EVOLUTION & BEYOND A Journey Through Group Insurance s Benefits Study Experience
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1 EVOLUTION & BEYOND A Journey Through Group Insurance s Benefits Study Experience Bill Guerin Senior Vice President, Sales, MarkeIng & Strategy PrudenIal Group Insurance October 1, 2012
2 RESEARCH CREATIVE SOURCE PROPELS BUSINESS DEVELOPMENT BUILDS THOUGHT LEADERSHIP STANDING 2
3 EMPLOYEE BENEFITS P P P IMPERATIVE TO ATTRACT & RETAIN TALENT DIRECT LINK TO BUSINESS & FINANCIAL GOALS EVOLVING WITH CHANGING WORKFORCE 3
4 PrudenIal A Trusted Brand The Rock one of the most widely recognized brands in the U.S. InternaSonal Insurance & Investments U.S. ReSrement SoluSons & Investment Management U.S. Individual Life & Group SoluSons Ranked #1 Insurance: Life and Health 1 1 Fortune, March 2012 and Fortune.com 4
5 PrudenIal Group Insurance An Industry Leader 95- Year History in Group Insurance 2nd largest carrier in group life 1 Recognized leader in absence and disability 1 Product Clients ParScipants Life 13, million 1 Long Term Disability 5, million 2 Short Term Disability 4, million 2 1 LIMRA, 2011 Annual Surveys of U.S. Group Life and Group Disability Insurance. 2 PrudenIal Financial Fourth Quarter 2011 Financial Results. 3 LIMRA, 2011 Annual U.S. Group Disability Sales and In Force Survey. Based on number of contracts and cerificates in force. 5
6 Por[olio of Products & Services Life Term Life Accidental Death & Dismemberment Business Travel Accident Group Universal Life Group Variable Universal Life ExecuIve Group Variable Universal Life ReSree SoluSons Insurance ConInuance Fund Variable Insurance ConInuaIon Fund ReIree Life Buyout Group Universal Life Group Variable Universal Life ExecuIve Group Variable Universal Life Voluntary ReIree Reducing Term Life Disability Short Term Disability Statutory Disability Plans Long Term Disability FMLA AdministraIon Leave Management Dental Non- Qualified Benefits Corporate Owned Life Insurance Trust Owned Life Insurance Bank Owned Life Insurance Global SoluSons MulInaIonal Pooling CapIve Reinsurance PrudenIal Zurich Global Benefit SoluIons PPO Insurance & Services Indemnity Insurance & Services CriScal Illness CriIcal Illness 6
7 The InsItuIonal Sale Brokers / Consultants B2B Clients B2C Employees and Members 7
8 APPROACH CURRENT SNAPSHOT LOOK AHEAD 5 YEARS PURPOSE DEVELOP PRODUCTS SHARE WITH MARKET 8
9 EVOLUTION THE RESEARCH BUSINESS IMPACT MARKET IMPACT LOOKING AHEAD 9
10 THE RESEARCH BUSINESS IMPACT MARKET IMPACT LOOKING AHEAD 10
11 OUR RESEARCH PARTNER 11
12 SURVEY DEVELOPMENT MARKETING RESEARCH FIRM COMM THOUGHT PARTNERS MARKETING PRODUCT MARKET RESEARCH GLOBAL MARKET RESEARCH GLOBAL COMMUNICATIONS SALES ACCOUNT SERVICE OPERATIONS PRODUCT PRODUCT PRODUCT
13 RESPONDENTS EMPLOYEE BENEFIT PROFESSIONALS BROKERS & CONSULTANTS EMPLOYEES
14 TOPIC PHILOSOPHY CORE PERIODIC SINGLE 14
15 KEY TOPICS VALUE & FUNDING COMMUNICATIONS Tools Tools Tools Tools Disability Disability Broker Role Disability Lifestyle Benefits Global EE Profile Enrollment Decision Makers Health Care Reform Progressive Employers Women ER Profile Long Term Care Secure ReIrement Broker Role Wellness
16 REPORT DEVELOPMENT DATA CURRENT & LOOK BACK TOPIC THEME STATEMENT SPECIFIC RELEVANT COMPELLING 16
17 ONE REPEATING THEME Benefits Ma^er Benefits Balancing Act Ge_ng Tougher Benefit Strategies for a MulSgeneraSonal Workforce A New Day in Employee Benefits Plan Sponsors Change PrioriSes The Rise of the Employee- Driven Benefits Model The Growing Importance of the Workplace Sharpening the Focus on Benefits Strategy 17
18 THE RESEARCH BUSINESS IMPACT MARKET IMPACT LOOKING AHEAD 18
19 STRATEGIC IMPLICATIONS PROACTIVE EXPLORE VALIDATE REACTIVE UNFULFILLED NEED 19
20 CORE TOPICS VALUE & FUNDING COMMUNICATIONS VOLUNTARY PRODUCT PORTFOLIO VOLUNTARY PRODUCT TEAM LIFE STAGE EDUCATION WOMEN EDUCATION ENROLLMENT SOLUTIONS CENTER ENROLLMENT MICROSITES ENROLLMENT MANAGER DIGITAL MARKETING
21 PERIODIC & SINGLE TOPICS ONLINE EVIDENCE OF INSURABILITY LIFE NEEDS CALCULATOR ENHANCED EMPLOYER PORTAL PRUDENTIAL ZURICH GLOBAL BENEFIT SOLUTIONS ENHANCED ENROLLMENT WEBSITE LIFE NEEDS ESTIMATOR ABSENCE & PRODUCTIVITY TOOLKIT DISABILITY NEEDS CALCULATOR ABSENCE MANAGEMENT SERVICES MOBILE LIFE NEEDS ESTIMATOR RETURN TO WORK SERVICES ONLINE DISABILITY SUBMISSION
22 THE RESEARCH BUSINESS IMPACT MARKET IMPACT LOOKING AHEAD 22
23 A NEW B2B DIALOGUE BROKERS & CONSULTANTS VALUE OVER PRICE EMPLOYEE BENEFIT PROFESSIONALS
24 COMMUNICATION PLANS Report Press Release NoIces Broker Webinars Pru.com CE Seminar Client Webinars Conference Report Press Release NoIces Broker Webinars Pru.com Broker MeeIng Client MeeIng Client Reports Industry Reports Report Press Release NoIces Broker Webinars Pru.com Client Webinars Broker MeeIng Client MeeIng Press Releases Theme Reports Podcasts Ancillary Reports Report Press Releases NoIces Broker Webinars Pru.com Broker MeeIng Client MeeIng Client Webinars Client Reports Industry Reports Conference Conference Report Press Releases NoIces Broker Webinars Pru.com Broker MeeIng Client MeeIng Client Webinars Client Reports Industry Reports Theme Reports Podcasts Satellite Media Benefit Website Discussion Video Broker Scorecard Report Press Releases NoIces Broker Webinars Pru.com Broker MeeIng Client MeeIng Client Reports Industry Reports Theme Reports MONTH MEDIA PLAN 5 MONTH MEDIA PLAN 24
25 COMMUNICATION PLANS CHANNELS: PRINT E- MEDIA FACE- TO- FACE RADIO & TV Report Press Release NoSces Broker Webinars Pru.com CE Seminar Client Webinars Conference Report Press Release NoSces Broker Webinars Pru.com Broker MeeIng Client MeeIng Client Reports Industry Reports Report Press Release NoSces Broker Webinars Pru.com Broker MeeIng Client MeeIng Client Webinars Press Releases Theme Reports Podcasts Ancillary Reports Report Press Releases NoSces Broker Webinars Pru.com Broker MeeIng Client MeeIng Client Webinars Client Reports Industry Reports Conference Conference Report Press Releases NoSces Broker Webinars Pru.com Broker MeeIng Client MeeIng Client Webinars Client Reports Industry Reports Theme Reports Podcasts Satellite Media Benefit Website Discussion Video Broker Scorecard Report Press Releases NoSces Broker Webinars Pru.com Broker MeeIng Client MeeIng Client Reports Industry Reports Theme Reports MONTH MEDIA PLAN 5 MONTH MEDIA PLAN 25
26 PLUS TARGETED MARKETING KNOWLEDGE EXPANSION THEMES INDUSTRY MARKETS REPORT CLIENTS ANCILLARY REPORTS
27 RESEARCH IN ACTION 27
28 A NEW B2C DIALOGUE EMPLOYEES IMPROVED FINANCIAL WELLNESS
29 EDUCATION OVER SELLING ADD LINK TO WHY BUY VIDEO ON THIS SLIDE.. WHY BUY VIDEO 29
30 KNOWLEDGE SHARING Pru.com Web Page Satellite Media Tour 30
31 THE RESEARCH BUSINESS IMPACT MARKET IMPACT LOOKING AHEAD 31
32 TRANSFORMATIVE RESEARCH & MARKETING NEW VISUAL APPRAOCH 32
33 2012 COMMUNICATIONS PLAN Report 12 Press Releases NoIces Broker Webinars Pru.com Client Reports Industry Reports Theme Reports Satellite Media Tour Benefit Website Discussion Video Broker Scorecard 12 MONTH MEDIA PLAN 33
34 NEW SUITE OF MARKETING RESOURCES E- Resource Center Social Media Pages InteracSve Tools 34
35 NEW SUITE OF MARKETING RESOURCES Research in AcSon: Research Stories Theme Storyboards 35
36 SHARED LEARNINGS ALIGN WITH BUSINESS NEEDS BEGIN WITH THE END IN MIND INCORPORATE FLEXIBILITY & CONSISTENCY REPORT ON ACTIONABLE FINDINGS DEMONSTRATE ROI 36
37 QuesSons & Answers Group Insurance coverages are issued by The Prudential Insurance Company of America, 751 Broad Street, Newark, NJ Coverage is issued under Contract Series Prudential Financial, Inc. and its related entities. Prudential, the Prudential logo and the Rock symbol are service marks of Prudential Financial, Inc. and its related entities, registered in many jurisdictions worldwide. 37
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