The ReMark Proposition - ReMark Group | Insight-driven...

Maximum Value Creation

The ReMark Proposition

...at a glance

1

Vision For Our Relationship

ReMark seeks opportunities to partner with financial institutions to builddiscrete Alternative Distribution capabilities that are recognised globallyas market-leading.

We seek to leverage existing Life Insurance, Bancassurance and General Insurance Operating Models to become the Alternative Distribution Partner of choice worldwide.

Our proposition at a glance

Core Value We help financial institutions to better engage with their Customers.

Key BusinessModel Outcomes

• Customer Driven Marketing Culture

• World-Class Marketing, Product and Technology Solutions

• Improved Volume, Quality and Productivity of existing Agency andBancassurance Channels

• Partner capability to self-manage multi-channel strategy that includes, but is not limited to:

- Inbound and Outbound Telemarketing

- Direct Mail

- Electronic and Digital Marketing

- In-Branch Sales

- Mobile (Service) Sales Force

© ReMark International. All rights reserved

RIGHT

MESSAGE

RIGHT

RIGHT

RIGHTTIME

CHANNEL

PRODUCT

Speaking their language

Giving them what they need

When they are ready to buy

Being where they are

Engaging your Customer

2

The Big Issues

Social class

Values Income

Lifestyles

Age Education

The Big Questions

What?Product

Price

Offer

Channel

To say

To say it

To stay in touch

To say it

How?

When?

3

Attitudes

4

The Big Answer: Data

Big Data allows organisations to create ever more relevant segmentations and to tailor services precisely to meet their customer needs

“”

Sophisticated analytics can substantially improve decision making, minimise risks and unearth valuable insights that would otherwiseremain hidden

“

”

5

ReMark transforms your Alternative Distribution from Mass Marketing to Mass Customisation

Random selection

Mass marketing

• Marketing is product driven

• Single offer and channel

• Non-differentiated approach

• Basic data selection rules and segmentation

• Use internal, response and appended datato create segments or profiles

• Modify offers and messaging

Maintain or increase response

Segmentation & profiling Modelling

• Use modelling technology to identify those most likely to buy

• Segmentation and modelling are combined

• Match product,offer, channel, message and timing

• Focus on similargroups of customers

Highly targeted lists

Optimisation

How to do it?• Identifying major

customer groups with similar characteristics (age, education, ethnicity or family status)

• Recognising goals, needs, aspirations and priorities in life

• Predicting behaviour and likelihood to buy and when

• Testing what motivates your customer (low-cost incentives) to better drive outcomes

• Segmentation and modellingare combined

• Match product, offer, channel,message and timing

• Focus on similar groups of customers

6

7

Why ReMark?

Partner FitA key to ReMark’s success is Partner Fit. We believe we are well placed to partner

most Financial Service companies in these strategic initiatives.

8

• Market Leadership

• Proven Track Record

• Partner of Choice

• Leveraged Regional & Global Learnings

• Greater Brand Synergy

• Access to Existing ReMark Partnerships

• Robust Supply Chain

• Low Counter-Party Risk

ReMark is a world leader in Partnership Distributionwith a single focus – Maximum Value Creation forour business partners and their clients.

We work with Insurers, Banks and Affinity organisations to Acquire, Grow and Retain profitable customers.

Remark has over 25 years of experience workingwith over 200 of the world’s leading Banking and Insurance groups in over 40 countries.

We began our business in 1984. Some of our better known active partners include:

• HSBC• Citi • ING • Allianz • RBS• AXA• Maybank• Bank of China

• CIBC• Sun Life• Hyundai• Samsung• Tokio Marine• Fortis• Prudential• Aviva

ReMark is not affiliated with any retail banking or insurance group to retain its brand neutrality for allpartners.

Partner Fit ReMark Value Benefits to Partner




9

• The Best People • Access to Global & Regional Resources

• Greater Intellectual Capital

• A Dedicated Project Team

• Cross-cultural Expertise

• Direct Business Development Support to Win More Bank Relationships

• Knowledge Transfer

• Cutting Edge Innovation and Ideation

The most experienced and effective Insurance Direct Response Marketing Team encompassing thefollowing leading professionals:

• Marketing Strategists & Business Developers

• Bancassurance Practitioners

• Actuarial, Data and Creative Services Professionals

• Call Centre and Campaign Management

• IT Support Staff

Truly global, we have ‘hub’ offices in Amsterdam,Paris, Toronto, Minneapolis, Mexico City, São Paulo,Hong Kong, Singapore, Beijing, Tokyo, Seoul,Kuala Lumpur, Jakarta, Cologne, Capetown and London.





10

• Lower Resource Commitments

• Minimal Reputational Risk

• Multi-Channel Capabilities

• Precision Data Analytics and Propensity Modelling

• Touch Point Marketing

ReMark is committed to providing Marketing Excellence to partners such as you.

We design and execute direct marketing programmes that establish and drive brand loyalty,increasing the lifetime value and profitability of each customer.

We provide you with access to extensive multi-channel expertise that includes:

• Digital Marketing Media (E-Banking, Web Based & DRTV)

• Inbound Call Centres

• Kiosks/ATMs

• Outbound Telemarketing (Internal and 3rd Party)

• Direct Mail

• Laser Integrated Marketing

• Lead Generation Services

• Bancassurance



• Marketing Excellence



11

Whether acquiring new customers, retaining existing ones or cross-selling to your customerbase, we can help maximise your return on investment.

ReMark's disciplined Campaign Managementprocess is the key to our ability to implement over500 high-performing multi-channel campaigns eachyear in a broad range of markets.

Zero tolerance of errors is the core consideration in the design of the process and all vocationalstandards.

ReMark aims to consistently outperform the industry standard for the following Key Value Drivers:

• Response and Acquisition Rates

• Premium Volume

• Persistency (Lapse) Rates

• Embedded Value Generation



• Increased Customer Satisfaction

• Superior Marketing Results

• Greater Return on Investment

• Marketing Excellence (continued)



12

ReMark possesses a range of end to end Technology Solutions that enable our Partners to optimise each stage of the Value Chain:

• Online Lead Generation Platform (LIP)

• Call Centre Contact Management & Dialling(CMS)

• Customer Analytics & Propensity Modelling(CiDAS)

• Customer Cluster & Profiling (GeoProfiles)

• Campaign Planning & Execution (SGS)

• Policy Fulfilment, Billing & Administration(RaPID)

• Mobile Sales Agency Sales Activity Management (LGS)

All are in current operation with clients, employing the latest web-based technologies and are serviced by in-house IT and ProgrammerSupport resources.



• Proven Technology

• Immediate Deployment

• Speed to Market “1-2-1” Lifecycle

• Marketing Programs

• Channel Integration

• Broad Product

• Superior Marketing Results

• Marketing Technology



13

ReMark enjoys considerable competitive advantagein the areas of Product Innovation, Design and Development for Alternative Distribution Channels.

Our Actuarial and Product Development Teamsspecialise in product, pricing and financial analysis.

The unique diversity and tenure of our portfolioprovides access to the world’s most comprehensiveset of experience data for Alternative Distributionchannels.

• Operating ModelChoice

• Flexibility

• Broader Product Range

• Improved Capital Efficiency

We offer a full range of financial models based onmarketing suitability and business partners’ preferences and risk appetites.

Our model choice includes:

• Co-funded Risk Sharing

• Financial Reinsurance

• Commission / Fee Based

ReMark only works with A (& above) rated Reinsurers.



• Proven CustomerFriendly Products

• Competitive Advantage

• More Efficient Channel Economics

• Higher Volume

• Improved Persistency

• Higher Profit Margin

• Product Expertise

• Flexible Financial Models



14

We work closely with our business partners duringthe course of our cooperation to ensure “Build andTransfer” knowledge for partners at the end of thecooperation term.

This includes the recruitment and training of allrelevant staff and access to proprietary programssuch as the ReMark Academy in Amsterdam andthe BlueBook series.



• Better Human Resources

• Long Term Value Creation

• Knowledge Transfer




By harnessing the power of data-drivendirect marketing you increase the ongoing return from your database and add to its value


ReMark International

ReMark International

@ ReMarkGroup

Visit us at www.remarkgroup.com

ReMark Group

ReMark is part of theSCOR Group of Companies

The ReMark Proposition - ReMark Group | Insight-driven...

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