Case Study: a health plan provider achieves a new coverage model and growth through distribution optimization with Alexander Group

Health Plan Provider Designs New Coverage Model with Alexander Group to boost broker focus on the upper end of small group segment

A provider of individual and small group health insurance plans was facing a growth challenge due to an aging broker network that was not effectively prospecting for new business. The company needed to design a new, cost-neutral coverage model to better penetrate existing markets and grow through new channels. They engaged the Alexander Group to drive this segmentation and distribution optimization initiative.

The Alexander Group developed an agent profiling survey and metrics dashboard to classify agents and formulate new distribution alternatives. They defined new job descriptions and assigned sellers to core roles based on their profiles. As a result, the company increased its focus on driving individual business through the web and new targeted products, while also placing a greater emphasis on brokers covering the upper end of the small group segment.