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Vanzarea de asigurari prin Bancassurance in Banca Transilvania

Vanzarea de asigurari prin Bancassurance in Banca Transilvania. Mioara Reyne – Bancassurance Sales Manager. Banca Transilvania in cifre. Grupul Financiar Banca Transilvania - Structura. Consumer Finance. Banca. Brokerage. Asset management. Leasing. Linii de business. Retea.

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Vanzarea de asigurari prin Bancassurance in Banca Transilvania

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  1. Vanzarea de asigurariprinBancassurance in BancaTransilvania Mioara Reyne – BancassuranceSales Manager

  2. BancaTransilvania in cifre

  3. GrupulFinanciarBancaTransilvania - Structura Consumer Finance Banca Brokerage Asset management Leasing Linii de business

  4. Retea Statistica, Ianuarie 2014 Unitati: 550 Clienti: 2.1 milion Cota de piata Cota de piatadupa active: 8.5% Buongiorno, Italia … din Ianuarie 2014!

  5. Retail Corporate PatruLinii de Business Diviziapentru Medici IMM Linii de business

  6. Strategia de Bancassurance Creareaunui model integrat de bancassurance Dezvoltareproduse de asigurarecomplementarestrategieibancare • Prioritizareasigestionareainitiativelorcheie • Dezvoltarea de produse de asigurarecomplementareproduselorbancare • Asigurari cu plus valoarepentrubancasipentruclientiiacesteia • Respectareaprevederilorlegale Produse Simplificareaproceselor de vanzare/cumparare • Imbunatatireaexperientei de cumparare a clientului • Integrareasiautomatizareaproceselorpentru a ajutavanzatoriisiclientiifinali • Modele integrate de produse in sistemelebancii Procese Sustinereaactivariisioptimizariidistributieipediferitelecanale • Imbunatatireavanzarii de asigurariprinactiuni regulate de training in sucursale, training on the job, testari online/offline produsesi coaching on the job • Actiuni de telemarketing: welcome call, colectaresirevanzare • Deschidereapartenerilorasiguratoriinsprenevoilebancii Suportdistributie

  7. Activitatea de Bancassurance • Start 2008. Baza mare de clienti : circa 2,1 milioane • Multi-channel distribution: fata in fata, telemarketing siintegrareanoilortehnologii • Vanzareprinimpachetare: asigurarilesunt parte integrata a consultanteifinanciare • bancare • Produse de asigurare simple – keep it simple • Personalizareaproduselor de asigurare in functie de liniile de business sitipologia • clientilor • ParteneriAsiguratoriputernici: Groupama, Aegon, Metropolitan Life Term Deposits82% RON 75%

  8. Bancassurance– Comunicareinterna&externa Term Deposits82% RON 75%

  9. VanzareBancassurance • PUNCTE CHEIE • Vanzareoptionala: • Directa • Telemarketing • Canaleelectronice • Concursuripentruforta de vanzare, clubulexclusiv al celormaibunivanzatori • Campaniipromotionaleclienti cu premii la cumpararesi/sauretentie • Premii (consistente) de vanzarepentruangajatipentruprodusele de asigurare Term Deposits82% RON 75%

  10. VanzareBancassurance (II) • Produsepersonalizate: costuri in functie de tipologiaclientilor • Rata mare de colectarea primelor de asigurareprinmodalitati de platasimplificate: debitare automata, debit direct etc. • Customer support personalizat din pentruclientiiintermediati de banca din parteaasiguratorilor • Transparenta vis-à-vis de costuri vs. beneficii • Vanzareabazataperelatia client-banca • Monitorizareactivitatesi implicit vanzari : instrumente de control a activitatii de ofertareclienti Term Deposits82% RON 75%

  11. VanzareBancassurance (III) • Integrarevanzare in activitateazilnicaprininstrumente de monitorizaresi control rezultate • Veniturile generate de vanzareimpartite cu unitatea care a finalizatvanzare • ComunicareregulatasitargetataintreCentrala BT siretea • Persoane dedicate activitatii de bancassurance • Activitateintegrata in Retail-ul BT, maiapoidezvoltata ca suportpentrutoateliniile de business • Crestereaimportanteiveniturilor din distributia de bancassurance la nivel de banca Term Deposits82% RON 75%

  12. MULTUMESC!

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