The Hartford and SelmanCo began collaborating in 2019 to offer TRICARE Supplement Insurance plans, with The Hartford serving as the underwriter and SelmanCo as the plan administrator. This partnership allows them to provide TRICARE Supplemental Insurance, which is designed to cover out-of-pocket costs that TRICARE insurance doesn't cover, such as co-pays, cost shares, and prescription costs, at no cost to the employer.
SelmanCo brings extensive experience in insurance administration, handling various aspects like claims processing, billing, and customer service. They cater to a variety of organizations, including employers and associations, ensuring that the TRICARE Supplement plans are efficiently managed and tailored to meet the needs of eligible military retirees, their families, and other TRICARE beneficiaries.
This collaboration allows The Hartford to leverage its strength as a major insurance provider, while SelmanCo's specialized administrative services ensure the smooth operation and customization of these supplementary insurance plans for different client groups.
The partnership between The Hartford and SelmanCo in offering TRICARE Supplement plans provides a valuable opportunity for brokers and employer groups alike. To delve deeper into the advantages of this collaboration, we sat down with Peter, a seasoned Regional Account Executive at The Hartford, who shares some personal stories and insights on how offering TRICARE Supplement benefits both the brokers and the employers they work with. Here’s what Peter had to say.
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Interviewer:
I wanted to start off with asking you a little bit about your background, and if you have any ties to the military?
Peter:
I don’t have personal military experience, but my father was a Vietnam veteran. His dedication to veterans and the VA was something that shaped our family’s values, so it’s always been close to my heart.
Interviewer:
Okay, great. I was given a bit of background on your father the other day and was told he had a negative experience with finding disability insurance. Is that correct? Would you mind expounding?
Peter:
I don’t know every detail, but from a high level, this happened about 20-25 years ago. After retiring from Nabisco, my dad started volunteering more with the VA and veteran services in Buffalo, New York. He was then diagnosed with diabetes, which was linked to his exposure to Agent Orange during his service. At the time, getting disability benefits was a real struggle for him. He started to think, “If I’m having trouble, even with the resources I have, what about the other veterans who don’t?” That inspired him to take action. He went to Washington, got accredited, and helped veterans apply for their disability benefits for several years. I’m really proud of him for that.
Interviewer:
Would you say that your father's experience helps you position the TRICARE Supplement to brokers? If so, how?
Peter:
I’ve seen firsthand how challenging it can be for veterans to access benefits in various areas. That definitely gives me a deeper understanding and empathy for what they go through. When I talk to brokers about the TRICARE Supplement, it’s personal for me. I’m not just pushing a product to make a sale—there’s meaning behind it. The fact that we’re the only carrier offering this makes it even more fulfilling.
Interviewer:
Would you mind telling me a little bit about some of the feedback you've received from brokers regarding the TRICARE supplement and how it's helped them in their business?
Peter:
I haven’t had the luxury of selling the TRICARE Supplement yet, but I’ve had plenty of discussions. It’s never brushed off as “just another product.” There’s always meaningful conversation, with a lot of questions and engagement. People are genuinely interested and want to learn more.
Interviewer:
How has the relationship been so far between the Hartford and SelmanCo for you? Is there anything that's particularly worked well?
Peter:
I really appreciate that I can rely on SelmanCo’s expertise when it comes to the details. We’ve got a great partnership. I know enough to get a conversation started, but when things get more technical or we need to bring a potential customer on board, it’s reassuring to have a team of experts to turn to. They’ve been fantastic at delivering information and closing deals when needed.
Interviewer:
From your perspective as a regional account executive, what would you say are the key benefits for brokers when offering the TRICARE Supplement to employer groups?
Peter:
The biggest benefit for brokers is that it helps them connect with their clients on a deeper level. They start asking questions they wouldn’t normally ask, like, “Do you have retired veterans on staff?” This opens up opportunities to offer something meaningful and unique. It helps them stand out in a competitive market and strengthens their relationships with clients. Since we’re the only ones offering this, it’s something they have to bring to the table proactively—it won’t come up otherwise. That can really help them build trust and credibility.
Interviewer:
How have you seen the TRICARE Supplement help brokers differentiate themselves in a competitive marketplace?
Peter:
This product allows brokers to have conversations that their competitors aren’t having. It positions them as consultative and helps boost their credibility with clients. Ultimately, that helps them retain business and improve their persistence rates.
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The Hartford and SelmanCo’s collaboration on TRICARE Supplement plans have proven to be a win-win for both brokers and employer groups, providing an essential benefit for retired military personnel and their families. As Peter highlighted in the interview, this unique offering not only deepens broker-client relationships but also positions brokers as more consultative and proactive in a competitive market. With its niche appeal and strong administrative support from SelmanCo, the TRICARE Supplement plan continues to be a powerful tool for brokers looking to differentiate themselves and add real value to their clients.
TRICARE/CHAMPVA Supplement Insurance Plans are subject to the terms and conditions of the policy. Policies underwritten by Hartford Life and Accident Insurance Company detail exclusions, limitations, and terms under which the policies can be continued in force or discontinued. The TRICARE/CHAMPVA Supplement Insurance Plans are administered by SelmanCo. Underwritten by: Hartford Life and Accident Insurance Company, Hartford, CT 06155. TRICARE Form Series includes GBD-3000, GBD-3100, or state equivalent. The Hartford Financial Services Group, Inc. (NYSE: HIG) operates through its subsidiaries under the brand name, The Hartford, and is headquartered in Hartford, Connecticut. For additional details, please read The Hartford’s legal notice at www.thehartford.com.