Trust Wall St to use wellness programmes to drive sales

New York

WHEN Lance Hulack calls his first client on a Monday morning, they spend 15 minutes talking about their fitness trackers.

"I'll say 'Hey, I saw you crushed it on Saturday! 25k steps!,'" the director of corporate sales at ING Group, says. "Then we talk about what we need to do workwise: 'What are you looking to hedge? What levels are you looking at?' It's a really good ice-breaker rather than talking business all the time."

Mr Hulack is an enthusiastic participant in ING's new corporate wellness programme. For the last few weeks, he has diligently worn a company issued TomTom that logs his exercise, body composition, and sleep. Each morning, he signs into the Dacadoo app connected to the tracker,…