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Integrated Marketing Solutions - Sales Tools. 2014 AEP. Government Markets. Bringing the campaign to life. Business situation Key business objectives Key implementation components Target audience Implementation strategy Budget. Business situation.

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2014 AEP

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2014 aep

Integrated Marketing Solutions - Sales Tools

2014 AEP

Government Markets


Bringing the campaign to life

Bringing the campaign to life

Business situation

Key business objectives

Key implementation components

Target audience

Implementation strategy

Budget


Business situation

Business situation

The goal of the Sales Marketing team is to support a number of different style brokers by delivering tools that enable them to sell compliantly, quickly, and effortlessly.

Types of brokers include captive agents, independent agents (brokers), telesales representatives and electronic marketing organizations (Exchanges).


Key business objectives

Key business objectives

Support a growing number of various types of sales agents

Get the agents excited about the Medicare Annual Enrollment Period

Provide agents with tools and resources that allow them to easily sell our plans and when appropriate generate their own sales


Key implementation components and strategy

Key implementation components and strategy

  • Internal “Hype” Video

    • Developed to energize captive agents, telesales representatives, and customer service representatives

    • Instill a sense of best of breed with our company and plans

  • Exchange Educational Video

    • Educate a group of agents that sells on a national level about the name recognition and community presence of our local company

    • IBC appears about 5% of the time to these brokers, make the connect from agent to IBC as local leader

  • Sales Presentation

    • Polished, automated sales presentation which allows brokers to hit key company and plan messaging while also selling compliantly

  • Retail design

    • Create a consistent look at feel for our agents participating in CVS retail program

  • Broker eStore

    • Provide a one stop shop for independent brokers to order sales kits as well as generate their own leads through approved marketing materials

  • Destination RX (DRX)

    • Online enrollment tool for all sales agents

    • Allows for clean, complete applications to be submitted electronically


Target audience

Target audience

  • IBC sales force

    • Captive agents

    • Independent brokers, general agencies and field marketing organizations

    • Telesales representatives

    • Exchange sales agents

  • Medicare eligible beneficiaries ages 65 and over


Budget

Budget

$552,500


Retail

Retail


Retail1

Retail

  • Consistent look and feel

  • Pop up banner

  • Table and chairs for meeting

  • Branded table skirt

  • Long sleeve, logo shirt


Broker estore

Broker eStore


Background

Background

  • Allows us to :

  • Support our brokers to meet sales goals

  • Enhance overall lead generation efforts

  • Ensure Independence Blue Cross Brand and CMS compliance

  • Support Independence Blue Cross as a “cutting edge” organization

  • Bring in new members

Created to support our brokers with a secure, password protected online portal where they can order advertising materials, sales promotion items and sales literature on demand.


Over 175 available materials

Over 175 available materials

Sale kits and related materials

Postcards

Ads

Flyers

Self-mailers

Letters

Posters

Promotional items

Quick Tips


Personalization

Personalization

  • Agent name

  • Agency name

  • Phone

  • Email

  • Meeting details


Speed of delivery

Speed of delivery

Orders ship within days for their use in the field!


Destination rx

Destination RX

Online enrollment tool


2014 aep

Allows agent to compare IBC plans available in the service area


2014 aep

Does not let agent progress through the application unless they fill out all required information on the application

Reduces re-work

Faster turnaround time


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