Medicare Supplement Market Overview Stacy Varney VP, Marketing & Account Management
Proprietary Notice The material contained in this presentation has been prepared solely for informational purposes by Gen Re. The material is based on sources believed to be reliable and/or from proprietary data developed by Gen Re, but we do not represent as to its accuracy or its completeness. The content of this presentation is intended to provide a general guide to the subject matter. Specialist advice should be sought about your specific circumstances. Actuarial Club of the Southwest Spring 2015 Meeting Stacy Varney June 25, 2015 Proprietary and Confidential General Re Life Corporation 2
Agenda Demographic Data Med Supp Overview Med Supp Market Data Med Supp Experience Med Supp Consumer Study Why Med Supp? Entering the Med Supp Business Actuarial Club of the Southwest Spring 2015 Meeting Stacy Varney June 25, 2015 Proprietary and Confidential General Re Life Corporation 3
Medicare Supplement Overview Facts about Baby Boomers 10,000 people a day will turn 65 for the next 15 years** 65+ population projected to double to 71.5M by 2030 & grow to 86.7M by 2050 (possibly 80M on Medicare) Source: Gen Re, **Pew Research Center Recent Industry Growth Source: The Future of Medicare Supplement, CSG Actuarial 2013 new Medicare Supplement sales $3.35B (8% growth over 2012); 2014 est. $3.5B-$3.6B* Expected new lives growth 3-4% per year In 2012 there were 10.5 million people with Medicare Supplement policies. That number is expected to grow to 13 million in 2017 and 16.6 million in 2022.** Source: U.S. Medicare Supplement Survey,2013/ 2014 Results, *CSG Actuarial, **CNN.com Actuarial Club of the Southwest Spring 2015 Meeting Stacy Varney June 25, 2015 Proprietary and Confidential General Re Life Corporation 4
Medicare Supplement Overview Timeline Source: PPACA Helps Drive Medicare Trends Down Is This Good News for Medigap?, Rob Himmelstein, Gen Re, 2015 Actuarial Club of the Southwest Spring 2015 Meeting Stacy Varney June 25, 2015 Proprietary and Confidential General Re Life Corporation 5
Medicare Supplement Overview Financial Measures Financial Measures Average Annual Premium Med Supp $1500 at age 65, inc 3% per year Loss Ratio 65%-75% (minimum 65%) Commissions 25-28% Yrs 1-6, 2-10% Yrs 7+ Lifetime pretax profit margin Capital Admin Expenses Lapses Mortality 5-8% of premium 12.5% of premium, flat 6-10% of premium annually 8-15% annual, varies by dur Standard Actuarial Club of the Southwest Spring 2015 Meeting Stacy Varney June 25, 2015 Proprietary and Confidential General Re Life Corporation 6
Medicare Supplement Overview Medicare is health insurance for: People 65 or older People under 65 with certain disabilities People of any age with End-Stage Renal Disease (ESRD) (permanent kidney failure requiring dialysis or a kidney transplant) Open Enrollment Period A one-time-only, 6-month period when federal law allows an individual to buy any Medigap policy they want that s sold in their state. Starts in the first month that they re covered under Medicare Part B, and are 65 or older. During this period, they can t be denied a Medigap policy or charged more due to past or present health problems. Some states may have additional Open Enrollment rights under state law. Actuarial Club of the Southwest Spring 2015 Meeting Stacy Varney June 25, 2015 Proprietary and Confidential General Re Life Corporation 7
Medicare Supplement Overview Med Supp Plans Medicare Supplement Insurance (Medigap) is private health insurance that helps supplement Original Medicare. This means it helps pay some of the health care costs that Original Medicare doesn t cover (like copayments, coinsurance, and deductibles). These are gaps in Medicare coverage. Note: in 2013 Plan F represented 60% Sales and 70% In-force Premium Actuarial Club of the Southwest Spring 2015 Meeting Stacy Varney June 25, 2015 Proprietary and Confidential General Re Life Corporation 8
Medicare Supplement Market Data Source of 2014 Sales Premium and Lives 2014 Sales Premium and Lives by Plan Type 100% % of Companies Reporting Sales % of Premium Sold % of Lives Sold 75% 50% 25% 0% Plan A Plan B Plan C Plan D Plan F Plan HiF Plan G Plan K Plan L Plan M Plan N Waiver States Source: Gen Re, U.S. Medicare Supplement Market Survey 2014/2015 Results Actuarial Club of the Southwest Spring 2015 Meeting Stacy Varney June 25, 2015 Proprietary and Confidential General Re Life Corporation 9
(in Billions) Medicare Supplement Market Data Size of the Market Inforce Number of Parent Companies: 194 Number of Writing Companies: 304 Inforce Premium: $24.7 Billion Total Sales Last 3 Years (12, 13, 14) Number of Parent Companies: 124 Number of Writing Companies: 195 Total Sales (Rolling 3-Year): $7.8 Billion $8.54 Top 5 Parent Companies (by Inforce Premium) $2.22 $1.43 $1.36 $0.82 Source: NAIC UnitedHealth Group Mutual of Omaha Group Anthem Inc. Group HCSC Group CNO Financial Group Actuarial Club of the Southwest Spring 2015 Meeting Stacy Varney June 25, 2015 Proprietary and Confidential General Re Life Corporation 10
Medicare Supplement Market Data Medicare Supplement Past & Projected Enrollment Trends Medicare Supplement Enrollment (1000s) Source: NAIC Med Supp study and other CSG Actuarial data. Actuarial Club of the Southwest Spring 2015 Meeting Stacy Varney June 25, 2015 Proprietary and Confidential General Re Life Corporation 11
Medicare Supplement Market Data Medicare Supplement Annualized New Premium Medicare Supplement Annualized New Premium (1000s) Annualized New Premium 2014 = $3.6 Billion Source: NAIC Med Supp study and other CSG Actuarial data. Actuarial Club of the Southwest Spring 2015 Meeting Stacy Varney June 25, 2015 Proprietary and Confidential General Re Life Corporation 12
Medicare Supplement Market Data Medicare Supplement Annualized New Premium Past and Projected Medicare Supplement Annualized New Premiums (1000s) Source: NAIC Med Supp study and other CSG Actuarial data. Actuarial Club of the Southwest Spring 2015 Meeting Stacy Varney June 25, 2015 Proprietary and Confidential General Re Life Corporation 13
Medicare Supplement Market Data Medicare Supplement Earned Premiums Past and Projected Medicare Supplement Earned Premiums (Past and Projected) Source: NAIC Med Supp study and other CSG Actuarial data. Actuarial Club of the Southwest Spring 2015 Meeting Stacy Varney June 25, 2015 Proprietary and Confidential General Re Life Corporation 14
Medicare Supplement Market Data Premium By Source Percentage of 2014 Sales Premium (by Source) 100% Open Enrollment Guarantee Issue Underwritten 75% 36% 50% 25% 25% 39% 0% Total Source: Gen Re, U.S. Medicare Supplement Market Survey 2014/2015 Results Actuarial Club of the Southwest Spring 2015 Meeting Stacy Varney June 25, 2015 Proprietary and Confidential General Re Life Corporation 15
Number of Companies Medicare Supplement Experience Profit and Loss Ratio Profit (Percentage of companies with positive profit margins, by year) Loss Ratio <65% 65% to 70% 71% to 75% 76% to 80% 81% to 85% >85% 94% 87% 80% 21 17 19 2012 2013 2014 4 12 10 8 6 1 1 2013 2014 Source: Gen Re, U.S. Medicare Supplement Market Survey, 2012/2013 Results; 2013/2014 Results; 2014/2015 Results Actuarial Club of the Southwest Spring 2015 Meeting Stacy Varney June 25, 2015 Proprietary and Confidential General Re Life Corporation 16
Medicare Supplement Experience 2013 vs. 2014 Average Claims Trend (For Companies Providing Data in Both Years) 2013 2014 4.4% 2.9% 4.1% 4.4% 1992 Standardized Plans 2010 Standardized Plans Source: Gen Re, U.S. Medicare Supplement Market Survey 2014/2015 Results Actuarial Club of the Southwest Spring 2015 Meeting Stacy Varney June 25, 2015 Proprietary and Confidential General Re Life Corporation 17
Average Claims Cost Medicare Supplement Experience Average Claims Cost by Application Type and Policy Duration $230 Open Enrollment Underwritten Guarantee Issue $200 $170 $140 $110 $80 $50 1 year or less >1 to 2 years >2 to 6 years >6 to 10 years >10 years Source: Gen Re, 2014 U.S. Medicare Supplement Experience Study Actuarial Club of the Southwest Spring 2015 Meeting Stacy Varney June 25, 2015 Proprietary and Confidential General Re Life Corporation 18
Average Lapse Rate Medicare Supplement Experience 40% 25% Average Claim Cost (per member/per month) Average Lapse Rates (by rate (by increase policy duration) approved) Average Median Min Max 21.0% 35% 20% 30% 25% 20% 15% 15% 10% 12.8% 10.5% 11.0% 10.6% 9.2% 12.5% 12.2% 12.7% 12.8% 14.8% 10% 5% 5% 0% 0% No rate change Increase of 3% or Increase greater Increase greater Increase greater Increase greater 1 year or less (R=10) (R=20) >1 less to 2 years (R=10) (R=23) than >2 3% to 6 to years 6% (R=22) than 6% >6 to to 9% 10 years than (R=22) 9% to 12% >10 years than (R=21) 12% (R=4) (R=13) (R=12) (R=10) Source: Gen Re, 2014 U.S. Medicare Supplement Experience Study Actuarial Club of the Southwest Spring 2015 Meeting Stacy Varney June 25, 2015 Proprietary and Confidential General Re Life Corporation 19
Medicare Supplement Experience Lapse Rate by Application Type 30% Average Median Min Max 25% 20% 15% 10% 11.9% 15.4% 13.8% 5% 0% Open Enrollment (R=11) Underwritten (R=11) Guarantee Issue (R=10) Source: Gen Re, 2014 U.S. Medicare Supplement Experience Study Actuarial Club of the Southwest Spring 2015 Meeting Stacy Varney June 25, 2015 Proprietary and Confidential General Re Life Corporation 20
Medicare Supplement Experience Phone interview Prescription database tool Height & weight factor Automatic decline for insulin R=37 Utilization of Underwriting Tools Percentage of Companies Utilizing 2014 Metrics for These Underwriting Tools Underwritten Application Perscription Database Tool Phone Approved Interview and Placed Attending Physician Statements Medical Information Bureau Database Approved but Not Taken Total Total 56% 75.0% 74% 31% 3.5% 13% Attending physician statements MIB Database Automated underwriting system Source: Gen Re, U.S. Medicare Supplement Market Survey, 2012/2013 Results; 2013/2014 Results; 2014/2015 Results Actuarial Club of the Southwest Spring 2015 Meeting Stacy Varney June 25, 2015 Proprietary and Confidential General Re Life Corporation 21
Medicare Supplement Consumer Study Consumers who work with an agent are significantly more likely to select a company they have not used before Consumers Level of Knowledge with Selected Insurance Company 100% 75% 50% 25% 0% 31% 52% 17% Assistance 48% 45% 7% No Assistance Used company before Heard of but not used Never heard of company Source: Gen Re, Medicare Supplement Consumer Research, 2014 Actuarial Club of the Southwest Spring 2015 Meeting Stacy Varney June 25, 2015 Proprietary and Confidential General Re Life Corporation 22
Medicare Supplement Consumer Study Agents typically work with their clients on just medical insurance Work with agent on things other than medical insurance? Yes 21% No 79% How Consumer Connected With Their Agent Recommended by friend/family 37% Consumer contacted professional based on ad/mailer Professional contacted consumer without any prior conversations 20% 17% Through employer 4% Other 22% Other included agent an existing friend, random online search, doctor or financial planner recommendation Source: Gen Re, Medicare Supplement Consumer Research, 2014 Actuarial Club of the Southwest Spring 2015 Meeting Stacy Varney June 25, 2015 Proprietary and Confidential General Re Life Corporation 23
Why Sell Medicare Supplement Insurance? Diversify Portfolio Alternative Revenue & Earnings Opportunity Med Supp Attract & Retain Customers Expand Distribution Actuarial Club of the Southwest Spring 2015 Meeting Stacy Varney June 25, 2015 Proprietary and Confidential General Re Life Corporation 24
Entering the Medicare Supplement Business 1 Low capital investment is possible 2 Partnering with an expert is key to success 3 4 A carrier can be as involved as they want Turn-key solutions are available Actuarial Club of the Southwest Spring 2015 Meeting Stacy Varney June 25, 2015 Proprietary and Confidential General Re Life Corporation 25
The Gen Re Advantage IN THE MED SUPP BUSINESS FOR OVER 20 YEARS In-House Resources Actuarial Underwriting Claims GEN RE $300 MILLION INFORCE BLOCK OF BUSINESS Market Partners Pricing Distribution A Consultative Approach Administration Actuarial Club of the Southwest Spring 2015 Meeting Stacy Varney June 25, 2015 Proprietary and Confidential General Re Life Corporation 26
Stacy Varney Stacy.varney@genre.com 207-347-4612 Visit genre.com for more info.