LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.
-
Upload
matthew-simmons -
Category
Documents
-
view
214 -
download
0
Transcript of LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.
![Page 1: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/1.jpg)
![Page 2: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/2.jpg)
LIFEHEALTH & WEALTHRon Watt, Second VP of Wellness & Engagement
![Page 3: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/3.jpg)
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?
![Page 4: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/4.jpg)
HealthFitnessA Trustmark company since 2010
Serving one out of five Fortune 100 firms
![Page 5: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/5.jpg)
HealthFitness overviewDivision 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
![Page 6: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/6.jpg)
Producer conference onsite screening event
• We wanted you to experience our health screening services…
![Page 7: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/7.jpg)
What could have been….
• It’s free, it’s convenient and we had poor participation…
![Page 8: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/8.jpg)
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!
![Page 9: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/9.jpg)
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
![Page 10: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/10.jpg)
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.)?
![Page 11: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/11.jpg)
Common client challenges
Rising healthcare costs
Employees are unengaged in managing their health
Employees lack knowledge of benefits options
![Page 12: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/12.jpg)
8%
Employers impact 80% of the “influencers of health”
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
Influencers of Health
Access to Care
Environment Genetics Health Behaviors
Health Behaviors
U.S. Healthcare Expenditures
88%
OtherAccess to Care (treatment)
4%
10% 20%20% 50%
Employer Impacts
![Page 13: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/13.jpg)
LifeHealth & Wealth solutionEmployee engagement solution • Drives participation for the
right reasons
Employee engagementthrough 1-on-1
communications
Physical well-being Financial well-being
Financial solution - enabled by voluntary products• Provide financial well-being• Fill gaps in benefits
Wellness solution• Helps clients improve
employee health and contain costs
![Page 14: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/14.jpg)
Engagement solutions
Multimedia communications designed to trigger
employees to think about their current lifestyle and
overall well-being.
Get their attention
![Page 15: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/15.jpg)
Engagement solutions
One-on-one messaging formulated to educate
employees about the available wellness programs, motivate
them to participate and stimulate engagement.
Motivate action
![Page 16: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/16.jpg)
Engagement solutions
Multimedia communications intended to encourage ongoing participation in your wellness
program.
Keep them going
![Page 17: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/17.jpg)
Multidimensional engagement
• 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
Engaged &
participating
employees
• Plan design
• Incentive programs
• Behavioral economics
• Core business strategy
• Health risk assessment
• Biometric screening
• Health advising & coaching
• Walking and other “fun”
programs
![Page 18: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/18.jpg)
Wellness solutions
INPUT ADVISE ACTION
1 2 3DRIVES
RESULTS
Reporting Suite
eHealth platform
Physical well-being
HRABiometric Screening
(optional)
Health AdvisingDaily Emails
Monthly NewslettersQuarterly Webinars
Health CoachingPersonalized Lifestyle
ProgramsSpring walking programFall web-based program
![Page 19: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/19.jpg)
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)
![Page 20: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/20.jpg)
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
![Page 21: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/21.jpg)
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
![Page 22: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/22.jpg)
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)
![Page 23: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/23.jpg)
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
![Page 24: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/24.jpg)
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
![Page 25: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/25.jpg)
Wellness solutions
1 2 3DRIVES
RESULTS
Reporting Suite
eHealth platform
INPUT ADVISE ACTION
HRABiometric Screening
(optional)
Health AdvisingDaily Emails
Monthly NewslettersQuarterly Webinars
Health CoachingPersonalized Lifestyle
ProgramsSpring walking programFall web-based program
![Page 26: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/26.jpg)
“We can’t afford that program.”
“We want to start with the basics and grow.”
Tailored solutions - positioning
“Can we offer coaching to everyone?”
“Can we reach out to every participant regardless of risk
status?”+Engagement solution!
![Page 27: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/27.jpg)
Biometric screening
![Page 28: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/28.jpg)
Worksite screenings
• Tablet technology– Electronic waivers– Enhanced health advising– Electronic confirmation of results– No internet or wireless required– Time/date stamped event data
![Page 29: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/29.jpg)
Engagement solutions
• Post-enrollment communications– Flyers– Posters– Email & direct mail template–Motivational clips
![Page 30: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/30.jpg)
Employer marketing materials
– Additional specifics for each area
– Overview (elevator pitch)
• Modular approach for a modular solution
– Recommended & tailored solutions
![Page 31: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/31.jpg)
Leveraging wellnessStage 1
You have never sold voluntary benefits, or you’re just getting into the
voluntary world.Stage 2You have sold voluntary benefits, but you have yet to leverage a proactive
approach to sales.
Stage 3You have leveraged other value-added services with voluntary sales, but you haven’t leveraged wellness.
Stage 4You have fully leveraged wellness to sell voluntary benefits.
![Page 32: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/32.jpg)
Stage 1Large regional brokerLeveraging 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
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 3Small regional brokerImpacting employee
health through VB
Objective: Client needed to improve the health of itsemployee population
Solution: Broker provided LH&W’s engagement andwellness 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
Leveraging wellness
![Page 33: LIFEHEALTH & WEALTH Ron Watt, Second VP of Wellness & Engagement.](https://reader038.fdocuments.us/reader038/viewer/2022110100/56649e445503460f94b3915e/html5/thumbnails/33.jpg)
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….