1. The Information Contained Throughout This Report is Confidential and Proprietary THE VALUE OF BLUE. SM DELIVERING THE BEST LOCAL HEALTH PLANS NATIONWIDE. Blue Labor Basics Online Learning Program Conclusion

2. Review  10 Key points to remember about labor market customers

3. Point #1  Remember that we serve both unions AND management.

4. Point #2  We need to understand union’s needs.

5. Point #3  Understand union preferences concerning healthcare.

6. Point #4  We need to share information honestly and equally.

7. Point #5  Keep learning about the unions you serve.

8. Point #6  Watch your language.

9. Point #6  Key words:

10. Point #6  Key words: –Fiduciary

11. Point #6  Key words: –Fiduciary –Prudent

12. Point #6  Key words: –Fiduciary –Prudent –Plan document

13. Point #6  Key words: –Fiduciary –Prudent –Plan document –Contributions

14. Point #6  Key words: –Fiduciary –Prudent –Plan document –Contributions –Taft-Hartley

15. Point #6  Key words: –Fiduciary –Prudent –Plan document –Contributions –Taft-Hartley –ERISA

16. Point #6  Key words: –Fiduciary –Prudent –Plan document –Contributions –Taft-Hartley –ERISA –Hour banking

17. Point #7  Be mindful of union sensitivities.

18. Point #8  Value union endorsements.

19. Point #9  Build the relationships.

20. Point #10  Your National Labor Office is here to help. –Visit us on the web at www.bcbs.com/nlowww.bcbs.com/nlo –Email us at nlo@bcbsa.comnlo@bcbsa.com –Call us at 202.626.4815

21. Final Quiz  Good luck – and thanks for taking this course.