360

BANCASSURANCE:
GLOBAL
BEST PRACTICE &
STRATEGIES

international

Achieve Bancassurance Sales

Success and Sustainable
Competitive Advantage from
Perfecting the Bancassurance
Distribution Capability and
Channel Diversity

8 - 9 MARCH 2015
MANAMA
BAHRAIN
OVERVIEW

This 2-day masterclass will focus on current best practices in Bancassurance using
the latest mix of concepts and strategies. The workshop will cover key essentials,
including: client relationship management, marketing product and services
through different channels available to Bancassurers, advices and product sales in
an increasingly regulated environment, the role and effectiveness of branches and
building mutually beneficial Bancassurance partnerships.

YOUR INTERNATIONAL
COURSE FACILITATOR
Mr. Doug Sumner

You will gain comprehensive knowledge of what is happening globally in

Bancassurance and practical tools and techniques that you can use to improve your
Bancassurance strategy and channel effectiveness for sales success.

Principal
DCS Consulting Solutions

PROFILE
KEY BENEFITS

UNDERSTAND the power of a multi-channel, multi product Bancassurance Strategy

STRENGTHEN strategic planning through global best practice insights
ALIGN company and partner goals for mutual benefit and long term partnership
APPREHEND how branches are evolving to remain relevant as banks increasingly
rely on technology for competitive advantage
BENCHMARK against emerging trends and opportunities in mobile Bancassurance

Latest TESTIMONIALS

Doug is a highly experienced senior executive with extensive financial services

experience across Asia-Pac. As a presenter he is first rate and his training is always
informative and based upon real life experience.
- General Manager Client Solutions - ANZIIF
Doug is a high quality course leader with vast experience in retail financial services.
- Head of Sales Development AXA

PARTIAL LIST OF COMPANIES THAT HAVE BENEFITED FROM

DOUGS EXPERIENCE INCLUDE:
National Australia Bank
Aviva
ANZ
Maybank
Cigna
Macquarie Bank

In his professional career spanning 30 years, Doug has held

senior positions with a number companies across the Asia
Pacific region, including AIA, National Australia Bank, AXA,
AVIVA and CIGNA in Bancassurance, Marketing, Product
Development and Distribution Strategy.
Dougs core competencies include:

Doug has significant real life experience in Bancassurance strategy and execution.
His training is always relevant and full of practical tools and techniques.
CEO Asian Life Insurance Co

Doug Sumner is the Owner and Principal of his consulting

firm, DCS Consulting Solutions. His organisation provides
consulting services to Boards and CEOs in the following
areas:
business and strategic planning, brand and
organisational growth, distribution strategy and channel
development, investment governance and management, risk
management and policy development. Doug is recognised
as a leading strategist and thought leader in retail
financial services marketing strategy.

AIA
AXA
Hong Leong
CitiBank
State Trustees

International experience in business strategy & growth at the

most senior levels
Consulting with Boards and CEOs in developing and
executing growth oriented strategy and plans
Facilitation of strategy, business planning and risk
management workshops
Development and implementation of integrated marketing
campaigns, from gaining strategic and consumer insight
and strategy development through to product development,
launch, channel engagement and ongoing operational
management
Bancassurance partnership and distribution strategy
development
Significant experience in leading and developing sales and
marketing teams for success
Experienced in national leve, multi-layered and
multi-channel sales management and distribution
engagement
Product development process and strategy
Brand and positioning management
Alternative distribution strategies direct response
marketing of retail financial services
Extensive market research, market segmentation, brand
positioning and campaign post analysis experience
Extensive experience in e enabling products and services for
delivery via B2B and B2C
Development of pricing strategies for new and mature
products spanning multiple customer segments
Doug is an engaging and experienced facilitator who has
presented on Bancassurance at numerous conferences
across the region and has also prepared courses for and
lectured at the Securities Institute of Australia. Doug is in
regular demand as a speaker on subjects related to financial
services such as Distribution strategy, Product development,
Bancassurance, Channel strategy and Marketing strategy.

To receive updates on our upcoming training courses and workshops, kindly register your interest at http://www.360i-group.com
360 International Limited. Level 8, Pavilion KL, 168 Jalan Bukit Bintang, 55100 Kuala Lumpur, Malaysia. Tel: +603 9205 7770 Fax: +603 9205 7777

BANCASSURANCE:
GLOBAL BEST PRACTICE &
STRATEGIES
COURSE CONTENT
HOW THIS WORKSHOP WILL BE CONDUCTED

DAY1 What is a successful Bancassurance strategy?

The 6 components of a Bancassurance strategy

Critical areas for investment
The crucial role of Brand

The Bank and Insurer working together for improved

Bancassurance operations

Defining roles and relationships due to sales culture differences

Developing mutual expectations
Critical success factors

Global trends in Bancassurance

Innovations in distribution strategy and tactics

Partnership models
Branch developments
Developing innovation and trends in mobile distribution
IT online and apps
Product developments

Strategic product and advice to manage the sales process

to success

WHY THIS EVENT

Bancassurance is first and foremost a distribution
strategy for both banks and insurers. Distribution is
the most dynamic component of the retail financial
services mix, what works today may be obsolete
tomorrow and competitors are always looking to
gain an edge in the distribution channels that
Bancassurers operate in. Taking time to acquire a
deeper appreciation on how Bancassurance
distribution best practice for both insurers and banks
is evolving makes strategic good sense. There are
lessons to be learnt from around the globe on how
organisations have built their Bancassurance success
and these lessons are at the core of the workshop.
This workshop will provide you with the opportunity
to consider and debate the dynamics of successful
Bancassurance partnerships, the merits of the
differing distribution choices and channels available
to Bancassurers and a deeper appreciation of what it
takes to develop a successful distribution strategy to
increase profits in the long-term.

Selecting the right product, distribution and services

Getting well-rounded sales staff that are able to cross sell both investment
and insurance products
Training the staff in handling different products and mastering the product
knowledge
Getting the message across to customers

DAY2 Bancassurance channels: Opportunities and strategies

Choices available
Combining the channels for maximum effect
Channel characteristics, tips and tactics for success
The mechanics of distribution management
- KPI
- Remuneration structure
- Aligning compensation with culture
Managing distributors e.g. 3rd party banks/product providers
Creating value for both parties while retaining profit
Managing rapid changes in the industry especially moving out from
traditional distribution channels
Choosing the right products with the right channel or business model

Examine trends in regulation and compliance

Around the region ASIA-PAC and MENA trends and recent developments
in regulation, compliance, product, advice
The focus on the Consumer what it means for Bancassurance
The developing debate on Distribution and Advice own or outsource?

From Branch Banker to Bancassurer

Bancassurance as a sustainable business model for banks and insurers

Changing the branch culture
Sales support and CRM
The branch as a sales centre
Identifying a good Bancassurance branch and a good Bancassurance branch
manager

From strategy to execution to management for sustainable

Bancassurance success

Understanding what is happening in your branch network

Identifying what success looks like in your branch network
Conclusion of workshop

WHO SHOULD ATTEND

This workshop is designed for CEOs, Presidents,
Managing Directors, Directors, Country Managers,
General Managers, Head of Departments, Managers
and Senior Executives directly responsible for:
Bancassurance
Wealth Management
Revenue Management
Pricing & Distribution Management
Retail Banking
Key Account Management
Actuarial Department
Product Development/Management
Product Strategy
Sales and Marketing
Corporate/Strategy Planning
Market & Business R&D
Developing new Bancassurance partnerships

COURSE SCHEDULE
8.00
8.30
10.00 - 10.20
12.30 - 13.30
14.40 - 15.00
16.30

Registration & Coffee / Tea

Workshop commences
Morning coffee / tea
Lunch
Afternoon coffee / tea
End of day

To receive updates on our upcoming training courses and workshops, kindly register your interest at http://www.360i-group.com
360 International Limited. Level 8, Pavilion KL, 168 Jalan Bukit Bintang, 55100 Kuala Lumpur, Malaysia. Tel: +603 9205 7770 Fax: +603 9205 7777