CGIB May 2016 Newsletter



Cigna Global Health Benefits is looking for a group insurance sales representative for the Ontario/ Eastern Canada market.

Responsibilities will include working with existing, and recruiting new insurance advisors/brokers to sell Cigna’s market leading expatriate medical insurance products to corporate clients.

The right candidate will have at least three years of successful group insurance sales experience in the Ontario/ Eastern Canada market, have deep relationships in the producer community and possess a desire to learn the diverse healthcare and medical insurance landscapes in key global markets.  This is an exciting opportunity to be a part of a Fortune 100 company (NYSE: CI) as it expands in Canada.

This role involves working from home (3 days/week) and the Toronto/Scarborough office (2 days/week).

Very attractive compensation package.
Please do not hesitate to reply with interest or referrals- any help is much appreciated! We’re excited to grow our presence in the market and good people tend to know good people!

Jen Pence, MBA

Recruiting Manager – Distribution and Total Health and Network – Cigna Human Resources

Office: 770-261-3372 – Email:

Check out our Veterans Careers Site:




Dear Consultant,

Benefits and Pensions Monitor will publish its Annual Directory of Consultants in its June 2016 issue. This directory gives readers a comprehensive listing of consultants providing pension and benefits, third-party, technology and software, healthcare, and other services to Canadian pension plan sponsors and their providers.

Co-operation by consultants is critical to the success of this directory. Please take a moment to fill out the questionnaire at    to ensure your firm gets its FREE listing in this editorial directory. Please make sure the appropriate contact information is filled out as well as the sections which outline the services your firm provides. This is a secure web page where you can input your information.

Deadline to return your completed questionnaire is May 13. If you require an alternate method of delivering your completed questionnaire, please contact me at or fax it to our offices at (416) 494-2536

I’m looking forward to receiving your response.


Joe Hornyak 

Executive Editor

Please Respond by MAY 13


Articles and Interesting reading


$20M benefits fraud, kickbacks case underway in Sudbury


10 ways to strike up a conversation with a prospect


Biosimilars starting to take off


The best way to secure referrals


Insurance company drops ‘discriminatory’ policy on suicide attempts


CDIPC Helps Smooth Drug Costs

The Canadian Drug Insurance Pooling Corporation (CDIPC) is not a vehicle to grow the number of plans coming to market or a means to neutralize drug cost growth, says Dan Berty, its executive director. Speaking at the Benefits Alliance Group’s ‘Taking It To The Next Level’ session ‘Drug Insurance Pooling for Fully Insured plans: Reality, Myths, and Brass Tacks,’ he said it is part of a two-tiered approach to help manage high costs drugs. It steps in after EP3, the first step beyond an employer’s benefit plan. EP3 covers the cost of one time drugs over $10,000. CDIPC comes into play for recurring high cost drug claims of more than $32,000. CDIPC insures the impact of catastrophic drugs claims and is a means to improve the degree of predictability of the impact risk from recurring catastrophic drug claims. With EP3, it smooths out the cost of high cost drugs. However, given the cost of expensive and new drugs, pooling charges will continue to grow at a rate exceeding inflation, he said.


Costco probed in alleged drug kickback scheme


Changes to government-mandated benefits may be coming soon


Manulife to cut sales-volume based travel conferences


What’s the impact of emerging cancer treatments on benefits plans?


ClaimSecure Launches Preferred Pharmacy Network

ClaimSecure Inc. has launched the RxAdvantage – Specialty Support preferred pharmacy network. It will provide members and plan sponsors with more cost effective access to specialty drugs which are typically used for the treatment of complex, chronic, and life threatening conditions. The network includes retail pharmacy brands such as Rexall, Sobeys, and Lawtons Drugs. The immediate goal of this service is to reduce the financial impact these high cost medications often have on members and plan sponsors by providing the same medication at a lower price through a preferred channel.


Launch of Key Biosimilar Medicine To Help Save Healthcare Budgets


Employer’s Inaccurate Statement About Benefits Eligibility Results in Over $90,000 in Damages


EI Change Could Impact Benefits

While the federal budget will reduce the waiting period for employment insurance benefits from two weeks to one week, starting January 1, 2017, it does not specify whether the change applies to benefits for both unemployment and sickness, says an Eckler ‘GroupNews.’ It also does not specify whether the maximum payment period is being extended by one week. Eckler assumes that the change does cover both types of benefits, and that ? due to the financial implications ? an extension to the maximum payment period is not being considered. This means plan sponsors will have to reduce their waiting period for short-term disability (STD) benefits in order to preserve any EI premium reduction. This may result in an increase in the number and dollar amount of STD claims. Plan sponsors who integrate the expiry of EI benefits or EI-equivalent STD benefits with their privately-sponsored long-term disability (LTD) programs will need to reduce the waiting period for LTD benefits. This will lead to an increase in LTD program costs, but possibly result in lower STD costs.


OSC panel wants embedded commissions banned


Actively Managed Drug Solution Offered

The Empire Life Insurance Company is introducing actively managed drug solutions for customers with pay-direct drug plans. This service will help employers better manage drug benefit costs while helping their employees achieve better health. Powered by Express Scripts Canada and designed for employees who take maintenance and/or specialty drugs, it provides personalized education and coaching as well as dispensing of medication and treatment facilitation. As a result, employees better understand their health condition and treatment; are alerted to the availability of clinically appropriate, lower cost alternative medications, so they can make cost-effective decisions; benefit from the convenience of longer day-supplies of medication delivered directly to the address of their choice, as well as other services that enhance adherence; and are more likely to take medication as prescribed and suffer fewer unnecessary complications. The full suite of services is offered in all provinces except Quebec.


Knowing, communicating and pricing your value


Industry Becoming Commoditized

The benefits industry is becoming commoditized with product and cookie cutter systems taking over, says Harry Matheis, of Matheis Financial Group. He told the ‘Death of a Salesman’ session at the Canadian Group Insurance Brokers (CGIB) April seminar, this is resulting in a misalignment of goals and objectives with many examples of the disconnect between clients and providers and advisors and provider. What is needed is a multi-disciplinary approach as “we can’t do it all. All stakeholders need to get back to working together,” he said.


COB Misunderstood

Over the years, advisors have had a variety of basic questions answered differently and often wrongly. In fact, Dave Patriarche, of Mainstay Insurance Brokerage Inc. speaking at the Canadian Group Insurance Brokers (CGIB) April seminar on ‘Back to Basics,’said roughly 50 per cent of brokers and even more insurer reps could not answer co-ordination of benefits (COB) questions correctly. “We don’t all need to know how to adjudicate claims so this is not an issue,” he said, except instead of checking, all gave the wrong answer each time. And the answer is available on Canadian Life and Health Insurance Association website. COB is the process insurers use when plan members have coverage under more than one plan. However, it does get more complicated as plan designs do, he says.


Benefits Key Component Of Rewards

The bene?t package is a key component of the total rewards package, says Joanne Patriarche, director, human resources Canada, at Apotex Inc. In the ‘Back to Basics: HR Related Bene?t Issues’ at the Canadian Group Insurance Brokers (CGIB) April seminar,she said this means it becomes important the details are outlined as part of the terms and conditions of employment. Employers should also take this opportunity to make sure that changes in the benefits and the ability of the employee to make changes is included. Employers can make plan changes, reduce benefits, change employee contributions, and eliminate benefits. However, this can only happen if this is stated in the employment letter and reasonable notice is given of the changes. The more significant the change, she said, the longer the notice period should be.


Most employees vastly underestimate their total compensation


Seminars and Educational Events


Complimentary Seminar

2016: What Does Harassment Mean Now?

Thursday, May 5, 2016



Evaluating Expatriate Benefit Programs

Speakers: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.


Announcing the 2015-16 BBC Season!

Season Schedule – Save the Dates!

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



Register Now

Complimentary Webinar

Understanding the Multiple Sclerosis Patient Journey

Mapol Inc. invites you to attend a complimentary webinar sponsored by Biogen Canada.

The Webinar will be held on Tuesday, May 10, 2016 from 1:00 p.m. to 2:00 p.m., Eastern Daylight Time.

You will hear presentations from:

– Amy Lundquist, Program Lead, Patient Services, Biogen ONE™ Support Program

– Amanda Piron, Multiple Sclerosis Patient Advocate

The Learning Objectives for the session are:

  • To understand the impact of multiple sclerosis (MS) on activities of daily living and quality of life for patients in the workplace.
  • To appreciate the reimbursement challenges encountered by MS patients when moving between drug plans.
  • To understand the value of manufacturer-sponsored patient assistance programs for nursing, reimbursement, and adherence support when patients start therapies and progress to other MS therapies.

To register:

  1. Click the registration link.
  2. Click “Register”.
  3. On the registration form, enter your information and then click “Submit”.

An application for CE credits has been submitted to the Institute for Advanced Financial Education.

Please note, this complimentary webinar is limited to invited guests including insurers, PBMs, TPAs, benefits consultants, and employers.

Tuesday, May 10, 2016

1:00 to 2:00 p.m. EDT

Register Now


Amy Lundquist, Program Lead, Patient Services, Biogen ONE™ Support Program

Amanda Piron, Multiple Sclerosis Patient Advocate

Register Now

If you have any difficulty with registering, please contact Corinne at



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.

  • 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.

  • Tuesday, May 10, 2016   2-3pm

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

We are excited to announce a new in-house, hands-on workshop. If you are interested in growing your employee benefits business through customized benefits plans, and ASO plans specifically, this workshop is for you! Participants will come away with three valuable tools to help them grow their benefits business. Details below:

Length: 2 hours
Date: May 12 or May 17
Time: 9:30 a.m. – 11:30 a.m.
Availability: Only 15 advisors may attend each session!

*Please note that this workshop is not CE credit eligible.

To claim your spot in this exclusive, interactive workshop, contact us today!

If you want to earn CE credits, register for our upcoming webinars! We have six great topics for you to learn about, so sign up now and earn 1 CE credit per webinar


Independent Financial Brokers’ 2016 Summits and Events

Toronto Spring Summit

  • Dates: 01 – 02 Jun, 2016
  • Location: The International Centre

Further your understanding of the financial services landscape by hearing from speakers and organizations that know the latest developments in the industry. IFB’s Toronto Summit gives you a chance to earn valuable CE credits, take in informative presentations, and network with other financial services professionals. See all that we have on deck for our next event byclicking here.

Early bird pricing:

$124.00 for IFB Members ($149.00 after May 6)

$224.00 for Non-Members ($249.00 after May 6)

Prices do not include tax.

Click on “Register” below to reserve your spot at the Summit.


For the last 19 years, The Sanofi Canada Healthcare Survey has been the reference tool to assess Canadians’ perceptions of their own health benefit plans.

Join us to discuss the 2016 survey results.


Lauren Harris at


Tuesday, June 14th, 2016

Breakfast: 7:45 a.m.

Session: 8:30 a.m. – 10:00 a.m.



Leave a Reply

Your email address will not be published. Required fields are marked *