Two Health Insurance Market Pros to Detail Winning Strategies for Selling Ancillary Products on Private Exchanges

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In an upcoming webinar from Atlantic Information Services, participants will learn the pros and cons of different ancillary products and different strategies for selling them on private insurance exchanges.

As private exchanges become fully integrated as a popular distribution channel for health insurance, they also are becoming staging platforms for insurers to sell a wide range of ancillary products — dental, vision, short- and long-term disability, hospitalization, specialized care, wellness, coaching, telemedicine and pet insurance. But there are numerous options for which products to offer and how to sell them for both group and individual coverage. During the June 18 Atlantic Information Services, Inc. (AIS) webinar, “Selling Ancillary Products on Private Exchanges: New Opportunities for Health Plans,” two health insurance market pros will explain the steps insurers can take to capitalize on these new opportunities.

In a 60-minute presentation followed by 30 minutes of responses to individual questions, participants will hear from Christopher Condeluci, of counsel at the law firm Venable LLP, and Jim Fries, director of sales at ConnectedHealth. They will provide valuable insider perspectives on questions such as:

  • What options exist for insurers to get involved in ancillary markets? Is there an RFP process with an exchange, or do carriers come to the market with supplemental insurance partners?
  • Which ancillary products have the most potential for insurers, based on the dollars involved and their anticipated shelf-life in terms of consumer interest? Which ancillaries (like dental and vision) are here to stay? Which are likely to have marginal long-term value?
  • What is the best way for carriers to approach the ancillary market — directly through the exchange or via a supplemental insurance partner?
  • What strategies exist for insurers to reach out to consumers for ancillary sales? How do the sales pitches and methods differ from those for medical insurance?
  • What financial return should plans expect from ancillary sales? How much money is at stake? Do niche sales complement health insurance sales or are they treated by consumers as standalone offerings? How should insurers invest accordingly?
  • To what extent does health reform facilitate or hinder ancillary market opportunities for health insurers?
  • How much of the demand for ancillary sales on private exchanges is coming from employers … as opposed to exchange administrators?

Visit for more details and registration information.

About AIS
Atlantic Information Services, Inc. (AIS) is a publishing and information company that has been serving the health care industry for more than 25 years. It develops highly targeted news, data and strategic information for managers in hospitals, health plans, medical group practices, pharmaceutical companies and other health care organizations. AIS products include print and electronic newsletters, websites, looseleafs, books, strategic reports, databases, webinars and conferences. Learn more at

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Shelly Beaird-Francois
Atlantic Information Services
+1 (202) 775-9008 Ext: 3064
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