2016 WAHU Fall Sales Conference

Conference Theme: "A New Beginning"

Mark your calendars for WAHU's 2016 fall conference September 21st-22nd! We've condensed the conference to a one-day event based on feedback and everyone's tight schedules, so come for the same quality program while saving money and time! There will be an evening networking event at Monk's Bar and Grill at the Wilderness on Wednesday September 21st.  Thursday, September 22nd will be a jam-packed day with 6 speakers and 5 CE sessions - don't miss it!

 

View Pictures from the 2016 Conference!

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Schedule

Wednesday September 21st:

Registration: 12:00 pm - 5:00 pm   Wilderness Lobby 
Cocktail Reception: 5:00 - 7:00 pm  Monks Bar and Grill

*A free shuttle will be available from the Wilderness Lobby to Monks Bar and Grill

 

Thursday September 22nd:

Registration: 7:00 am - 5:00 pm 
Breakfast: 7:00 am - 8:00 am  
General Session: 8:15 am - 12:00 pm 
Lunch & Exhibitors: 12:00 pm - 1:45 pm  
General Session: 2:00 pm - 5:30 pm

Speakers

All six speakers present throughout the day on Thursday, September 22nd during the general session.

Download the pdf flyer of the Speaker Line-up and program. 

Gerald Frye, CLU, ChFC, RHU, REBC, CASL
President, The Benefit Services Group, Inc. Pewaukee, WI
 

"Evolving Markets for Employers" 

Over the past several years, Wisconsin’s leading provider systems have joined forces in unprecedented ways to collaborate as networks. Additionally, we see acquisition and consolidation of provider systems, as well as health plans and national insurance carriers. The successful integration of our State provider systems is enjoyed by the ETF, as seen in their ability to consistently beat national trend. This presentation will discuss the impact a change to self-funding change for ETF could have on our integrated healthcare delivery systems and their current path of innovation.

Gerald Frye is president and owner of The Benefit Services Group, Inc. (BSG®), an employee benefits consulting firm he co-founded in 1987, and BSG Analytics™ LLC (BSGA), a health care analytics firm he founded in 2012. BSG’s industry-leading ACO – Health Care Analytics system is a key component in developing and managing ACOs and similar models for health care systems and provider groups. 

He has served for over 30 years in various roles in the insurance and employee benefits industry and  is a frequently requested speaker for the University Conference Services (UCS) series, ISCEBS seminars, physician symposiums, employment law seminars and Society of Financial Service Professionals. He currently serves as a member of the Wisconsin Office of the Commissioner of Insurance Health & Life Advisory Council and the Wisconsin Manufacturers and Commerce Health Committee.


Jesse A. Patton LUTCF, HIA, MHP, FAHM, HIPAAA, EBHA, PHIAS, DBA
Associations Marketing Group, Des Moines, Iowa

"Looking into the Crystal ball for 2017. What's ahead with the Affordable Care Act" 

Jesse Patton is well known nationally for his expertise on the ACA and his counsel is sought by a number of national leaders on healthcare. During this session you will gain insight from a national perspective  how the new regulations in 2016 will impact you in 2017. Jesse will provide comprehensive details on the current regulations with the Affordable Care Act so you will walk away knowing what’s going on in Congress.

Learn the status of “Risks Protection” provided by ACA long with the latest delays on reporting requirements for employers, the status of employer shared responsibilities, and carrier and marketplace updates. He will share how he has adapted to the market place changes and continues to thrive way beyond just survival. 

Jesse Patton is founder and President of Associations Marketing Group, Inc., in Des Moines, Iowa. Jesse entered the insurance industry in 1981 following a four-year career as a paramedic. Jesse is currently serving his seventh term on the Iowa Small Group Reform Committee as Secretary, and assisted a congressional study on the effects of Healthcare Reform in the states. 

He is the past Federal Legislation Chair for NAHU and past Chairman of their National Political Action Committee (HUPAC).  Jesse was past Federal Legislation Chair for Iowa Healthcare Council. He is now serving as Chairman of the Iowa Retail Federation and President of the Iowa Retail Foundation. He is a consulting member of the Galen Institute and the Heritage Foundation. 

 

Kevin Moore
Wisconsin Medicaid Director, Madison, WI
 

"State of Wisconsin Medicaid Briefing and Updates" 

Kevin Moore will discuss the current state of the Wisconsin Medicaid program. Many changes were endorsed as a result of Act 55 that passed during the last biennial budget. Looking ahead, Department of Health Services (DHS) has to make a variety of changes to control the growth and cost of Medicaid and long term care programs that are on an unsustainable path. Different business models are being looked at and may operate in part like insurance companies.

Learn what regions will be established large enough to allow for adequate risk management and how the state will transition care to an outcomes based model that better coordinates all of an individual’s care needs. DHS believes their new coordinated care model will reduce the likelihood of long term nursing home stays. Kevin Moore was appointed by Governor Scott Walker to serve as Deputy/Secretary of the Department of Health Services (DHS) in 2013 after having served as the Policy Director in the Executive Branch. The Agency is responsible for Wisconsin Medicaid programs which provide health care and long term care services to more than one million enrollees, operates four mental health facilities, regulates state hospitals and coordinates public health response for the state of Wisconsin. In his various roles he has been appointed to serve on several boards and committees such as the Waste, Fraud and Abuse Elimination Taskforce, State Council on Alcohol and Drug Abuse (SCAODA), and the Wisconsin Child Abuse and Neglect Board. Mr. Moore holds dual Bachelor of Science degrees in History and Political Science from the University of Wisconsin–Madison.  

Kevin Moore was appointed by Governor Scott Walker to serve as Deputy/Secretary of the Department of Health Services (DHS) in 2013 after having served as the Policy Director in the Executive Branch. The Agency is responsible for Wisconsin Medicaid programs which provide health care and long term care services to more than one million enrollees, operates four mental health facilities, regulates state hospitals and coordinates public health response for the state of Wisconsin.  In his various roles he has been appointed to serve on several boards and committees such as the Waste, Fraud and Abuse Elimination Taskforce, State Council on Alcohol and Drug Abuse (SCAODA), and the Wisconsin Child Abuse and Neglect Board.  Mr. Moore holds dual Bachelor of Science degrees in History and Political Science from the University of Wisconsin–Madison. 

Ted Boylan 
Vice President of Clinical Programs, Serve You, Milwaukee, WI

"The Pharmacy Benefit: An Industry Update" 

The use of prescription medications and the value provided by prescription drug therapy has never been a more important topic for healthcare stakeholders. Utilization management, particularly in the specialty space, is evolving as drug expenditures account for a significant and growing fraction of the total healthcare spend. During this session, Serve You Custom Rx Management will provide an industry update on the pharmacy benefit focusing on current prescription drug trends, factors driving trend and cost management tools. 

Ted Boylan is responsible for the oversight of the clinical department at Serve You, including development and administration of utilization management programs, formularies, and other data-driven solutions used to mitigate plan costs and maximize patient outcomes. Ted is also charged with oversight of PBM and pharmacy compliance, provider contracting, and is a member of the Serve You Executive Leadership Team.
Prior to his ten years of managed care pharmacy experience, Ted worked for years in community pharmacy practice, including Target and Walgreens pharmacies. Ted earned his B.S. in chemistry from the University of Wisconsin-Stevens Point and his Doctor of Pharmacy from the University of Wisconsin-Madison. Ted is a licensed pharmacist in Wisconsin and Illinois.

 

David A. Grunke 
Speaker, Coach & Instructor, Madison, WI 
 

"Who Moved the Cheese?   The Federal Government-- 218 years ago"

Grandma’s castor oil might have been the cheapest fix for your ailment years ago but once tax dollars got involved as early as 1798, our first government involvement in health care began. Because it was government, it could only grow.  Where have we been? Where are we going? This requires you to imagine how many rules and restrictions have been altered over time, affecting coverage and the nature of defining benefit value. Get ready for an engaging and rapid fire presentation by seasoned insurance professional David Grunke who will help provide context for how we got to where we are today and where we appear to be headed.  A politician without thick skin can’t survive, and neither will a broker who doesn’t understand this evolutionary profession and how to keep changing to meet customer needs in a highly complex and regulated environment.  You can no longer just be thoughtful; you better keep an eye on the cheese.

David Grunke has more than three decades of health plan administration experience in management for sales, claims, customer service, enrollment, provider contracting, marketing and sales. David has helped Fortune 100 companies to the small two person office and large blocks of individual insurance purchases improve their health insurance bottom line.

David’s undergraduate degree is in Business Administration and Finance from Marquette University, he also holds a Certificate in Sales Management from the University of Wisconsin – Madison, and is a graduate of the Certified Health Care Consultant (CHC) program at Purdue University and is a Registered Health Underwriter (RHU) and a Chartered Healthcare Consultant (ChHC) completing the courses of study from The American University in Pennsylvania.

Terry Slattery
CEO & President, Slattery Sales Group Minneapolis, MN

"Differentiate or Watch Your Margins Die" 

What would a 90% closing rate mean to you? While selling a “commodity”? Without lowering your price or your margins? That's the topic of this selling session, based on lessons from 30 years, 2,100 companies, and over 50,000 salespeople. Discover how to bypass commoditization by ethically “rewriting” the prospect’s buying process – on your terms.

Get answers to 3 questions every prospect has: Why you? Why you now? Why your price?

Terry Slattery has helped over 2,100 clients grow revenues and margins over the past 30 years.  He has developed value differentiation strategies for clients in more than 100 industries, re-engineered their sales processes, and trained and coached executives and sales organizations.  From home-based enterprises to Fortune 100 companies he has helped increase their top-line revenue and decrease their selling costs.

The creator of Wimp JunctionTM—a program that teaches how to recognize and eliminate nonproductive sales behavior during complex sales—has helped tens of thousands of salespeople improve their sales productivity.  

Terry was a leading new business salesperson at IBM, where he first began using value differentiation.  As a sales executive at other tech firms, he managed global relationships for the largest accounts, selling engineering systems, data communications, decision-support systems and transaction processing.



Sponsoring & Exhibiting

WAHU's fall conference will be taking place September 21-22, 2016. 
Looking for a chance to sponsor and exhibit an action-packed day and a half meeting? Give Alice O'Connor a call at the WAHU office at 608-250-4685.