Working Better, Together

"Sometimes, reassurance is comforting"

September 30, 2011

Here at Apprize, we find a great amount of pride in knowing that we are 100% committed to serving our clients.  Knowing that you have an experienced professional in your corner at all times can be very reassuring for your company.  We know that proper guidance is key, and that’s what we offer.  With Apprize on your side, you can expect nothing but the best. 

In a world driven by technology, sometimes it’s easy to get lost.  Whether it’s working with your account executive 1-on-1, receiving demos, or being proactive and anticipating your business’ needs, Apprize will help get you back on track.  One philosophy that we have at Apprize is the fact that we try our best to make ourselves available to our clients at all times.  Whether it’s answering a simple question about our Total Benefits system, or helping you run reports, an Account Executive will always be there to guide you.  Our Account Executives often make themselves available to give live demonstrations that will further your knowledge with our online benefits system, and clear up any questions you might have.  That’s what we feel establishes us from others. 

Another benefit of using your Account Executive as an asset is that they can work with you as a consultant, and help you plan strategically.  The online benefit system can be uniquely tailored to fit your company’s needs.  We always commit to maximizing your efficiency so you can focus your attention on other important tasks while giving your employees control, and saving you money in the process.  Our Account Executives have over 25 years of combined experience, and are capable of helping our clients with any problems or questions they may have.  Our Account Executives do an excellent job with anticipating your HR needs, and utilizing our system to meet your needs. 

At Apprize, we know just how important customer service is, and we understand to become proficient at using an online benefit management system means involvement from your Account Executive.  We work with you and your HR staff to give you complete control of your online benefit management system.  When you’re with us, you know we’ll be with you 100% of the way. 

Online Enrollment Technology

It’s 10am—Do You Know where Your Best Clients Are?
Over 30%* of Small and Medium-size businesses (SMBs) have implemented online benefit
enrollment technology. It is clear that over the next decade; most of the remaining 70% of SMBs
will shift from paper-based systems to online technology.

The question is:
Will you be leading this discussion with your key clients/prospects or will your
competitors?

Why do this?

Of course, this is a bit of a loaded question. HR software executives will tell you that online enrollment technologies assist in: 1) Attracting new clients, 2) Retaining key
relationships, and 3) Increasing participation rates. However, there are risks associated with
introducing new technology to your clients and prospects-- and a broker/consultant takes on
some ownership of the process whether they like it or not.

The implementation bugaboo

Technology implementations require planning, commitment, communication, and a lot of
work. If any of these elements fall short, the implementation is likely to cause anxiety for all
involved. For these reasons, it is critical that you target clients that appreciate the value that an
online system brings so that they prepare for and support the implementation process. Software
professionals should take on the bulk of the planning, communication, and work—though it is
critical that the broker/group provide complete and timely information.

Who are your competitors?

You have probably competed with brokers across town for many years. It’s not difficult to
imagine that they are calling your clients and promising the world to them—great programs,
rates, service, and yes, online enrollment technology. Employee benefits are a competitive
business and your competitors will always look for an angle—you need to decide whether you
want to accept this fact or pre-empt that conversation.

There is also a new breed of competitors—large payroll providers. ADP (Employease), Paychex
(Benetrac), and First Ceridian (Sylinq) have all purchased online enrollment companies. They
are utilizing these technologies not only to expand their service offering, but more alarmingly for
brokers, to enable cross-sales into benefits administration. This is beyond the concept stage—as
an example, Paychex reports that it has 250 health and benefits sales reps calling on “the entire
Paychex client base**.”  

What to do?
Not everyone is ready for online enrollment. The first thing to do is decide whether you want to
engage with your clients and prospects on this topic. Being proactive will help you play offense
with new prospects and defense with key clients. But, you need to be aware that this requires
commitment from your team and from the client.

In your portfolio of clients, think about which companies would benefit the most from an online
system and would likely commit the time and energy necessary for a successful implementation.
Not only are these the most likely to have a successful implementation, but they are also the
most likely to be targeted by your competitor across town and your new competitors—ADP,
Paychex, and First Ceridian.