🔒As new WellSpark president, Campbell eyes aggressive growth goals

WellSpark Health, the Farmington-based provider of corporate wellness programs that announced a major long-term hiring plan in 2021, is undergoing a leadership change as the company’s founder, Roberta Wachtelhausen, steps down from her role as president.

Taking her place is Andi Campbell, who joined WellSpark in 2021 as chief growth officer. Previously, she was senior vice president and head of people and culture at Hartford-based LAZ Parking.

While her title is changing, the 44-year-old Campbell said her focus remains the same: growing WellSpark’s customer base, geographic footprint, employee count and revenues.

She’s already got some plans in the works.

Over the next few months, Campbell said WellSpark will broaden its presence in Mid-Atlantic and southern states — most notably Tennessee, Virginia, North Carolina and Florida — by adding new salespeople as it looks to grow its roster of 240 clients to 300 within a year.

WellSpark is targeting up to a 37.5% increase in annual revenues next year, from $16 million currently to $20 million to $22 million. It also plans to grow its 74-person workforce to over 100 employees by early 2025.

(WellSpark is eligible for up to $1.5 million in state grants if it adds 287 jobs over a seven-year period ending in 2028, according to a 2021 deal it struck with the Department of Economic and Community Development. The company hasn’t received any state funding yet, a DECD spokesperson said.)

Driving those growth expectations, Campbell said, is employers’ increased embrace of wellness programs, particularly in the wake of the pandemic, which heightened employee interest in various benefits amid a tight labor market.

About 54% of small firms and 85% of large employers offer some type of health and wellness program to their workers, according to a 2022 Kaiser Family Foundation (KFF) survey, including in areas related to smoking cessation, weight management and behavioral or lifestyle coaching.

Employers also view wellness programs as a way to better control rising healthcare costs, which were expected to increase 6.5% this year to more than $13,800 per employee, according to financial services firm Aon.

“I would say it’s less about the number of clients for us, which are important, but more about the sales and revenues,” Campbell said. “Our goal is to become a growth company.”

‘Coaching company’

WellSpark was formed in 2013 as a subsidiary of Farmington health insurer ConnectiCare, which is owned by New York-based EmblemHealth.

The company offers customizable work-site wellness programs and a range of services, including lifestyle coaching and education about various topics like how to prevent or control Type 2 diabetes, high blood pressure and other chronic diseases that are major drivers of the U.S.’ $4.3 trillion in annual healthcare spending.

WellSpark has numerous competitors — including Virgin Pulse Inc., Sharecare and Livongo — but tries to differentiate itself by offering one-on-one coaching, Campbell said.

The company has 40 nurse and health coaches — including about 25 in Connecticut. The wellness coaches are nationally board-certified and many hold post-graduate degrees in a variety of disciplines, including public health, nutrition or exercise science, Campbell said.

Registered nurses help in areas like diabetes management and prevention and weight loss.

“We are really, when it comes down to it, a coaching company,” Campbell said. “Ultimately, what we are doing is individual and group coaching and supporting people on their well-being journey.”

Typical clients have 200 to 2,000 employees and $30 million-plus in revenues, Campbell said. Most are in either the public sector, manufacturing, banking or professional services.

Clients include Milford-based FCP Euro, an online foreign car parts retailer, which has 70% of its approximately 300 employees enrolled in some type of WellSpark program, said Peter Tingus, the company’s senior vice president.

Tingus said some workers take advantage of WellSpark videos and research tools, while up to 20 employees use a health coach monthly. Most coaching sessions run between 30 and 45 minutes.

Tingus said employees are most in need of stress management advice, related to relationships, their jobs or financial or other issues.

“(Workers) have a hard time communicating their needs, such as asking for time off to go to an event like a wedding, or they might need courage and confidence to make requests like asking for a raise,” Tingus said. “Some also ask for job shadowing and about career progression. The coaches help them with confidence and finding the right techniques.”

HR background

As part of the recent leadership change, Wachtelhausen will remain involved with WellSpark as an advisor and board member. She’s also currently interim president of ConnectiCare, as the health insurer searches for a permanent replacement for Karen Moran, who left the company last year.

Campbell said Wachtelhausen has been the driving force behind WellSpark’s early growth, but she brings a different leadership style and background.

Wachtelhausen came from the health plan side of the business, while Campbell has an HR background.

Campbell said her management style is to be direct with employees; she also wants to develop their skills.

In addition to her role at LAZ Parking, Campbell also held leadership positions at LPL Financial and Proactive Approach, both in San Diego.

The Southington resident said she joined WellSpark after interacting with the company and its coaching services when she was at LAZ Parking, which has been a client.

“I was compelled enough to jump ship from my career in HR to come over here,” she said.