Download Highly integrated solution

Business Unit Strategy
HealthFitness
HFIT Current Strategy
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Economic
Logic
Ve
hi
Staging
&
Pacing
es
Arenas
Differentiators
Arenas
Arenas
Staging
Economic
&
Logic
Pacing
Differentiators
Customers
• Employer or “employer-like”
• 5,000 + lives
• Has strong wellness philosophy
• Want highly integrated and /or
customized solutions
Products
• Fitness Center Management
• Population Health Management
• HRA, biometric screenings,
platform, advising,
coaching and on-site
programs
Where
• United States
Arenas
Where we are active…
• “Employer-Like” customers
– Able to provide eligibility
– Pays fees; no individual collection
– Has access to and can control participants for
engagement/enrollment
• Strong wellness philosophy
– Understands long term nature of wellness
– Has realistic goals set
– Investing both dollars and resources to match expectations
• Highly integrated/customized solutions
– Robust incentive design
– On-site programs in culture
– Portal content integrated into client environment
Arenas
Where we aren’t…
• Selling one off solutions
– Managing non-core staff; nurses, physical therapists, dieticians
– Miscellaneous call center services
– Platform only solutions
• Selling to non-Employers (or not Employer-Like) or employers that are
too small
• Selling to customers who don’t have a strong wellness philosophy
– Employer wants a low cost solution or limited impact on participants
– Employer has unrealistic expectations on what can be achieved for minimal
spend.
– Employer wants to cut corners; minimize resources or minimize participation.
• Our solution is outside of the client’s culture
– Unfocused or disconnected incentive program
– Low level of support of or participation in on-site programs
– Customer leadership does not support or understand the goals of the wellness
program
Vehicles
Distribution; consultant and direct
• Respond to RFPs
Arenas
Staging
Economic
&
Logic
Pacing
Differentiators
Leverage existing customers for
incremental growth
Private labeling (health plans)
New products
• Core: build or buy
• Non-core: borrow
Vehicle
• Distribution
–
–
–
Companies putting out a request for proposal show an understanding of wellness and a commitment
to a wellness program
Sold through consultants (contracted/paid by customers)
Some direct business
• Leverage existing customers for growth
–
Sell new products to existing customers
• Private Labeling
–
Health plans (employer-like customers) that use their brand not ours
• New products
– Core
• Build (if capability exists)
• Buy (if capability doesn’t exist)
– Expertise, infrastructure; systems, processes, controls and market credibility plus existing
customer base
– Non-Core
• Can borrow for non-core services that are not integrated since control of service
delivery not as important
Differentiators
Scalable customization and flexibility
Arenas
Staging
Economic
&
Logic
Pacing
Differentiators
Integration into client’s culture (on-site
staff key enabler)
Highly integrated solution
Execution excellence
Differentiators
• Customization & Flexibility
– BUCA still pushing “one size fits all” approach
– Some competitors lack expertise to implement customized
solution
• Integration into customer’s culture
– Understanding their culture
• Highly integrated solution
– Participant experience from multiple touch points (i.e. flow from
biometric screening to HRA to coaching)
• Execution excellence
– Deliver consistent execution across all phases of service
• Implementation, data management, reporting, screening, coaching
Economic Logic
Arenas
Staging
Economic
&
Logic
Pacing
Differentiators
Customer intimacy/retention
• Long term relationship
• Level of trust moves beyond
traditional vendor/customer
• Lower overall acquisition cost
Integrated experience
• Multiple products/services
• Encourage participation and
engagement
• Produces higher margin
Solution highly aligned with client’s
culture
• Integration beyond HFIT services
• Produces higher margin
Staging and Pacing
2013 – early 2014: Stabilize foundation
(Platform and scale)
Arenas
Staging
Economic
&
Logic
Pacing
Differentiators
Mid-2014: Remove sales constraints
Mid-2014: Launch middle market
product
2015: Develop new integration product
offerings for large group market