1. Key Employee Benefit Decisions 1

2. The single most important decision. RFP for broker, not product. Products are a commodity. The Selection of an Employee Benefit Broker/Advisor 2

3. Informs and educates. Brings options and advice. A support team that you get to know. 90% of your time will be spent with them. Learn compensation up front on every plan and service. Compliance guidance. A formal planning process. Innovation – insurers are not creative. Technology – billing, enrollment, changes, claims analysis. Proactive – schedule meetings for the year. If you ever question their objectivity, advice or knowledge, you have the wrong firm. Your Advisor - Things to Expect & Measure 3

4. Discussion of goals, objectives (HR & Financial). Gather data, reports, renewals, policies. Develop RFPs – current & modified plans. Review before sending to insurers, TPAs. Analysis of proposals received and finalist selection. Negotiations on rates, services, performance guarantees. Final selection & implementation schedule. Communication, education & enrollment processes. Review policies, admin agreements, SPDs, billings. Establish monthly/quarterly meetings on claims, services & planning. The Benefit Planning Process 4

5. Insured – Life, LTD, Medical Partial self-funded – Medical Self-funded – STD, Vision, Dental Understand Alternate Funding 5

6. HR – no time, no budget, no experience, no staff. Multifunctional – printed, call center, website, meetings (in priority order). Budget $50/ee (1/2 % of $10,000). Must instruct employee on how to make proper selection – core vs. secondary. Core – Medical, Disability, Death, Retirement. Employee Education & Communication 6

7. Who is the Financial Planner for 85% of your Employees? 7

8. Employee retention Tax savings Increased use of services (financial assistance) Why offer a Dental Plan? 8 Evaluating Dental Plans – What You Need to Know.

9. Question: What’s covered, how often, at what age and for how much? Current Plan Designs 9 What Does the Plan Pay? ProcedureDesignActual Preventive100%81% Corrective80%58% Restorative50%36% Orthodontic50%26% Percentage of dental costs paid: Average of all fees to insurers53% Patients pay47%

10. Plan design Funding Statistical data and analysis Customer service Key Elements to Evaluate 10

11. Average expenses per person/year$420 Average claim cost per person$240 Number of claims per person1.6 Number of claims per employee3.2 Percentage of reimbursement – Traditional45-55% – Reimbursement50-65% Cost of administration6-18% Broker compensation? PPO savings7%+ Composite Metrics on Dental Plans 11

12. 30% of employers change plans every year. Why? Insurers swap policyholders every year. Why? Are insurers willing to pay for more expensive procedures that produce the best long term outcomes? Plan Persistency 12

13. Utilization of Dental Care (Actuarial Studies of MARACON Services – Dental Expenses Incurred/Individual/Year) 49% of all people spent $225/yr or less 65% of all people spent $550/yr or less 74% of all people spent $1,000/yr or less $0 $1-225 $226-550 $551-1,000 $1,001-1,750 $1,751+ Expenses% of People 35% 14% 16% 9% 15% 11% 13

14. 38% of people see the dentist twice/yr 27% of people see the dentist once /yr 35% of people do not visit the dentist in a year 14 Utilization of Dental Care (Actuarial Studies of MARACON Services – Dental Expenses Incurred/Individual/Year) Average/Person/Year Dental $455$245 54% Bills Claims PaidPercentage

15. “Dollar based, tax favored, reimbursement accounts” Family-based, not individual accounts Suppose these had been created before the advent of “dental insurance”. Result? What do these Three Things have in Common? 15 FSA, HRA, HSA

16. 1.Plan reimburses 65% of all expenses 2.Plan reimburses 100% of $200 and 50% of excess 3.Plan reimburses 80% after $150 deductible. Maximums $500 to $2,500 per individual, $1,500 to $6,000 per family Three Designs - Dollar Based Dental Reimbursement Accounts 16

17. Insured Self Funded Self Funded with Stop Loss Insurance Plan Funding - Any Plan Design 17

18. When losses are unpredictable, large and not budgetable. Does this apply to dental? How about vision or STD plans? Cost of Insuring a dental plan: – Premium - $1.50/ee/month – State Tax - $1.00/ee/month – Claims Reserves – 10% of annual claims – Insurers keep 8% of excess premiums they bill. Not needed for claims or administration. When to Insure - Insurance 101 18

19. For every person in the room, your teeth and their needs are different than anyone else’s. The frequency, age and procedures that are the best for your neighbor are different than the ones best for you. Make certain that your dental plan has the flexibility to meet each person’s specific needs. Different People, Different Teeth, Different Needs 19

20. Base the decision on how your premium dollars are being used. Analysis of plan performance. Do Not Change Dental Plans Based on Premiums or Networks 20

21. This is a free service to any employer. We have not seen a benefit advisor recommend or offer this type of analysis. The Virginia Dental Association can assist you in your analysis of your plan 21

22. Questions 22

23. End of Presentation Thank You for Your Time! 23