insurance spotlight: long-term care ic2-preview.prosites.com/138438/wy/docs/insights/pdais... ·...
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PDAIS is a wholly owned subsidiary of the Pennsylvania Dental Association (PDA) and provides a variety of business and personal insurance programs to Pennsylvania dentists, their families and staff.
Phone: (877) 732-4748Email: [email protected] www.pdais.com
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sights
CEO Corner gilbert R. davis, pdAiS president & Ceo
Winter 2015 | Volume 3, Issue 1
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In 2015 we’re proud to be celebrating 15 years of providing PDA members with quality products and services! We wish to thank our customers for their loyalty throughout the years and for their continued patronage.
Great News for 2015! We can now offer PDA members a broader variety of personal insurance carriers at even more competitive prices. With top-rated
companies like Donegal, Travelers, Progressive, Penn National and many more, we can save you money on everything from auto to homeowners to business insurance.
We’ve also added new endorsed vendors, offering more opportunities to save you money. The new vendors include US Bank, SoFi, Lands’ End, Mercedes-Benz, UPS, HP, Whirlpool and The Dental Record. Learn more about the vendors at www.pdais.com/vendors.
If you have any questions about our products or services, or would like a free, no-obligation quote, please contact me directly at [email protected].
By: gilbert R. davis, pdAiS president & Ceo
Top Health Care Reform FAQs
Next month marks the five-year anniversary of the Affordable Care Act (ACA). While many
of the requirements for employers and group health plans are already in effect, the questions continue to roll in. Here’s a look at five of the most common questions we receive and answers surrounding the law:
1. Are small employers required to provide health insurance to full-time employees?Under the ACA, small employers—
Ideas for Increasing Patient Loyalty
Have You Trained Your Employees On “Hazcom2012?”
License Needed to Play Movies In Your Practice
PDAIS Selected Best-in-Class pg. 7
generally those with fewer than 50 full-time employees, including full-time equivalents—are not penalized for choosing not to offer coverage to any employee. Effective as of January 1, 2015, large employers subject to “pay or play” may be liable for a penalty tax if they do not offer affordable health insurance that provides a minimum level of coverage to full-time employees (and their dependents, unless transition relief applies).
New EndorsedVendors pg. 8
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“The standard that gave workers the right to know, now gives them the right to understand.” (OSHA)
The Hazard Communication Standard (HCS) focuses on providing your employees with the information necessary to help them make knowledgeable decisions about the chemical hazards in your workplace. The HCS evaluates the hazards of all chemicals imported into, produced or used in workplaces in the USA. Through labeling, safety data sheets and employee training, the HCS aims to prevent or minimize your employees’ exposure to hazardous chemicals.
The HCS has several employer requirements, most of which focus on the areas of identifying chemicals and their potential hazards, implementing a written hazard communication program, and providing
employee training on these topics and the chemicals with which they work. The HCS was updated in 2012 (“Hazcom2012”) to align with the Globally Harmonized System of Classification and Labeling of Chemicals. To help companies comply with the revised HCS, OSHA is phasing in specific requirements over several years (December 1, 2013 to June 1, 2016).
Major areas of change include: hazard classification, labels, safety data sheets and employee training. The definitions of hazard were changed to provide specific criteria for classification of health and physical hazards, as well as the classification of mixtures. In addition to product name and contact information, new label elements include a signal word (“danger” “warning”), graphics to identify hazards of a chemical, and hazard and precautionary statements. Safety Data
Have You Trained Your Employees On “Hazcom2012?” By: eastern Alliance insurance group Staff
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2. Do employers need to offer the same coverage to all employees?Similarly situated individuals must be treated equally. Distinctions among groups of similarly situated employees may be permitted if they are based on bona-fide employment-based classifications consistent with the employer’s usual business practice—for example, full- and part-time employees.
3. Will an employer be liable for a “pay or play” penalty if one of its employees purchases health insurance through a Marketplace?This does not apply to employers that employ fewer than 50 full-time employees. A large employer will only be liable for a penalty if at least one full-time employee receives a premium tax credit. In general, an employee will not be eligible for a premium tax credit if the employer has offered the employee health coverage that is affordable and that provides minimum value, even if the employee rejects the offer of coverage and instead enrolls in coverage through a Marketplace.
4. Can employers reimburse employees for premiums paid for individual health insurance policies?No. Arrangements under which an employer reimburses an employee for some or all of the premium expenses incurred for an individual health insurance policy, or arrangements under which the employer uses funds to directly pay the premium for an individual health policy covering the employee,
will violate the ACA and may be subject to a $100/day excise tax per employee. An employer-sponsored arrangement under which employees may choose either cash or an after-tax amount to be applied toward health coverage is permissible.
5. How does the law impact tax-favored accounts such as HSAs and health FSAs?The ACA prohibits tax-favored distributions from health savings accounts (HSAs) to reimburse the cost of over-the-counter medicines or drugs that are not prescribed, except for insulin. A similar rule applies to health reimbursement arrangements (HRAs) and health flexible spending accounts (FSAs).
HRAs must be “integrated” with other group health plan coverage in order to satisfy certain ACA requirements, and may no longer be used for an employee’s individual insurance policy premiums. A health FSA must qualify as excepted benefits and be offered through a cafeteria plan to comply with the law. In addition, the ACA requires that salary reduction contributions to health FSAs be limited to $2,500 annually, indexed for inflation (for taxable years beginning in 2015, the limit is $2,550.)
If you would like to discuss any of these questions in more detail or have any additional questions, please contact a PDAIS benefits consultant at (877) 732-4748. Also, ask the consultant how he or she can assist with your health insurance needs. n
If you are 50 years of age or older, don’t wait to consider long-term care insurance. As you age, there is a greater chance of developing an injury or illness
which would prevent you from obtaining coverage. Locking into a long-term policy at an earlier age will cost less in the long run.
If you are a self-employed dentist, a C-Corp or an S-Corp, you can run your long-term care premiums
Insurance Spotlight: Long-Term Carethrough your practice on a sliding scale, or you can instead pay via a health savings plan.
PDA members are eligible for an association discount through select companies.
To learn more, please contact Joel Waldman, DMD, CLTC at (814) 450-8677. Or visit our website, www.pdais.com/longtermcare.
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A practice acquiring 30 new patients per year is spending an average of $8,460 to do so, while a practice focused on building patient loyalty is only spending about $1,710 to retain their current clients. And, as you may have already learned, one of the biggest busts in marketing your practice is running a “new patient special,” as it never guarantees to keep a new patient coming back.
The following ideas are intended to help you retain patients beyond their first visit:Make a Great First ImpressionDespite the common belief that a patient’s first impression is formed in your practice, their in-office visit may not actually be their first point of contact. When researching providers, many patients look at your website, social media profiles, mailers and networking groups to formulate their first impression, so be sure you are representing yourself well across all channels, not just in your office.Host a Patient Appreciation EventSelect one day each month or every other month as your Patient Appreciation Day. On this day, verbally thank each patient you see, and let them know how much you value their patronage. You could even present them with a small gift, such as a $5 or $10 gift card, depending on your budget. Each patient is not only likely to feel valued, but is also likely to recommend your services to their friends and
By: prosites, a pdA-endorsed Vendor
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Ideas for Increasing Patient Loyalty
family. Also, you can randomize the day each month to avoid patients catching on and scheduling their appointments according to your appreciation schedule.Use Social Media to Interact with Your PatientsIt’s no secret that people like doing business with
friendly and familiar faces. Interact with your patients on social media by congratulating their achievements and encouraging their endeavors. You can use your practice Facebook page or Twitter account to announce your patients’ achievements and share their successes with all of your followers. Just be sure you get their permission before
featuring them on your page. Remember, you don’t always have to promote your services to build patient loyalty; you just have to show you genuinely care about your patients. Make Your Patients Feel Important Year-RoundIn order to make your patients feel like they’re part of your family, you have to treat them like family, even when they aren’t in your physical presence. Send patients birthday cards and anniversary cards celebrating their patronage to your practice. Include a handwritten note with a meaningful message.Make New Patients Feel Welcomed Following a patient’s first visit with a thank you card is a great form of customer service. Making new patients feel important and appreciated even after just one
Currently, the cost of acquiring one new patient is estimated to be $282, while the estimated cost of retaining a patient is $57. Patient retention is one of
the biggest concerns in owning and marketing a practice, and given these estimates, it’s easy to understand why.
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Cont’d fRom pg. 4 ideas for increasing patient Loyaltyvisit will make them more inclined to return. If your patients are tech-savvy, consider sending a thank you email, in which you can include a link to your social networks and details about key differentiators in your services.NEVER Be Late for a New Patient Appointment If you have a patient who is visiting for the first or even second time, be sure you are punctual. Nothing is more likely to turn a new patient away than having a delayed appointment. When you know you have a new patient scheduled, do your best to stay ahead of the clock and avoid excessive waiting room times.Offer a Complimentary Service to Your Loyal PatientsIf you know a patient has a big upcoming event, such as a wedding or prom, and they’ve been your patient for years, offer them a complimentary service such as professional teeth whitening. This unexpected gesture will thrill patients and make them likely to refer your services to others.Communicate ClearlyIn a recent study, 93 percent of patients said a clear explanation of required services was a major factor
in whether they would return to the dentist or not. When you have a first-time patient, they often don’t understand which recommended services are necessary and which are just suggestions. Additionally, 33 percent of patients think their dentist tries to sell them unnecessary services, so be sure you aren’t miscommunicating with your patients, as it’s likely to scare them away.Establish and Advertise a Patient Rewards ProgramPeople love good deals, especially when the deals are backed by excellent service. Try implementing a patient rewards program where patients who remain loyal over a set amount of years can earn free services, such as teeth whitening or deep cleanings. Giving patients an incentive will encourage them to stay loyal to your practice.
While the cost benefit of investing in recalling current patients is evident, there are other benefits as well, namely an increase in new patient referrals. Studies indicate happy, loyal patients are more likely to recommend your services among their individual networks, providing you with valuable word of mouth marketing that generates new patients without any added expense. n
By: prosites, a pdA-endorsed Vendor
Sheets (SDSs) replace the former Material Safety Data Sheets (MSDS) and have a specified 16-section format. You may have noticed the change in label information and replaced your MSDSs with SDSs, but did you know employee training on the new label elements and the SDS format was to be completed by December 1, 2013? Additionally, according to the federal regulation 1910.1200(h)(1), you should provide Hazard Communication training to all employees upon hire and whenever a new hazard is introduced into your workplace.
Cont’d fRom pg. 2 Have You trained Your employees on “Hazcom2012?”
OSHA has many online resources at www.osha.gov/dsg/hazcom/ to help you understand and comply with the new regulations. A summary of the employee training requirements is listed here: www.osha.gov/Publications/OSHA3642.pdf. For additional resources and a fact sheet, visit www.PDAIS.com/articles.
While no article or safety resource can identify every unsafe condition or procedure, these resources can help you increase the culture of safety in your workplace. If you have specific questions regarding HazCom2012, contact your workers’ compensation carrier or PDAIS consultant. n
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If you are showing “The Lego Movie,” “Frozen,” “The Sound of Music” or any other movie in your practice,
copyright is a consideration. The Dentists Insurance Company
(TDIC) reminds dentists that motion pictures and other programs available for rental or purchase are protected by the U.S. Copyright Act and are intended for personal, private or home use only. Movie presentations outside of the home, such as within a dental office, require a public performance license. TDIC reports increased calls and questions from dentists in several states about this license or about a
License Needed to Play Movies In Your Practice By: tdiC Risk management Staff
letter the practice received regarding this topic.
The Motion Picture Licensing Corporation (MPLC) handles public performance licensing of more than 250,000 facilities across the nation, including thousands of dental offices. Sal Laudicina, president of the licensing division at MPLC, said some dentists
still do not realize they need a license to show movies in their offices. However, this perception is changing through agreements with dental organizations and increased education.
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Cont’d fRom pg. 6 License needed to play movies in Your practice
MPLC offers a “blanket” or “umbrella” license that makes it simple to comply with federal copyright law regarding the public performance of audiovisual works, Laudicina said. “We represent Disney, Warner Brothers and more than 400 other motion picture producers, and the license applies to DVD or any other legal digital format whether streamed or downloaded.” The annual license fee is $330 per location, and MPLC offers a discount for offices with multiple locations.
The California Dental Association’s Legal Reference Guide states that dentists need to obtain a public performance license to show movies anywhere in the dental practice, including waiting and exam rooms. The legal guide also includes information about copyright violation penalties: “It is important to comply with the copyright law because infringement carries significant penalties. For example, if an infringement is considered ‘willful,’ you could be subject to statutory damages as high as $150,000 for each infringed work. Moreover, even if the infringement is considered inadvertent, you could be subject to statutory damages ranging from $750 to $30,000 for each infringed work. You may also be
subject to other costs, including reasonable attorneys’ fees to the prevailing party.”
Compared to potential noncompliance fees, the public performance license is notably less expensive.
MPLC has about 10,000 independent field representatives nationwide who send information to the corporation about businesses showing movies without a license, according to Laudicina.
If a violation is discovered, MPLC contacts the business via phone or letter and explains what needs to be done to stop copyright infringement. “We just say, ‘Here’s what you need to do,’ and we send an application for the license,” Laudicina said. “People want to do the right thing, and we make it easy for them to comply.”
Laudicina added that some dentists mistakenly think a letter about a public performance license is a scam. “Don’t ignore a letter about a public performance license,” he said. “If a letter is ignored, the violation becomes more egregious and that’s not a good thing. Take the time to check it out.” n
We are proud to announce that PDAIS has been honored as a 2015 unite® Best-in-Class agency! unite® is the workers’ comp insurance approach designed by Eastern Alliance to address the
unique needs of small businesses like yours.
Not just any agent can represent unite®. We are handpicked for knowledge, expertise and commitment. And we are right around the corner. After all, there’s nothing like doing business with someone you know and trust.
Eastern has recognized us for our expertise in providing knowledge, guidance and advice, all while encompassing the small business mindset to offer you a workers’ compensation program individually underwritten to satisfy your specific needs, and yours alone. We are committed to ensuring that you have the right coverage, unparalleled service and support you need to achieve better outcomes for injured employees. Learn more or get a free quote at www.pdais.com/workers-compensation. n
PDAIS Selected Best-in-Class
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PDAIS Staffgilbert R. davisPresident & [email protected]
Vicki A. BaileySenior Account [email protected]
Ken KurtzSenior Benefits [email protected]
ingrid SteinerClient Account [email protected]
Robin maxwellOffice [email protected]
Shotzie BakerSenior Account [email protected]
megan AschenbrennerSenior Benefits [email protected]
Joel Waldman, dmdBenefits and Long-Term Care [email protected]
natalie KinsingerMarketing [email protected]
Chris WaskoDirector of [email protected]
Jeff fawverBenefits [email protected]
gina dietzSenior [email protected]
Al Bittner iVClient Service Relations Manager [email protected]
our team is here to assist you! phone: (877) 732-4748 | www.pdais.com
ProPerty & Casualty Division
emPloyee Benefits Division
PDA Endorsed Vendor ProgramWe are proud to offer PDA members secure, high-quality products and services at competitive prices through the PDA Endorsed Vendor Program. PDA and PDAIS are committed to increasing the value of your membership and reducing reliance on dues income. Endorsements generate royalties for PDA, based on member participation. Non-dues income is used to fund vital membership programs and benefits. The cost of endorsed products is never inflated to generate royalties for PDA.
PDA members have access to special offers with the following programs:Automated Marketing & Communications - DemandForceCredit Cards - US Bank (new vendor for 2015)Credit Card Processing - First DataEnergy Supplier - Energy PlusOffice & Equipment Financing - Bank of AmericaPatient Financing - CareCredit Payroll & Business Solutions - ECCAPrecious Scrap Metal Recovery - D-MMEXWaste Management - CESWebsite Design & Internet Marketing - Prosites
We are excited to announce the program’s new products and services, many of which are part of the ADA Business Resources Program:
Apparel for Staff - Lands’ EndAppliances - WhirlpoolComputers - HPLuxury Automobiles - Mercedes-BenzElectronic Records Online Backup - The Dental Record Shipping - UPSStudent Loan Refinancing - SoFi
New Vendors Added in 2015!
We encourage you to participate in the Endorsed Vendor Program and promote the benefits of the program to your colleagues. For more information on all of our programs, visit www.pdais.com/vendors.