Disability insurer UNUM is launching a computer aid to help intermediaries improve the sales process with their clients.
ProductPartner complements traditional forms of sales support like brochures and key features. Its introduction recognises there is not much help for intermediaries, other than the printed word.
ProductPartner has five key elements: sales presentations, needs analysis, premium illustrations, product key features and sales aids. The subjects covered include UNUM’s history, claims payments, state benefits guide and a glossary of relevant terms.
Intermediaries can build up a client database which can then be transferred to a word processor for future direct marketing initiatives. It can also be networked throughout a company.
ProductPartner allows for the varied IT experience of intermediaries. It is a middle range technological product so it is easy to use.
Nick Lomas, marketing manager, says ProductPartner is a long term investment: “We envisage a lot of growth for this product and expect a future link up with the internet. It might really take off after the millennium when people start to use computers more.” UNUM has employed a selection of IFAs to test the system. The feedback has been encouraging and it has received over 100 inquiries about the package. Intermediaries will be able to request free copies of the software, which will be made compatible with their computer. They will also receive a detailed operating manual and a mouse mat.
Soon after the launch, UNUM will be celebrating its 150th anniversary. It has decided to mark the July date with a day of giving, when a percentage of its staff will work for charity organisations.
“We didn’t want to have a celebration for celebration’s sake and didn’t want to be seen as self-serving. People will spend time at disability-related charities like Seeability, the organisation for the blind. Martyn Field, our managing director, will be getting involved,” said Lomas.