DSP Overview: Quick Reference Guide

Transcription

1 DSP Overview: Quick Reference Guide MassMutual s Producer Book of Record Field Development For Internal Use Only 04/01/2016 Page 1

2 Topic Getting Started & Manager s Workbench Table of Contents If you are viewing this document electronically, click a heading to quickly navigate to that section. Click the Back to Menu link (on the following pages) to return to this page. Accessing DSP & Applying the Easy Access Menu 3 DSP Terminology 4 Accessing Manager s Workbench & Terminology 5 Searching for Business Partners 6 Navigating Business Partner Information Hiding the Locator Pane Navigating Business Partner Information Address & Address Overview Tabs Identification & Allowance Data Tabs Industry Professional Designations & BP Relationships Tabs Credential Inquiry Tool Partner Profile Tab Defining & Interpreting Relationships 13 Defining Roles and Units 14 Searching For & Interpreting Relationships 15 Viewing & Navigating Contract Details 16 Page Business Packages Viewing & Navigating Business Packages 17 Viewing Business Package Details & Participation 18 Advanced Relationships and the Relationship Decision Table (RDT) Exploring & Interpreting Complex Relationships 19 Viewing Additional Data for Relationships 20 Accessing & Interpreting the Relationship Decision Table 21 Appendix DSP Navigation Quick Reference 24 Glossary 25 Field Development For Internal Use Only 04/01/2016 Page 2

3 Accessing DSP & Applying the Easy Access Menu Overview Distribution Servicing Platform, commonly referred to as DSP, is a system used by various home office groups at MassMutual. DSP enables you to view and manage demographics, relationships, contracts, credentials, compensation, and other types of business functions for business partners. In DSP, business partners are also known as agents, producers, brokers, firms, corporations, entities, and so on. To Access DSP: Applying DSP Settings The first time that you enter DSP, it is recommended that you immediately change some settings to make it easier for you to navigate and view information within the system. When entering DSP for the first time, a menu appears by default on the left; however, it is strongly recommended that you change this menu to the DSP Easy Access Menu. To Apply the DSP Easy Access Menu: 1. Click the SAP Menu button on the toolbar at the top of the screen. 1. Open Internet Explorer. 2. From the MX Mutual Exchange homepage, select the Employee Tools Home link. 3. On the Work Center tab, click DSP/R3 at the top of the screen. 4. The SAP Easy Access screen appears. 2. The SAP Easy Access Menu appears on the left. Tip! Even though the bar at the top of the screen says SAP Easy Access User Menu this is the main home page for DSP. Tip! Double-check to verify that the menu visible looks like the screen above. If these folders do not appear, repeat the steps above! Field Development For Internal Use Only 04/01/2016 Page 3

4 DSP Terminology Once you ve accessed DSP, this tool has a unique set of terminology that might be different from the systems and terms that you use today. Review this section to familiarize yourself with the key concepts and terminology used in DSP. For more terms and definitions, see the Glossary at the end of this guide. Agent Old Term Policy Number Sales Manager Unit First year compensation Subsequent year compensation DSP Terms Business Package Business Partner Child-to-Parent Relationship Cling-Ons and Direct Relationships Inception Date Product ID Roles, Relationships & Contracts Walk the Walk Process Producer Primary Holding ID Career Unit Initial Duration Renewal Duration DSP Language Definitions A Business Package is the storage area in SAP that contains bundled information about the business partners involved in the sale and servicing of a policy or holding, and the related compensation. A business partner is any person or organization with a vested interest in the pre-sale, sale and/or post-sale servicing of MassMutual business that has a business relationship with MassMutual. From a DSP perspective, a business partner is established with demographic information such as a social security number (SSN) or tax identification number (TIN), name, date of birth and address. In every relationship in DSP, one business partner is the child and the other is the parent. The relationship itself is referred to as a child to parent relationship. Which business partner plays the parent and which one plays the child is determined by the nature of the relationship itself and how the business partners work together. In DSP, the relationship is built in Manager s Workbench from the Parent to the Child with each role having its own set of rules which will be applied when the relationship is created. The walk the walk (WTW) process also collects additional relationships for the participants of the package (i.e., comp affiliate, broker dealer). These additional relationships are called cling-ons. If cling-ons are found, these participants are added to the business package. These relationships represent participants that are not a part of the direct distribution chain, but rather are necessary to include because of their involvement with another participant on the package. When the business package is created, WTW will pick up cling-ons and direct relationships in the chain/relationship. The inception date is the greater of the Part 1 or Part 2 date for Life and Annuity products or the effective date for RS and LCM. For additional coverage packages, the inception date is the application signed date of rider adds or increases. A unique number assigned to the product. A role is a job that a particular business partner is performing, such as a broker dealer or distributor. How that job comes together with another job is what forms the relationship. A contract is what defines the rules and agreements for the relationship. When a business package is created, DSP performs a self-checking function called walk-the-walk (WTW). During the process, a series of checks are performed to validate that the proper roles, relationships and contracts exist in DSP to support the distribution. Field Development For Internal Use Only 04/01/2016 Page 4

5 Accessing Manager s Workbench & Terminology Accessing Manager s Workbench One of the tools in DSP is known as Manager s Workbench which is a storage area that includes business partner information. To Access Manager s Workbench: 1. Click the arrow next to the Business Partner, Roles, Contracts & Relationships folder. 2. Double-click the Manager s Workbench menu item. DSP Terminology and Facts Business Partners A Business Partner is any person or organization with a vested interest in the pre-sale, sale and/or post-sale servicing of MassMutual business and has a relationship with MassMutual. While you may refer to them as agents or brokers DSP refers to agents as producers since that is the role that an agent may hold in DSP-language. Business partners are essentially one of the key building blocks to the data in DSP and are required in order to enter the necessary relationships and contracts in to DSP. When a Business Partner is entered in DSP, a record is created which holds the demographic details of the Business Partner such as name, address, birth date, social security number or tax ID number. Each business partner in DSP has a BP ID number or business partner identification number. This BP ID is a unique number assigned to the business partner and is the same as a producer s AA number or MMID. So when searching for business partners in DSP you may often search for them using their BP ID number. 3. The Manager s Workbench menu appears and displays folders for: Business Partners Relationships and Contracts Relationships, Roles & Contracts Once a Business Partner is in DSP, specific relationships with that Business Partner must be built and these relationships will ultimately influence how the business partner is paid. These play a very important part of the business process. A Role is a job that a particular Business Partner is performing, such as a producer, broker dealer or distributor. How that job comes together with another job is what forms a Relationship. A Contract is what defines the rules and agreements for the relationship. Relationships, contracts, and roles all work together. In order to accurately compensate our Business Partners, we need to know how people relate to each other and in what capacity. Every Business Partner can play various roles depending on the relationships formed with other Business Partners. Every role has a set of valid relationships. Field Development For Internal Use Only 04/01/2016 Page 5

6 Searching for Business Partners Searching for Business Partners A Business Partner is any person or organization with a vested interest in the pre-sale, sale and/or post-sale servicing of MassMutual business and has a relationship with MassMutual. In DSP, agents or brokers are known as producers. Click the button to the right of the Business Partner field to display the Advanced Search Popup Screen To Search for a Business Partner: 1. Click the Arrow next to the Business Partner folder from the Manager s Workbench menu. This action expands the menu. 2. Double-click the Display/Search BP menu item. The Open Business Partner dialog box appears on the screen. While many tabs appear at the top of the Advanced Search pop-up screen, only two active tabs are available for query searches: The MM Search Criteria tab And the Partner by Address tab. 4. Press Enter on the keyboard or- Click the Green Check button to execute the search. 3. Search for a business partner by entering the BP ID number in the Business Partner field -or- Tips! You can use the asterisk (*) to represent unknown characters to perform a wildcard search. Please note that wildcard searches cannot be completed using the social security or tax identification (TIN) numbers since you need to have all digits for this type of search. If you re searching by social security number or TIN number, you can include or omit the dashes; however by including the dashes the query will bring back very specific search results. Field Development For Internal Use Only 04/01/2016 Page 6

7 Navigating Business Partner Information Hiding the Locator Pane The first time that you enter DSP, a Locator pane appears on the left of the Business Partner information. This Locator Pane should never be used since you may receive inaccurate results if you search using this pane. Therefore, it is strongly recommended that you permanently hide the locator pane using your DSP settings. This action will prevent inaccurate query results from appearing and increase the amount of real estate so that you can see more information about business partners on the screen. Navigating Business Partner Information Once a business partner is found, different pieces of demographic information appear under different tabs on the business partner screen. To Permanently Hide the Locator Pane: 1. Search for and display a business partner in Manager s Workbench. 2. Click the Settings button on the DSP toolbar. The Settings dialog box appears. 3. Click the Hidden radio button in the Locator section of the dialog box. The top portion of the Business Partner screen displays general information including the BPID, name of the producer, the role. A series of tabs contains various pieces of information. To navigate among the tabs, you can use one of the following navigation options: o Click the tabs o Click the Arrow buttons to the right of the tabs. o Click the pop-up menu button to display a list of all tabs available 4. Click the Green Check button to apply the setting. In the future, every time you search for a business partner, this Locator pane will no longer appear on the screen. Tip! Clicking the Back button, on the DSP toolbar at the top of the screen, returns you to the previous screen in DSP. Tips! To quickly search for another business partner, click the Open Business Partner button at the top of the screen. To open a new DSP session, click the New Session button on the DSP toolbar. Field Development For Internal Use Only 04/01/2016 Page 7

8 Business Partner Information After searching for and displaying business partner information, different pieces of demographic data appear under different tabs on the business partner screen. Use the table below to view the tab name, key information available on each tab and an image of some information on each tab. Address Tab Tab Name & Summary of Information Displays the Resident Address in the Standard Address section of the screen. Example of Tab Information Address Overview Tab Displays both the standard address as well as the preferred business address in the Address Usages section of the screen. This tab displays the full address history and enables you to view all current and prior addresses. Field Development For Internal Use Only 04/01/2016 Page 8

9 Business Partner Information Tab Name & Summary of Information Identification Tab Displays the social security number or TIN number either the full number or only the last four digits of the number depending on your access to DSP. Also includes the producer s gender, marital status and date of birth and the retirement start date for career agents. Includes the GA years of service and a GA retirement plan indicator for business partners in the role of GA, if applicable. This information is populated if the GA has retired or terminated. Additional identification numbers are also available on the bottom of this screen such as: o o o Allowance Data Tab DTCC (Depository Trust & Clearing Corp) number NPIR (National Insurance Producer Registry) ID A producer s ID number with an outside firm Displays information for CAS producers, not entities such as corporations or other types of non-cas business partners. Includes information such as: Full-time start date NADA (new agent development allowance) end date (a form of secondary compensation). Note! This date is also known as the Manpower Term Date in other systems. Also includes a disability indicator, financed indicator and whether or not contract qualifications and Leaders Level for GCAA have been met Displays District Office information as well. Example of Tab Information Field Development For Internal Use Only 04/01/2016 Page 9

10 Tab Name & Summary of Information Industry Pro Designations Tab Back to Menu Displays a business partner s industry professional designations and the year received. Some examples of the professional designations you might see here include: o o o CFP CHFC FLMI Business Partner Information Example of Tab Information Business Partner Relationship Tab Displays only the active relationships for the business partner sorted and listed first by the role (in alphabetical order) then by the BPID number (in numeric order). This tab shows the business partner s home agency and home agency transfer history. It does not provide you with the full history and picture of all relationships the producer has had with the company. For this reason, you should view relationships for a business partner in the Relationships section of DSP Field Development For Internal Use Only 04/01/2016 Page 10

11 Business Business Partner Information & the CIT The Credential Inquiry Tool (CIT ) is a tab within DSP that is used to research and review business partner credential information for new business cases that are not in good order due to a missing license, qualification, or an appointment. Searches can be conducted to verify or confirm if Business Partners possess the required credentials necessary to sell specific products. Searches can be conducted to verify or confirm if business partners possess the required credentials necessary to sell specific products. To View Search Credentials in the CIT: 1. Enter the Signature State. 2. Enter the Credential Date, if other than today s today. 3. If applicable, indicate the Line of Business, Product Name and Owner s Resident State or Contract State. 4. Click View Credentials. The information appears on the CIT screen. Note! If you do not indicate the Line of Business, Product (for Annuity and LTC), and the Owner s Resident State on the bottom section of the screen, then Annuity and LTC credential information will not appear in the search results. Interpreting Credential Information in the CIT: Section Top Section Last NIPR Inquiry Date Licenses Held Credentials Held Outstanding Credentials Comments Description Displays business partner information including the BPID, name, the state entered as well as state-related information such as if it is a justin-time appointing or restricted state. Indicates the last date that the NIPR data was updated in the CIT for the producer. Displays a list of all licenses held including the license name, effective date and end date. Every state will have an expiration date. Displays a list of all credentials held by Line of Authority. Green check marks () indicate the credentials held for each Line of Authority. Displays red Xs and indicates credentials that the business partner has never had or is not allowed to sell in a specific state as of the application date on the screen. Displays reminders that additional information might be required depending on the state entered in the search criteria. Scroll bars enable you to view all credentials held or outstanding. Tip! Notice that Variable Annuity and Fixed Annuity credentials do not appear in this screen on the right because Annuity or LTC were not included in the search criteria. Field Development For Internal Use Only 04/01/2016 Page 11

12 Business Partner Information Tab Name & Summary of Information Partner Profile Tab 1. Click the Credentials button. 2. All credentials held currently or previously appear on the screen. Example of Tab Information Displays the entire history of all credentials for a business partner. The columns of information on this screen include: Credential Group Credential Name Status (e.g., active or terminated) Effective Start and End Dates Field Development For Internal Use Only 04/01/2016 Page 12

13 Defining & Interpreting Relationships What is a Relationship? In DSP, a relationship is an association between business partners, with terms and conditions between them defined by a contract. It represents the selling arrangement that is the contract that the parties have entered into for the purpose of doing business. This contract defines the parameters of the relationship, the role the business partner will play in it, and will ultimately influence or determine how compensation will be generated. When relationships are built, contracts are created that reflect the details of the partnership. It takes individual pieces of data entered into DSP and creates a complete picture of the partners involved in the sale and their relationships that support compensation, reporting and servicing of the client. In essence, it creates a view of: who is involved in the sale, who can receive compensation, and what percentage they participated on the sale or servicing of that business. Ultimately, every producer is linked to MassMutual also known as the Company through a network of relationships. In every relationship, one partner is the Child and the other is the Parent. The relationship itself is referred to as a Child to Parent relationship. Which partner plays the Parent and which one plays the Child is determined by the nature of the relationship itself and how the Business Partners work together. In DSP, the relationship is built in Manager s Workbench from the Parent to the Child with each role having its own set of rules which will be applied when the relationship is created. In the complete distribution relationship, a Business Partner must at some point, have a relationship with a Distributor who in turn has one to the Company which is MassMutual. Agency 157 (Distributor) BPID: Sam Sample (Produced) BPID: MassMutual (Company) BPID: Agency 157 (Distributor) BPID: Insurance Inc. (Corporation) BPID: Tip! Though there are many roles available in DSP, not all of them can be paired together in a relationship. For example, a producer cannot have a direct relationship with a General Agent (GA); however, a producer can have a relationship with a distributor. Explanation: In this relationship chain, Sam Sample is a producer who holds a Broker or Career Contract and is linked to MassMutual through agency 157 which is in the role of a Distributor. In this example, Sam Sample is a child in the child-to-parent relationship with Agency 157 and agency 157 is the child to MassMutual. Sam Sample (Produced) BPID: Explanation: Sam Sample also has a relationship with MassMutual through Insurance Inc. which is a corporation that has an agreement with Agency 157 in the role of the distributor. Field Development For Internal Use Only 04/01/2016 Page 13

14 Defining Roles and Units DSP uses many of the same roles that you might be familiar with in other MassMutual systems such as producers, sales managers, distributors and so on. Use the table below to define some of these roles and terms. Term Cling-ons Producer Retail Firm Units Definition Sometimes, when relationships are created in DSP, the system will automatically create Cling-ons to providers so that the relationships in the relationship chain are valid. For example, a producer s broker dealer would be included. The broker dealer here is considered a Cling-on in DSP. An individual representing a life insurance company and/or distributor, who is authorized to solicit insurance and collect initial premiums for that company or entity. Brings a sales force to MassMutual and is responsible for their producers but they cannot come in directly to MassMutual due to the lack of infrastructure to support the back office processing. Used in DSP as a way to group producers together for the purpose of aggregating reporting and generating secondary compensation. In DSP, units can take four different forms: Career units are synonymous with a Sales manager s Unit. Sales managers perform a supervisory role where they are responsible for recruiting, training, developing and/or mentoring career agents. Their primary responsibility is the overall management of their unit and their producers. Agency units are used to house experienced agents who do not need the assistance of a sales manager. Brokerage units are used as a way or grouping different types of relationships such as brokers, corporations, or strategic and financial alliances for the purpose of aggregating, reporting and generating sales in that unit regardless if a brokerage director is assigned to it or not. And Brokerage House Accounts are used to group brokers, corporations or strategic alliances together rather than placing them in a Brokerage unit as a way of avoiding the need for assistance or aid from a brokerage director. Collaborative Practice Depending on the form of Unit created, a sales manager or brokerage director may be assigned to the unit to provide assistance or aid to the producers assigned to the unit. A group made of two or more career agents who have been approved to be part of a formalized partnership often referred to as a Collaborative Practice Group or CP Group. Collaborative Practices are formed for the purpose of aggregating, reporting and generating Aggregated Agent Allowance (AAA) along with broadening sales opportunities for agents. They also improve recognition opportunities as well as servicing the client. Field Development For Internal Use Only 04/01/2016 Page 14

15 Searching For & Interpreting Relationships To Search for Relationships: 1. Click the Arrow button to expand the Business Partner, Roles, Contracts and Relationships folder in Manager s Workbench. 2. Click the Arrow button next to the Relationship folder in the menu. Example of a Relationship Chain in DSP: 3. Double-click the View Relationship(s) menu item. The Relationship Search screen appears. 4. Enter business partner ID number in the Child BP ID: field. Tip! To narrow the search, you can also enter the Parent BP ID in the field provided if you want to view only one specific relationship between the parent and child. 5. Click Search. The relationship information appears on the screen. Tip! Click the popup menu button to display more search criteria. Interpreting the Relationships Screen The columns include: Business Partner name BPID number Role of the business partner in the relationship chain Start and end dates of the relationship And Contract information. Below the column headings, you ll see all of the child to parent relationship chains from the business partner ID number you searched for up to the ultimate parent which is MassMutual. The parent of the relationship is always listed on top of the child in the relationship chain. Green rows indicate active relationships. Any relationships with an end date of 12/31/9999 are active. Any red rows indicate terminated relationships and indicate an end date in which that relationship was terminated. Explanation: In this example, we see that this producer has two active relationships with agency 038. Tip! Clicking the Expand Relationship menu item from the DSP menu displays all children under the selected parent in the relationship chain. In the first relationship, the producer has a relationship with GFS Inc. which has the role of corporation in the relationship chain. Notice that Agency 038 is in the role of Distributor and ultimately connects to MassMutual. In the second relationship, this producer is a producer associated with GFS Inc., a corporation, which is a child of Brokerage Unit number This brokerage unit is the child of Agency 038 which is a child of MassMutual. Field Development For Internal Use Only 04/01/2016 Page 15

16 Viewing & Navigating Contract Details Types of Contracts in DSP When a relationship is created, a contract is automatically built in DSP that defines the terms, conditions and parameters of the association or relationship. The contract: defines the parameters of the relationship identifies the role the business partner will play and determines how compensation will be generated DSP creates either a Commission Contract or an External contract, depending on the role assigned to the Child and Parent in the relationship. To further meet our business needs, MassMutual has created its own different Standard Contracts Types that can be assigned to a Commission or External Contract. These standard contract types are based on a Business Partner s role, and the Parent s relationship. Depending who the Parent of the relationship is, the SAP contract type list will display the MassMutual Standard Contract Types associated with that role. For example, if a new producer, Sam Sample, has a relationship with a CAS distributor, then he would have a Career VII Standard Contract Type, which would have a compensation and taxation agreement that specifies a career comp schedule and W2 taxation. If producer Sam Sample had a relationship with a Non-CAS Distributor, the Standard Contract Type list would not allow you to select a Career contract. A business partner s role and relationship determines the Standard Contract Type. Based on the Parent/Child relationship, and the Standard Contract Type selected, the system will default and assign the necessary Agreements with their required values. Viewing Contract Details for a Relationship Contracts are attached to a relationship in DSP. In order to locate a contract, you must first view the relationship. Since business partners can have multiple relationships, it is important that you choose the correct relationship. Once you find the correct relationship, you can view the contract details. To View the Contract Details of a Relationship: 1. Select the business partner in the relationship chain associated with the contract that you wish to view. Tips! Click to the left of the business partner name to select row (it appears in yellow highlight) 2. On the Manager s Workbench menu, click the arrow to expand the Contracts folder. 3. Then click the View Contract Details menu item. The contract details screen appears and displays the most recent version of the contract by default. Contract Versions Any time changes are made to a contract, a new version of the contract is created. These versions are created from the inception date of the contract beginning with version 1. Therefore, each version means a change was made to the contract with the effective date. Changes might include an update to the annualization agreement, contract type, product agreement updates, and so on. Field Development For Internal Use Only 04/01/2016 Page 16

17 Viewing & Navigating Business Packages What is a Business Package? A Business package is a storage area in DSP that contains all information about the business partners involved in the sale and servicing of a policy or Primary Holding ID, as shown in DSP, and the related compensation information. Business packages enable you to view who is involved in the sale, who gets paid and what percentage of compensation they receive. To Search for Business Packages: 1. Click the Arrow next to the Business Package folder on the DSP main menu. 2. Click the Arrow next to the View Search folder. Exploring the Business Package Selection Screen After searching for a business package using the Primary Holding ID (policy number), the Business Package Selection screen appears and displays all products that are included in the policy. It displays the base package information as well as any riders that may have been added to the policy over time. 3. Double-click the Business Package Inquiry menu item. The Business Package Display screen appears. 4. Enter the policy number in the Primary Holding ID field. Tip! You must enter the following prefixes for the following Annuity products when entering the policy number: RetireEase Choice = RC RetireEase = RE 5. Click the Execute button (green check mark button at the top of the screen). The policy information appears on the screen. The following table defines fields appearing in the business package table sesctions of the screen. Column Primary Holding ID Base Product Indicator Inception Date Package Status Last Change Date Description The policy number appears in the header section at the top of the screen. Indicates the base product on the policy. Start date of the policy. A indicates that the product is currently active on the policy. Date on which the most recent change was performed. Field Development For Internal Use Only 04/01/2016 Page 17

18 Viewing Business Package Participation After viewing the Business Package selection screen, you can view more details regarding the current policy information, the history of the policy as well as th e policy information within a specific date range. Depending on what you re trying to research, you may want to consider viewing the entire history of a policy. To View the History and Participation Information of a Policy: 1. Click the cell next to the Business Package you want to view in order to highlight and select the row. If there is only one Business Package, you do not need to select it. 2. Click the History radio button from the Display Options section of the screen. 3. Click Display. The Business Package Participation information appears on the screen. The Header section of the business package provides several tabs and displays key information including the primary holding ID, a base package indicator, the inception date and so on. [ The following table defines some key columns in the Participation Table of the business package. Column(s) Initial Duration & Renewal Duration Percentage Effective From & To Servicing Indicator Description The Participation section of the business package is always visible regardless of the tab selected in the Header section of the screen. This information is read-only and displays all business partners who participated in the initial and renewal durations of the policy and their compensation percentages. Tip! Clicking the Arrow buttons to the left of the Initial Duration and Renewal Duration folders expands the folders (as shown on left) and displays all producers who participated on the sale and on-going servicing of the policy. Represents those business partners entitled to first year compensation on a package. (e.g., those producing roles who are the writing / soliciting / signing partners) and producers whose roles are entitled to receive compensation on renewals (e.g., servicing). Displays the compensation split percentages for all producers listed on the business package for both the initial and renewal durations. Start and end dates the business partner is/was on the business package. Indicates the producer in the role to service the policy under the Renewal Duration section of the Participation table. Field Development For Internal Use Only 04/01/2016 Page 18

19 Exploring & Interpreting Complex Relationships Some relationships, especially those including national accounts, can get to be quite complex. Use the following graphic and explanations to explore how complex some relationships may be and the various roles that may appear in a relationship chain in DSP. MassMutual (Company) BPID: ABC Inc. (Distributor) BPID: J. Livingston Associates (Office) BPID: NFP Securities (Retail Firm) BPID: NFP Securities (Broker Dealer) BPID: Explanation: In this example, Sam Sample is a sub-producer of NFP Securities. A compensation affilitate may appear on a business package if the comp affilitate holds a specific license that the distributor does not hold. When this happens, the compensation affilitate will receive the compensation and not the distributor. In this scenario, NFP Insurance Agency holds the licenses and credentials needed and will come along on the business package and receive compensation. This is an example of a role referred to as a cling-on, meaning that for the relationship to be valid in DSP NFP Insurance Agency must appear in the relationship chain. NFP Insurance Agency (Comp Affiliate) BPID: When compensation affiliates are part of a relationship chain, MassMutual validates the licenses held and lists the states that the licenses are held in on the Territory Agreement tab of the compensation affiliate. NFP Insurance Agency (Comp Affiliate) BPID: Sam Sample (Producer) BPID: Territory Agreements are applicable only for compensation affiliates. In this example, since there is an office in the relationship chain, the office could also be receiving some sort of secondary compensation such as an override. NFP Securities (Broker Dealer) BPID: Field Development For Internal Use Only 04/01/2016 Page 19

20 Viewing Additional Data for Relationships Relationship Additional Data Overview Depending on the type of role and relationship you re viewing in Manager s Workbench, there may be additional data th at is helpful and applicable. Some types of information found in this section of Manager s Workbench include: The Agency ID for a specific entity And the type of entity for example, if it is a bank To View the Additional Data (for a specific relationship): 1. Search for the desired relationship in Manager s Workbench. 2. Select the correct business partner and role in the relationship chain. 3. Click the Arrow for the Additional Data folder on the DSP menu to expand the folder. What is an Agency ID? The Agency ID indicates the Line of Business that an entity can submit business through for MassMutual. To View the Agency ID: 1. From the Additional Data role sub-folder, click the Arrow for the Agency ID folder. 2. Click View. The Display Agency ID screen appears. 4. Click the Arrow for the desired role sub-folder to expand this menu item. A series of folders appears and contains the additional data about the selected relationship. To View the Enterprise Channel Type: The enterprise channel type indicates the type of entity for a business partner. 1. From the Additional Data role sub-folder, click the Arrow for Enterprise Channel folder. 2. Click View. The Display Enterprise Channel Type screen appears. Field Development For Internal Use Only 04/01/2016 Page 20

21 Accessing the Relationship Decision Table What is the RDT? The Relationship Decision Table (RDT) is a tool within DSP that contains the active relationship path for National Account re lationships with Producers (producers in a relationship). This information is often used for the calculation or directing of secondary compensation known as NATLA (National Account Allowance) and payment for any non-dsp policies that still sit on Legacy systems. RDT is useful in various scenarios. It is essentially used for establishing and verifying a valid relationship between a Producer and a Retail Firm (National Account or their Comp Affiliate or between a Producer and a Third Party Administrator). It can also be used to determine if a producer is setup to receive payment for all products or only registered products. To View Relationships in the RDT: 1. In Manager s Workbench, click Relationship on the menu to expand the folder. 2. Click the View Relationships menu item. 3. Search for and select the desired relationship. 5. Click the Arrow for the Relationship Decision Tbl folder to expand the folder. 6. Click View in the Relationship Decision Table menu. 7. Click Continue. 8. The Relationship Decision Table appears on the screen. Field Development For Internal Use Only 04/01/2016 Page 21

22 Interpreting the Relationship Decision Table Click to toggle between Current View and History View End date of the relationship. An active relationship has 12/31/9999 as the Effective Until date Name of the Producer Role 2, the actual National Account (Retail Firm) or Third Party Administrator in the relationship with the Producer Role 3, the Comp Affiliate of Retail Firm (National Account), determined thru DSP SAM SAMPLE This "Business" effective date for the specific pairing: The first day of the month The date business is signed if it is signed already The processing date for pre-appointment states: PA, KS, and MT Role 1, the child participant role; always a Producer The BPID number of the Producer The BPID number of the RTF or TPA The name of the Retail Firm (National Account) or Third Party Administrator The BPID number of the Comp Affiliate, if applicable Field Development For Internal Use Only 04/01/2016 Page 22

23 Interpreting the Relationship Decision Table The name of the Comp Affiliate The MM number of the user that created or changed the record Valid or active record will always have a date ending in 12/31/ Click the Details button to quickly display all RDT information for the selected record in one easy-to-read pop-up screen! The Product Category helps to identify what type of product/compensation is valid: R (Registered): Variable business only is to be paid to the National Account s Broker Dealer or to the Broker Dealer s Comp Affiliate A (All): All business will be paid to the National Account or the National Account s Comp Affiliate The date and time the user created or changed the record Should always be a (active), unless a record has an end date equal to the start date. The previous active record would then be listed with an I (Invalid) status on the History View only. NOTE! You can also right click on the record and select Details from the dropdown menu to display this Details view. Field Development For Internal Use Only 04/01/2016 Page 23

24 DSP Navigation Quick Reference The following table describes each of the navigation buttons available on various toolbars in DSP. Button Name Function Enter Command field Save Confirms the data you have selected or entered on the screen. Same function as the Enter key. Does not save your work. Allows you to enter commands, such as transaction codes. Saves your work. Same function as Save in the Edit menu. Back Exit Cancel Print Find Find next First page Previous page Next page Last page Returns you to the previous screen without saving your data. If there are required fields on the screen, these fields must be completed first. Exits the current function without saving. Returns you to the initial screen or main menu screen. Exits the current task without saving. Same function as Cancel in the Edit menu. Prints data from the current screen. Searches for data required in the current screen. Performs an extended search for data required in the current screen. Scrolls to the first page. Same function as the CTRL + Page Up keys. Scrolls to the previous page. Same function as the Page Up key. Scrolls to the next page. Same function as the Page Down key. Scrolls to the last page. Same function as the CTRL + Page Up key. Create session Create shortcut F1 Help Layout menu Creates a new SAP session. Same function as Create session in the System menu. Allows you to create a desktop shortcut to any SAP report, transaction, or task if you are working with a Windows 32-bit operating system. Provides help on the field where the cursor is positioned. Allows you to customize the display options and print screen shots. Field Development For Internal Use Only 04/01/2016 Page 24

25 Glossary Term Broker Dealer (BD) Business Package Definition A required entity that serves as a financial intermediary between buyers and sellers for all registered business. A Business Package is the storage area in DSP for the bundling of information about Business partners (BPs) involved in the sale and servicing of a holding/policy and the related information necessary for payment of compensation. Once it is created, it provides a complete picture of the distribution partners, including who will receive the compensation along with data to satisfy servicing and reporting requirements. Business Partner A person or organization involved in the distribution and/or servicing of MassMutual products. It is a person or organization record that contains demographic information. A Business Partner may have many roles defined when distributing MassMutual products. Business Partner Identification Number (BPID) A unique identifier that distinguishes each person or organization as a separate entity in DSP. Cling-ons Collaborative Practice Commission Contract Sometimes, when relationships are created in DSP, the system will automatically create Cling-ons to providers so that the relationships in the relationship chain are valid. For example, a producer s broker dealer would be included. The broker dealer here is considered a Cling-on in DSP. A group made of two or more career agents who have been approved to be part of a formalized partnership often referred to as a Collaborative Practice Group or CP Group. Collaborative Practices are formed for the purpose of aggregating, reporting and generating Aggregated Agent Allowance (AAA) along with broadening sales opportunities for agents. They also improve recognition opportunities as well as servicing the client. A direct agreement between MassMutual and the contracted Business Partner(s) including, but not limited to, product agreement. This relationship directly to the Company is at an Enterprise level. A commission contract is a means to compensate partners for services they provide. Compensation Affiliate (CA) Credentialing or Credentials An individual or organization that holds the license for the Retail firm, or broker dealer existing for the sole purpose of receiving compensation. Credentials allow a Business Partner to solicit/service MassMutual, CM Life and/or MML Bay State business. Credentials include State Insurance Licenses, lines of authority, carrier appointments, state securities, FINRA exams and continuing education. Distributor (DST) Our career agencies and any non-cas entities that offer producers a variety of product selections and services by offering products of many different carriers as well as providing back office support. External Contract Represents relationships from a Business Partner to their Parent. This means their Product Agreement can be different from one relationship to another. Incentive and Commission Management (ICM) Insurance Products Distribution Agreement (IPDA) Manager s Workbench A module within DSP that calculates compensation. A selling agreement between a firm and a company which contains the products that the firm can sell as well as the compensation rates applicable to those products. This agreement also contains any compensation affiliates that hold the license. It would also indicate the broker dealer if variable products are included in the agreement. It also includes the responsibilities of a retail firm for their producers. The central repository for managing Business Partners, contracts, and relationships. Producer An individual representing a life insurance company and/or distributor, who is authorized to solicit insurance and collect Field Development For Internal Use Only 04/01/2016 Page 25

26 Term Product Category Relationship Role Retail Firm (RTF) Role Service Contract Third Party Administrator (TPA) Units initial premiums for that company or entity. Definition The Product Category is a field on the RDT which determines the recipient of compensation. Similar to the B and N on the ASAS screen. A definition of each Product Category is as follows: R (Registered) - Only Variable business will be paid to the National Account/BD A (All) - All Business will be paid to the National Account/BD A relationship is an association between partners, with terms and conditions between the partners being defined by a contract. It represents the selling arrangement (contract) the parties have entered into for the purpose of doing business. Identifies the relationship that a business partner holds. An entity that brings a sales force to MM and is responsible for their producers, but they cannot come in direct to MM because of the lack of infrastructure to support the back office processing. The retail firm would hold their own IPDA. RTFs are national accounts, regional firms, or broker dealers. Identifies the job/responsibilities (e.g. Producer, General Agent, broker dealer, etc.) of the business partner. To date, in DSP, there are approximately 23 roles which a Business Partner may fulfill in a relationship A direct agreement between MassMutual and a contracted Business Partner detailing payment allocation. This Service Contract is not part of a relationship but resides on the Business Partner record only. The Business Partner can only have one Service Contract. Firms that provide marketing and/or services associated with an intricate financial solution that could involve the use of our life products, often referred to as vendors. Used in DSP as a way to group producers together for the purpose of aggregating reporting and generating secondary compensation. In DSP, units can take four different forms: Career units are synonymous with a sales manager s unit. Sales managers perform a supervisory role where they are responsible for recruiting, training, developing and/or mentoring agents. Their primary responsibility is the overall management of their unit and their producers. Agency units are used to house experienced agents who do not need the assistance of a sales manager. Brokerage units are used as a way or grouping different types of relationships such as brokers, corporations, or strategic and financial alliances for the purpose of aggregating, reporting and generating sales in th at unit regardless if a brokerage director is assigned to it or not. Brokerage House Accounts are used to group brokers, corporations or strategic alliances together rather than placing them in a Brokerage unit as a way of avoiding the need for assistance or aid from a brokerage director. Depending on the form of Unit created, a sales manager or brokerage director may be assigned to the unit to provide assistance or aid to the producers assigned to the unit. Field Development For Internal Use Only 04/01/2016 Page 26