July 2002

How often do you hear yourself sayingsomething like this: “You may not knowit, but Trustmark is licensed in all 50states;” or, “You might not have heardof them, but Trustmark has beenaround for nearly 90 years.”

It’s one of the toughest challenges insales – proving to clients the advantagesof a company they know nothing aboutwhen there are other, more familiarnames out there.

That’s why Trustmark’s Group Division has produced two new sophisticated salestools to help you introduce and sell Trustmark to your clients: the GroupCapabilities Brochure and the Multi-Market Specialist Flyer (see sidebar).

Telling the Trustmark Story – The Group Capabilities Brochure

From Trustmark’s beginning as a fraternal organization started by four railroadworkers to its current position as a leader in innovative funding options andnational access to healthcare, the new Group Division brochure tells the com-pelling Trustmark story. It helps you answer the question – Who is Trustmark?

This 16-page, four-color brochure was designed to be a sophisticated presenta-tion piece. When you sit down with a client, you’ll find that the information iscarefully organized, allowing you to turn to each section as that topic comes upin discussion. Section headings include:

• Health and ancillary product descriptions, including dental and prescriptiondrug benefits.

• Information about behavioral health and transplant services networks.• Descriptions and supporting statistics for Trustmark customer-convenience

services such as ACE and Claim Look-Up.• Information about medical management, fraud prevention and other cost-con-

trol programs and services.• Descriptions of Group Division’s flexible funding options.

(continued on page 2)

Trustmark Group Insurance

Comprehensive and affordable healthcare benefits for groups of 51 or more lives.

Why Choose Trustmark?For Some Clients, First Question is: Who is Trustmark?

New Flyer Touts Trustmark’s Multi-site Expertise

Trustmark is the multi-market expert. To con-vince your skeptical clients, there’s a new salessheet summarizing the evidence for this boldclaim.

Proven SuccessUsing numbers gathered from Trustmark’s actual book of business, this two-sided salessheet provides proof of Trustmark’s real advantage in the multi-site market. One graphshows how Trustmark’s percentage of multi-market business has grown over the past fiveyears from 71 percent to nearly 83 percent.Another compares Trustmark’s entire book ofbusiness to the overall 51- to 500-employeegroup market.

Extending Our LeadThe flyer also includes brief selling points thatdemonstrate Trustmark’s commitment to settingthe standard for service to multi-site employers.Bullet points include number of physicians andfacilities nationwide, partnerships with otherindustry leaders and administrative services ofspecial interest to multi-site groups.

The proof is here: Trustmark has been very successful in the multi-site market. Now, withnew systems and services in place, Trustmarkwill continue to be an even better choice for companies with employees in multiple locations.

For more information, or to get copies of theMulti-Market Specialist Flyer, contact yourTrustmark Sales Representative.

Refer your clients to a specialist

One hundred fifty employees at corporate headquarters plus 75 hourly workers in a plantdown state. Or 40 engineers in a Denver satellite office. Or 28 salespeople in regionaloffices across the country.

It doesn’t matter. Trustmark offers seamlessaccess to 40 leading national and regional net-works. That means all those remote employeescan have exactly the same benefits as the people stationed at the home office.

For each group, Trustmark creates a “virtualnetwork,” linking networks in a process that’sinvisible to the employer. Everyone has accessto leading local doctors, specialists and hospi-tals. Everyone’s claims are paid using the same,integrated system. And everyone enjoys thesame expert, personal service that’s been theTrustmark standard since 1913.

Trustmark. The Multi-Market Specialist.Group health benefits for companies with employees in multiple locations.

0%

100%

20012000199919981997

Single Market28.3%

Multi-Market 71.7%

Single Market27.5%

Multi-Market 72.5%

Single Market23.3%

Multi-Market 76.7%

Single Market18.7%

Multi-Market 81.3%

Single Market17.1%

Multi-Market 82.9%

New Business: 51-500 Medical Lives (1997-2001)

Over the past five

years, Trustmark has

expanded its networks

and implemented new

network and claim

management systems

to offer seamless access

and service to multi-site

groups. The result is

growing recognition

of Trustmark as the

multi-market, multi-

state expert.

Tested and proven expertise

It can be challenging to piece together and administer a comprehensive benefit plan for multi-site companies. Many carriers simply don’t do it well. To best serve your 51- to 500-life, multi-market or multi-state clients, turn to Trustmark.

G577-499

0%

100%

Trustmark 51-500 Book*Total 51-500 Market

Single Market91%

Multi-Market94%

Multi-Market 9%

Single Market 6%

Trustmark Group Health Focus

Tested and proven expertise

While the vast majority

of 51- to 500-employee

companies are located

in only a single market,

Trustmark focuses on –

and succeeds in – the

multi-site market.

*Note: Trustmark’s overallbook of business reflects higherpersistency of larger groups,which tend more often to bemulti-site.

Setting the standard

HMOs can be too restrictive. Their tightly managed networks often don’t cover multiple markets, and other carriers don’t have the infra-structure to efficiently administer multi-site groups.Trustmark’s Group Division has honed its focus,and is committed to setting the standard for serviceto multi-market employers with:

• Customizable PPO products licensed in all 50 states

• Major ownership position in Private HealthcareSystems, Inc. (PHCS), the first and only PPO inthe nation to hold NCQA certification andURAC accreditation for both credentialing andmedical management services

• Seamless access to 40 leading managed care networks with more than 360,000 physicians and3,500 facilities nationwide

• Partnerships with industry leaders AdvancePCSfor PBM services and BCE Emergis for networkmanagement services

• Automated Customer Enrollment (ACE) foronline account management services

• Claim Look-Up, offering insureds 24-houraccess to claim information, including the ability to e-mail specific questions directly toclaim personnel

• Experienced local sales and support teamsthere to help with enrollment and continuingaccount management and service

Introduce your multi-site clients to the superioraccess and customer service available fromTrustmark, the multi-market specialist.

Contact your local Trustmark officeFor more information, contact your localTrustmark Sales Representative.

Why Choose Trustmark?(continued from page 1)

Take a look at these brochure highlights and sales tips:

Find the Hot Button

After a brief introduction to Trustmark onthe inside cover, page two includes a combi-nation summary and table of contents. Here,the copy touches on Trustmark strengths,allowing you to find your prospect’s hot but-tons. Is this group interested in the adminis-trative convenience offered by ACE? Or arethey more concerned about equitable bene-

fits for employees located all across the country? Once you find out, simply turn to that section of the brochure to offermore information.

Trustmark Strengths are Always There

There’s a handy foldout flap at the end of the brochure. In quick,easy-to-read bullet points, it emphasizes key Trustmark selling points,including financial strength, information about seamless network cov-erage and flexible products. Fold out this page at the beginning ofyour presentation so these Trustmark features and benefits stay inyour prospect’s mind the entire time.

Coast-to-Coast Coverage – in Full Color

Multi-site groups are a big part of Trustmark’s new strategy. Make the case for Trustmark’s multi-market expertise with thisthree-page, foldout map showing the U.S. and the seamless network coverage offered by Trustmark. The copy talks aboutthe 40 leading national and regional networks available to Trustmark insureds, with specific references to the quality ofPrivate Healthcare Systems, Inc. and the efficiency of Trustmark’s network management partnership with BCE Emergis, Inc.From west coast to east, Trustmark is the multi-market specialist.

For more information, or to get copies of the new Group Division Capabilities Brochure, contact your Trustmark SalesRepresentative.

1

Guided by an IdealIn 1913, four enterprising railway

workers decided that “passing the hat”

no longer adequately provided for

an injured or disabled co-worker. They

formed a small fraternal organization,

offering insurance benefits and

asserting that more than 90 percent

of claims were paid the same day

they reached the office. Since that

pioneering, one-desk beginning,

Trustmark has been a company

uniquely linked with the people

it serves.

Your Partner in ProtectionToday, Trustmark remains true to its

belief in strong customer relationships.

You want a benefit plan that meets the

desires of your employees as well

as the demands of your company’s

bottom line. Turn to Trustmark.

With group sales and support offices

throughout the United States and

special expertise in benefit plans for

multi-site employers, we help you protect

your most valuable asset — your employees.

We’ve provided health insurance protection

to some groups for more than 50 years

without interruption. These days that’s

almost unprecedented. But just as when we

started, Trustmark continues to anticipate

and respond to customer expectations —

one group at a time.

Touching Lives with:• A commitment to local, personal service

• Innovative, flexible funding options

• Broad choice of customizable products

• Independently certified medical

management services

• Seamless, nationwide access to

quality healthcare

• Long-term financial security

• Nearly 90 years of providing solid,

affordable benefits for the workers

of America

“. . . the caliber of people who keep Trustmark’s wheels turning, their pride in their company and the quality of theirhealth insurance products, may be among the highest in the industry.”– Copley News Service financial columnist Malcolm Berko

2

helping you provide competitive benefits at a competitive price

Look to Trustmark for greater choice in plan design, care access and cost management:

• Our products offer more freedom and flexibility than a traditional HMO. That puts your employees back

in control of their own healthcare decisions.

• Independently reviewed and accredited medical management programs reduce medical costs and help

employees get back to work — and to their lives.

• Affordable plans and an array of funding options help you control and manage benefit spending.

• You get attentive, knowledgeable service because Trustmark recruits and then develops motivated,

quality-oriented staff. More than one third of Trustmark employees have earned insurance or

financial industry professional designations.

• Trustmark was recently singled out as “an honest, dependable, friendly” company by a leading financial

advice columnist.

• Enjoy access to 40 leading national and regional networks, including Private Healthcare Systems,

Inc. (PHCS), one of the largest PPO networks in the country. PHCS is the nation’s leading healthcare

cost management company, with a network of more than 359,000 providers and 3,500 facilities.

• A convenient, online virtual office offers you and your employees secure 24/7 access to enrollment,

network, eligibility and claim information. The virtual office is just part of Trustmark’s dedication

to consumer-centered service.

quality products, freedom of choice, personal service, active cost management

touching lives by

The Facts:• Employers view employee retention and controlling health benefits costs as their

most critical benefits objectives. 1

• Led by prescription drug spending, which jumped 17.3 percent, U.S. healthcare spending increased to $1.3 trillion in 2000. 2

touching lives with

5

unequaled access to quality, cost-effective care

A Nationwide Blanket of ProtectionEven if you have employees located

at several different sites or in multiple

states, you can offer a single, easy-

to-administer benefit plan. Other

companies simply cannot offer the

same level of access and ease of use.

That’s because Trustmark works with

40 of the country’s leading managed

care networks.

An example is Private Healthcare

Systems, Inc. (PHCS). Trustmark is a

major shareholder in PHCS, one of the

nation’s largest managed care organiza-

tions. As PHCS enrollees, your employ-

ees get the advantages of superior

access and attention to quality. You get

the value of PHCS’s innovative medical

management services and negotiated

discounts.

Access• More than 359,000 physicians

• 3,500 healthcare facilities

• Strong networks in rural areas and

smaller cities

• Custom networks for multi-site employers

Quality• The facility and physician credentialing

services of PHCS are certified by the

National Committee for Quality

Assurance (NCQA), a leading independ-

ent, non-profit evaluator of managed

care programs.

• PHCS medical management services are

also certified by the NCQA.

• PHCS has achieved full Health Network

Accreditation from the American

Accreditation of HealthCare

Commission/URAC.

• PHCS is the only national PPO recognized

and endorsed by URAC for its health

network and utilization management

and by NCQA for credentialing and

medical management.

“PHCS has demonstrated a real commitment to quality services. By successfully completing URAC’s rigorous review process, PHCS has been accredited for all three URAC programs. PHCS is now the largest national PPO that offers access to comprehensive health services with this distinction.”— Garry Carneal, President & CEO, URAC

6

Key:# of networks per state

Key:# of networks per state

1

2

3

4

5+

Trustmark Group Regional Sales OfficesTrustmark Group Regional Sales Offices

1

2

3

4

5+

7

Cross-Country Coverage withSeamless Network Management

Trustmark’s Group Division specializes

in seamless, easy-to-administer health

plans for companies with employees

in multiple locations. In fact, while

only 8 or 9 percent of employers with

51 to 500 employees are multi-state,

most of the companies we serve have

employees in multiple states. That’s

because we’ve developed a well-

deserved reputation for providing

excellent service and network access

for multi-market companies.

• A partnership with Private Healthcare

Systems, Inc., the only nationwide

PPO accredited by both NCQA and

URAC.

• Access to nearly 40 other managed

care networks, including top regional

PPOs such as Sagamore Network,

Sloans Lake Managed Care, Arizona

Foundation, HealthSmart and many

others.

• Network management partnership

with BCE Emergis, Inc., a leader in

e-business services currently working

with 17 of the top 20 North American

insurance organizations. With BCE

Emergis, Trustmark provides:

– Seamless claim repricing with many

regional networks to help ensure

that the most accurate reasonable

and customary charges apply to

each claim.

– Complete integration of our Shared

Savings Program and Enhanced

Savings Program for even higher

discounts on healthcare services.

– A high percentage of electroni-

cally adjudicated claims, further

increasing accuracy and shortening

claim turnaround.

• Trustmark utilizes Electronic Data

Interchange (EDI), standardized data

protocols allowing employers, healthcare

providers and insurers to talk to each

other electronically. With electronic

claims, data is entered automatically,

making the claim-paying process faster

and more accurate.

Trustmark. The multi-market specialist.

Have employees in other states? Trustmark’s Group Division specializes in providing comprehensive, easy-to-administerbenefit plans to multi-site employers.

Our products, our people, our values. They separate Trustmark from our competitors. For you, that means an affordable benefit plan customized for your group. It means unparalleled access to care, especially if you have employees in multiple locations. It means dedicated sales and customer service teams who helpyou make the most of your benefit plan. It means partnership with a company that values relationships and long-term securityover short-term gain.

– Rod FarmerExecutive Vice President, Employee Benefits

1 MetLife. The MetLife Study of Employee Benefits Trends. November 2001; page 1.2 Centers for Medicare & Medicaid Services. Highlights — National Health Expenditures, 2000. www.cms.hhs.gov. January 9, 2002.3 Satcher, David MD, PhD. Oral Health in America: A Report of the Surgeon General. www.nidr.nih.gov/sgr/sgr.html. September 2000.4 Rice, Kellman, Miller & Dunmeyer. The Economic Costs of Alcohol and Drug Abuse and Mental Illness: 1985. U.S. Department of Health and Human Services, 1990.5 www.4women.gov. The National Women’s Health Information Center. The Office of Women’s Health – U.S. Department of Health and Human Services, 2002.

about trustmark

• Financial Strength– A.M. Best rates Trustmark A – (Excellent) for

financial stability

– Fitch awards Trustmark an A+ rating for insurer

financial strength

– Total assets of more than $1.8 billion

– Investment in long-term strength rather than

short-term gain

• Seamless National Coverage– More than 2.5 million insureds

– Licensed in all 50 states

– Access to more than 359,000 healthcare

providers

– A network of 3,500 healthcare facilities

– Expertise in serving multi-site employers

• Choice of Affordable and Complete Benefit Packages– PPO, OpenAccess and Indemnity plans that

actively manage healthcare spending while

offering greater freedom than an HMO

– Custom plan design and alternate funding

options for groups with 100 or more covered

employees

– Expert underwriting and experience-rated

contracts for qualifying groups

– Multiple life, disability and dental coverage

options

– Prescription drug benefit plans that keep

pharmacy services affordable and offer time

and money-saving convenience

– Innovative care management programs

designed to help your employees be proactive

about living healthier lives

Broker Question of the Month

Q: It seems our industry is under attack.How is Trustmark addressing theproblem?

A: New mandates and regulations seem to be aconstant in our industry. But you’re right, therecent movie John Q. – in which a man takes ahospital emergency room hostage when hediscovers his insurance policy doesn’t cover hisson’s heart transplant, – and ongoing storiesabout rising healthcare costs do influence publicperception.

The fact is, Trustmark’s Voluntary ProductsDivision sells a critical illness policy that wouldhave helped John Q. and his family avoid theirdire predicament. But that doesn’t make for avery exciting story, does it?

Despite the message of John Q., Trustmark iscommitted to helping make affordable, qualityhealthcare available to as many Americans aspossible. Grover Thomas, Trustmark’s President,CEO and Chairman, is the current Chairman ofthe Board of the Health Insurance Association ofAmerica (HIAA), ensuring that Trustmark has asignificant voice in Washington, D.C. We try tohelp legislators, who may not be healthcareindustry experts, realize the costs and tradeoffsinherent in many of the proposed mandates.

Trustmark is also working to control costs foremployers with new, tiered prescription drug benefits, aggressive fraud prevention, innovativemedical management programs and products thatoffer employees more choices and control inregard to their healthcare.

When we survey brokers and employers abouttheir experience with Trustmark, the strengthsmost commonly mentioned include our integrityand history of financial strength. With your feedback, we intend to continue to build on that reputation.

Rating agencies A.M. Best and Fitchrecently completed their annual finan-cial review of Trustmark, assigning thecompany high ratings relative to theinsurance industry average. “Bothagencies responded very favorably tothe new strategy,” said BrinkeMarcuccilli, Trustmark Senior VicePresident and Chief Financial Officer.

A.M. Best Rating: A- (Excellent)Assigned to companies that have, onbalance, excellent financial strength,operating performance and marketprofile when compared to the stan-

dards established by the A.M. BestCompany. These companies, in Best’sopinion, have a strong ability to meettheir ongoing obligations to policy-holders.

Fitch rating: A+Viewed as possessing strong capacityto meet policyholder and contractobligations. Risk factors are moderate,and the impact of any adverse businessand economic factors is expected to besmall. Ratings may be amended with a(+) or (-) sign to show relative stand-ing within the major rating category.

Rating Agencies Affirm TrustmarkFinancial Strength

Lab card benefits, offering free labora-tory testing for Trustmark insureds,now apply to all new or renewedgroups with effective dates of July 1,2002, or later and deductibles of$1000 or less. Using the card is voluntary, but you can help yourclients’ employees save money by letting them know the advantages ofthis new Trustmark partnership.

Lab card saves moneyBy using the lab card, your clients’employees realize significant savings onout-of-pocket medical expenses.LabOne prices are so much lower thantypical lab charges that Trustmark covers the entire cost. For insureds,that means:

• No deductibles• No copayments• No coinsurance

Below are some examples of howusing LabOne can reduce healthcareexpenses for each insured and, in theend, the group.

LabOne is easy to useIt takes only three simple steps:1. At the doctor, the insured shows

his or her LabOne card and tells the person collecting the specimens to send them to LabOne.

2. The doctor collects the specimen and calls LabOne for pickup.

3. LabOne performs the tests and sends the results to the doctor, usually the next day.

About LabOneLabOne is a fully accredited and certified laboratory operating in theKansas City area since 1972. LabOneperforms more than 250,000 testsdaily, including clinical, insurance and substance abuse testing. Results areusually returned to the physician’soffice the day after specimens are collected.

For more information aboutTrustmark’s new partnership withLabOne, contact your Trustmark SalesRepresentative.

LabOne Lab Card Benefit Now in Effect

Laboratory Test Typical LabOne Insured CostCharge Charge w/Lab Card

Basic Metabolic Panel $31.00 $4.91 0Lipid Panel $39.87 $8.63 0Urinalysis w/micro $16.22 $4.85 0Thyroid Panel w/TSH $68.96 $18.17 0Pap Smear $22.60 $11.86 0PSA (Prostate Specific Antigen) $58.18 $21.56 0

Two New Sophisticated Sales ToolsTrustmark’s Financial Strength Rated

How LabOne Benefit Saves Money

400 Field Drive Lake Forest, Illinois 60045

www.trustmarkinsurance.com/group

Inside this Issue of Group Producer Outlook...

We Want to Hear From You. If you have any story ideas, please contact

Robert White at rwhite@trustmarkins.com.

Why Should Prospects Believe What You Say?

When making a presentation, remember that every time you give your clientfacts and benefits, they may think “Oh, yeah? So?” Be certain your presenta-tion addresses these unspoken concerns:

• “So what?”• “Who says so?”• “Can you prove it?”

This issue of Group Producer Outlook contains articles about the new GroupDivision Capabilities Brochure and the Multi-market Specialist Flyer. Both aretools to help you introduce Trustmark to prospects. They can also help answerquestions from clients who like lots of information and supporting facts.

— Adapted from The Competitive Advantage

Sales Quick Tip

PRESORTEDFIRST CLASS US POSTAGE

PAIDPALATINEP&DC, IL

PERMIT NO. 30

R E G I O N A L O F F I C E S

Lake Forest (Home Office) 1-800-621-4784

John Rowlette,Regional Sales Directorjrowlett@trustmarkins.com

Bruce Tirakian, Regional Manager(Central Illinois)btirakia@trustmarkins.com

Dennis Walsh, Regional Manager (Northern Illinois)dwalsh@trustmarkins.com

AtlantaRuth Szabo, Regional Manager1-800-745-3162rszabo@trustmarkins.com

CincinnatiJack Comerford,Sr. Account Executive1-866-526-6285jack.comerford@trustmarkins.com

ColumbusJeff Wintersteller, Regional Manager1-800-601-0808jwinters@trustmarkins.com

DallasGary Behrhorst, Sr. Regional Manager1-800-887-5567gbehrhor@trustmarkins.com

DenverTom Luddy,Regional Manager1-866-570-5132thomas.luddy@trustmarkins.com

Grand RapidsTerry McDonough,Regional Manager1-800-886-9642tmcdonou@trustmarkins.com

HoustonBrent Schultz,Sr. Account Executive1-800-704-1603bschultz@trustmarkins.com

IndianapolisDan Hindman, Regional Manager 1-800-345-0555daniel.hindman@trustmarkins.com

Kansas City1-800-407-2345Jack Trook, Regional Sales Directorjtrook@trustmarkins.com

Kansas CityJim Walter, Regional Managerjwalter@trustmarkins.com

New OrleansAllen Saba, Sr. Regional Manager1-800-397-5336asaba@trustmarkins.com

PhiladelphiaJim O’Connor, Regional Manager1-800-492-2234joconnor@trustmarkins.com

PhoenixDave Houser, Regional Manager1-800-227-9642dhouser@trustmarkins.com

St. LouisJon Niblock, Regional Manager1-800-482-2234jniblock@trustmarkins.com

South BendMike Balsan, Regional Manager1-800-501-2235Mike.Balsan@trustmarkins.com