Given the changes in and expansion of product portfolios, it’s not surprising many brokers say productknowledge is their primary competitive advantage.
Service and administration expertise are also critical to staying competitive.
Product knowledge may not be enough to gain the edge needed to win employer business—adminis-
Areas of administration by carriers causing pain
tration and service are also critical. Brokers say they still have many of the same challenges document-
ed in our previous surveys when it comes to working with carriers in these areas. A strong majority (73 percent)
of voluntary brokers and more than half (56 percent) of benefit brokers report billing problems are a top carrier
administrative pain point. Getting products set up on enrollment or ben admin systems is another significant
challenge, according to half of benefit brokers and 38 percent of voluntary brokers.
Primary basis of competitive advantage
Getting products set up
on enrollment or benefits