2019 Speaker Presentations
Monday, July 15, 2019
7:00 - 8:00

Continental Breakfast

8:00 - 8:10

Chairperson’s Welcome

Billy Justice Director, Marketing and Sales,Vantage Health Plan

8:10 - 8:50

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

  • Heightened focus on member retention has become critical as insurers face increased competition in the ever-growing, crowded Medicare Advantage marketplace
  • Member loyalty - know who’s at risk and when they make their decision to look elsewhere.
  • What helps to keep them loyal? Know the key drivers.
  • Develop and commit to an ongoing, multi-channel effort to earn their loyalty

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

8:50 - 9:30

Consumer Insights: Leveraging Data to Understand the Wants and Needs of Medicare Consumers and Designing Products to Meet Their Preferences

  • Shift from ‘What’s the matter’ to ‘What Really Matters’?
  • Enabling the shift by understanding Consumers beyond chronic conditions
  • Machine Learning as the key enabler for Insights
  • Insights process informing Product Design

Archie Dey Director, Consumer Insights,SCAN Health Plan

9:30 - 10:00

Medicare Campaign Reporting—“Thrill of Victory or Agony of Defeat”. Winning the Battle of Easy Reporting

  • Reporting that delivers value for the boots on the ground to the C-suite
  • Gain actionable learnings from campaigns  
  • Modern data visualization to easily identify insights
  • Agile dashboards for digging deeper

Leah Smith VP of Strategy and Digital,Anderson Direct and Digital

10:00 - 10:30

Morning Refreshment Break

10:30 - 11:10

Leveraging Your Sales Channels for Optimal Results: Increasing Sales and Ensuring a Smooth Customer Experience

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

11:10 - 11:40

New Strategies to Win AEP: Using Unique Segmentation and Targeting Strategies to Win More Members

This session will offer Consumer Insights to drive AEP Growth - increase market share and lower your cost per member acquisition. Strategies include:

  • Developing an effective AEP battleplan so the whole organization is behind key initiatives
  • Effective segmentation strategies so you understand the important market segments to target
  • Targeting strategies that work in the real world
  • Rapid feedback loops so you know what works and what corrective action needs to be taken

Kurt Waltenbaugh, CEO, Carrot Health

11:40 - 12:20

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

  • 3 reasons you’re losing commercial age-ins and what you can do about it
  • How to forge a cross-enterprise member journey to your Medicare products
  • Ways you can measure a multi-year purchase pipeline

Lee Pavach, Medicare Marketing Manager, Blue Cross Blue Shield of Michigan

12:20 - 1:20


1:20 - 2:00

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

  • Key building blocks of a unique member experience
  • Lessons from outside the health care industry
  • Feedback channels so you understand what exactly your members value
  • Effective design, collection and analysis of member data for optimal decision-making


Ken Gammon, Vice President, Healthcare Sales and Business Development, RRD Healthcare


Jenny Graham, Partner, Zelus Consulting Group

Archie Dey, Director, Consumer Insights, SCAN Health Plan

Karen Fitzgerald, Director, Marketing and Communications, Health Plan of San Mateo

2:00 - 2:40

Advancements in the Model of Care for the Medicare D-SNP Population

  • Leveraging technology to optimize HRA completion, improve collaboration amongst Interdisciplinary Care Team members, and coordinate care via the Interdisciplinary Care Plan
  • Utilizing predictive insights for omni-channel member and provider communication
  • Capitalizing on opportunities to utilize community resources to engage difficult-to-reach populations

Enam Noor, Founder and Chief Executive Officer, Insightin Health

Carissa Stajnrajh, MSW, LCSW, Director of Medicare Operations, Gateway Health

2:40 - 3:20

Member Engagement: Leveraging a Multi-Channel Approach and Personalization to Drive Desired Behavior Change

  • Understanding drivers to consumer behavior
  • Customized messaging & optimization
  • Personalization to drive engagement
  • Test and learn

Kathleen Elli, Vice President, Medicare Marketing, Bright Health

3:20 - 3:50

Afternoon Refreshment Break

3:50 - 4:30

Data-Driven Strategies to Improve CAHPS & Lower Voluntary Disenrollment

  • Harnessing machine learning and AI technologies to predict member CAHPS & disenrollment behavior
  • Translating output into effective initiatives to impact member perception
  • Learnings and outcome measurement
  • Designing a data-driven foundation for continuous learning and program improvement

Saeed Aminzadeh, Chief Executive Officer, Decision Point Healthcare Solutions

Mark Pencek, Vice President – Customer Experience, Medical Mutual of Ohio

4:30 - 5:10

How Marketing Execs Can Direct Members to the Right Providers, Care and Services to Improve Star Ratings

  • Understanding Specific Star Ratings
  • How to deliver messaging that is understood by both members and producers
  • Getting buy-in from providers and care services

Billy Justice, Director, Marketing and Sales, Vantage Health Plan


Cocktail Reception

Tuesday, July 16, 2019
7:30 - 8:00

Continental Breakfast

8:00 - 8:30

How the Political Landscape Will Influence Medicare Products

  • Reviewing Congressional proposals and actions
  • Assessing CMS positioning and MEDPAC actions
  • Reviewing the potential impact of judicial decision
  • Preparing for the 2020 election cycle

Henry W. Osowski Managing Partner, Strategic Health Group

8:30 - 9:10

Panel Discussion - Medicare Advantage Beyond 2020: What Do Key Stakeholders Think Will Happen?

Industry thought leaders will address these questions:

  • How do you manage and affect change on the future of Medicare Advantage?
  • CMS looks to be relaxing regulatory restrictions on plan designs. How do you see changing the landscape of the market in the next 2-4 years?
  • What is one component of the Medicare program that you would
  • change/implement to make a positive impact on carriers/brokers/consumers?


Tom Sass Director, Consumer Markets, BlueCross BlueShield of Western New York


Dara Smith Director, Product Strategy and Analytics, Regence Blue Cross Blue Shield

Billy Justice Director, Marketing and Sales, Vantage Health Plan

Brian Breisinger Chief Executive Officer, GS National Insurance

9:10 - 9:50

Evaluating How MA Plans’ New Supplemental Benefit Flexibility Influences Member Acquisition and Retention

  • Evaluating the potential impacts of Supplemental Benefits Flexibility
  • Likely impacts on member acquisition
  • How to make members understand the value to them through effective communication
  • Making sure the internal marketing team is speaking with one voice

Dara Smith Director, Product Strategy and Analytics, Regence Blue Cross Blue Shield

9:50 - 10:30

Retail Stores: Developing Pop Up Retail Stores for Face-to-Face Consumer Engagement to Win New Members and Hold Retention Events

  • Driving traffic to your Retail Location
  • Kiosks - Location, Location, Location
  • Virtual Agent - no more waiting

Heather Smith Director, Medicare Sales, Excellus BlueCross BlueShield

10:30 - 11:00

Morning Refreshment Break

11:00 - 11:40

Panel Discussion - Grassroots Outreach Strategies: Building Community Involvement through Strategic Partnerships

  • Evaluating effective community partners
  • Tailoring collaboration messages so every community partner becomes a motivated stakeholder
  • Understanding the effective grassroots touch points
  • What works and what does not
  • Ensuring the cost-effectiveness of all initiatives


Henry W. Osowski, Managing Partner, Strategic Health Group


Heather Smith, Director, Medicare Sales, Excellus BlueCross BlueShield

Kenyatta D. Donley, Marketing Manager, Community Development, Independence BlueCross

Monica Rodriguez, Manager of Sales Administration/MarketPOINT, CarePlus HealthPlans

Windsor Richmond, Medicare Field Sales Manager, Anthem

11:40 - 12:20

Brand Positioning: Designing a Year Round Branding Strategy to Create Awareness, Credibility and Trust

Building a brand takes planning, time, consistency, and organizational support. Before you dive in to a re-branding initiative, this session will help you guide you through some questions you’ll inevitably need to answer, including:

  • How are you different?
  • What is your organization’s appetite for change?
  • Who are your key audiences?
  • What are they key visual and written elements of your brand?
  • How can you engage your brand ambassadors….and add some fun to the process?

Kirk Heminger Director, Marketing, Independent Care Health Plan


Conclusion of Conference