Benefits Selling / Oliver Wyman 2014 Broker and Agent Survey

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According to a recent Benefits Selling / Oliver Wyman study, producers will be looking for ways to expand, grow revenue, and diversify risk in the face of lower margins in the core medical business. Health plans, too, are seeking additional sources of revenue to make up for their own declining margins as a result of PPACA restrictions such as the MLR limits. Producers and carriers alike have zeroed in on ancillary products as a growth opportunity. Almost two-thirds of respondents believed that incentives from ancillary sales would increase in 2014, particularly in the traditional ancillary lines of vision, dental, life insurance, and short and long-term disability.

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