Did you ever wonder why a problem as big as the looming long term care crisis doesn't create more consumer demand for LTCI ? Did you ever think that they'd take more action if " they only knew"? Did you ever, in a private moment, label consumers "uneducated" or even dense for not taking action or understanding the value of their contract? If so, this interactive session will take a fresh look and focus on a new understanding and approach. Behavioral economist Jeremy Pincus and Consumer insight expert Luisa Uriarte will deliver new insightful information which has implications for product design, sales/marketing, technology, operations, compliance, alternate solutions, claims and customer service. Join us and see how by understanding consumer psychology, perceptions and expectations, we can see results significantly improve. This General Session is open to all tracks!When: Tuesday, March 15 from 3:30pm to 5:00pmSpeakers:Jeremy D. Pincus, Ph.D.,Principal at Forbes/Copernicus, has 20 years of experience as an industry leader in long term care product design, competitive and regulatory analysis, and market research with consumers and stakeholders. Before coming to Forbes, he served for 6 years as Director of Research & Product Development for the Long-Term Care division of John Hancock Financial Services, where he directed the company’s joint research program with the National Council on the Aging. He is a Fellow of the Employee Benefit Research Institute, was one of five named to the 2008 LTC Power List by Senior Market Advisor magazine, and was named Marketing Researcher of the Year for 2011-2012 by the Pharmaceutical Marketing Research Group. He has provided product development, market analysis, and marketing research services to the industry and to the federal government on a wide range of long term care engagements including the following: - Served on the U.S. Office of Personnel Management’s panel of long-term care experts at the inception of the Federal Long-Term Care Insurance Program - Analyzed the market position and competitiveness of the Federal Long-Term Care Insurance Program under contract with the U.S. Office of Personnel Management (with Booz, Allen, Hamilton) - Analyzed factors influencing employer sponsorship of and employee participation in employer-sponsored long-term care plans for EBRI - Provided technical assistance to the US Department of Health & Human Services in development of the CLASS program, as part of PPACA implementation - Advised the National Commission for Quality Long-Term Care on the state of the private LTC insurance market - Served as an expert panelist on the Own Your Future long-term care awareness campaign being coordinated by the US Department of Health & Human Services - Served as the lead Market Segment Analyst for the US Department of Health & Human Services under the long-term care awareness campaign - Analyzed the state of the LTC insurance market for three different private equity firms to inform acquisition decisions - Created a multi-sponsor consumer segmentation of the market for LTC insurance used by MetLife, John Hancock, Genworth, Bankers Life & Casualty, State Farm, Prudential, and Mutual of Omaha - Conducted a multi-sponsor segment-based messaging study for MetLife, John Hancock, Mutual of Omaha, and Prudential - Conducted product development work (qualitative, discrete choice, and pricing) for MetLife and John Hancock - Conducted multi-sponsor study of physician behavior in diagnosis of pre-symptomatic Alzheimer’s disease and related dementias for three major carriers.Luisa Uriarteis a researcher, an innovation (Ring)leader and a writer. She is responsible for overseeing innovation projects and has over 20 years of experience in leading research engagements of international scope, covering more than 30 countries worldwide. Formerly serving in leadership roles at Markitecture, Copernicus and Yankelovich Partners, Luisa has directed a wide range of segmentation, new product development, public relations and public polling studies for multinational clients. She holds a Bachelor of Science in International Affairs from Georgetown’s School of Foreign Service and speaks Spanish and Chinese fluently. She is also co-author of the book Brand New: Solving the Innovation Paradox.