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2014 AEP

Integrated Marketing Solutions - Sales Tools. 2014 AEP. Government Markets. Bringing the campaign to life. Business situation Key business objectives Key implementation components Target audience Implementation strategy Budget. Business situation.

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2014 AEP

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  1. Integrated Marketing Solutions - Sales Tools 2014 AEP Government Markets
  2. Bringing the campaign to life Business situation Key business objectives Key implementation components Target audience Implementation strategy Budget
  3. Business situation The goal of the Sales Marketing team is to support a number of different style brokers by delivering tools that enable them to sell compliantly, quickly, and effortlessly. Types of brokers include captive agents, independent agents (brokers), telesales representatives and electronic marketing organizations (Exchanges).
  4. Key business objectives Support a growing number of various types of sales agents Get the agents excited about the Medicare Annual Enrollment Period Provide agents with tools and resources that allow them to easily sell our plans and when appropriate generate their own sales
  5. Key implementation components and strategy Internal “Hype” Video Developed to energize captive agents, telesales representatives, and customer service representatives Instill a sense of best of breed with our company and plans Exchange Educational Video Educate a group of agents that sells on a national level about the name recognition and community presence of our local company IBC appears about 5% of the time to these brokers, make the connect from agent to IBC as local leader Sales Presentation Polished, automated sales presentation which allows brokers to hit key company and plan messaging while also selling compliantly Retail design Create a consistent look at feel for our agents participating in CVS retail program Broker eStore Provide a one stop shop for independent brokers to order sales kits as well as generate their own leads through approved marketing materials Destination RX (DRX) Online enrollment tool for all sales agents Allows for clean, complete applications to be submitted electronically
  6. Target audience IBC sales force Captive agents Independent brokers, general agencies and field marketing organizations Telesales representatives Exchange sales agents Medicare eligible beneficiaries ages 65 and over
  7. Budget $552,500
  8. Retail
  9. Retail Consistent look and feel Pop up banner Table and chairs for meeting Branded table skirt Long sleeve, logo shirt
  10. Broker eStore
  11. Background Allows us to : Support our brokers to meet sales goals Enhance overall lead generation efforts Ensure Independence Blue Cross Brand and CMS compliance Support Independence Blue Cross as a “cutting edge” organization Bring in new members Created to support our brokers with a secure, password protected online portal where they can order advertising materials, sales promotion items and sales literature on demand.
  12. Over 175 available materials Sale kits and related materials Postcards Ads Flyers Self-mailers Letters Posters Promotional items Quick Tips
  13. Personalization Agent name Agency name Phone Email Meeting details
  14. Speed of delivery Orders ship within days for their use in the field!
  15. Destination RX Online enrollment tool
  16. Allows agent to compare IBC plans available in the service area
  17. Does not let agent progress through the application unless they fill out all required information on the application Reduces re-work Faster turnaround time
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