CGIB February 2016 Newsletter

Articles and Interesting reading

Mary McDonald, Principal at Quad Search Associates, has a great opportunity for:

a candidate with 3-10 years insurance experience as a Group Service Rep, with ability to handle medium to large groups.”

Contact via:  or


Have you paid your dues?


Quarter Of Drugs Covered

Canada’s public drug plans covered an average of only 24 per cent of the 464 new drugs approved for sale by Health Canada over the 10-year period from 2004 to 2013, says a study by the Canadian Health Policy Institute. Of the new drugs that were covered, the average of the delays to list a new drug on the public formulary that were observed across all 11 federal and provincial drug plans was 731 days. The study found that Quebec (40.1 per cent) and Ontario (31 per cent) provided the highest coverage rates for new drugs, while the federal NIHB (17 per cent) and Alberta (18.1 per cent) had the shortest average delays to listing new drugs on its public drug plan. New Brunswick (986 days) and Prince Edward Island (931 days) had the longest delays to listing. Among the 11 public drug plans studied, Quebec provided the best overall access to new drugs. The federal government and each of the provincial and territorial governments operate separate publicly funded prescription drug benefit plans within their jurisdiction. Eligibility for these programs is typically offered to seniors, recipients of social assistance, and/or individuals with high drug costs.—s-public-drug-plans–2015-.html


Broker goes out of its way for denied claimant


GroupHealth Partners With GMS

GroupHEALTH Benefit Solutions is increasing its advisor partner network by partnering with GMS Insurance. The new relationship allows GMS to expand its portfolio by offering GroupHEALTH products and services. The arrangement also allows GroupHEALTH to provide more coverage in Ontario. GMS Insurance provides services to small, medium, and large corporations across a wide variety of industries and organizational structures.


Drug trial goes terribly wrong


Private insurers want in on national bulk-buying deal for drugs


Drugmaker continues to pay a decade later


Canadian Life and Health Insurers Release Results of Coverage by Pooling System for High-Cost Prescription Drugs


Pretty slick if you do individual life sales.

In this video I compare a Term 10 vs Term 20 using Life Design Analysis.


Stop loss under siege


Employers getting in the way of lower pharmaceutical costs


Employer switches insurance carriers leaving employees out in cold


Ontario updates Insurance Act


Annual Physical Coverage Ends In Ontario

Ontario will no longer cover the cost of a full physical examination for healthy patients between the ages of 18 and 64. The change went into effect to start this year following an agreement between the Ontario Medical Association and the Ministry of Health. Instead, the Ontario Medical Association says patients will receive personalized health reviews which will involve limited examination and more discussion. It says evidence shows a head-to-toe exam for healthy people with no complaints is not helpful. The change does not affect children, seniors, or patients with chronic conditions.


100 BEST Sales & Marketing Ideas

THERE ARE A MILLION WAYS TO SELL AN INSURANCE PRODUCT, and any one of them may work depending on your target market, your product lineup and your own unique skill set. But there are a few that have been proven to deliver great results time and time again. In our annual poll for your very best sales ideas, these are the standouts, the things that are really working in 2014.


Medical Costs Up Globally

The average cost increases for employer-sponsored medical plans globally will be 9.1 per cent in 2016, says a report from Aon Hewitt. This is 5.5 percentage points higher than the global average projected inflation rate of 3.6 percent. Projected trend rates are expected to vary significantly by region. Both Latin America and the Middle East are expected to see double-digit average medical trend rates in 2016, while Europe and North America will experience trend rates just below six per cent. Still, average trend rates for all regions are expected to exceed average regional inflation levels by at least four percentage points. “We expect medical costs to continue to escalate around the world due to global population aging, overall declining health, poor lifestyle habits particularly in emerging countries, continued cost shifting from social programs, and an increase in utilization of employer-sponsored health plans,” says Wil Gaitan, senior vice president and global consulting actuary at Aon Hewitt. “Regardless of the underlying medical insurance system, employers around the world are continuing to experience added organizational cost and lost workforce productivity as a result of these factors.”


CPP drive by private insurers unrewarding


Seminars and Educational Events


Voluntary Benefits Business Session

February 19, 2016

Please mark your calendar for February 19 and join Allstate Benefits for breakfast followed by a Voluntary Benefits business session. You won’t want to miss this opportunity to hear experts discuss how Canada is an emerging Voluntary Benefits market. They’ll also discuss how this is an opportunity for you to grow revenue for existing and new clients. CE credits will be provided.

We look forward to seeing you at the Lionhead Golf and Conference Centre on
February 19. Watch your mailbox for additional information.

Bob Mongia
Vice President,
Canada Allstate Benefits


2016 Advisor Webinars, January to June

We are delighted to announce our 2016 advisor webinars for the first half of the year. We cordially invite you to register today.

Out of Country Emergency Travel Assistance
When preparing to travel, many if not most employees assume out of country coverage protects them in case of a medical emergency. But policies vary from carrier to carrier, especially when it comes to stability and pre-ex clauses. When you transfer a group to a new carrier, this is an important consideration. Join this webinar for a refresher on key terms and how you can help customers (and their employees) understand their benefit and whether they will be covered if they have a medical emergency.

Sarah Hume, Director, Client Services, Allianz Global Assistance

February 24, 2016
1:30-2:30 p.m. Eastern (10:30-11:30 a.m. Pacific; 11:30-12:30 p.m. Mountain; 12:30-1:30 p.m. Central; 2:30-3:30 p.m. Atlantic)

Chronic Disease
Chronic disease is the leading cause of death and disability worldwide—and accounts for the lion’s share of health care spend in Canada. Chronic disease is on the rise in Canada and not just among older adults. As a result, more drugs are being charged to customers’ drug benefits—including high cost specialty drugs. What can you do to help your customers, and what can customers do to help their employees?

Dr. Alain Sotto, Investigative Coroner for York Region; Medical Director, Medcan Wellness Clinic; Chief Health and Wellness Physician at RRJ Investments Inc.; Occupational Medical Consultant, Toronto Transit Commission

March 31, 2016
1:30-2:30 p.m. Eastern (10:30-11:30 a.m. Pacific; 11:30-12:30 p.m. Mountain; 12:30-1:30 p.m. Central; 2:30-3:30 p.m. Atlantic)

Benefits Fraud
Would you like to learn about the latest schemes used to bilk group plans? Do you want to review proven approaches to help protect group plans from misuse, abuse, and fraud? This webinar will provide up-to-date information and review our Tip Sheet, which you can send to customers to help them protect their plans.

Daniel Tourangeau, Partner, LBC Meaden & Moore International

April 27, 2016
1:30-2:30 p.m. Eastern (10:30-11:30 a.m. Pacific; 11:30-12:30 p.m. Mountain; 12:30-1:30 p.m. Central; 2:30-3:30 p.m. Atlantic)

Evaluating Expatriate Benefit Programs
More and more Canadians are living and working abroad, which is driving the need for expatriate benefits. How does coverage work? As an advisor, what do you need to know? In this webinar, we will discuss common product features and what customers need to be aware of.

Anthony Hidell, Regional Director, MetLife Expatriate Benefits; Wil Trohanis, Assistant Vice President, MetLife Global Employee Benefits

May 25, 2016
1:30-2:30 p.m. Eastern (10:30-11:30 a.m. Pacific; 11:30-12:30 p.m. Mountain; 12:30-1:30 p.m. Central; 2:30-3:30 p.m. Atlantic)

Express Scripts Canada Drug Trend Report
Managing drug benefits effectively requires accurate and up-to-date information. In this webinar, Express Scripts Canada will review its annual Drug Trend Report, which provides analysis and insight into usage of prescription medication in the private sector.

John Herbert, Director, Strategy, Product Development & Clinical Services, Express Scripts Canada

June 21, 2016
1:30-2:30 p.m. Eastern (10:30-11:30 a.m. Pacific; 11:30-12:30 p.m. Mountain; 12:30-1:30 p.m. Central; 2:30-3:30 p.m. Atlantic)

Seats are limited, so register today to reserve yours. You will receive 1 CE credit for each webinar you attend.


 Benefits and Pension Monitor
 Maximizing Benefits Without increasing Costs



Tuesday February 9th, 2016
InterContinental Toronto Centre Hotel, 225 Front St. West, Toronto, ON M5V 2X3

Breakfast & Registration: 7:30 AM
Speaker Sessions: 8:30 AM – 11:30 AM

Single Registration Fee: $159.00 + HST
Discounted Registration fee for a Table of Six: $774.00 ($129.00 x 6ppl) + HST

Click here to register online:

Please contact Kristyn Dougall, our Executive Meeting & Event Manager, for any questions at 705-252-5074 or


Clearly, Canadian employers see the benefits of having an employee benefit program. However, increasing drug costs, the demands of keeping an aging workforce on the job, and having the ability to recruit the best new employees and retain valued employees is creating a new challenge … ‘Maximizing Benefits Without Increasing Costs.’

On February 9th, join Benefits and Pensions Monitor’s thought leadership expert panel of Sarah Beech, president of Accompass; Yafa Sakkejha, general manager at Beneplan; and Atul Goela, product director, pharmaceutical benefits, at Sun Life Financial Canada; as they discuss new approaches to meet these challenges.


Join us at the 12th annual TELUS Health Conference on Wednesday, March 23rd. Consistently rated as the premier event by private insurance stakeholders, this conference will provide you with valuable insight on private drug and benefit data and trends across Canada.

With an agenda developed to address topics relevant to you, this conference will also offer a series of informative presentations that explore the latest developments across the private payer industry.


to add this event to your calendar.

Additional information about the conference agenda and registration process will follow by email within the next few weeks.

We look forward to seeing you there!

Rick Young
Managing Director
TELUS Health Analytics


Announcing the 2015-16 BBC Season!

Season Schedule – Save the Dates!

February 4, 2016: Implications on benefits plans of Cancer as a Chronic Disease – Burlington

March 24, 2016: The Changing Benefits Landscape:  TPAs, PBMs, ASO, Stop Loss & – Cambridge

April 28, 2016: Health Benefits 2.1: The Changing Health Care Plan – Burlington

June 9, 2016: New Drug Developments, Trends and Forecasting of Drug Plan Budgets – Burlington


Start 2016 with CE Credit Webinars!

Did your New Year’s resolution include earning more CE credits?
If so, you’re in luck! Get ahead with our CE Credit Webinars running between Jan 20th and May 10th.
Click here to view the full schedule and register!

Webinar Details

Simplifying Group Benefits with Budgeted ASO (1 CE Credit):

Building on a foundation of ASO basics, this session is designed to illustrate the advantages of budgeted ASO for advisors and their clients through case studies.

  • Thursday, February 18, 2016   10-11am
  • Wednesday, May 4, 2016   12-1pm

The Numbers Behind ASO (1 CE Credit):

Come to this session to understand what differentiates budgeted ASO pricing models from conventional benefits plan funding, including analyzing renewals and what the numbers are telling you.

  • Thursday, March 3, 2016   10-11am
  • Tuesday, May 10, 2016   2-3pm

Delivering the One Life Case Profitably (1 CE Credit):

How often are you asked “Can I have a benefits plan for one person?” This session illustrates how to deliver the best solution for your client so you can answer “Yes!” to this question.

  • Tuesday, February 9, 2016   2-3pm
  • Tuesday, April 26, 2016   9-10am

Group Benefits Sales Ideas for Entrepreneurial Clients (1 CE Credit):

Great sales results come from great conversations. All advisors need to know how to start those conversations, continue them with the right prospects, and drive the conversation towards closing the sale.

  • Wednesday, February 24, 2016   9-10am
  • Tuesday, April 5, 2016   2-3pm

Understanding Health Care Spending Accounts (1 CE Credit):

This session will give you valuable plan design tools and budgeting tips for fitting HCSAs into a benefits plan, and demonstrate why it is increasingly necessary to include this knowledge in your prospect/client benefit discussions.

  • Wednesday, January 20, 2016   10-11am
  • Thursday, March 31, 2016   10-11am

Introducing SelectFlex (1 CE Credit):

Finally, a flexible solution for groups of 3 or more. SelectFlex is designed to give professional advisors an alternative to Chamber Plans and other off-the-shelf small group plans that do not provide sufficient flexibility for their small group clients.

  • Wednesday, January 27, 2016   2-3pm
  • Thursday, April 14, 2016   10-11am

Register now and earn 1 CE credit per webinar. We hope to see you there!


Robert J. Crowder  CLU, GBA
President, The Benefits Trust


Eye on the Horizon: What You Need to Know Now About Building a Sustainable Health Benefits Plan

GIPC’s Next Annual Event:
Monday, April 11th, 2016 from 8:00 a.m. to 12:00 p.m.

What does the future of drug therapy look like? What steps should you be taking now to ensure drug/health benefits plans remain sustainable?

Join us on a journey from the past, to the present, and into the future of the health benefit landscape. Hear perspectives from leaders in a cross-section of industries. Gain insights on the evolution of drug therapy and advances in health outcomes. Get advice from a key thought leader on the guiding principles and practical considerations needed for sustainable plan designs. Be one of the first to hear the results of two multi-partner case studies demonstrating real world examples of integrated care. Finally, have the opportunity to engage all presenters in a lively Q&A panel.


 2016 Benefits and Pension Summit

This year’s agenda includes educational presentations, case studies and in-depth panel discussions to give you the tools you need to develop new solutions, reduce costs, improve your workforce and manage benefits risks. You’ll also benefit from numerous networking opportunities with senior-level professionals at both private and public sector organizations.

Event Highlights:

  • Expert industry speakers
  • 2 days of informative, actionable sessions
  • 2 conference tracks: Group Benefits, Defined Contribution – allowing you to tailor your conference experience
  • Hundreds of industry peers to network with

Continuing Education Credit

Insurance agents licensed in Ontario and British Columbia can earn credit by attending; CFP® credit is also available. (A $45 continuing education fee applies to all requests)


Educational sessions at this program may qualify for CEBS continuing professional education (CPE) credit. For CPE inquiries please visit or (800) 449-2327 Ext. 7757


Alison Webb | 416-764-3883 |


Yaelle Gang | 416-764-4144 |


Joanne Boccia | 416-764-4144 |

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