1. Football frenzy: How Accident and Disability Income insurance protect on-the-field shenanigans
Christin Kuretich
Director
Product & Innovation
Pam Handmaker
Sr. Director
Product & Innovation
Chris Tyrrell
Sr. Regional Sales Director
Plains Region
Mike Feeney
Regional Sales Manager
Mid-Atlantic Region

3. Trustmark Accident Insurance
Accident insurance is simple and straight-forward
Typically easy to understand for employees
Focus on out-of-pocket expenses associated with an accident
Coverage stays with you to age 100
Four coverage tiers
No underwriting, no pre-ex
Great enrollment question: “Got kids?”

4. Trustmark Accident Insurance
Simple schedule
Injury benefits
Simple schedule determines benefit payable
Initial care benefits
Doctor’s office, urgent care or emergency room
Ambulance
Fractures
Dislocations
Lacerations
Ligament, tendon & cartilage
Follow-up benefits
Physical therapy
Appliances
Doctor’s office
Initial care benefits
Follow-up benefits

5. Meaningful innovation
13 most used benefits accounted for 97% of all claims
Doctor’s office/urgent care
Emergency room
Ambulance
Follow-up visit
Fractures
Lacerations
Tendon/ligament/rotator cuff
Appliance
Physical therapy
Hospital admission
Hospital stay
ICU confinement
Wellness
Used data to create customer-focused plan by reviewing Trustmark’s block of accident claims.

6. $1,500 _______ $200 $400 $2,000 _______ $400 $600 $2,250 _______ $500
LOW
MEDIUM
HIGH
$1,500
_______
$200
$400
$2,000
_______
$400
$600
$2,250
_______
$500
$600
Hospital admission
Per admission
Hospital confinement
Daily benefit (up to 365 days)
Hospital ICU
Daily benefit (up to 15 days)

7. Let’s use a real life example…

8. How does Accident insurance work?
Trustmark
Ambulance……………….
ER………………………….
Leg Fracture…………………..
Crutches………………….
Physical Therapy (2x)….
Follow-up…………………
TOTAL: $5,375
$600
$250
$4000
$225
$150
Trustmark Accident High Plan
Illustration: Broken leg

9. What would other plans pay?
Trustmark
TOTAL: $5,375
Competitor 1
Competitor 2
Competitor 3
Ambulance…………
ER…………………….
Leg Fracture…………….
Crutches…………….
Physical Therapy….
Follow-up…………..
TOTAL: $4,270
$300
$200
$3300
$250
$120
$100
Ambulance…………
ER…………………….
Leg Fracture…………….
Crutches…………….
Physical Therapy….
Follow-up…………..
TOTAL: $1,830 $0
$100
$1,600
$50
$30
Ambulance…………
ER…………………….
Leg Fracture…………….
Crutches…………….
Physical Therapy….
Follow-up…………..
TOTAL: $3,075
$100
$2700
$50
$25

10. 30% $0
Companies of all sizes can experience a decrease in costs by offering Accident and Disability.
30% of all employers experience a 25% or greater decline in costs while offer Accident and Disability Insurance.
Accident and Disability can enhance an employer’s benefit package at no additional cost if offered through a carrier providing employee-paid benefits.

12. Why Income Protection?
You never know when life becomes inconvenient… it’s not about the wheel chairs and the extreme situations; it’s about day-to-day accidents and sickness that leave you unable to work

13. Who is our customer? Families with school age children
Average issue age: 42
Income: $40,000 to $80,000
Annual premium: $430
Average benefit: $1,350

14. Strong emotional connection to their policy

15. Who Doesn’t Think They Should Buy?
“If I don’t get sick, it is $500 a year for nothing.”
“I sit behind a desk all day.”
“The ROI didn’t equal out.”
“I don’t do strenuous physical activity at work. I sit behind a desk all day.”
“$15 a drop, but over 25 years? I don’t think I’ll need it.”
“I don’t need it when I’m young.”

18. Built-in benefits Built-in features
Total disability due to:
Non-occupational sickness/injury
Pregnancy (10 mo. after effective date)
Complication of pregnancy
Benefit amounts up to 60%
Built-in features
Fully portable
Guaranteed renewable
Level premiums
Waiver of premium
No offsets at time of claim

19. Flexible Plan Design  $100 Monthly Increments
WAITING PERIOD
BENEFIT PERIOD
Accident
Sickness
3 mo
6 mo
12 mo
24 mo
0-Day
7-Day 
14-Day
30-Day
60-Day
90-Day
180-Day
$100 Monthly Increments
Percentage of earnings (60%)

20. Waiver of pre-existing condition limitations
Eligibility age
Employee: 17 to 67
Waiver of pre-existing condition limitations
Guaranteed issue
20% participation required (waived with approved enrollment)
Modified guaranteed issue
3 questions; no medical history or physical exams
Missed more than five days of work in the last 90 days (excluding paid vacation and maternity leave)?
Diabetes, back or knee disorder in the last 12 months?
DUI in the last three years?
Female Male
Min Max Min Max
5’0”
5’2”
5’4”
5’6”
5’8”
5’10”
6’0”

21. 17.9 years will have a car accident
5.3%
$907 cost of car insurance
$430
$907
$952
5.3% homeowners claim
18-64
$952 cost of homeowners insurance

22. $500
$430

23. Christin Kuretich Pam Handmaker Chris Tyrrell Mike Feeney
Director, Product & Innovation
Pam Handmaker
Sr. Director, Product & Innovation
Chris Tyrrell
Sr. Regional Sales Director, Plains Region
Mike Feeney
Regional Sales Manager, Mid-Atlantic Region