Agenda

Wednesday, July 15, 2020
Pre-Conference Workshop
3:45 - 5:15

Member Retention: Developing Member-Focused Strategies to Keep Members Happy and Enrolled During the OEP

Michael S. Adelberg Principal,Faegre Drinker Consulting

5:15

Welcome Cocktail Reception

Day One, Thursday, July 16, 2020
7:00 - 7:50

Continental Breakfast

7:50 - 8:00

Chairperson’s Welcome

ADAPTING TO THE CHANGING MEDICARE MARKET
8:00 - 8:40

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

Naomi Irvin, Manager, Divisional Compliance - Sales, Marketing & Communications, Blue Cross and Blue Shield of North Carolina

8:40 - 9:20

Supplemental Benefit Product Design:  Choosing Which Benefits to Add, Designing, Implementing and Educating Your Members to Ensure a Great Customer Experience

Todd A. Rau, Director, Medicare Markets, Indiana University Health Plans, Inc.

9:20 - 10:00

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

Larissa Huskey, Director, Brand Management, BlueCross BlueShield of Tennessee

10:00 - 10:30

Morning Refreshment Break

10:30 - 11:10

Supplemental Benefits as a Competitive Advantage: Leveraging Benefits to Address Social Determinants of Health and Influence Member Acquisition and Retention

Moderator:

Henry W. Osowski, Managing Partner, Strategic Health Group

Panelists:

Dr. Chester Brown, Jr., Director, Product Innovation, Government Business Division,, Anthem, Inc.

Michael S. Adelberg, Principal, Faegre Drinker Consulting

DATA-DRIVEN STRATEGIES
11:10 - 11:50

Market Segmentation: Developing an Actionable Segmentation Strategy to Personalize the Media and the Message to the Different Medicare Population Segments

11:50 - 12:30

Consumer Insights to Increase Sales: Leveraging Data to Understand Medicare Consumers and Develop Personalized Member Profiles Based on Needs, Preferences, and Values

Archie Dey, Director, Consumer Insights, SCAN Health Plan

12:30 - 1:30

Luncheon

MARKETING/SALES STRATEGIES
1:30 - 2:10

Winning the AEP: Taking an Omnichannel Approach to Drive AEP Campaign Success

Merry Beth Ward, Vice President, Marketing, Clover Health

2:10 - 2:50

New to Medicare: Developing Fully Integrated Strategies to Attract Age Ins and the WP65 Market

Ezio Sabatino, Director, Marketing and Communications—Senior Markets, ConnectiCare

2:50 - 3:30

Migrating Commercial Members to Individual Medicare Plans: Building the Member Journey Across Different Segments of the Enterprise

Danielle S. Hirschovits-Gerz, Manager, Medicare Marketing & Member Experience, Product Strategy BlueCross BlueShield of Tennessee

3:30 - 4:00

Afternoon Refreshment Break

CUSTOMER EXPERIENCE/ENGAGEMENT TO PROMOTE RETENTION
4:00 - 4:40

Designing a Unique Member Experience: Leveraging Data to Create Targeted Engagement Strategies that Build Brand Loyalty and Enhance Retention

Kirk Heminger, Director of Marketing, Independent Care Health Plan (iCare)

4:40 - 5:20

Building Relationships: The Key to Your Success in the Medicare Industry—Sales, Business Development, and Customer Service

Windsor Richmond, Field Sales Manager, Anthem

5:20 - 6:00

Engaging New Prospects through Strategic and Tactical Business Plans

Bruce Bonello, Inside Sales Manager, Medicare & Individual Market Sales, Excellus BlueCross BlueShield

6:00

Cocktail Reception

Day Two, Friday, July 17, 2020
CUSTOMER EXPERIENCE/ENGAGEMENT
8:00 - 8:40

Medical Providers: Health Plans’ Most Forgotten Customer

Billy Justice Director, Sales and Marketing, Vantage Health Plan

8:40 - 9:20

Leveraging Data and Comprehensive Member Engagement for Enhanced Retention and Product Performance

Gabriel Ayerza Senior Director of Medicare Strategy and State Programs, Community Health Plan of Washington

9:20 - 10:00

Incentivizing Healthy Behaviors: Leveraging Rewards, Incentives, and Personalized Communication to Drive Medicare Members to Take Action to Improve Health and Promote Retention

Daniel Weaver Vice President, Stars, Quality, and Risk Adjustment, Gateway Health

10:00 - 10:40

Brand Positioning: Reinforcing Your Brand Presence Immediately After AEP to Retain Members throughout OEP and Create Affinity, Credibility and Trust

10:40 - 11:10

Morning Refreshment Break

MAXIMIZING OUTREACH
11:10 - 11:50

Grassroots Outreach Strategies: Leveraging Strategic Partnerships with Community-Based Organizations to Appeal to Hard-to-Reach Medicare Consumers

Panelists:

Monica Rodriguez, Manager of Sales Administration/MarketPOINT, CarePlus Health Plans

FUTURE OF THE MEDICARE MARKET
11:50 - 12:30

The 2020 Election and Its Impact on the Future of Medicare Products

Henry W. Osowski Managing Partner, Strategic Health Group

12:30 - 1:10

2021 Star Ratings: Adopting Innovations to Influence the New Ratings and Leveraging Them for Increasing Enrollment and Retention

Gary Melis, RPh Clinical Pharmacist, Network Health

1:10

Conclusion of Conference