What business ?

1. 3

2. What business ?

3. Most Compelling Investment?

4. One Effective Way to Lead in the Mid Market

5. What business ?

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

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

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

9. Sorry Benefits  Retention

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

11. Benefits Retention + Benefits Communications That effectively educate

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

13. Source: MetLife’s 6th Annual Benefits Trends Study

14. What HR wants • What the CFO wants • What the CEO wants What business ?

15. They are lucky to have jobs.

16. 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

17. 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

18. 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

19. 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 quits are already increasing. Recruit and Retain Employees Voluntary Resignations Top Layoffs

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

21. 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. Steps must be taken to retain good talent. Recruit and Retain Employees

22. Turnover is Reeeealy Expensive! Cost of Turnover $ 8 Hourly Employee $5,505.80 1 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: http://www.sashacorp.com/turnframe.html 2 Barry Deutsch, Impact Hiring Solutions Benefits can make a difference – But only if you communicate!

23. Most Compelling Investment?

24. 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

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

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

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

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

29. How to Lead

30. Shadow Effect SouthwestAirlines • On Time Departures How to Sell!

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

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

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

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

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

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

37. Communicate Value Your communications quality speaks volumes about the value of your benefits Improve your results with best in class professional communications.

38. Get Noticed Your communications speak volumes about the value of all of your services. The best product in the most important area creates implied expertise in all areas 3 D is all the rage Best in class professional communications. www.benefitsvaluebuilder.com 3 D

39. Retirement Benefits The third most important factor in keeping affluent employees loyal Source: Merrill Lynch Affluent Insights Quarterly 7/28/10

40. Begin at the Beginning “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?” How to Sell!

41. Other Resources MetLife Benefits Trends Surveys - 6th, 7th & 8th PlanSponsor.com “Newsdash” Books: Creating Competitive Advantage by Jayne Smith A Whole New Mind by Daniel Pink The Medici Effect Frans Johansson Benefitsvaluebuilder.com • 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

42. Companies Don’t Buy Benefits Companies buy what benefits will do for them. Lower total costs Faster growth More profitable growth

43. 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