Healthcare Insurance Research

Producer Research

Producers are the key distribution channel for healthcare insurance companies. The relationship a carrier has with its Producers is absolutely critical to success. Understanding Producers’ needs and expectations and, more importantly, how to respond to their needs and expectations, is imperative.

While most Producers will acknowledge that the cost of a plan is the key driver of their decision of who to recommend, most will agree that a large number of other elements must be in place in order to support their recommendations. Those elements cover a broad spectrum that essentially relates to how the carrier serves them (Producers), their clients (Employers), and members.

Forming a good relationship with Producers can lead to long-term sales and sales support, better retention, and better customer service. Not doing so can be devastating. Knowing your Producers can only come from actively engaging with them and meeting their expressed needs and expectations.

Questions may include:

How do we structure Producer "tiers" to develop product and service offerings that are targeted to their productivity and their importance to the carrier?
What is or should be the relationship between Producers and internal sales people?
How important are commissions and the commission structure? Do bonuses and "spifs" really impact their decisions on who they recommend?
What constitutes Producer service? How important is service to the Producer in the decision of which carrier they may sell?
How periodically should we meet with Producers to assess their needs and expectations? What is the best way to learn from Producers?
What on-line tools do Producers want to help them be more effective and efficient? What forms should be available on-line?
What quoting tools can be made available on-line? How can we make quoting faster and more efficient?
What Producer training programs can and should we develop and implement?
What assistance can we provide Producers at renewal? For new accounts?
What and how much product flexibility and options do we need for small groups? Large groups? Individual?

To get answers to these and other questions, contact us for a proposal.