Under health care exchanges, many employees will be selecting benefits previously decided by an employer — providing a chance for brokers and consultants to show their true value, said a panel of experts at the Workplace Benefits Transitions conference December 5.

Although he anticipates working with the exchanges will be more difficult — on top of expected decreased commissions, Sam Cozzo, director at Aegis Administrative Services, said that if brokers continue to deliver what the client wants, they will be OK. “Anytime there are major changes, there are opportunities,” he said at the show in Chicago, co-sponsored by Employee Benefit Adviser.

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