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   9th Insurance Direct Marketing Forum     |     Exhibitor Info    

JCG Group Conferences and Mintel Comperemedia Present

The 9th Insurance Direct
Marketing Forum 2012:
Managing Marketing Challenges
in the Second Decade

April 16-17, 2012
Royal Sonesta Hotel
New Orleans, Louisiana

Mark your calendars to attend the ninth Insurance Direct Marketing Forum – the only conference targeted solely to insurance direct marketing practitioners serving this almost $400 billion industry.

Sessions are stimulating and relevant, with a focus on case studies that allow delegates to learn what works in insurance direct marketing. Presenting companies will include leading insurers, researchers, and the people who make marketing programs work. Plus panel sessions that will offer expert opinions on today’s pressing challenges.

The state-of-the-art Exhibit Hall, two luncheons, a round table breakfast, coffee breaks, and a networking reception (at no additional cost) round out the program and offer unparalleled networking opportunities for all.

Registration for Forum delegates is $795.00. And, new this year, thanks to our institutional sponsors, we are able to offer a price of $595.00 to delegates from insurance companies, carriers, and brokers. Our institutional sponsors include – Mintel/ Comperemedia, LIMRA, The Society of Actuaries, Target Marketing Magazine and Insurance Newscast. To register just click here.

For exhibiting opportunities please call Ginny Simon at 610-889-2036 or email her at gsimon@jcg-conferences.com

2012 Institutional Sponosors:

2012 Forum Sponsors/ Exhibitors:

For more information on this conference, please give us your email address:     

Conference Agenda

Monday, April 16th, 2012

7:30 a.m. -- 11:30 a.m. Digital Workshop: Social Media and Mobile Marketing. Explore the competition; Learn two ways to leverage traditional on line marketing tools; capture 6 new mobile marketing strategies; access 4 major mobile platforms with one free development tool; discuss 4 leading social media strategies driving leads and sales; discover your options and alternatives with one of the business’ most successful practitioners. Attendance is limited to practitioners with five or more years of insurance marketing experience. The workshop is designed as a robust idea and experience exchange. Pre-registration is required. Workshop Fee is $195.00. Leader: Kevin McKenna, CEO JCG New Media

7:00 a.m.--5:00 p.m.

Workshop and Conference Registration

Noon -- 1:00 p.m. Exhibit Hall


1:00 p.m. -- 1:20 p.m

Opening General Session. Welcome: Conference Chair, Hans Sternberg, Chairman, Starmount Life Insurance Company

1:20 p.m. – 2:00 p.m.

Key Note: The Forum is honored to welcome James J. Donelon, Louisiana Commissioner of Insurance, and President –elect (2013) of the NAIC as Key Note speaker.

Concurrent Sessions
2:05 p.m.--3:05 p.m.

A Conversation with Geoff Walker: One of the true iconic players in insurance direct marketing. Geoff Walker was a C-Level Executive with pioneer insurance direct marketing companies National Liberty and Capital Holding Corporation. He is an acknowledged expert in “turnaround” management, mergers and acquisitions and marketing strategies. He is a pioneer in detailed marketing and financial analyses. A terrific way to spend an hour. Geoffrey Walker, Managing Director, LOCDIRECT, LLC.

Retention Marketing 2.0: An examination of the use of customer value drivers-attrition risk and profitability- to successfully target customers for retention. Learn how the framework for effective retention programs includes the measurement of lifetime customer value. Learn why the most at-risk segments are not necessarily the best retention targets. Kevin Raymond, AVP Integrated Markets, Met Life: Martin Thomas, PhD, CFA, SVP, RPM Direct, LLC.

3:05 p.m.--3:35p.m.

Networking Coffee Break in the Exhibit Hall sponsored by IBehavior— Another great opportunity to meet and greet your fellow delegates

3:40 p.m.--4:40 p.m.

Monetizing Your Policyowner Base: See how data driven analytics can be applied to retention activities. Some of the data available today to help maximize retention campaign ROI such as triggers, customer data, credit data and ITA data are examined. See how these data sets can be applied via predictive analytics to identify the policy holders most likely to shop for insurance and potentially switch carriers. Rose Cahill, Vice President, Insurance Industry, Karen Imbrogno, Integrated Marketing Strategy Leader, Acxiom.

Transforming New Customer Acquisition: The Non-Prime Consumer. Non-prime consumers are an important part of most broad-based businesses. This session examines how the Consumer Marketing Group at Ocwen has created value by bringing third-party marketers together with its non-prime consumer base and what the future may hold. Kevin Walsh, Consumer Business Head, Ocwen Financial (NYSE:OCN)

4:45 p.m.--5:45 p.m.

5 Strategic Trends to Watch in the Next Half Decade. Changing markets, an evolving competitive landscape, profitability pressure and a difficult economy sets the tone. Using analytics, research and examples from a powerhouse database, as well as original consumer research: here are the five trends that will affect your business. Tyler Nitz, Manager of Insurance, Mintel/Comperemedia

Case Study: AIG Benefit Solutions gives you a behind-the-scenes look at an integrated, multi-channel direct marketing campaign with on-line enrollment for a third-party sponsored programs underwritten by the company. Multiple tests executed for email lead generation, Facebook ads, Landing Pages, product videos, etc. will be reviewed along with high-level results. Shannon Warner, Marketing Officer, AIG Benefit Solutions.

6:00 p.m. -- 8:00 p.m.

Delegate Networking Reception in the Exhibit Hall
Sponsored by RPM Direct, LLC

Tuesday, April 17th, 2012
7:00 a.m.--8:10 a.m. Exhibit Hall Delegate Continental Breakfast and Idea Exchange Round Tables Sponsored by Acxiom
  • Call Center Marketing: Led by Jon Hamilton, VP Client Services, Insurance Dialogue
  • Retention Marketing: Led by Rose Cahill, VP Insurance, Acxiom
  • Internet: Led by Kevin McKenna, President, JCG New Media, LLC
  • Multichannel Marketing: Led by Warren Hunter, Chairman, DMW Direct
  • Utilizing Multiple Data Sources to Define Consumer’s Path to Purchase: Led by Adrea Rubin, CEO Adrea Rubin Marketing

Concurrent Sessions
8:15 a.m. – 9:00 a.m.

Marketing Keynote: This presentation will revisit the trajectory of the recent past while focusing on how marketers can face the challenges of the second digital decade. This new era looks to be a continuation of much of the same only bigger, faster and more impactful as marketers are inundated by the speed of innovation, a deluge of data and the power of the consumer. With challenge and opportunity before us, marketers are ready to take on the future. Mike Stahl, VP Unitrin Direct

9:05 a.m. -- 10:05 a.m

A Really Big “OOPPPPSSS” Moment. Sometimes the very best insurance direct marketing strategy is no match for Washington and the Federal Government. Hear how “Health Care Reform” pulled the rug out from under a killer program, how this Company responded...and whether or not it worked! A riveting case study. Jeff Roedel, Chief Operating Officer, USI Affinity Collegiate Insurance Services.

A Pragmatic Approach to Model Management. Building a response model is costly and model performance degrades over time. Here's how to manage your models to get the most from your investment and how you efficiently transition to a new model. ACE and SourceLink present a case study that shows a strategy to pragmatically manage models over time. Rich Farrow, Assistant Vice President Product Management, Direct Markets, ACE; Rich Pocock, Vice President, Marketing Services, SourceLink.

10:05 a.m. -- 10:30 a.m.

Exhibit Hall Networking Break, Sponsored by JCG New Media, LLC

10:30 a.m. -- 11:30 p.m.

30 Ideas in 30 Minutes. It’s fast, it’s fun and it’s furious. This session featuring top experts is guaranteed to get you thinking. More importantly, you’ll be sure to walk away with some great ideas to rev up your direct response marketing efforts. Accomplished practitioners will share a series of ideas in rapid-fire sequence. Winning concepts in Media, Analytics, Digital, Product and other Direct Response promotional techniques will be revealed. Hold on to your seat – this will be a jam-packed session! Moderator: Shawn Morris, President, Diversified Media, RPM Direct; Panelist: Maria Eden President Mercury Media Direct; Paula Milam, President, TruSTAR Creative; Geoff Walker; Aileen McKenna, Creative Director, JCG New Media

Current Trends in Online Insurance Marketing. Understanding consumer behavior and competitor strategies is growing in importance. This survey looks at lead generation, new business development and improving the customer experience—including site visits, online quoting and the component internal media of the online world. Kevin Levitt, SVP, Financial Services, ComScore, Inc.

11:35 p.m. -- 12:35 p.m.

Countdown to 2014: Health Care Dream or Consumer Nightmare? Panelists from health insurers will provide their point of view on the law, its impact, health care exchanges and more. Moderated by Warren Hunter, Chairman, DMW Direct. Panelists: Irving Albrecht, MBA,FLM,FAHM,CFCI, Assistant Vice President Director, Direct Marketing& New Market Development, BCBS South Carolina.

Case Study: Chubb & Son. Jon Bidwell, Sr. Vice President, Chief Innovation Officer, Chubb & Son

12:35 p.m. -- 1:45 p.m.

Closing Delegate Networking Buffet Luncheon in the Exhibit Hall Sponsored by Mintel/Comperemedia.


Cancellation policy: Paid Registrations canceled prior to 01 March, 2012 will receive full refunds. Cancellations received after that date will not be refunded and no carryover to another JCG, Ltd. conference will be allowed. Substitutions may be made at any time. Please make checks payable to JCG, Ltd. Conferences. Hotel Information: A limited number of rooms are available at the conference hotel, The Royal Sonesta. The room rate for a double or single is $189.00 per night plus tax and service charge. To make reservations please call the hotel directly at 1-800-Sonesta (766-3782) and identify yourself as a delegate to the JCG Group, Ltd. Insurance Forum to get the conference discount.

(Program Subject to change)

Click Here to Register

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information call:
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