Marc Sevestre
Executive Vice President, Head of Marketing, CEO Western Europe
MetLife International, France

“Social Media and the Evolving Roles and Opportunities for the Industry”

“Social media engagement now accounts for more online time than any other internet activity and its prevalence can make it increasingly difficult to control what is said about brands, as the power to communicate shifts from corporations to their customers.

So, what should our social media strategy be? What opportunities and threats does social media represent for our industry? How pro-actively should we engage in a social media strategy? Are there good examples to follow when it comes to defining and implementing a social media strategy within and outside our industry and can we avoid making costly mistakes? Who should be involved in defining and implementing our social media strategy?”

Stefan Winkler
Head of Bancassurance
Raiffeisen Bank International

“Efficient Cross-Sell to Increase Customer Value”

“By heritage, Bancassurance distribution – especially in the CEE region – is mainly driven through branches. One of our challenges will be to diversify their revenue sources, leveraging other ways of offering valuable products by targeting even better the right customers. The presentation will provide you with an overview from experiences across the Raiffeisen network, aiming to overcome these challenges of building new ways of distributing Bancassurance offerings.

The time to decide whether or not our industry wants to address the social media question has been and gone. Social media is a massive phenomenon and our customers, our distributors and our employees are already very active on social media platforms.”

 Robert Watters
CEO
AXA Direct Protection

“Modify or invent life products?”

“As marketers we know we need to develop the complete Bancassurance life protection product range that will be suitable for tomorrow’s customers. We recognise the challenge is complex and sometimes we lose sight of how to do this in a truly organised way. In the face of keeping many stakeholders happy, and lots of obstacles in the way, it requires clear process and pragmatic thinking.

We know we must start by getting clarity on customer needs then developing our risk products to match the identified needs. If our products match specific needs then consumers are more likely to respond to our propositions and we will be more successful.  At the same time in the Banassurance world we must assemble a product range that works either with or without face to face advice. Where we can offer multi channel access to the products to our customers.

With this in mind how do we tackle the challenge of delivering a product range that supports a large scale programme of bancassurance recruitment, cross sell and upgrading activity to increase share of wallet?”

Denis Gavrilov
Head of Bancassurance & Partners products development
Allianz ROSNO, Russia

“Gaining Competitive advantage in stand alone non-life bancassurance“

“Banks and insurance companies dream about selling stand alone non-life insurance products through Banks’ branch network and significantly increasing revenue. However, nine out of ten stand-alone sales projects fail – most of them during, or immediately after, the pilot period. Principle reason for this is the lack of focus on consumers’ insights in relation to product development and sales concept implementation. During the 5th Annual Bancassurance Forum, I will cover the most important issues to be considered when launching sales programmes of stand-alone insurance products. I will also share Allianz Rosno’s expertise and success in this field within the Russian market”

Tom De Witte
Insurance Distribution Director
KBC, Belgium

“Building on Quality of Products and Services”

“Distribution will remain a main concern for both insurance companies and banks. As consumers continue to get a broader choice in channels, focus on innovation and new products and services grows, in an even more demanding regulatory environment. KBC believes that reinventing and innovating the bancassurance model is key in optimizing the service to your customers, and enables you to build on the delivery of top products and services.
The presentation will provide you with an overview and highlights of our innovations in our multichannel distribution model.”

Jose Fuentes
Bancassurance Implementation Director
Aviva, Spain

“How to Effectively Establish Sales in Terms of Launching New Life Products”

“In new product development strategies, apparently the product is considered to be the most important aspect in the whole launching process. However, the product itself is just another element among the key successful factors and, in many occasions, it is not even the most significant one.
A comprehensive business model implies product development processes that satisfy customer requirements, meet partners’ expectations in line with their business plans and allow to attain targets accordingly.”