Himi LR

Market
intelligence
Health Insurance Market intelligence 2013
Whats happening in Health Insurance

and Protection right now?
// Editor's Comment
Intelligent business
Market intelligence is your key to success
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Contents
Reviews
4 // Individual PMI
6 // Group PMI
8 // Cash Plans
10 // Occupational Health
12 // Group Risk
14 // Individual Income Protection

16 // Individual Critical Illness
18 // Group International PMI
20 // Individual International PMI

Company Profiles
26 // Aetna
To say that the past couple of years have been challenging for the health insurance and protection market would be
an understatement.
The global economic crunch has been felt in each strand of the sector from private medical insurance (PMI)
through to protection, the group and individual markets have both felt the pain.
The PMI market had a particularly difficult time in 2012, as key stakeholders private hospitals, consultants and
insurers locked horns in an often bitter war of words over crucial issues such as patient choice and affordability.
The group risk market had to deal with the introduction of legislation around retirement ages, while getting to grips
with the prospect of auto-enrolment.
The individual protection market, meanwhile, struggled to shrug off the reputational damage done to it by the
payment protection insurance scandal.
And while things looked brighter again for the international PMI market, as both individual and group lines of
business continued to grow, there is no denying that the health insurance and protection market is, on the whole,
facing difficult times.
Nevertheless, the need for the markets products and services is greater than ever. An ageing workforce, increased
stress levels, ever-stretched state budgets and increased personal financial vulnerability mean that it is vital that the
industry steps up to the mark.
And there are clear signs that it is doing so. In fact, against the backdrop of discord in the PMI market and
uncertainty in the protection sphere, providers and intermediaries alike are recalibrating their efforts to remain relevant
in these changing times.
Here at Health Insurance we too are changing to meet the needs of todays market. 2013 will see some brand new
initiatives from us designed to help you do more business.
This publication, for a start, marks a change in direction for our annual snapshot of the market. We have remodelled
our annual Health & Protection Book to become Health Insurance Market Intelligence, giving you more data and
insight than ever.
In addition to bite-sized reviews of each part of the market, we have also included key facts and figures to help you
form a clearer picture of how the sector stands.
As ever, there are also profiles of some of the key providers in the market, outlining what services they offer, as well
as details of some key contacts that will help you in your day-to-day business.
So, as we move into 2013 it is true that the market is challenging. But, as you can read, there are plenty of
opportunities out there too.
28 // Allianz
30 // Aviva
32 // Cigna
34 // Cigna International
36 // Denplan
38 // Globality
40 // Healix
42 // PruProtect
44 // Simplyhealth
46 // Westfield Health
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Health Insurance
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Average net circulation for the period 1 July 2010
to 30 June 2011 10,622 ISSN: 1477-9781
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Individual PMI
//
Following the example of Bupa and Aviva UK Health, it removed all

limits on its cover for licensed drugs and extended cover to include
chemotherapy or biological drugs given to prevent a recurrence of cancer or
for maintenance of remission. Additionally its new cover funds experimental
drug treatments, providing they are approved by AXA PPP first, and provides
financial assistance towards the cost of wigs and external prostheses.
Another emerging theme in 2012 was medical tourism. As a result of
globalisation, people are becoming more and more comfortable with having
medical treatment abroad, especially when it is cheaper than in the UK.
Demand for treatment overseas was addressed with a couple of product
launches. In June, Passport2Health, a new provider in the market,
launched a scheme that gives policyholders access to private diagnostics
in the UK followed by treatment in a European hospital. Although the plan
also covers the cost of travel and accommodation for the policyholder and
a companion, premiums, which start at 19 a month, are up to 50% lower
than traditional medical insurance.
Another insurer to go beyond the traditional medical insurance remit was
PruHealth. As well as adding personal care assistance to help policyholders
recover at home, it also extended the product to cover treatment for lifestyle
issues such as birthmarks and breast reductions. Further, and building on
its Vitality wellness programme, it introduced a non-smoker cash back deal,
giving customers who are nicotine free money back every quarter.
As well as product innovation, the industry also took steps to raise standards
with the introduction of a health and protection qualification, Cert CII (Health
and Protection). To achieve this, candidates must pass two health insurance
related units plus the CII's Insurance, legal and regulatory unit, each of which
requires approximately 50 hours of study followed by an examination.
// Individual PMI
Did you know?

The number of individual paid
policies decreased by 4.2% in
2011. This follows similar falls
of 4.6% and 3.7% in 2010 and
2009 respectively, and saw
the number of policies fall
below one million (to 993,000)
for the first time.
Source: Laing & Buisson
Increased efforts from both intermediaries and insurers will be

required, however, if they are to stem the leakage of members to the self
-pay market. A study by industry Laing & Buisson shows that self-pay
spending by individuals at private hospitals has grown steadily since
2008 or up 14% overall in real terms in the last three years suggesting
that more needs to be done to make insured solutions more attractive to
consumers on the whole. HI
Individual PMI sales continue to slide
900,000
2001
2002
2003
2004
2005
2006
Year
2007
2008
2009
2010
993,000
1,036,000
1,086,000
1,128,000
1,109,000
1,100,000
1,050,000
1,119,000
1,206,000
1,162,000
But while the slide in the number of individual policyholders is unsettling

for those in the industry, there are signs of changing fortunes on the horizon.
Improvements to the economy are forecast for 2013 but, more significantly,
as investment in the NHS reduces, there are reports of waiting lists beginning
to increase and some treatments being rationed.
This was recognised by the chairman of the Association of Medical
Insurance Intermediaries (AMII), Wayne Pontin, at the AMII Private
Healthcare Summit in July. Saying there had never been a better time
to be in the private health insurance market, he called on insurance
providers to deliver products that top up and complement existing public
healthcare services.
While the industry is still largely to respond to Pontin's request, it
has been busy designing new products that will help to steady sales of
individual medical insurance. At the beginning of the year AXA PPP
healthcare addressed concerns over access to cancer treatment by
unveiling improved cancer cover.
1,200,000
1,181,000
Rising premiums, improvements in the NHS and the current economic

climate have done little to raise the fortunes of individual medical insurance.
Figures from the latest Laing & Buisson market report show that the number
of policies fell by 4.2% in 2011 with the number of policyholders falling to
fewer than one million.
The report found that in spite of a wide choice of low cost policies
and downgrade options, demand for individual medical insurance was
continuing to fall. The 2011 figures also marked the third year in which the
market had contracted, with falls of 4.6% and 3.7% recorded in 2010 and
2009 respectively.
The sorry state of the market resulted in a shock announcement, with
Bupa saying it would stop selling medical insurance to individuals through
the intermediary channel. Instead of paying commission it put in place an
introducer agreement where advisers would be paid a flat fee of 100 for
referring potential customers. It blamed this decision on the challenging
market, citing high business acquisition costs and a fall in the number of leads.
Number of individual paid subscribers
Bupas decision to stop selling individual private medical insurance through brokers was easily the low
point of 2012. However, innovation from other providers and continued strains on the NHS suggest that
the fall in subscriber numbers can still be turned around
1,229,000
1,350,000
Individual Private Medical Insurance
2011
Group PMI
//
While these two initiatives may have dominated the headlines over the
last 12 months, there has been plenty of other activity in the market too.
Further consolidation occurred with Simplyhealth completing its acquisition
of Groupama in April, making the group the fifth largest medical insurer
in the UK. Although it is still in the process of aligning the two businesses,
Simplyhealth has announced that it will be launching a new product, Simply
Employee Health, next year.
There was also plenty of product development in 2012. Wellbeing was a
key theme with PruHealth launching a range of product changes including
a care at home benefit for people recovering after surgery; cash back
incentives for non-smokers; and cover for bariatric and lifestyle surgery such
as the removal of birthmarks and breast reduction.
Bupa also launched its Business Health Solutions, providing a range of
health and wellbeing solutions for businesses of all sizes. The range includes
Foundations, to provide a lower cost option by working in conjunction with
the NHS; Business Fit, which is designed to address the two main causes
of workplace absence musculoskeletal conditions and mental health
problems; and Superior, which is a comprehensive worldwide cover product.
This year also saw the first hybrid cash plan and medical insurance policy
with the launch of Westfield Health's Hospital Treatment Insurance. With
premiums starting as low as 5.37 a month, this aims to provide a low cost
option for employers.
The plan, initially launched as a company-paid option for schemes of five
or more employees, covers more than 60 surgical procedures, or 1,300 on
its more comprehensive option two, subject to a maximum lifetime benefit of
100,000, or 250,000 on option two.
// Group PMI
Did you know?

Company-paid PMI policies returned to
modest growth in 2011 with an increase of
1.2%, following falls of 3.3% and 4.7% in 2010
and 2009 respectively. There was a small
contraction (1.3%), however, in the number of
people covered by company-paid medical
policies during the year. Laing and Buisson
says this suggests some large employers
have tightened eligibility criteria to cut costs.
And while the anticipated increase in insurance premium tax failed to
materialise in 2012, healthcare trusts continued to grow in popularity. Part of
this was down to the launch of Aviva's Corporate Excess contract, which gives
employers another option when looking for an alternative to an insured scheme.
The scheme uses a similar concept to WPA's Corporate Deductible
arrangement, which was launched in 2010. This sets a notional claims
fund based on previous years' experience with a percentage of this, usually
between 60% and 85%, used to pay claims. As this element is risk-free it's
also free of insurance premium tax. HI
Company paid PMI policies return to growth in 2011
2005
2006
2007
2008
2,978,000
2004
2,942,000
3,009,000
2003
3,043,000
3,004,000
2002
3,194,000
2,986,000
2,894,000
2,972,000
And while there are no immediate cost savings for employers with these
products, both insurers are confident they will reduce claims costs in
the long term. AXA PPP returns 6% of the client's hospital spend in BMI
Healthcare, Nuffield Health, London Clinic and Aspen hospitals at the end
of the policy year while Bupa claims its approach will lead to double digit
reductions in premium by years three to four.
The jury is still out on whether this approach will become the norm across
the group medical insurance market, with many in the industry arguing
against it on the basis of the more restricted choice of specialists it offers
(open referral generally lets customers select a consultant from up to three of
the insurers choosing, rather than one chosen by themselves and their GP).
In its favour, Bupa and AXA PPP have both enjoyed positive feedback.
For example, Bupa says eight out of 10 of its corporate clients had moved to
open referral by October and it was also reporting high levels of satisfaction
among those using the service. Furthermore, some other insurers, such as
Aviva UK Health, have expressed an interest in launching a similar model.
2,500,000
2,958,000
Cost containment was the key issue for the group medical insurance market
in 2012, as medical inflation continued to drive premiums upwards in an
otherwise flat economy.
Addressing this issue has never been more important. Although Laing &
Buisson's Health Cover UK Market Report 2012 showed a modest growth
in the number of company paid medical insurance policies up 1.2% in
2011 compared with falls of 3.3% and 4.7% in 2010 and 2009 respectively
the number of people covered was down by 1.3%. It speculated that
this was down to a tightening of eligibility criteria to make cost savings on
employee benefits.
For the two largest medical insurers the lack of growth in the market
has resulted in a new approach to managing specialist costs, with Bupa
launching its Open Referral initiative and AXA PPP healthcare revamping its
Healthcare Pathway product. Although there are differences between the
two offerings, both shift much of the decision regarding which specialist the
policyholder sees from their GP to the insurer.
Number of company paid subscribers
Open referral dominated the headlines during 2012 as hospital groups, consultants and insurers came
head-to-head in an often bitter war of words, while consolidation was also on the agenda. The group
private medical insurance market, though, was also characterised by some interesting new funding
mechanisms that should mean a more constructive year ahead
3,000,000
3,186,000
3,500,000
Group Private Medical Insurance
2010
2011
2,000,000
1,500,000
1,000,000
500,000
2001
Year
2009
Cash Plans
//
the dental insurance overlap. The product allows employees to select cover
with or without dental benefit.
A cash plan also formed part of the product offering from former
Association of Medical Insurance Intermediaries chairman, Andrew Tripp's
Perfect Health. The product suite, called Perfect Health Cash Plans, is
aimed at SMEs and the self-employed and as well as a traditional cash plan,
customers can add a short-term income protection plan, cover for surgical
procedures and life assurance.
A variety of new benefits were also added to plans in 2012. Many are
designed to provide an easy way to access medical expertise for example
Health Shield added a GP helpline; Westfield Health signed up second
opinion service BestDoctors for its members; and HSF added a webcam GP
consultation service, HSF Virtual Doctor.
Another new benefit that grabbed attention in 2012 is the ability to use a
cash plan to fund the excess on a medical insurance scheme. Although this
has been happening informally for the last four years, a couple of the cash
plan providers introduced it as an option on their plans this year.
// Cash Plans
Simplyhealth includes it as an option on its corporate plan, starting at 25p

per week for 100 of excess cover while Medicash automatically includes it,
giving 200 of cover on its 1 a week Proactive corporate plan.
While both providers say they are addressing customer demand, there
are concerns that it could have some negative outcomes. As well as
changing claims behaviour on medical insurance, as the excess will no
longer serve as a deterrent, it could also drive up claims on cash plans.
While it will take time for the full implications of this product feature to
be understood, there were also some more concerning developments
in the market. Fraud has become more of an issue for the cash plan
providers, with Medicash reporting a 500% increase in the number of
fraudulent claims since 2009. Instances of fraud include altered receipts
and fake invoices for treatment.
Although the cash plan providers admit the level of fraud is still
relatively low, with the product dependent on claims being settled quickly
and with minimum touch, it is essential that they do not allow this activity
to get out of hand. HI
Group market grows while individual numbers decline
510,000
449,000
404,000
292,000
232,000
229,000
342,000
387,000
329,000
2,000,000
1,500,000
Cash plans remain a popular employee benefit and 2012 saw them evolve to include even more
benefits, including hospital treatment options more akin to private medical insurance. Off-theshelf excess benefits also came to the fore as providers looked to help cash-strapped employers
manage their budgets
While this is positive for the market, with the average price paid for an
employer cash plan falling by 14% as a result of competition and price cuts,
there is still pressure on providers.
Certainly competition is intense in the market with providers launching
new schemes and enhancing their benefit lists to win more business.
One of the most eagerly awaited launches was Westfield Health's Hospital
Treatment Insurance, which builds on its acquisition of PatientChoice and
has been designed with the aim of opening up a middle ground between
cash plans and traditional private medical insurance. The product, which
is available as a standalone as well as an addition to a cash plan, gives
employees access to as many as 1,300 surgical procedures for premiums
from as little as 5.37 a month.
Health Shield has also been busy on the product development front in
2012. In September it unveiled a company paid cash plan, Elements and
Elements Plus, for SMEs with three or more employees.
Additionally, it launched a cash plan for flex schemes designed to address
2,684,000
2,745,000
2,687,000
2,668,000
2,675,000
2,484,000
2,300,000
2,184,000
2,083,000
2,740,000
500,000
2,829,000
1,000,000
CashPlans
In tough economic conditions, cash plans fare well. With premiums starting
at less than a pound a week, they appeal to both individuals wishing to take
some of the pain out of paying for their everyday health costs and employers
wanting to provide a low-cost but highly appreciated benefit to their staff.
Their popularity as an employee benefit is highlighted by a recent survey
which was conducted by TNS on behalf of PMI Health Group. It found that
more than a third of full-time employees rank cash plans as one of their top
three preferred benefits, with cash plans regarded as the most valued benefit
by 11% of those surveyed, behind contributory pensions, life assurance and
medical insurance.
Given this, it is not surprising that the sales results especially for the
corporate market are good. Figures from Laing & Buisson show that
although the number of people with cash plans fell by 1.5% in 2011, this was
entirely down to the individual market which declined by 4.6%. In contrast,
the corporate market fared well again, with employer paid contributor
numbers growing by 13.5%.
2,500,000
Company Paid Contributors
389,000
Number of contributors
3,000,000
233,000
Individual Contributors
3,500,000
2001
2002
2003
2004
2005
2006
2007
2008
2009
2010
2011
Fewer people covered by cash plans

Year
Number of people covered by a cash plan
Proportion of population covered
2001
5,920,000
10%
2002
5,336,000
9%
2003
4,925,000
8.3%
2004
5,049,000
8.4%
2005
4,903,000
8.1%
2006
4,836,000
8%
2007
4,779,000
7.8%
2008
4,495,000
7.3%
2009
4,113,000
6.7%
2010
3,939,000
6.3%
2011
3,778,000
6%
10 Occupational Health
//
Did you know?

The CIPD Absence Management Survey
found that stress was the most common
cause of long-term absence, with 40% of
employers reporting an increase over the
past year and only one in 10 saying the
problem had lessened. Further, while 60% of
employers are taking steps to address this
problem, 27% of organisations are doing
nothing in spite of reporting stress as one of
the top five causes of absence.
OccupationalHealth
Absence and productivity still feature highly on the agenda of most forward-thinking employers and
the world of occupational health worked hard throughout 2012 to combat the added pressures that
the economic downturn is having on employees around the country
insurance providers adding occupational health benefits to their products.

Cigna UK Healthcare Benefits beefed up its occupational health offering,
adding a toolkit to help line managers manage employee absence and
health issues and an employee assistance programme (EAP) through its
partnership with Workplace Options. The EAP is available on a standalone
basis or alongside any of its other products.
Several cash plan providers have also added occupational health services
to their products. These include Health Shield, which added a GP helpline this
year, and Medicash, which introduced an EAP with additional services such
as a day-one stress intervention programme and a managers' support helpline.
There were also changes in the occupational health market itself as
providers looked to create the critical mass necessary to compete profitably.
Market and Customer Insight's report had found that while an estimated
53% of occupational health services were outsourced to private companies
in 2011, profits were proving elusive as a result of intense competition and
the need to invest in technology.
A year after acquiring Rood Lane Medical Group, HCA International
made another move into occupational health by taking a stake in Blossoms
Healthcare. The provider of primary care and occupational health services
has clinical facilities in London, Birmingham and Edinburgh and delivers
more than 45,000 health assessments and GP consultations each year.
// Occupational Health
Capita also grew through acquisition in 2012, buying up Aviva UK Health's

occupational health business to enable the insurer to concentrate on its core
health insurance business. The deal, which was for an undisclosed sum,
will see Capita take on the provision of occupational health services to more
than 500 organisations as well as entering into an agreement to become a
long-term strategic provider to Aviva UK Health. It also acquired screening
services provider Medicals Direct for 13.2m in May.
These two deals add to a long list of recent acquisitions for Capita, which
has purchased Insurance Medical Group, screening and reporting firm
Premier Medical Group and FirstAssist's EAP and absence management
business in the previous two years.
Cash plan provider BHSF also expanded its occupational health arm
through the acquisition of Abbott Burke Associates and PTH Group Limited.
Both firms are now part of a new division of BHSF called BHSF Occupational
Health Limited, which it says it intends to grow substantially, through organic
growth as well as further acquisitions, over the next few years. HI
Average number of days absence taken per

employee per year
2012
6.8
2011
7.7
7.7
2010
2009
7.4
8.0
2008
Number of days
Source: CIPD Absence Management Survey 2012
Most common causes of long-term absence in 2012

Employers citing it as most common cause (%)
Healthy, happy employees make for more productive workplaces but,

with occupational health regarded as a discretionary spend, it is an area
that has not always received the investment it deserves.
Figures from Market and Customer Insight's UK Occupational Health
Market Development Report show the market contracted by 3% in 2011
as a result of the recession and public sector cutbacks. This puts overall
UK spending on occupational health at around 385m. It concluded
that although there was huge potential for the market to grow, the sector
lacked the stimulus needed to spark growth.
In spite of the slightly downbeat findings, there was plenty of
evidence to support the need for occupational health in these tough
times. For the second year running, the Chartered Institute of Personnel
and Development's (CIPD) Absence Management Survey found that
stress was the most common cause of long-term absence, with 40% of
employers reporting an increase over the past year and only one in 10
saying the problem had lessened. Further, while 60% of employers are
taking steps to address this problem, 27% of organisations are doing

nothing in spite of reporting stress as one of the top five causes of absence.
Another study, which was conducted by the University of Nottingham and
University of Ulster, found the current economic climate was making matters
worse for employees. It found that work-related stress increases by 40%
during an economic downturn.
In addition, the study, which was conducted across thousands of civil
servants in Northern Ireland, found that one in four workers experience
work-related stress in times of recession. Further, the total time taken off due
to psychological problems increased by more than a third during a recession.
The importance of occupational health was also supported by research
by Legal & General. Through analysis of Department for Work and Pensions
statistics it found that work-related stress is the most common reason for
employers seeking occupational health advice.
To address the growth in stress in the workplace as well as provide solutions
to other workplace health issues, there are plenty of examples of health
Condition
Manual
Non-manual
Stress
21
30
Acute medical conditions (eg. stroke, cancer)
21
28
Mental ill health (eg. clinical depression, anxiety)
16
14
Musculoskeletal injuries (excluding back pain)
17
Back pain
Recurring medical conditions (eg. asthma, angina)
Source: CIPD Absence Management Survey 2012
11
12 Group risk
//
are being imposed with insurers reserving the right to adjust the unit rate or
restrict the amount of cover if scheme numbers increase by more than 25%
or employees join who are long-term absent.
But auto-enrolment hasn't been the only agenda item for group risk
insurers this year. Although the industry was granted an exemption from
the default retirement age legislation, insurers have had to respond to
the changing needs of employers dealing with an ageing workforce. This
has seen more limited term payment terms on group income protection,
especially where an employer is introducing cover for the first time, as well as
the growth of 'pay direct' initiatives, where the payment goes directly to the
employee if their contract of employment is terminated.
The Government's welfare reform programme could also affect the
group risk industry. As state benefits continue to dwindle, there will be more
pressure on employers to provide some assistance to their workforces, with
the group income protection market likely to benefit.
Insurers are keen to position their products to fill the gap, with many
putting greater emphasis on early intervention and absence management.
// Group Risk
For instance, Ellipse launched two products in 2012 addressing this. One,
InteractPlus, included an integrated absence management system to help
identify potential claims at outset, while the other, Interact, includes a 10%
reduction in premium if absences are notified promptly and no employee is
absent for more than four consecutive weeks in a year.
To help increase take up of group risk benefits, there have been calls for the
Government to consider a form of auto-enrolment for group income protection.
Likewise GRiD's Employer Research found that appetite for group risk benefits
would increase if employers were given some form of incentive such as
tax relief or reduced national insurance contributions. It found that 68% of
employers would be more likely to introduce group life cover if that were the
case, while the figures for group income protection and group critical illness
were slightly lower at 60% and 61% respectively.
As well as expectations that sales will increase, group risk insurers are also
pleased that premiums are finally showing signs of hardening. Although this
may put off some employers, in the current low interest rate environment, it
will allow insurers to improve their profitability. HI
Group risk premiums, 2007-11

10
9.11bn
9.45bn
9.19bn
8.97bn
9.56bn
In-force premiums
6.41bn
GroupRisk
5.68bn
5.17bn
5.18bn
2012 may prove to be a defining year for the group risk market, thanks to pensions auto-enrolment
and the Governments welfare reform agenda. As 2013 begins, the signs are positive and employers
look to be taking steps to ensure they have the right kinds of protection and support in place for staff
37.23m
45.40m
48.39m
50.25m
55.01m
2007
2008
2009
2010
2011
Source: Swiss Re Group Watch 2012
2012 was an upbeat year for the group risk industry. With demand for the
products being fuelled by the introduction of auto-enrolment, the market is
expected to have built on the growth it saw in 2011.
This growth certainly helped buoy the industry's mood. According to Swiss
Re's Group Watch report, sales of all three products increased in 2011. For
group income protection this represented the first growth in the market since
2008. Further, while growth was relatively modest for both group life and
group income protection, at 4.1% and 0.1%, sales of group critical illness
increased, albeit from a small base, by 9.5%.
Expectations for growth resulting from auto-enrolment are even more
encouraging. With group risk benefits often linked to pension membership,
some are predicting that this could mean sales double as the new pension
regime is rolled out.
Research by trade body Group Risk Insurance Development (GRiD)
suggests there is a good appetite among employers for group protection. Its
2011 Employer Research, which was conducted in October 2011, found
6.49bn
that 52.6% of the employers who did not already offer group risk benefits
would consider implementing a group life scheme alongside their pension
arrangements. The figures were even higher for group income protection
and group critical illness insurance at 67.8% and 78.2% respectively.
Unsurprisingly group risk providers are going into overdrive to capitalise on
the opportunities around auto-enrolment, with marketing campaigns aimed at
encouraging greater take-up. Although employers can avoid extending group
risk benefits to all new pension members and many will to keep costs under
control there are also some compelling arguments in favour of allowing them
to take out these products. As well as providing a valuable employee benefit,
as more employees join the pension, this is likely to reduce the average age of
scheme members. This will reduce the unit cost of group risk and mean some
employers may find they can extend cover for much less than expected.
But there are also significant risks for the insurers. As more people join
their employer's pension scheme and become eligible for group risk benefits,
there is a danger that insurers will pick up poor risk. To avoid this, conditions
Death Benefit
Income Protection
Critical Illness
Number of lives covered by group risk schemes

Number of lives covered
Cover
Change
2010
2011
Death benefit
7.86 million
8.20 million
+4.4%
Income protection
1.79 million
1.84 million
+2.4%
305,678
326,045
+6.7%
Critical illness
Source: Swiss Re Group Watch 2012
13
14 Individual Income Protection
//
Average weekly household expenditure on main

commodities and services (2010)
Transport
15
New individual IP sales, 20072011 by volume

150000
64.90
Housing, fuel & power
// Individual Income Protection
60.40
Recreation & culture
58.10
Food & non-alcoholic drinks
117,815
53.20
111,780
Sales by Volume
Restuarants & hotels
39.20
Miscellaneous goods & services
35.90
Household goods & services
31.40
Clothing & footwear
23.40
Communication
126,815
120000
110,743
110,472
2010
2011
90000
60000
13.00
Alcoholic drinks, tobacco & narcotics
11.80
Education
30000
10.00
Health
5.00
10
20
30
40
50
60
70
2007
2008
2009
per week
Source: Office for National Statistics, Family Spending 2011
IndividualIncome Protection
As the individual income protection (IP) market struggles against the continued fall-out from the
payment protection insurance scandal, the jury is still out on what the emergence of new short-term
IP products might mean for consumers. And as the EU gender directive kicks in, it will take more
determination than ever to grow this important market
With its ability to replace income when someone is unable to work due
to long-term illness or injury, income protection (IP) is one of the most
important financial planning products. But with sales continuing to slide, the
industry must find ways to underline this product's benefits.
The latest figures from Swiss Re show that sales of new IP policies fell by
a modest 0.2% in 2011, to 110,472. While this small contraction may have
simply been a by-product of the tough economic climate, the figures meant
the IP gap increased to 190bn annual benefit a 46% increase from the
130bn gap recorded in 2002.
Reassuringly the report also found that the industry is working hard to
close this gap, with several initiatives and events likely to create opportunities
to raise the product's profile.
The introduction of the EU gender directive in December is among those
events. With gender-neutral prices being introduced, estimates from LV=
suggest that men will see their premiums increase by an average of 20%
while women will see theirs fall by 28%. This is contrary to what is happening
in the life and critical illness markets, where female premiums are rising and
male rates falling slightly.
While the long-term impact of the directive is still uncertain, in the shortterm at least, insurers and advisers alike seized a marketing opportunity,
promoting IP to male customers in the run up to G-Day and to women
afterwards. As a result many reported an increase in sales, with expectations
that this would continue into the new year.
Another opportunity to raise awareness of IP stems from the Government's
plan to develop simple financial products to better enable consumers to
navigate the financial services market.
The independent steering group set up by the Government published its
initial recommendations in August. Although it proposed a couple of savings
accounts and a simple life assurance product, plans for a simplified form of
IP were put on hold.
It found that while the product proposition was straightforward, the
process required to select the most appropriate cover was much more
Source: Swiss Re Term & Health Watch 2012
complex. Adding the necessary range of options to the product would make
it difficult to design a product that was simple. It did, however, acknowledge
that a simple IP product would play an important role in the initiative's
objectives and put its findings out for further consultation.
While the Government's plans may have stalled, the Income Protection
Task Force is also working hard to increase market penetration. Among the
initiatives it is spearheading is the creation of a consumer charter.
This would set some minimum standards for the industry such as
publishing claims paid figures annually; using own occupation definitions
where appropriate; and making policy wordings easy to understand. It also
plans to establish a quality standard for the product to enable consumers
to differentiate it from payment protection insurance (PPI) and provide the
reassurance that it meets minimum standards.
And insurers have carried out their own initiatives to raise awareness of
the need for IP too, with both Aviva and Unum running television advertising
campaigns to highlight the need for IP during 2012.
While this multi-pronged approach should help to increase sales, though,
there are also issues the industry must address.
For starters, as the PPI mis-selling scandal still hangs over the industry,
there are concerns that the problems could be repeated with short term
income protection (STIP).
Although arguments in favour of STIP run along the lines of 'some
protection being better than none', the Financial Services Authority is
among those concerned about the risk of mis-selling. At the tail-end of 2011
it warned that it would be taking a more intrusive approach to payment
protection products, including STIP.
There are also concerns that the protection industry might not have been
able to deal with the volume of applications it receives in the run up to G-Day.
Although some insurers, including Ageas Protect and Scottish Provident,
had announced that any applications in the pipeline by 20 December
would be given gender specific rates providing the underwriting process
is completed within its deadlines, others, such as LV= and Zurich, brought
forward the date on which they introduced gender neutral pricing.
In any case, the fact that the gender directive got advisers thinking and
talking about protection more in 2012 can only be a good thing and it will be
up to them and insurers to keep up the momentum in 2013 and beyond. HI
Top five Income protection providers

Provider
2011 sales
2010 ranking
Friends Life
19,046
Lloyds Banking Group
12,518
HSBC
12,120
LV=
11,898
9,989
Legal & General

16 Individual Critical Illness
//
Also dominating 2012 was the debate surrounding partial payments. These
first became a significant part of the CI landscape when PruProtect launched
its severity-based serious illness cover plan in 2007. And, although it was
initially criticised for being overly complicated, many of the other insurers
including Aviva, Bright Grey and Scottish Provident have now followed suit to
some extent by introducing partial payments for certain conditions.
While the insurers insist partial payments add value for policyholders,
there are concerns that the industry could be embarking on a numbers game
akin to when the list of CI conditions started to read more and more like a
medical dictionary back in the 1990s.
However, while there are concerns about how the number of partial
payments are growing, consumer research conducted on behalf of
PruProtect found that 61% of those surveyed preferred severity-based cover
to traditional CI plans. In addition, 87% said that the likelihood of payout was
the most important element of protection.
Some of the partial payment conditions to be added to policies in 2012
include pituitary tumour, cerebral arteriovenous malformation and cerebral
aneurysm, which were added by Friends Life; removal of an eyeball, Crohn's
disease treated with intestinal resection, and significant visual impairment,
from Aviva; and low grade prostate cancer, added by Legal & General.
Children also came in for attention from the insurers' product
development departments. Friends Life added child's hydrocephalus, more
commonly known as water on the brain, to its child cover while Aviva and
Legal & General increased the cut-off point for children's cover from age 18
to age 21, providing children are in full-time education.
The importance of cover for children was also highlighted by Ageas Protect
earlier in the year when its research found that that only 31% of parents with
// Individual Critical Illness
17
a CI policy knew whether their policy covered their children too. The insurer
recommended that advisers highlight this important area of cover with their
clients to demonstrate the value CI insurance offers. HI
New individual CI sales, 20072011 by volume
2011
536,143
511,045
2010
2009
530,214
534,561
2008
551,382
2007
100,000
200,000
300,000
400,000
500,000
600,000
Sales by volume
Top five Critical Illness providers

Provider
IndividualCritical Illness
A boost to consumer confidence in critical illness has seen sales bounce back at some providers, but
the threat posed to the products sustainability by the EU gender directive, as well as the potential
impact of the Retail Distribution Review, is causing sleepless nights for some
In spite of a tough economic climate, the critical illness (CI) market has
cause to celebrate. Not only were sales up according to the latest figures
from Swiss Re, but there are indications that this could be repeated in 2012.
In its Term & Health Watch 2012 report, Swiss Re reported a 3.1%
increase in new policies. The report's co-author, Ron Wheatcroft, said the
growth reflected the work the industry had done to improve confidence
among both consumers and advisers.
One of the key confidence boosters for the CI industry has been the
publication of claims data. Since the industry started publishing this
information, the figures have risen steadily and now show that more than
90% of claims are paid by most of the major providers. This has helped
dispel the image of the big bad insurer refusing to pay claims that was
becoming far too common in the consumer press.
As the industry continues to build on this, and a number of changes take
place in the market, many are expecting sales for 2012 to be even higher.
Several of the insurers have already reported sales increases. For example,
LV= reported a 20% increase in protection sales in the first half of 2012 as
a result of improvements to its CI product; Friends Life wrote 28m of new
business in the first half of 2012, more than the 16m it wrote in 2011; and,
by the end of Q3, Legal & General had written 41m of new business, up
28% on the previous year.
Sales are also likely to increase as a result of the introduction of the EU
gender directive on 21 December, which bans insurers from offering different
prices to males and females. The effect of the move to gender-neutral pricing
coupled with the introduction of the I-E tax change in January 2013 means
that both men and women are likely to see premiums rise, by an average of 6%
and 16% respectively according to LV=. This has resulted in a spot of 'buy now
while stocks last' promotional activity on the part of insurers and advisers.
Another legislative change that could help to increase sales of CI is the
Retail Distribution Review. With commission on investment sales outlawed
from January, there are expectations that more advisers will consider moving
into the protection market.
2011 sales
2010 ranking
153,037
Legal & General
95,813
Friends Life
81,125
Aviva
59,636
Bright Grey/Scottish Provident
44,530
Lloyds Banking Group
A third of babies born in 2012 expected to live to 100th birthday

Age in 2012
% of males expected to survive to 100
% of females expected to survive to 100
32%
39%
10
28%
35%
20
23%
30%
30
20%
26%
40
16%
22%
50
13%
18%
60
11%
15%
70
9%
13%
80
8%
10%
Source: ONS, What are the chances of surviving to age 100? (2012)
18 Group International PMI
//
GroupInternationalPMI
Given the increasing demand for cover, competition between the insurers has
been rife in 2012.
As a result, much more has been done in the way of improving the end client
experience. For example, Globality Health launched its Globalites proposition
in 2012, a global network of carefully selected partners, which include third
party administrators as well as insurers, to give customers a seamless service
wherever they are in the world. Because all the partners are on a common IT
platform and follow the same processes, wherever the customer is, they will
receive the same level of service.
Meanwhile, at the beginning of the year AXA PPP International announced
its intention to become a top three provider, promising to bring in more expertise
and develop its product offering to achieve this.
There has also been a flurry of product launches to satisfy the needs of
businesses sending their employees overseas. These have focused on a number
of key requirements including enhanced benefits, flexibility and cost control.
At the start of the year, Expacare launched a modular plan, Choices, for
small groups of five to 29 employees, allowing them to have cover written on a
medical history disregarded basis. Alongside the core inpatient treatment cover,
employers can choose to add various modules such as outpatient treatment,
chronic conditions cover and wellness options.
Living up to its promise, AXA PPP International introduced a range of
add-ons to its current plans. These include an enhanced outpatient cover
option on its Standard plan which includes diagnostic treatment, vaccinations,
consultations, physiotherapy and complementary practitioner charges.
Meanwhile on its Comprehensive plan, SMEs can now add extra dental cover
for routine treatment or up to 5,000 towards routine pregnancy, childbirth
and postnatal medical expenses.
The issue of cost was also addressed this year with Bupa International bringing
out a short-term international medical insurance plan, Flex. This provides cover
for between three and 11 months, making it suitable for shorter assignments.
Insurers have also beefed up their products with added value services
to assist employees based overseas. Many now offer expat guides to help
employees find their feet in a new country. Aviva UK Health has taken this a step
// Group International PMI
further, allowing its customers to put all their medical information such as blood
group and GP details on its online My Health Passport system. This ensures the
information is available wherever they are in the world.
As well as health information, insurers have also added wellness related
tools such as online health risk assessments, health information telephone
services and employee assistance programmes. Some insurers have also added
practical support for expats and their families. For example, if a policy member
needs to be evacuated, Allianz Worldwide Care will take care of up to 1,660 of
travel costs for their family members.
These developments will ensure that, as interest in overseas expansion
continues, insurers will be well positioned to look after the health and wellbeing
of those employees on foreign assignments. HI
What factors do employers take into account

when purchasing iPMI?
24%
50%
Quality of package
Global strength
32%
Expertise in iPMI market

Value for money
4%
Known trusted brand
46%
Comprehensive benefits
41%
Source: Aviva Relocation Trends Report 2012
Most popular new territories for foreign assignments
As employers look increasingly overseas to emerging BRIC countries and beyond for new
opportunities, international private medical insurance providers are coming up with new and
innovative ways to guide them through the maze of regulation that stands in their way
2012 was a good year for international medical insurers. With the UK
economy still failing to show any real signs of recovery, more and more
businesses are looking for opportunities overseas, with international
medical insurance a must for those sent on foreign assignments.
The demand for cover is high. According to research by Aviva UK
Health, more than half of UK employers are planning to expand their
business internationally, with 21% of employers saying they had sent more
employees abroad over the past few years.
In terms of destinations, although Europe, the US and the United Arab
Emirates remain important markets, emerging BRIC (Brazil, Russia, India,
China) economies are also becoming popular choices. Aviva's research
found that 41% of British businesses are eyeing India and China, with
Russia on employees' travel itineraries for a further 25% of UK employers.
But the Aviva research also found that while employers were keen to
expand internationally, they were unsure about how to pull together a
suitable package for employees being sent overseas, with 60% admitting
they found the different rules and regulations challenging. This is

supported by research by Jelf Employee Benefits which found that only 5%
of employers were confident that they understood the rules for international
healthcare in all the countries in which they had employees deployed.
Certainly the maze of regulations for anyone posted overseas can be
complicated. More and more countries are introducing requirements
around the type of cover expatriates must have, with some such as Dubai
set to make health insurance mandatory.
Dealing with these new countries is also challenging for insurers and
brokers. Regulations can often require them to gain a licence or establish
partnerships or a fronting arrangement with a local provider. For example,
to operate in China it is necessary for both insurers and brokers to have a
local licence.
Additionally, as these markets open up to overseas business, costs are
rising. The cost of treatment in some hospitals in China, for instance, can
be as high as in the US.
1) India
2) China
Source: Aviva Relocation Trends Report 2012
3) Russia
19
4) Brazil
5) Australia
6) USA
7) UAE
Because your
clients are our
number one
priority too
// iNDIVIDUAL iNTERNATIONAL pmi
21
IndividualInternationalPMI
A global recession, political instability across different regions the individual international private
medical insurance market should perhaps be one of the sectors most volatile. But, as the figures
prove, it is in fact one of the sectors most vibrant
www.allianzworldwidecare.com
Allianz Worldwide Care Limited is regulated by the Central Bank of Ireland. Registered in Ireland: No. 310852. Registered Office: 18B Beckett Way, Park West Business Campus, Nangor Road, Dublin 12, Ireland.
As the global economic crisis continued throughout 2012, pessimists

could have predicted that many individuals would be more reluctant to
take the plunge and leave their home country for a better life abroad.
However, it seems that the downturn has prompted many to make the
move overseas for prolonged periods of time or indeed forever.
In fact, research carried out for Lloyds TSB International suggests that a new
breed of global citizen is emerging. Research from the bank, published in
2012, looked at over a thousand affluent UK citizens and found that as many as
one in five spent at least one month outside Britain in the previous 12 months,
equating to around half a million people nationally. The results showed that
about 340,000 respondents spent more than a month abroad in one trip.
Furthermore, the research for the bank shows that 68% of British expats
are far happier in their adopted countries than in the UK. Spain is where
British expats feel happiest, in spite of the country's gloomy economic
situation, while Canada and Germany rank second and third respectively
as locations where UK expats are most content.
And while, of course, many expats live abroad because they are on overseas
business assignments, many and a significant part of the overall international
private medical insurance (iPMI) market for individuals are older people
moving abroad in the hope of enjoying sunnier climes in their retirement.
In fact, 40% of expats surveyed for Lloyds TSB International said they
were spending more time abroad because they had retired in the last five
years. Those figures are backed up by research from HSBC, whose 2012
Expat Explorer survey found that a high proportion of British expats living
around the world fall into the over 55 age bracket.
According to HSBC, of the British expat community, 38% are 55 or over,
compared to just 22% of expats falling into this age bracket worldwide.
Furthermore, just 15% of British expats are aged 18-34, compared to a
global average of 32%. And while only 9% of all expats who completed the
survey are retired, that is true for 17% of British expats.
HSBC says this could be a result of Britons choosing to build their career
in the UK before moving abroad to capitalise on better weather and quality
22 iNDIVIDUAL iNTERNATIONAL pmi
//
The age/employment profile of British expats
of life in countries such as France and Spain or, perhaps, an indication

that those who move away from Britain are more inclined to stay in their
new country long-term.
One of the major trends to have emerged in the individual iPMI market
over recent years has been a willingness among some iPMI providers to
offer cover for pre-exisiting chronic conditions something which can be a
major stumbling block for someone wanting to live overseas. After all, living
abroad means that individuals no longer have the NHS to rely on to treat
whatever their chronic condition might be, should they have one.
In the past, while corporate groups, which are assessed on a medical
history disregarded basis, could generally access cover for all chronic and
pre-existing conditions, it was a different story when it came to individuals
and their families and indeed smaller corporate groups. Historically, most
insurers have been unwilling to offer them cover for chronic conditions
due to their associated high medical costs, leaving the treatment and
maintenance of chronic conditions to the public health system, if available,
or simply leaving it up to the individual to fund their care themselves.
However, some insurers are now using sophisticated underwriting
systems and morbidity modelling techniques to assess the medical risk
Of the British expat community, two thirds (38%) are

aged 55 and over, compared to just 22% of expats
falling into this age bracket worldwide.
In comparison, relatively few British expats are
from the 18-34 age bracket - only 15% of British
expats fall into this age range compared to a global
average of 32%.
British-born expats are also more likely to be retired
than most other nationalities. While one in ten (9%)
expats who completed the Expat Explorer survey
are retired, nearly one in five (17%) British expats
describe themselves as the same
Source: HSBC Expat Explorer survey 2012
There are almost five million Britons living and working abroad
Australia, Spain, the US, Canada and South Africa are the top countries for British expats
Over 40 countries out of 196 have a British population of 10,000 or over
Australia, with approximately 1.4 million British expats is the top expat destination, and Spain with 940,000
expats, the US with 794,000 expats and Canada with 630,000 expats follow closely behind
Source: NatWest International Personal Banking Quality of Life Index
Expats in Europe stay put despite economic woes

Expats living in the Eurozone seem determined to
stay in their new country of residence despite the
economic woes there.
Similarly, expats in the UK and France are also, by

and large, intending to stay in their country with
71% and 69% respectively intending to stay put
(compared to a global average of 62%).
9
7
4
1
10 8
23
Britons abroad
In fact, although more than half (58%) of expats living

in Spain think the country is getting worse as a place
to live for expats, none (0%) are actively looking to
leave in favour of their home country, while around
three-quarters (74%) are intending to stay.
Best and worst cities for quality of living for expats
// iNDIVIDUAL iNTERNATIONAL pmi
Source: HSBC Expat Explorer Survey
and likely cost of treatment associated with various chronic conditions.

They have found that there are many conditions, such as allergies, that
have little impact on the insurance risk and that can be covered without
any additional cost.
And while for some other chronic conditions a surcharge or exclusion
may apply, the fact that more can now be covered at all means that many
more expat individuals can access more comprehensive cover than before.
There will certainly be no shortage of demand for comprehensive
healthcare cover from individuals in the years ahead as not only are more
people moving abroad than before, but those that are already overseas
are increasingly reluctant to return home. NatWest International Personal
Bankings Quality of Life Index shows that 72% of British expats say
that their quality of life has not reduced over the last five years, while the
number planning to return home to the UK has fallen from 23% in 2007 to
17% in 2012.
As a result, the individual iPMI market will continue to be a vibrant one
and one which brokers will do well to tap into. HI
Sponsor Commentary
In terms of the profile of this market segment, the results of our own surveys of
individual clients, based on our global membership list, would tend to follow
the global averages mentioned in this article. The highest proportion are aged
between 36 and 50 and only 23% are aged 51 plus. Some of the most popular
countries for our members to live in are Germany, the UK, Brazil, China and
Switzerland.
5
3
2
4
10
CITIES WITH BEST QUALITY OF LIVING
CITIES WITH WORST QUALITY OF LIVING
Vienna
Vancouver
Geneva
Khartoum, Sudan
Zurich
Dsseldorf
Copenhagen
NDjamena, Chad
Auckland
Frankfurt
10
Bern/Sydney
Port-au-Prince, Haiti
Munich
Bangui, Central Africa

Republic
Baghdad, Iraq
Source: Mercer 2012 Quality of Living Survey
For us, providing a comprehensive level of cover to our individual clients is very
important. We always provided cover for chronic conditions, and now we can
provide cover for pre-existing chronic conditions also. Each year we review and
enhance our plan benefits, flexibility and/or services e.g. we introduced a range of
core plan deductibles in November 2012, for an even greater level of flexibility and
choice. We also appointed a Relationship Manager in 2012 to provide additional
support to intermediaries targeting individual business.
I believe that there is further opportunity for growth within this segment, as health insurance in general
evolves towards more geographically flexible cover in line with the trend for global mobility, and the
demand for cover for chronic conditions increases, in line with the rising proportion of older people in the
worlds population.
Susan Landers, Head of Marketing and Client Management, Allianz Worldwide Care
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26 Company Profile
//
Quality health plans and benefits

Healthier living
Financial well-being
Intelligent solutions
www.twitter.com/AetnaGlobal
www.facebook.com/AetnaInternational
www.aetnainternational.com
product range
International Healthcare Plan for

Individuals
Group International Healthcare

Profile
Aetna International offers innovative global
healthcare cover, wellness and care management
solutions for multinational corporations and globallymobile individuals across the world.
Plans for SMEs

Group International Healthcare

Plans for Large Corporates
Wellness Programs

With more than 150 years experience in the US and

over 35 years internationally, Aetna offers you an
abundance of healthcare expertise. We aim to be the
global leader in empowering people to live healthier
lives by making quality healthcare more affordable
and more accessible.
Health Management Services

Aetna International offers a full suite of products

and programmes, including medical, dental, vision,
emergency assistance and health management. Our
global coverage with local expertise meets employers
needs in attracting and retaining qualified employees
for international assignments.
London Office
Serving Europe and Russia
Aetna International
1st Floor, 69 Park Lane
Croydon
CR9 1BG
United Kingdom
T // +44 (0)208 774 6200
E // europeservices@aetna.com
Video - A History of Aetna:
http://youtu.be/EXlwtXhGowY
Key Contact:
Nic Brown
European Sales Director
E // BronwnN7@aetna.com
T // +44 (0)7557 970290
informative materials through our electronic

wellness centre
In addition to offering flexible cover plans, we are
expanding our health management solutions. We are
collaborating with organisations around the world to
improve health, quality and cost outcomes through
wellness programmes, disease management, case
management and other solutions.
Global medical services network
Health insurance for expatriates and

globally-mobile individuals
Contact details
Health and wellness education and access to

Does your iPMI insurer

go this far? We do.
As specialists in providing health insurance

for expatriates, we understand the needs and
preferences of people living abroad. With our
expertise we are able to offer flexible and portable
benefits plans to help them gain access to the
services they require.
Health risk assessments, cancer
outreach support and health and
wellness education
The Aetna experience works for you, wherever you
are in the world. Our number one priority is placing
the people who use our services at the centre of
everything we do. Were continually challenging
ourselves to take the service we provide to the next
level - this includes our enhanced global website,
which makes it easier to do business with us than
ever before.
We focus on health and wellness, providing
resources to help members reach their optimal
health. Our new international healthcare plans
include our complimentary wellness offering, Aetna
Global Health Connections, which includes:
Health risk assessment

Cancer outreach and support
Dedicated to building strong and secure partnerships

with healthcare professionals around the world,
we have negotiated simplified prepayment and
reimbursement procedures with practitioners
and medical facilities worldwide. This gives our
customers added convenience and reduces costly
up-front expenses.
Solutions to address local regulatory
and compliance requirements
Compliance is a core competency at Aetna
International. We are able to provide solutions across
the globe, based on local regulatory and compliance
requirements.
To provide solutions for expatriates, third-country
nationals and local nationals, we utilise our licensed
insurance entities and have arrangements with locally
admitted carriers and alliances to expand our reach.
Whether were working to improve access to care,
or providing tools to help drive a healthier and more
productive workforce, our actions and vision remain
consistent with our core values. As one of the worlds
most respected health insurance providers, Aetna
International has the ability to deliver fully-integrated
products, services and programmes to multinational
corporations and individuals around the globe.
At Aetna, we provide more than international medical protection. Were dedicated to being
your proactive partner, looking after you, your clients and your employees health with the
greatest care and attention. With truly global reach and expertise provided to over 500,000
members globally, were trusted to deliver seamless world class service thats with you for
the long haul.
Recommend us with confidence.

+44 870 442 2676
EuropeSales@aetna.com
00.00.000.0 X (0/00)
Aetna is a trademark of Aetna Inc. and is protected throughout the world by trademark registrations and treaties.
Information is believed to be accurate as of the production date; however, it is subject to change. For more information about Aetna International plans, refer to
www.aetnainternational.com.
2012 Aetna Inc.
28 Company Profile
//
The Client is at the

Heart of Our Culture
Exceptional care. Anywhere.
product range
International healthcare plans

Regional healthcare plans

Profile
Allianz Worldwide Care specialises in providing international health insurance for employees, individuals and
their dependants. As an A+ rated (Standard & Poors) wholly owned subsidiary of AA rated Allianz SE, the
company is able to draw on the resources and expertise of one of the worlds leading insurers and financial
services providers.
Specialised plans for different

industry sectors
Short term healthcare plans

Contact details
Individual and Corporate Sales

Support
Allianz Worldwide Care
18B Beckett Way
Park West Business Campus
Nangor Road
Dublin 12
Ireland
T // +353 1 630 1301
E // sales@allianzworldwidecare.com
Key Contacts:
Andrew Seale
Regional General
Manager (UK, Italy &
Middle East)
T // +44 1732 866547
M // +44 7824 636889
E // andy.seale@allianzworldwidecare.com
Duncan Wright
Business Development
Manager (United
Kingdom)
T // +44 1344 774178
M // +44 7920 817026
E // duncan.wright@allianzworldwidecare.com
Allianz Worldwide Care was the first international health insurance provider to offer a 48-hour turnaround on
submitted medical claims, under its Clear to Zero claims handling initiative. Allianz Worldwide Cares clientdriven approach and commitment to service excellence is evident in its 95% client retention rate, underpinned
by a strong emphasis on the ongoing development of its people.
Product Details
Providing truly global health insurance solutions
Regional Healthcare Plans
for individuals and companies:
The company also offers healthcare plans for

specific regions, including the UK, Channel
Islands, the United Arab Emirates, Australia,
International Healthcare Plans for

Allianz Worldwide Care offers a range of
international healthcare plans for individuals and
Employee Benefits for
families. Core Plans, which cover a wide range
Intergovernmental and Non-
of in-patient treatments, can be supplemented
governmental Organisations
by a choice of Out-patient, Maternity, Dental
Allianz Worldwide Care Services can administer a
and Repatriation Plans. An even greater level of
range of global insurance risks for IGOs and NGOs,
flexibility and choice has been added with the
including life, medical, dental, temporary incapacity,
introduction of a range of Core Plan deductibles
permanent disability and long term care.
in 2012. These healthcare plans are fully

underwritten and cover can be provided for the
vast majority of pre-existing/chronic conditions.
Marine Healthcare Plan

These are healthcare plans designed specifically
around the needs of shipping companies and
International Healthcare Plans for
their crew.
companies
There are a range of international healthcare plans
available for large groups and SMEs, on a medical
Short Term Plan
history disregarded or fully underwritten basis,
This plan is suitable for employers who want to
depending on group size. The Core Plans cover a
cover the medical emergency needs of employees
wide range of in-patient and day-care treatments
who travel abroad regularly on business.
as well as other benefits such as medical
Employees are covered for single or multiple trips
evacuation, local ambulance and nursing at home.
of up to 90 or 300 travel days per year.
Core Plans can be supplemented by a choice of

Out-patient, Dental and Repatriation Plans and
clients have a choice of regional area of cover.
China, Latin America and the Caribbean.
private individuals and families
Plans can be completely tailored for large groups.
Information on the most current rating is available at www.standardandpoors.com

or from Standard & Poors at +44 (0)20 7176 3800. A rating is an opinion of an insurers
financial strength; it is not a recommendation of an insurers products.
Allianz Worldwide Care Limited is regulated by the Central Bank of Ireland. Registered in Ireland: No. 310852. Registered Office: 18B Beckett Way, Park West Business Campus, Nangor Road, Dublin 12, Ireland.
30 Company Profile
//
For financial adviser use only.

Not approved for use with customers.
www.aviva.co.uk/healthcarezone
product range
Group/Individual PMI

Group/Individual

International PMI
Wellness solutions

Absence solutions

Contact details
Chilworth House, Hampshire
Corporate Park, Templars Way
Eastleigh, Hampshire
SO53 3RY
KEY CONTACTS:
Group PMI (50+ lives)
Health & Wellness North
T // 0845 300 1530
E // nationalaccountsnorth@aviva.co.uk
Health & Wellness South
T // 0845 300 4451
E // nationalaccountssouth@aviva.co.uk
Individual PMI/Small Group PMI
(2 - 49 lives)
Healthcare Bureau
T // 0845 300 0649
Individual International PMI /Group
International PMI (2+ lives)
International sales team
T // 0800 015 5255
E // international.sales@aviva.co.uk
Calls to and from Aviva maybe monitored and
or recorded.
www.aviva.co.uk/healthcarezone
Its good to feel

valued. Especially in
these tough times.
Health insurance from Aviva
Profile
A turbulent economy can mean that many clients

are looking to drive maximum value from their
employee benefits.
At Aviva we understand that everyones healthcare needs are different and we continue to provide

innovative solutions to meet these needs. Being the worlds sixth largest insurance company and the UKs
largest insurance services provider we have a breadth of knowledge, expertise, and experience in the
health insurance market.
We are delighted and extremely proud to have been awarded Health Insurance Company of the Year and

Best Group Private Medical Insurance Provider, both for the third year running.
We also won Best Customer Service, Best Innovative New Product for International Solutions and Best

Use of Marketing to Intermediaries. These 5 awards recognise our commitment to our intermediaries and
customers in delivering tailored solutions.
Our innovative approach and constant commitment to service has made us a major player in the market.

We work with a broad range of industries, supporting everyone from small groups to multinational
corporations. We recognise that our clients needs are varied and constantly evolving, and we continue
to provide innovative solutions to meet these changing needs. For us, that means prioritising excellent
service, providing added value and incorporating the kind of flexibility that will take your clients needs into
consideration. We are committed to providing intermediaries with the tools and support you need to offer
relevant and timely solutions for all your clients needs. In addition to our corporate offering we also offer a
wide range of individual private medical insurance products. The link between health, performance and
productivity has been well documented, which is why our offering provides you and your clients with a
varied and modular menu of Health and Wellbeing products:
At Aviva we understand that this doesnt need

to come at the expense of employee recognition
or protection. Our range of health and wellbeing
solutions has been designed to meet clients needs
and budgets. So they can control their overheads
and still continue to help protect and motivate
their employees.
To find out more about our health
and wellbeing solutions, simply visit
aviva.co.uk/healthcarezone
PROTECTION
Providing private medical insurance and international private medical insurance products to assist employers
in mitigating against short and long-term absence and help employees return to work as soon as possible.
),:;*<:;64,9
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WELLNESS
A range of preventative health products and services that aim to identify potential employee health risks early
on and enable employers to put in place a range of options that can help keep employees in good health.
Product portfolio
Extensive medical cover for companies of all sizes,
offering modular and flexible benefits to suit your
clients needs and budget.
Healthier Solutions is a flexible, modular-based
product including a no claim discount, subject to
application.
Group/Individual International Private
Medical Insurance
Our International Solutions product provides an
extensive core cover, with a choice of options to upgrade or reduce cover, allowing your clients to tailor
their benefits to their needs and the country in which
they are based.
Wellness solutions
A range of products for companies and individuals
aimed at encouraging a healthy lifestyle with the
ability to identify potential health risks or trends, for
example MyHealthCounts and MyHealthCounts for
Business. We also provide access to 24-hour GP and
stress counselling helplines.
Aviva Health UK Limited. Registered in England Number 2464270. Private Medical Insurance is underwritten by Aviva Insurance Limited. Registered in Scotland Number 2116,
Registered Office Pitheavlis, Perth PH2 0NH. Income Protection & Group Life Insurance is underwritten by Aviva Life & Pensions UK Limited.
Registered in England Number 3253947. Registered Office 2 Rougier Street York YO90 1UU. Authorised and regulated by the Financial Services Authority.
ADV0058 12/2012
32 Company Profile
//
www.linkedin.com/company/cigna-uk-healthcare-benefits
www.cigna.co.uk
product range
Healthcare plans
Dental plans
Occupational health services
Wellbeing solutions
Profile
At Cigna UK HealthCare Benefits (UKHB) we proactively manage employee health benefits and employee
health risks by providing leading edge managed healthcare plans, occupational health services and dental
benefit solutions. We support each of our services with complementary health and wellbeing solutions.
You can rely on Cigna UKHB to:
Understand your clients needs and treat them as individuals.

Deliver a consistently high quality service.
Develop innovative solutions which achieve a good ROI.
Use intelligent care pathways that support your clients, their employees and manage costs.
Provide useful information which helps manage health.
Product portfolio
Corporate private medical plans
We manage employer medical plans for
medium and large sized organisations with a
leading approach to Care Management. We
balance careful cost control with delivering
the most appropriate treatment for members.
Our HealthCare Choices range of plans offers
a solution for every employer. Your clients can
enjoy comprehensive and flexible cover through
CompanyHealth, balance reward strategy and
budget with YourHealth or address absence and
productivity problems with EssentialHealth.
Contact details
Company HQ Address:
1 Knowe Road,
Greenock
PA15 4RJ
T // (Main): 01475 492222
F // (Main): 01745 492326
Key Contact:
Will Shaw
Head of Corporate Sales
T // 01475 788779
E // will.shaw@cigna.com
www.cigna.co.uk
Corporate dental plans

We offer a range of plans and cover levels, so
your clients have options to suit their needs and
budgets. We also add value by going beyond
the basics. We review plans for major treatment,
saving time and costs on unnecessary treatments.
We regularly lead the way in the market and were
the first to supply regular management information
on larger dental schemes. With good take up and
satisfied members, you can be confident Cigna has
a dental plan to suit your clients needs.
Occupational health services
We design occupational health (OH) solutions to
suit the size and shape of each organisation and
to meet specific business needs. Our experienced
OH teams can deliver absence case management,
health surveillance, policy advice and wellbeing
services on the telephone, online and on site. We

improve productivity by supporting over 10,000
employees back to work each year.
Wellbeing solutions
We proactively support your clients health and
wellbeing strategies with a range of tools and
resources. This includes topical lifestyle advice
on our secure member portals, online condition
management booklets and onsite health promotion
activity. We also provide health and wellbeing
services through Cigna Connect. These include
health assessments, gym services, EAP services
and private GPs. Our Connect affiliates match
Cigna in terms of quality of benefit, service
delivery and value.
34 Company Profile
//
www.twitter.com/CignaGlobal
www.facebook.com/CIGNA
www.cignaglobalhealth.com
product range
CORE MEDICAL PLANS
Premier

expatplus

Nordic

Energy (for Oil & Gas industry)

CoverNGO (for Non-Governmental

Organisations)
Tailor-made solutions

ADDITIONAL PROGRAMMES AND

NON-MEDICAL SERVICES
Dental & Vision

Travel

Life, accidental death & disability

Health and Wellbeing Programmes

International Employee Assistance

Programme
Continuation Option

Contact details
1 Knowe Road
Greenock
Scotland
PA15 4RJ
KEY CONTACTS
Mark Coleman
Regional Sales Director, Europe
T // +44 1342 310425
M // +44 7900 570943
E // mark.coleman@cigna.com
Profile
The global leader in health services
Cigna Global Health Benefits has over 50 years of experience in providing group healthcare and employee
benefits solutions for globally mobile employees of small, medium and large businesses and IGOs/NGOs on a
global basis.
A truly international organisation with operations in more than 30 countries, covering over 870,000
expatriates on a 24/7 basis across 192 countries and more than 3,800 corporate clients worldwide.
Employing 1,650 staff members, we maintain 8 service centres in 5 time zones with local office
representations across Europe. Every year our teams process more than 5 million medical bills for an amount
of approximately 550 million.
Cigna Global Health Benefits is part of Cigna, a US-based global health service company, dedicated to
helping the people we serve improve their health, well-being and sense of security.
Creating a culture of health
In a world of ever-increasing healthcare expenses, new ways and means are called for. At Cigna Global Health
Benefits, we feel its time for a change of perspective.
Our vision, as a world leading health service company, is to concentrate on people. We want to keep them
healthy rather than react to sickness. Because at Cigna we passionately believe this is the only path to a
healthy and happy life. And to a healthy bottom line for your business, too.
Looking into the future of healthcare, we actively help your employees to take their health spending in their own
hands and engage them in improving their health through our various prevention and well-being programmes.
Healthier and more productive employees. Lower sickness costs. Lower claims expenditure. These are just a
few benefits of this innovative approach.
Cigna, your healthcare plans best partner
Your company is like no other. Thats why we get to

know what makes your organisation unique and tailor
your plans accordingly.
Cigna provides you with globally-compliant and
integrated solutions supported by exceptional
customer service and an unrivalled global network of
healthcare providers.
We care.

Knowing your people are in safe hands frees you
from any worries and reduces your workload so you
can focus on other business priorities.
We are local.
We provide your employees with personal support
and affordable healthcare on their doorstep, thanks
to our local consultants and worldwide provider
network.
The leader in the

globally mobile
employee market
We integrate.
We offer you and your employees the simplicity of
one point of contact for both medical and nonmedical insurance cover and services.
Simon Parker
International Sales Manager, UK
M // +44 7903 560971
E // simon.parker@cigna.com
Mark Massey
International Sales Manager, UK
M // +44 7939 883851
E // mark.massey@cigna.com
www.cignaglobalhealth.com
We know.
We give you expert advice on international employee
benefits and compliance and always look to futureproof our offering when designing and managing
your plan.
We save.
We look beyond benefits structure and network
discounts, combining cost-containment measures
with an innovative approach to managing healthcare.
BEST GROUP
INTERNATIONAL PMI
PROVIDER
www.CignaGlobalHealth.com
36 Company Profile
//
www.twitter.com/Denplan
www.linkedin.com/company/denplan
www.denplan.co.uk/companies
product range
Dental payment plans
With flexible plans that offer

reimbursement for routine and
restorative dental treatment, dental
is attractive to employees as it can be
used regularly.
79% of employees who have access

to employee benefits through their
work choose benefits that they can
use regularly*
*Survey conducted online by Yougov on
behalf of Denplan in January 2012 with a
nationally representative sample of 4110 UK
adults, 2005 of which who are employed full
or part time.
Contact details
Denplan Limited,
Denplan Court,
Victoria Road,
Winchester, Hampshire,
SO23 7RG
T // 0800 169 3279
F // 01962 828 180
KEY CONTACTS:
Profile
Denplan has been at the heart of dental care for over 25 years and by listening to our members, weve learnt
what works and why. Thats why we arrange dental plans designed to suit companies needs, as well as
supporting employee wellbeing.
Denplan now has around 2,000 corporate schemes and believes that a dental plan is one of the most useful
benefits a company can offer their employees. Its a valuable part of a corporate wellbeing package because
76% of UK adults visit the dentist regularly*, so its a product that employees can really benefit from.
BROKER SUPPORT
We keep you fully informed of the most up-to-date and relevant information about the dental market with
our broker-specific online newsletter BiteSize News. We also complete annual independent research with
corporate decision makers, alongside employee research, undertaken by YouGov, to reveal employer and
employee attitudes to benefits.
COMPANY SUPPORT
Were committed to supporting companies and have dedicated account managers who are focused on
providing companies with effective help and support from set up to maintaining and communicating
the dental scheme to employees. We pride ourselves on our proactive approach to developing long term
meaningful partnerships.
We have a market-leading online claims facility for employees where they can submit and track claims. And
with our dedicated Corporate Marketing Team, weve developed a range of marketing materials for employers
to use helping them with employee engagement.
71%
of companies think a dental

plan is a valuable benefit to
enhance employee wellbeing*
79% of employees who have access to

employee benefits through their work choose
benefits that they can use regularly.**
84% of employees believe good oral health
supports overall wellbeing.**
A dental plan is an ideal addition to a
benefits package.
Product portfolio
The Dental Wellbeing Range of dental plans place
a strong focus on preventive care and are designed
to encourage regular attendance at the dentist.
And for those with different budgetary needs,
Denplan Lucent is available. Denplan Lucent is very
competitively priced, and provides cover for a full
range of dental treatments.
We also arrange dental plans specifically for
voluntary (employee paid Direct Debit) opportunities.
These provide up to 2,500 cover for eligible routine
and restorative treatment plus 100% reimbursement
for NHS treatment.
We have a unique service to help employees get
the most out of their chosen dental payment plan:
Money towards routine and restorative dental

treatment
Gary Williams
National Relationship Manager
T // 0800 169 3279
E // corporatesales@denplan.co.uk
Something your clients

can smile about
Immediate cover with no initial mouth health

check or authorisation from Denplan necessary
prior to receiving treatment
24-Hour Worldwide Dental Emergency Helpline
Get in touch to find out how we

can help you and your clients
A Find a Dentist service to help employees locate

a dentist from our network of 6,500 Denplan
member dentists
Brokers benefit from a dedicated account

management team
Employees benefit from a claims management

team who aim to reimburse claims within five
working days
Call 0800 169 3279 or email

corporatesales@denplan.co.uk
* Survey conducted online by Denplan with 510 employee benefit decision
makers in UK companies in January 2012.
** Survey conducted online by Yougov on behalf of Denplan in January 2012
with a nationally representative sample of 4110 UK adults, 2005 of which
who are employed full or part time.
100% reimbursement of NHS dental charges (on

all plans except Denplan Key)
All plans include worldwide dental injury and

www.denplan.co.uk/companies
dental emergency cover and up to 12,000

mouth cancer cover
Part of the Simplyhealth Group, Denplan Limited is an Appointed Representative of Simplyhealth Access.
Authorised and regulated by the Financial Services Authority. Registered in England no. 1981238.
Registered office: Hambledon House, Waterloo Court, Andover, Hampshire SP10 1LQ
CAM677 10-12
38 Company Profile
//
www.globality-health.com
product range
Globality CoGenio
Internationally operating companies

and their expatriate staff
Globality CoGenio

Business Travel Private health

insurance for short-term business
travellers
Globality YouGenio

Private health insurance for

individuals and their families
Globalites are
always at your service.
Wherever you are.
Profile
Globality Health is the international health insurer with a special focus on expatriates people who study, live
or work abroad. As a member of Munich Health we bring together more than 5,000 experts at 26 locations
worldwide to offer innovative healthcare solutions for clients and partners all over the world. As an integral part of
Munich Re, we give you the financial strength and security of an AA- rated world-leading insurer and reinsurer.
Following our philosophy of Outstanding care for outstanding people we offer excellent care and safety all
over the world. Internationally operating companies and their expatriate staff as well as individuals and their
families place their trust in 80 years of experience in the healthcare market now concentrated in one focused
organisation.
With Globality CoGenio and Globality YouGenio we offer flexible underwriting solutions, high-level
products with comprehensive outpatient, inpatient and dental insurance cover around the globe.
Globality Health is taking international healthcare service to a new level. An integrated international locally based
service and assistance model unified under one brand: Globalites.This worldwide network of Healthcare Service
Satellites offers direct access to world-wide local expertise, seamless service and first-class care.
Product portfolio
Contact details
Globality CoGenio
Outstanding care for outstanding employees
Flexible and modular insurance solutions
for internationally operating companies with
comprehensive benefits (for inpatient, outpatient
and dental treatment), as well as special assistance
services. Seamless cover of global workforce: Easy
handling across borders, global cost containment,
detailed management reporting and key accounting.
Pre-existing medical conditions covered

No waiting periods for pregnancy, childbirth,

dental treatment and dentures
No maximum age-restrictions

Flexible payment methods without surcharges

Double maximum sums for all plans including USA

Scopes of cover: Classic, Plus, Top with wide

range of deductibles
Globality CoGenio Business Travel
Comprehensive health insurance cover on
business trips
High-class private health insurance for short-term
business travel for all employees of the policyholder,
its subsidiaries and affiliates, who temporarily
reside in a foreign country for business reasons as
an additional option to CoGenio. Simple and easy
business travel processes: the customer simply
purchases a number of travel days per year which
he can then use at his discretion, with no need to
register the individual travellers.
Contact details
Globality S.A
13, rue Edward Steichen
L-2540 Luxembourg
T // 352 270 444 2101
www.globality-health.com
Outpatient, inpatient and dental treatments by

licensed doctors worldwide, as well as evacuation
and repatriation costs
No qualifying periods, no maximum annual

aggregate limit existing, no co-payments
Period of 90 days per trip (possible extension of

the insurance cover up to maximum 180 days)
Globality YouGenio
Individual care in a globalized world
Private health insurance for individuals and their
families, who reside abroad for at least three month.
Optimum outpatient, inpatient and dental cover
throughout the world, comprehensive advice and
best possible organizational support in case of
illness.
Pre-existing medical conditions covered after risk

assessment
No minimum or maximum age-restrictions

Cover for chronic conditions

Scopes of cover: Classic, Plus, Top with wide

range of deductibles
Seamless service and first-class care unified in one brand.

With Globalites, a coalition of selected, high-quality healthcare service
partners, Globality Health takes international healthcare service to a new
level. Globalites guarantee unified location based service and assistance
worldwide. That means wherever a Globality Health client goes, he gets
the best of both worlds the benefit of a worldwide leading health insurance company combined with the
local market knowledge of its satellites. Globalites ensure maximum service quality with straightforward
access to professional care and medical services in each of their respective regions. A strong selling point for
your potential clients and another good reason to make Globality Health your first choice for global expatriate
and business travel health risk solutions.
Call your Country Manager at +44 77 8067 0073 or visit www.globality-health.com to find out more.
ealth.
Globality H
e.
, same driv
New name
40 Company Profile
//
www.healix.com
product range
Self-insured healthcare trusts

Profile
Healix Health Services specialise in the set up and administration of healthcare trusts for UK employers,
providing an attractive, cost-efficient alternative to traditional corporate PMI schemes.
Third-party healthcare

administration
Discounted health club membership

24 hour medical helplines

Occupational health

International medical, security and

travel assistance
We are part of the Healix Group of Companies which has provided healthcare solutions to clients in
the UK and around the world since 1992. Independently owned by its founders, Dr Paul Beven and
Dr Peter Mason, we have the highest ratio of clinically trained staff to administered members in the
managed health services industry, ensuring that members get fast and efficient treatment from the most
appropriate health providers.
We supply high quality case management services for both early intervention and self-funded medical
schemes and have long established relationships with leading hospitals and healthcare professionals
throughout the UK as well as around the world. Our nurse case managers efficiently manage treatment
through private or NHS providers, ensuring that all treatment is medically appropriate and costs are
intelligently contained while providing a superior level of customer service.
Healix is also a global leader in international medical, security and travel assistance services. We work
on behalf of multinational corporations, governments, NGOs and insurers, looking after the welfare of
millions of expatriates, travellers and local nationals in every country of the world, 24 hours a day.
Contact details
Healix Health Services Ltd
Healix House
Esher Green
Esher
KT10 8AB
T // +44 (0)20 8481 7720
F // +44 (0)20 8481 7721
E // enquiries@healix.com
100% simple to set up all trust documents

and trustee responsibility already in place
Healix 100
The Healix 100 scheme is an innovative offthe-shelf, cost-effective alternative to traditional
corporate PMI schemes. It is designed to allow
companies with 100+ employees to benefit from
the advantages of self-funding.
100% stop loss insurance eliminating

Key Contacts:
Without compromising employee care
Product portfolio
HEALTHCARE TRUSTS
100% easy to switch no switching criteria

ADMINISTRATION OF BESPOKE AND EXISTING
HEALTHCARE TRUSTS
Healix can effectively manage new and existing
bespoke healthcare trusts, arranging aggregate
and/or specific stop loss if required.
Sales Director
T // +44 (0)7920 847384

E // richard.saunders@healix.com
100% managed by nurses employees are

looked after entirely by nurses from the outset
100% profit share employers retain surplus

funds if claims are lower than anticipated
Bruce Eaton
Account Director
T // +44 (0)7730 198830

E // bruce.eaton@healix.com
A Healix Healthcare Trust gives you the same level of care and
the capped annual costs of a PMI scheme, but lowers those costs
by an average of 10%. Not only that, your clients will have greater
control over what is covered and it couldnt be simpler to set up.
And with all claims managed by Healix nurses, your clients will be
delighted with the quality of service they receive.
any risk
INTERNATIONAL HEALTHCARE
Richard Saunders
Cut 10% off one

of your clients major
operating costs
100% bespoke flexibility to allow employers

to decide own benefit schedule
We are perfectly positioned to assist global

employers with their duty of care towards staff
working overseas by managing their healthcare
provision. We have extensive experience in
managing primary, secondary and emergency
healthcare in over 200 countries, ensuring
employees receive appropriate care and medical
costs are closely controlled.
For corporate healthcare schemes of 100+, contact us

today at sales@healix.com or call 020 8481 7720 now.
100% independent market-leading

www.healix.com
discounts with all hospital groups in private and

public sectors
HEALTHCARE TRUSTS
www.healix.com/heathcare-trusts
42 Company Profile
//
www.twitter.com/PruProtect
www.linkedin.com/company/pruprotect
www.pruprotect.co.uk/adviser
product range
Personal Protection
Life Cover

Serious Illness Cover

Income Protection Cover

Family Income Cover

Education Cover

Health Cover

Disability Cover

Optional Serious Illness Cover for

Children
Waiver of Premiums

Whole of Life Cover

Indexation option

Business Protection
Key Person Cover

Shareholder and Partner Protection

Loan Protection

Relevant Life Policy

Profile
Launched in September 2007, PruProtect is a partnership between Discovery, a South African insurer
with a reputation for fresh thinking and Prudential, one of the most familiar and trusted financial providers
in the UK. So, while our plans are groundbreaking and designed for the way people live their lives today,
they still come with the stability and financial security of a company thats been successful for more than
150 years.
We make sure youve got more to offer your clients
We offer a full menu of personal and business protection products from which your clients can choose
when building their protection plan. Whether they are moving into their first home, starting a family,
building a business or thinking about the inheritance theyll leave their loved ones, our range is designed
to give your clients the cover they need.
Most importantly, we give your clients more than just cover. We give them Vitality, a healthy living
programme that helps them to live life well - and save money at the same time. When they use Vitality to
get healthy, we give them money off their premiums. They could even earn rewards too. The more they
take part, the more they could save. And because they can make the most of Vitality from day one, they
always get something back from their cover even if they never make a claim. Were the only protection
insurer to do anything like this.
Product portfolio
We develop products that reflect the way the world
is changing. And we update our existing products
so that theyre always relevant to the way people
really live. That way, you can feel confident that
your clients cover is the best it can be both now
and in the future.
Contact details
PruProtect
Stirling
FK9 4UE
T // 0808 234 3000
E // enquiries@pruprotect.co.uk
MORE LIKELY TO RECEIVE A PAYOUT WITH

OUR SERIOUS ILLNESS COVER
Depending on their age, your clients are up to
76% more likely to receive a payout with
PruProtect*. We cover up to 161 conditions with
our Comprehensive Cover, the market average
is 39 conditions. We also pay out based on the
severity of an illness and the impact it has on
your clients lifestyle. This means that clients
can receive payments at an earlier stage of their
illness. And if your client doesnt claim the full sum
assured, theyll still have cover in place if they need
to claim again.
* Source: Based on Hannover Life Re UKs interpretation
of general population morbidity data and their view of
www.pruprotect.co.uk/adviser
future trends. Feb 2010.
INCOME PROTECTION THAT OFFERS A

GUARANTEED PAYMENT AMOUNT
With our 5-star Income Protection Cover, if your
client verifies their salary at the application stage
well guarantee theyll receive the agreed monthly
income when they claim. We also offer a Recovery
Benefit of up to 2,000 worth of specialist support
and treatment and a cash bonus upon returning to
work full time.
LIFE COVER THAT GIVES YOUR CLIENTS
SOMETHING BACK
Our Life Cover is affordable and competitive. And
with our Vitality programme, everyone can get
something back from their cover, even if they never
have to claim.
BUSINESS PROTECTION SOLUTIONS
Were here to help you tap into this lucrative
market. We offer solutions including Key Person
Cover, Shareholder and Partner Protection, Loan
Protection and Relevant Life policies.
44 Company Profile
//
www.twitter.com/SimplyhealthUK
Were experts in providing access

to quality healthcare
Thats why we offer a range of
health plans to suit your business
www.linkedin.com/company/simplyhealth
www.simplyhealth.co.uk
Cash Plans
Dental Plans
Self Funded Health Plans
Profile
Simplyhealth has been helping people access affordable healthcare for 140 years. We are the UKs biggest
cash plan provider and a major player in the private medical insurance and self-funded health plan markets.
You will have known us in the past as HSA, BCWA, HealthSure, LHF, Totally Active, Remedi or Medisure.
Simplyhealth now also includes Denplan, the UKs largest provider of dental plans, which helps nearly two
million people to access dental care and treatment. In 2012 we completed the purchase of the healthcare arm
of Groupama Insurances which now trades under the Simplyhealth brand name.
Our mission has always been to provide people with affordable healthcare, whatever the financial climate.
Were trusted to look after the health of nearly four million individuals and 20,000 companies choose us as
their healthcare provider.
Were committed to providing personal service to our customers, clients and intermediaries. The Institute
of Customer Service recognises that our customer services team is world class and we have achieved its
ServiceMark accreditation. We always try to avoid answer phones and automated calls, so our customers can
get through to a friendly member of staff who is based in the UK. Simplyhealth is always looking to innovate
and create products that better serve all of our customers; well be launching some new plans in 2013.
We have always followed mutual values and supported our communities. Our profits are either reinvested
into the business for the good of our business or given to health related charities. Last year we donated
1.6m to good causes.
In a world where so many people cant be bothered, were proud to be the healthcare company that can.
Contact details
Head office:
Simplyhealth
Hambleden House
Waterloo Court
Andover, Hampshire
SP10 1LQ
Quotations and sales:
T // 0800 294 7303

E // forintermediaries@simplyhealth.
co.uk
www.simplyhealth.co.uk
Dental plans
Simply Dental Plan
The Simply Dental Plan helps pay for check-ups,
investigations, x-rays, scaling and polishing, as well
as crowns, fillings and dentures. It can be used for
NHS and private treatment. A monthly payment
provides money back on dental bills and helps to
ease the financial pressure on everyday healthcare.
Group private medical insurance
Group private medical insurance (PMI) allows
businesses to provide cover for their employees.
This can be used for medical treatment, initial
consultations and a range of day-patient and outpatient investigations and treatment. Our plans
offer a range of different cover so each business
can choose which one best suits the needs of
their employees.
Were committed to providing excellent personal customer service. Thats why

the Institute of Customer Service recognises our customer services team is
world class, and why 20,000 businesses choose us as their healthcare provider.
HEALTH INSUR
ANCE
Product portfolio
Health cash plans
Simply Cash Plan
A company paid plan that allows companies to mix
and match different options to suit their needs. Our
plans are affordable for businesses of varying sizes.
Benefits include dental, optical, health screening,
specialist consultations, complementary therapies,
face to face counselling and more.
Whether you have three or thirty thousand employees, we have a health plan
that can meet your healthcare needs, reward your employees and meet your
business objectives.
Self funded health plans

Simplyhealth is one of the UKs leading providers of
self funded health plans. For corporate clients with
more than 500 people to include in their healthcare
scheme this is an increasingly popular alternative to
traditional private medical insurance. In partnership
with our clients we develop bespoke solutions funded
through either our unique Simplyhealth Scheme
Agreement or healthcare trust.
PLANS
L
A
T
N
DE
HEALTH CASH P
LANS
Individual private medical insurance

We offer private medical insurance for individuals to
help them invest in medical treatment for the future.
Individuals can take out core cover and then add
different benefits to their plan. This flexibility means
that individuals can have the plan that they need for
a price that works for them.
Private health insurance
Health cash plans
Dental plans
Self funded health plans
Call us on 0800 294 7303 or

email forintermediaries@simplyhealth.co.uk
1211040
product range
www.simplyhealth.co.uk/socialmedia
Simplyhealth is a trading name of Simplyhealth Access, registered and incorporated in England and Wales,
No.183035. Registered office: Hambleden House, Waterloo Court, Andover, Hampshire, SP10 1LQ. Authorised
and regulated by the Financial Services Authority. Your calls may be recorded and monitored for training and
quality assurance purposes.
46 Company Profile
//
www.twitter.com/WestfieldHealth
www.linkedin.com/company/westfield-health
www.westfieldhealth.com
product range
Hospital Treatment Insurance

Health Cash Plans
Integrated Employee

Assistance Programmes
Corporate Healthcare Plans
Profile
Westfield Health is an award-winning healthcare
insurance provider with over 90 years experience
and more than a third of a million policyholders.
We work with over 8000 UK companies, including
many big names such as Royal Bank of Scotland,
First Group and the Driving Standards Agency,
numerous local authorities and thousands of
ambitious smaller companies such as Caff Nero.
Tailored Healthcare Plans

Flex Packages
Exclusive Partnership

Healthcare Plans
For Kids Cover
Contact details
Westfield Health
Westfield House
87 Division Street
Sheffield
South Yorkshire
S1 1HT
T // 0845 605 6530
E // intermediarysupport@
westfieldhealth.com
Key Contacts:
Steve Sharrock
Head of Intermediary Sales
T // 07917 058 300
E // ssharrock@westfieldhealth.com
These businesses come to us because we deliver

market-leading healthcare plans supported
by world-class customer service (recognised
by the Institute of Customer Service). We offer
reliable, high-quality products which are simple to
implement and provide superb value for money.
The fact that were a not for profit organisation with
a strong sense of corporate social responsibility
only enhances our strengths.
An innovator finding new gaps in

the market
At Westfield Health, we are renowned for our
innovative approach to new healthcare solutions.
One such solution is our Hospital Treatment
Insurance a new concept in health insurance.
It gives customers prompt access to private
treatment for common surgical and medical
procedures classed by the NHS as non-urgent.
This covers debilitating but not life threatening
conditions which often keep employees off work.
As budgetary pressures on the NHS grow, we will
inevitably see increased waiting times for this type
of non-critical surgery.
Because Hospital Treatment Insurance doesnt
include heart disease or cancer treatments areas
where the NHS provides excellent care it is keenly
priced, and more affordable than comprehensive
Private Medical Insurance. And it offers
intermediaries a highly desirable alternative revenue
stream with very competitive commission rates.
New, affordable forms of health

insurance for employees
Hospital Treatment Insurance complements our
corporate health cash plans, which allow employees
to claim money back towards everyday healthcare
bills and provide valuable health and wellbeing
services. As we offer flex, voluntary and tailor-made
healthcare plans, they suit employers of all sizes
and budgets which helps explain why we are the
UKs largest provider of corporate-paid health cash
plans and have almost 40% of the market.
A new healthcare
solution for your
clients.
In combination, Hospital Treatment Insurance

and health cash plans give employees prompt
access to private treatment from diagnosis to
rehabilitation. In challenging economic times, this
combination of health insurance allows businesses
to support their employees at a realistic cost.
All our plans are easy to introduce and administer,
and our experienced intermediary team give close
support to the intermediaries we work with, offering
first class service. Youll also have access to our
Intermediary Support Zone to download everything
you need to help sell our plans, from sales
literature and market research to marketing tips.
For more information about working with us to
offer your clients new and flexible healthcare
solutions, please contact us today.
A new revenue
stream for you.
In these tough economic times, employers are particularly budget conscious

and demand value for money. Thats why our new and innovative healthcare
solution is so attractive - to you and your clients.
By combining the benefits of our award winning Hospital Treatment Insurance and a Health
Cash Plan, clients can offer employees prompt access to private treatment from diagnosis
right through to rehabilitation.
Its an affordable alternative to comprehensive PMI, which means that your clients dont
have to break their budgets and their employees can be back at work contributing to their
business as soon as possible.
Tapping into a healthy new revenue stream has never been easier.
Claire Ward
To find out more, call our dedicated intermediary team
Senior Intermediary Coordinator

T // 0114 250 2019
E // cward@westfieldhealth.com
0845 605 6530
www.westfieldhealth.com
intermediarysupport@westfieldhealth.com
www.westfieldhealth.com/healthsolution
Introducing our new website, HealthcareZone.

Now you can download PDFs of all our literature and order printed stock online.
Use new, interactive tools and calculators that will help you sell.
Close sales with persuasive, up-to-date statistics. Mobile and tablet friendly.
Practical support for growing your business. Nothing is more than 3 clicks away.
See how easy it is at aviva.co.uk/healthcarezone
Aviva Health UK Limited. Registered in England Number 2464270. Registered Office: 8 Surrey Street, Norwich, NR1 3NG.
Authorised and regulated by the Financial Services Authority. FSA Registration No 308139.
ADV0040 11/2012
Health Insurance
Company of the Year third year running

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Market

Health Insurance Market intelligence 2013

Whats happening in Health Insurance

Market intelligence is your key to success

Join Health Insurance on LinkedIn and follow us on Twitter to find out

14 // Individual Income Protection

20 // Individual International PMI

Simply visit www.hi-mag.com and click on the LinkedIn

David Sawers, Editor

Sales director & associate publisher

Marketing & circulation manager

Deputy advertising manager

Member of the Audit Bureau of Circulation

Health Insurance is published by Informa Business

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Annual subscription: 350/510/US$630

Health Insurance Market intelligence 2013

Health Insurance Market intelligence 2013

Following the example of Bupa and Aviva UK Health, it removed all

Did you know?

Increased efforts from both intermediaries and insurers will be

Individual PMI sales continue to slide

Source: Laing & Buisson

But while the slide in the number of individual policyholders is unsettling

Rising premiums, improvements in the NHS and the current economic

Number of individual paid subscribers

Individual Private Medical Insurance

Health Insurance Market intelligence 2013

Health Insurance Market intelligence 2013

Did you know?

Company paid PMI policies return to growth in 2011

Number of company paid subscribers

Group Private Medical Insurance

Health Insurance Market intelligence 2013

Health Insurance Market intelligence 2013

Simplyhealth includes it as an option on its corporate plan, starting at 25p

Group market grows while individual numbers decline

Company Paid Contributors

Source: Laing & Buisson

Fewer people covered by cash plans

Number of people covered by a cash plan

Proportion of population covered

Source: Laing & Buisson

Health Insurance Market intelligence 2013

Health Insurance Market intelligence 2013

Did you know?

insurance providers adding occupational health benefits to their products.

Capita also grew through acquisition in 2012, buying up Aviva UK Health's

Average number of days absence taken per

Most common causes of long-term absence in 2012

Healthy, happy employees make for more productive workplaces but,

taking steps to address this problem, 27% of organisations are doing

Acute medical conditions (eg. stroke, cancer)

Mental ill health (eg. clinical depression, anxiety)

Musculoskeletal injuries (excluding back pain)

Recurring medical conditions (eg. asthma, angina)

Source: CIPD Absence Management Survey 2012

Health Insurance Market intelligence 2013

Health Insurance Market intelligence 2013

Group risk premiums, 2007-11

Source: Swiss Re Group Watch 2012

Number of lives covered by group risk schemes

14 Individual Income Protection

Of the British expat community, two thirds (38%) are

Similarly, expats in the UK and France are also, by

In fact, although more than half (58%) of expats living