AARP Dental Insurance Plan Serving the individual dental insurance needs of the 50+ population Dr. Lowell Daun
Available dental programs for individuals <ul><li>Dental Discount Plans </li></ul><ul><ul><li>Not insurance </li></ul></ul...
AARP Program Accessibility <ul><li>Available in 49 states plus DC and Virgin Islands </li></ul>
Where is the plan most successful? <ul><li>California </li></ul><ul><li>Florida </li></ul><ul><li>New York </li></ul><ul><...
AARP Program Benefit Design <ul><li>Choice of two benefit designs </li></ul><ul><li>Premium rates range from $38 - $51 mon...
AARP Program Benefit Summary <ul><ul><li>* Benefit level available only when visiting a Delta Dental PPO dentist. </li></u...
Who purchases this plan? <ul><li>Individuals 50 and over, such as: </li></ul><ul><ul><li>Retirees without dental benefits ...
What makes this population different?  <ul><li>Lack of availability to true private dental insurance </li></ul><ul><ul><li...
Comparable dental programs  <ul><li>Only one other individual/voluntary program is available to this population: TRICARE R...
Key elements of a successful dental plan <ul><li>Understanding the needs of the senior market </li></ul><ul><ul><li>Compre...
Marketing channels <ul><li>Direct Mail </li></ul><ul><ul><li>to current AARP members </li></ul></ul><ul><li>Print Advertis...
What else do they want? <ul><li>Third cleaning </li></ul><ul><li>Implants </li></ul><ul><li>No waiting periods </li></ul><...
Program Administration <ul><li>Administrative Requirements </li></ul><ul><ul><li>More complex than with the traditional co...
Program Utilization <ul><li>The first members to join the plan were the most costly members </li></ul><ul><li>Once the dem...
AARP Program Results to Date <ul><li>As of June 2007 </li></ul><ul><ul><li>182,222 total members </li></ul></ul><ul><li>Mo...
Innovations <ul><li>Plan designed with the senior market in mind </li></ul><ul><ul><li>Periodontal maintenance cleanings a...
AARP Dental Insurance Plan Contact Information <ul><li>Toll free: 1- 866-583-2085 </li></ul><ul><li>Web site: www.deltaden...
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AARP Dental Insurance Plan Serving the individual dental ...

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  • Wish the latinos had access to care on online sites .even wedmd.com they can't access but only a few sites like www.heatlhsouk.com they can access in Spanish for affordable health care and dental care, and we need more discounted dental care and insurance nationwide. . .I know I pay via cash and not with insurance so I need cheaper health service access. . .A lot of my immigrant friends don't speak Spanish though. . .that's a problem with a lot of these sites.healthsouk.com
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  • Rates are based on region and zip codes 4 payment options are: Monthly (EFT) Quarterly Semi-annual Annual
  • Rates are based on region and zip codes 4 payment options are: Monthly (EFT) Quarterly Semi-annual Annual
  • 2006 Corporate Goals: Offered nationwide 90,000 net new subscribers Overall Program Goal: 1.45% of 22 million households (319,000)
  • AARP Dental Insurance Plan Serving the individual dental ...

    1. 1. AARP Dental Insurance Plan Serving the individual dental insurance needs of the 50+ population Dr. Lowell Daun
    2. 2. Available dental programs for individuals <ul><li>Dental Discount Plans </li></ul><ul><ul><li>Not insurance </li></ul></ul><ul><ul><li>Percentage discount for specific dental treatments </li></ul></ul><ul><li>HMO </li></ul><ul><ul><li>Capitation plan </li></ul></ul><ul><ul><li>Pre-assigned provider office </li></ul></ul><ul><li>PPO </li></ul><ul><ul><li>Fee-for-Service program </li></ul></ul><ul><ul><li>Extensive provider network with providers agreeing to pre-negotiated reduced rates </li></ul></ul><ul><ul><li>The ability to see an out-of-network dentist at a higher out-of-pocket cost </li></ul></ul>
    3. 3. AARP Program Accessibility <ul><li>Available in 49 states plus DC and Virgin Islands </li></ul>
    4. 4. Where is the plan most successful? <ul><li>California </li></ul><ul><li>Florida </li></ul><ul><li>New York </li></ul><ul><li>Pennsylvania </li></ul><ul><li>Texas </li></ul>
    5. 5. AARP Program Benefit Design <ul><li>Choice of two benefit designs </li></ul><ul><li>Premium rates range from $38 - $51 monthly for a single person </li></ul><ul><li>2-year rate guarantee </li></ul><ul><li>4 payment options </li></ul><ul><li>12-month waiting period for major restorations, periodontics and prosthodontics </li></ul><ul><li>PPO program </li></ul>
    6. 6. AARP Program Benefit Summary <ul><ul><li>* Benefit level available only when visiting a Delta Dental PPO dentist. </li></ul></ul><ul><ul><li>** No deductible required for diagnostic or preventive services under Plan A. </li></ul></ul>
    7. 7. Who purchases this plan? <ul><li>Individuals 50 and over, such as: </li></ul><ul><ul><li>Retirees without dental benefits </li></ul></ul><ul><ul><li>Working adults without employer-sponsored benefits </li></ul></ul><ul><li>Typical psychographics: </li></ul><ul><ul><li>Affluent in terms of household income and net worth </li></ul></ul><ul><ul><li>Well-educated </li></ul></ul><ul><ul><li>Aged 60-75 </li></ul></ul><ul><ul><li>Female </li></ul></ul><ul><ul><li>Married </li></ul></ul><ul><ul><li>Financially savvy, like to shop, technically savvy, live the fine life </li></ul></ul>
    8. 8. What makes this population different? <ul><li>Lack of availability to true private dental insurance </li></ul><ul><ul><li>Less than two out of every ten older Americans are covered by private dental insurance (DHHS “Oral Health in America – 2003) </li></ul></ul><ul><ul><li>No more than 20% of Americans 75 years of age and over have dental insurance (Centers for Disease Control and Prevention – 2005) </li></ul></ul><ul><ul><li>Oral Health America gave the nation on average a final grade of a “D” for private dental coverage in a special grading report on “The oral health of Older Americans” (Oral Health in America – September 2003) </li></ul></ul>
    9. 9. Comparable dental programs <ul><li>Only one other individual/voluntary program is available to this population: TRICARE Retiree Dental Program </li></ul><ul><ul><li>Department of Defense contract for retired military and their eligible dependents, administered by Delta Dental </li></ul></ul><ul><ul><li>Very similar to AARP Dental Insurance Plan’s benefit structure with comprehensive coverage </li></ul></ul><ul><ul><li>100% voluntary, premiums paid by the enrollee </li></ul></ul>
    10. 10. Key elements of a successful dental plan <ul><li>Understanding the needs of the senior market </li></ul><ul><ul><li>Comprehensive coverage </li></ul></ul><ul><ul><li>Affordable price </li></ul></ul><ul><ul><li>Network size </li></ul></ul><ul><ul><li>Quality of network dentists </li></ul></ul>
    11. 11. Marketing channels <ul><li>Direct Mail </li></ul><ul><ul><li>to current AARP members </li></ul></ul><ul><li>Print Advertising </li></ul><ul><ul><li>in AARP publications </li></ul></ul><ul><li>Online Advertising </li></ul><ul><ul><li>aarp.org and other sites of interest to seniors </li></ul></ul>
    12. 12. What else do they want? <ul><li>Third cleaning </li></ul><ul><li>Implants </li></ul><ul><li>No waiting periods </li></ul><ul><li>Increased maximums </li></ul>
    13. 13. Program Administration <ul><li>Administrative Requirements </li></ul><ul><ul><li>More complex than with the traditional commercial client </li></ul></ul><ul><ul><ul><li>Call volume </li></ul></ul></ul><ul><ul><ul><li>Regulatory requirements </li></ul></ul></ul><ul><li>Enrollment Rollout </li></ul><ul><ul><li>Original forecasts assumed all states approved by September 2004 </li></ul></ul><ul><ul><li>Many key states (including CA, FL, NJ, NV, & WA) were not available until early 2005 </li></ul></ul><ul><ul><li>As of June 2007, the only remaining state is MA </li></ul></ul>
    14. 14. Program Utilization <ul><li>The first members to join the plan were the most costly members </li></ul><ul><li>Once the demand was met, the experience and needs were more favorable </li></ul><ul><li>Maximum Utilization </li></ul><ul><ul><li>First year members rarely reach their annual maximum </li></ul></ul><ul><ul><li>Once full benefits are reached, the number of members reaching their maximum increase towards normative levels </li></ul></ul><ul><ul><li>Utilization is remaining higher than expected overall </li></ul></ul><ul><ul><ul><li>Procedures being used are closely resembling Delta Dental’s Commercial experience with this demographic </li></ul></ul></ul>
    15. 15. AARP Program Results to Date <ul><li>As of June 2007 </li></ul><ul><ul><li>182,222 total members </li></ul></ul><ul><li>Most successful product launch among AARP Healthcare Option (HCO) products </li></ul><ul><li>Highest requested product among HCO products in 2005—2006 </li></ul>
    16. 16. Innovations <ul><li>Plan designed with the senior market in mind </li></ul><ul><ul><li>Periodontal maintenance cleanings and denture repair 1 st year benefits </li></ul></ul><ul><li>Expanded benefits under consideration </li></ul><ul><ul><li>Third cleaning </li></ul></ul><ul><ul><li>Implants </li></ul></ul>
    17. 17. AARP Dental Insurance Plan Contact Information <ul><li>Toll free: 1- 866-583-2085 </li></ul><ul><li>Web site: www.deltadentalins.com/aarp </li></ul>

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