PIMA Institute I

To preserve PIMA’s legacy of learning, the PIMA Institute inaugural session was held after the 2008 MarkeTTech conference, with a panel of member & industry experts on topics such as:

• Compliance requirements for companies and brokers
• Product development
• Client relationships and challenges
• Customer loyalty
• Marketing profitability
• Financial and case underwriting

This program was geared toward established professionals who may have significant experience but perhaps not in the life & health association/affinity area or managers that may not have a thorough understanding of our business. The program was designed  as an overview, to appeal to a variety of professionals, including those in account management, client relations, sales, underwriting, etc.

Presentation Table of Contents

I.    History of Association/Affinity Business/PIMA Evolution
        - Allen Haney Presentation on the History of PIMA
II.   Association/Affinity Differences and Membership Challenges
        - Mona Buckley Presentation on Association Clients/Programs
III.  Matching Solutions to Member Needs
        - Sue Fox Presentation on Solutions and Association Member Needs
IV. Compliance Requirements/TPAs/Insurers
        - Paul Latchford Presentation on Regulations and Compliance
        - Ken Kelting Presentation on Trust Alternatives
        - Ann Nagle Presentation on Group Insurance Trusts
V.  Financial/Case Underwriting
        - Jim Roth Presentation on Financials of Underwriting
VI. Product Development/Marketing Profitability/Customer Loyalty
        - Tony Baldus Presentation on Lifetime Value
        - John Steber Presentation on New Product Development
        - Shannon Warner Presentation on Increasing Customer Retention