{"id":5470,"date":"2014-06-09T09:41:42","date_gmt":"2014-06-09T08:41:42","guid":{"rendered":"http:\/\/www.solucominsight.fr\/?p=5470"},"modified":"2015-02-04T10:00:43","modified_gmt":"2015-02-04T09:00:43","slug":"comment-lani-va-bouleverser-les-offres-sante-prevoyance","status":"publish","type":"post","link":"https:\/\/www.riskinsight-wavestone.com\/en\/2014\/06\/comment-lani-va-bouleverser-les-offres-sante-prevoyance\/","title":{"rendered":"Comment l’ANI va bouleverser les offres sant\u00e9 pr\u00e9voyance"},"content":{"rendered":"

L\u2019Accord National Interprofessionnel (ANI) du 11\/01\/2013 a engendr\u00e9 une modification majeure de la r\u00e9glementation de la protection sociale en entreprise. N\u00e9goci\u00e9 entre les diff\u00e9rents partenaires sociaux,\u00a0 cet accord a pour objectif de pr\u00e9venir la pr\u00e9carisation de l\u2019emploi et renforcer la protection sociale.\u00a0\u00a0 L’ANI n’a pas laiss\u00e9 indiff\u00e9rents les assureurs et les courtiers, puisqu’il a boulevers\u00e9 le jeu des offres entre les acteurs.<\/p>\n

Une protection sociale prise en charge au sein de l\u2019environnement professionnel<\/h2>\n

Rappelons les dispositions essentielles qui concernent le volet protection sociale de l\u2019ANI :\u00a0obligation aux entreprises d\u2019offrir une couverture collective sant\u00e9 et pr\u00e9voyance \u00e0 l\u2019ensemble des salari\u00e9s, financ\u00e9e par moiti\u00e9 entre salari\u00e9 et employeur ; droit \u00e0 maintien de la couverture sant\u00e9 et pr\u00e9voyance pendant un an pour le salari\u00e9 licenci\u00e9 \u00a0(au lieu de 9 mois auparavant), avec un financement mutualis\u00e9 au niveau des branches professionnelles ou des entreprises. Aussi, une disposition a \u00e9t\u00e9 rendue caduque par le conseil d\u2019\u00e9tat\u00a0: les partenaires sociaux pouvaient d\u00e9signer l\u2019organisme assureur de la branche. Autant de dispositions qui vont avoir des impacts majeurs sur la structure des offres des assureurs.<\/p>\n

Qui est concern\u00e9 par l\u2019ANI?<\/h2>\n

La r\u00e9forme concerne 4 millions de salari\u00e9s, dont environ 400\u00a0000 ne b\u00e9n\u00e9ficiant pas de couverture collective, pour beaucoup dans les TPE.\u00a0 Souvent dot\u00e9s d\u2019un contrat individuel, ces salari\u00e9s vont les r\u00e9silier pour adh\u00e9rer au contrat collectif que leur proposera leur entreprise. Sont \u00e9galement concern\u00e9s les ayants droit de contrats individuels, dont certains vont \u00eatre couverts par leur contrat d\u2019entreprise.<\/p>\n

L\u2019ANI impose une couverture obligatoire minimale pour les d\u00e9fauts de sant\u00e9 courants \u2013 ce que certains appellent la \u00ab\u00a0bobologie\u00a0\u00bb. Pour les situations graves, m\u00eame si la s\u00e9curit\u00e9 sociale prend \u00a0mieux en charge l\u2019assur\u00e9, les assureurs compl\u00e9mentaires ont aujourd\u2019hui une part de reste \u00e0 charge qui repr\u00e9sente une d\u00e9pense importante. Si l\u2019employeur souscrit une compl\u00e9mentaire ne comprenant qu\u2019un minimum obligatoire, le salari\u00e9 sera paradoxalement amen\u00e9 \u00e0 mieux se couvrir en finan\u00e7ant lui-m\u00eame un sur-compl\u00e9ment.<\/p>\n

Trouver la strat\u00e9gie de vente pour atteindre ces nouvelles cibles<\/h2>\n

Comment atteindre les 400\u00a0000 nouveaux salari\u00e9s\u00a0de ce march\u00e9 ?<\/p>\n

Pour le chef d\u2019entreprise, offrir une couverture collective \u00e0 ses salari\u00e9s n\u00e9cessite d\u2019\u00eatre avis\u00e9 juridiquement,\u00a0pour conna\u00eetre les distinctions autoris\u00e9es entre les personnels, interpr\u00e9ter\u00a0les accords de branche ou la convention collective et \u00e9viter les faux pas dans la proc\u00e9dure.<\/p>\n

Les dirigeants des TPE \/ PME vont s\u2019en remettre \u00e0 leur courtier d\u2019assurance pour \u00e9viter l\u2019imbroglio. De leur c\u00f4t\u00e9, les interm\u00e9diaires d\u2019assurance, dont peu ont l\u2019habitude de vendre du collectif, vont devoir se former \u00e0 l\u2019environnement r\u00e9glementaire, m\u00ealant dispositions du droit du travail et assurance, avec une diversit\u00e9 d\u2019environ 700 \u00a0conventions collectives. Le march\u00e9 \u00e9tant fortement concurrentiel, l\u2019interm\u00e9diaire va avoir du mal \u00e0 amortir le temps qu\u2019il consacre \u00e0 cette vente s\u2019il s\u2019agit d\u2019un artisan avec quelques salari\u00e9s. Comment trouver l\u2019\u00e9quilibre\u00a0?<\/p>\n

Les plans d\u2019action avanc\u00e9s sont multiples\u00a0et jouent sur les produits et les outils : d\u00e9velopper le multi-\u00e9quipements\u00a0en couplant plusieurs assurances professionnelles (responsabilit\u00e9 civile, risques professionnels). Adapter rapidement les produits, avec une offre qui permette au salari\u00e9 de conserver au moins le niveau de garantie qu\u2019il poss\u00e9dait en individuel; il faut alors pr\u00e9voir soit des options individuelles au sein du contrat collectif, soit un contrat en sur-compl\u00e9mentaire du contrat obligatoire. Enfin, industrialiser\u00a0la souscription :\u00a0 internet et les mobiles permettent d’atteindre directement les artisans et les\u00a0TNS<\/a>. Une opportunit\u00e9 pour enfin faire d\u00e9coller la souscription via ce canal ?<\/p>\n

De nouveaux choix pour l\u2019entreprise ?<\/h2>\n

C\u2019est une modification importante du march\u00e9 qui s\u2019impose aux mutuelles, notamment \u00e0 celles qui ne font que de l\u2019assurance individuelle, qui devront s’adapter au risque de perdre des contrats. Cependant, l\u2019offre produit \u00e9voluant, les entreprises ne vont-elles pas d\u00e9sormais elles-aussi changer leur comportement, en s\u2019alignant sur un socle de couverture a minima, pour laisser le sur-compl\u00e9ment au choix du salari\u00e9\u00a0? Sans doute l\u2019offre produit r\u00e9glementaire devra-t-elle alors encore \u00e9voluer, pour bien discerner les garanties essentielles \u00a0\u00e0 ins\u00e9rer dans le socle minimal des garanties de confort facultatives.<\/p>\n

Retrouvez tous nos articles sur l’assurance sur Insurance speaker<\/a>, le blog assurance des consultants Solucom.<\/p>\n","protected":false},"excerpt":{"rendered":"

L\u2019Accord National Interprofessionnel (ANI) du 11\/01\/2013 a engendr\u00e9 une modification majeure de la r\u00e9glementation de la protection sociale en entreprise. 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