Benefits Plus Staff Overview A group auto and home insurance program mass marketed to organizations

Agenda What Is Benefits Plus Why Group Accounts Similarities And Differences From Retail Selling Benefits Plus Defining Roles Success Factors Competition Next Steps

Benefits Plus: Mutually Beneficial Partnership Employer Agent Travelers

Benefits Plus: A Lead Generation Tool Group Auto and Home Insurance Program Leverages Agency CL and EB Relationships to Sell More PL Discounted Rates on Products Everyone Needs Payroll Deduction Availability Agency Sold: Case Sale & Policy Sale Full Marketing Support

Why Group Accounts? Market in bunches versus one-at-a-time Worksite is unique access point in busy lives Lower acquisition costs Higher retention rates Target the type of business you want Leaving money on the table if you don’t cross-sell CL & EB accounts

Why Group Accounts: Target Accounts Employers with 5-2500 employees Primary focus is on employer groups Leading companies in your area with: Low employer turnover that pay well Above average salaries Majority of employees in local area Consider starting with your own agency

Retail Similarities And Differences Different pricing on auto and home (varies by state) Auto is xx% deviation Another x% auto discount if PRD Home is x% deviation Different Commissions Auto xx% new and xx% renewal Home xx% new and xx% renewal Usually reduced CCC fees All other commissions the same Billing Options All regular billing types are available PRD with no fees or down payment EFT with no fees Products Underwriting Business Center Claims Process Counted in profit sharing

Selling Benefits Plus: To The Company No direct cost Travelers and Agent handle all the administration Helps attract & retain constituency Shows your commitment to them during trying economic times A popular voluntary benefit Hewitt Associates says 35% of employers will offer group auto insurance programs in next 3 years

Selling Benefits Plus: Enrollment Is Easy Awareness campaign developed by agent and sponsoring organization Travelers pays for communication pieces in most instances Agency quotes and issues policies Quotes by phone, mail, fax and possibly web Service by the agent or Travelers Coverage can begin immediately Open enrollment all year long

Defining Key Players Roles Travelers’ Role Agents’ Role Employers’ Role Coordination of overall program Case sales tools Development of communication pieces and policy sale tools Reconciliation of payroll deductions CCC if chosen by agent 24-hour claim handling Identifying prospective accounts Case sale: Selling employer on the program Policy sale: Professional quoting, counseling and enrollment services Possible servicing of account Program management Support of the communication efforts Provide feedback to enhance the program Facilitation of the payroll deduction interface if payroll is used

Success Factors Your agency has prospective accounts Respected process owner at agency PL capacity Strong cross-selling mentality Desire to grow PL business

Success Factors: Proven Communication Plans Our customized awareness plan may include: Articles in newsletter Inserts for pay envelopes Brochures and posters Mailings E-mail reminders Customized Intranet information On-site awareness events Other items you suggest

Competition Primary Liberty Mutual Metropolitan Nationwide/Allied Regional Carriers Secondary Kemper Meristar AIG

Next Steps Identify prospective accounts Confirm employers’ interest in the program Complete the “Employer Questionnaire” and submit to Travelers sales executive Sales executive and group underwriters approve the group Have employer sign the “Marketing Agreement” and submit to sales executive Plan the program launch and marketing plan Travelers assigns the necessary codes for the agent and employer Travelers staff works with employer on payroll deduction interface Launch the program Remarket to the employees