KAISER PERMANENTE: OUTSOURCES HEALTH PLAN SALES
Kaiser Permanente Northern California Region will beginThis is part of the California Healthline Daily Edition, a summary of health policy coverage from major news organizations. Sign up for an email subscription.
using commissioned brokers to enroll patients in Kaiser health
plans starting next week. The shift represents a "radical
departure" from the company's historically in-house sales force,
and reflects Kaiser's movement to a "futuristic model of health
care delivery" that focuses on price-consciousness and
competitive enrollment, SAN FRANCISCO EXAMINER reports. By
outsourcing enrollment to brokers, Kaiser is seeking to attract
the business of small and medium sized companies, which rely
heavily on brokers and consultants. Cary Badger, vice president
and health plan manager for Kaiser, said, "Our research has
indicated that certain companies depend heavily on consultations
with brokers and won't buy health plans without it. ... We're
trying to be more flexible."
GO FOR BROKE?: Brokers who enroll new patients will receive
a commission based on the amount of the premium for the plan that
is selected, EXAMINER reports. The 150 members of Kaiser's sales
force, which has been a component of the company for 50 years,
will remain with the firm to augment the efforts of the
consultants and brokers (Sullivan, 10/1).