Insurance presentation for IBM FSS Seminar · Lead Management Customer Data Management Process Management Activity Tracking Total Financial Planning / Wealth Management Report Sales

Copyright 2004 © Eastpro Limited. All Rights Reserved

Eastpro Limited – Your IT Partner

Insurance /BancassuranceProven Solutions. Fast Delivery.

Terence HoDirector, Sales & MarketingEastpro Limited

Eastpro Company Profile

Core Competence

Eastpro Solutions

Case Studies

Summary

Contact Information



Eastpro COMPNAY PROFILE

Main Business Areas • Packaged Software• Software Development

• Hardware Integration• Business & IT Consulting

Offices (Hong Kong)(Hong Kong)

Focused Market Financial Services Industries Financial Services Industries

Vision & MissionWorld Class Industries

Experience & Best Practices

World Class Packaged Software

Leading FSI Software Vendor in AsiaLeading FSI Software Vendor in Asia

(Shenzhen)(Shenzhen) (Shanghai)(Shanghai)



EASTPRO FSI CONVERGED PLATFORM - Development Roadmap

● 1989 -- • Eastpro Established

● 1995 ---- • Established Software Development Team

● 1997 ------- • Mortgage Loans Processing System

● 1998 ---------- • Personal Installment Loan Processing System

● 2000 ----------------- • Life Insurance Admin System, eMPF System,

Credit Card Application Processing System

● 2001 --------------------- • Mutual Fund Distribution Support System

● 2002 -----------• One to One Wealth Management Distribution System, Bonds Trading System,

● 2003 -------• General Insurance System,

● 1999 ------------- • Integrated Securities Trading System

● 2004 ----- ELI System; Life Ins Admin System, Simplified Chinese version



Life Insurance(iLIFE)

Life Insurance(iLIFE)

Order Management & Admin Engines

121 Wealth Management Distribution System(Distribution Mgt, Sales Services Support, CRM)121 Wealth Management Distribution System(Distribution Mgt, Sales Services Support, CRM)

Connected/Internet/IVRS/PDAConnected/Internet/IVRS/PDA CustomerCustomerDistribution Channelse.g. Agent/Broker/Bank/IFADistribution Channels

e.g. Agent/Broker/Bank/IFA

CIMCIM Wealth BuilderWealth Builder iQuoteiQuote

Mutual FundBonds

ELN/ELD(iWealth)

Mutual FundBonds

ELN/ELD(iWealth)

Stock Trading(iSTS)

Stock Trading(iSTS)

EASTPRO FSI CONVERGED PLATFORM - Overview

Personal Loan(PILS)

Personal Loan(PILS)

Mortgage Loan(MLS)

Mortgage Loan(MLS)

GeneralInsurance(iGeneral)

GeneralInsurance(iGeneral)

Distribution Channel & Sales Services Support, CRM

eApplicationeApplication Portfolio servicesPortfolio services Reportwriter

Reportwriter



We have demonstrated our core capabilities and advantages, through our client services.

CORE STRENGTHS

Prestige Customer Base

Reputation in Quality, Reliability and Responsiveness

High Quality and Experienced Management Team

Committed Staff and Unique Workforce

Extensive FSI Expertise

Mature Product Modules & Solutions (100% owned by Eastpro)

CMMI Compliance Processes

Regional Exposure



SERVICES

Packaged product Customization and Integration Services

Customized Application Development Services

Consulting

Resale and Support for System Software, OA & Hardware System



Products Highlight - iLife

Support day-to-day policy administration functions

Application Processing

Underwriting

Billing

Policy Owner Servicing

Claim

Support Investment Linked policy and traditional Products

Multi-funds, Multi-fund house support

Web-based, double byte; Chinalized

STP enabled

Life Insurance Policy Administration System



SUCCESS STORIES – 121 Wealth Management System

Customer Info Mgmt (CIM)

Financial Needs Analysis ( Wealth Builder)

Sales Illustration (iQuote)

Electronic Application (eApp)

Production, submission, lapse enquiries, Performance monitoring, etc. (Agency Portal)

CPD Enrollment (CPD System)

e-MPF enquiry (eMPF System)

PDA Sales Services (PDA system for Insurance agents)

Commission Calculation (Remuneration Calculation System )

Distribution Support, Productivities tools, channel management, Performance Monitoring, etc.



A MODULAR APPROACH – An Example

Insurance

Sales & Marketing Service

Sales & Marketing Service PeoplePeoplePeople

Product & Services Portfolio &

Innovations

Product & Services Portfolio &

Innovations

Distribution & Channel

Management

Distribution & Channel

Management

Customer ServicesCustomer ServicesData Mining,Reporting &

Analytical Metrics

Data Mining,Reporting &

Analytical MetricsTransaction Processing

Transaction Processing

Best Practices,Standard Setting,Industry Interface

Best Practices,Standard Setting,Industry Interface

TechnologyTechnologyTechnologyIT System Life CycleManagement

IT System Life CycleManagement

Compliance,Internal Audit,

Risk Management

Compliance,Internal Audit,

Risk Management

ProcessProcessProcess



MARKET SUCCESS

Market success is a function of :

Market SuccessMarket Success

Product FeatureProduct Feature Sales ServicesEffectiveness

Sales ServicesEffectiveness Brand StrengthBrand Strength



INSURANCE CRITICAL SUCCESS FACTORS

Commitment from management

Recognition of Cultural Difference

A well defined process model

A well defined selling method

A well defined Business Management System

A well established IT Management System



ProspectingProspecting ApproachApproach First InterviewFirst Interview

Fact FindingFact Finding

Order Management Order Management Delivery & Servicing Delivery & Servicing

Prepare QuotationPrepare Quotation

AIP processAIP process

Closing InterviewClosing Interview

Fill in App FormFill in App Form

Customer Info Mgmt Module-Client profiling-Calendar Activities Mgmt-Activity tracking/monitoring

Customer Info Mgmt Module-Client profiling-Calendar Activities Mgmt-Activity tracking/monitoring

Wealth Builder Module-360 degree view of customer-Multiple channels ( on-line, offline, PDA, etc)- product recommendation -Automated proposal writing

Wealth Builder Module-360 degree view of customer-Multiple channels ( on-line, offline, PDA, etc)- product recommendation -Automated proposal writing

iQuote Module- electronic quotation engineer for insurance, mutual fund, stock, loans

iQuote Module- electronic quotation engineer for insurance, mutual fund, stock, loans

eApp module- application form fillingdata upload to legacysystem

eApp module- application form fillingdata upload to legacysystem

CRM Module- portfolio - Wrap report- production enquiry- MIS, performance monitoring- Commission- e-card

CRM Module- portfolio - Wrap report- production enquiry- MIS, performance monitoring- Commission- e-card

121 WEALTH MANAGEMENT SYSTEM

Order Mgmt System- insurance,- Mutual Fund- Loans- Bond

Order Mgmt System- insurance,- Mutual Fund- Loans- Bond



NEEDS FOR INSURANCE - Distribution

Contact Management Sales Tools

Calendar

Customer/Prospect Database

Process/ Activity Tracking etc.

Mobility (online/offline tools, PDA etc.)

Financial Planning /Risk Planning advise

Needs Analysis, Target Savings, Financial Calculators

Illustration Reports



Proposal

Illustration

Order Management System

Electronic Order System

Sales Tracking & Productivity Analysis

Premium Billing etc.

Commission System & Reporting

Commission calculation for different products

Management Report etc.

NEEDS FOR INSURANCE - Distribution



SUPPORT FOR INSURANCE – Distribution Support

Eastpro’s 121 Wealth Management System

Customer Data Management, Cross Sell or Up Sell

Captures, tracks and accesses customer and account data during the sales process

Creates compelling, consultative product recommendations and presentations

Guided selling, needs analysis and other services

Tracks opportunities: revenue, sales stage, win probability and other pre- and post-sale activities e.g. Customer Servicing & Commission etc.



SUPPORT FOR INSURANCE – Policy Admin. Support

Eastpro’s iLIFE solution

Support Day to Day Life Office operations

Application and Underwriting

Billing

Policy Ownership Servicing

Claim Functions

Agency Management & Commission etc..



SUCCESS STORIES – iLife, iQuote and eApp

Support day-to-day policy administration functions

Application Processing

Underwriting

Billing

Policy Owner Servicing

Claim

Support Investment Linked policy

Multi-funds, Multi-fund house support

Deployed the system in 4 months

Principal CompanyFull Integration Model

One of World largest financial Institutions’s Insurance arm



BENEFITS

STP Enabled

Eliminating new product introduction time

Minimizing human error

Streamline business process

T+X (PREVIOUS) become (T+X-2) NOW



SUCCESS STORIES – 121 System for Innovative Distribution Support

Lead Management

Customer Data Management

Process Management

Activity Tracking

Total Financial Planning / Wealth Management Report

Sales Illustration

Electronic Application

Integration to Multiple manufacturers / products

Portfolio Management

Wrap Report

Customer Servicing

Target Marketing Support by power search

Online / offline mobile sales force capabilities

Regional Deployment for their Asian Countries

A Subsidiary of an international financial group with asset exceeding HKD 1.3 trillion, and operating in 13 countries



Key Features

Sales Services Support

diary and activity management

Needs analysis

Risk product quotations

financial plans and product recommendation

Dealer Groups

Sales management

Lead prospect Management

Communication Support

News room

Email

Market commentaries

Dealer group diary

Forms Download

Product information

Underwriting, claims and dealer group manuals

Information Support

Customer Info Mgmt

Product Enquiry

customer portfolio summaries

product and activity reporting information



BENEFIT

Objectives

Increase New Sales

Customer Retention

Customer Centric System handling multiple products

Improve processes in order to save support costs

Process control / monitoring

Guide selling process

Functions

Provide quality services e.g. sale tools, CIM etc.

Monitor & manage customer contact/ processes information contact/ processes

Customer Centric Portfolio Management System

eBusiness infrastructure to enable “Straight Thru Processing”

Proactively update or follow up status of transactions



Eastpro Limited - Hong Kong Head Office2502 AIA Plaza, 18 ,Hysan Avenue, Causeway, Hong KongTel : +852 2576 6000Fax: +852 2576 6828

Eastpro (Shenzhen) Technology LimitedSuite 5T 5/F Fortune Plaza, Shenzhen, China 518040Tel : +86 755 8209 6629Fax: +86 755 8209 0869

Eastpro Limited – Shanghai OfficeRoom 1838, 18 Floor Bund Centre, 222 Yan An Road, Shanghai, China 200002Telephone: +86 21 5115 8866

Web Site : http://www.eastpro.com.hk

Email :[email protected]

CONTACT INFORMATION

Terence HoDirector, Sales & Marketing

Documents

Insurance presentation for IBM FSS Seminar · Lead Management Customer Data Management Process Management Activity Tracking Total Financial Planning / Wealth Management Report Sales