Our Tricare supplement plans provide coverage to
active and retired military personnel and their families. It is sometimes a difficult and expensive product to market. In this situation, a two-step marketing approach was tested with the Marine Corps Association (MCA). A lead generation postcard was created and tested to a segment of MCA members, and we received a response rate close to 10%! The cost to premium ratio improved phenomenally because we sent enrollment materials to only those members who were interested.
