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Mid Atlantic Medical Svcs (MME) Message Board

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  • matollionequay matollionequay Aug 28, 2003 1:08 PM Flag

    Treatment of Sales People

    This is probably just a sign that mgmt believes that Mamsi is reaching maturity in the market. Flooding the market with young incented salespeople is not what will keep growth moving. New territory is. Look for reductions in the marketing force to follow. Keeping business requires less time than getting it.

    In my opinion this is a mistake. I'd be looking for salespeople to go after markets Mamsi hasn't fully entered. The downtown law firms for instance are great business. Tens of thousands of lives Mamsi can't touch.

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    • Actually - no, law firms are horrible for health insurers.

      A) The claims experience is one of the worst injuries. Lawyers rank right up there with steelworkers.

      B) Lawyers are also likely to choose to "self-insure" by choosing to forego health insurance if they are young and healthy. This means those that choose to buy it will be those that are sicker and higher utilizers.

      • 1 Reply to john_harkes_6
      • You don't know what you are talking about. Large law firms are experience rated meaning their premiums are set to their experience. They have the money to pay. If you keep them happy they stay with you and you make money.

        I have had them as clients at 2 different plans
        and they are good business. Further, when you get one and do well, another firm hears about it and you get a shot at their business.

        Of the top 25 firms, the leading player is probably Wellpoint. They bought Mass Mutual which used NCPPO (MM was the principal owner).
        NCPPO had all the big firms including the consortium.

        Total premium for law firms with over 250 employees in DC would be well over 100 million.

 

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