| Summary: | Bancassurance is the cooperation between bank and insurance company
to sell insurance product to Bank�s customers. Bancassurance products can be
sold by sales forces in the Bank�s branches or through Telemarketing. Bank
Danamon has cooperation with AIA Insurance, ACE Insurance, Cigna Insurance,
Chartis Insurance, and Manulife Insurance in doing bancassurance
telemarketing. Bancassurance telemarketing activities are done for Consumer
Banking customers in Retail Banking and Unsecured Personal Loan, Small
Medium Ecterprise customers, and Card Business customers. Offer to Unsecured
Personal Loan and Small Medium Enterprise just started in January 2013 as one
of marketing expansion initiatives.
Until end of 2012, Danamon bancassurance telemarketing activities only
done for saving account owners in Retail Banking and card holder in Card
Business. Bancassurance telemarketing in Retail Banking has shown a good
result eventhough developments still needed. In the contrary, bancassurance
telemarketing in Card Business show a low and below target productivity.
Few initiatives has been taken to improve productivity of card business
bancassurance telemarketing since early 2012, include applying scoring system
for database screening and doing telemarketing activities in three different call
center, which are Danamon Call Center, Manulife Call Center, and Third Party
Call Center. After three months competition, Manulife Call Center were selected
to do Card Business bancassurance telemarketing activities. However, the
productivity still far below target.
Manulife Insurance planned to improve Card Business bancassurance
telemarketing by event based marketing trial implementation on Card Business
customer database. If the trial succeded, it would be possible to implement event
based marketing on other segment in Bank Danamon.
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