Case Study: More Benefits, Less Spend How PolicySmart Delivered Both

How PolicySmart helped Merchants Fleet cut costs and improve employee coverage

Meet Tod Nestor Former CFO, Merchants Fleet | Partner, Paladin Associates
As a financial executive and strategic sourcing consultant, Tod Nestor understands the impact benefits have on business performance. While overseeing insurance strategy at Merchants Fleet, he faced a familiar problem: annual premium hikes with no improvement in claims experience or coverage.

“Premiums were going up every year… and we were scaling back coverage. It impacts recruiting, retention, and how your compensation is perceived.”

The Problem

Merchants Fleet was spending $3 to $3.5 million annually on medical insurance. Each year brought higher costs and diminishing coverage. For Tod, that meant more than a financial strain; it was a strategic liability affecting talent and morale.

The PolicySmart Solution

Through Paladin Associates, Tod brought in Chris Roche and the PolicySmart team. Together, they launched a competitive RFP process and actively shopped the market. The result was a plan that achieved both goals: better benefits for employees and significant cost savings.

“We could have flowed $450,000 to the bottom line in savings. Instead, we reinvested $150,000 into better benefits and still saved $300,000.”

With the new structure, Merchants Fleet offered a stronger benefits package that supported their workforce without overspending.

What Makes PolicySmart Different

Chris didn’t just run a numbers exercise. He earned trust through transparency, speed, and strategy.

“He’s probably the most honest person I’ve met in insurance. I trust Chris immensely. That’s why I did my personal stuff with him too.”

Bottom Line Results

✓ $300,000 in bottom-line savings
✓ $150,000 reinvested in enhanced employee benefits
✓ Improved recruiting and retention through a stronger benefits offering

If You’re Facing Rising Premiums

You don’t have to cut coverage to cut costs.
If your benefits are getting more expensive and less effective, visit PolicySmart.com. We connect companies with brokers who deliver real savings and better outcomes.