SALES PLANNING

&
TRAINING 2020
ILOILO BRANCH

February 11-14, 2020 | 24th Floor, IIAP BPI – Philam Life

Makati 6811 Ayala Ave., Makati City

THIS DOCUMENT IS THE PROPERTY OF BPIMS INSURANCE CORPORATION. STRICTLY CONFIDENTIAL.

PLANS & STRATEGIES
ILOILO BRANCH 2020 BUDGET

BPI 97 Mio
AGENCY 23 Mio
TOTAL 2020 BUDGET 120 Mio

THIS DOCUMENT IS THE PROPERTY OF BPIMS INSURANCE CORPORATION. STRICTLY CONFIDENTIAL.

PLANS & STRATEGIES
BPI BUSINESS/ BANCASSURANCE
2020 BUDGET

NEW BUSINESS 22 Mio

RENEWALS 75 Mio
TOTAL 2020 BUDGET 97 Mio

THIS DOCUMENT IS THE PROPERTY OF BPIMS INSURANCE CORPORATION. STRICTLY CONFIDENTIAL.

PLANS & STRATEGIES
BREAKDOWN AS FOLLOWS:
NEW BUSINESS
Free Insurance 6 Mio
FRN Accounts 6 Mio
Non Mortgaged 10 Mio
TOTAL NEW BUSINESS 22 Mio
RENEWALS
Free Insurance 49 Mio
FRN Accounts 9 Mio
Non Mortgaged 12 Mio
TOTAL RENEWALS 75 Mio
THIS DOCUMENT IS THE PROPERTY OF BPIMS INSURANCE CORPORATION. STRICTLY CONFIDENTIAL.
PLANS & STRATEGIES
INITIATIVES:
1.) Weekly/ Monthly monitoring of our initiative to produce Non Mortgaged Accounts:
 2 Motor Policies
 2 Fire Policies
 2 Travel Policies
 1 HCIP Policies
 1 per Quarter Group Accident Insurance

THIS DOCUMENT IS THE PROPERTY OF BPIMS INSURANCE CORPORATION. STRICTLY CONFIDENTIAL.

PLANS & STRATEGIES
2.) Call-outs by the CRS of the BM’S and RM’s using the renewal list.

3.) Joint client visitation with Branch Manager and Relationship Manager’s.

4.) Attend Area Meeting and do recognition of Top performers.

5.) Product Re-Tooling – done last * Feb. 6 – Kalibo & Boracay Branches
* Feb. 7 – Roxas City Branches & Passi
* Feb. 8 – BPI Iloilo Area for all branches

THIS DOCUMENT IS THE PROPERTY OF BPIMS INSURANCE CORPORATION. STRICTLY CONFIDENTIAL.

PLANS & STRATEGIES

AGENCY BUSINESS 2020 BUDGET

NEW BUSINESS 3 Mio

RENEWALS 20 Mio
TOTAL 23 Mio

THIS DOCUMENT IS THE PROPERTY OF BPIMS INSURANCE CORPORATION. STRICTLY CONFIDENTIAL.

PLANS & STRATEGIES
INITIATIVES:
Recruitment of Agents with Portfolio
 Isuzu Iloilo – Soliciting Agent for appointment upon delivery of complete documents
 Grand Canyon – with 36 branches nationwide; we need the support of underwriting
for a very viable rates and commission with existing Soliciting Agent. Only carries one
Insurance provider with around 100Mio portfolio.
 Recruitment of Existing Agent Reynard “Boogs” Bogaay – CA affiliation with other
Insurance companies but wanted to be affiliated with BPI/MS because of our payment
scheme via credit card

THIS DOCUMENT IS THE PROPERTY OF BPIMS INSURANCE CORPORATION. STRICTLY CONFIDENTIAL.

PLANS & STRATEGIES
INITIATIVES:
 Development of Agent Marie Vic Lozada as Unit Manager

 Schedule of IC Exam on April or May 2020 – already with 7 to 10 interested agents

 Let Agency sell HCIP because they are more focused on selling to clients.

THIS DOCUMENT IS THE PROPERTY OF BPIMS INSURANCE CORPORATION. STRICTLY CONFIDENTIAL.

PLANS & STRATEGIES
INITIATIVES:
 Since 2014 when I first assume as Branch Manager of Iloilo our GPW then
is only 48 Mio and we grew it double with 103 Mio by the end of 2019.
 For the manpower compliment, we started at only 5 staff and 1 officer
and at the present we have 8 staff and 2 officers.
 Our claims grew from an average of 45 motor claims to more than a
hundred claims per month.
 The branch problems which I inherited like the pile of garbage at the roof
deck of the building were all cleared.

THIS DOCUMENT IS THE PROPERTY OF BPIMS INSURANCE CORPORATION. STRICTLY CONFIDENTIAL.

PLANS & STRATEGIES
INITIATIVES:
 We have agents who died and others were not able to renew their
licences but we were able to replenish and recruit new, younger and
productive agents.
 For the BPI side, we were able to develop a very good relationship among
ADB, RM’s, BM’s and all branch employees because of good servicing for
policy issuance and claims servicing.
 For Business Center, we were able to service accounts which was referred
by Business Center although some accounts referred by Corporate and
very recently the BBG is not credited to Iloilo Branch anymore.

THIS DOCUMENT IS THE PROPERTY OF BPIMS INSURANCE CORPORATION. STRICTLY CONFIDENTIAL.

PLANS & STRATEGIES
SUPPORT NEEDED:
 New Office Space
We have a renovation budget of 10M but our budget for additional rent from
existing was cut.
So it’s either we repair our existing office space with just 115sqm or we will
transfer to a larger space owned by Ayala Land but we will start the repair by Q4
and transfer by January 2021 so that the rentals expense will be included in the
2021 budget.
 60k Budget for Representation is way too low.
Recommendation for additional budget of 40k more for a total of 100k.

THIS DOCUMENT IS THE PROPERTY OF BPIMS INSURANCE CORPORATION. STRICTLY CONFIDENTIAL.

PLANS & STRATEGIES
If your are attacked or the account is threatened by competitors,
1.) How should you keep it?
2.) To prevent this kind of scenarios, what kind of activities should you do in your
Business Unit?

 We can keep it by convincing the client on the benefits of the policy & strength of
the company.
 We should offer the best customer service and satisfaction at all times.
 Also, during client visitations we always highlight the strengths of our company and
our services like payment through credit card and excellent claims handling.

THIS DOCUMENT IS THE PROPERTY OF BPIMS INSURANCE CORPORATION. STRICTLY CONFIDENTIAL.

Thank you.

THIS DOCUMENT IS THE PROPERTY OF BPIMS INSURANCE CORPORATION. FOR INTERNAL USE ONLY.