slide1 n.
Download
Skip this Video
Loading SlideShow in 5 Seconds..
LifeHealth & Wealth PowerPoint Presentation
Download Presentation
LifeHealth & Wealth

Loading in 2 Seconds...

play fullscreen
1 / 33

LifeHealth & Wealth - PowerPoint PPT Presentation


  • 87 Views
  • Uploaded on

Ron Watt, Second VP of Wellness & Engagement. LifeHealth & Wealth. LifeHealth & Wealth update. Onsite screening event (lessons learned) LifeHealth & Wealth What is it? What have we learned? Voice of the customer Consultant findings Solution enhancements

loader
I am the owner, or an agent authorized to act on behalf of the owner, of the copyrighted work described.
capcha
Download Presentation

PowerPoint Slideshow about 'LifeHealth & Wealth' - danno


An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -
Presentation Transcript
lifehealth wealth update
LifeHealth & Wealth update
  • Onsite screening event (lessons learned)
  • LifeHealth & Wealth
    • What is it?
    • What have we learned?
      • Voice of the customer
      • Consultant findings
    • Solution enhancements
    • How is it best leveraged by producers?
  • Where do we go from here?
healthfitness a trustmark company since 2010
HealthFitnessA Trustmark company since 2010

Serving one out of five Fortune 100 firms

healthfitness overview
HealthFitness overview

Division of Trustmark Mutual Holding Company

Years in business 35

HealthFitness revenue (2012) $128 million

Number of associates nationwide 5,000+

Number of clients 250+

Covered lives 3.5 million

Participant satisfaction 94%

Client retention 94%

Client awards: NBGH, IHPM, C. Everett Koop, WELCOA, multiple state awards and others

producer conference onsite screening event
Producer conference onsite screening event

We wanted you to experience our health screening services…

what could have been
What could have been….

It’s free, it’s convenient and we had poor participation…

what happened
What happened?
  • Made the same mistakes thousand of HR people make every day:
    • Assumed because WE personally understand the benefits that all employees must think like us…offer it and they’ll come!
onsite screening event
Onsite Screening Event
  • “We” gave you no compelling reason or incentive and communicated via stealth tactics…
  • Result – we had 18 of 130 attendees sign up
onsite screening event1
Onsite screening event
  • To promote wellness programs, it takes sustained effort and proactive (over)communication!
  • Employees need:
    • Awareness
    • Trust
    • Buy in - What's in it for them
    • Multiple methods of ongoing communication
    • Incentives or simply a call to action
  • How could this possibly be communicated on a postcard (or wellness table, etc.)?
common client c hallenges
Common client challenges

Employees lack knowledge

of benefits options

Rising healthcare costs

Employees are unengaged

in managing their health

employers impact 80 of the influencers of health
Employers impact 80% of the “influencers of health”

Health Behaviors

Access to Care (treatment)

Other

U.S. Healthcare Expenditures

88%

8%

4%

Influencers of Health

10%

20%

20%

50%

Access to Care

Environment

Genetics

Health Behaviors

Employer Impacts

Source: Centers for Diseases Control and Prevention, University of California at San Francisco, Institute for the Future. Reprinted from Advances, Robert Wood Johnson Quarterly Newsletter, 2000; 1:1

lifehealth wealth solution
LifeHealth & Wealth solution

Wellness solution

  • Helps clients improve employee health and contain costs

Physical well-being

Financial well-being

Financial solution - enabled by voluntary products

  • Provide financial well-being
  • Fill gaps in benefits

Employee engagement

through 1-on-1

communications

Employee engagement solution

Drives participation for the right reasons

engagement solutions
Engagement solutions

Get their attention

Multimedia communications designed to trigger employees to think about their current lifestyle and overall well-being.

engagement solutions1
Engagement solutions

Motivate action

One-on-one messaging formulated to educate employees about the available wellness programs, motivate them to participate and stimulate engagement.

engagement solutions2
Engagement solutions

Keep them going

Multimedia communications intended to encourage ongoing participation in your wellness program.

multidimensional engagement
Multidimensional engagement
  • Plan design
  • Incentive programs
  • Behavioral economics
  • Core business strategy

Engaged

& participating employees

  • Health risk assessment
  • Biometric screening
  • Health advising & coaching
  • Walking and other “fun” programs
  • Pre-launch communication campaigns
  • Meet with a benefits counselor one-on-one
  • Engage employees to take the first step with a path
  • Post-launch communication campaigns
wellness solutions
Wellness solutions

Physical well-being

eHealth platform

INPUT

ADVISE

3

ACTION

1

2

Health Coaching

Personalized Lifestyle Programs

Spring walking program

Fall web-based program

Health Advising

Daily Emails

Monthly Newsletters

Quarterly Webinars

HRA

Biometric Screening (optional)

DRIVES

RESULTS

Reporting Suite

lifehealth wealth is a modular solution
LifeHealth & Wealth is amodular solution

Enhance employer’s existing wellness program with engagement solution

Bundled wellness & engagement solutions for the mid-market (100 to 3,000 lives)

Customized wellness & engagement programs (typically 3,000+ lives)

market feedback
Market feedback
  • While we’ve been inspired that:
    • Clients need this solution
    • Brokers like to offer this solution
    • It provides producers another compelling communication solution
    • Clients get positive results
market feedback1
Market feedback
  • We’ve also heard loudly that:
    • Clients (and producers) like to customize
    • Clients don’t always like being told to tie programs together (e.g. voluntary and wellness)
    • Many clients don’t want to make choices – would rather an “expert” tell them what to implement
consultant feedback
Consultant feedback
  • Market opportunity
    • Much larger than anticipated
    • Recognize strength in broker distribution
  • HealthFitness solutions
    • In line with market desires
    • Acknowledged many do not see tie between voluntary benefits and wellness (three decisions necessary)
large and growing mid market for wellness
Large and growing mid-market for wellness:
  • Big opportunity
    • ~$800m available market ($360m via brokers), fragmented competition, emerging innovation areas
  • Right solutions
    • Large and growing “full-range wellness” buying segment with advantage for single-vendor with broad solutions offering
lifehealth wealth enhancements for 2013
LifeHealth & Wealthenhancements for 2013
  • Positioning:
    • Wellness tailored solution options
    • “Why wouldn’t you?” vs. “You have to.”
  • Health screening package options/tablets tech
  • Addition of achieve incentive tracking option
  • Engagement - more multimedia available
  • Modular marketing pieces
  • More systems flexibility coming
    • >$25m investment in Portal 2.0
wellness solutions1
Wellness solutions

eHealth platform

INPUT

ADVISE

3

ACTION

1

2

Health Coaching

Personalized Lifestyle Programs

Spring walking program

Fall web-based program

Health Advising

Daily Emails

Monthly Newsletters

Quarterly Webinars

HRA

Biometric Screening (optional)

DRIVES

RESULTS

Reporting Suite

tailored solutions positioning
Tailored solutions - positioning

“We can’t afford that program.”

“We want to start with the basics and grow.”

“Can we offer coaching to everyone?”

“Can we reach out to every participant regardless of risk status?”

+Engagement solution!

worksite screenings
Worksite screenings
  • Tablet technology
    • Electronic waivers
    • Enhanced health advising
    • Electronic confirmation of results
    • No internet or wireless required
    • Time/date stamped event data
engagement solutions3
Engagement solutions
  • Post-enrollment communications
    • Flyers
    • Posters
    • Email & direct mail template
    • Motivational clips
employer marketing materials
Employer marketing materials
  • Modular approach for a modular solution
  • Overview (elevator pitch)
  • Recommended & tailored solutions
  • Additional specifics for each area
leveraging wellness
Leveraging wellness

Stage 2

You have sold voluntary benefits, but you have yet to leverage a proactive approach to sales.

Stage 3

You have leveraged other value-added services with voluntary sales, but you haven’t leveraged wellness.

Stage 4

You have fully leveraged wellness to sell voluntary benefits.

Stage 1

You have never sold voluntary benefits, or you’re just getting into the voluntary world.

leveraging wellness1
Leveraging wellness

Stage 3

Small regional broker

Impacting employee health through VB

Objective: Client needed to improve the health of its

employee population

Solution: Broker provided LH&W’s engagement and

wellness solution

Results: Drove high engagement levels (without incentives) and made a positive impact on group health risks

Stage 4

Long-time client

Using VB to drive wellness engagement

Objective: Increase participation in an existing

wellness program

Solution: Leveraged VB to develop custom

engagement solution

Results: Of employees seen, 77% signed up for 1 or

more wellness programs

Stage 2

Large Midwest broker

Using wellness to increase VB sales

Objective: Successful health brokerage seeking more

proactive VB sales activity

Solution: Provided LH&W as a value-added solution to

help drive VB sales

Results: Sold first VB case (1,500+ lives)

Stage 1

Large regional broker

Leveraging wellness as a way to enter the VB market

Objective: Find a way to expand revenue for the agency and solve wellness need for client

Solution: Provided LH&W in conjunction with VB

Results: Client was provided a subsidized wellness solution and agency drove new revenue.

Saw 87% of EE’s & sold over $730,000 in premium

lifehealth wealth1
LifeHealth & Wealth

Trustmark VBS will be the premier wellness solution for mid-market employers

Leveraging VB with wellness is a no-brainer

Brokers are the key mid-market distribution partners

We want to continue working with you to provide your clients with the best engagement and wellness solutions

Drive business by helping people help themselves….