Digital sale: Corona advance insurance sales

This one is an old warhorse with 130 years of company history, the other a young digital upstart with big ambitions. In the Corona-crisis, but the challenges of

Digital sale: Corona advance insurance sales

This one is an old warhorse with 130 years of company history, the other a young digital upstart with big ambitions. In the Corona-crisis, but the challenges of the Alliance, and One very similar goods. In a time in which customer contacts are prohibited, both had to get their sales model upright, and customers, were operating at full capacity, barring your life, between short-time work or home office, child care and contact under tense social conditions, to get. Both of them have left in the distribution of springs, but both of them emphasize that this period of time have made them stronger for the future.

Philipp Krohn

editor in the business, responsible for "people and economy".

F. A. Z.

"Corona has benefited more than harmed," says Oliver Lang, the Chairman of the Board of the Liechtenstein-registered company One. "There was a small drop in the change activity, but in a Car, Household contents and liability the damage is decreased, so that we have a hard time to make all the scheduled loss." One is connected with the subsidiary Wefox and two years ago, as a stand-alone digital insurer started.

He is still in the building, wants to bring in the coming year, an all-encompassing policies on the market to combine a not-yet-offered - residential buildings, legal protection, pet owner, and accident insurance with the already held in the Portfolio of liability and Household contents. After that, the first life insurance companies to follow. "Our schedule has shifted slightly to the rear," says Lang. The Expansion in the Switzerland and Poland could be a quarter later.

consumers want an Advisor

The major competitors Allianz had to change once all the representatives on online advice. The 8200 independent agents have agreed to talk in Go-To-Meetings with your customers. "We had to change and met in the Lockdown on changes in customer behavior," says Andreas Kanning, chief sales officer of Allianz Deutschland. You have can imagine that in such a situation, the interest insurance is void. But it was not so: "We were surprised at how large the interest was, to come into contact with other people," he says.

The representatives, the lead agencies independently wouldn't have to be taught what customer approach is not appropriate. "We live from the sale, but our approach was more likely to take Care, to Support, to accompany the customer in focus," says Kanning. While One sold as a smaller provider, through brokers and Comparison sites, the Alliance is a multi-channel strategy with sales representatives, brokers, direct business, portals, banks and financial service providers. Both are developing very dynamically. "We have witnessed in 2020, a jump due to the introduction of our Car insurance," says One head Long.

280,000 customers had completed its 500,000 policies. The volume of premiums spent, annualised at 30 million euros. This is far from the market peak, yet the company sees a high rate of automatic processing on a good track, although challenges remain. Even before you've gained in the change of season, new customers, was this rate at 94 percent, then 78 percent. "The dramatic impact of the not-yet-digitized processes in Motor insurance," says Lang.

Updated Date: 17 June 2020, 03:20

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