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Plus:The Top 50 Large-Group Brokerages in the U.S PLUS: THE TOP 50 LARGE-GROUP BROKERAGES IN THE U.S. RISING STARS IN ADVISING John Sbrocco is one of 20 young leaders reinventing employee benefi ts strategies and reducing clients’ costs. March 2018 • employeebenefi tadviser.com EBA0318_Cover.indd 1 2/2/18 3:14 PM The next generation of identity protection has arrived. C M Y CM MY IBM® Watson™ will change the way your clients CY CMY help keep their employees safe. K Start a whole new conversation with your clients about how articial intelligence can warn of new threats through personalized, proactive alerts. When you put Identity Guard in your employee benet oerings, your clients’ employees will have access to Dark Web Monitoring that can detect personal information on black market websites, Social Insight to help employees manage their online reputation, and Cyberbullying Alerts that help protect children. All backed by U.S.-based, white-glove resolution services. Put the power of artificial intelligence to work for your clients. Call us today. identityguardbusiness.com | 800-839-5215 Awarded six years and running for privacy, security, and consumer protection. 002_EBA0318 2 2/5/2018 4:20:21 PM COVER STORY Questige’s John Sbrocco and his fellow 2018 Rising Stars in Advising are taking ownership of healthcare distribution to save clients thousands of dollars in benet spend. March 2018 | employeebenefitadviser.com 3 003_EBA0318_001 3 2/6/2018 5:20:58 PM RE:INVENT | RETIREMENT A better understanding of target-date funds VOLUME ISSUE HEALTH Unease over health plan strategy amid market mergers FROM THE EDITOR and acquisitions Take the next Rising Star under your wing HEALTH Improving wellness plans ADVISORY BOARD through digital technology Young advisers bring a fresh perspective to the business VOLUNTARY Parents seek tuition benets to ON THE WEB cover rising costs for their kids The 15 biggest HR challenges; record-breaking M&A activity NELSON GRISWOLD 34 BUSINESS Why advisers are taking control What it takes to put together a TAKE of the healthcare supply chain successful brokerage valuation Predictive hiring with AI; smaller groups interested in level WENDY KENEIPP funding TECHNOLOGY The important differences The cost of a ben admin between a broker and a true platform is no longer a top adviser concern JACK KWICIEN TECHNOLOGY It is crucially important to Personalizing the benet start thinking about business experience with AI perpetuation and have a plan of action in place BE ADVISED Finding sales partners in unexpected places NEWSMAKERS The top 50 large-group brokerages in the U.S. OERB Employers remain behind on open enrollment preparation Employee Benet Adviser (ISSN 1545-3839) Vol 16 No 1 is published 6 times a year; March, June, August, September, October and November. $89.00 in the U.S. and $119 a year in all other countries by SourceMedia, Inc., One State Street Plaza, 27th Floor, New York, NY 10004, 212-803-8200. Change of address notice should include both old and new address, including ZIP code. Postmaster: Please send all address changes to Employee Benet Adviser/One State Street Plaza, New York, NY 10004. For subscriptions, renewals, address changes and delivery service issues contact our Customer Service department at (212) 803-8500 or email: [email protected]. Periodicals postage paid at New York, NY, and additional mailing oces. © 2018 Employee Benet Adviser and SourceMedia, Inc. All rights reserved. 4 Employee Benefit Adviser | March 2018 004_EBA0318 4 2/8/2018 11:26:12 AM B:8.25” T:8” S:7” EXPERTS WHO PUT DATA TO WORK. 1 A4864_Disabili- THAT’S DISABILITY DONE DIFFERENTLY. ty_GI_EBA_DKT. indd Studio Valeria Moumdjian Job # A4864 Date 1-25-2018 4:00 PM Live 7” x 10” Trim 8” x 10.75” Bleed 8.25” x 11” Gutter None Pub GI-EBA-DKT T:10.75” P. Date None B:11” S:10” Approvals: __________ GCD Our specialized team of experts helps you inspire behaviors __________ CD SEE HOW PRUDENTIAL’S HEALTH __________ AD AND PRODUCTIVITY PRACTICE that lead to better results—like improved productivity and __________ CW reduced absence costs. Led by 20-year industry veteran __________ AE CAN BENEFIT YOUR WORKPLACE. __________ Traffic Dr. Kristin Tugman, we translate data into actionable __________ Proof solutions for employers across industries. Scaled None Prudential Advertising We analyze your plan design and claims results against 973-802-7361 industry benchmarks, to identify trends and pinpoint opportunities. Then, we design and implement a program Learn more at: that matches the needs of your organization. And helps ExperienceBenefits.Prudential.com boost the financial wellness of your workers. Group Insurance coverages are issued by The Prudential Insurance Company of America, a Prudential Financial company, Newark, NJ. © 2017 Prudential Financial, Inc. and its related entities. Prudential, the Prudential logo, the Rock symbol, and Bring Your Challenges are service marks of Prudential Financial, Inc. and its related entities, registered in many jurisdictions worldwide. 0306713-00001-00 A4864_Disability_GI_EBA_DKT.indd 1 1/25/18 4:00 PM 005_EBA0318 5 2/5/2018 4:11:03 PM New contacts he could make. Boundary-breaking stories he could cover. He was proud of his achievements, but never content to rest and bask in them. “Don’t plateau,” he would always tell me. I recognized that same level of inspiration in our 2018 honorees. Whether it’s cover person John Sbrocco of Questige, who’s tackling the healthcare supply chain to bring huge, real-dollar savings to clients, or Bob Gearhart, Inspiration everywhere Jr. of DCW Group, who is so condent his technology- ELIZABETH GALENTINE driven approach will change EDITORINCHIEF One thing that I have in common with a lot of benet lives that he puts part of his advisers: I didn’t know the job compensation on the line and existed until I came across the recognizes top achievers ages refuses to quote insurance eld by happenstance. 35 and younger (Pages 16-25). business, they all have a It was January 2009, We’ve been presenting fundamental desire to do the and I told family and friends these awards for several years most good for the greatest who asked about my new now, and the nominations are number of people. reporting gig that I was covering always full of impressive books Be sure to read each Rising “something involving HR.” I of business, rising assets under Star’s complete prole on even bought the book Human management and honorable employeebenetadviser.com. Resources Kit for Dummies to community service. is year’s As someone in the same prepare for my rst day. group is no dierent, but one age bracket as our Rising Stars, I Another thing I have in commonality I noticed that have one last thing in common common with a lot of advisers: really stood out about this with them: Inspirational Realizing how fortunate I’ve particular eld of winners mentors, without whom I would been to fall into this market. It’s is a deep desire to change not have come this far. I want ripe with stories of brokers and the industry for the better, to thank Whiddon and another consultants who are making starting from the inside out boss also gone too soon, David a real dierence in the lives of by identifying and routing out Albertson, for their advice, working Americans. It’s been a aws in the operating system. guidance and belief in me. privilege to share them. It reminded me of the I urge you to take a look I felt especially inspired passion expressed by my around you, nd that doe-eyed reading the dozens of rst boss at EBA, the late millennial and turn her into applications for our annual Robert Whiddon. It’s not an next year’s Rising Star. Rising Stars in Advising, which exaggeration when I say he came to work every single day driven by what he could do to better report on this industry. 6 Employee Benefit Adviser | March 2018 006_EBA0317 6 2/6/2018 2:48:52 PM BOARD INSIGHTS EDITORIAL HEADQUARTERS One State Street Plaza, New York, NY 10014 What is most SVP & Health Care Group Publisher: Jim Callan promising Group Editorial Director: John McCormick Editor in Chief: Elizabeth Galentine ADVISORY Executive Editor: Phil Albinus about Associate Editor: Cort Olsen Senior Art Director: Nick Perkins BOARD successful Associate Art Director: Neesha Haughton Contributing Editors: Kathryn Mayer, Fred Bazzoli, young Nathan Golia, David Weldon Contributing Writers: Nick Otto, Amanda Eisenberg, Joe advisers? Goedert, Danni Santana, Greg Slabodkin EDITORIAL ADVISERS Beverly Beattie, President, CEO, Selden Beattie; Perry Braun, Executive Director, Benefit Advisors Network;Mark BEVERLY BEATTIE Gaunya, Principal, Borislow Insurance; Jerry Kalish, Presi- dent, National Benefit Services;Tinker Kelly, CEO, Voluntary Successful Employee Benefit Advisors; George Lane, Principal, Mercer; Robert J. Lieblein, Chief Development Officer, Benefit Ad- young advisers visors Network; Andy Torelli, Area Senior Vice President, Gallagher Benefit Services;Trisha Zulic, Human Resources will bring a fresh Director, Efficient Edge and untainted VP, Research: Dana Jackson VP, Content Operations and Creative Services: Paul Vogel Director of Creative Operations: Michael Chu approach to Director of Content Operations: Theresa Hambel reducing costs ADVERTISING HEADQUARTERS and increasing 3340 Peachtree Road NE suite 1010 Atlanta GA 30326 ADVERTISING SALES STAFF value for their Vice President & Group Publisher: Jim Callan, 770/325-7521, james.callan @sourcemedia.com clients by Publisher/Mid-Atlantic and Southeast: Michael Pirro, 770/325-7525, [email protected] disrupting
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