Benefits for brokers providing international private medical insurance (ipmi) by iPMI Magazine Health and Medical Insurance Assistance News Magazine

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The Best Views From The World Of iPMI AND ASSISTANCE EXECUTIVE ROUNDTABLES INTERNATIONAL MEDICAL INSURANCE

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WELCOME TO THE C-SUiTE BENEFITTING FROM iPMI: EXPERT INSIGHT FOR iPMI BROKERS “FROM A BROKERS PERSPECTIVE THE INTERNATIONAL PRIVATE MEDICAL INSURANCE (IPMI) MARKET IS AN OPPORTUNITY READY TO BE TAKEN.” ANDREW APPS - Head Of Global Healthcare BELLWOOD PRESTBURY

n this exclusive C-Suite executive round table business forum, iPMI Magazine speaks with Aetna International, Bellwood Prestbury, Generali Global Health, HealthCare International and

Wellaway. This round table looks at the benefits for worldwide insurance brokers, agents and intermediaries when they add international private medical insurance (IPMI) to their product portfolio.

ROUND TABLE CONTENTS ANDREW APPS TALKS ABOUT IPMI BROKER BENEFITS PAGE 10

C-SUITE EXECUTIVE ROUND TABLE PAGE 21

ROUND TABLE VIP ARRIVAL LOUNGE PAGE 13

iPMI PROVIDER NETWORK PAGE 45

ON THE FRONT COVER: Our intrepid traveller returns with a new business idea: an IPMI brokerage firm. Will he succeed, pass go, collect two hundred pounds or go bust and end up closing down due to BREXIT?

LEGAL: © 2009-2017 All rights reserved. iPMI Magazine is protected by copyright, international treaties and other applicable intellectual property laws and may not be copied, distributed, republished or used in any way without the express written permission of the publisher. iPMI Magazine is published by Omnia Corporation.

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CONTACT US: Write to ipmi@ipmimagazine.com or contact your account manager directly. To contact us via a contact form please click here.

>> INTERNATIONAL PRIVATE MEDICAL INSURANCE PROTECTION FOR EXPATRIATES, BUSINESS TRAVELLERS AND TOURISTS. LEARN MORE ABOUT THE COMPLEX WORLD OF IPMI, LOG ON TO IPMIMAGAZINE.COM FOR DAILY INTERNATIONAL MEDICAL, HEALTHCARE, EXPATRIATE AND TRAVEL INSURANCE INDUSTRY ANALYSIS.

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”Never be afraid to ask a question of the insurers, no matter how silly it might seem. They want to help.”

ANDREW APPS BELLWOOD PRESTBURY Andrew Apps is Head of Global Healthcare at Bellwood Prestbury in the United Kingdom.

IPMI BROKER FOCUS

FROM A BROKERS PERSPECTIVE THE INTERNATIONAL PRIVATE MEDICAL INSURANCE (IPMI) MARKET IS AN OPPORTUNITY READY TO BE TAKEN.

s an increasing number of governments around the globe move to make medical insurance an integral part of the visa application process (no insurance, no visa), the demand for international private medical insurance (iPMI) has never been greater and there are no signs of this changing any time soon. So why is it that so many brokers choose not to sell iPMI? Part of the problem is perhaps fear of the unknown. A fear of local country regulations. A fear of something different. The reality however can be very different if you work with the International PMI insurers. They have the knowledge and the experience you might need when facing issues, at least to begin with - with a little patience it won’t take long to become an expert so long as you follow a few basic rules: >> Just because it happens in the UK, doesn’t mean that it happens overseas.

>> Never be afraid to ask a question of the insurers, no matter how silly it might seem. They want to help. >> Keep focused on your target market – don’t try to be something you’re not. >> There are some big schemes out there and it’s easy to become embroiled in a ‘bun fight’ with the local market brokers. >> Start small, get to know your limitations and look closer to home – the chances are that a number of your UK clients have staff working overseas and need international PMI cover, so start with these and grow you business organically as you learn.

ANDREW APPS BELLWOOD PRESTBURY

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IN YOUR OWN OPINION, WHY DO BROKERS, AGENTS, INTERMEDIARIES AND INDEPENDENT FINANCIAL ADVISERS CHOOSE NOT TO SELL INTERNATIONAL PRIVATE MEDICAL INSURANCE?

Damian Lenihan, Aetna International: Compliance and training are two common reasons that prevent brokers from selling IPMI products. Brokers can be concerned about falling foul of regulations in different jurisdictions when writing business overseas. Mis-selling and potential problems with client policies are additional risks that need to be managed. Lack of familiarity with IPMI causes indecision about where to start, creating barriers to brokers entering the market. Other product lines may be seen as an easier option with IPMI often viewed as a more specialist form of insurance. Stuart Leatherby, Generali Global Health: There are several reasons why selling IPMI can be problematic for brokers. IPMI is much more complex than some other products advisers deal with and has many legal ambiguities, particularly when it comes to such things as portability. It’s also more expensive than domestic PMI and the extra cost requires justification. This means acquiring good product knowledge so that the differences and merits of IPMI over domestic PMI plans can be explained. This makes the selling of this product far less

transactional than others. Regulation is also a barrier. Each country has its own regulatory framework. This makes it difficult to determine where and how a product can be legally sold. And in certain countries, brokers need a specific license or permit to advise on and sell health insurance products. Steve Gregory, HealthCare International: Based on conversations we’ve had with brokers I believe it’s a combination of factors. I think not understanding the market and concerns about the perceived regulatory risks play a part - and these are perfectly understandable concerns even if they are reasonably easily overcome. But equally some brokers have no great interest in branching out into something new. These brokers will often have an arrangement to refer clients who need IPMI to a colleague who specializes in this market. And then there are the brokers who have either not realized what a good opportunity this market presents to them or who simply don’t know where to start. These are obviously the brokers we try to focus our attention on because we can help them get into this market. Griselle Chernys, Wellaway: This is not our experience our brokers sell our products.

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LEGAL AND REGULATORY LANDSCAPES CAN CHANGE OVERNIGHT: HOW DO YOU EDUCATE YOUR BROKER NETWORK ABOUT KEY CHANGES IN THE BUSINESS?

“The global regulatory landscape is one of the main differences between domestic PMI and IPMI. Regulation can be a grey area and change frequently.” DAMIAN LENIHAN AETNA INTERNATIONAL

Damian Lenihan, Aetna International: Regulations can change overnight and brokers need help to keep up to date with the latest rules. Aetna International sends regulatory updates to brokers and runs training sessions, both within intermediary practices as well as more local and national training. Our account managers are on hand to answer any queries and we also make quick reference guides available to those who need them. The global regulatory landscape is one of the main differences between domestic and international PMI. Regulation can be a grey area and change frequently. Aetna International uses extensive internal and external legal expertise to stay abreast of the ever-changing landscape. So whilst regulation can be daunting for brokers, they can be sure Aetna International is a trusted partner who can support with legal advice in this area. Stuart Leatherby, Generali Global Health: We regularly keep our brokers abreast of regulatory changes via face to face contact or through regional communications. Our regular newsletter and the GGH website also provide information.

Frequent broker product training looks at regulation and sales practices in different markets. And we brief brokers locally, with a focus on regulatory changes in their specific markets. Steve Gregory, HealthCare International: We deal with brokers all around the world and they all exist in their own unique regulatory environments. Whilst we keep ourselves abreast of the various national regulations, try as we might we cannot be as ‘up with the play’ as the brokers we partner with and who are immersed in their own environments are. We are therefore here to lend support and advice, but our experience is that most qualified brokers are highly professional and are very well aware of the rules of the regulatory jurisdictions they operate within in and so they tend not to need a lot from us in this respect. Griselle Chernys, Wellaway: Training sessions, newsletters and bulletins.

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“THE INTERNATIONAL PRIVATE MEDICAL INSURANCE MAGAZINE HAS GREAT MARKET KNOWLEDGE AND EXPERIENCE IN THE IPMI SECTOR AND THEY PRODUCE EXCELLENT MARKET UPDATES. WE ARE DELIGHTED TO BE ASSOCIATED WITH CHRISTOPHER KNIGHT AND HIS TEAM.” CHRISTOPHER PERCIVAL BOARD DIRECTOR HEALTHCARE INTERNATIONAL

ROUND TABLE

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WHAT OTHER ISSUES DO YOU FACE WHEN EXPANDING YOUR GLOBAL BROKER NETWORK?

Damian Lenihan, Aetna International: We offer award-winning products and services, and are able to support brokers from a legal and compliance perspective, so we are confident that our broker proposition is strong. However, we find that long term success comes from building close working relationships with our brokers, which takes time and does not happen overnight.

And ensuring brokers understand your product proposition and where you sit in the marketplace can also be a challenge.

Stuart Leatherby, Generali Global Health: The main challenges we face when expanding our global broker network is one of regulation and licensing. We have mentioned earlier the legal ambiguities that exist in selling IPMI products and these tend to arise due to cross-border sales, particularly when set against the group or individual’s location and where the contract is to be sited.

Steve Gregory, HealthCare International: For HCI as a small, niche operator our biggest challenge is actually connecting with the right brokers internationally. We have what I would describe as a good, solid panel of supporting brokers but we don’t have an army of development people on the ground so we have to optimise the time our people can spend in each location and really get as much face time with potential partners as possible. Invariably we rely a lot on networking, referrals and good old fashioned shoe leather and door knocking to let people know who we are and what we have to offer. So, for us, knowing we don’t have an unlimited budget to throw at panel development the challenge is targeting the right brokers and optimising the time we get to spend with them on our regular service visits.

As an insurer we may only be able to deal with a global broker in particular countries or territories and it may be that we cannot contract with them or pay them commissions unless we also have a local licence in that country. Fortunately, Generali has one of the broadest geographical footprints of any insurer and this helps to mitigate some of the challenges we face. A global broker network can also have limitations in terms of the products, services and network access that can be sold or provided. You may therefore not be able to provide all the solutions every broker needs in each market.

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We are, however, happy to go the extra mile to bring brokers into our global network if we can see the motivation and desire from them to be successful in this market.

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CAN YOU WALK US THROUGH THE BENEFITS FOR BROKERS IF THEY ADD INTERNATIONAL PRIVATE MEDICAL INSURANCE TO THEIR PRODUCT PORTFOLIO?

Damian Lenihan, Aetna International: IPMI can provide a strong income and revenue stream for brokers. If a customer is buying more than one type of product from the same broker, they are less likely to go elsewhere. So, by employing a consultative approach, brokers can offer more opportunities to their customers. Stuart Leatherby, Generali Global Health: Selling IPMI allows brokers to provide a more comprehensive solution for their customers. Most companies with over 100 employees will operate in more than one jurisdiction. They will have globally mobile employees who need healthcare protection. Offering a one stop shop solution places more value on a broker and makes it less likely that a customer will use another adviser. We now operate in a global environment. And IPMI is one of the fastest growing areas of insurance. As IPMI is an expensive commodity it can generate a substantial revenue stream. And its ‘sticky’ nature means that annual churn is less likely. Steve Gregory, HealthCare International: Like any business, a broker needs to decide for themselves which markets they want to operate within and whether they want to be one-stopinsurance shops catering for all needs, or specialists who focus on specific subjects. But a compelling argument for getting involved in IPMI can be made, especially when you consider that domestic medical insurance is often stagnant or even shrinking in many mature, developed markets around the world. IPMI on the other

hand represents growth as the world shrinks and workforces become more mobile. The demand for international insurance solutions is massive and growing all the time and it’s therefore an opportunity to be grasped by those seeking to expand their insurance base. IPMI represents excitement; energy and opportunity in an industry where these things are rare. IPMI can create a new revenue stream for brokers willing to invest some time and energy in it. And those who do will also be providing a more comprehensive insurance solution for their new and existing clients – and one that many clients probably expect their broker to be able to offer them. It can be a means to both ring-fence an existing client base from competitors (why look after most of your clients insurance needs when you could look after them all) and at the same time open up new markets and attract new clients. Whilst it’s true that the greater the effort, the greater the reward, brokers are often surprised to find how much ‘low-hanging fruit’ they have within their existing client bases. This can be as simple as the client who tells them they plan to retire in sunny Spain while their 21 year old has decided to go and live and work in Australia for a couple of years. The broker could say bon voyage and wish them well, but on the other hand they could also just as easily keep them as clients by moving them onto an appropriate IPMI solution for as long as it’s needed. Griselle Chernys, Wellaway: A more complete service proposition to their clients by meeting more of their needs.

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YOU HAVE BROKERS BASED ALL OVER THE WORLD, IN DIFFERENT TIME ZONES. HOW DO YOU COMMUNICATE?

Damian Lenihan, Aetna International: We provide our brokers with 24/7 support, no matter where they are located. To facilitate this level of service we have call centres open 24/7 and offices in key time zones, such as Dubai, Singapore, Hong Kong, UK/Europe, Canada and the USA. Face-to-face broker meetings are also an important element of our communication process. In Europe, face to face meetings increased by 20% in the 2015/16 year and we are looking to step that up again in 2017. We also hold events for new product launches and send regular newsletters with thought leadership pieces and legislation updates. Stuart Leatherby, Generali Global Health: General Global Health has a 24/7 multilingual proposition. Brokers can contact us anytime. And our local relationship management teams in key expat locations are continually in touch with our brokers.

Our website and newsletters also makes a range of product and other information available to brokers. Steve Gregory, HealthCare International: Being a small, boutique operation we try to keep things at a personal level, but having brokers in every time zone is definitely a challenge. We have offices in two time zones (the UK and the Middle East) but we still place a lot of reliance on newsletters; chat services and phone/ skype. And of course we travel e a lot so that our brokers get some face time with us every few months. Nothing compares to being able to sit down with a broker in their own office, so thatâ&#x20AC;&#x2122;s what we try to do on a regular basis. Griselle Chernys, Wellaway: Sometimes you have to just get on their time zone for meetings, also visits to those sites, bringing them to our offices, account managers in those territories.

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WHAT TECHNOLOGY DO YOU PROVIDE TO BROKERS TO HELP MAXIMISE THEIR BUSINESS EFFICIENCIES?

“Apart from our online quoting and documentation tools which are available to brokers 24/7 we leverage our own technology to deliver superior service.” STEVE GREGORY HEALTHCARE INTERNATIONAL

Damian Lenihan, Aetna International: Our brokers have access to a dedicated portal where they can download all our latest product literature and sales aids. From here, brokers can access everything that they need to do business with us, and also make contact with the right person to answer any queries quickly and easily. For members, we have developed a suite of iPhone and Android applications that help pinpoint local medical facilities as well as providing a raft of useful health care information such as country specific drug translations. By making it easy for our members to find quality medical providers and facilities within the Aetna global network, we help them save money and time. Stuart Leatherby, Generali Global Health: Our website provides product and compliance information for brokers. We’re developing a range of tools that will streamline how brokers deal with GGH. Information about client portfolios will be easy to access and there will be a range of self-service solutions available as these portals come on stream. GGH’s online tools also extend to members who

are able to access details on the progress of their claims through a dedicated member portal. Steve Gregory, HealthCare International: Apart from our online quoting and documentation tools which are available to brokers 24/7 we leverage our own technology to deliver superior service. We’ve worked out that the best thing we can do to help a broker be more efficient is to provide a reliable level of service to them and their clients so they are not spending time chasing us for answers and updates. We know very well that this is the bane of a broker’s life so we set out to remove the problem by having responsive standards of service. Fortunately we have some pretty impressive technology which allows us to assess claims, issue documents and pay commissions quickly – our efficiencies help our brokers immeasurably and they enable us to deliver the sort of service the brokers expect of us. Griselle Chernys, Wellaway: Electronic access to a full broker suite via our site.

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ARE THERE ANY OTHER BENEFITS YOU CAN OFFER A BROKER WISHING TO SELL INTERNATIONAL PRIVATE MEDICAL INSURANCE?

Damian Lenihan, Aetna International: Training our brokers is a very important to us. To facilitate this we visit brokers’ offices and hold sessions in convenient locations. Our first-class account management team is also on-hand to answer any questions and is able to link into the rest of the organization for legal and compliance support. Stuart Leatherby, Generali Global Health: GGH offers flexible product design to meet the needs of clients in any circumstances. Global Choice allows customers to segment their workforce into categories of three or more employees. This provides more relevant cover across different parts of their group. An innovative pricing mechanism uses a group’s average age to create a single adult and child rating structure. This rate applies to any new joiners during the period of insurance. For customers this means transparent, stable premiums and more clarity for year-on-year budgeting. We also offer a range of added-value services. This includes a second medical opinion service through our partners, Best Doctors. Virtual doctor

access is also available for extra customer convenience. Steve Gregory, HealthCare International: Apart from a comprehensive range of competitivelypriced products and an attractive commission structure – all backed by excellent service, we also offer our own experience in this market and a level of personal service which is rare. HCI were one of the first dedicated IPMI insurers 15 or so years ago, so we’ve as much as experience of this market as anyone and more than many. We therefore know and understand the expat space very well and we have plans designed to meet the needs of this market (and these include international life insurance and travel plans as well as IPMI). We have dedicated development managers and support staff to work alongside our broker partners and our underwriters always look for ways to offer terms – often where others will not. In our experience most risks are insurable – we have the flexibility to come up with answers others may put into the ‘too-hard’ basket.

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WHAT IS YOUR MESSAGE TO BROKERS AROUND THE WORLD WHO ARE CONSIDERING ADDING INTERNATIONAL PRIVATE MEDICAL INSURANCE TO THEIR PRODUCT PORTFOLIO?

“IPMI is one of the fastest growing areas of health insurance. Whilst it can be complex, opportunities do exist for brokers.” STUART LEATHERBY GENERALI GLOBAL HEALTH

Damian Lenihan, Aetna International: Our message to brokers is simple; if you are considering entering the IPMI sector or actively looking to expand your book, call us. We can provide the full spectrum of support brokers need to grow their IPMI premium income. Stuart Leatherby, Generali Global Health: IPMI is one of the fastest growing areas of health insurance. Whilst it can be complex, opportunities do exist for brokers with the right approach looking to enter the market. Many domestic environments are very mature so growing business there is a real challenge. The market for IPMI is large, more diverse and there is often less competition for business. Steve Gregory, HealthCare International: Give it serious consideration, take some advice from people you trust and if want to know what we can do to help, get in touch. The start of a new year is a good time to take stock and decide where you want to take your business in 2017 and beyond. But you do need to think it through properly because as much as I and others may talk up the opportunities in

what I consider to be an exciting sector, nothing worthwhile comes without effort. As I have already said, I think most brokers have a latent demand for IPMI from within their existing client bases, so to an extent there are some easy sales to be made with little real effort. But the brokers will need to analyse their own client bases to know how big this opportunity is. And if they are looking to achieve real business growth they will need to develop a marketing plan to identify where the opportunities are and how they can capitalize on them. To really maximize any opportunity will require you to allocate time and resources – again we can help so do get in touch. Griselle Chernys, Wellaway: It is a good strong product that will add to their suite of products.

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ROUND TABLE

Q10

| iPMIM

DO YOU PREFER TO SELL VIA A SMALLER NETWORK OF BROKERS WHO HAVE IPMI EXPERTISE, OR A LARGER NETWORK WHERE YOU CAN EDUCATE BROKERS WHO MAY NOT BE IPMI SPECIALISTS?

Damian Lenihan, Aetna International: We have no preference. There are benefits in both scenarios, so we donâ&#x20AC;&#x2122;t prioritise one over another. Stuart Leatherby, Generali Global Health: Generali Global Health operates in both scenarios. We underpin our business with a small network of established brokers. But there is enough room in this market for less experienced brokers with the right attitude. Weâ&#x20AC;&#x2122;ll give brokers who want to grow their IPMI books all the support we can. Steve Gregory, HealthCare International: We are open to both. Of course brokers who already sell IPMI are easy to the extent that they already understand the market and appreciate the opportunities it presents. But they often already have their favourite providers whom they know and trust and who are taking good care of them in return.

We are happy to be another option on their panel of providers, but we are realistic enough to know that winning them over to HCI in a meaningful way will take time. We are very happy to invest that time because we have some unique advantages to offer and we can see these brokers worth. On the other hand, finding a broker who is new to this market also has its attractions, because we can teach them what they need to know and develop a close working relationship from the get-go. For this reason we are also happy to invest in these new-to-market brokers. In our experience both opportunities are well worth the investment in our time, but both require patience and an understanding that we need to earn any brokers trust and respect before business will truly flow. Griselle Chernys, Wellaway: Depends on the territory but understanding of the product is key.

ROUND TABLE

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| iPMIM

WHAT DO YOU OFFER BROKERS THAT YOUR RIVALS DO NOT?

Damian Lenihan, Aetna International: As part of Aetna Inc., a Fortune50 company in the USA with almost 50,000 employees, we are able to leverage the tremendous knowledge and resources within the group in areas such as legal and compliance. We also offer the ability to transact globally, by offering a US, UK and international proposition. But importantly, we are endorsed by brokers themselves. We win regular awards, many of which have been as a result of brokers selecting, nominating or voting for their preferred providers. Aetna International was voted won Best Group International PMI Provider for the last four years at the Health Insurance awards and our group product, Aetna Summit, won Most Innovative New Product at the same ceremony. Stuart Leatherby, Generali Global Health: We offer flexible plan designs and a fast and responsive service proposition as well as several wrap-around services that add even more customer value. Our extensive network access, assistance and case management capabilities means that we leverage Generali’s depth and strength to obtain real value for money when receiving care without compromising on access to the best medical facilities available.

their clients, for client retention and so we are selected as the product of choice as well as innovation. Steve Gregory, HealthCare International: I could talk about products; pricing; commission and all the normal things that insurers tout – and to an extent we do have competitive advantages in these areas. But ultimately we believe that these things become hygiene factors – everyone has good products and so on – these things are prerequisites to being in this business. What really sets one company apart from the rest is the quality of the relationships it has with its business partners and their clients. We are a smaller player in a market which is dominated by international giants. We are not aiming to take these companies on head-on, that makes no sense and we don’t therefore pretend to be all things to all people – that would be unrealistic. What we offer instead is a boutique service with offices in London and Dubai. We are solely focused on the expat market, offering IPMI; international life and travel insurance solutions.

Our extensive geographical footprint of local licenses positions us well to be valuable long term partner for brokers in the IPMI market. This allows us to help with the complex regulatory issues brokers will come across.

This focus allows us to specialise in these markets and our size allows us to be flexible with our underwriting and open to most opportunities. But more than anything, we can offer a level of personal service others cannot.

Griselle Chernys, Wellaway: Better service for

This translates into little things that are actually

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ROUND TABLE

big things to brokers – for example when you call us the phone is answered by a member of our staff – in person - no robots or automated contact centre systems with their queues and recorded messages. And your clients will deal with the same dedicated claims assessor or policy administrator throughout – someone they can talk to directly if they want.

Q12

| iPMIM

That’s very reassuring if you are living far from home. It’s the way business used to be – people talking to people. We don’t offer the breadth of products and services of some of our larger competitors, but we have great, well-priced solutions and a personal level of service that’s greatly valued by expats and the brokers who serve them.

WHICH POLICIES AND PROCEDURES BETWEEN INSURER AND BROKER MAY BE OPTIMISED?

“We have seen instances where policyholders have gone ahead with major hospital treatments without talking to us first.” STEVE GREGORY HEALTHCARE INTERNATIONAL

Stuart Leatherby, Generali Global Health: We need to optimise transactions between insurers and brokers as much as possible. In particular self-servicing broker solutions for quotations, mid-term adjustments and renewals. This will help speed up the process and ultimately provide a better service to the customer.

hospital treatments without talking to us first. The result has sometimes been higher costs and in some instances even unnecessary treatment plans. Often the client will contact their broker first, so it’s just then a case of ensuring we are immediately brought into the communication loop to avoid any problems.

Steve Gregory, HealthCare International: One area where insurers and brokers could work more closely together for the benefit of the client is to ensure that policyholders don’t agree (or pay) large medical bills without first getting them approved by the insurer. We have seen instances where policyholders have gone ahead with major

Griselle Chernys, Wellaway: Integrity, transparency and honesty toward the clients and the proper representation of the products. iPMI Magazine: To find out more about the IPMI companies and providers featured in this exclusive RT turn the pages now >>

A global partner you can rely on GROUP OF COMPANIES

A clear departure from ‘standard’ global healthcare services for expats Destination anywhere - tailor our combination of health, travel and security related risk management solutions to support your business needs.

And with genuine transparency on costs, we won’t cost you the earth.

A familiar name in insurance for your clients in unfamiliar situations

Travel Medical and International Health Insurance

Contact your local Blue Cross Blue Shield Representative or visit www.geobluetravelinsurance.com or call toll-free at (855) 481-6647.

iPMIM

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INTERNATIONAL PRIVATE MEDICAL INSURANCE (iPMI) PROVIDER NETWORK DIRECTORY A GUIDE TO LEADING INTERNATIONAL MEDICAL INSURANCE UNDERWRITERS, PROVIDERS, COMPANIES AND BROKERS.

Discover Aetna International’s NEW Pioneer & Summit global health care plans Choice We provide cover for inpatient and outpatient care, dental treatment and hospitalisation to name a few.

Control Let your clients take charge of their health with tools that fit with their busy lifestyle, like our Online Health Assessment.

Comfort We’ll help to keep your clients and their family safe with resources to manage their personal safety if they’re outside their home country.

Convenience Wherever your clients are in the world, they can count on our web and mobile technology to keep our services and support within reach.

Care Our team of specialised clinicians and multilingual case managers are available 24/7/365 to support your clients no matter where they are.

Isn’t it time your clients receive robust health care solutions, anytime, anywhere? Learn more at aetnainternational.com Or call the team on +44 (0) 870 442 2676

LEARN MORE

PROVIDERS

IPMI 4 AETNA INTERNATIONAL

SECTOR: iPMI

Aetna International is committed to helping create a stronger, healthier global community by delivering comprehensive health care benefits and population health solutions worldwide.

+44 870 442 4376

As one of the largest providers of international private medical insurance services, we serve more than 700,000 members worldwide, including expatriates, local nationals and business travellers. Our global benefit solutions include medical, dental, vision and emergency assistance.

GEOGRAPHY: GLOBAL HQ: UK

aetnainternational.com/en/ individuals/health-plans/ contact-us.html aetnainternational.com 25 Templer Avenue IQ Farnborough Farnborough Hampshire GU14 6FE United Kingdom

In November 2015 we launched two new global health care products - Aetna Pioneer aimed at individuals and families with Aetna Summit supporting group clients. Both products offer customers greater simplicity, choice and value that are distinctive in the market. Each product is modular in style with five base plan levels available - Aetna Pioneer/Summit 1750, 2500, 4000, 5000 and 5000+. Overall annual benefits range from USD 1,750,000 to USD 5,000,000.

LEARN MORE ABOUT AETNA INTERNATIONAL 4 4 4 4

INTERNATIONAL MEDICAL INSURANCE INTERNATIONAL HEALTHCARE INSURANCE INTERNATIONAL EXPATRIATE INSURANCE INTERNATIONAL TRAVEL INSURANCE

International experts you can trust

As an experienced independent expert, you can trust Bellwood Prestbury to help you set-up and manage the right IPMI for individuals or companies, anywhere in the world.

Find out more at

bellwoodprestbury.com/ipmi Bellwood Prestbury Limited, 4 Imperial Square, Cheltenham, GL50 1QB, United Kingdom â&#x20AC;˘ +44 (0) 1242 584 558 Bellwood Prestbury Limited is registered in England no. 1100251. Authorised and regulated by the Financial Conduct Authority (www.fca.org.uk).

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PROVIDERS

IPMI 4 BELLWOOD PRESTBURY

EST: 2000 GEOGRAPHY: GLOBAL HQ: UK SECTOR: iPMI

+44 (0) 1242 584558 info@bellwoodprestbury.com bellwoodprestbury.com 4 Imperial Square Cheltenham Gloucestershire GL50 1QB United Kingdom

We understand that international medical insurance can at times be complicated, confusing and difficult, so our aim is to lead our clients through the process of choosing the right cover for their employees by helping identify, select and implement the health insurance plan that works both for their employees and their businesses. By understanding our clients’ businesses and the environment in which their employees are operating, we will work to identify those insurance providers who are best able to deliver not only the range of cover benefits that our clients’ businesses require, but the service and support that they demand and deserve. Our extensive experience and in-depth knowledge of the international private medical insurance market allows us to work together with insurers to offer pro-active support in the management of our clients’ chosen plans and to offer advice on market trends. As a leading global insurance specialist, we have been arranging high-risk and complex cover for individuals, companies and organisations throughout the world for more than 15 years.

LEARN MORE ABOUT BELLWOOD PRESTBURY 4 4 4 4

INTERNATIONAL MEDICAL INSURANCE INTERNATIONAL HEALTHCARE INSURANCE INTERNATIONAL EXPATRIATE INSURANCE INTERNATIONAL TRAVEL INSURANCE

CIGNA ADVERT

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PROVIDERS

IPMI 4 CIGNA GLOBAL HEALTH OPTIONS

EST: 2011 GEOGRAPHY: GLOBAL HQ: SCOTLAND SECTOR: iPMI

+44 (0) 1475 788 682 cgi.sales@cigna.com cignaglobal.com/brokers The Grosvenor Building 72 Gordon Street Glasgow G13RS Scotland

Cigna Global Health Options specialise in providing expatriate health plans that are designed to give comprehensive overseas medical cover for people who are living and working abroad. Our core International Medical Insurance plans give you and your family cover for essential hospital stays and treatment, cancer and psychiatric care. Maternity cover is also included in our Gold and Platinum plans. Our core plans can then be supplemented with a range of optional benefits which include International Outpatient, designed to cover outpatient treatment and prescriptions. Cigna Global Health Options also offer International Medical Evacuation, International Vision & Dental and International Health & Wellbeing optional benefits that can be added to your core plan.

LEARN MORE ABOUT CIGNA 4 4 4 4

INTERNATIONAL MEDICAL INSURANCE INTERNATIONAL HEALTHCARE INSURANCE INTERNATIONAL EXPATRIATE INSURANCE INTERNATIONAL TRAVEL INSURANCE

The Next Generation Of

International Expat Health Insurance

Administered by:

www.davidshield-intl.com | ec@davidshield.com

ExpatriateCard Insurance Limited, Authorized and Regulated by

LEARN MORE

PROVIDERS

IPMI 4 DAVIDSHIELD

EST: 2000 GEOGRAPHY: GLOBAL HQ: ISRAEL SECTOR: iPMI

+972 9 8920 920 info@davidshield.com davidshield-intl.com

Founded in 2000, with offices in Europe, North America and Israel, DavidShield is a leader in the field of expatriate health insurance. The Company provides international medical insurance and health care management services to individuals, employers, insurance companies, government institutions and NGOs in over 95 countries. Delivering stellar member service is at the forefront of the Companyâ&#x20AC;&#x2122;s operation. In this effort, DavidShield is an innovator in developing new technologies that significantly enhance its member experience. The Company is the winner of the prestigious Forum of Expatriate Management EMMA award for Innovation in Global Mobility and the paybefore award for best non-US based prepaid program.

LEARN MORE ABOUT DAVIDSHIELD 4 4 4 4

INTERNATIONAL MEDICAL INSURANCE INTERNATIONAL HEALTHCARE INSURANCE INTERNATIONAL EXPATRIATE INSURANCE INTERNATIONAL TRAVEL INSURANCE

Healthy people drive a healthy bottom line

To find out more visit www.generali.co.uk/ggh or call +44 (0) 207 265 6444

Generali_MENA_ad_203x273_JULY_v1.indd 1

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PROVIDERS

IPMI 4 GENERALI GLOBAL HEALTH

EST: 2014 GEOGRAPHY: GLOBAL HQ: UK SECTOR: iPMI

+44 (0) 207 265 6444 ggh@generali.co.uk generali.co.uk/ggh 100 Leman Street London E1 8AJ United Kingdom

Generali Global Health is the specialist international healthcare division of Generali Assicurazioni S.p.A – one of the world’s largest providers of employee benefits. We provide international health insurance to globally mobile people including expatriates, mobile employees and local nationals. Clients are supported by our in-house, 24/7, multilingual customer service centre and more than 600,000 medical and service providers throughout the world. Global Choice is our flagship international health insurance plan. Designed for groups with globally mobile people, from SMEs to multinational companies. The modular design gives clients the flexibility to choose from a range of major medical and out-patient benefits as well as specialist cover options including wellness, fertility, maternity, vision and dental cover. Benefits including evacuation and repatriation are included as standard across all plans. So, no matter which option is chosen, our members have a reassuringly comprehensive level of protection.

LEARN MORE ABOUT GENERALI GLOBAL HEALTH 4 4 4 4

INTERNATIONAL MEDICAL INSURANCE INTERNATIONAL HEALTHCARE INSURANCE INTERNATIONAL EXPATRIATE INSURANCE INTERNATIONAL TRAVEL INSURANCE

A familiar name in insurance for your clients in unfamiliar situations

Travel Medical and International Health Insurance

Contact your local Blue Cross Blue Shield Representative or visit www.geobluetravelinsurance.com or call toll-free at (855) 481-6647.

LEARN MORE

PROVIDERS

IPMI 4 GEOBLUE

EST: GEOGRAPHY: GLOBAL HQ: USA SECTOR: iPMI

+1 610 254 5850 customerservice@ geo-blue.com geobluetravelinsurance.com 1 Radnor Corporate Center, 100 Matsonford Road, Suite 100, Radnor, PA 19087, USA.

GeoBlue is the trade name for the international health insurance programs of Worldwide Insurance Services, an independent licensee of the Blue Cross and Blue Shield Association. Setting the industry standard, GeoBlue’s mission is to provide peace of mind to long-and short-term global travellers by offering competitive insurance protection and technologypowered assistance, including an elite community of thousands of carefully selected, contracted doctors and hospitals in almost every country in the world as well as its signature destination databases, mobile tools and concierge-level services. The scope of GeoBlue’s services and technology creates a complete, reliable, convenient way to keep international travellers and expats healthy and productive.GeoBlue launched in 2011 for group products. In 2012 GeoBlue started offering individual products.

LEARN MORE ABOUT GEOBLUE 4 4 4 4

INTERNATIONAL MEDICAL INSURANCE INTERNATIONAL HEALTHCARE INSURANCE INTERNATIONAL EXPATRIATE INSURANCE INTERNATIONAL TRAVEL INSURANCE

Global coverage, reliablity and service. Seeking out new life and new civilisations. No matter how undiscovered and

Health, we give you the strength and security of a leading global primary insurer and reinsurer. Under ÂŽ ÂŽ

With Globality CoGenio and Globality YouGenio we offer internationally operating companies and their

related services in international healthcare business.

with comprehensive outpatient, inpatient and dental insurance cover and market leading services around the

financial stability and client proximity. Some 40 million clients in over 30 countries place their trust in the services and security Munich Re provides.

www.globality-health.com

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PROVIDERS

IPMI 4 GLOBALITY HEALTH

EST: 2009 GEOGRAPHY: GLOBAL HQ: LUXEMBOURG SECTOR: iPMI

+352 270 444 22 11

Globality Health is the international health insurer with a special focus on expatriates. Our approach is based on sound client portfolio management based on a longterm perspective, solid data and market expertise. The growing success of our individual and corporate plans clearly indicates that this approach is on track. As part of Munich Health, we give you the strength and security of a leading global primary insurer and reinsurer. Under the Munich Health brand, Munich Re pools its primary insurance and reinsurance operations, as well as related services in international healthcare business. We draw on experience gained through out the world in health insurance and reinsurance over a period of more than 80 years.

Globality Health means … contact@globality-health.com … feeling at home globality-health.com wherever you are. 13, rue Edward Steichen L-2540 Luxembourg

Over 3,000 experts at locations worldwide use this wealth of knowledge to offer our international clients innovative solutions, individual consulting and services.

Outstanding care for outstanding people. DKV Globality is the international

staff and individuals and their families, flexible underwriting solutions, high-level products with

experts at 26 locations worldwide we offer innovative healthcare solutions for clients and partners all over

comprehensive outpatient, inpatient and dental cover and market leading services around the globe.

LEARN MORE ABOUT HEALTH Call our experienced consultants at +352 270 444 2201 or visitGLOBALITY www.globality-health.com the world. As an integral part of the Munich Re Group, we give you the financial strength and security of one of the world’s leading insurers and reinsurers.

to find out more.

4Call INTERNATIONAL INSURANCE our consultants MEDICAL at +352 270 444 2201 or 4visit INTERNATIONAL HEALTHCARE www.dkv-globality.com to find INSURANCE out more. 4 INTERNATIONAL EXPATRIATE INSURANCE 4 INTERNATIONAL TRAVEL INSURANCE

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PROVIDERS

IPMI 4 HEALTHCARE INTERNATIONAL

EST: 2004 GEOGRAPHY: GLOBAL HQ: UK SECTOR: iPMI

+44 (0) 207 590 8800 enquiries@ healthcareinternational.com healthcareinternational.com

95 Cromwell Road London SW7 4DL United Kingdom

4 4 4 4

INTERNATIONAL MEDICAL INSURANCE INTERNATIONAL HEALTHCARE INSURANCE INTERNATIONAL EXPATRIATE INSURANCE INTERNATIONAL TRAVEL INSURANCE

HealthCare International capitalises on more than 35 years experience in Global International Health and Private Medical Insurance. HealthCare International is a specialist provider of expatriate health insurance, providing a wide range of health care benefits providing peace of mind for your family or personnel. Throughout the world, the demand for first class International Health Insurance has never been greater. As social health insurance services that could once be relied upon are no longer able to keep pace with the ever increasing cost of medical treatment, so the need to make alternative arrangements has become of crucial importance, particularly to the expatriate. For those expatriates living and working abroad, accessing the right kind of health insurance cover can turn out to be a nightmare, with the cost of medical treatment often expensive and difficult to arrange particularly in an emergency. When you or your family need worldwide medical care while you are away from your home country, the last thing you want is to find that it is costly and difficult to arrange, particularly in an emergency. Thatâ&#x20AC;&#x2122;s why having the right international medical and life insurance cover in place is more important than ever.

LEARN MORE ABOUT HEALTHCARE INTERNATIONAL

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PROVIDERS

IPMI 4 INTEGRA GLOBAL

EST: 1999 GEOGRAPHY: GLOBAL HQ: UK SECTOR: iPMI

+44 333 405 3003 integraglobal.com

integraglobal.com

29/30, Fitzroy Square London UK

IntegraGlobal is an international health plan provider since 1999. IntegraGlobal is a U.K company that has service offices strategically placed worldwide in Europe, North America and Asia. We specialise in providing health plans to organisations and individuals with unique health protection needs, such as expatriates, marine professionals and specialised risks. Our speciality is the uncommon. And we like to apply our understanding and experience to such unique groups rather than trying to put a round peg in a square hole. And by doing so, we are confident of developing unique international health plans that offer you outstanding protection, excellent value and hands-on unbeatable personal service. More and more people have discovered the unique value of an IntegraGlobal International Health Plan.

LEARN MORE ABOUT INTEGRA GLOBAL 4 4 4 4

INTERNATIONAL MEDICAL INSURANCE INTERNATIONAL HEALTHCARE INSURANCE INTERNATIONAL EXPATRIATE INSURANCE INTERNATIONAL TRAVEL INSURANCE

Pacific Cross is more than just insurance. Pacific Cross provides peace of mind.

Pacific Cross Insurance brings over 65 years of experience in the health and travel insurance industry to clients throughout Asia.

STANDARD INTERNATIONAL PLANS

COMPREHENSIVE INTERNATIONAL PLANS

MAJOR MEDICAL INTERNATIONAL PLANS

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PROVIDERS

IPMI 4 PACIFIC CROSS INTERNATIONAL

EST: 1949 GEOGRAPHY: GLOBAL HQ: PHILIPPINES SECTOR: iPMI

Pacific Cross International has provided specialist insurance products and services in Asia for over 65 years. Pacific Cross International has operating, administration and/or servicing entities in Hong Kong, the Philippines, Thailand, Indonesia, Vietnam and Cambodia. The group currently provides insurance products and services for over 95,000+ people, representing 57 nationalities living in 43 countries.

+63 2 899 8001 inquiry@pacificcross.com

Pacific Cross is a leading provider of health, personal accident and travel insurance products and services to people and organizations that live and work internationally.

pacificcrossinternational.com

In 2015 the group provided travel insurance for 3 million travel days for over 300,000+ people.

Pacific Cross Center 8000 Makati Avenue 1200 Makati City Metro Manila Philippines

Pacific Cross maintains a wide Direct Billing Network of hospitals, clinics and medical facilities across the Asia Pacific region.

LEARN MORE ABOUT PACIFIC CROSS 4 4 4 4

INTERNATIONAL MEDICAL INSURANCE INTERNATIONAL HEALTHCARE INSURANCE INTERNATIONAL EXPATRIATE INSURANCE INTERNATIONAL TRAVEL INSURANCE

Tailored insurance solutions for companies and organizations. 24/7 Reliable Support Worldwide Network Innovative Benefits

> International Health Insurance > Life Insurance > Income Protection

Call now +1 441 296 0651 or email info@wellaway.com Visit www.wellaway.com

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PROVIDERS

IPMI 4 WELLAWAY

EST: 2014 GEOGRAPHY: GLOBAL HQ: BERMUDA SECTOR: iPMI

+1 441 296 0651 info@wellaway.com wellaway.com

WellAway specializes in health and travel insurance for expatriates including unique health programs for foreign nationals living throughout the world. Each of our products offer an extensive set of benefits coupled with the highest standard of customer service to provide unquestionable peace-of-mind for expatriates, employers, students and global travellers. Each of our carefully designed Expatriate Health Programs offers comprehensive health coverage coupled with a variety of wellness and support tools to help individuals and their families start their new lives abroad. We offer a number of targeted programs catering to different demographics and market segments. These programs are some of the first expatriate plans to be approved as compliant under the Affordable Care Act.

Canonâ&#x20AC;&#x2122;s Ct.22 Victoria St. PO Box HM1179 Hamilton HM EX Bermuda

LEARN MORE ABOUT WELLAWAY 4 4 4 4

INTERNATIONAL MEDICAL INSURANCE INTERNATIONAL HEALTHCARE INSURANCE INTERNATIONAL EXPATRIATE INSURANCE INTERNATIONAL TRAVEL INSURANCE

Healthy people drive a healthy bottom line

To find out more visit www.generali.co.uk/ggh or call +44 (0) 207 265 6444

nerali_MENA_ad_203x273_JULY_v1.indd 1

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iPMIM

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INTERNATIONAL PRIVATE MEDICAL INSURANCE (iPMI) PROVIDER NETWORK A GUIDE TO LEADING INTERNATIONAL MEDICAL INSURANCE UNDERWRITERS, PROVIDERS, COMPANIES AND BROKERS.

International experts you can trust

As an experienced independent expert, you can trust Bellwood Prestbury to help you set-up and manage the right IPMI for individuals or companies, anywhere in the world.

Find out more at

iNTERNATIONAL PRIVATE MEDICAL iNSURANCE BROKERS

ENHANCED LISTING

COMPANY: Bellwood Prestbury ADDRESS: 4 Imperial Square, Cheltenham, Gloucestershire, GL50 1QB, United Kingdom. PHONE: +44 1242 584 558 WEBSITE: bellwoodprestbury.com EMAIL: info@bellwoodprestbury.com

COMPANY: Abacare ADDRESS: Greenwich Centre, 260 King’s Road, Hong Kong

COMPANY: Chase Templeton ADDRESS: 5 Arkwright Court, Blackburn Interchange, Darwen, BB3 0FG, United Kingdom.

COMPANY: ADVO Group ADDRESS: reenwich Centre, 260 King’s Road, Hong Kong

COMPANY: Cooper, Claridge-Ware Limited ADDRESS: 2201-07 Tower Two, Times Square, 1 Matheson Street, Hong Kong.

COMPANY: Anderson Health ADDRESS: #68 Lombard Street, London, EC3V 9LJ, United Kingdom. COMPANY: April Medibroker ADDRESS: Almondsbury Business Centre, Woodlands, Bradley Stoke, Bristol, BS32 4QH, United Kingdom. COMPANY: Ascoma ADDRESS: Avenue Clozel, Tour Notre Dame, 01 BP 7552 Cotonou, Benin Republic. COMPANY: Bellwood Prestbury ADDRESS: 4 Imperial Square, Cheltenham, Gloucestershire, GL50 1QB, United Kingdom. PHONE: +44 1242 584 558 WEBSITE: bellwoodprestbury.com EMAIL: info@bellwoodprestbury.com COMPANY: Brennan Health Insurance Group ADDRESS: 915 Boerderij Way, Woodstock, Illinois 60098, USA.

COMPANY: Drewberry ADDRESS: Millenium Bridge House, 2 Lambeth Hill, London, EC4V 4AR, United Kingdom. COMPANY: Expat Assure ADDRESS: Balfour House, 741 High Road, London, N12 0BP, United Kingdom. COMPANY: Expatriate Insurance Brokers ADDRESS: 31/F, Tower One, Times Square, 1 Matheson Street, Causeway Bay, Hong Kong. COMPANY: Global Albatross ADDRESS: Level 1, 5 School Road, Kaiwharawhara, Wellington, New Zealand, 6035. COMPANY: GLOBASSURE S.M.P.C. ADDRESS: 3, Thermopylon str., Halandri 15233, Athens, Greece. COMPANY: Global Health Insurance ADDRESS: 430 Beacon Lite #115 Monument, CO 80132, USA.

ADVERTiSE HERE “iPMI Magazine is an excellent source of in-depth information on our market and useful to a wide range of brokers, customers, insurers and service providers.” Richard di Benedetto - President - Aetna International

NOVEMBER “As an international insurance solutions provider, our2016 focus in the development of the Care & Health plan is to create a product that is a comprehensive and portable solution for the global workforce, leaving individuals free to focus on their careers, wherever these may take them. Care & Health plays an active part in Henner’s international development and we are proud to bring the Henner quality of service to Asia with this new plan, while remaining true to our fundamental ambition of being a partner for life to our clients.” Mr. Charles Robinet Duffo, CEO, Henner Group.

iNTERNATIONAL PRIVATE MEDICAL iNSURANCE BROKERS

ENHANCED LISTING

COMPANY: Bellwood Prestbury ADDRESS: 4 Imperial Square, Cheltenham, Gloucestershire, GL50 1QB, United Kingdom. PHONE: +44 1242 584 558 WEBSITE: bellwoodprestbury.com EMAIL: info@bellwoodprestbury.com

COMPANY: Goldstar ADDRESS: Lynton House, 304 Bensham Lane, Thornton Heath, CR7 7EQ, United Kingdom.

COMPANY: Regency Health ADDRESS: 1 Ashley Mews, Cheltenham, GL52 6LQ, United Kingdom.

COMPANY: IHC Employee Benefits ADDRESS: 80 Fleet Street, London, EC4Y 1ET, United Kingdom.

COMPANY: RDMT Consultants Pty Ltd ADDRESS: #PO Box 150, Brompton SA 5007, Australia.

COMPANY: Lonsdale & Associates ADDRESS: Deira , Maktoum Street Dubai, United Arab Emirates.

COMPANY: TFG Global Insurance Solutions Ltd. ADDRESS: #1500 â&#x20AC;&#x201C; 701 West Georgia Street, Vancouver, BC V7Y 1C6, Canada.

COMPANY: J+C Budmiger GmbH ADDRESS: Englisch-Gruss-Strasse 30, Brig-Glis, CH-3902, Switzerland.

COMPANY: Xact Risk Solutions Ltd ADDRESS: 34 Lime Street, London, EC3M 7AT, United Kingdom.

COMPANY: Medisave ADDRESS: Beech House, 45 Beechland Drive, LISBURN, Co. Antrim, BT28 1HS, Northern Ireland. COMPANY: NEW AGE Insurance Brokers L.L.C. ADDRESS: 507 Al Nasr Plaza Offices Oud Metha Road, P.O. Box 33916, Dubai, United Arab Emirates. COMPANY: Pacific Prime ADDRESS: 18 Cross St, Singapore, 048423. COMPANY: Premier Healthcare Management ADDRESS: 29 Dingwall Road, Croydon, Surrey, CR0 2NB, United Kingdom.

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