Dental Product Overview

2 Agenda Who is DBP? Who is MorganWhiteGroup (MWG)? The MWG Dental Plan/DBP Partnership Dental Product Overview Underwriting Guidelines and the Quoting Process The Dental PPO Network Sales Support Tools/Marketing Materials Case Installation Preparing yourself to Sell Dental Questions and Answers

3 Who is DBP? Founded in 1984 Turnkey - Dental outsourcing specialist Private-label focus and philosophy Headquartered in Rockville, MD Serving over 3 million members National PPO network - over 55,000 dentists

4 Who is MorganWhiteGroup? Founded in 1987 Headquartered in Jackson, Mississippi Over 15 years experience marketing Voluntary Dental Plans. Over $50 Million in Health and Supplemental Benefits Premium in force. Over $10 Million in Voluntary Dental Premium. Provides administration services for over 30 insurance companies.

5 Dental Product Overview Plan Options Voluntary and Contributory Indemnity (Traditional) Passive PPO Incentive PPO

6 Dental Product Overview Indemnity Dental Options One Plan design available –The Benchmark Plan (MWGI1001) No Network - Freedom to utilize any provider Services paid at the 85th percentile of HIAA (member responsible for any charges not covered by plan)

7 Dental Product Overview Passive PPO Dental Options Two Plan Designs Available –The Open Choice Plan (MWGP1001) –The Opportunity Plan (MWGP1003) In and Out-of-Network services covered at the same benefit levels –In-Network members pay only negotiated fees for covered services (no balance billing) Freedom to choose any Dentist No referrals required for Specialty Care

8 Dental Product Overview Incentive PPO Dental Options One Plan Design Available –The Incentive Plan (MGWD1002) Covers both In and Out-of-Network benefits –Richer benefits available for In-network services –No balance billing to member In-network Freedom to choose any Provider –Maximum member savings In-Network No referrals needed for Specialty Care

9 Dental Product Overview Custom Dental Plan Options Build the plan you need to compete –Indemnity, Passive PPO and Incentive PPO –Voluntary and Contributory Plans Group Qualification: 200+ eligibles All quote requests come to MorganWhiteGroup at: –RFQ must be accompanied by complete data requirements

10 New Basic Dental Plan Underwritten by United Healthcare Insurance Company Rated A+ Superior by A.M. Best No Deductible No Waiting Periods Out of Network paid at the 85th Percentile of UCR $1,000 per person per year maximum Diagnostic and Preventative paid at 90%. –1 office visit, Exam, 1 set of bitewing x-rays, and cleaning every six months Fillings and Simple Extractions paid at 80%. –One, two, three, and four surface amalgams and simple extractions

11 MorganWhiteGroup Dental Plans DPO Reimbursement based on the negotiated provider fee schedule; UCR Reimbursement based on Usual, Customary & Reasonable (UCR) charge.

12 Underwriting Guidelines Dental Quoting Process Groups under 200 eligibles/enrolled will be quoted from your General Agent or directly from MorganWhiteGroup. –Internal MWG Dental Process: Direct all rate requests to or Fax request to Robin Williams at or call or ext –Data elements needed Situs zip code Current Rates (copy of current billing, states and current enrollment by tier Effective date of coverage

13 Underwriting Guidelines Quoting Process Groups Build the plan you need to compete. –Passive PPO, Incentive PPO, Indemnity –Group Qualification: 200+ eligibles All quote requests come to Data requirements Group Name, Effective Date, and SIC Code Census File (with age, gender, zip code, and enrollment tier of each employee) Employer’s Zip Code, Specific Broker Commission Percentage, Whether group is voluntary or contributory, and Current and Proposed Plan Design(s). Historic Claims vs. Premium reports (3 years of history) Underwriting will return a quote via with in 7 business days.

14 Underwriting Guidelines Quoting Process Groups All 200+ groups quoted by MorganWhiteGroup –Standard plans and Custom plans Underwriting Response will include: –Rate Proposal and Underwriting Confirmation Form (including Assumptions and Considerations) –Exclusions and Limitations –Custom Benefit Grid (custom plans for groups over 200)

15 Case Installation Process Workflows and Forms Workflow Prepare Group Quote Obtain Group Application Coordinate Enrollment Send all Enrollment Materials to MorganWhiteGroup Distribute Group Policy and Employee Certificates Dental Claim Forms

16 The Dental PPO Network Network Information Locating a Network Dentist: –Toll Free: –Go to website and touch member services button. Then dental provider search page

17 Sales Support Tools/ Marketing Materials Collaterals and Tools Product Brochure –Plan Design grid Short Proposal MWGDental.com Website

18 Member Services and Claims Dental Claims Address: Morgan White Dental Claims P.O. Box Salt Lake City, Utah MWG Dental Member Services Number: Toll Free: Locating a Network Dentist: –Toll Free: –Link from website to members button and then dental provider button for dental provider search page

19 Preparing Yourself to Sell Dental Tips on Comparing plans Know your dental terminology Things to look for in other plans: –Class shifting –Waiting periods –Annual plan maximums –Plan benefits vs. discounts Gather specifics about existing plan –plan design/certificate of coverage –current and renewal rates –claims experience

20 Dental Facts and Figures Do Employees want Dental? –Yes! Dental is the 2nd most popular ancillary health benefit. 175 Million people in the United States currently have dental coverage. Will offering Dental benefit my Employer? –Yes! Through increased productivity. 2.5 Million work days are lost each year due to dental problems. Will the Employer’s Employees benefit from a Dental plan? –Yes! Good oral health promotes good overall health. Periodontal (gum) disease has been linked to heart disease and low birth weight in babies. A dental benefit encourages total health and well-being for employees.