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Engaged Insurance Agents Drive Incremental Sales

Sales & Channel Loyalty Case Study AUDIENCE 12,000 captive and independent insurance agents

“Selecting ITAGroup is still one of the best decisions I have ever made during my career.” -Client Senior Manager, Fortune 100 Manufacturing Company

OBJECTIVES Increase sales of a new insurance product. Raise client’s brand awareness among underperforming agents.

RESULTS First month following program launch saw a 29 percent increase in sales. By the second month the increase was 63 percent over the monthly sales average. On average, enrolled agents sold 61 percent more riders than those agents not enrolled in the program.

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Strategies & Tactics Strategy: Create program momentum and engagement early on to achieve revenue goals. Tactics: A fun and engaging print and electronic communications campaign was developed to educate participants, ensuring that all agents understood the program requirements and the available rewards. Strategy: Build loyalty and increase sales through a rewarding, but challenging, earning opportunity. Tactics: ITAGroup created a goal-based points reward system to motivate agents. Upon reaching a “target premium sold” qualifier goal, participants earned a percentage of their award points. As sold premiums increased, participants had the opportunity to earn additional points. Strategy: Sustain mindshare and grow brand loyalty among agents. Tactics: Regular communication of program announcements and award point balances ensured that agents were continually informed of the program, their progress and the reward available to them through continued loyalty and participation in the program.

About ITAGroup Business is driven by loyalty. ITAGroup drives that loyalty with a comprehensive range of loyalty solutions. We combine incentive programs, rewards and recognition, group travel and event management to engage employees, motivate channel partners and ignite customer devotion. And we rely on traditional business values like hard work, integrity and great customer service to make sure our clients are successful.

ITAGroup® and the associated design/logo are registered service marks of ITAGroup, Inc. DRIVEN BY LOYALTYSM is a service mark of ITAGroup, Inc. All rights reserved.