Your SlideShare is downloading. ×
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×
Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

Roberto Hortal Dynamic Distribution And Cross Selling Strategies For Insurance

1,131

Published on

Published in: Business, Economy & Finance
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
1,131
On Slideshare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
53
Comments
0
Likes
0
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. Expanding direct distribution through Internet initiatives Roberto Hortal Head of eBusiness MORE TH>N
  • 2. Agenda > Uncovering effective use of the Internet to issue policies on the spot > Discovering opportunities in online self-build products > Uncovering how to target consumers most likely to use each channel > Discovering a powerful new cadre of Internet distribution tools
  • 3. Uncovering effective use of the Internet to issue policies on the spot
  • 4. > The Instant Gratification noughties – 24h, real-time customer expectation – See, buy, drive away – I want it NOW Opportunities
  • 5. Opportunities > Integration with main purchase – Integral to transaction > Travel Insurance leads the way
  • 6. Opportunities > Expanded footprint – Impulsive shopping: mid/high net worth – Remote customers – Complex/custom customer relationships > Enhanced brand experience – Frequent visits – Repeated opportunities for cross/upsell – Consistent service
  • 7. Challenges > Not always a commoditised purchase > Legislation/regulation > requirements > Technology and > processes
  • 8. Future – finally paperless? > Always on/near me – Mobile – In-car > Easy to use – Kiosk – Search – Abstract – Beam > Always up to date – MTAs – Contact info – Past contacts
  • 9. Discovering opportunities in online self-build products
  • 10. Why self-build? > People want – Value – To understand what they’re paying for – To feel part of the product > Control
  • 11. Risks > Insufficient cover > Incompatible combinations > Too many choices?
  • 12. Addressing risks >Give customers a head start
  • 13. Addressing risks >Protect your profitability –The Dell approach –Branded plays
  • 14. Extending self-build >Crowdsourcing >Make me an offer– The intention economy >Working with Generation C – Content – Cash
  • 15. > Atava Pre-packaged > The simple flip-side of the coin
  • 16. Uncovering how to target consumers most likely to use each channel
  • 17. Social Media > The biggest opportunity in online marketing > Participate in conversations – Listen – Change – Communicate > Your customers on the driver’s seat
  • 18. Popular
  • 19. 900 Top 100 keywords over all time 800 700 Engaging green social network 600 Averge time on site 500 morethan living 400 flood advice flooding summer 2007 summer 2007 floods 300 green motoring 200 long egg 100 morethan 0 0 1 2 3 4 5 6 7 8 Average pages per visit
  • 20. Living and PHC
  • 21. When niches go mainstream
  • 22. Discovering a powerful new cadre of Internet distribution tools
  • 23. The Aggregator effect Saturated market: always growing spend to maintain share of voice Aggregators + new branded entries increase competition for attention
  • 24. Through the roof > From 15% of the online market in 2005 to 50% predicted by end 2008
  • 25. Everyone wants in
  • 26. • Specialisation/positioning – Different premiums = customer segments – Different product ranges – Different propositions (price/value/platform) Aggregators: what next?
  • 27. • Peak Agg? – Mature market - 65%+ – Share battles - £1M giveaway, win a Boxster – Cashbacks threaten revenue – Consolidation, regulation may be imminent Aggregators: what next?
  • 28. • Could kill the Golden Goose – Long-term sustainability of insurers at risk – Race to the bottom may leave consumers unprotected – Shrinking competitive landscape? Aggregators: what next?
  • 29. • Or make it stronger – Back to basics of direct model • Lower cost at all stages • It’s the Customer Experience, stupid – Customer at the core: reinventing insurance for today’s customer Aggregators: what next?
  • 30. Cashback sites
  • 31. Who are these people? Source: MoneySavingExpert
  • 32. Cashbacks and consumers • Consumers get rewards every time they use a cashback site – Up to 100% of site’s commission – Down to £0 joining fee • Cashbacks offer forums, blogs for members to discuss merchants – Payment terms/speed most popular – Service/product review/recommendation growing • Spreading like wildifire thanks to excellent MGM programs
  • 33. Cashbacks and retailers • Taxing access to consumers - parasytes of the online Marketing world? – Not really a demand generation tool – You still have to do all the hard Marketing work, and spend all the money • Large volume cashbacks can drive high bounty • Purely an added cost • They are spreading!
  • 34. Cashbacks and retailers • High additional CPS across the board • Selection, profitability impact – Bounties for Insurance products tend to be flat • Disproportionate benefit for low premium policies • Will Aggregators bear the brunt of the cashback revolution – Not completing the sale? – Having to offer cashback? • Commercial value doubtful
  • 35. Cashbacks are great social media!! > WOM fuels growth – social media marketing working at last! And rather good at it...
  • 36. > Very large audience of committed users – No shortage of enthusiasts of your brand > Huge collection of user-generated content > Finely tuned WOM program > A social Marketer’s dream! Cashbacks: Dive in
  • 37. Mobile > Personal > Trusted > Always-on > Location
  • 38. Car > Enhanced mobile > Telematics – PAYG – Differential pricing – Groups > Your brand, delivered to where most relevant
  • 39. Thanks! Roberto Hortal roberto.hortalmunoz@uk.rsagroup.com www.morethan.com All photos: Flickr users via FlickrStorm

×