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Non-Tech : pamc
PAMC 45.60-0.3%4:00 PM EST
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To: pat w. who wrote ()10/12/1999 7:55:00 PM
From: Steven M. Kaplan  Read Replies (1) of 570
 
Today's interview with Caren Taylor, e-health care analyst at E-Offering, by Kristen Gerencher of CBS MarketWatch:

Here is the part about HealthAxis:

>>CBS.MW: What are we looking at here in terms of insurance, the ability to incorporate managed care into delivery of prescriptions through online media? Is this holding companies back or are they finding ways to get around it?

Taylor: There are two ways to approach the health insurance space. One is to go direct to consumer, which companies like Provident American (PAMC: news, msgs), which has a subsidiary called Health Access, does. And the other is to go business to business. It's to work with the broker community ... and not go direct but to help the broker by serving as a referral essentially for brokers.

I think the issue with the companies that are trying to go direct, such as Provident American, is that it is difficult to do and they're having to sign up insurance partners and carriers who themselves have used brokers to distribute their products. So there is a channel conflict there. Insurance companies don't want to alienate their brokers -- their salespeople if you will -- who've been distributing their products by signing up with direct-to-consumer companies such as the Health Accesses of the world.

On the other hand, a model that we think is interesting is the business-to-business ... companies that act as an adjunct to the brokerage community. So we find that health insurance companies are more willing to work with companies like that because they help their brokers as opposed to trying to disintermediate them. And the insurance companies have to be sensitive to that.<<

Here is the link to the full story:

marketguide2.newsalert.com
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