The rapidly changing health care environment presents an opportunity for ancillary benefits to become a cornerstone to the long-term success of the health insurance marketplace. Ancillary benefits provide an exceptional opportunity for carriers to increase their connectedness and intimacy with consumers of their services. Ancillary benefits support margin preservation and market share growth. Ancillary benefits will also be critical for ensuring compliance with evolving pediatric essential benefit and Health Insurance Exchange regulations. HealthScape Advisors partners with Health Plans and Ancillary specialty companies to deliver success across the continuum of strategic initiatives.

Services

HealthScape Advisors assists carriers through an evolving healthcare landscape by developing and supporting growth strategies, delivering cost containment initiatives and expense reductions. We work side-by-side with our clients using an execution-focused approach. Our deep knowledge across both health care and ancillary care helps us develop actionable growth strategies and cost containment initiatives.

Growth Strategies:

• "Go-to-market" strategies for new, emerging or alternative market opportunities
• Ancillary strategic pricing program development and implementation
• Medical penetration and integration initiatives
• Whole case underwriting across medical and ancillary lines
• Front end (pre-sale) quote intake process evaluation and redesign
• Broker compensation analytics and sales/retention strategies
• Build and support acquisition programs

Cost Containment & Business Analytics:

• Claim cost trend analytics
• Provider network development strategies
• Unit cost management and partner identification
• Vision manufacturing lab variable and fixed cost analytics
• Vision retail supply chain cost analytics and cost improvement
• End to end business process improvement plans
• Claims system evaluations and migration support

Capability Development & Business Integration:

• Acquisition criteria for strategic and tactical programs
• Asset targeting, pursuit and pipeline development services
• Joint ventures and alliances (networks, lab, retail partners, manufacturers)
• Valuation, deal structuring and detailed operating due diligence
• Comprehensive integration project plans focused on the day-to-day tasks required to successfully integrate assets
• Program management services surrounding the execution of the integration plan across all critical business disciplines
• Financial and resource management to ensure decisions are informed by the constraints of the organization and influenced by the appropriate risk/reward criteria

Representative Experience

• Performed comprehensive book of business analytics to efficiently lever the persistency impact of ancillary and medical packaging resulting in 200 bps persistency increase
• Evaluated Medicaid dental and vision market opportunities and support market entrance
• Redesigned internal and external sales compensation programs generating an increase in gross sales from $280M to $450M
• Streamlined quoting processes to reduce cycle time by 60% and improved TAT by 200%
• Evaluated competitive positioning of network discounts to align sales force with most competitive geographies
• Implemented network stacking cost management program generating one-time dental cost trend reduction of 150 bps
• Converted claims systems resulting in $10+M in cost savings
• Designed acquisition criteria for national vision managed care plan
• Assisted in the acquisition of dental companies ranging from under $50M to over $200M
• Supported Medicaid dental acquisition program
• Completed operating due diligence and developed $15M synergy capture plan for acquired ancillary company
• Assisted in developing and executing post acquisition integration program

HealthScape Advisors Difference

• Our HealthScape team has extensive experience in ancillary plan operations, finance and regulatory support
• A deep understanding of ancillary markets' unique opportunities and business challenges, based upon supporting strategic and tactical issues for a wide array of ancillary plans
• Unique perspective from former CFO of a health plan's Specialty Benefits Group which provided ancillary coverage to over 20 million members
• Established methodologies and tools that allow for immediate deployment and speed to market
• Sophisticated data analysis skills allow for benchmarking across key business and valuation drivers to assess the inherent value of dental and vision companies in support of health plans