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Open Enrollment, What to do?

  
  
  
  
  
  

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Q:  It's that time of year again - Open Enrollment. 

How can employees better determine the benefits coverage they need to protect themselves and their families?

A:  This is a great question.  Far too often, employees make mistakes in their benefits coverage decisions which can cost them a lot more money in the long run or even influence their health care decisions when their coverage is insufficient.  Two of the most common mistakes are not meeting deductible amounts and failing to contribute enough to their flexible spending accounts.

Typically, when it comes to health insurance, employees rarely have a thorough understanding of what their policy covers.  A benefits consultant or broker, who not only has a thorough understanding of the various providers and plans, but knows the most common mistakes employees make, can help employees better navigate the insurance selection process. 

Communication is key.  Employees cannot be expected to make informed decisions about insurance when overwhelmed with information during the hiring process or at open enrollment.  A benefits consultant or broker will take the time to understand the needs and preferences of employees and advise them accordingly.  Not only will employees be able to make an educated decision about their benefits coverage, but ultimately, they will be well-protected and more satisfied overall with their benefits coverage.

FSA's can be either very complicated to understand or if explained properly can be easily understood.  We recommend an Open Enrollment Meeting for all employees to help them better understand all of their options with benefits.

For more comprehensive guidance, contact HR Knowledge, Inc.at Sales@hrknowledge.com or call at 508-339-1300

HR Knowledge is a provider of integrated HR, payroll and benefits services.  Our offices are located in the Boston, MA metro area and we service companies throughout the United States.

How do you incentivize sales people and compensate them correctly?

  
  
  
  
  
  

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Compensating your Sales people correctly can be a great challenge to the average business manager/owner.  If you don’t compensate them correctly or adequately, your sales people's production may suffer, which will directly affect business growth and profit.  If you do incentivize them correctly but pay them too much, it could create future problems related to growth and or profitability of your business.

Below are 7 key points to building a strong sales team:

1. Consider a Compensation Model prior to targeting and hiring sales people.  It helps to have a good understanding of what makes some people "tick", yet not others.  Maslow’s Hierarchy of Needs states that there are a number of aspects that generate needs for any person, some of which may be of more interest to one person and less interest to another.  Once you understand which aspect(s) motivate people, you can create a better environment to help create greater success.  According to Malsow, people are motivated by need, from the most basic biological/ physical needs (food, shelter, sleep, etc.) and safety needs (security, protection, stability) to the more emotional needs of belongingness (relationships, work group) and esteem needs (achievement and reputation) to self-actualization needs (personal growth and fulfillment).  For example, someone who is unemployed would be motivated through the fulfillment of the more basic physical and safety needs, whereas a person who already has job security, would be more motivated through promised fulfillment of esteem or self-actualization needs.

2. Hire the right team of sales people.  Before hiring, understand the type of sales person you need and then target them.  Are you looking for an “order taker”? This is a person who can call on existing accounts and build great relationship with the client.  Are you looking for a sales person who can “make it rain”?  This person has the ability to create and generate business.  If they are able to "find" business then they are the “hunter”. Understand what type of sales person you need and then target them in recruiting.

3. Adhere to the "Three A's" when hiring.  Once you understand the type of sales person you are looking for, remember the "Three A’s" when hiring for a sales position in your company.  The first and most important "A" is Attitude. The right attitude is everything when hiring people.  If they have the right attitude they will go through the wall for you to close business and follow the direction of the company.  Attitude is vital and without it, you have the wrong person on your team. The second "A" is Aptitude.  Ask yourself if s/he has the aptitude for the position of the company. Webster Dictionary defines aptitude as “capability; ability; innate or acquired capacity for something; talent".  If they don’t have the aptitude or capability or ability to take the sales position, then s/he is the wrong person for the company as well.  The final "A" is Altitude, meaning, how high can they go? How high do you need them to go? Will they plateau at a certain point and coast?

4. Beware of complacency.  The next concern when hiring sales people and thus managing them is complacency.  Most sales people will reach a point of complacency and then coast in the job.  Less work and more play becomes their mantra. The key challenge for management is to do all you can do to prevent complacency by your sales people.  Most people become satisfied (and have obtained fulfillment of Maslow's higher level of emotional needs) once they attain job satisfaction or reach a particular level of income or status.  With sales people, the challenge is to prevent this from happening.

5. Utilize your Compensation Model.  It is vital to keep sales people motivated and “in the game”.  From a managerial standpoint, it is far easier to compensate sales people and steer them in the direction the company wants them to go than it is to create compensation models to drive operations people, where you have to rely on coaching and management techniques.  Sales people are experts in understanding compensation models and how they can maximize their income in the quickest time frame.  They are usually very highly motivated and understand how the game works. This being the case, it is imperative that you find a compensation model to drive the sales team to do what you want them to do.

6. Understand what your company’s objectives are and then create the compensation model to attain those objectives.  For example, if your interest is to expand and grow your client base, then the compensation model needs to reward your sales team for new business and retention. You can create additional incentives to ensure that a large portion of their pay will be derived from new business acquisition.  If it is imperative that your sales team be involved in the retention of clients, then you need to find a compensation model which will reward them for retaining and maintaining great relationships with clients. If they lose clientele, you must ensure that this will affect their compensation. This is a delicate area because if your operations team is not equally committed to retaining clients and the service or product you are delivering is not up to standard, then the sales team has no chance to retain the business no matter how great their relationship is with that client.

7. Do all that you can to ensure that the product or service you deliver is “remarkable!"  Make sure that your company is setting the tone and the barometer in the marketplace for what you do. This will allow your sales people to confidently and comfortably sell your product or service. Without this, no sales person of any quality can survive and thrive in today’s business environment.  Make sure that your operations team are as committed and passionate about clients as your sales team.

For more information about compensation, HR and or benefits please feel free to contact Jeff Garr, CEO at HR Knowledge or 508-339-1300 www.hrknowledge.com

 

HR Knowledge is a provider of integrated HR, payroll and benefits services.  Our offices are located in the Boston, MA metro area and we service companies throughout the United States.

Health, Disability, Life, Dental, Vision Insurance: paying too much?

  
  
  
  
  
  

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Do you know if you are overpaying for your company sponsored Health, Dental, Life & Disability plans?

One question we frequently hear from potential clients is - "Is there is any way to tell if our sponsored group benefit plan rates are set correctly by the insurance companies?"  The answer is "yes".  And, there's also a way to find out how much profit your insurance company yields from your company premiums.

At HR Knowledge, we consistently reduce premiums of group benefit plans through our proprietary algorithm which can accurately determine the profitability of your group plans with the carriers.

Here are a couple of examples of companies we have helped:

A major health insurance company assessed that for the $3 million that Company A received in premiums, the insurance company had paid out $3.3 million in claims and associated expenses. The health insurer was requiring an annual

premium increase of $385,000. After running the plan financial data through our proprietary algorithm, we were able to leverage the results to secure a reduction off Company A’s renewal of $400,000, which actually resulted in a rate reduction for the client.

A major health insurance company received $1.9 million in premium and paid $2.275 million in claims, a loss of $375,000. They were requiring an increase from Company B of $271,000.  After running the group’s plan data through our proprietary algorithm, we discovered that the losses were not as high as the insurance company had represented.  The renewal increase was subsequently reduced to $100,000.

How we can help your company?

• We can review your benefit costs, provide a detailed analysis utilizing the proprietary algorithm to accurately determine the profitability of your group plans with the carriers.  Then we'll determine more equitable pricing of these benefits. 

• This analysis helps HR Knowledge negotiate your benefit group plan rates with compelling indisputable data, that the carrier underwriters clearly understand and adopt to ensure more AFFORDABLE pricing on your benefits

We impact 80% of the companies we analyze, yielding substantial savings on benefit plans.  To receive a no obligation quote or “second opinion” on your group benefit plans, contact HR Knowledge at 508-339-1300

HR Knowledge is a provider of integrated HR, payroll and benefits services.  Our offices are located in the Boston, MA metro area and we service companies throughout the United States.

Employee/Employer Benefits Costs are too High!

  
  
  
  
  
  

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Trends in Employee Benefits -

More and more business are moving to medical plans with deductibles. Medical plans with deductibles generally provide lower premiums for the employer and employee.  The challenge faced with a deductible plan is that employees have to burden a greater portion of the insurance costs.  There are ways to help manage this by utilizing an outsourced HR Service provider like HR Knowledge, Inc.

A recent trend to help curtail the rising costs of health insurance is to increase the deductible, but to also implement a Health Reimbursement Arrangement (HRA). By doing so, the premiums are further reduced due to the higher deductibles, but the company “self insures” a portion of the deductible through a HRA. The HRA protects the employee as the company shares in the deductible expense. We are seeing premiums decrease by 10-20% when this strategy is implemented. After paying its portion of the HRA, a company will likely see savings of 5-10% while maintaining strong benefits.

As a licensed broker providing "Best in Class" benefits, HR Knowledge, Inc. can help your company contain costs, minimize risk, and relieve the HR administrative burden. For more comprehensive guidance on a HRA, contact HR Knowledge, Inc.at Sales@hrknowledge.com or call at 508-339-1300.

 

HR Knowledge is a provider of integrated HR, payroll and benefits services.  Our offices are located in the Boston, MA metro area and we service companies throughout the United States.

HR Knowledge Recognized by Harvard Pilgrim

  
  
  
  
  
  

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HR Knowledge was recently recognized as a Top Broker by Harvard Pilgrim Healthcare.  The combination of new clients and high retention, HR Knowledge was named a Gold level Broker. 

This honor is bestowed upon the top 2% of benefit brokers in the New England market.  Dan Hughes, President, Operations and HR Services was on site to accept the prestigious award.  This is the 5th year in a row HR Knowledge has been recognized, 2010 was the first year it reached the Gold level.

Harvard Pilgrim Healthcare has been ranked the #1 Health Plan in America 7 years in a row by JD Power and Associates. 

HR Knowledge, Inc. provides a unique blend of services to businesses by providing outsourced, integrated HR/Payroll/Benefits services to their clients.  This allows for great economy of scale in handling these time consuming and tedious tasks as a business owner. 

Contact Information:  www.hrknowledge.com or call 508-339-1300

HR Knowledge is a provider of integrated HR, payroll and benefits services.  Our offices are located in the Boston, MA metro area and we service companies throughout the United States.

Personnel Files Are You Compliant?

  
  
  
  
  
  

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EMPLOYER DOCUMENTATION GUIDELINES

Employers receive, generate, and accumulate substantial volumes of documents beginning with hiring documents, including job postings, employment applications, resumes, and reference checks and once a worker is employed, personnel files, wage and hour records, payroll records, and disciplinary files. At the conclusion of employment, there may be separation documents generated as well. Part of being a successful employer is properly generating, drafting, and retaining quality professional records, before, during and after the employment relationship.

Recommended Contents of Personnel Files

A. Employment

• Resume

• Online job inquiries (i.e., through monster.com, etc.)

• Original employment application

• Education verification

• Employment verification

• Other background verification

• Rejection letter, if any

• Employment offer letter, if any

• Employment agency agreement, if hired through an agency

• Employee Handbook acknowledgment form showing receipt of Handbook

• Checklist from new employee orientation showing subjects covered

• Transfer requests

• Relocation records

 

B. Payroll

• W-4 Form

• Weekly time records, i.e. timesheets or timecards

• Individual attendance record

• Pay advance request records

• Garnishment orders and records

 

C. Training and Development

• Training history records

• Training program applications/requests

• Skills questionnaire

• Training evaluation forms

 

D. Wage/Salary Administration

• Job description form

• Payroll authorization form

• Compensation history records

• Notification of wage and or salary increase/decrease

 

E. Employee Relations

• Report of discipline/counseling session

• Commendations

• Employee written warning notices

• Employee progress reports

• Performance appraisal forms

• Performance improvement program records

 CLICK HERE FOR MORE INFO

www.hrknowledge.com

 

HR Knowledge is a provider of integrated HR, payroll and benefits services.  Our offices are located in the Boston, MA metro area and we service companies throughout the United States.

Alternative Funding Options like HRA, HSA, FSA What Are They?

  
  
  
  
  
  

Alternative Funding Arrangements

What are Flexible Spending Accounts (FSAs)?

An FSA is an account that an employee sets up with HR Knowledge (similar to a savings account). It enables them to deduct money out of their payroll on a pretax basis and directly deposit these funds into an account with our FSA Partner. These funds can later be withdrawn from this account on a tax free basis to pay for eligible medical, dental, vision, over the counter, prescription, and dependent care expenses for themselves, their spouse, and eligible dependent children. They are a great way to save taxes and reduce your out of pocket expenses!

How Do FSA'S Work?

Before the effective date of your FSA plan year (Decided by the employer), an employee will calculate how much money they think they and their dependents will spend during the plan year on your out of pocket expenses for medical, dental, vision, over the counter, prescription, and dependent care expenses. This annual number is divided by the amount of payrolls during the plan year and this amount will be deducted from the employee's payroll each period and deposited into their FSA. This money comes out before they pay Federal Tax, FICA Tax, and State Tax. After you add up their tax savings with their money in this account, they effectively have increased their take home pay. They will have the opportunity to change their election each plan year and also if they have a qualifying event; which includes marriage, divorce, death, or birth in their immediate family. If they have a qualifying event, they can increase or decrease your annual election within a 30-day period following the event.

What Are Eligible Expenses?

Eligible Healthcare Expenses include, but are not limited to:  Deductibles, Prescriptions, Dental Expenses, Vision Expenses, Chiropractic Expenses, Coinsurance Amounts, Hearing Expenses, Birth Control, Mental Health Counseling, Acupuncture

Eligible Daycare Expenses include, but are not limited to:  Daycare Expenses, Day Camp, Pre-School, Baby Sitting (With Restrictions), After School Programs

Are There Legal Requirements to Having FSA?

Yes, a company must follow the regulations set forth by the Federal Government in order to establish and maintain a Section 125 POP. These requirements include:

  • Legal Documents
  • Corporate Resolution
  • 5500 Tax Filing
  • Summary Plan Descriptions (SPD'S)
  • Employee Enrollment
  • Discrimination Testing

How Much Will The Company Save?

You can calculate the savings to the company by applying the same principles used for POP'S. Just add-up all the annual elections for these accounts and multiple by the FICA savings (7.65%)

To learn more about FSA plans, contact us

Health Reimbursement Arrangement (HRA)

What is a Healthcare Reimbursement Arrangement?

A HRA is an arrangement that employers set up and completely funds to cover certain out of pocket, co-pays, co-insurance, and/or deductible expenses employees may incur associated with their health insurance plan. It is an arrangement that employers promise to pay certain expenses on behalf of the employee to help reduce their cost of medical expenses, for themselves, their spouse, and dependent children. This arrangement is 100% paid for, funded, and designed by the employer for the employee's benefit.

Why Would A Company Consider A HRA?

Companies consider implementing HRA'S as a way to reduce the cost of health insurance premiums. By increasing the deductible of the health insurance plan, the premium to purchase the coverage can be reduced considerably.

How Does A HRA Work?

HRA's are designed to work in conjunction with a high co-pay, high co-insurance, or high deductible health insurance plan offered by the employer. Traditional health insurance plans have low co-pays, low co-insurance, and/or low deductibles, but because the health insurance rates and medical expenses continue to rise, employers are deciding to design and implement HRA's to reduce employees' cost. By increasing the co-pay, co-insurance, and/or deductible, the cost of your health insurance premiums will decrease, but an employee's out of pocket costs may increase. This is why employers implement a HRA to help employees reduce their potential out of pocket increase while still providing them with a health insurance policy that offers complete coverage. HRA's are effective in managing employees' expenses, but they will be required to submit receipts or understand how to get reimbursed for an eligible expense covered by the HRA.

How Does The Deductible Get Paid?

There are several ways an employee can get reimbursed from the HRA depending on the options an employer allows. Here are examples of how to get reimbursed:

  • An employee can submit a claim online, mail it, fax it, or drop the claim off to us along with the proper documentation necessary to prove they have incurred the expense. Proper documentation may consist of a letter that they will receive from the health insurance company. This letter is called a letter of explanation of benefits (EOB). In some cases, a receipt from the pharmacy may be all they need to submit. The proper documentation will be outlined by the employer.
  • An employer may authorize the use of claims submission through the use of a VISA Card. If an employer authorizes this form of reimbursement, an employee will receive a VISA Card after they are enrolled. To use the VISA Card, an employee simply presents it at an eligible location for an eligible expense. They may only use this card for eligible expenses and they must keep receipts, they may be contacted to verify the expense.

To learn more about HRA plans, contact us

Health Savings Account (HSA)

A health savings account (HSA) paired with an eligible high-deductible health plan helps individuals and families plan, save and pay for health care.

HSAs offer triple tax savings:

  • The money you put in is tax deductible, up to a legal limit.
  • Your savings grow tax free.
    Any money you take out to pay for qualified medical expenses is income-tax free.

An HSA is like no other savings vehicle now available to taxpayers. The money in your HSA is always yours — there is no "use it or lose it" rule. All amounts in your HSA belong to you, and unspent balances in accounts remain in your account until spent. Your account is portable, too, meaning your money stays put even if you:

  • Change jobs
  • Change medical coverage
  • Become unemployed
  • Move to another state
  • Get married or divorced

An HSA works with your health plan to help you plan, save and pay for health care. This section covers the benefits of HSAs, who's eligible to open and contribute to an account, what high-deductible health plans are and some related health insurance terms.

With an HSA, you are in charge. You decide:

  • How much you will contribute to your account
  • When you want to use your savings to pay for or reimburse yourself for qualified medical expenses
  • What bank will administer your account
  • Whether or not to invest some of your savings in mutual funds for greater potential long-term growth

To learn more about HSA plans, contact us

Premium Only Plan

What is a Premium only Plan (POP)?

A Premium Offset Plan is a provision under the Internal Revenue Code Section 125 that enables employers to allow their employees to have certain premiums that they have to pay out of their paycheck, to be taken out before the employee pays tax. These premiums would be taken out before the Federal tax, FICA tax, and the State tax. The POP also allows the employers to save on the matching FICA that they would have had to contribute on this amount.

What Premiums Qualify?

Health, Prescription, Dental, Vision, Disability, Employee Group Term Life (up to $50,000), Cancer, Medicare Supplement, Hospital Indemnity and Accident

Are There Legal Requirements to Having a POP?

Yes, a company must follow the regulations set forth by the Federal Government in order to establish and maintain a Section 125 POP. These requirements include:

  • Legal Documents
  • Corporate Resolution
  • 5500 Tax Filing
  • Summary Plan Descriptions (SPD'S)
  • Employee Enrollment
  • Discrimination Testing

How Much Will The Company Save?

It is rather simple to estimate how much a company will save be implementing a POP. In most cases, the tax savings for the employer well exceeds the cost to have such a plan.

To learn more about POP plans, contact us

Worker's Compensation

Through our payroll partner, we can establish a Worker's compensation "Pay-as-you-go" program. This will calculate the worker's compensation premiums in-line with payroll. This provides two key benefits to your company:

  • There is no Worker's compensation audit each year
  • Better cash flow, as premiums are paid over the course of the year, rather than big payments up front.

To learn more about Worker's comp "Pay as you go", contact us

HR Knowledge is a provider of integrated HR, payroll and benefits services.  Our offices are located in the Boston, MA metro area and we service companies throughout the United States.
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