New Age of Underwriting

Transcription

1 New Age of Underwriting Mary Fernald Scottish Re (U.S.), Inc. June 21 st, 2001

2 New Age of Underwriting How Technology has Changed the Underwriter s Role

3 1930 s Underwriting as we know it began Underwriting was the job of the Medical Director Can he pass? Can he pay? Equitable produced the first mortality results National Underwriting Meetings began

4 1940 s World War II, NSLI issued Financial underwriting began Carbon paper Typewriters

5 1970 s Electric Typewriters Dictaphones Teletype (MIB) Photo Copy Machines Snail mail Does It Make Sense? (1973)

6 1980 s Term wars began Financial planners Expert systems introduced Dumb terminals s internally Fax machines HIV testing

7 1990 s Overnight mail deliveries Internal Reinsurance more available Substandard/elderly applicants Preferred Alternate testing - Urine - Saliva

8 END OF 20 TH CENTURY Internet Websites Advertising Learn more about insurance and individual companies

9 Internet Underwriters Imaging Looking up proposed insured via the internet Sending information on substandard and excess face amounts via the internet to reinsurers Agorare Swiss Re Cell phones Laptop computer Electronic information system such as DEI

10 DEI's Life Insurance E-Commerce Solutions WinApp An Integrated Approach to the Internet WinRisk Web Enabled for consumers Drill Down Questions using KB Agent for user maintenance Part 1 and/or Part 2 tailored to your App Integrated with WinRisk Case Management Off-line or online capability for agents WinConnect Information Service Connections MVRs Credit Reports Blood Labs MIB Para Meds Languages English French Spanish WinRisk Relational Data Base Normalized Multiple Lives Multiple Coverages All Application Data KBAgent Decision Support Knowledge Management User Maintained System Architecture Java/Visual Basic N-Tier ODBC NT/UNIX/Windows Case Management Marketing/Sales Data Mart Operational Data Mart Underwriters Desktop Interfaces CRM Client Systems New Business Rating Issue Policy Print Policy Admin Agent Systems Data Warehouse Billing/Receivables Use Options License Lease DEI Hosting

11 INSURANCE COMPANIES Start the sales process on-line Looking at potential buyers Elderly (over 70) because of increased longevity Baby boomers ( )

12 BABY BOOMERS Future opportunities for large amounts of insurance coverage Have millions of dollars in pensions and savings Will inherit trillions Will have 30+ years of retirement Demand hotter products Demand faster service Demand instant results Are familiar with the internet Shop on the internet

13 SALES ON THE INTERNET So far, really just quote sites Age 65 and over, only 15% use the Web (up from 12% last year) Good news you get price information faster Bad news prices vary by 160%

14 Selling on the Internet is Difficult Consumers have not yet embraced most financial services on line Travel services 50% Insurance 5%

15 Dissatisfaction 72% of Time 29% Inconvenience/amount of time it takes 24% Price 9% Dislike interaction with agent 9% Misc.

16 Some Companies are Changing

17 To Increase Sales Simplified product Highly rated companies Good value with consistent price quoting Easy, personalized process Application on-line Automatic underwriting

18 INVIVA AUTOMATIC LINKS BETWEEN ALL KEY SYSTEMS UNDERWRITING POLICY ADMINISTRATION ACCOUNT REINSURANCE 3 RD PARTY DATA PAYMENT PROCESSING

19 Electronic Signatures March 1, 2001 Electronic Signatures in Global & National Commerce Act passed Must be able to reassemble original information Records must be maintained On demand, paper copy or readable electronic copy must be available All Privacy Laws are applicable

20 THE FUTURE IS NOW! Credit Reports Drug databases are emerging Pre-selected populations Claims & dividend payments on your credit card Wireless technology Voice recognition

21 WE NEED TO CONTINUE TO STRIVE FOR Competitive products Faster services Instant results