In their joint presentation to conference attendees on "How Non-Traditional Benefits Can Increase Your Income and Help Make Employees Happy", Elizabeth Halkos and Steve Farish pointed out that with a declining GDP, increasing unemployment, failing financial institutions and the subprime mortgage crisis, today’s market is affecting many businesses, including yours. But there are ways to adapt and overcome the market challenges and continue to thrive. By adjusting your plans, you can accommodate lasting, positive changes to your business model.

1. How Non-Traditional Benefits
Can Increase Your Income
and Help Make Employees Happy
EBA Summit
September 15, 2009

2. Elizabeth Halkos
Vice President
Sales and Marketing
EBA Summit 2

3. The Playing Field
EBA Summit 3

4. The World Economy
Increasing
Declining GDP Unemployment
Subprime Failing Financial
Mortgage Crisis Institutions
EBA Summit 4

5. The Market’s Impact on You
• Have your priorities changed?
• If so, what are you doing to address them?
• How have your clients’ priorities changed?
• How are you planning to accommodate for
lasting changes to your business?
9/29/2009 EBA Summit 5

6. Employers
• Companies under
stress and in trouble
• Need to cut costs
• Increasing healthcare
costs
• Boost morale and
performance of
employees
EBA Summit 6

7. Consumers are on Defense
• Jobless rate is 9.7
percent
• 119 million are credit
challenged
• Cautious consumerism
• 15-20% of employees
have financial problems
severe enough to
negatively affect
productivity
EBA Summit 7

8. Inside the
Huddle
EBA Summit 8

9. Voluntary Benefits
Originally:
• Long-term care
• Disability
• Critical illness
EBA Summit 9

10. Evolution of
Non-traditional Benefits
Now:
• Prepaid legal
• Pet insurance
• Wellness programs
• Purchase programs
EBA Summit 10

11. The Ultimate Goal
“Anything companies
can do to reduce that
stress level for
employees is
something you
have to look at.”
- The Wall Street Journal
March 18, 2009
EBA Summit 11

12. Why Voluntary Benefits?
Demand from Your Clients
• Increased healthcare costs and its impact on
your clients
• The need to offer a competitive benefits
package in today’s environment
• Seeking easy to implement and low-cost
benefits
9/29/2009 EBA Summit 12

13. Purchasing Power:
A Winning Record
• Helped bridge the
digital divide
• Promotes financial
wellness
• Creates opportunity for
brokers to recognize
and meet a need
EBA Summit 13

14. Our Playbook
EBA Summit 14

15. Benefits to the Employer
• Help retain and
recruit employees
• Stay competitive
• Boost morale
• No additional cost
EBA Summit 15

16. Benefits to the Employee
• Less stress
• Financial wellness
• Needs are fulfilled
EBA Summit 16

17. Case Study
EBA Summit 17

18. Recap
• The Playing Field
• Inside the Huddle
• The Ultimate Goal
• Our Playbook
9/29/2009 EBA Summit 18

19. Steve Farish
Senior Vice President,
Worksite National
Practice Group
EBA Summit 19

20. Scouting
Report
EBA Summit 20

21. The Market’s Impact on You
• Have your priorities changed?
• How have your clients’ priorities changed?
• How are you planning to accommodate for
lasting changes to your business?
9/29/2009 EBA Summit 21

22. Your Playbook is Changing
• Staying competitive as a broker
• Changing commission
structures
• Offering innovative products to
meet the diverse needs of your
clients
9/29/2009 EBA Summit 22

23. Case Studies
• Healthcare Case Study
• School System Case
Study
9/29/2009 EBA Summit 23

24. It’s a Win, Win, Win!
• Employers
• Employees
• Brokers
EBA Summit 24