PART THREE: AGILITY SETS
By: Rob Mulligan
President and CEO of Renaissance Dental
It’s more important than ever for insurance providers to be agile in the ever -changing insurance landscape. Just like a running back in football, we need to be able to change direction in an instant to avoid bigger defenders, or, in our case, bigger insurance providers trying to keep us out of the game. Renaissance is able to stay light on its feet even as we add more options to become a complete ancillary solution.
LOOKING FORWARD TO THE NEW YEAR:
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Embrace consultative selling: In a healthcare and insurance environment that is shifting its focus to overall wellness, our selling approach has to follow suit. Cross selling ancillary is not only lucrative because customers are in the buying mind set, but it rounds out a comprehensive benefits package for employers.
Look for bundled ancillary options: Look for carriers, like us, who offer a bundled suite of ancillary options. This approach simplifies the
NEW HIRE JOINS RENAISSANCE TEAM
Renaissance is expanding its Florida office with the addition of dental industry veteran Cynthia Byndas. Byndas will serve as senior account executive for the state, responsible for developing growth opportunities for Renaissance’s group insurance sales, including dental, vision, life and disability.
With more than 30 years of experience in the dental industry, Byndas brings real-world experience as a registered dental hygienist and former dental practice manager. That experience will be invaluable to groups and human resource managers looking for the right coverage.
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Medical carriers have been offering ancillary coverage to some extent for more than 20 years. But more recently, because of the ACA, they’ve become more competitive with carriers who have always focused on it. Before I came to Renaissance I worked for one of the biggest medical carriers. I went there because I thought medical carriers would eventually do a better job of bundling services. I was wrong. Ancillary insurance is done best by companies like Renaissance that focus on it exclusively.
As the CEO of an ancillary carrier, I know that the insurance market is still driven by medical coverage. It’s the biggest decision point for employers, and just about everything follows after it. In some respects, companies like us could be considered vulnerable because many of the big medical carriers do what we do. But we have the opportunity to do it better — and we are.
While the ACA has muddied the waters for medical carriers, it has actually helped ancillary providers. One reason is that since the ACA has given medical carriers so much to think about, they’re not able to put the time in to sell ancillary. Medical carriers try to pay attention to ancillary, but no matter how hard they try, they eventually lose focus.
That loss of focus is where Renaissance has its opportunity for growth. If customers want a better experience with dental, vision, life and disability insurance, we can bring that to them. We pride ourselves on limiting the distractions that can happen when people look at their insurance options. Whether it’s a private consumer or someone making a group decision, they often get bogged down by the medical options. That is where Renaissance comes in and offers expertise that the big carriers lack when it comes to ancillary coverage.
We’re capitalizing on the opportunity presented by the ACA by becoming a complete ancillary solution. By adding vision, life and disability to our flagship dental product, we’ve become a one-stop shop. It’s been our goal to be able to walk into an employer and say, “Look to us for your ancillary insurance needs,” and now we’re able to do that.
You can keep an eye out for the remaining parts of the series later this month by following us on Linkedin.
Plus, the first two parts of the series are available here!
“It’s an exciting time to come to Renaissance,” said Byndas. “With the addition of vision to an already comprehensive dental plan, Renaissance is truly a complete ancillary solution. I’m happy to be part
of a company that strives to make the process as easy as possible for groups looking for coverage.”
Cynthia can be reached via email firstname.lastname@example.org or by calling 813-549-9433.
decision-making process and increases overall stickiness with customers. Bundled solutions can also provide discounted pricing, which helps employers keep ancillary costs down while healthcare costs continue to rise.
Look to Renaissance: With more than 55 years of experience, we have the nationwide capability to create innovative and flexible plans for dental, vision, and life and disability. In 2015 Renaissance was upgraded to an "A" rating by A.M. Best, which emphasizes the company's stable outlook and continued confidence in our products.
Find out more information by visiting the broker section of our website!