market stability Health insurance exchanges haven’t worked so far. Currently, there are only 12 state-based marketplaces; five state-based marketplace-federal platforms, six state-partnership marketplaces; and 28 federally facilitated marketplaces. A list of State Health Insurance Marketplace types can be be found on the Kaiser Family Foundation website. The Congressional Budget Office said that although the ACA’s markets are “stable in most areas,” about 42% of those buying coverage on Obamacare’s exchanges had just one or two insurers to pick from for this year. Currently, one in three counties has just one insurer in the local market, significantly less choice than the one in 14 counted last year, according to the nonpartisan Kaiser Family Foundation. And five states have a single insurer: Alabama, Alaska, Oklahoma, South Carolina and Wyoming. Moving to a Medicare-based system would mean that, if an insurance company decides to leave a county or state, the residents still have access to health insurance. There are parts of Tennessee where there may not be any exchange insurance options for 2018. And Oklahoma’s insurance regulator warned last week that his state’s lone carrier may quit the market. With issues facing the Affordable Care Act on subsidies, Medicaid expansion and other potential changes, consumers may end up with few choices as insurance companies decide to not participate in the exchanges in the future. Humana has announced that it will drop out of the 11 states where it offers ACA plans. Other major insurance companies, including Anthem, Aetna and Molina Healthcare, have warned that they can’t commit to participating in the ACA exchanges in 2018. Medi-gap supplements and Medicare Advantage will boost choice. Medicare Advantage has proven to be popular, and enrollment is expected to increase to all-time high of 18.5 million Medicare beneficiaries. In 2017, this will represent about 32% of Medicare beneficiaries. Typical Medicare Advantage plan providers offer managed care plans. Access to the Medicare Advantage program remains nearly universal, with 99% of Medicare beneficiaries having access to a health plan in their area. Access to supplemental benefits, such as dental and vision benefits, continues to grow. More than 94% of Medicare beneficiaries have access to a $0 premium Medicare Advantage plan. 100% of Medicare beneficiaries – including Medicare Advantage enrollees – have access to recommended Medicare-covered preventive services at zero cost sharing. Consumers have access to information to improve plan choice. Medicare beneficiaries are allowed a one-time opportunity to switch to a five-star Medicare Advantage plan or prescription drug plan in their area any time during the year. Medicare has a low-performing icon on Medicare.gov so beneficiaries know which plans are not performing well. Medicare Advantage plan sponsors are also required spend at least 85% of premiums on quality and care delivery and not on overhead, profit or administrative costs. According to a recent fact sheet from CMS.gov, Moving Medicare Advantage and Part D Forward: Some counties have low Medicare Advantage penetration rates because the number of hospitals and doctors is too low for use of a managed care network to make much sense. This mirrors some of the reasons why there are few marketplace options in certain counties and state and is exactly why there needs to be a plan available through the federal government, as with the current Medicare Parts B & D. When retirees are unhappy with Medicare Advantage plan provider directories, they typically combine traditional Medicare coverage with Medicare supplement insurance, or Medigap coverage. Retirees using Medigap coverage with traditional Medicare can use any provider that takes Medicare. Consumers are better able to control their Medicare Advantage Plan (Part C) premiums by choosing a plan without a monthly premium, having a plan that pays part of Medicare Part B, having a deductible, choosing a copayment (coinsurance) amount, choosing the type of health services, setting their limit on annual out-of-pocket expenses and choosing whether they go to a doctor or other medical service supplier who accepts assignment (from Medicare). Balancing the risk pool The risk pool must be sufficiently large to take advantage of the law of big numbers. Insurance companies reflect healthcare costs, and their mission is to spread the risk and be balanced. If the risk pool is unbalanced by covering too many sick people and not enough healthy people, the insurance company will have higher claims and will need to collect higher premiums. When this happens, healthier individuals are usually the first to drop coverage, which they feel is not needed, which leaves a growing proportion of “less healthy” individuals. At some point, the imbalance becomes unsustainable, and the carriers exit the market entirely. The only reason healthy people buy health insurance is that they know that if they wait until they get really sick no insurance company will sell them a policy. The same principle holds true for all insurance products. You can’t buy auto insurance after you get into an accident. You can’t buy life insurance at a reasonable cost after your doctor has given you six months to live. The fact that your car is already wrecked, or your arteries already clogged, are pre-existing conditions that no insurance company would be expected to ignore. Allowing voters the low-cost option to buy health insurance after they actually need it is very popular. It’s like promising motorists they can stop paying their monthly auto insurance premium and just buy a policy after they have an accident. If the government were to require this, all auto insurance companies would quickly go out of business (unless they were bailed out by the government). Contrary to belief, younger people (millennials) do want want health insurance and consider it a top life priority, according to a study from research firm Benson Strategy Group. Eighty-six percent of millennials are insured, and 85% said it is "absolutely essential" or "very important" to have coverage, according to the survey. Researchers said most millennials get their insurance through an employer (39%) or Medicaid (20%). Shifting work force and ending the current group health insurance market The U.S. work force is shifting, with fewer Americans working at large employers and being covered by group health insurance. Americans are moving more to being “gig” employees, freelancers/consultants, part-time employees, job movement, cash employees and seasonal employees and continuing to start businesses. For employers, counting employees for purposes of ACA compliance seems to be an expensive nightmare. The size of your employer is a major factor on if health insurance is offered: 96% of firms with 100 or more employees offered health insurance, 89% of employers between 50 and 99 employees offer health insurance, while 53% of employees with three to 49 workers offered health insurance; the average is 56% of employers offering coverage. So unless you work at a big firm, you can't count on health insurance anyway. And dependent on the size of the firm, there is no guarantee that it will offer coverage to spouses, dependents or domestic partners. Even those with group health insurance received less value than historically. According to a recent LinkedIn study (2/2017), a total of 63% of respondents indicated that their healthcare benefits were either more expensive or stingier than in the previous year, and 40% saw both an increase in premium costs as well as higher out-of-pocket copays and deductibles when they used their health plans. In a survey (2/2017), nearly one in five LinkedIn members in the U.S. (or 19%) indicated that health insurance has been their primary reason for taking, leaving or keeping a job. If health insurance is available as proposed through individual, portable insurance plans, there will no longer be employer health insurance programs. Excluding premiums from taxes was worth about $250 billion in forgone tax revenue in 2013, according to the Congressional Budget Office. Some health economists have argued that the exemption artificially drives up health spending. Employer-provided health benefits, often worth thousands of dollars a year, aren’t taxed as wages are. People who have to buy coverage on their own don’t enjoy the same tax advantage. Currently, employers do offer supplemental benefits to their employees that they often pay at least part of the premium. See also: Walmart’s Approach to Health Insurance Eliminate health insurance age bands Medicare premiums do not increase with age. Medicare premiums do increase based on income. If someone age 85 is not paying more than someone age 65, why should someone age 50 pay more than someone age 35? Why should a basic health insurance plan work any differently? Yes, healthcare costs increase with age. Per-person healthcare spending for the 65 and older population was $18,988 in 2012, more than five times higher than spending per child ($3,552) and approximately three times the spending per working-age person ($6,632). From NHE Fact Sheet (Centers for Medicare and Medicaid Spending) Health insurance is currently priced by age bands starting at age 21. Thirty-year-olds have premiums that are 1.135 times more; 40-year- olds pay 1.3 times more; 50-year-olds pay 1.786 more, and 65-year-olds pay 3 times the cost listed. Based on a study by Value Penguin on the Average Cost of Health Insurance (2016). Private insurance companies are required to offer the same benefits for each lettered Medicare supplement plan, and they do have the ability to charge higher premiums for this coverage. Medicare Supplement Pricing does allow for community-based pricing. And they also do have attained-age-rates where premiums increase as you get older. However, the issue-rated plans have premiums that are lower based on the age which you enroll. Higher premiums for higher earners Medicare does require higher-income beneficiaries to pay a larger percentage of the total cost of Part B based on the income you report to the Internal Revenue Service (IRS). Monthly Part B premiums are equal to 35, 50, 65, or 80 percent of the total cost, depending on what is reported to the IRS. This in keeping with the current progressive tax system (or at least the planned theory of a progressive tax system). A big Medicare impact from the ACA came via financial improvements it put in place to help the program. It raised a bunch of taxes, including requiring high-income wage earners to pay higher Medicare payroll taxes and stiff premium surcharges for Medicare Part B and D premiums. Health providers and Medicare Advantage insurance plans were also willing to accept lower payment levels from Medicare in exchange for the law’s provisions that would expand their access to more insurance customers. The individual mandate is not working Besides being unpopular, the individual mandate is not working. The economics of the ACA are not sound for the long term as there is no balanced offset between how insurance companies typically operate from charging high-risk consumers more than low-risk consumers and providing coverage to all. A planned offset was the penalties on those who didn’t participate. The Supreme Court recognized this as a flaw and Justice Roberts argued that the relative lightness of the penalties was insufficient to compel anyone to buy insurance and, as a result, he considered them to be a “tax” that could be voluntarily avoided rather than a coercive penalty to force commercial activity. The individual mandate requires nearly all Americans to have health insurance coverage. The individual mandate is an important as it met the critical issue of insurance companies guarding against anti-selection; having health people wait until they need health insurance to sign up. This was meant to be an incentive, however, it is a penalty. The full penalty for 2016 was $695 per person, $347.50 for each child, up to a maximum of $2,085 -- or 2.5% of your household income, whichever is higher. It won’t ever work as it’s currently set up since the IRS isn't allowed to collect this penalty the same way it collects on other tax debts. The IRS can deduct penalties you owe from future tax refunds, however, they cannot garnish wages. The IRS last month quietly reversed a decision to reject tax returns that fail to indicate whether filers had health insurance, received an exemption or paid the penalty. While this has always been key to enforcing the individual mandate, the IRS had been processing returns without this information under the Obama administration. The IRS attributed the reversal to Trump's executive order that directed agencies to reduce the potential financial burden on Americans. There are some who feel that since the IRS will accept a tax return without the penalty, that it can be skipped. The IRS has stated that: "Legislative provisions of the ACA law are still in force until changed by the Congress, and taxpayers remain required to follow the law and pay what they may owe,". The agency added that "taxpayers may receive follow-up questions and correspondence at a future date.” This uncertainty and lack of uniformity is not positive for anyone. And you catch more flies with honey than vinegar. Therefore boosting the benefits is going to work better than a straight out penalty. For insurers, figuring out how to prod younger, healthier Americans to sign up for coverage is critical. As covered elsewhere in this article, there are other, potentially more effective ways to accomplish this. Having a base plan like Medicare will shift some burden directly onto the U.S. Government. Increasing the burden on the U.S. government and the NFIP Yes, it’s going to take a lot of planning and conservative assumptions and could be set up along similar lines as the National Flood Insurance Plan (NFIP) created in 1968 by Congress to help provide a means for property owners to financially protect themselves. NFIP is administered by the Federal Emergency Management Agency (FEMA), which works closely with more than 80 private insurance companies to offer flood insurance to homeowners, renters, and business owners. In order to qualify for flood insurance, the home or business must be in a community that has joined the NFIP and agreed to enforce sound floodplain management standards. Coverage can be purchased through private property and casualty insurance agents. Rates are set nationally and do not differ from company to company or agent to agent. These rates depend on many factors, which include the date and type of construction of your home, along with your building's level of risk. Check out the National Flood Insurance Plan overview. Read answers to common questions about NFIP. There are issues with the NFIP and it is scheduled for reform. The solution to this is to have flexible pricing for private insurance companies such as with Medicare Supplements and Medicare Advantage. Revise tax credits Providing tax credits helps low- and moderate-income patients afford health insurance. Premium tax credits protect consumers from rate increases. Marketplace tax credits adjust to match changes in each consumer’s benchmark silver plan premium. Additional consumers are eligible for tax credits. As Marketplace tax credits adjust to match increases in benchmark premiums, some consumers in areas that had low benchmark premiums in 2016 may be newly eligible for tax credits in 2017. Of the nearly 1.3 million HealthCare.gov consumers who did not receive tax credits in 2016, 22 percent have benchmark premiums and incomes in the range that may make them eligible for tax credits in 2017. In addition, an estimated 2.5 million consumers currently paying full price for individual market coverage off-Marketplace have incomes indicating they could be eligible for tax credits. The Advance Premium Tax Credit is an ACA mechanism for helping some ACA exchange plan users pay for their health coverage. The enrollees estimate when they apply for coverage how much they'll earn in the coming calendar year. The exchange and the IRS use the cost of the coverage and the applicant's income to decide how much the applicant can get. If the applicant qualifies for APTC and buys an exchange plan, the government sends the APTC help to the health coverage issuer while the plan year is still under way. The enrollee does not get to touch the APTC cash. The ACA currently requires consumers to predict in advance what their incoming will be in the coming year. The majority of consumers apply for individual health insurance during open enrollment for the following year in the preceding end of the year. So they are guessing what their income will be the following year. Then, they even up with the IRS the following year (almost a year and a half later). Consumers who predict their income be too low and get too much tax credit money are supposed to true up with the IRS when the file their taxes the following spring. The IRS has an easy time getting the money when consumers are supposed to get refunds. It can then deduct the payments from the refunds. When consumers are not getting refunds, or simply fail to file tax returns, the IRS has no easy way to get the cash back. The exchanges and the IRS also face the problem that some people earn too little to qualify for tax credits but too much to qualify for Medicaid. Those people have an incentive to lie and say their income will be higher than it is likely to be. And it’s not even close to working, The Treasury Inspector General for Tax Administration, an agency that monitors the Internal Revenue Service, gave that figure in a new report on how the IRS handled ACA premium tax credit claims for 2014 and 2015. The IRS found that, as of June 30, 2016, the IRS had processed about 5.3 million 2015 returns that included claims for $20.3 billion in tax credits, part of which was $18.9 billion in APTC subsidy help. In June 2015, the IRS had processed 3 million 2014 returns that included claims for $9.8 billion in ACA premium tax credits, including $9 billion in APTC help. For the 2015 returns, which were processed in 2016, IRS program errors led to IRS premium tax credit amount calculation errors for 31,493 returns, TIGTA says. The programming errors led to 16,375 filers getting an average of about $300 too much help each, and 15,118 filers getting an average of $440 too little help each. ACA public exchange program managers send their own tax credit data files to the IRS. The IRS investigates when the gap between what the exchange reports and what the taxpayer reports is big, but not when the gap is small. Because of that policy, the IRS failed to investigate exchange-taxpayer data gaps for 903,488 2015 returns. A majority of the unexamined gaps seemed to hurt taxpayers, rather than helping them, TIGTA says. A review of the APTC gap data suggests that 511,384 affected filers may have missed out on an average of about $1,000 in help each, and that 392,104 may have gotten away with receiving an average of about $300 too much help each, according to TIGTA. Another issue is that currently, eligibility to receive premium tax credits to purchase exchange coverage is determined by income and whether individuals and families have access to affordable employer coverage. However, many families are not eligible for premium and cost-sharing subsidies to purchase coverage on the exchanges because of the “family glitch,” because determinations about the affordability of employer-sponsored coverage are based on the cost of employee-only coverage, ignoring the cost of family coverage. As a result, these lower-income families are ineligible for subsidies to purchase coverage on exchanges. An estimated 10.5 million adults and children may fall within the family glitch, according to the Department of Health and Human Services’ Agency for Healthcare Research and Quality Credits would be relative to income and would be lower for those in higher brackets to match our current progressive income tax system. These advance able, refundable tax credits would need to reflect income and location of the health insurance plan. Tax credits would be available to more Americans than under current ACA rules. Increase subsidies On the insurer side, risk-based subsidies can help ease the financial pressure posed by enrollees with high health care costs. Subsidies under the ACA are available to help qualifying Americans pay for their health insurance premiums. These subsidies work on a sliding scale, limiting what you are personally required to contribute toward your premiums to a fixed percentage of your annual income. The dollar value of your subsidies will depend in part on the cost of the benchmark ACA plan in your area. If the benchmark plan costs more than a certain percentage of your estimated annual income, you can get a subsidy in the amount of the difference. You may then use that subsidy when you buy a qualified ACA health insurance plan. The main factor is your income. You can qualify for a subsidy if you make up to four times the Federal Poverty Level. That's about $47,000 for an individual and $97,000 for a family of four. If you're an individual who makes about $29,000 or less, or a family of four that makes about $60,000 or less, you may qualify for both subsidies. Subsidies would also need to be fair to older enrollees. Current subsidies under the ACA, allow eligible enrollees to obtain a plan for less than 10% of their income. Having the proper type of subsidy will be crucial. According to the Price-linked subsidies and health insurance mark-ups study from the National Bureau of Economic Research Senior House Republicans have stated that they expected the federal government to continue paying billions of dollars in subsidies to health insurance companies to keep low-income people covered under the Affordable Care Act for the rest of this year — and perhaps for 2018 as well.The Republican-led House had previously won a lawsuit accusing the Obama administration of unconstitutionally paying the insurance-company subsidies, since no law formally provided the money.Although that decision is on appeal, President Trump could accept the ruling and stop the subsidy payments, which reduce deductibles and co-payments for seven million low-income people. If the payments stopped, insurers — deprived of billions of dollars — would flee the marketplaces, they say. The implosion that Mr. Trump has repeatedly predicted could be hastened. The annual cost of these subsidies is estimated at 7 billion dollars. See “Health Subsidies for Low Earners Will Continue Through 2017, G.O.P. Says”. Keep the cost-sharing reductions People who earn up to $29,000 not only get subsidies to pay for their health insurance premiums, they also receive "cost-sharing reduction," or CSR, funds, to make out-of-pocket costs more affordable. Maintaining the CSR payments, which amount to $9 billion to insurers for 2017 is critical. Currently payment of these CSR funds have been halted by the House. Wait, isn’t the ACA already costing too much? It turns out that the ACA has turned out to much more cost effective than originally projected. The Congressional Budget Office now projects its cost to be about a third lower than it originally expected, around 0.7 percent of G.D.P. A report from the nonpartisan Urban Institute argues that the A.C.A. is “essentially underfunded,” and would work much better — in particular, it could offer policies with much lower deductibles — if it provided somewhat more generous subsidies. The report’s recommendations would cost around 0.2 percent of G.D.P. Use a value-added tax (VAT) or other sales tax Use the current Medicare Payroll Tax and supplement it with a sales/value added tax, that way everyone pays for the plan who would use it - underground economy, cash economy and those don’t file income tax returns This would encourage more people to file income tax returns to get the proposed (current) credit. This would be a boost to the US economy and the Federal Budget as this missed income tax revenue while reducing resources from the IRS in finding those who don’t file income tax returns. Trade-offs needs to made and the only way to do so is to ensure that everyone has a baseline of benefits . Adding a value added tax/sales tax to help finance it would ensure that that plan is not solely supported by those who pay income, the plan is supported by anyone who makes a purchase, as let's face it, some people don't report income. Tax credits would still be available to those who qualify based on income. This would also encourage more people to file tax returns to make sure they received the credit if eligible. In fact, give everyone who files a $100 credit for their health insurance if they file, I'll bet the number of income tax returns would rise significantly. Stop tax evasion If all tax evasion were stopped, this alone could pay for health care. Following are some stats on tax evasion from The National Tax Research Committee released by Americans for Fair Taxation: Estimated Future Tax Evasion under the Income Tax and Prospects for Tax Evasion under the FairTax: New Perspectives To enable the federal government to raise the same level of revenue it would collect if all taxpayers were to report their income and pay their taxes in full, the income tax system, in effect, assesses the average household an annual “surtax” that varies from $4,276 under the most conservative scenario, to $8,526 based on the more likely to occur historical evasion trends. The IRS estimates that almost 40% of the public are out of compliance with the present tax system, mostly unintentionally due to the enormous complexity of the present system. These IRS figures do not include taxes lost on illegal sources of income with a criminal economy estimated at a trillion dollars. Market stabilization - Risk-sharing modifications Diversifying the risk pool and keeping the market stable is a critical factor in maintaining viability for insurance companies. The ACA included 3 components to help accomplish this goal:
  1. Reinsurance provides payment to plans that enroll higher-cost individuals. This protects against premium increases in the individual market by offsetting the expenses of high-cost individual. It was expected that this would be profitable for the Government, however, while it has been able to meet its obligations, it has yet to turn a profit. As this has been a positive, the program should be maintained. Reinsurance must continue to be available for plans selling individual and small group products.
  2. Risk adjustment redistributes funds from plans with lower-risk enrollees to plans with higher-risk enrollees. This is intended to protect against adverse selection and risk selection in the individual and small-group markets inside and outside the exchanges by spreading financial risk across the markets.
  3. Risk corridors limit losses and gains outside of an allowable range. This is designed to stabilize premiums and protect against inaccurate premiums.Risk corridors protect plans that accumulate unexpectedly high risks by giving them access to funds collected from insurers that experience unexpectedly low risks. This has not worked so far and the programs owes more than $8 billion for 2014 and 2015. If 2016 losses are about the same ($7 billion in losses on $90 billion in premium revenue) the total ACA risk corridors program shortfall will increase to about $15 billion.
It is important to note reinsurance and risk corridors are used without controversy in the Medicare private drug-insurance market. Risk corridors though have been problematic for Medicare Part D. Several program modifications may be necessary at the same time—that is, a package of changes—to balance concerns about cost control and incentives for selection behavior. See sharing risk in Medicare Part D. Maintain a medical loss ratio Insurance companies profits should be reasonable so the medical loss ratio should be kept in place. The MLR provision “plays an essential role in holding insurance companies accountable for how they spend the premium dollars they collect from consumers. Weakening it could increase costs for consumers by allowing insurance companies to spend more on administrative activities like marketing and profits. It’s important to remember that for a health insurance company (or any insurance company for that matter) to stay in business, is that must make a profit so that it can be around to pay claims. Premiums must be adequate to cover claims, administrative costs, taxes, and fees, and still provide a margin for profit or contribution to reserves and surplus. At bottom, carriers operate on a cost-plus model. Medical costs—principally hospitals, physicians, imaging and prescription drugs—are “what they are.” Insurance companies merely facilitate their payments. Of course, how payments are determined and made is enormously complex. Prices are negotiated (but only at the margins), incentives applied, and networks built and nurtured, all to gain incremental competitive advantages in the marketplace. Here’s the overall breakdown: Overall: Medical expenses are 80%, Operating Costs are 18%, net margin 3%. Per: America's Health Insurance Plans (AHIP). Please visit the link for breakdowns on the costs and sources of information. Values exceed 100% due to rounding. Adding incentives to education and prevention Carrots always work better than sticks. It is important to emphasize the benefits of having health insurance. This can be stressed through education about preventative care and how it increases overall long term health. When we are young, it is hard to envision the health issues that happen as we age. Incentives to participate in wellness programs can be a consideration and do not have to be monetary. As an example, consider how some health insurance plans are experimenting with giving out “Fitbit's” to plan participants. If someone signs up for a Medicare Advantage or Medicare Supplement plan and meets criteria of monitoring their health, they could receive a fitness tracker at a discount with software to help their health. This would lower costs over the long term. Education and prevention are key. Cost penalties For some people carrot’s aren’t enough and in order to ensure fairness, there would need to be a cost penalty. Overall, there is not much written about dissatisfaction with Medicare penalties, so why not apply them across the board? For example, if you don’t purchase Medicare when you are first eligible, your monthly premium may go up 10%. You'll have to pay the higher premium for twice the number of years you could have had Part A, but didn't sign up. For example, if you were eligible for Part A for 2 years but didn't sign up, you'll have to pay the higher premium for 4 years. There are exceptions to this rule. However, this is fair to all and does create a penalty for waiting until you need to use care. Or we could go with the Part B penalty which is more stringent and increases the monthly premium for Part B by up to 10% for each full 12-month period that you could have had Part B, but didn't sign up for it. Limited open enrollment period Continue the current Medicare open enrollment period. Limit the exceptions. Shortened enrollment period are necessary to ensure that people apply before they need coverage. Currently many people sign up for the exchanges during the year and then drop their plans during the year, this does not allow insurance companies to have a full year of premiums. Exceptions would have to be verified for reasons such as birth of a child (adoption, etc), marriage or other major life event. Insurers have done studies showing that claims costs are higher for those who’ve enrolled under the ACA special enrollment periods which means that it’s likely that people are gaming the system to just have coverage when they need it. Continuous coverage requirement/premium penalty Insurance companies can be more effective in setting reasonable premiums when they have more consistent data such as continued premium payments. When someone signs up for insurance companies project that they will continue the policy for the year. If they drop the coverage mid-year, there is less income to the insurance company. Consumers should be able to drop coverage at any time. However, just like with Medicare Part B, they would have to pay a higher premium of up to 10% for each 12 month period during which they didn’t have coverage (perhaps to a maximum of 40%) unless they had “good cause”. This would provide a disincentive to consumers purchasing coverage only when they need it. Just like it’s okay for homeowners to not be able to purchase coverage while their home is on fire, they should not be able to purchase health insurance only when they need it. Coverage would still be available to all. Overdue premium payment requirement Payment of any overdue premiums with shorter grace period for supplemental plans to match Medicare: Enrollees would have to pay overdue premiums before enrolling with the same insurer the following year. If you don’t pay your Medicare premiums, you risk losing coverage. But it won’t happen right away. You’re billed for Part B in 3-month increments, and you will have a grace period of 3 months after the due date. If you have not paid by the end of the grace period, you’ll receive a letter letting you know that your coverage will be terminated at the 4-month mark, unless you can pay in full 30 days after termination notice. Consumers would need to wait until the next open enrollment period, unless they qualified for a special enrollment period or had “good cause”. Reduce fraud and billing errors Fight fraud and billing errors. The exact amount lost to fraud, is of course, unknown. The National Health Care Anti-Fraud Association estimates conservatively that health care fraud costs the nation about $68 billion annually with other estimates ranging as high as 10% of annual health care expenditure, or $320 billion. Visit The Coalition Against Insurance Fraud for more statistics. Not really pocket change. And while there are are significant resources aimed at fighting fraud, it's still not sufficient. Read this article to learn more about the challenges of health care fraud and why it is not a victimless crime. Insurance companies and the health care industry pass on the cost to consumers. Medical billing errors further compound the issue. If you suspect that there has been a fraudulent billing issue, read this FAQ. Each state insurance department would need to beef up their investigator’s department or we would need federal investigators from Medicare. Increase insurance company oversight There is a concern about insurance companies “gaming” the Medicare Advantage payment system by making patients look sicker than they are. This allows the insurance companies to increase their Medicare billing. Overspending tied to inflated risk scores has repeatedly been cited by government auditors, including the Government Accountability Office. A series of articles published in 2014 by the Center for Public Integrity found that these improper payments have cost taxpayers tens of billions of dollars. The Justice Department recently joined a California whistleblower’s lawsuit that accuses insurance giant UnitedHealth Group of fraud in its popular Medicare Advantage health plans. According to the attorney, William K. Hanagami, the combined cases could prove to be among the “larger frauds” ever against Medicare, with damages that he speculates could top $1 billion. Healthcare cost containment Health care costs are rising faster than inflation. It is not realistic to be able to keep up with this. Last year, Americans spent an equivalent of about 18% of Gross Domestic Product (GDP) on health care. Cost pressures will rise with our aging population. Much of the current spending is inefficient. Technology, discussed further on could help with these inefficiencies. Between November 2015 and November 2016, medical care prices increased 4.0 percent. Health insurance prices and prescription drug prices both increased 6.0 percent during this 12-month period. Medical care commodities and services make up about 8.5 percent of the total Consumer Price Index for All Urban Consumers (CPI-U) market basket. The CPI-U for all items rose 1.7 percent over the year ending November 2016.From November 2010 to November 2016, medical care prices have increased 19.7 percent, driven by increases in the prices of hospital services (+32.5 percent), health insurance (+27.8 percent), and prescription drugs (+24.0 percent). Only the prices of nonprescription drugs have fallen over this 6-year period, declining 2.7 percent. Comparatively, the CPI-U for all items has increased 10.4 percent over the same period. U.S. Bureau of Labor Statistics See also: Real Reason Health Insurance Is Broken Legitimate pricing transparency A strategy of requiring healthcare providers to publish their rates and offer the same discounts to all health plans could result in more competition and options for consumers. Full cost disclosure would include the premium along with the total maximum annual out-of-pocket costs. Regulating the discounts would make it easier for consumers to comparison shop accurately so they could take control of their spending and help bring down the cost of care overall, he adds. This is part of the ACA, however it has been overlooked. This included holding providers of care accountable for costs and quality of services through value-based payments that reward clinicians and organizations that provide better care at lower costs. The price of a service is determined by the cost of the service rather than the insurance held. This does not meant they cannot set their own rates, however, they cannot charge different rates to different customers. Congress must compel medical providers to play by the same rules that apply to all other sellers of consumer goods and services. They should remain free to set their own prices. Legitimate pricing of health services will empower patients to be able to shop for fair value. This would make networks obsolete as there would be no distinction between in-network and out-of-network. Real free market competition by healthcare providers will reduce health expenditures by a minimum of 33% - overnight (and the USA would still have approximately the highest cost per person healthcare on earth). A “Petition to End Predatory Healthcare Pricing” and to require legitimate pricing has garnered more than 100,000 signatures this year. As the petition states: a simple blood test for cholesterol can range from $10 to $400 or more at the same lab. Hospitalization for chest pain can result in a bill from the same hospital for the same services ranging anywhere from $3,000 to $25,000 or more. Price transparency initiatives are futile when prices may vary by a factor of 100 for the exact same service performed by the same provider. Improved data sharing Bloomberg explained in a report that the pooling of data is important, especially for small insurers that do not have extensive databases that larger insurers have. The data is used to determine actuarial rates that reflect the risk attached to coverage offered by insurers, which helps them accurately assess exposures and price premiums.“One of the main benefits of the exemption is that it allows insurers to share information on insurance losses so that the insurance industry can better project future losses and charged actuarially based prices for their products,” the statement also said. Additionally, the Property Casualty Insurers Association of America said in a February testimony that, “(anticompetitive) price fixing, bid rigging, and market allocations are generally illegal under state anti-trust laws.” This would hold true for health insurance companies as well. The Bloomberg report noted that measures are already in place to preclude anti-competitive practices in the industry in each of the states. Increase wellness incentives/credits This can be done by insurance companies, employers and other centers of influence. Using fit bits to encourage physical activity. Surcharge for tobacco cessation. Weight management. Lifestyle changes. Increase virtual health care options Increase the use of telemedicine/“skype” medicine - easier for everyone to not have to come in to see a doctor - reduces costs, saves time for consumer and still provides solutions. Implement more urgent care facilities to reduce the amount of emergency room visits. It is estimated that this could save $7 billion annually. Healthcare savings account expansions The cost of health care starts with the health insurance premium, however, it also includes deductibles, co-payments, co-insurance and whatever is not covered that are still medical necessities - think aspirin, allergy medicine, etc. In addition there are expenses such as travel to treatment, child care, special equipment or home modifications, or lost income caused by time away from work. Health insurance may really be 50-60% of your total annual health care outlay. Implementing and allowing health care saving accounts for all would help offset all of these other costs and provide positive economic benefits. Moving from strictly being a reimbursement plan to being a reimbursement plan and a retirement plan would help increase American’s retirement savings and offset the guessing required on reimbursement accounts such as flexible spending accounts and dependent care spending accounts which are currently only available through employers. Americans need assistance on saving more money and this will work better than FSA’s that can be use it or lose it. HSAs are now available only to people who have high-deductible health insurance plans. These plans should be open to everyone. The tax credit for an HSA would be set to a level sufficient to cover the maximum premiums combined with deductibles, co-pay and maybe an extra 25% for additional expenses outlined above. This would also help offset the anticipated high cost of healthcare costs in retirement. According to a study by Fidelity in 2016, a couple starting retirement today would have estimated total health care costs $260,000. That’s a lot, so saving in advance for it would be beneficial. Currently health savings accounts have significant tax benefits and can be used an additional retirement account. Withdrawals after age 65 for general retirement purposes have no penalties, you simply withdraw the money and pay ordinary income taxes just like an IRA, 401(k) or other qualified retirement plan. Allow states to take over rate reviews Under the Obama administration, the CMS determined that all but four states have adequate rate reviews, and “we don’t see any reason why the federal government should be duplicating that review”. In a market stabilization proposed rule published Feb. 17 in the Federal Register, the CMS proposed allowing states to set standards for network adequacy. Deferring to states to take on more authority in implementing health-care reform has been a major theme of Republicans in Congress. Under the current regulatory regime, this really should be handled by state insurance departments which currently oversee premiums for auto insurance, homeowners insurance, long term care insurance (lines of coverage differ by state). Maintain current rules for insurance companies to not sell across state lines Currently there is a mostly effective State based regulatory system centralized through the National Association of Insurance Commissioner. Overall, the NAIC has enacted some good model regulations. Under the current regulatory set-up, insurance companies can set up headquarters in states with weaker requirements which they already do anyway when they can. In the long run, this is not good for anyone. Currently, each state sets its own consumer protections and demands for what insurance must cover, if an insurance company could sell policies in a state without that state’s approval, then any state specific requirements would not apply resulting in fewer consumer protections, less-comprehensive plans and limit states' ability to regulate insurance companies. Premiums would also not be lower since a key driver of health insurance premiums is local costs of health care. Another challenge is that almost all health care is delivered locally. To succeed, insurance companies need a significant toe-hold with hospitals and other providers in their local market; an out-of-state insurer would lack that and thus struggle in its negotiations to form a delivery network. This is why many new entrants to the health insurance market haven’t succeeded. Read more from the NAIC Center for Insurance Policy & Research: Interstate Health Insurance Sales: Myth vs. Reality. Insurance agent value and compensation Keep professional, trained insurance agents around. For example in Oregon, insurance agents earn about $400 per year for each Medicare supplement or Medicare Advantage policy they write, but only about $144 per year in commissions for selling an individual policy through the ACA public exchange system. This lower compensation level hurts consumers, by reducing their access to licensed professionals who can help them choose and understand coverage. Regulators should set and enforce commission payment standards.Neither the current law nor any reform effort will be successful unless a large number of healthy Americans decide to sign up for coverage. Agents play a critical role in the orderly delivery of health insurance.Traditional agents and brokers “do a much better job’’ of helping people get proper coverage than do the insurance counselors — called “navigators’’ or “assisters’’ — whose positions were created by the ACA. This would require a shift in the calculation of the Medical Loss Ratio (MLR) Rule. Currently, if an insurance company spends less than 80 percent (or 85 percent in the large-group market) of premiums on medical care and efforts to improve the quality of care, it must refund the portion of the premiums that exceed this limit. Agent’s commissions are included in the administration category which must remain at 20% or below. Commissions should be removed from that category or the percentage increased to allow insurance agent to receive reasonable compensation. Maintain the health insurance CEO tax cap The deduction for any health insurance company executive is sharply limited by the ACA, which caps at a maximum of $500,000 the amount of an individual executive's compensation that an insurer could deduct as a business expense. It’s estimated that this generates $400 million in tax revenue (according to recent testimony to the House Ways and Means Committee by Thomas Barthold, chief of staff for the Joint Committee on Taxation). Technology implementation Technology will be a long term driver in reducing health care costs by streamlining data, underwriting, dispersing care, reducing fraud, improving wellness and other potential positive outcomes. This is somewhere that an InsureTech company using Blockchain technology could make a difference. Consumers seem readier to accept digital products than just a few years ago. The field includes mobile apps, telemedicine—health care provided using electronic communications—and predictive analytics (using statistical methods to sift data on outcomes for patients). Other areas are automated diagnoses and wearable sensors to measure things like blood pressure. 58% percent of smartphone users in the U.S. have downloaded a health-related app, and around 41% have more than five health-related apps, generating data that insurance providers could use to fine-tune their individual premium pricing and encourage low-risk customer behavior. Most of the efforts to integrate technology by insurers are simple and mainly designed as promotions, like awarding credits for a number of steps taken. This is the tip of the iceberg, big data could be used for adaptive premium pricing based on comprehensive health data for each customer. The problem is likely a skepticism toward new technology for which no historical experience is available. Virtual healthcare Virtual healthcare includes healthcare services that are technology-enabled and are provided independently of location, such as video encounters with physicians, remote biometric tracking, and mobile apps for health management. According to a study by Accenture, using virtual health care for annual patient visits could save more than $7 billion worth of primary care physician time each year. For more, read: 78% of Americans Support This Revolutionary Healthcare Technology, but Only 21% Have Tried It Continue Medicaid expansion Currently 31 states, in addition to the District of Columbia have expanded Medicaid under the ACA. Kansas and North Carolina are in the process of expanding Medicaid while most other states are considering it. Find out where your State stands on Medicaid expansion. Medicaid is the largest insurer with more than 70 million beneficiaries. Medicaid expansion has accounted for over 10 million of those enrollees. It is the main provider of long-term services for seniors and people with disabilities and pays for one-fourth of all mental health and substance abuse treatments. Forty percent of children rely on Medicaid through The Children’s Health Insurance Program (CHIP). Under the ACA, the program has been opened up to more low-income adults with incomes of up to 138% of the poverty line -- $16,400 for a single person -- in states that opted to expand their Medicaid programs. Under the program, the federal government paid 100% of the costs of the expansion population for the first three years and is slowly lowering the reimbursement rate to 90%. A July 2015 Government Accountability Office report — which relied on GAO’s past reports, documentation from the Centers for Medicare & Medicaid Services and interviews with CMS officials — also echoed other research: “Medicaid enrollees report access to care that is generally comparable to that of privately insured individuals and better than that of uninsured individuals, but may have greater health care needs and greater difficulty accessing specialty and dental care.” The report mentioned mental health care as a specialty area of concern. However some doctors do not take new Medicaid (or Medicare) patients do to lower reimbursement rates and additional paperwork. A study published in JAMA Internal Medicine in 2016, that looked at survey data for three states and found Medicaid expansion “was associated with significantly increased access to primary care,” as well as “fewer skipped medications due to cost,” among other factors. Adding long-term-care insurance (Medicare Part X): According to the U.S. Department of Health and Human Services, a person turning 65 today has almost a 70% chance of needing long-term care services at some point in his lifetime. Long term care is a growing need with an aging American population. The individual long term care insurance marketplace has had many struggles with the current marketplace being reduced to just a few insurance companies offering individual long term care insurance policies (this does not include hybrid or combination life/annuity & long term care insurance policies or life insurance with long term care insurance riders). It is important that long term care insurance be made accessible on a standardized, monitored basis as set forth in the NAIC model regulations. Since the private insurance marketplace has mostly not been successful, this is something that should be considered and made an option under the expanded Balanced Health Insurance Plan. Medicare does not cover services that include medical and non-medical care provided to people who are unable to perform basis activities of daily living, like dressing or bathing. Long-term supports and services can be provided at home, in the community, in assisted living, or in nursing homes. Individuals may need long-term supports and services at any age. Medicare will pay for skilled nursing services, but it will only cover a maximum of 100 days in a nursing home, and it won't pay at all for home aide services (when a person comes to your house to help you with ADLs and other basic activities). Medicaid will cover such services, but not until you've exhausted all other resources and are essentially broke. Long term care insurance was included in the original Affordable Care Act, as amended by the Health Care and Education Reconciliation Act of 2010, established a national, voluntary insurance program for purchasing community living services and supports known as the Community Living Assistance Services and Supports program (CLASS Act). The CLASS program was designed to expand options for people who become functionally disabled and require long-term services and supports. The class plan would have allowed all working adults to enroll directly through voluntary premium contributions or through payroll deductions through their employer or directly. Benefits would have been payable to insured had multiple functional limitations, or cognitive impairments. The plan would have paid a monthly cash benefit that would be used for long term care insurance services (this is an overview). The goal was to have the plan financed entirely through premiums of participants, however, at that time, the Federal Agency tasked with implementing the CLASS Act was not able to come up with a workable solution that would have had affordable premiums and had a useful benefit structure. Another goal of the plan was to partially reduce the reliance on Medicaid. CLASS was to be the primary payer for individuals with Medicaid. Planning and pre-funding long term care insurance needs is now more important than ever. Given the issues with the private long term care insurance market and that the CLASS program was not workable, then it is time for enacting a public-private partnership to make it work. Why can’t a long term care insurance program be set up with a similar public-private partnership as the NFIP (as discussed earlier)? The Trump administration and Congress must support the ACA as is House Speaker Paul Ryan stated after the recent defeat of the GOP’s/Trump’s “American Health Care Act” - “Obamacare is the law of the land, it’s going to remain the law of the land until it’s replaced.” Under Article II of the Constitution, the president is responsible for the execution and enforcement of the laws created by Congress. Therefore whether Trump likes or doesn’t like the ACA, which is his prerogative, he has a responsibility to all American citizens to support it. The Trump administration therefore needs to act in good faith on the ACA. Unfortunately, The Trump administration pulled the plug on all ACA outreach and advertising in the crucial final days of the 2017 enrollment season. Individuals could still sign up for ACA plans, however, the administration stopped advertising that fact. This included halting all emails sent out to individuals who visited HealthCare.gov, the enrollment website, to encourage them to finish signing up. Those emails had proven highly successful in getting stragglers to complete enrollment before the deadline. By taking these actions and threatening to take other steps to handicap the ACA, Mr. Trump is not fulfilling his constitutional duties to support something that is already law. As people, we’re faced all day in dealing with situations we don’t always like even if that includes eating our vegetables. Members of Congress and the Senate must participate in the same way as everyone else: Everyone needs to play fair. Documents obtained under the Freedom of Information Act show that unnamed officials who administer benefits for Congress made clearly false statements when they originally applied to have the House and Senate participate in D.C.’s “SHOP” Exchange for 2014. Notably, they claimed the 435-member House had only 45 members and 45 staffers, while the 100-member Senate had only 45 employees total. The Federal Employees Health Benefits Program gives federal employees a choice of health plans and pays up to $12,000 of the premium. But the ACA kicked members of Congress and congressional staff out of the FEHBP, and said the only way they can get health benefits is through an Exchange. The ACA bars businesses with more than 100 employees from participating in SHOP Exchanges. Until this year, D.C. barred businesses with more than 50 employees. By claiming that the House and Senate fit under those limits, they were able to draw money from the federal Treasury—i.e., a subsidy of up to $12,000 for each member and staffer. In addition besides being another perk for the wealthy (which most members of Congress and the Senate are) is that it potentially violates multiple laws. Read more: On ObamaCare, is there one set of rules for Congress and another for citizens? See also: The Basic Problem for Health Insurance   What is the bottom line on the numbers discussed in this article? Current total health care costs: healthcare expenditures were projected to reach $3.2 trillion (yes, trillion) in 2015 - or about $10,000 per person (Centers for Medicare & Medicaid Services, 2015).
  • Legitimate pricing: savings of 33% - $1 trillion
  • Terminating employer health insurance: Excluding premiums from taxes was worth about $250 billion in forgone tax revenue in 2013,
  • Fraud: health care fraud costs the nation about $68 billion annually with other estimates ranging as high as 10% of annual health care expenditure, or $320 billion
  • Virtual Health Care: $7 billion
  • Medicare Advantage overspending on inflated risk scores - $10 billion plus annually (Government Accountability Office).
  • Maintain the health insurance CEO tax cap: estimated $400 million in tax revenue (according to recent testimony to the House Ways and Means Committee by Thomas Barthold, chief of staff for the Joint Committee on Taxation).
  • Reviewing Medicare coding errors: $20 billion per year.
  • Cutting Tax Evasion: if all taxpayers were to report their income and pay their taxes in full, the average household would “earn” $4,276 to $8,526 based on the more likely to occur historical evasion trends - which is almost as much as spent per person each year on health care.
By simply adding legitimate pricing alone, there were would be no issue on health care funding. It’s simply a matter of implementing the principles of The Insurance Bill of Rights. The bottom line This will work because so much of this is already in place and a lot of the rest would be quick and easy to implement. As in all areas, knowledge is power. Consumers can take control of your insurance portfolio by becoming educated about insurance. Better education and understanding will lead to positive results for consumers and for the insurance industry. If a consumer purchases the right insurance coverage, they will meet their needs and the insurance industry will benefit from satisfied customers. Review The Insurance Bill of Rights and make sure that you understand how it applies as a consumer and a member of the insurance industry. I have started a petition based on this artcle called “Fair Health Insurance For All” located at: https://www.change.org/p/fair-health-insurance-for-all. Please check it out and share your thoughts. And if you like this article, please forward it to friends, family and colleagues. Thanks for reading. 

Tony Steuer

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Tony Steuer

Tony Steuer connects consumers and insurance agents by providing "Insurance Literacy Answers You Can Trust." Steuer is a recognized authority on life, disability and long-term care insurance literacy and is the founder of the Insurance Literacy Institute and the Insurance Quality Mark and has recently created a best practices standard for insurance agents: the Insurance Consumer Bill of Rights.

The Evolution in Self-Driving Vehicles

Although driverless cars will become mainstream in more than a decade, insurance executives should start thinking about certain issues now.

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Although driverless cars will become mainstream in more than a decade, there are certain considerations that insurance executives should start thinking about now. We will continue to explore this evolving topic and suggest ways insurers can position themselves to take advantage of the enormous disruption that autonomous technology will cause to the business of risk. We will provide our perspectives on how the risks involved in transportation will be transformed, how financial responsibility will be assigned and how insurance products will need to be adapted – and how the key issues might be influenced by regulators and legislators. In our view, insurers will face these five key challenges. Challenge 1: What risks will remain – and will new ones arise? A primary aim of autonomous technology is to reduce the number of traffic accidents, and the public’s and regulators’ expectations will be very high. We will examine what the residual risk of collisions could be and how the cost of injuries and repairs could change. We will offer our view on how new technologies will improve reporting of claims and change the potential for fraud. At the same time, new risks will emerge, such as cyber attacks, software bugs and control failures. What will the exposure to systemic risks mean for insurability? See also: Future of Self-Driving Cars (Infographic) Challenge 2: Who is the customer, and how will we do business with that customer? Who is liable for risk will be the key question, especially if a high proportion of remaining accidents will be attributable to failures in control software and systems. We will consider how original equipment manufacturers (OEMs) and manufacturers could become liable for claims in the future, and whether they can shift the legal or financial burden to others in the supply chain. For example, could vehicle end users be required to purchase policies to indemnify OEMs, or will the cost of product liability insurance be passed to new vehicle purchasers? If transportation is consumed on a pay-per-use basis, could insurance be wrapped into the charge? Whatever the outcome, the current insurer-consumer relationship – along with marketing, sales and distribution methods – will be fundamentally altered. Retaining control over this relationship will be essential if insurers are to avoid becoming redundant or marginalized by other players. Challenge 3: How will the insurance product have to change? Changes in liability and use will necessitate major revisions to the insurance products to meet the market’s needs. We will examine how autonomous products can be developed and configured to cover gray areas of liability and negligence resulting from the overlap between human and computer control. Would product tiers correspond to the “one-to-five” scale of the vehicle’s automation capability? Pay-per-use (versus “blanket” cover) could imply that short-term rather than annual renewable policies would become the norm – and lessons learned from current ride-sharing products could be employed. How will regulation affect or keep pace with the new products? Considerations for commercial lines might be significantly different when the rate of adoption is expected to increase the fastest and different technologies and enhanced safety overrides could be economical to deploy. Challenge 4: How will we price it – and can it still be profitable? The relative importance of different rating factors in pricing will change markedly. First, analysis of risk would depend primarily on the degree of self-driving versus manual control. For autonomous operation, pricing would be based on assessing the vehicle’s level of automation in terms of its technology, quality of implementation and anticipated types of driving. There are nuances between manufacturers even for relatively basic, standardized technologies, such as automatic emergency braking (AEB). For example, fuller automation capability may vary depending on the OEM, sensor quality and software used. How would data on the technical capability and usage statistics be collected? Could this be centralized in some way and retrieved transparently by insurers, rather than having to be disclosed? The economics of the product will also be very different given a much reduced number of claims, and we will examine the speed of change, the resulting size of the market over time and the return on capital it might sustain compared with the present. Key questions will be to what extent this might be offset by increased overall demand for transportation, given the surge in accessibility of car transportation combined with the anticipated benefits to congestion. Could any alternative, discretionary coverages become more relevant? Challenge 5: What influence will legislators have? A large number of agencies are managing pilot programs, and their policies will have a major influence by encouraging or inhibiting adoption in each different country. We will give an overview of the current progress in each jurisdiction and highlight leading models that we foresee will become the templates for broader rollout. Starting from an overview of the applicability of current insurance legislation to autonomous vehicle operation, we will review how legislation is likely to guide the cover and scope of autonomous insurance products in the future and the likely compulsory minimum cover requirements. See also: Of Robots, Self-Driving Cars and Insurance   Conclusion As we have seen, autonomous vehicles will revolutionize mobility and inevitably automobile insurance. While we cannot predict the pace of these changes, we encourage insurers to prepare accordingly. The lessons from other industries are stark. Companies content to wait and see, or worse – are oblivious to the threat until it is too late – could share the familiar fate of other household names that have been left behind by a wave of new technology. In considering the next steps, insurers should analyze their business portfolios and strategies to understand their exposure to these changes. They should conduct what-if scenario analysis to model potential effect and evaluate what actions will be required to transform their organizations in parallel with various levels of car automation. Early innovators are likely to generate substantial benefit for their businesses. To be successful in this space, insurers will need to aim for agile innovation and improve the way they use increasing volumes of data. They should also explore new collaborative models to shape a connected automotive ecosystem that will include insurers, auto manufacturers, technology companies and regulators. You can find the full report from EY here.

Healthcare Debate Misses Key Point

As Congress considers another healthcare bill, the conversation continues to be about insurance, even though a form of reinsurance is the answer.

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As Congress considers another healthcare bill, the conversation continues to be about insurance, even though a form of reinsurance could solve many of the problems we face as a nation. The money for what I call "transparent health reinsurance" is already even in the various bills that Congress has considered; the more than $100 billion that has been designated for stabilizing healthcare insurance in the individual states would simply have to be redirected. See also: Transparent Reinsurance for Health   Transparent health reinsurance enables more people to receive better health care at less cost. As I wrote on this site in May 2016, “Transparent reinsurance programs could emerge as significant opportunities for healthcare providers, issuers, reinsurers, technology innovators and regulators to address health insurance.” Transparent health reinsurance, pioneered by Marketcore, creates robust technologies that enable better, patient-centered health care through predictive analytics. “Sharing information generates participation and creates cross-network efficiencies to enhance quality, improve delivery and reduce costs,” remarks Constance Erlanger, Marketcore's CEO. “For healthcare insurers and providers, there are two key value-adds. First, the technologies incorporate any and all specific features a state and insurers in its jurisdiction may or may not include in state healthcare markets. Second, risk lenses clarify quality, delivery, outcome and cost across the 56 states and territories for transparent health insurance and healthcare services. Such robust information symmetry could rationalize healthcare insurance, quality and delivery. Such technologies, created by Marketcore, are already in development for bankers and insurers in multiple markets for complex risk assessments to finance recoveries from large-scale natural disasters.” Everyone experiences strategic and financial advantage Transparent health reinsurance supports these innovations by providing incentives that tackle the “widespread lack of transparency about both the costs and the effectiveness of treatments,” as Dr. Brian Holzer calls for in a timely article. Any state could create a high-claim reinsurance pool managed by a recognized reinsurance operative. With supervision by the Centers for Medicare and Medicaid Services (CMS) and the Department of Health and Human Services (HHS), a state insurance commission or its designee could invite qualified firms to function as a recognized reinsurer. These recognized reinsurers would work with qualified, innovative health service providers that demonstrate abilities to improve health outcomes at reduced expense. The reinsurers would be part of a matrix solution, where some firms provide health management solutions, while others provide disease- specific solutions and others provide innovations in treatment. A state could, perhaps, elect to focus on the largest drivers of healthcare costs in its jurisdiction, such as chronically ill individuals or those with acute conditions that are difficult to predict. Due to the technology’s granularity and clarity, a state could just as readily specify participation among all issuers for any plan being offered in its jurisdiction, including every participant in every plan or defining reinsurance participation for individuals with chronic conditions in employee-sponsored or state-managed plans. Or, states could fund a high-claim reinsurance pool with a payment per covered life, preferably covering everyone in the state, thus lowering the per-life charge. Pending state decision-making, employers would have the right to move employees into this pool, and would want to do so if it was clear that the innovative approaches reduced costs while improving health outcomes. Clearly, the lowest per-capita contributions would occur with the widest participation. If a state targets the largest cost drivers, reinsurer and insurers would then work together to assign "high-claim" individuals to reinsurance pools once those individuals cross a defined expense threshold. Each individual would be assigned to one or more innovators under contract to deliver better health outcomes at reduced costs. An innovative tracking mechanism would measure and rank outcomes and savings. Crowd-sourced information would drive confidence scores. Burgeoning digital applications managing chronic illness would yield voluminous, timely data, and blockchain technologies afford accountability. Scoring would rank service providers and eliminate failed providers. A state insurance commission or its designee as reinsurer could manage transparent health reinsurance as states reach management decisions with stabilization funds. A single designated entity could oversee a system that would reward innovative, successful healthcare delivery and quality. To that end, participating firms would be for proposals detailing expected improved health outcomes and costs. The technology leverages continuing achievement. Some studies indicate 40% cost reductions for some chronic conditions. By adding transparency to these achievements, the technology scales to yield much lower overall healthcare costs, healthier populations and stabilized or lower insurer premiums. At the end of each year, a new reinsurance pool would be formulated with adjustments based on actual experiences. If the previous pool ended up in surplus, a portion of that surplus would be retained in reserve, and any remaining amount could be returned to individuals, providers or both. If the previous pool ended up in deficit, the reinsurer could choose to fund that, with contributions in the following year meant to provide for recovery. Several states could decide to form an umbrella reinsurance pool to cover some or all of their high-claim individuals. All activities focus on improving health outcomes at reduced costs. No state residents are asked to fend for themselves. States are encouraged to develop innovative firms. Overall health of state residents should improve, which would lead to a healthier economy. Ultimately, state-related healthcare costs would decline. In the process, transparent health reinsurance would animate highly profitable growth for corporations with domain strengths in mobile data, operating systems, search and social media. These firms could tap data and metadata markets by creating valuable, time-sensitive risk information and metrics. (With such robust technologies, privacy matters, and all platforms are HIPAA-compliant.) As healthcare reform faltered in the Senate, Govs. John Kasich (R-Iowa) and John Hickenlooper (D-Colorado) called for bipartisan solutions. Technologies and tools are at hand to make those solutions possible. “If I am for myself alone, who will be for me? If not now, when?” the prophet Hillel remarked centuries ago.

Hugh Carter Donahue

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Hugh Carter Donahue

Hugh Carter Donahue is expert in market administration, communications and energy applications and policies, editorial advocacy and public policy and opinion. Donahue consults with regional, national and international firms.

How to Manage Strategic Relations

The status quo is far from ideal, but Strategic Relationship Management provides a strong and effective framework.

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Customers, distributors and vendors sink or swim together. One-sided relationships that maximize value for only one partner are self-defeating. They often result in the dissolution of worthwhile relationships, including the loss of key customers and the inability to access meaningful new opportunities. Despite this, when it comes to managing relationships with vendors, distributors and customers, most companies set the bar low, and it shows during the annual planning process. Plans typically call for negotiating better rates with vendors and distributors. We often hear, “We’ll negotiate better rates and cut costs this year by one to two percent.” Or, “We'll do more for customers and hope to increase our share of their wallet.” Or, sometimes even, “We just hope to retain the business.” In addition to near-term planning, most organizations have traditionally managed important vendor, distributor and customer relationships through various business functions, including procurement, treasury, IT, sales and distribution, product and account management. In many cases, these functions are split by territory or division — and often even further by business line. As a result, organizations tend to manage these critical relationships in silos, quarter to quarter, seeking to maintain or marginally improve the partnerships currently in place. Moreover, as many organizations look to expand beyond their existing footprint to increase scale, introduce innovative products and offer customers and partners engaging experiences, they often create even more silos that hurt relationships with new vendors, distributors and customers. From a tactical approach to a strategic one The status quo is far from ideal, and many companies are beginning to realize that successfully deploying their relationship capital can provide a significant boost to long-term revenue and profitability prospects. Unlike traditional, siloed vendor, distributor and customer relationship management functions, strategic relationship management (SRM) views vendor, distributor and customer relationships holistically (e.g., from each perspective) and allows organizations to not only improve the terms of these relationships but also radically re-imagine them by developing new partnership models. SRM also enables organizations to streamline their total vendor and distributor footprint by focusing strategic spending on a few core partnerships. Certain industries are rapidly adopting SRM to unlock the full value of their partnerships. The financial services, technology and professional services industries are early adopters, and we anticipate broader industry adoption as firms increasingly see their vendors, distributors and customers as strategic partners. Early adopters have begun viewing their strategic relationships as assets, with the objective of increasing long-term shared value for all parties. See also: A New Paradigm for Risk Management?   Organizations that have adopted SRM have seen tangible benefits from being in the cockpit with their most strategic partners. Organizations with SRM invest in partnerships by creating shared business plans and meeting regularly to discuss joint activities and coming opportunities. Enterprises and their top strategic partners have come to realize that they sink or swim together, and they focus on developing truly mutually beneficial relationships. Examples of strategic partnership models include:
  • An insurer strikes a strategic partnership with a vendor. A global life insurer used several vendors to assist it with various strategic initiatives. Through its SRM function, the organization was able to prioritize one of the vendor firms that had a strong track record of helping the organization. Through several joint strategic partnership meetings, the two organizations defined a partnership model that could help drive shared, long-term objectives. The life insurer agreed to partner with the vendor on several strategic growth initiatives in return for taking over the vendor’s group life insurance plan (for 50,000-plus employees).
  • A strategic customer provides product feedback that increases sales and customer satisfaction. A large technology company had prioritized strategic customer accounts throughout its entire organization. By cultivating these relationships at all levels, the sales and distribution and account management teams were able to quickly relay real-time customer feedback to the product group. This transparency enabled the technology organization to make quick changes to its product offering that significantly increased sales, customer retention and satisfaction upon full product launch.
  • A partner opens the door to new markets. A regional bank used its SRM function as a foothold to expand its operations into new markets. The bank leveraged its strategic B2B partnerships, which already had operational or commercial reach, into select target markets that the bank selected based on the partners’ access to distribution channels and other opportunities to accelerate growth.
  • A large coffee retailer identifies a “win-win” opportunity with a strategic coffee supplier. Through its SRM function, a multinational coffee retailer identified a strategic partnership with one of its coffee suppliers in South America. The supplier produced top-quality Arabica coffee and needed to expand to meet the coffee retailer’s growing demands. Knowing the strategic importance of the relationship in the long term, the SRM function worked with the executive leadership team to create a mutually beneficial opportunity. The coffee retailer helped fund part of a coffee farm expansion project, and the supplier agreed to sell its product to the only retailer and work with it to develop new coffee blends. The retailer was able to build a strategic partnership that is helping to fuel its long-term growth strategy, while the coffee supplier was able to also grow its farming output.
Strategic Relationship Management approach SRM strategically influences the lifecycle of major opportunities by focusing on four key concepts: connect, collaborate, leverage and influence. Connect with your vendors, distributors and customers to identify their needs and develop strategies to successfully meet them. Leverage strategic relationships to identify and prioritize growth opportunities. Collaborate among business units, across borders and with external account stakeholders to create awareness of new opportunities. Influence decisions where possible to increase benefits and drive growth for your customers and company. This approach can help organizations develop joint strategies with their strategic partners to uncover mutually beneficial opportunities and create shared value. Selecting the accounts deemed “strategic” is one of the foundational aspects of setting up SRM, and companies must carefully establish the baseline criteria and other factors they’ll use to identify these accounts. In addition, to obtain its full benefits, cross-functional executive leadership buy-in is essential to establishing effective SRM. An internal executive governance committee as well as appropriate account management processes and technology platforms will be necessary for the entire organization to effectively own and manage the targeted strategic accounts. Conclusion: Benefits of Strategic Relationship Management In conclusion, any organization can benefit from implementing SRM to strategically manage its most vital partnerships. Because of their scale and increased complexity, multinational organizations can stand to benefit exponentially. Benefits for enterprise:
  • Leverage partners’ skills, capabilities and specialized knowledge as your own
  • Gain access to partners’ networks, channels and geographies
  • Create opportunities to evaluate a relationship holistically (i.e., as a buyer, vendor and distributor)
  • Lower negotiated rates with suppliers by negotiating across business units/divisions/ geographies
  • Improve revenue, margin expansion and prioritization of vendor and distributor relationships
  • Simplify relationships with fewer vendors and distributors
Benefits for strategic partners:
  • SRM-sponsored symposiums where buyers and vendors define common goals
  • Executive group partnership that incorporates global, regional and local perspectives
  • Candid and active feedback on final decisions (win or lose) within defined timelines
  • B2B business planning
  • Awareness of RFP opportunities
In short, having deeper and more meaningful partnerships with strategic partners creates transparency, trust and, subsequently, more opportunities for all parties. Moreover, the proper functions will clearly hear the voice of vendors, distributors and customers and thereby facilitate mutually beneficial, active strategic decision making. See also: A Revolution in Risk Management   This post was written with John Dixon, Jay Kaduson and Tucker Matheson.

Bruce Brodie

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Bruce Brodie

Bruce Brodie is a managing director for PwC's insurance advisory practice focusing on insurance operations and IT strategy, new IT operating models and IT functional transformation. Brodie has 30 years of experience in the industry and has held a number of leadership positions in the insurance and consulting world.

4 Ways That Agencies Should Use Video

Everywhere you look, companies are using video as a major part of their marketing strategies. Agency owners can't stay on the sidelines.

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Everywhere you look, companies are using video as a major part of their marketing strategies. And while it is true that many videos are uploaded simply for entertainment purposes, the momentum around video is simply incredible, and top marketers have taken notice. There’s no denying video’s effectiveness in attracting and informing viewers. In fact, according to Brainshark, 52% of marketing professionals worldwide name video as the type of content with the best ROI. That’s why, for agency owners, it’s critical that you pay attention to this medium as a way for you to attract, engage and retain clients. See also: 3 Ways for Video to Reinvent Claims Work   But without a plan, your video content may not hit the mark. This list will provide four great ideas for implementing video in your marketing strategy. 1. Create a “Why Work With Our Agency” video or staff introduction videos These videos, when produced effectively, can provide an excellent primer for both your current and prospective clients! This is your chance to boast, whether it’s about your work for local charities or church groups, your 40 years of providing local service or anything else you think is noteworthy — so be sure to mention it! Our advice is to keep these videos short and sweet (90 seconds or shorter) and answer the question: “What is my unique selling proposition?” Here are a few examples: 2. Use video to create customer testimonials Hearing your current customers speak about their experience with your agency will provide assurance to prospective customers. Try to have the topics and benefits presented between the testimonials so that any prospective buyer can see all the ways you’ve helped your clients. Again, be sure to keep these videos short and sweet (aim for less than one minute!), and be specific — vague statements like, “they’re the best,” don’t offer much insight to prospective clients. Here are a few examples: 3. Make birthday and holiday videos Remember: You are in a relationship business! Everyone loves to be celebrated on their special day, and birthday/holiday videos are a simple and cost-effective way to do just that! Be sure to express your personality, and make it fun! Singing is not a requirement, as long as your tone otherwise is upbeat. Tip: Most email service providers (and even some agency management systems) enable you to set up “birthday campaigns” that will send your birthday videos automatically. Here are a few examples: 4. Create videos that answer FAQs and explain coverages If you’re feeling ambitious, you can flex your insurance expertise with a video that answers frequently asked questions and that explains coverages. How many times have you been asked about how an umbrella policy works or whether a flood insurance policy would be a good investment? With video, you’re able to leverage the power of storytelling to better communicate the value of insurance. A good video can also help you sell more, as an informed client is more likely to make a purchase decision. Once you’ve made the video, it can be used again and again — when quoting, on your website, in your email newsletter and even on social media (a smart way to work!). Tip: Keep these videos to two to three minutes in length. Consider using visuals to reinforce your message. Here is an example: See also: 4 Technology Trends to Watch for   Those are just a few tips to help you integrate video into your marketing strategy. Video is a powerful and growing medium that cannot be ignored. Whether you’re attracting clients with Facebook, LinkedIn or YouTube videos that establish credibility and trust, engaging them while quoting and cross-selling with videos that show your polish, or retaining them with periodic video touches for birthdays and holidays, video is a versatile tool that can be used at any stage of the customer lifecycle. And, if you realize the power of video but still find the process of creating them daunting, My Insurance Videos is a done-for-you video platform with more than 40 videos, ranging from explanation of coverage videos to birthday and holiday greeting videos customized with your voice! According to Brainshark, 74% of all internet traffic in 2017 will be video, so there’s no better time than now to get started.

'Single-Payer': the Wrong Debate

"Single-pricing" is the real issue. In other words, we're having the wrong debate, creating a huge distraction.

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Once again, our healthcare reform is mired in muck. That means we’re knee-deep and grinding away at our circular healthcare debate, but it’s really a big distraction. It’s the wrong debate. We keep debating the math of coverage and cost as if they’re independent of system design — and they aren’t. As Senate Majority Leader Mitch McConnell is finding out, there’s no solution to the Rubik’s Cube he’s playing with, because it’s the same one we’ve been fiddling with for decades: tiered coverage to support tiered pricing. The only way to lower the cost is to end coverage (“how” and “for whom” are just the dials). The good news is that “single-payer” healthcare isn’t necessary to solve our healthcare cost crisis. The bad news is that single pricing is, and that will require systemic change. Lost in our debates (often intentionally) is a critical design component called universal health coverage. Here, the landscape is littered with artifacts and variations of the term, but they’re often used in a way to disguise, confuse or obfuscate the core principle of universal coverage. There are many good definitions, but this one from the World Health Organization captures the general intent well:
“Universal health coverage is defined as ensuring that all people have access to needed promotive, preventive, curative and rehabilitative health services, of sufficient quality to be effective, while also ensuring that people do not suffer financial hardship when paying for these services. Universal health coverage has therefore become a major goal for health reform in many countries and a priority objective of WHO.”
Terms like “universal healthcare,” “Medicare for All,” and “single-payer” are typically substituted for universal coverage as if they all mean the same thing and everyone understands the reference. They don’t, and the big distinctions are critical for any debate. Payment and coverage are definitely connected, but that connection can (and should) be simple and transparent, not complex and opaque. Universal coverage is that simplicity and transparency. What we have is tiered coverage designed to support tiered pricing. It's not just complex for everyone, it's totally opaque. Medicare, Medicaid, VA, Indian Health Services, employer-sponsored insurance, Obamacare and the uninsured are all different tiers of coverage — all with different pricing. That works well to maximize revenue and profits, but the enormous sacrifice to this design is safety, quality and equality. A big myth surrounding the debate is that our system is just broken. It’s not. It’s working exactly as designed, and we need a different system design based on the core principle of universal coverage. See also: Healthcare Needs a Data Checkup   Obviously, how universal coverage is paid for (either single- or multi-payer, delivered through government or privately owned industries) is a critical debate, but who qualifies for coverage (and under what terms) shouldn’t be. There are only three big arguments against universal coverage — clinical, fiscal and moral — and they all fail. The clinical evidence alone isn’t dazzling, but it is compelling. As MedPage Today noted last week:
“There are a lot more studies covered in Woolhandler and Himmelstein's paper, but they all suggest roughly the same thing–that insurance has a modest, but real, effect on all-cause mortality. Something to the tune of a 20% relative reduction in death compared to being uninsured.”
That’s just the clinical evidence, but healthcare is really expensive, so health coverage is inseparable from payment — which, of course, is the fiscal or economic argument. As a country, we've been arguing, fussing and fighting over the economics of healthcare for decades — and we're likely to continue for years to come — but the following chart is the only proof we need that we're not just on the wrong clinical trajectory, we're on the wrong fiscal one, as well. [caption id="attachment_26817" align="alignnone" width="570"] Creative Commons License by author Max Roser[/caption] Our system design is the death spiral — not Obamacare. Of course, policy wonks and politicians love to confuse the debate with a heavy focus on the y-axis of life expectancy. The general argument here is that the data around life expectancy is too variable around the world, so it’s all wrong. By extension, the argument goes, the whole chart must be wrong, but I’ve seen no dispute with the x-axis because the math is bone simple. Take our (estimated) National Health Expenditure for 2017 ($3.539 trillion, from CMS) and divide that by our current population (325,355,000, from the Census Bureau). The result is a whopping $10,877 per capita spending just on healthcare this year (the chart only goes to $9,000 in 2014). The argument that universal coverage is just too expensive for Team USA also fails with this chart because all of those other countries have some variant of it. Our debate swirls endlessly around economic options of tiered group (and now individual) coverage, but it’s all the science of actuarial math. The largest single group is always an entire country, and that’s also where the actuarial math is fully leveraged. As we can see from the chart, our decades-long battle with actuarial math has been epic, but the battle using tiered coverage (or some variant) is un-winnable. All of which brings us to the final argument: the moral one. Germany was among the first to recognize the moral imperative of universal coverage with its Health Insurance Bill of 1883. We’ve argued this imperative as well–perhaps none so eloquently or succinctly as Dr. Martin Luther King, Jr. in 1966:
“Of all the forms of inequality, injustice in health is the most shocking and the most inhuman because it often results in physical death.”
He’s right, and we know it. The clinical, fiscal and moral arguments against universal coverage all fail, so what’s left? All we really need now is the logic behind our obvious and longstanding political intransigence against it. Why don’t we just implement universal coverage? Here’s the simplest and best answer I’ve seen from the legal mind of Harvard Law Professor Lawrence Lessig:
“You know, when Bernie (Sanders) was talking about single-payer healthcare people rolled their eyes. Not because it was a bad idea, but because there’s no chance to get single-payer healthcare in a world where money dominates the influence of how politicians think about these issues.”
He’s right, too, and we know it. Much of our "healthcare debate" isn't really a debate at all. It’s a huge distraction from our fatally flawed system: the status quo. We’re just grinding away at the math hoping for an undiscovered calculation to solve our Rubik’s Cube. Politicians and heavily entrenched incumbents love to debate the variants of tiered coverage (and opaque pricing) because it continues to support the enormous revenue and profits for the healthcare industry. At almost $11,000 per capita per year, our healthcare system is a gigantic monument to the priorities of “shareholder value,” inequality and injustice (at scale). No one group is to blame for our healthcare cost crisis because each segment of the industry is complicit, and they each have a fiduciary obligation to their shareholders. Payers, providers, pharma, suppliers, educators, software vendors and medical device manufacturers are all harvesting enormous profits from our $3.4 trillion “medical industrial complex.” Naturally, they also lobby heavily for legislation to support those profits, and they have the war chests to do that effectively. See also: A Way to Reduce Healthcare Costs   Again, a payment mechanism for universal coverage is the only real debate, because there are many options and enormous ancillary benefits as well. Two of the biggest are single pricing (versus the opaque, tiered pricing of our current system) and the elimination of annual enrollment. I’ve never seen a clinical or economic argument supporting annual enrollment in health insurance because there aren’t any. That’s just not how healthcare works. It's just another artifact (like employer-sponsored insurance) in a system that's been optimized for billable episodes of care — not health — all marching to the drumbeat of an annual tax calendar. Single-payer is certainly one payment option, but it’s not the only one, and it’s easy to argue that it's not a good cultural fit for Team USA. That’s OK, because we don’t need single payer to get to single pricing. As one of the wealthiest countries on the planet, we can easily afford any healthcare system we choose — except one. The one we have. The future of Obamacare or Trumpcare isn’t the real debate, because it’s not as much a clinical or financial debate as it is a civil rights one. That will take time, but the result is inevitable. Universal health coverage isn’t a matter of if, only when, and not just because it’s the right thing to do but because it’s in our collective economic and clinical interest to end tiered pricing as the way to maximize revenue instead of optimizing for health. Obamacare was a step closer to universal coverage, but as Obama (and others) have suggested, progress isn’t always linear. My book Casino Healthcare is now available. You can also follow me on twitter @danmunro.

Dan Munro

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Dan Munro

Dan Munro is a writer and speaker on the topic of healthcare. First appearing in <a href="http://www.forbes.com/sites/danmunro/#594d92fb73f5">Forbes</a&gt; as a contributor in 2012, Munro has written for a wide range of global brands and print publications. His first book – <a href="http://dan-munro.com/"><em>Casino Healthcare</em></a> – was just published, and he is a <a href="https://www.quora.com/profile/Dan-Munro">"Top Writer"</a> (four consecutive years) on the globally popular Q&amp;A site known as Quora.

WC's Version of 'Room Where It Happens'

Like Aaron Burr, injured workers want to be in the room where it happens. Instead, they are frequently shut out of discussions on claims.

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"Hamilton," the ground-breaking musical about our colonial forefathers, is finally coming to Los Angeles in August. But maybe you’ve been experiencing a version of that story. Like Aaron Burr, injured workers want to be in the room where it happens [sorry if you encounter an ad at this link].  Instead, they are frequently shut out of discussions and proceedings about their claim. Ignorance breeds resentment Go to any WCAB location, and you will see a waiting room full of injured workers. Many more injured workers with claims on the calendar are not in attendance. Settlement discussions may occur in courtrooms, cafeterias and even hallways. Injured workers are usually not included in these discussions. No injured worker should waste time traveling to a Board when nothing will happen. On the other hand, injured workers want to sit in on their attorneys' negotiations. If the injured worker is already at the Board, shutting out that person can foster mistrust.
The Best Place for Settlement Discussions Mediation provides a forum for the injured worker to listen and participate. Including the injured worker conveys respect and can help avoid a problem later. See also: How to Settle Tough WC Cases  Likewise, the presence of a representative from the employer’s side shows a seriousness of purpose. That representative will get a better picture of the negotiation by being in the room where it happens. Regardless of which side an attorney represents, counsel will want to prepare the client for mediation. That includes a preview of how mediation works. Counsel may want to coach clients to be temperate in their comments. In joint session or when the mediator is present, client or counsel can ask for time for a private discussion with each other at any point. Multiple Rooms Typically, there are at least two rooms where it happens, because each side is in its own caucus. As mediator, I shuttle between the rooms to speak with lawyers and their clients. Sometimes I speak only with the attorneys (often in the hall), and attorneys can request to speak privately with the mediator or with the mediator and opposing counsel. When counsel returns to caucus, the client can provide immediate feedback — assuming the client is in the room where it happens.

Teddy Snyder

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Teddy Snyder

Teddy Snyder mediates workers' compensation cases throughout California through WCMediator.com. An attorney since 1977, she has concentrated on claim settlement for more than 19 years. Her motto is, "Stop fooling around and just settle the case."

Fitbit's Impossible Claims on Wellness

Among the mathematical issues, Fitbit cannot reduce healthcare costs by 46%. Taking a certain number of steps just isn't that important.

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In wellness, it’s totally legal to lie to customers. Indeed, if you don’t, you’ll probably lose them, since your competitors are happy to do exactly that, and most customers aren’t going to notice anyway. In securities, though, it is totally illegal to lie to shareholders or to pay someone to write a favorable but dishonest report on your product, with the intent of propping up the stock price. This brings up to Fitbit, and a recent report on savings allegedly generated by its activity trackers, published by Springbuk. Let’s leave aside for a moment the value of activity trackers to users. “Like” is not the issue in this savings claim. The issue is whether the math works. And it doesn’t. The Springbuk report of savings and outcomes for Fitbit was impossible. Among the clinical issues is the study design itself: The report defines “active” as taking 100 steps a day. However, as the previous installment showed, it is impossible not to take 100 steps in a day without being so sick you can’t get out of bed. So rather than being the threshold for being counted as an “active” person, as the Springbuk study says, it should be the threshold for being a person who can get out of bed. And of course, people who can get out of bed will by definition have lower healthcare costs than people who can’t get out of bed, whether or not they wear a Fitbit. See also: Are Patients Ready to Take Control?   Among the mathematical issues, it is not possible to reduce costs by 46% (one of the claims made) with a fitness device, because in the working-age population, only a small number of hospital admissions are caused by not taking enough steps. Further, in addition to the apparent mathematical and clinical impossibility of Springbuk’s results, the author — and Fitbit — refused to respond to the following query, which was sent multiple times. Hi Mr. Daniels, I have some questions about your report. Perhaps I’ve gotten some things wrong, so I’d love to hear from you in the next 3 business days, if I have. First, isn’t it the case that anyone who is not in a wheelchair walks at least 100 steps a day, Fitbit or no Fitbit? Is that the threshold for “active” as opposed to “bedridden” ? Second, Figure 2c indicates that the very fact of being in the “engaged” group, even if you never get out of bed, reduces costs by 30%+. How is this possible? A corollary: It would seem that all savings are being attributed to Fitbit, at least in the Fitbit interpretation. They also seem to be taking credit for this: “266 employees who used their Fitbit tracker for at least half the duration of the program decreased their healthcare costs by 45.6% on average.” Third, can you reconcile this statement…:
“The materials in this document represent the opinion of the authors and not representative of the views of Springbuk, Inc. Springbuk does not certify the information, nor does it guarantee the accuracy and completeness of such information.”
…with this statement:
“This demonstration of impact achieved by integrating Fitbit technology into an employee wellness program reinforces our belief in the power of health data and measurement in demonstrating ROI,” said Rod Reasen, co-founder and CEO of Springbuk."
Fourth, how is it possible to show basically no separation for 182 days of getting out of bed (taking 100 steps a day) from being bedridden, but massive separation for getting out of bed for 274 days? I can’t find the explanation of the exercise science that would lead to that result. It would seem that there is some huge physiological disadvantage to those extra 92 days of taking 100 steps. Fifth, am I missing the disclosure that Fitbit paid you to do this study? I can’t find it anywhere. Or did you do this on a pro bono basis? Sixth, would you have come up with this same result if you had been paid by a hedge fund that was shorting Fitbit stock and wanted to show no savings? Seventh, since most wellness-related healthcare spending is unavoidable altogether by walking 100 steps a days or any other amount for 12 months, I’m wondering if you were able to determine approximately which elements of healthcare spending were reduced, in order to get a 45.6% reduction in costs? You would have to wipe out all hospitalizations, for example – and get roughly a 10% reduction in everything else. Thanks very much. If you would like to reply, I’ll look forward to your reply by 5 PM EDT on Wednesday 5/24. Assuming Fitbit paid Springbuk (that’s a big assumption — this obvious conflict of interest is not disclosed anywhere, so the reader has to decide whether Springbuk collected money, or whether it did this study out of the goodness of its heart), one of four outcomes is possible:
  1. Springbuk genuinely thinks, among other things, that walking 100 steps a day for 274 days reduces healthcare costs by 27% vs. walking 100 steps a day for only 182 days. No crime there, other than the one committed by the grade school that granted them a diploma. It’s unlikely they think this, because Springbuk says they are “obsessed with analytics” and that they sell “the leading health analytics software…[with] powerful insights.” So if Springbuk truly believes their own report, then congratulations are in order: they have accomplished more in this one analysis than most extremely stupid people accomplish in a lifetime. (Not an original line, as Veep fans know, but apropos nonetheless.)
  2. Springbuk wanted to show savings because they were being well-paid to do so, but Fitbit put no pressure on them when they gave them the check. Once again, doesn’t say much for Springbuk’s ethics, but Fitbit did not commit a crime.
  3. Fitbit paid Springbuk to lie for them, in order to impress prospects and customers. Once again, no crime. There wouldn’t be enough room in the prison system if lying in wellness were a crime. (See http://www.ethicalwellness.org for a list of wellness vendors that have agreed not to lie. It’s not very long.)
  4. Fitbit paid Springbuk to lie for them, in order to inter alia impress investors. This is not legal, any more than if Fitbit made up their own data for that reason. Since many Fitbit analyst reports make reference to savings of “up to $1500 per employee per year,” and since this study appears to be one of only two justifications for that statement (the other being equally suspect), there is a case to be made that Fitbit’s stock price would indeed be lower if they told the truth: that no disinterested researcher has ever found more than a trivial impact on employee health status or healthcare insurance cost.
We don’t know which of these four is the case. Is Springbuk dishonest, or just incompetent? Does Fitbit genuinely believe that wearing their device could magically reduce healthcare costs for U.S. corporations by hundreds of billions of dollars, or are they willing to lie in order to boost revenues and their share price? See also: IoT’s Implications for Insurance Carriers We look forward to hearing the answers to these questions once the financial media gets hold of this posting. Opinions expressed in this column are those of Al Lewis individually. They do not necessarily represent the views of Insurance Thought Leadership. Therefore all threats of lawsuits should be directed to the former, to which I say: “Go ahead. Make my day.”

Another Startup That Isn't Revolutionary

This “We can write your insurance in two to three minutes” mantra is becoming a common theme with many of these insurance startups.

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Here is another startup that is going to revolutionize the industry: I first talked about a recent interview with their CEO on my LinkedIn Discussion Board. (If you’re not aware, I communicate about industry issues on LinkedIn and via Twitter — you can access them and subscribe from my Contact page.) This startup I want to talk about claims that it can place homeowners insurance without an application of any kind. The company basically only needs to know your name and address, then it gets all the data it needs from other sources. Presumably this process takes a couple of minutes — and that’s it. I invite you to read the interview and then join the discussion. This “We can write your insurance in two to three minutes” mantra is becoming a common theme with many of these insurance startups. The rationale is improving the customer experience. But what about the customer experience of having a six-figure (or greater) uncovered loss because nobody took the time to prompt the consumer for exposures? See also: Why A Homeowner Should Know About Complying With Workers' Compensation Laws    I make this point in the LinkedIn discussion:

“If you were going to sky dive for the first time, would you pack your parachute yourself? Would you insist that someone else pack it as fast as possible with almost no attention to detail because you’re in a hurry? Or pack it with their eyes closed? My insurance program is my financial parachute. There are no shortcuts to security unless you’re buying insurance with no exclusions or policy limits, and most of what is being sold on the internet is far from that.”

So what do you think? Are regulators who welcome these startups with open arms really doing their constituents a service by embracing “fast and cheap”? Or are they simply insuring (no pun intended) financial ruin for perhaps a great many of them? For more discussion, comment on this article and visit the LinkedIn discussion on this subject.


Bill Wilson

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Bill Wilson

William C. Wilson, Jr., CPCU, ARM, AIM, AAM is the founder of Insurance Commentary.com. He retired in December 2016 from the Independent Insurance Agents & Brokers of America, where he served as associate vice president of education and research.