Vision For Our Sales Team

Transcription

1 Vision For Our Sales Team

2 The Headlines So Far Today

3 This Afternoon The Police Mutual Group Our Structure & where we are Our Member Proposition Initially, Interim, Going forward Our Branding The Opportunity to Invest What It Means For: The Military Our Members Next Steps Some Break Out Sessions

4 The Police Mutual Group

5 The Police Mutual Group Purpose & Vision Purpose 150 years of history Fastest growing not-for-profit financial services group Around 900M funds under management Have data on 850,000 people, including members Year-on-year double digit growth for past 6 years Not-for-profit status means we use resources to support our affinities We exist to improve the lives of the Police family and we offer this to the Military, others who lay their lives on the line and those who support them. A better tomorrow for those who Protect us today by making their lives easier, happier and longer. Vision

6 Our Compete to Wins How we will get into a long-term winning position to deliver our vision We have strong and highly visible presences in the Police and Military workplaces with very high levels of stakeholder engagement and support. We have products and services which are tailored for members and customers and compelling for them to buy. We give easy, reliable and tailored service which is benchmarked against the best and driven by deep insight into our customers wants and needs. We get and use large amounts of data to create something that is both valuable and potentially unique for the Police, Military and our members and customers. We make sure that our mutuality really counts in the choices that people make about us. We have good people who are proud to work for us and we have upper quartile levels of engagement.

7 Paul O Mahony

8 Our Structure

9 Exec Team & functional responsibilities Stephen Mann CEO Peter Marr Operations & HR Director David Loughenbury CIO David Wright Marketing & Sales Director - Police Rachel Kirwan Company Secretary Vicky Kubitscheck CRO & Compliance Director Ian Cordwell Finance Director Robin Williams Marketing & Sales Director - Military Rob Proudman Technical Director HR Operations GI Operations Life Operations Military Operations Healthcare Premises Business Transformation Information Security IT Development IT Infrastructure & Operations Data & Analytics Acquisition & Retention Brand & Membership Distribution Financial Planning Police Engagement & Foundation Complaints Internal Audit Legal & Secretariat Compliance Risk Actuarial Finance Flex Military Sales Marketing Mortgages Military Travel Commercial Accounts Technical & Pricing Banner Military Foundation Healthcare

10 Exec Team & Direct Reports Stephen Mann CEO Peter Marr Operations & HR Director David Loughenbury CIO David Wright Marketing & Sales Director - Police Rachel Kirwan Company Secretary Vicky Kubitscheck CRO & Compliance Director Ian Cordwell Finance Director Robin Williams Marketing & Sales Director - Military Rob Proudman Technical Director Kenny Graves Head of HR Sarah Myers Head of Operations Life Colin Simm Head of Operations GI & Military Paul Stoker Facilities Manager Lee Duggan Head of Infrastructure and Operations Ian Waterhouse Head of IT Services Chris Sproston Head of IT Development John Moxham Head of Information Security Carl Sharples Director of Marketing Paul Fox Head of Distribution Claire Long Head of Police Engagement Paul Witcomb Head of Financial Planning Adrian Webb In-House Legal Counsel Vacant Head of Internal Audit Linda Herbert Head of Complaints Sophie Mawlam Assistant Company Secretary Steve Castledine Senior Compliance Manager Corrine Partlett Group Compliance Monitoring Ann Baldock Risk Manager Adam Ward Risk Analyst Julia Beresford Head of Actuarial Will Taylor Head of Finance David Grant Programme Director Flex Paul O Mahony Head of Field Sales Adam Smith Head of Mortgages Paul Hemingway Head of Marketing Military Mike Crofts Head of Military Relationships Phil Hall Head of Technical Pricing Andy Lynskey Head of Technical Underwriting Chris Hart Head of Military Foundation Mike Davey Head of Healthcare Neil Campbell Head of Business Transformation Alan Gilmour Head of Acquisition & Retention Alan Gordon Head of Group Insurances Crispin Wibberley Head of Data Insight Sandra Ford Marketing Consultant

11 Sales & Marketing - Military Robin Williams Sales & Marketing Director - Military Adam Smith Head of Mortgages Paul Hemingway Head of Marketing - Military Mike Crofts Head of Military Relationships Paul O Mahony Head of Field Sales Sjaene Higgins Mortgage Processing (+ team) Team Amanda Doig Senior Relationship Manager Steve Anderson Sales, UK South & Germany Kelly Boulton Sales, UK North & Cyprus Sales Governance / Mark Johnson Training Sales Mark Governance Johnson / Training Risk & Compliance Michelle Runtner Member Services (+team) Chris Mason RSM North (+ Mortgage Advisor Team) Justine Paddock RSM South (+ Mortgage Advisor Team) Sara Arthur Business Development Manager Regional Managers Sarah Randell Claire Timperley Dan Cottis Sales Advisors Regional Managers Paul Liddamore Nicole Dean Gary Lamont William Hammond Sales Advisors Josephine Smith David Burnip Carl Brockman Garry Eydmann Kathy Rowley Additional field resource likely to be required TBC RSM Midlands (+ Mortgage Advisor Team)

12 Sales & Marketing - Military Robin Williams Sales & Marketing Director - Military Paul O Mahony Head of Field Sales Steve Anderson Sales, UK South & Germany Kelly Boulton Sales, UK North & Cyprus Mark Johnson Sales Governance / Training Regional Managers Sarah Randell Claire Timperley Dan Cottis Sales Advisors Regional Managers Paul Liddamore Nicole Dean Gary Lamont William Hammond Sales Advisors Josephine Smith David Burnip Carl Brockman Garry Eydmann Kathy Rowley Additional field resource likely to be required

13 In the field

14 Robin Williams

15 Our Member Proposition

16 Our Affinity Operate a not for profit model We don t price to make any more money than we need We use our resources instead to support our affinities in what they do And any money we do make goes back to our members We tailor our products to our affinities We make a real difference to our members To achieve this the sales team, supported by others needs to deliver!

17 Our Member Proposition Initially New members Forces Financial products Except motor insurance, where Forces Insurance and Forces Financial propositions will continue Interim Customers renewing policies offered existing products Going forward Review portfolio to determine best suite for the Forces Mutual brand Everyone has role here, all ideas welcome

18 Some Examples of Delivery In the past year Police savings amounted to 59.2M Paid out 14.2M in GI claims across the Group Over 15,000 healthcare policies Some 10,000 bookings for travel agency business Ran more than 1,000 financial education courses

19 Our Branding

20 Our Branding We re creating a new brand Undertaken research with the military Your Financial Ally will be part of the message Fresh approach for example, photography people doing the job Details of branding in take-away pack for you Activities planned to raise awareness and increase customer engagement Literature / marketing collateral refresh Launch of a mobile game application Social media campaign

21 Forces Run

22 Our Branding

23 Our Branding

24 Our Branding

25 Our Branding

26 Rob Proudman

27 The Opportunity to Invest

28 The Opportunity to Invest Today represents a significant investment and commitment to the future Strategic ambition to create wider not-for-profit based model Investing in the unified sales team for the military Harmonisation of employment packages Complete re-brand, with supporting activity Management structure creating clear lines of responsibility for sales, governance, relationships and marketing IT equipment investment Supported by delivery for our members Removal of fees & charges from some products e.g. Kit 120,000 investment in telematics to support our motor insurance proposition

29 The Opportunity to Invest The Military Foundation Represents 250,000 annual investment Including 100,000 annual mutual dividend to the military Team of five, working conjunction with Sales Financial Education Addressing key chain of command issues and improving member lives Magic Moments Programme To build brand and further differentiate us Service Funds insurance - including valuations for regimental silverware Branch infrastructure investment - committed to building a larger UK branch footprint Development of product suite and sales capability for the contractor market = advisers

30 Paul O Mahony

31 What it means to the Military and our Members

32 What it means to our Members It s good news Value for money Not-for-profit Longer term horizon - investment and payback approach Service funds insurance minimal margin, free valuations Better deal: Removal of fees Reduced charges not just words in the first year since acquiring Forces Financial we: - Dropped charges for saving products - Removed fees and increased cover for kit insurance... We ll do the same again We ll develop our brand proposition to become their financial ally

33 What it means to the Military New name for two respected competitors Enlarged not-for-profit organisation A single larger, more sustainable entity Consolidated expertise Committed to the long term The opportunity to develop a strategic relationship with the military Dialogue with MoD from wider knowledge base e.g. telematics Consolidated member data will give us huge insight Increased ability to give back to members genuinely improving lives

34 Robin Williams

35 Communications Extensive Press and PR plan in place for external stakeholders: Senior military stakeholders either called or ed today RAOs either called or ed today Press campaign New website launched today 8-week social media campaign launched

36 Next Steps

37 Next steps Some break out sessions this afternoon Product training for former Abacus team Wednesday and Thursday Vitality training for former Forces Financial team next few weeks Plenty of opportunities to talk: Comprehensive communications programme Forces Mutual leadership team will be out in the field Regional meetings over the next 10 days

38 And finally. Questions?