expanding bpas · 2017. 6. 25. · - 4 - expanding the possibilities conference agenda monday, june...

2017 BPAS Partner Conference

E X P A N D I N G T H E P O S S I B I L I T I E S BPAS

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E X P A N D I N G T H E P O S S I B I L I T I E S

BPAS

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We are privileged to have the support of these great companies for the 2017 BPAS Partner Conference. Please join us in thanking them for their sponsorship. Together, the possibilities are endless. Thank you.

GOLD SPONSORS

BRONZE SPONSORS

SILVER SPONSORS

STRONGER TOGETHER


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Blackrock Emerald Franklin Templeton InvestmentsGoldman Sachs Guggenheim Hartford Funds Horizon Investments Ivy Investments Manning & Napier RJ20 TCW Victory Capital

BPAS

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CONFERENCE AGENDAMonday, June 5, 201712 to 1 pm Registration Opens. Enter to win a Bose Wireless Speaker

1 to 1:15 pm General Session Welcome

1:15 to 2 pm Re-engaging with the Plan Participant—Barry Kublin, CEO, BPAS

2 to 2:55 pm Regulatory Update—Guest Speaker: Steve Saxon, Chair, Groom Law GroupThis session will focus primarily on DOL’s new Fiduciary Investment Advice Regulation, related exceptions and the BIC Exemption. This will include issues relating to the provision of “point in time” advice as well as other issues regarding ERISA Fiduciary status. Finally, this session will address the political issues facing those of us in Washington dealing with the implementation of these new rules.

2:55 to 3:10 pm Break

3:10 to 4 pm Fiduciary Benchmarks—Guest Speaker: Tom Kmak, Co-founder & CEO, Fiduciary BenchmarksThe concept of Fee Reasonableness is being touted in the press more than ever. Lawsuits continue to be filed; some of them are finding their way into the public and not-for-profit sector. Proactively and pervasively benchmarking your clients is a procedurally prudent process that protects your plan sponsors, improves outcomes for participants, and ensures that your Fees are reasonable in light of your Quality, Services, Value, and anything “Extra” you may have done for your client (which happens quite often). This program will provide an update on the experience of the Fiduciary Benchmarks’ (FBi) report including “lessons learned” and business cases regarding how “extras” like financial wellness can be clearly quantified for your clients. In addition, given the oncoming implementation of the Fiduciary Rule on 6/9, FBi will also provide thoughts on 3 critical issues that are related to but NOT DEPENDENT on this rule:

1. Recommendations with participants regarding rollovers; 2. IRA benchmarking; 3. Analyzing the difference between a Level Fee Agreement and a Commission Fee Schedule

4 to 4:50 pm Investment Panel Discussion: Active vs. Passive: Their Role in Retirement Plan MenusModerator: Greg Woods, VP, BPAS Fiduciary Services The debate between actively managed investments versus index funds in personal portfolios has been around for some time, but the argument for their roles within retirement plans is only intensifying. With the new DOL Fiduciary Regs casting a wide net on who is a fiduciary to a plan, many sponsors/advisors are exploring the idea of index only menus. The panel will take on the Active/Passive debate in the context of what role they should have within retirement plan menus. Panelists:

• Chris Augelli, VP/Regional Sales Consultant, T. Rowe Price Investments• Harry Rakovski, Director, RIA & Consultant Division Northeast, Prudential Investments Management, LLC

• John Doyle, Senior Vice President/Senior DC Strategist, Retirement Strategy Group, American Funds

• Hans Vander Plaats, CFA—Portfolio Specialist, Principal Global Investors

4:50 to 5 pm Break

5 to 6 pm The Secular Bull Market is Alive and Well—Guest Speaker: Ralph Acampora, Director of Technical Analysis Studies, New York Institute of FinanceDrawing from more than 40 years of technical analysis expertise, Ralph Acampora examines current market data and reviews past trends to draw a conclusion about the current secular bull market. What can we learn from taking a historical look back at the Reagan years to see what similarities are unfolding in today’s market? What trends do we see going back even further? How long do we expect the upward trend of a presidential “honeymoon” to last? What is fueling the current secular bull market run? Find out how far this secular bull market could continue.

6 pm Cocktail Reception, then Dinner Hosted by American Funds, BPAS, Federated, and Prudential

Tuesday, June 6, 20178 to 9 am Breakfast

9 to 9:50 am Financial Wellness—Taking the Participant Experience to New Levels—Amy Glynn, Managing Partner, GRP Advisor AllianceHealth and wellness benefits have been an effective way to attract and retain talented employees for decades. However, these packages often omit an integral portion of personal well-being: financial wellness. Financial wellness programs have quickly become the fastest growing benefit in the country and for good reason. Employer-based financial wellness programs not only seek to improve participant outcomes, they drive positive business impacts by reducing absenteeism and increasing productivity during the work day. This discussion will dive into financial wellness as a benefit and answer questions relating to how these programs have created a niche in the retirement plan industry. As with any new benefit, there are many questions relating to efficacy, providers, and longevity. As a retirement plan professional working with financial wellness providers for the last few years, Amy will shed some light on the rapidly emerging market place for financial wellness and strategies in working with BPAS.

BPAS


Tuesday, June 6, 2017 (continued)9:50 am to 11 am Plan Sponsor Panel—Moderator: Paul Neveu, President, BPAS Plan Administration & Recordkeeping Services

In this discussion, we’ll review emerging retirement plan issues from the plan sponsor perspective, including insight to questions like:

• What are the top issues facing HR and Benefits Departments today?• From a retirement plan perspective, what are top issues and concerns right now? • How do retirement plans fit into your overall compensation and benefits strategy?• What things can service providers do to truly differentiate themselves in your eyes?• What are key success measures you look at in your plan? What has worked to improve them?• What are the challenges of participant education that you see? • What are your top three priorities for the retirement plans moving forward? Panelists:Bernadette Barber, Senior Vice President, Chief Human Resources Officer, Community Bank Systems, Inc.Brian Keller, Director, Compensation/Benefits, UHSAntoinette Rice, Director, Benefits & Workforce Wellness, Hunterdon Healthcare

11 am to 11:15 am Break

11:15 am to 12:15 pm Exponential Prospecting: Building Your Brand—Charlie Epstein, The 401k CoachWhat do the top 1% of all superstar advisors know and do every day that sets them apart from the average advisor. In this fast paced and entertaining session, Charlie Epstein, The 401k Coach and industry leading expert, will share with you the top ‘Super-star Secrets’ that you can implement in your practice today to achieve exponential sales results. Consistently voted one of “The Top 100 Most Influential Individuals” in the 401(k) industry by 401(k)Wire, Charlie is a 38 year veteran of the financial services industry. He is the CEO of Epstein Financial Services, LLC, an RIA firm and “fee only” planning firm. As The 401k Coach, he has trained over 8,000 advisors how to Create Unfair Advantages and Exponential Growth in their business.

12: 15 pm to 1:15 pm Lunch Sponsored by GRP Advisor Alliance1:15 pm to 5 pm Breakout Sessions

Room 1 Room 2 Room 31:15 pm to 2 pm Beyond AutoEnrollment

Maryann Geary, EVP, BPAS Plan Administration & Recordkeeping Services

Traditionally, 401(k) plans were evaluated based on the features they offered. How many funds were available? Were the enrollment materials easy to understand and appealing? Today, however, 401(k) plans are evaluated based on results. How many of the employees were able to retire on time and with dignity?

In this session, we will explore the next steps to building a successful retirement program by “automating” the plan. We will explore the reason adding automatic enrollment is not enough and share plans designs to keep the cost of the matching contribution within budget while increasing participation.

Advisor Panel: Building Process Efficiencies to Get More Time

for Client Servicing

Moderator: Jason Disco, Senior Sales Consultant, BPAS Actuarial &

Pension Services

Process efficiencies can determine the difference between a thriving, highly scalable and efficient retirement plan practice, and one that is barely surviving in an intensely competitive marketplace. This advisor panel discussion will focus on exploring the specifics of how retirement practice advisors among the various business models (book of business, functional, hub and spoke) implement process efficiencies to promote consistency to their clients, eliminate redundancy, enhance profitability and scale their business models.

Panelists: • Don Roy, Owner, NE Wealth

Management • Daniel Chabott, Sr., Partner, Clear Sailing

Investment Group• Anthony Pascazio, Managing Member,

Reedmark Advisors, LLC

Custom Target Date and Alternative Asset Strategies

David Hand, CEO, Hand Benefits & Trust, a BPAS Company

Custom Target Date strategies and QDIAs tailored to plans are competitive advantages for top advisors. Once seen only in the large market they are now becoming commonplace in all plans through the usage of Models and Collective Trusts. Advisor-driven solutions common in large plans, now with new technology can be easily driven across multiple plans and recordkeeping platforms. Many market forecasts are projecting long-term trends of reduced returns in traditional bond and capital markets.

Alternative assets in both QDIA solutions and on the core menu will drive performance going forward.

Guest:• Eddie Rollins, Senior Managing

Director, Horizon Investments

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1:15 pm to 5 pm Breakout Sessions (continued)Room 1 Room 2 Room 3

2:15 pm to 3 pm DB StrategiesDefined Benefit Plan Investment

Advisors…What Investment Committees Really Want

Vince Spina, President, BPAS Actuarial & Pension Services and Tom

Sutton, Senior Employee Benefits Trust Officer, BPAS Fiduciary Services

There are more than 40,000 single employer defined benefit pension plans in the U.S. with more than $2 trillion in collective plan assets. The market is incredibly stratified: 70% of plan assets are in 345 plans, each with more than $1 billion in assets. Half of the plans have less than $1M in assets, leaving 18,000 plans with between $1M and $100M in plan assets—the greatly under-served middle market. We’ll provide you with insight on what pension committees are looking for when choosing an advisor. Teaser: it’s not the same criteria for picking a DC plan advisor.

Topics include: Managing a frozen pension plan, including glide-path strategies; De-risking approaches; and Active vs. Passive management.

You’ll leave the session with proven strategies as to what works and doesn’t work in the middle market and how to avoid an RFP process altogether.

HSAs: The Tandem Solution to DC Plans

David Ritchie, VP, Sales, BPAS VEBA & HRA/HSA Services

In this session, we’ll catch up with HSAs. We’ll discuss the new BPAS product offering. This session includes an HSA 101, catching you up on all the basics, including:

• Who can have an HSA?• How do HSAs work?• What are the HSA guidelines? We’ll also explore how HSAs are becoming a tandem solution to DC plans in today’s arena.

Servicing the Terminated Participant & Managing

Decumulation

Sean Arnold, Product Manager, BPAS AutoRollovers & MyPlanLoan Services

Americans are living longer than ever. And, baby Boomers are retiring at increasing rates.

What strategies do you have in place to deal with the shift in focus from accumulation of retirement savings to building retirement income strategies?

Come prepared to share your strategies and learn what initiatives BPAS has underway to assist.

3:15 pm to 4 pm Panel: Targeted Marketing Strategies

Elizabeth Kaido, Manager,Sales Relationship Team, BPAS Plan

Administration & Recordkeeping Services

So you have a list of all of the retirement plans in your area. Now what? In this session, we’ll discuss marketing strategies to turn your list into real opportunities to grow your business. Our panel of advisors will review marketing strategies that work for them—from initial mailings, follow-up phone calls, word of mouth, establishing a brand in the community, centers of influence to target and social media presence. We’ll also discuss what to do once you get that first meeting with a client. What do you present? What specific items do you focus on? And, how do you differentiate yourself from the crowd?

Panelists:• Joe Hatfield, Financial Consultant,

Community Investment Services• Donna Kramer, EVP, Aspire Advisors, LLC• Jacquelyn Meekins, VP, Eastern Bank

Marketing Total Retirement Outsourcing

Joe Boyle, External Wholesaler, BPAS Plan Administration & Recordkeeping Services

and Krystal Kirlis-Brochu, Sales Relationship Manager, BPAS Plan Administration &

Recordkeeping Services

Are you an Advisor or Bank Trustee struggling between servicing your plan sponsors, plan participants, and growing your business to the next level?

Don’t let using a low-cost provider cut into your time and profitability. Let BPAS We’ll show you how our full service Retirement Plan solution will help you and your clients achieve maximum productivity while increasing the bottom line.

Navigating the BPAS Advisor Web and Preview of Coming Enhancements

Brian Nicholson, Senior Sales Relationship Manager, BPAS Plan Administration &

Recordkeeping ServicesWhether it’s preparing for an upcoming meeting, or simply answering questions from sponsors or participants – knowing what information is available in the Advisor Website and where to obtain it is paramount. Join Brian as he pulls back the curtain and takes you on an in depth tour of the Advisor Website, reviewing existing and upcoming features, reports, and shortcuts that you can use to more efficiently service your retirement plan clients. The session will also explore the specialized reporting available through the website, such as gap reporting and analysis, custom data mining, utilization reports, and the Annual/Quarterly Plan Review Reports – all of which are designed to help advisors and sponsors fulfill their plan obligations.

CONFERENCE AGENDA

BPAS


1:15 pm to 5 pm Breakout Sessions (continued)

Room 1 Room 2 Room 34:15 pm to 5 pm Panel: Conducting Annual

Plan Review Meetings

Tom Sutton, Senior Employee Benefits Trust Officer, BPAS Fiduciary Services

Panelists will discuss best practices for conducting successful plan sponsor meetings. First we will discuss the following essential meeting topics: review prior year activity, economic and market review, investment review and monitoring with menu changes, and participant statistics. Next, we will review how to ensure proper plan governance, including: process and documentation, service provider due diligence and fee review, investment committee engagement, and regulatory updates. Finally, we will discuss how BPAS can help, including the following: QPRR, the fund performance grid, the Plan Consultant, and miscellaneous plan reports.

Panelists:• Bruce Larson, VP, Lubbock National Bank• Sean McGarry, VP/Retirement Plan Services

Manager, Rockland Trust Company• Chris Augelli, VP/Regional Sales

Consultant, T. Rowe Price Investments

HSAs: The Tandem Solution to DC Plans

David Ritchie, VP, Sales, BPAS VEBA & HRA/HSA Services

In this session, we’ll catch up with HSAs. We’ll discuss the new BPAS product offering. This session includes an HSA 101, catching you up on all the basics, including:

• Who can have an HSA?• How do HSAs work?• What are the HSA guidelines? We’ll also explore how HSAs are becoming a tandem solution to DC plans in today’s arena.

Competing Against State-run Plans

Brian Douglas, Manager, DC External Sales, BPAS Plan Administration & Recordkeeping Services

How can Advisors and Trust Departments compete against state sponsored MEPs?

The majority of states across the nation are considering legislation to address retirement plan coverage for their private-sector citizens; several more states already sponsor a mandatory retirement program for their private-sector citizens.

• Why are states going down this road? • As a retirement-focused advisor or Trust

Department, how can you compete?• What plan design tools can assist you in this

fight?

5 pm Cocktail Reception

6 pm Dine-Around Dinners with Fund Families or Dinner On Your Own

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Wednesday, June 7, 20178 am to 9 am Breakfast

9 am to 10 am Interpersonal Relations During the Sales Process. To Relate or Not Relate. That is the Question. Charlie Epstein, The 401K Coach Leave your calculators and spreadsheets at the door! In this session, Charlie Epstein, The 401k Coach and 38-year financial services veteran will share the discoveries he made while pursuing a professional acting career that enhanced his skills in creating deeper and more meaningful client relationships.

As a member of Actors Equity and The Professional Stage Actors Union, Charlie would take 3-5 months a year away from his financial services businesses to pursue his professional acting career. From Shakespeare to Neil Simon, Charlie even performed all 7 characters in a One Man Show, “Solitary Confinement” — 8 Shows a week for 8 weeks! He studied The Meisner Method for 2 Years in New York City. During his 12-year odyssey, Charlie began applying what he learned as a professional actor to improve his interpersonal and professional sales skills as a financial advisor and 401(k) Consultant. In short order, his relationships improved, and his business grew exponentially, from a six figure to a seven figure recurring income. This session comes with a warning sticker: Be prepared to have your belief systems about how to lead a successful opening and closing meeting turned inside-out and upside-down!


10:15 to 11 am Breakout Sessions10:15 am to 11 am Panel: Conducting Annual Plan

Review Meetings

Tom Sutton, Senior Employee Benefits Trust Officer, BPAS Fiduciary Services

Panelists will discuss best practices for conducting successful plan sponsor meetings. First we will discuss the following essential meeting topics: review prior year activity, economic and market review, investment review and monitoring with menu changes, and participant statistics. Next, we will review how to ensure proper plan governance, including: process and documentation, service provider due diligence and fee review, investment committee engagement, and regulatory updates. Finally, we will discuss how BPAS can help, including the following: QPRR, the fund performance grid, the Plan Consultant, and miscellaneous plan reports.

Panelists:• Bruce Larson, VP, Lubbock National Bank• Chris Van Aken, ERISA Plans & Compliance

Manager, GMR Associates, Inc.• Chris Augelli, VP/Regional Sales

Consultant, T. Rowe Price Investments

Advisor Panel: Building Process Efficiencies to Get More Time

for Client Servicing

Moderator: Jason Disco, Senior Sales Consultant, BPAS Actuarial

& Pension Services

Process efficiencies can determine the difference between a thriving, highly scalable and efficient retirement plan practice, and one that is barely surviving in an intensely competitive marketplace. This advisor panel discussion will focus on exploring the specifics of how retirement practice advisors among the various business models (book of business, functional, hub and spoke) implement process efficiencies to promote consistency to their clients, eliminate redundancy, enhance profitability and scale their business models.

Panelists:• Mike Tisdell, Financial Consultant,

Community Investment Services • Richard Craft, CEO, Wealth Advisory

Group• Tom Quealy, Jr., CEO, Nottingham

Advisors

Navigating the BPAS Advisor Web and Preview of Coming

Enhancements

Brian Nicholson, Senior Sales Relationship Manager, BPAS Plan Administration &

Recordkeeping ServicesWhether it’s preparing for an upcoming meeting, or simply answering questions from sponsors or participants – knowing what information is available in the Advisor Website and where to obtain it is paramount. Join Brian as he pulls back the curtain and takes you on an in depth tour of the Advisor Website, reviewing existing and upcoming features, reports, and shortcuts that you can use to more efficiently service your retirement plan clients. The session will also explore the specialized reporting available through the website, such as gap reporting and analysis, custom data mining, utilization reports, and the Annual/Quarterly Plan Review Reports – all of which are designed to help advisors and sponsors fulfill their plan obligations.


11:15 pm to 12:15 pm Retirement Sales Strategies: An Interactive SessionPaul Neveu, President, BPAS Plan Administration & Recordkeeping ServicesElizabeth Kaido, Manager, Sales Relationship Team, BPAS Plan Administration & Recordkeeping ServicesDuring this session, Liz Kaido and Paul Neveu will reflect on the insights BPAS has gained after years “in the trenches” going on retirement plan sales calls with Advisors and Corporate Trustees. We’ll talk about strategies for retirement plan sales from the discovery meeting through the final presentation, how to unearth the pain points, common obstacles to winning business, ways to reframe the discussion, and other topics helpful to retirement sales professionals. Audience questions, comments and interaction are encouraged in this session.

12: 15 to 12:30 pm Closing Remarks

CONFERENCE AGENDA

BPAS


Joe Boyle, MSPA External Wholesaler, BPAS Plan Administration & Recordkeeping ServicesJoe Boyle is an enrolled actuary with more than 25 years of experience in plan design and

administration. He works with Bank Trust departments and Registered Investment Advisors to help build their retirement plan business, including comprehensive support through prospecting, sales presentations, plan design consulting, analyzing plan features and fees, and implementation.

Prior to joining BPAS in 2008, Joe was an enrolled actuary with Alliance Benefit Group – Mid Atlantic which BPAS acquired. Earlier in his career, he was a partner and Chief Operating Officer of National Retirement Planning, Inc., located in Jamison, PA. Joe is currently serving as a Board Member for ASPPA Benefits Council of Greater Philadelphia.

Joe holds a Bachelor of Science degree in Mathematics from St. Joseph’s University and is a member of the American Society of Pension Actuaries.

SPEAKERS Ralph Acampora, CMT Director, Technical Analysis Studies, New York Institute of Finance Ralph Acampora has been a pioneer of technical analysis for more than 40 years. Before joining NYIF, he was the Director of Technical Research at Knight Equity Markets. He also spent 15 years

at Prudential Equity Groups as Director of Technical Analysis. Prior to joining Prudential, Ralph worked at several of the industry’s top firms, including Kidder, Peabody & Co. and Smith Barney. He co-founded the Market Technicians Association (MTA) in 1970 and continues to be an active member of the society. He founded and was the first chairman of the International Federation of Technical Analysts (IFTA).

Ralph continues to participate in the education of technical analysts, serving as teacher and lecturer for the New York Institute of Finance (NYIF) for the past 37 years and the Securities Industry and Financial Market Association’s (SIFMA) annual Securities Industry Institute (SII). He is a trustee on the Board of the SII and involved in the establishment of the Securities Traders Association University (STAU).

Ralph is one of Wall Street’s most respected technical analysts and has been consistently ranked by Institutional Investor. He is regularly consulted by the major business news networks as well as national financial publications. He is a Chartered Market Technician (CMT), a designation he helped create which is now recognized by the Financial Industry Regulatory Authority as the equivalent of a Chartered Financial Analyst (CFA).

Sean Arnold, QKA, CISP Product Manager, BPAS AutoRollovers & MyPlanLoan ServicesSean Arnold handles product development, implementation, and sales and marketing of BPAS AutoRollovers & MyPlanLoan services.

Sean holds the Certified IRA Services Professional (CISP) designation from the Institute of Certified Bankers and a Qualified 401(k) Administrator (QKA) from the American Society of Pension Professionals and Actuaries (ASPPA). He graduated cum laude with a Bachelor of Science degree in Business Administration from State University of New York Institute of Technology at Utica. Sean is an active member of the American Society of Pension Actuaries, where he previously served on the Tax-Exempt and Government Entities Government Affairs subcommittee.

Jason Disco Senior Sales Consultant, BPAS Actuarial & Pension ServicesJason Disco is a Senior Sales Consultant in BPAS Actuarial & Pension Services. In this role, Jason works with BPAS financial intermediary (FI) partners to distribute actuarial and consulting

services nationwide. With his extensive knowledge of Defined Contribution and Defined Benefit plans he’s able to help FI partners build their retirement practice and consult on plan design. Prior to joining BPAS, Jason was a Retirement Services Sales Executive at Lifetime Benefit Solutions and a Director of Business Development and Marketing at ERISA Consultants. In these roles, he worked directly with plan sponsors, accounting professionals and financial intermediaries to establish and convert new plans as well as develop and manage new distribution channels and sales leadership.

Jason attended St. John Fisher College in Rochester, NY where he earned a Bachelor of Science degree in Business Administration with a minor in Economics and Marketing.

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Brian Douglas, APA, PPC, AIF®Manager, DC External Sales, BPAS Plan Administration & Recordkeeping ServicesBrian Douglas has spent the past 20 years consulting on Defined Contribution, Cash Balance, Defined Benefit and non-qualified

retirement plans. Brian works closely with financial advisors on building successful and profitable retirement plan practices and consults in the areas of fiduciary services, plan design, investment analysis and more.

Prior to joining BPAS, Brian was a Retirement Sales Consultant at Commonwealth Financial Network, a Regional Pension Consultant with Retirement Alliance, Inc. and held various service roles with Putnam Investments.

Brian has a Bachelor of Science degree in Marketing from Plymouth State University. He also holds the Accredited Investment Fiduciary®, Professional Plan Consultant and Accredited Pension Administrator designations, and several FINRA registrations.

Charlie Epstein, CLU, ChFC, AIF®The 401k CoachCharlie Epstein, known nationally as The 401k Coach, has over 35 years of professional experience in the financial services industry. As the principal of Epstein Financial Group, LLC and Epstein Financial Services, a Registered

Investment Advisory firm, he continually provides corporate retirement plan consulting, as well as wealth management and comprehensive financial planning services to business owners, professionals and individual plan participants.

In 2002, Charlie established The 401k Coach® Program, providing influential coaching to other financial professionals on skills, systems and processes necessary to excel in the 401(k) industry. Charlie’s experiences, multi-dimensional business practices and considerable knowledge provide him with a unique perspective on the challenges that face the retirement plan industry—from individual financial advisors to the financial institutions manufacturing retirement products, to the challenges facing plan sponsors and participants.

Wanting to share all of this intellectual capital, Charlie has become the author of 2 books: “Paychecks for Life: How to Turn Your 401(k) into a Paycheck Manufacturing Company” and “Save America, Save!”

Inspired by his acting background, Charlie is an entertaining and influential presenter. He serves as a great source of knowledge and expertise, captivating his audience with innovation and motivation.

Charlie’s websites include: www.the401kcoach.com, www.paychecksforlife.org, www.saveamericasave.org, and charlieepstein.org.

Maryann Geary, CPC, ERPAExecutive Vice President, BPAS Plan Administration & Recordkeeping ServicesMaryann Geary oversees BPAS operations including Plan Consulting, Plan Conversions, Plan

Documents and Customer Service. Before joining BPAS through an acquisition in 2008, Maryann was an owner of Alliance Benefit Group Mid-Atlantic, in Huntingdon Valley, Pennsylvania. She served as Chief Operating Officer, overseeing consulting and operations, and provided employee training and technical consulting.

Maryann brings a keen understanding of technical requirements combined with a practical approach to plan administration. She holds several designations in the retirement field from the American Society of Pension Professionals and Actuaries, including Certified Pension Consultant, Qualified Pension Administrator, Qualified 401(k) Administrator, Qualified Plan Financial Consultant, and Tax Exempt and Government Plans Consultant. She is an Enrolled Retirement Plan Agent and is licensed to represent clients before the IRS.

Maryann holds a Bachelor of Arts degree in Education from LaSalle University.

Amy Glynn, MSPA, MAAManaging Partner, GRP Advisor AllianceAmy leads the development and deployment of best in class worksite solutions and programs for GRP Advisors and GRP Alliance members.

Amy has played an active role in the retirement plan marketplace for over 20 years. Before joining GRPAA, Amy was President of Retirement Services at Calton & Associates where she built a cutting-edge hybrid ERISA platform.

Amy founded the Pension Resource Institute (PRI), a nationwide firm assisting broker/dealers with outsourced sales and compliance management systems. Other accomplishments include: building a hybrid Retirement Services Platform at Commonwealth Financial Network as Director of Retirements; managing Northeast Institutional Sales as VP of Sales at NY Life; CEO/Founder of the Women’s Executive Network (recognized as “Start Up of the Year”(2000), Women’s Business Journal); and Divisional Director of Retirement Sales at Smith Barney running the number one producing sales territory in the US for 5 consecutive years.

A recognized thought leader, Amy has been frequently published, is active on the national speaking circuit and has been nominated for 401k Wire’s top 100 most influential people for six consecutive years. She served on the NAPA 401(k) Summit Steering Committee from 2012-2014 and is currently President-Elect of the Women in Pension Network’s Board of Directors. Amy is Founding Chair of the American Retirement Association’s Women’s Advisor Council. Amy is a graduate of Colgate University with a Bachelor of Arts degree in English and Women’s Studies.

SPEAKERS

BPAS


David Hand, MSPA, MAACEO, Hand Benefits & Trust, a BPAS CompanyWilliam David Hand is a graduate of Auburn University with a Bachelor’s Degree in Mechanical Engineering. He is an Enrolled

Actuary (EA), a member of the American Society of Pension Professionals and Actuaries (ASPPA), a member of the American Academy of Actuaries (AAA), a Registered Securities Representative, and a Registered General Securities Principal.

An active member in his community and a recognized leader in the pension industry, David has served as past Chairman of the ASPPA Business Owners Conference and currently serves on the ASPPA Board of Directors for CIKR (Counsel for Independent 401(k) Record keepers). David frequently speaks before professional organizations on such timely topics as “the impact of legislative and regulatory changes in

the public and private pension and employee-benefit industry”, and “the impact of technology on the delivery of benefit services”. David was most recently featured in an article and white paper, “The Best Asset Allocation Solution for Retirement Plan Participants: Model Portfolio, Managed Accounts or CIFs?”

Elizabeth (Liz) Kaido, QKAManager, Sales Relationship Team, BPAS Plan Administration & Recordkeeping ServicesLiz Kaido works with financial intermediary partners of BPAS to market combined services

to plan sponsors while providing comprehensive wholesaler support to manage each partner relationship. Her extensive knowledge of DC plans is instrumental in this role – both in managing partner relationships and helping plan sponsors optimize their plan around the needs of their organization.

Over the past nine years with BPAS, Liz has gained vast experience managing a variety of Defined Contribution plans including combination 401(k) and Cash Balance, ERISA and non-ERISA 403(b), Prevailing Wage and Company Stock Plans. She earned her B.S. in Business Management and graduated summa cum laude from the State University of New York Institute of Technology. She also earned her Qualified 401(k) Administrator (QKA) designation from the American Society of Pension Professionals and Actuaries.

Krystal Kirlis-Brochu Sales Relationship Manager, BPAS Plan Administration & Recordkeeping ServicesKrystal Kirlis-Brochu, BPAS Sales Relationship Manager, works with financial intermediary

partners to help support and build their retirement plan business. Before joining BPAS in 2015, Krystal served as Relationship Manager for Alerus Retirement Solutions (formerly Retirement Alliance) in Manchester, NH. At Alerus, Krystal was responsible for managing relationships, providing participant education, performing fiduciary services, and engaging in the sales and marketing process.

Krystal’s extensive background also includes serving Large Markets with ADP Retirement Services in Salem, NH. Prior to her employment with ADP, Krystal spent more than 10 years with Fidelity Investments in Merrimack, NH. Throughout her career, Krystal has developed expertise in a variety of plan types. Her experience ranges from serving and consulting with ‘small market’ manufacturing companies to Fortune 500 companies.

Krystal holds an Associate degree in Human Resource Management from Southern New Hampshire University. She is currently completing her Bachelor degree in Business Administration.

Tom Kmak Co-founder & CEO, Fiduciary Benchmarks (FBi)Tom Kmak provides benchmarking of fees and services for Defined Contribution plans through advisors/consultants, recordkeepers and other plan service providers. Prior to founding

FBi in October 2007, Tom was CEO of JP Morgan Retirement Plan Services. He started that business in 1990. When he left 18 years later, it employed 1,100 people and served 200 large plan sponsors with more than 1.5 million participants and $115 billion in assets. Prior to joining JP Morgan Retirement Plan Services, Tom was an associate with William M. Mercer, Inc. in Kansas City where he was responsible for the overall delivery of defined contribution services to a wide variety of clients. He graduated Phi Beta Kappa with Bachelor of Arts degrees in Economics and Computational Mathematics from De Paul University in Greencastle, Indiana.

Named by Ingram magazine as one of Kansas City’s inaugural “Forty under Forty,” Tom is a recognized expert in the retirement services industry, is a featured speaker at various conferences, and has published articles in some of the most well-known periodicals in the industry.

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Barry S. Kublin CEO, BPASBarry Kublin is the Chief Executive Officer of Benefit Plans Administrative Services, Inc. (BPAS), a provider of: DC Plan Administration & Recordkeeping, Actuarial & Pension, Fiduciary, Healthcare Consulting, VEBA & HRA/HSA,

Transfer Agency, Fund Administration, and Collective Investment Fund services. BPAS subsidiaries include Hand Benefits & Trust, BPAS Trust Company of Puerto Rico, NRS Trust Product Administration, and Global Trust Company.

Barry joined Community Bank System, Inc. (CBSI), parent company to BPAS in 1985. He arranged for the CBSI acquisition of BPAS, the company’s Defined Contribution administration subsidiary in 1996. Prior to joining BPAS, he held labor relations positions with Smith Corona, Occidental Petroleum and the U.S. National Labor Relations Board. He has served as an adjunct professor with Cornell University and LeMoyne College and has served on numerous industry-related committees. He is a frequent lecturer on practice management and PR 1081 plans, and is consistently listed among the Top 100 Most Influential Professionals in the DC industry.

Barry holds a Bachelor of Science degree in Industrial Relations from Cornell University and an MBA from Syracuse University.

Robert Malczyk Vice President, Sales, BPAS Plan Administration & Recordkeeping ServicesBob Malczyk directs the sales efforts of the BPAS national team of sales professionals. His duties involve projections, planning, recruiting,

evaluations, internal training, and coordinating final presentations to prospective clients. Bob provides leadership and direction on client awareness and communications. He also schedules, profiles, and matches clients with the right sales relationship manager. In addition, Bob serves as a trust officer for Community Bank, NA (CBNA), an affiliated company.

Bob joined BPAS in1996, as the Director of Sales. Prior to joining BPAS, Bob was the Managing General Agent for Sentry Life of New York. He has more than 25 years of experience helping individuals and companies plan and implement ways to achieve their retirement goals.

Bob graduated from the State University of New York in Albany with a degree in Political Science.

SPEAKERS Paul Neveu, CEBS President, BPAS Plan Administration & Recordkeeping ServicesPaul Neveu is President of BPAS Plan Administration & Recordkeeping Services. He is responsible for all BPAS Defined Contribution and VEBA practices, including sales, marketing

and relationship management; daily administration, programming and trust operations; plan consulting, implementation and plan documents; and related services.

Paul came to BPAS August of 2005 from Federated Investors where he was a Vice President in the Retirement Plan Sales division. Paul served nine years as a mutual-fund wholesaler covering the North and East regions of the U.S. Before joining Federated in 1996, he spent four years as a Consultant for Coopers & Lybrand LLC.

A magna cum laude graduate from the University of New Hampshire with a Bachelor of Science degree in Business Administration, Paul also majored in Music Performance. He holds the Certified Employee Benefit Specialist (CEBS) designation from the International Foundation of Employee Benefit Plans, and a certificate from the Securities Industry Institute offered at the Wharton School. He also holds the Series 7, 6 and 63 Designations.

Brian Nicholson, CRSP Senior Sales Relationship Manager, BPAS Plan Administration & Recordkeeping ServicesBrian Nicholson works with BPAS financial intermediary partners, helping them build their

retirement plan business. While Brian supports all three BPAS sales channels, his experience and background warrant a particular focus on our Bank Trust and Registered Investment Advisors.

Prior to joining BPAS in 2013, Brian spent 14 years as a Senior Relationship Manager and Vice President of First-Citizens Bank & Trust Company in Raleigh, North Carolina. Brian’s experience working with large, complex plans while serving as a plan fiduciary uniquely positions him to help Banks, Trustees, and Registered Investment Advisors build their retirement business with BPAS. He is also widely regarded for his understanding of fiduciary matters and ERISA.

Brian earned a Bachelor of Science degree in Business Administration with a concentration in Managerial Finance from East Carolina University. He holds a Certified Retirement Services Professional (CRSP) designation and maintains his 6, 63, and 65 securities licenses.

BPAS


Vince Spina, ASA, EA, MAAPresident, BPAS Actuarial & Pension Services Vince Spina is a founding officer of BPAS Actuarial & Pension Services and BPAS Healthcare Consulting Services. Prior to starting BPAS Actuarial & Pension Services in 2003, he

spent 15 years with PricewaterhouseCoopers LLP (PwC), 10 of which were as partner and Market Leader of PwC’s Global Human Resource Solutions’ Syracuse Office.

Vince is President of the Board for the Empire Housing and Development Corp.; member of the Human Resource and Benefits Committee of the Roman Catholic Diocese of Syracuse, NY; member of the Board of Directors and Investment Committee of the Syracuse Diocesan Investment Fund; Trustee of Le Moyne College; past-Director, past‐Treasurer and Chair of the Investment Committee of the Upstate Medical University Foundation; former Director of the Arc of Onondaga Foundation; and a former Board member of the Syracuse Chapter of the New York Employee Benefits Conference (NYEBC). He has been a lecturer for the National Association of Accountants, the NYS Society of Certified Public Accountants, the Syracuse Business Journal, and NYEBC.

Vince is a summa cum laude graduate of Le Moyne College with a Bachelor of Arts degree in Mathematics and minor concentrations in English and Philosophy. He is an Associate of the Society of Actuaries, a Member of the American Academy of Actuaries, and an Enrolled Actuary licensed to perform actuarial services under the Employee Retirement Income Security Act of 1974 (ERISA).

David Ritchie Vice President, VEBA Sales, BPAS VEBA & HRA/HSA ServicesDavid Ritchie is responsible for sales leadership, product development and the creation of new distribution channels. He engages health care consulting firms and other advisors, Taft Hartley

representatives, and public- and private-sector employers to create tax-free solutions to pre- and post-retirement health care expenses.

David, who joined BPAS in 2013, is a national expert on VEBA/HRA issues. He brings to BPAS his more than 15 years of industry leadership, covering all aspects of employee benefits. In addition to VEBA/HRA services, David specializes in GASB 45/OPEB mitigation solutions, union negotiation and bargaining, consumer-driven healthcare options, and overall healthcare consulting.

Steve Saxon Chair, Groom Law GroupAt Groom Law Group, where he currently serves as the firm’s Chairman, Stephen M. Saxon works on a wide variety of administrative, litigation, and legislative matters involving tax-exempt organizations and ERISA. He specializes in

matters relating to Title I of ERISA, with respect to which he has obtained scores of advisory opinions and exemptions.

Steve also represents tax-exempt clients in IRS audits and appeals procedures, as well as in restructuring non-profit organizations to address unrelated business income tax and other issues. In addition, he has worked on numerous DOL audits of plans and financial institutions that service plans. He heads up the firm’s special practice groups on pension plan investments and on 401(k) plan administrative and investment management matters. Among other things, these groups focus on the ERISA, securities, banking, and tax issues that arise in connection with the offering of products to employee benefit plans.

Steve holds several honors and distinctions, including, among many others, being listed in The Best Lawyers in America, Employee Benefits Law (1999-2016) and in the Washingtonian as one of the Top 20 Influential Persons in the Retirement Services Industry.

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Tom Sutton, CRPS, ARPC, AIF®Senior Employee Benefits Trust Officer, BPAS Fiduciary Services Tom Sutton provides fiduciary oversight to BPAS pension clients with a goal of ERISA compliance. His regular duties include plan due diligence reviews, investment analysis with

recommendations, and trustee communications.

Tom has nearly 20 years of experience in the corporate retirement plan marketplace. Before joining BPAS in 2013, Tom was the Vice President of Qualified Plans for Univest Bank and Trust Company. Prior to Univest, Tom started his career as a Financial Advisor in 1995 (Tucker Anthony, Inc.) and has focused on corporate retirement plans since then. He held several sales and management positions during a 13-plus year stint with ADP Retirement Services before moving to Univest.

Tom holds FINRA series 7, 63 and 26 licenses along with AIF (Accredited Investment Fiduciary), ARPC (Accredited Retirement Plan Consultant), and CRPS (Certified Retirement Plan Specialist) designations. Tom has an MBA in Finance from LaSalle University and a Bachelor of Science degree in Management from Widener University.

SPEAKERSGreg Woods, CIMA®Vice President, BPAS Fiduciary Services Greg Woods has nearly 20 years of experience in investment management and the financial services industry. He joined BPAS in 2011. His responsibilities include investment and

performance evaluation, manager due diligence, portfolio and investment management. He is a key member of several internal and national investment committees and helps oversee investments within the firm’s Collective Investment Trusts.

As part of BPAS Fiduciary Services, Greg’s focus is on managing and maintaining all the firm’s 3(38) discretionary investments and models as well as the investments and allocations within their Defined Benefit and Cash Balance products. He also provides an array of fiduciary and investment services to assist financial intermediaries and plan sponsors. These services include creating Investment Policy Statements, monitoring the performance of funds versus the IPS, making fund recommendations (additions, deletions and replacements), and a range of other fiduciary services to assist BPAS clients.

Prior to joining BPAS, Greg was the Vice President, Portfolio Manager and Chief Compliance Officer for Lightstone Capital Advisers, where he managed multiple retail and institutional investment products.

Greg graduated from Fordham University’s Gabelli School of Business where he studied Finance and Economics.

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BPAS
