Apr
23

Liberty Mutual acquiring Safeco

As I reported last week, the softening market will inevitably lead to a significant increase in the number of mergers. Add another deal to the list.
In a deal just announced, Liberty Mutual is buying Safeco, the Seattle-based P&C carrier, for $6.2 billion in cash. The transaction is valued at $68.25 a share, and marks the second major acquisition by Liberty in the last few months.
Safeco will be part of Liberty’s Agency Markets business, a venture that was initiated by Liberty Chairman Ted Kelly several years ago. Prior to that, Liberty was a direct writer, and only sold thru its captive sale force (disclosure – I sold for LM for several years). The Agency Markets unit has been quite successful in helping Liberty land clients that would not buy direct, but had strong relationships with brokers.
Safeco joins America First, Indiana Insurance, Montgomery, Ohio Casualty, Peerless, Colorado Casualty, Golden Eagle, and Liberty Northwest as well as Wausau and Summit Holding.
The current financial state of the P&C market makes it highly likely, and I would even say inevitable, that more deals get done, and soon. There is more capital out there than places to park it, and with organic growth difficult and very expensive (the market is soft enough, and even Liberty can’t keep cutting prices forever) insurers looking to grow are going to have to do so thru acquisition.


Apr
23

UPDATE – PMSI sale is off

I reported last week that workers comp pharmacy benefit manager/DME supplier PMSI/Tmesys was near a deal to transfer the company from Amerisource Bergen to a new owner. Citigroup’s investment banking arm was retained to sell the property, and PMSI was put up for sale in late January.
Firm bids were requested from interested parties in early March.
Sources indicate Amerisource Bergen and Citigroup were in the final stages of negotiating the transaction with a financial buyer late last week, with the deal slated to be announced yesterday.
That deal is off, and Amerisource has pulled the plug on any sale. Evidently they were not able to get the price they wanted, and have decided to hold onto PMSI – for the time being.
Here’s how Amerisource characterized the situation:
The Valley Forge, Pennsylvania-based company said it will focus its efforts on turning around PMSI.
President and Chief Executive Officer David Yost said in a prepared statement, “Because the final bids did not reflect the turnaround value of the business (bold added), which we expect to capture, we will focus on significantly improving the business and delivering that value to shareholders.”
He said he expects PMSI to improve in the second half of this fiscal year and show improvement in fiscal year 2009.


Apr
22

Coventry’s Priority Services unit is stumbling

AIG is no longer using Coventry for MSAs.
AIG was quite displeased when Coventry raised prices for networks and other services. AIG has long been a loyal First Health/Coventry customer, and was one of their larger MSA customers.
The defection, and other business losses has led to a reported 60% drop in revenue for Coventry’s Priority Services unit (they handle the MSAs (Medicare Set-Asides); sources indicate Q1 2008 MSA revenue is down almost $3 million from Q12007.
Priority Services has had other problems, namely issues related to its ‘guarantee’ that CMS would accept its recommendations for Medicare Set-Aside amounts. I don’t have the details, but it appears that Coventry has not been able to deliver on what has been its key marketing message – the guarantee. Apparently this is in large part due to CMS’ unfamiliarity with state workers comp fee schedules.
The drop off in business reportedly has led to layoffs at Coventry’s Priority Services division.
The business decline comes on the heels of a Federal subpoena issued to Coventry demanding they cease any and all destruction of records related to their MSA business dating back at least three years. The subpoena has made its way to all PS employees, and may well be tied to a complaint from a couple years back alleging that PS inappropriately used Coventry’s online access to Medicare eligibility data.
The net is this – Coventry has been very aggressively working to maximize WC revenues, to sell all its services to all its customers by bundling, offering what amounts to bulk purchase deals, and in some cases requiring customers to agree to significant price increases. When you are a monopoly in one critical area (workers comp networks) you have some pretty strong leverage.
The problem arises in other areas, where Coventry does not have a monopoly, and customers, angered by their heavy-handed tactics, vote with their feet and move their business elsewhere. The workers comp buyer is tough, does not like to be hemmed into a corner, can be loyal but only if s/he believes s/he is being treated fairly, and has a long memory.
Coventry may be forgetting that their priorities must be aligned with their customers’ if they are to prosper over the long term.


Apr
22

It just got even worse for Wellpoint

Anthem/Wellpoint’s ill-fated efforts to reduce medical costs by retroactively cancelling policies for members with mistakes on applications has become the company’s open sore. The latest is the filing of a major lawsuit by the City of Los Angeles, accusing the big health plan of “unlawfully canceling the coverage of thousands of Californians after they filed medical claims.”
While earlier reports indicated around 700 policies had been affected, the LA City Attorney ‘s suit alleges that ‘up to’ 6000 members had their coverage cancelled.
And that is in LA County. If other municipal prosecutors decide to join in Wellpoint may find itself facing a plethora of suits from all over California; if it expands east…
Once again folks, reform is coming. Do you want to be helping to navigate the bus or do you want to be the bug on the windshield?


Apr
21

Obama, Clinton, McCain and health care reform

The third session of the World Health Care Congress was begun by a talk from Rep Jim Cooper (D TN), one of Barack Obama’s health policy folks. Rep Cooper primarily condemned Sen McCain’s policy, while noting that both Democrats’ platforms were essentially identical – with one notable exception – Obama does not mandate coverage.
(A comparison of the Clinton and Obama plans is here)
According to Cooper, the upfront problem w universal coverage is that it will result in “zero Republican votes” – a completely wrong statement. For example, Ron Wyden’s (D OR) Healthy Americans Act has six (6) GOP cosponsors – and the HAA specifically calls for universal coverage.
McCain’s spokesman, Thomas Miller of the American Enterprise Institute, talked a good bit about the tax implications of McCain’s plan – a program that is remarkably similar to Pres. Bush’s plan (that got absolutely zero traction in Congress). Miller noted that McCain’s plan relies on the market and individual motivation to buy insurance, a motivation that will be enhanced by a tax credit for those how buy coverage (a tax credit that amounts to $2500 for an individual or $5000 for a family, about half of what coverage actually costs).
I’d note that Mr. Miller did not mention that Sen McCain’s plan will also be quite expensive. The cost of the Senator’s tax credits would be $206 billion in FY 2009 and $3.6 trillion over 10 years.
Chris Jennings spoke for Sen Clinton, and he started with the (I would argue sole) difference between the Clinton and Obama plans – she wants mandated universal coverage and he does not. Mr Jennings noted that half the cost comes from rolling back the Bush tax cuts and half from programmatic savings, but he did not add much in the way of new insights into how Sen Clinton’s plan will reduce costs.
There were two commentors – George Halvorson, CEO of Kaiser Permanente, and fomer Sec of State (and other departments) George Shultz. Halvorson began with the good news, that candidates are talking at a level of detail and comprehension re health care that is unprecedented. We’ve moved away from sound bites and deep into the details, a transformation that is quite encouraging to Mr. Halvorson.
George Shultz noted that if people work longer there will be more GDP, and this will help pay for more health care. He also opined that the reason people are living so much longer over the last 60-80 years is due to basic research and development of technology and pharmaceuticals. This, I would note, is in direct conflict with every other expert’s view on the subject – sanitation, nutrition, antibiotics and infectious disease control are overwhelmingly responsible for the improvement in lifespan, not MRI machines and new drugs (with the notable, but not overwhelmingly important, exception of antibiotics).
Finally, someone raised the question of comparative effectiveness evaluation – and all spokesmen agreed that we need to do a lot more of it. The elephant in the room is the AMA, and their likely-nuclear reaction to anything that smacks of ‘telling physicians how to practice medicine’.
But here’s my primary takeaway – everyone on the panel called for universal coverage even if McCain’s spokesman’s support was muted at best.


Apr
21

Shultz and Shoven miss the mark

Health care ‘experts’ are coming out of the woodwork like termites after fumigation. Former Sec of State George Shultz and Stanford professor John Shoven are two of the latest emergent experts; they have written a book on reforming social security and health care – I haven’t read the social security part and after reading the health care section I don’t think I will.
One of the authors’ primary contentions is that involving the consumer in health care is a key to reforming the system. One of the bases for their argument is the history of laser eye surgery – Shultz and Shoven contend that the consumer’s involvement in selecting and negotiating for laser surgery demonstrates that consumerism can reduce costs while improving outcomes.
This because health insurance does not pay for lasix, forcing consumers to, well, be consumers. The huge differences between buying eye surgery (a pretty basic decision, with a tightly defined problem and expected outcome and easily measured result) and figuring out how to buy, or more accurately if you need to buy, health care for your child with an undiagnosed neural disorder are not addressed – at all. I find this to be an unforgivable error, an oversimplification of monumental proportion.
They call for risk adjustment as the way to spread risk and require insurers to take all comers for Medicare and Medicaid members, and seem to advocate universal coverage, but don’t adequately address, or I would argue even minimally address the issue of adverse selection. This issue – adverse selection – is central to the problem of health insurance today – people who need insurance buy it, and the sicker they are the more they are willing to pay, and the more expensive it is, the fewer healthy folks will sign up (because the cost:benefit doesn’t make sense). This is the death spiral – a current example is Humana, currently getting murdered in Part D (they are one of the only payers still offering a rich option, others have dropped the Cadillac plans because, surprise, the people who bought them were the ones who needed the most, and the most expensive, drugs.
What does this mean for you?
Listen to people like Bob Laszewski, Uwe Reinhardt, Alain Enthoven. People who know of what they speak.


Apr
21

World Health Care Trends – Why income doesn’t matter

The opening session for the World Health Care Congress featured Hans Rosling MD PhD of Sweden’s Karolinska Institute – a wizard in the use of statistics to explain the relationship between income, health status and the evolution thereof in ways that enable regular people to quickly and readily grasp the issues.
According to Rosling, the biggest disconnect between reality and our current perceptions there of is our segmentation of countries into ‘developed’ and ‘developing’, a segmentation that we use (that ‘we’ would include me) that now looks to really miss the mark – and not by a little.
There is no difference between the Western and developing worlds in two key areas – fertility rate and life expectancy at birth – this has been a remarkable change over the last 50 years, due to fewer kids, better sanitation and nutrition. Pretty simple stuff. But big in terms of implications – for example, demographically, Vietnam is precisely where the US was in 1980 – in terms of family size and life expectancy. And these changes happened before significant economic changes in Vietnam, changes that one would normally associate with dramatically improved population health status.
Most economic growth in the world is taking place in developing countries, the countries that make up 60% of world population and earn a quarter of total income. Yes, we still have about a billion poor people, but that number has remained static for over a hundred years – the percentage of the population that is poor has dropped dramatically.
Rosling’s presentation also made a very convincing case, or more accurately proved, his point that there are wide disparities between and among countries in the same areas – making general statements about OECD v Developing countries is not only dead wrong, it is misleading. Misleading in that we draw conclusions based on a split that appears to be deep and persistent, when in fact the ‘developing’ world is growing faster, economically and in terms of health status, and is rapidly catching up to the developed world.
What does this mean for you?
Always question your assumptions.


Apr
21

Today’s adventure in blogging

I’m covering the World Health Care Congress in D.C. today, and will be posting from the front row. I’ll start with the intro keynote, and post on each session separately. Here’s the order
1. Global Health Trends
2. Interview w George Shultz and Dr John Shoven on their incremental approach to reforming health care
3. Presidential Health Care Agenda – spokespersons from the three candidates left standing
4. Innovation in health care – with Clayton Christensen, perhaps the most insightful business author I’ve read in years
5. HealthGrades on Search and Transparency
6. Achieving accountable care – Elliott Fisher (Dartmouth) Mark McClellan, American Enterprise Institute
To those who subscribe, you will be inundated with posts today.


Apr
18

The softening market – how far, how fast?

The laws of supply and demand are making their impact felt in the P&C insurance industry – there is just too much capital chasing too few risks. Industry watchers have been surprised by how quickly P&C insurance premiums are dropping. For the first time since 1943, total premiums actually dropped last year – a result of price cutting by insurers and a worsening economy.
Profits are not falling as fast as revenues, but there have been significant declines, with the latest numbers indicating the P&C industry’s 2007 after-tax profits dropped 5.8% from 2006 to 2007. The net impact of the decline in revenue and profit is a 2007 return on equity (actually policyholder surplus, the industry’s proxy for RoE) of 12.3%, compared to a Fortune 500 RoE of 13.9%.
Yet capital still loves the insurance industry. It is still generating a profit based solely on underwriting (not taking into account investment returns), a happy event all too rare in the P&C business. And many in the industry are talking about how this time will be different, because they have better information, are more disciplined, will underwrite better, and won’t repeat the mistakes of the late nineties. Just like they said last time.
What’s this all mean?
Over the short term, better pricing for insurance buyers, and better coverage terms as well.
Continued blood-letting in the TPA market, which is getting uglier by the minute as normally self-insured risks buy insurance for less than their TPA’s loss pick. (Tough time for CorVel to get into the TPA market…)
And a significant increase in the number of mergers. Cochran Caronia published an insightful study last year linking the M&A cycle to the insurance cycle (and presented same at last summer’s AMCOMP conference). In that report, they predicted a 10-15% price drop for P&C insurance this year – so far, that looks spot-on, adding credibility to their forecast. Cochran expects reinsurers to invest in MGAs and buy or merge with primary carriers.
Primary carriers will also acquire other insurers and/or buy up MGAs to “capture the incremental underwriting income.” Liberty Mutual’s purchase of Ohio Casualty a year ago, and HCC’s acquisition of Kendrick and Associates are but two examples.
When will this stop? If reinsurers get hit hard (think hurricanes), there is a man-made disaster, or the world-wide economy picks up steam quickly, things could turn. Until then, insurers will slowly bleed themselves until they can’t take it any more.
Then the market will start to rebuild itself, on the rubble of the insurers who were convinced that this time they would be smarter.


Apr
17

Mahar and Karvounis and HWR

Jeez, they’re good.
Maggie Mahar and Niko Karvounis host this fortnight’s edition of HWR, and obviously spent a lot of time and smarts on the effort.
Particularly excellent is the discussion of the new Tier 4 pricing for drugs – there are several provocative posts that really explain the potential impact.