3

What business ?

Most Compelling Investment?

One Effective Way to Lead in the Mid Market

What business ?

Recruit and Retain Employees “An organization’s ability to execute its strategy effectively is directly related to its ability to: AttractRetain Attract, Retain, and Develop Talent” Source: MetLife 7 th Annual Benefits Trends Survey

Recruit and Retain Employees Source: MetLife 7 th Annual Benefits Trends Survey

Recruit and Retain Employees Source: MetLife 7 th Annual Benefits Trends Survey

Sorry Benefits  Retention

When employees believe that their Benefits Communications did NOT educate effectively Source: MetLife’s 6th Annual Benefits Trends Study Percentage of Employees Who Strongly Agree With The Following Statements

Benefits  Retention + Benefits Communications That effectively educate

When employees believe that their Benefits Communications DID EDUCATE EFFECTIVELY Source: MetLife’s 6th Annual Benefits Trends Study Percentage of Employees Who Strongly Agree With The Following Statements

Source: MetLife’s 6th Annual Benefits Trends Study

What business ? o What HR wants o What the CFO wants o What the CEO wants

They are lucky to have jobs.

Employee Engagement Dropped – Employee engagement determines profits. 19% Higher Profits Organizations with highly engaged employees earned shareholder returns 19% higher than average 40% Lower Profits Organizations with low engagement earned shareholder returns 44% lower than average Source: Hewitt Associates employee engagement research 6/30/2010 Recruit and Retain Employees

Employee Engagement Dropped – the largest decline since research began 15 years ago 15% of employers normally experience a decline Vs. 46% of Employers saw a significant drop in employee engagement levels Source: Hewitt Associates employee engagement research 6/30/2010 Recruit and Retain Employees

Employee Engagement Dropped 34% of employees plan to look for a new job when the economy gets better 48% said it was because they lost trust in their employer 46% said it was because of lack of communication from their company’s leadership Source: Deloitte’s fourth annual Ethics & Workplace Survey Recruit and Retain Employees

Talent Loss as Before Economy Improves For the first time since October 2008, more employees voluntarily left their jobs this spring (2010) than were let go by employers. Voluntary Resignations Top Layoffs Voluntary quits are already increasing. Recruit and Retain Employees

Voluntary Resignations Top Layoffs Voluntary quits are already increasing. Source: U.S. Bureau of Labor Statistics

Talent Loss as Before Economy Improves Nearly two-thirds of U.S. companies are worried about losing managers and executives in an improving job market. Steps must be taken to retain good talent. Recruit and Retain Employees Steps must be taken to retain good talent.

Turnover is Reeeealy Expensive! But only if you communicate! Benefits can make a difference – But only if you communicate! Cost of Turnover $ 8 Hourly Employee$5, Multiple Turns of a front line employee over 25 years$100,000 1 $50,000 employee$250,000 2 Salesman who leaves with company’s client list? 1 Turnover Cost Studies compiled at website: 2 Barry Deutsch, Impact Hiring Solutions

Most Compelling Investment?

Among surveyed employees, those who are highly satisfied with their benefits, 85% plan to be working for their current employer 18 months from now. Among those who are NOT highly satisfied with their benefits, 50% plan to be working for their current employer 18 months from now. 85% Plan to Stay vs. 50% Plan to Stay Recruit and Retain Employees Source: MetLife’s 6th Annual Benefits Trends Study

Recruit and Retain Employees But only if you communicate! Benefits make a difference – But only if you communicate! Link between effective communications and other positive attributes Source: MetLife’s 8th Annual Benefits Trends Study

Recruit and Retain Employees But only if you communicate! Benefits make a difference – But only if you communicate! Only 36% of employers think their company’s benefits communication is effective - MetLife’s 8 th Annual Benefits Trends Survey

Recruit and Retain Employees But only if you communicate! Benefits make a difference – But only if you communicate! Only 33% of employees think their company’s benefits communication is effective - MetLife’s 8 th Annual Benefits Trends Survey

Recruit and Retain Employees But only if you communicate! Benefits can make a difference – But only if you communicate! The Most Important Investment Highest ROI Effective Communications Higher Satisfaction Higher Satisfaction Lower Turnover Lower Turnover More Profitable Growth

How to Lead

Shadow Effect SouthwestAirlines Southwest Airlines – On Time Departures How to Sell!

Position “Fringe Benefits” as “Your Foundation of Financial Security”

Emphasize – company’s commitment to employees’ financial safety Why the company provides benefits, it’s vision and values

Simplify 1.Answer “WHY?” – Give the information needed to make a good decision – Use photos that evoke emotions – Use story

Simplify 2.Get rid of jargon & explain what terms mean What does the benefit mean to me

Simplify 3.Focus on how to access benefits and use them for greatest value

Personalize “Dear Laurie,“Dear Laurie, Using reasonable assumptions, your retirement plan balance could be $1,245,000 just from company contributions.” Using reasonable assumptions, your retirement plan balance could be $1,245,000 just from company contributions.”

3 D

Source: Merrill Lynch Affluent Insights Quarterly 7/28/10

Begin at the Beginning How to Sell! “What was your turnover rate last year” “Under normal business conditions, how many employees do you replace in a year?” “Who left” - “Why” “May I have a copy of your open enrollment materials?”

Tools to Effectively Educate:  Employee Satisfaction Survey – Before  Open Enrollment Benefit Books  Hidden Paycheck Benefit Statement  Web – EBCs, BeneShare, Video Library  UBA Plan Evaluator  SIMPLE Communications  Campaigns – TouchPoints  Retirement Readiness  Employee Satisfaction Survey - After

Without Communications that Effectively Educate: Higher turnover costs Loss of customers Loss of critical skills Opportunity costs Recruiting failures Productivity loss Solutions by: Your Logo Here