Fly-In: Sales and Marketing Executive Retreat

Tuesday, May 16

6:00PM

Welcome Dinner at Hugo’s Invitados

Wednesday, May 17

8:00AM

Welcome and Introductions

8:30AM

Alliance member plans’ approach to MA growth year-round

9:30AM

Break

9:45AM

Tactics that generate sales in a market that’s tougher than ever

10:45AM

The next evolution of growth strategies: Plan share out

11:45AM

Lunch Break

12:45PM

Charting a course through market disruption: The outlook for Alliance member plans

1:45PM

Wrap up

2:00PM

Day Adjourns

6:00PM

Join us for our Welcome Dinner at:

This locally owned restaurant has regularly welcomed Alliance members to come together, connect, and break bread before digging into the learning and collaboration to follow the next day in our learning center. It’s a casual evening filled with easy conversation, photo sharing of kids, pets, and recent adventures. Join your Alliance colleagues for a family-style meal with a delicious menu influenced by the tastes of Mexico.

8:00AM

Welcome and Introductions

We’ll kick off the executive retreat with introductions for all attendees. While the welcome dinner will have provided ample opportunity for attendees to get to know another, the morning’s kick off allows for the introduction of topics to augment the day’s planned agenda in an easy popcorn-style format. Short table-top exercises and exploratory discussion ensures we make space to tackle the timely issues on attendees’ minds.

Facilitator:

Kristin B. Rodriguez

Chief Operating Officer

Health Plan Alliance

Breakout sessions begin: Alliance member plans join small group discussions designed to optimize meaningful sharing

A note about the day’s format: This Fly-In is designed to be an executive-level retreat that encourages meaningful sharing among our health plans’ top sales and marketing leaders, and so each attendee will be assigned to a small discussion group for a portion of the day. The assignments will be consistent with the design of our Sales and Marketing Executive Cohort groups, which are smaller networks of senior marketing, sales, product design and strategic growth executives in which participants can discuss key strategic initiatives throughout the year.

This workshop’s discussion groups will each include executives working at plans of similar size, product mix and market characteristics. Attention is given to avoid competitive issues among participants in the discussion group, to allow for deeper and more meaningful sharing. Members determine the discussion priorities for their small group throughout the day’s agenda.

Participation requirements:

• This workshop is designed for the top sales a/or marketing executives among the Alliance member health plans. If your top executives are unable to join us and you’d like to send a delegate on their behalf, please email kristin.rodriguez@healthplanalliance.org to discuss in advance.All event registrations will be reviewed and approved by Alliance leadership to ensure the very best experience for all attendees.
• All attendees will email discussion slides no later than May 9th to tori.shepherd@healthplanalliance.org, with content addressing pertinent discussion points outlined within each of our four topics below.This content will be printed and shared in a bound resource provided only to the members of each discussion group. Electronic copies will not be distributed. Attendees are encouraged to provide content that supports a richer exchange of ideas within your small group.

Small Group Discussion Topics and Agenda:

8:30AM

Alliance member plans’ approach to MA growth

Alliance members are working harder than ever to win meaningful market share in both to New-to-Medicare and switchers. In this discussion session, Alliance members come ready to share their organizations’ thinking and approach to the following challenges:

• The landscape is incredibly competitive. How are Alliance members expanding their MA product? What strategies are driving their plans for growth?
• Strong marketing, particularly in the digital space, gives Alliance member plans the opportunity to tell their story to the MA audience. What new, more sophisticated levers are Alliance member plans using to execute across multiple channels to reach prospective members?
• There are a lot of MA shoppers, but the number of switchers seems to be shrinking. What are Alliance members doing to capture switchers?
• How are Alliance members incorporating prescription drug changes into their MA product development?What other big swings are Alliance members taking in their approach to MA product design?

9:30AM

Break

9:45AM

Tactics that generate sales in a market that’s tougher than ever
Each Alliance member is navigating challenging dynamics, some unique to their market. But every Alliance member is evolving the organization’s sales strategies and tactics to meet shifting market demands. In this session, each Alliance member comes ready to discuss:

• What sales tactics – established or evolving – are most successful? Which product lines are the most successful and why?
• How are you investing in your sales partners? From commissions to micro-payments for things like HRA completion.
• How are you shifting your value differentiation story to move prospects through a purchasing journey that is driven by something other than price-point?

10:45AM

The next evolution of growth strategies: Plan share out

Whether your focus is on retention, deeper market penetration, expanding geographic footprint, introducing new product lines, or a multi-prong approach, come prepared to share your health plan’s strategy for growth – and how it is evolving in the face of a rapidly shifting marketplace. Topics to consider in your discussion prep:

• What is your strategy for growth in the ACA individual and individual markets?
• The ACA plan pricing information is submitted in April: What product design elements is your plan including this year, especially in individual?
• Does your organization plan to expand your individual products within current service areas? Are you moving into new geographic footprints?
• Many Alliance members are looking at SNPs and Medicaid for new growth, and for others retention is the primary focus for their SNP lines. What role does this play in your portfolio?
• What MX initiatives are underway to protect the resilience of your member relationships?
• How is your product portfolio going to shift over time?

11:45AM

Networking Lunch

12:45PM

Charting a course through market disruption: The outlook for Alliance member plans

Every Alliance member is navigating market disruption. Come prepared to share your organization’s thinking on any of these topics below:

• The End of the PHE and managing member churn is on most Alliance members’ minds: Medicaid redeterminations provide an opportunity for plans to transition individuals to products for which they are eligible
• A few Alliance members have closed out their small group businesses and for others this part of the portfolio is steadily shrinking – what is the future for small group and regional health plans?
• Some states are launching their own exchanges and, in the ACA, the idea of standardized plans looms: How are you capitalizing on and communicating your unique differentiators?

1:45PM

Wrap up and day adjourns