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View of the dental benefits industry. DBRA Annual Meeting 2012. Dental is highly valued. Dental is the #2 requested benefit after medical Care is needed #1 cause of ER visits Children's Hospital Seattle Self esteem issues in childhood due to pain & appearance

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view of the dental benefits industry
View of the dental benefits industry

DBRA Annual Meeting 2012

dental is highly valued
Dental is highly valued
  • Dental is the #2 requested benefit after medical
  • Care is needed
    • #1 cause of ER visits Children's Hospital Seattle
    • Self esteem issues in childhood due to pain & appearance
  • Coverage is often equivalent to access
    • People with benefit see the dentist more
    • Have better oral health
dental is dysfunctional
Dental is dysfunctional
  • Poor member experience w. exclusions, limitations, utilization review for limited benefit
  • $1000 PEPY for $1500 Annual Benefit?!?
    • Source Mercer survey: West Coast
  • Dental benefits plateau – drop in market size before recession through today (NADP)
  • Our own employee feedback
business model issues
Business model issues
  • Reversed leveraged trend & impact on annual max
business model issues cont
Business model issues cont.
  • Lack of ROI w. utilization controls
  • Decreasing value of network discounts
  • EBD is nice but….
  • All becoming like Ortho
future
Future
  • Dollar based outperforms w. higher annual max
    • $2500 to $5000 annual max sweet spot
    • RLH 5 year experience w. Individual products
    • Dollar-based product up 25% in 5 years
    • Procedure-based product up 66% in 5 years
  • Simple to understand
    • Admin costs can be used differently in lieu of utilization management and cust. svc calls.
    • Allows for transparency
need for transparency
Need for transparency
  • The only true way to reduce costs…
  • Markets work
  • Dollar based products function w. transparency, just like HSAs
importance of marketing
Importance of marketing
  • #2 requested benefit
  • But 50% uninsured rate
  • More people have cell phone plans than dental insurance
  • Why? Poor direct to consumer marketing
future cont
Future cont.
  • More dollar based products, all funding options
  • In more areas
  • Service enhancements: admin justification for good experience, not utilization management
  • Transparency
  • “Real” marketing
    • Market density efforts
    • All group sizes and individual