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

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

3. Benefits Plus: Mutually Beneficial Partnership
Employer
Agent
Travelers

4. 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

5. 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

6. Why Group Accounts: Target Accounts
Employers with 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

7. 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

8. 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

9. 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

10. 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

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

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

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

14. 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