LifeHealth & Wealth

2. Ron Watt, Second VP of Wellness & Engagement LifeHealth & Wealth

3. 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?

4. HealthFitnessA Trustmark company since 2010 Serving one out of five Fortune 100 firms

5. 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

6. Producer conference onsite screening event We wanted you to experience our health screening services…

7. What could have been…. It’s free, it’s convenient and we had poor participation…

8. 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!

9. 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

10. 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.)?

11. Common client challenges Employees lack knowledge of benefits options Rising healthcare costs Employees are unengaged in managing their health

12. 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

13. 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

14. Engagement solutions Get their attention Multimedia communications designed to trigger employees to think about their current lifestyle and overall well-being.

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

16. Engagement solutions Keep them going Multimedia communications intended to encourage ongoing participation in your wellness program.

17. 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

18. 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

19. 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)

20. 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

21. 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

22. 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)

23. 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

24. 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

25. 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

26. 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!

27. Biometric screening

28. Worksite screenings • Tablet technology • Electronic waivers • Enhanced health advising • Electronic confirmation of results • No internet or wireless required • Time/date stamped event data

29. Engagement solutions • Post-enrollment communications • Flyers • Posters • Email & direct mail template • Motivational clips

30. Employer marketing materials • Modular approach for a modular solution • Overview (elevator pitch) • Recommended & tailored solutions • Additional specifics for each area

31. 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.

32. 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

33. 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….