visit our website: www.flemingeurope.com 6th Annual Insurance Distribution Strategies Forum 29-30 October 2014, Rome Comprehensive Speaker Panel Isabelle Conner, Generali, Italy Group Chief Marketing Officer Thomas Bauer, Aviva, UK Strategy & Business Development Director Dr. Reinhardt Schink, Allianz Global Benefits Germany Head of Market Management Manuela Pifani, Direct Line Group, UK Head of Customer Strategy & Experience Bruno Patroncini, Genworth, Italy Country Sales Leader Nelson Lopes, April Portugal, Portugal Chief Executive Officer Alexander Gorin, AlfaStrakhovanie, Russia Deputy CEO, Retail Insurance Director Dirk Schallhorn, ERGO, Germany Head of e-Business Dieter Pscheidl, VVO, Austria Representative to the EU Gregory Desfosses, BNP Paribas Cardif Chief Digital Officer TBC Sabine Usaty-Seewald, Uniqa, Austria Head of Alternative Sales Manuel Leiria, Açoreana Seguros, Portugal Marketing Director Glenn Lottering, Oracle Netherlands, Senior Director, Oracle Insurance - Financial Services Global Business Unit David Ewell, Oracle, USA Sales Consulting Manager Our Expert Advisory Board Event Introduction Fatih Yildirim, Ergo Sigorta A.S., Turkey Network Manager In 2014, insurers still, if not more than ever, have to find ways to produce growth in the flat market. Therefore they have to come up with new up-to-date sales models, marketing strategies and distribution channels. Regulations are affecting the business plans. In order to gain a competitive advantage, insurers need to offer niche insurance products which are not country specific but cover an international scope. Patrick Abela, Axa, France Regional business development manager, Southern Europe & The Mediterranean Dr. Reinhardt Schink, Allianz Global Benefits Germany Head of Market Management Petar Dobric, Generali Sigorta, Turkey Vice CEO The 6th Annual Insurance Distribution Strategies Forum is the place to deliver and exchange the latest and most successful strategies of the most significant insurers in Europe. Event Focus Do not miss the chance to take part in a conference where all the important decision makers meet and exchange experience to shape and improve the insurance industry.  Regulatory update  New distribution channels (car dealers, workplace, …)  New technologies supporting insurance distribution  Social media and its role in insurance distribution  Mobile / SMS marketing  New customer mind set Gold Sponzor: Media Partners: Special Features • Focused round-table discussions • Several case studies • Valuable networking time with peers Booking line: tel: +421 257 272 232 / fax: +421 255 644 490 Email: [email protected] | www. flemingeurope.com 5th Annual Insurance Distribution Strategies Forum Job title delegate breakdown: C-levels, Board Members,VPs, Presidents – 26% Heads of departments – 13% Directors, Leaders – 32% Managers – 17% Senior representatives – 12% Geographical delegate breakdown: Western Europe & Nordics – 48% SEE – 9% CEE + Turkey – 29% Russia & CIS - 12% Middle East, North America, Asia – 2% WHAT DID OUR PAST ATTENDEES SAY? “The event was extremely useful and insightful for me, I’ve got a lot of ideas and practices that could be implemented in my company.” Deputy General Sales & Marketing Director Interamerican, Greece “The event was helpful to benchmark and brought some interesting insights worthy of future consideration and implementation.” Associate Director, Comm. Sales, Allianz, Ireland “A lot of useful and relevant information presented by very professional speakers.” Marketing Director, Açoreana Seguros, Portugal “The conference was a great way to network and make new connections, as well as to hear about the very best of what’s happening in insurance distribution right across Europe. It was a real privilege to be there.” “I really liked the possibility to network across countries as well as the professional and value added content and the set-up of the conference. Well done!” Head of Sales & Distribution General Insurance Zürich Versicherungs-Aktiengesellschaft, Austria “This was a very impressive conference in terms of the audience and speakers and also of conference management, with excellent facilities at the hotel and in the conference room.” Managing Consultant, Finaccord, UK “Thank you again for the excellent organisation of the forum with content (presentations and speakers) that can help us to improve our work and business in general.” Head of Motor Department, Generali, Slovenia Chief Marketing Officer, RSA Group, UK Who Will Attend: Insurance companies interested in improving their distribution channels and looking at new alternative strategies. CEOs, COOs, CMOs, Vice Presidents, Managing Directors, Commercial Directors, Heads of Channel Distribution, Alternative Channels, Insurance Regulators. Business Strategy & Development, Sales & Marketing, Communication, Internet, E-commerce, Bancassurance, Product & Service Development, Innovations, Customer Relationship, Segmentation and professionals serving the insurance industries. Booking line: tel: +421 257 272 232 / fax: +421 255 644 490 Email: [email protected] | www. flemingeurope.com Day 1 / 29th October 2014 8:30 Registration and coffee 13:40Bancassurance – latest developments • Banks becoming more of joint ventures, not just agencies • How much can a bank limit what the insurers sell themselves? • Questions & Answers 9:00 Opening remarks from the Event Chair 9:10 Meet & Greet – business card exchange to get to know each other from the start 9:30 14:10 Affinity distribution • Creating partnerships is the new trend • A win-win situation for both sides – what are the benefits (more data to calculate risk,...) • Questions & Answers KEYNOTE What is new in insurance distribution • What are the latest trends in insurance distribution? • How can insurance companies gain the competitive advantage in the highly saturated market? • Questions & Answers 10:10Regulatory update • How are the latest regulations affecting insurance distribution? • Overcoming regulatory difficulties • Regulations‘ effects on case reserves and IBNR • What insurance products are most affected? • Questions & Answers Dieter Pscheidl, VVO, Austria, Representative to the EU 10:40 Morning coffee and networking CHANNELS THAT SELL 11:00Transformation of traditional sales force • How does traditional sales force keep up with the digital world? • Modernising sales force • Are traditional sales reps going to disappear? • Questions & Answers 11:30Transformation of Agents • A changing landscape for Agents in Europe • Creating new multi-access solutions for Agents • Diversification of Agents business (both in terms of customer segments & products) • Questions & Answers Thomas Bauer, Aviva, UK, Strategy & Business Development Director 12:00 Lunch 14:40 CASE STUDY Car dealers as insurance distributors • The automotive industry is an important channel for selling car insurance... • ...but what is the potential for GAP insurance and extended warranties? • Should insurers sign partnerships with manufacturer brands or should they work directly with car dealers? • Questions & Answers 15:10 Employee Benefits – a challenge for traditional sales channels and a driver for innovative solutions • Pensions: (Still) a business segment for insurers?! • Challenges to capture business potential: B2B2C and instividual business • Workplace marketing: Much more than just a sales channel, but a win-win-win situation • Questions & Answers Dr. Reinhardt Schink, Allianz Global Benefits Germany, Head of Market Management 15:40 Afternoon coffee and networking 16:10Niche products – your competitive advantage • Staying competitive in the saturated market • Offering special products for specific groups (aging population,...) • Insuring special events (wedding, event cancellation...) • Questions & Answers 16:50Online aggregators • One-stop insurance shops providing instant and easy access to tailored insurance solutions • Who are they regulated by? • Only for basic policies? • The impact on other distribution channels – is their information always true? • Questions & Answers 17:30Handling channel conflicts 13:00 APRIL Portugal – a masterbroker brief history from birth to childhood • An entrepreneurial creation from scratch - Foundations: product, distribution and organizational framework • Learning to walk - positioning and role; optimization and performance • Lessons learned - Roadmap for adolescence • Questions & Answers Nelson Lopes, April Portugal, Portugal, Chief Executive Officer • Direct vs. Agency sales – choosing your strategy • How to decide which is best for your company? • Direct vs Agency vs Bancassurance – Choosing your strategy • Cross-selling direct sales activities for customers of other channels - a dangereous game? • Questions & Answers Sabine Usaty-Seewald, Uniqa, Austria, Head of Alternative Sales 18:00 Closing remarks from the Event Chair Speakers and delegates are cordially invited to attend Networking Cocktail Reception Booking line: tel: +421 257 272 232 / fax: +421 255 644 490 Email: [email protected] | www. flemingeurope.com Day2 / 30th October 2014 NEW TECHNOLOGIES IN INSURANCE DISTRIBUTION 12:00 CASE STUDY Social media as a customer care tool • Creating your social media strategy • Managing customer interaction • Handling complaints on social media 9:00 Digital marketing – new trends • Questions & Answers • Integrating digital into classical marketing – ideal channel mix modelling • Developing content across increasingly complex platforms • Measuring ROI while ensuring adherence within digital space • Questions & Answers speaker TBA 12:40 Lunch 13:30Mobile / SMS marketing • Mobile does not mean it fits the small screen – you have to adjust the content 9:40 Data mining & data management • Apps becoming not so popular • So much data, so little time – how to manage it effectively? • Questions & Answers • Applying data and analytics to increase revenue • Questions & Answers 10:20 Morning coffee and networking 10:50 Improving customer experience through targeted customer communication utilising the latest technologies • Changing customer expectations • Demand for personalised customer service without additional cost IT’S ALL ABOUT THE CUSTOMERS 14:00 Speaking slot reserved for Generali Italy Isabelle Conner, Generali, Italy, Group Chief Marketing Officer 14:40 Afternoon coffee and networking 15:00Customer segmentation and targeting • Effective customer segmentation derives from a clear understanding of customer needs, buying processes and preferences • Questions & Answers David Ewell, Oracle, USA, Sales Consulting Manager • How do decision drivers and unfulfilled needs differ across customers 11:20 Digitalization and Distribution Preferences • Using segmentation strategy to support go-to-market decisions and execution • Market context (the changing face of retail banking distribution and the financial services & smart commerce) • Digital Retail Banking (a: growth of mobile and tablet; b: still in the early stages of transformation; c: banks leading change; d: regional & generational differences) • Opportunity for Bancassurance (a: insurance products traditionally sold ... now being bought; b: new entrants, partnerships & channels; c: unlocking the potential of big data in bancassurance; d: increasing customer relationship strength; e: opportunities arising from our digital future) • Genworth Vulnerability Index (Distribution Preferences Data from our market studies) • Questions & Answers Bruno Patroncini, Genworth, Italy, Country Sales Leader • Questions & Answers 15:40 CASE STUDY Loyalty programs • Consumers are looking for an insurer who appreciates and recognises customer loyalty • Customers want to be treated as an individual • How to reward your customers the way they want to be rewarded • Questions & Answers 16:20 Closing remarks from the Event Chair & Farewell coffee and networking