Agenda

2022 Speaker Presentations

Day One
Wednesday, May 11, 2022

7:00	Continental Breakfast Sponsored by
7:50	Chairperson’s Welcome Billy Justice Director, Marketing/Sales Vantage Health Plan
8:00	Structuring MA Offerings to Best Support the Senior Population: Focusing on High Visibility Benefits that Influence Buying Behavior Creating a Product Strategy & Benefit design multi-year roadmap Identifying what benefits are tablestakes when designing a Medicare Advantage plan Using evidence-based data to determine population needs in your service area How to create a growth and member retention strategy simultaneously within your MA plan benefit design Nikki Hungate, MS, MHASr. Leader, Medicare Gov’t Programs Product Strategy MVP Health Care
8:30	Developing an Actionable Segmentation Strategy: Using Meaningful Data to Create Personalized Messaging for Each Segment Jennifer Rossbach Strategic Marketing Manager – MedicareHealth Alliance Plan
9:00	Investing in the Digital Experience: Responding to the Shift in How Consumers Shop for Medicare Coverage, and Meeting Members Where They Are CHPW has a unique Medicare audience that is not as digitally savvy as Medicare populations used to being on employer and other commercial plans. Yet, during the pandemic, digital marketing was crucial to connect with an audience who preferred in person to make Medicare purchase decisions. This session will explore how CHPW: Adjusted their digital/social marketing efforts to meet this non-digitally savvy audience where they were Recreated that “in person” feeling through digital marketing Melissa StevensVice President of Community Engagement and GrowthCommunity Health Plan of Washington
9:30	Data Informed DSNP Product Design, Marketing Strategy and Branded Customer Experience to Address a Growing Community Need How to strategically and tactically navigate a DSNP product launch How to successfully reach and connect with this audience given regulatory and behavioral realities What a holistic approach to success looks like across product, marketing, sales, and customer service lanes Susan McMasterVP, Enterprise Marketing and CommunicationsPacificSource Health Plans Tim BrousseauSVP of Client ServicesDeft Research Ashley BloxhamExecutive Director, Client Services and SalesTA (ThomasARTS)
10:00	Maximizing CMS’ Marketing Flexibility to Grow Market Share: Ensuring that Communications are Compliant, Educational, and Effective Naomi Irvin Chief of Staff—Government Markets Blue Cross and Blue Shield of North Carolina
10:30	Morning Refreshment Break
11:00	Panel Discussion: Winning the AEP in the Post-COVID Era: Understanding Various Audience Segments and Taking an Omnichannel Approach to Stand Out in a Crowded AEP Market Moderator: Henry W. OsowskiManaging Partner Strategic Health Group Panelists: Britt TravisVice President of Medicare Sales Clever Care Health Plan Todd RauDirector of Medicare Markets Indiana University Health Plans Bill CarstarphenHead of Medicare Growth Peerfit Larry Baca, Vice President, Sales and Marketing, Inter Valley Health Plan
11:50	The MA Market Penetration Dilemma: Why Building Market Share Driven Growth Strategies Should Be Your Top Priority for the Next Five Years Gary StubblefieldVP Healthcare Strategy Amsive Bernie KuhnMedicare Practice Area – Executive Strategy Advisor Amsive
12:20	Luncheon
1:20	D-SNP Marketing: Developing an Integrated and Multi-Pronged Campaign to Reach This Vulnerable Population Key strategies for success Turn community outreach into sales growth Boost volume through effective member retention Future headwinds and tailwinds Bill Jensen Vice President, Sales, Marketing and Business Development, Independent Care Health Plan
1:50	How to Value and Grow the Value of your Medicare Agency to Sell it Understand how fair market value is subjective, supported by objective finance formulas and methodologies Learn the three common valuation methods Learn why maximum value for the agency is more than just selling policies Robert W. Gray, JD, LLM, MBA Chief Executive Officer, Insurety Capital LLC
2:20	Creating a Differentiated Member Experience: Delivering a Data-Driven Member Journey that Features Personalized and Interactive Content Archie Dey Director, Consumer Experience and Insights SCAN Health Plan
2:50	How Conversational SMS Motivates Seniors to Take Action The Importance of Proactive Engagement with Seniors How WellCare Is Using SMS To Drive Trusted Engagement The Net Impact on Member Experience and Revenue Paul SpieglerHealthcare Market Lead Drips Talia DuanySr. Director, Prescription Drug Plans Wellcare
3:20	Afternoon Refreshment Break Sponsored by
3:50	Panel Discussion: Member Retention During OEP and Year Round: Creating Data-Driven, Highly Engaging Content and Member Experiences that Promote Health Equity, Addresses SDoH and Meet Members Where They Are This interactive panel discussion will address these critical questions: How have the stakes changed around member retention in the increasingly competitive Medicare Advantage market? What tried-and-true outreach and engagement strategies can insurers deploy to promote retention during the OEP and throughout the year? What innovations are they trying and what’s working? How can insurers and their partners use data to inform those strategies? How can insurers and their partners engage members in ways that promote health equity and address social determinants of health? Moderator: Lauren Flynn Kelly,Managing Editor, AIS Health, an MMIT Company Panelists: Steve Selinsky,Vice President of Product, Marketing and Community Outreach, Health Alliance Plan Paul Spiegler, Healthcare Market Lead, Drips David Stein, CoFounder and Chief Operating Officer, MyHealthAngel Paul Kelly,Senior Director, Business Development, Blackhawk Network
4:40	Supercharging Member Experience and Retention Through Targeted Supplemental Benefit Activation The importance of using supplemental benefits as a tool to meaningfully engage members How to prioritize members for supplemental benefit offerings The associated impact on CAHPS, member experience, and retention Saeed Aminzadeh CEO Decision Point Rex Wallace Principal Rex Wallace Consulting LLC
5:10	AEP Sales Preparation for Call Center Agents, Brokers, Captives and Cross Functional Teams Standing up a new call center before AEP Develop cross functional training -customer service - enrollment and billing and benefits training Salesforce training and system update to capture leads Call monitoring prior to AEP - private Teams group to assist reps real time Broker Training – Get the news out early when major benefit improvements are made Include a few benefit recommendations from broker advisory council each plan year Combine captive and cross functional training so everyone is informed Todd Rau, Director of Medicare Markets, Indiana University Health Plans
5:40	The Empire Strikes Back: Compliant Marketing Oversight under New CMS Rules Michael S. Adelberg Principal Faegre Drinker Consulting Charles Baker, LMSW, MHA, CHC Medicare Compliance Officer Priority Health
6:10	Cocktail Reception Sponsored by

Day Two
Thursday, May 12, 2022

7:00	Continental Breakfast
8:00	Chairperson’s Recap
8:10	Panel Discussion: Supplemental Benefits to Increase Member Satisfaction: Leveraging Benefits to Address Social Determinants of Health and Influence Member Acquisition and Retention Moderator: Henry W. OsowskiManaging Partner Strategic Health Group Panelists: Brandon Solomon Vice President, Client Advisory & Business DevelopmentConvey Health Solutions Michael GonzalesVice President, Medicare Sales and Account ManagementMom’s Meals Daniel Weaver EVP Product Operations and Stars StrategyNationsBenefits Carrie Meyer, Au.DDirector of Clinical Programs Amplifon Hearing Health Care Douglas MetzEVP and Chief Health Services Officer American Specialty Health
9:00	Medical Providers: Health Plans’ Most Forgotten Customer Billy Justice Director, Marketing/Sales Vantage Health Plan
9:30	The Future of Medicare Benefit Plan Management Nirnay Patel, VP & General Manager, Government Business/Enterprise Digital Strategy, Simplify Healthcare
10:00	How Well Do You Know Your Members? Steven Selinsky,Vice President of Medicare, Product Strategy, and Community Outreach,Health Alliance Plan
10:30	Morning Refreshment Break
11:00	Pharmacy Benefits as a Competitive Advantage: Communicating MTM Success to Brokers to Use as a Marketing Tool Learn how a Network Health differentiates themselves from other plans by showing member savings from MTM calls Understand how successful communication with brokers helps the member, health plan and broker with increase in membership How direct access by members and brokers to a Network Health pharmacist increases member satisfaction and health plan Star ratings Gary Melis Clinical PharmacistNetwork Health
10:50	Morning Refreshment Break
11:30	Optimize Your Strategy to Meet Consumer Demand - Age in Place and Care at Home Aging landscape progresses rapidly. Our medical \| social care infrastructure is inadequate and piecemealed for the consumer demand - age in place and care at home. Significant learnings from COVID present opportunities and strategic roadmaps for payers and insurers, where high impact for aging consumers. Voice of the customer (meet people where they are, speak like a local) Life-style chronic disease control, management and prevention - PMPM saving Acute care transition – avoidance of adverse outcomes and (re) admissions – 20/80 impacts Smart analytics -high impact patients, person-centered care and outcomes Mina Chang, Ph.D. Deputy Director, Analytics & Compliance Division Ohio Department of Aging Gary L. Cook President & CEO Direction Home Akron Canton Area Agency on Aging and Disabilities
12:00	Conclusion of Conference

Agenda

Continental Breakfast

Sponsored by

Chairperson’s Welcome

Structuring MA Offerings to Best Support the Senior Population: Focusing on High Visibility Benefits that Influence Buying Behavior

Developing an Actionable Segmentation Strategy: Using Meaningful Data to Create Personalized Messaging for Each Segment

Investing in the Digital Experience: Responding to the Shift in How Consumers Shop for Medicare Coverage, and Meeting Members Where They Are

Data Informed DSNP Product Design, Marketing Strategy and Branded Customer Experience to Address a Growing Community Need

Maximizing CMS’ Marketing Flexibility to Grow Market Share: Ensuring that Communications are Compliant, Educational, and Effective

Morning Refreshment Break

Panel Discussion: Winning the AEP in the Post-COVID Era: Understanding Various Audience Segments and Taking an Omnichannel Approach to Stand Out in a Crowded AEP Market

Moderator:

Panelists:

The MA Market Penetration Dilemma: Why Building Market Share Driven Growth Strategies Should Be Your Top Priority for the Next Five Years

Luncheon

D-SNP Marketing: Developing an Integrated and Multi-Pronged Campaign to Reach This Vulnerable Population

How to Value and Grow the Value of your Medicare Agency to Sell it

Creating a Differentiated Member Experience: Delivering a Data-Driven Member Journey that Features Personalized and Interactive Content

How Conversational SMS Motivates Seniors to Take Action

Afternoon Refreshment Break

Sponsored by

Panel Discussion: Member Retention During OEP and Year Round: Creating Data-Driven, Highly Engaging Content and Member Experiences that Promote Health Equity, Addresses SDoH and Meet Members Where They Are

Moderator:

Panelists:

Supercharging Member Experience and Retention Through Targeted Supplemental Benefit Activation

AEP Sales Preparation for Call Center Agents, Brokers, Captives and Cross Functional Teams

The Empire Strikes Back: Compliant Marketing Oversight under New CMS Rules

Cocktail Reception

Sponsored by

Continental Breakfast

Chairperson’s Recap

Panel Discussion: Supplemental Benefits to Increase Member Satisfaction: Leveraging Benefits to Address Social Determinants of Health and Influence Member Acquisition and Retention

Moderator:

Panelists:

Medical Providers: Health Plans’ Most Forgotten Customer

The Future of Medicare Benefit Plan Management

How Well Do You Know Your Members?

Morning Refreshment Break

Pharmacy Benefits as a Competitive Advantage: Communicating MTM Success to Brokers to Use as a Marketing Tool

Morning Refreshment Break

Optimize Your Strategy to Meet Consumer Demand - Age in Place and Care at Home

Conclusion of Conference