eHealth (NASDAQ: EHTH) is a web based health insurance broker. Essentially, the company collects a monthly commission of 15-25% of the annual premiums for their customers.
EHTH is really the only company with this type of business model, as far as I can tell. This is a tremendous competitive advantage for EHTH in terms of lower salaries and wages costs necessary to sell these health insurance policies.
Type "health insurance" into Google, and the first hit is www.ehealthinsurance.com. EHealth takes pride in maintaining that position… And it reflects the company's position as the only significant provider of health insurance over the Internet.
EHealth established itself in 1997 and began selling health insurance online a year later. The company currently maintains partnerships with 175 U.S. insurance carriers and offers customers in all 50 states a choice of more than 7,000 different policy options. It's sold policies to more than 1 million people and counting.
Today, 80% of eHealth's products are major medical insurance plans, including many alphabet-soup options touted by human resources departments across the U.S.: HMOs (health maintenance organizations), PPOs (preferred partner organizations), and high-deductible HSA (health savings account) plans. The company also offers dental, vision, indemnity, short-term coverage, and small group packages.
As you would expect, eHealth's members are primarily self-employed, unemployed, short-term or part-time workers, students, and small-business owners. EHealth has accrued more than 560,000 members, and this number has grown 30% or more each year for the last five years. Best part is, eHealth still has a huge untapped market. And the insurance business can use the exact help that eHealth can offer.
I don't need to tell you the insurance business is messy, characterized by mountains of paperwork and complicated language. If you've ever sat in a local insurance agent's office or had dozens of brochures strewn across your dinner table during a presentation in your home, you know what I'm talking about.
One of the biggest growth drivers for EHTH is the trend towards individual health insurance policies. Just like the change from a company sponsored defined-benefit pension plan to a defined-contribution 401K plan (large corporations are transferring the risk of saving for retirement away from themselves and onto employees) I think we are going to see a similar trend with health insurance. The large corporations can no longer afford to pay health insurance premiums for their employees when health insurance premium costs are increasing at a rate of 14% per year.
A realistic solution is the newly created Health Savings Accounts (HSA's) that involve an individual family policy with a high deductible of $2,500 - $5,000 per year in exchange for much lower monthly premium costs. Once your expenses increase beyond this high deductible, your insurance policy kicks in and pays 100% of any additional cost. Sure, spending up to $5,000 per year in health care costs might sound like a lot of money, because it is. However, think how much your deduction for health insurance is from your bi-weekly pay check. That money is gone whether you need a lot of health care in any particular year or if you need relatively little.
You can contribute the annual deductible into a tax-deferred retirement account. If you don't use all the money that you have set aside in a particular year, then that money carries forward and can be used to pay health care costs in future years. This money can also be invested to try to grow the principle balance, just like a 401K plan.
All of this spells a lot of opportunities for EHTH.