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					2001 Sales Results
Sales Growth
Life Sales         Annualized
                 Premium (000)

        1992       $ 22,949
        1997         143,754
        2000       162,630
        2001       205,688

  1992-2001   CAGR     27.6%
  Growth Over 2000 – 25%
                     20% w/o BOLI
Life Market Position
Year End 1992                   64
Year End 2000                   20
Year End 2001                   14
Industry 2001 Growth Rate (4%)
JP 2001 Growth Rate             20%


                      * Source: LIMRA
Universal Life Market Position
    Year End 2000                     7
    Year End 2001                     4
    Industry 2001 Growth Rate 16%
    JP 2001 Growth Rate             48%




                          Industry Source: LIMRA
Variable Universal Life
 Market Position
 Year End 2000                     15
 Year End 2001                     15
 Industry 2001 Growth Rate (12.8%)*
 JP 2001 Growth Rate               (6.6%)


       * Combined VUL & VL   Source: LIMRA
U.S. Individual-Life Sales Growth Rate

                           Fitch        Jefferson
     Year       Industry   AAA          Pilot

  YTD 2001       (4%)      1.3%             20%

  CAGR           2.6%      2.8%           27.6%
  (1992-2001)



                                   * Source: LIMRA
   CAGR Ranking 1992-2001
   Life Annual Premium Sales
         30%    27.6% 26.2%
                                       20.1%
                                                   17.2% 16.5%
         20%
                                                                          13.6%

         10%


           0%
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                                       Fi            id            fe                 Li
                           Pi             na            e                               fe
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Source: LIMRA
Sales Growth
Fixed Annuity Sales
                Fixed Annuities
        1992     $ 92,821
        1997      547,626
        2000    1,195,095
        2001    1,395,656

  1992-2001   CAGR     35%
  Growth Over 2000 – 10.4%
Annuity Market Position

 Year End 2000 (Fixed)         11
 Year End 2001 (Fixed)         17
 Industry 2001 Growth Rate     (3%)*
 JP 2001 Growth Rate           10.4%


                         Source: LIMRA
Premier
Partnering
Strategy
Update
The Need for Change
 Since 1992, we have had great success
 with our market leader strategy
 Going forward, we cannot rely on M&A-
 driven growth and must rely more on
 organic growth
 To date we have taken stock of our current
 performance, understood what agents
 want, and crafted our core life agency
 strategy
  Input from Key Producers
             Excellent VUL products
What         Compensation packages
agents       Strong ratings / excellent reputation
like about   JPFNet highly improved
JPF:         CPA Security & LifeComp
             JPSC is a strategic asset

             UL Products
What
             Differentiated service
agents
             Choice of compensation plans
want
us to        Stronger marketing skills
change:      Field communication
             JPSC focus
Focusing on Growth
  Over the next 2 years, we will ...
    Double Premier Partners
    Grow Life Sales by 50%
JP ENJOYED SIGNIFICANT GROWTH IN LIFE
SALES AND PREMIER PARTNERS IN 2001

                                 205    25% growth
                       163
 New life sales
                                                        JP’s life sales were
 $ Millions                                                up 25%, while
                                                           industry life sales
 All channels                                              were down 4%

                                 381        3% growth
                       371                              In 2001, Premier
 Premier Partners                                          Partners
                                                           accounted for
 All channels                                              nearly 40% of all
                                                           individual life
                                                           premium sold
                                 293
                                        17% growth
                       250                              JP retained 149 of
 Core channels                                             its 2000 year-end
 (producers only)                                          Premier Partners
                                                           and added
                                                           144 new Premier
                                                           Partners in 2001
                  2000 actual 2001 actual
Premier
Partner
Survey
                                                                         Performance

 JP’s Overall Performance in 2001                                        No change
                                                                         Performance

2001 highlights                 Premier Partner reactions   2002 goals


 Made strategic decisions                        14%         Continue to make strategic
  with the producer as the                                    decisions with the
  driving force                   JP’s overall                producer as the driving
                                  performance                 force
 Aggressively recruited,
  activated, and served high-                                Retain existing Premier
  producing agents                                            Partners and aggressively
                                                 86%          recruit new Premier
 Provided outstanding service                                 Partners
  to our top producers, while
  maintaining good service                                   Continue to improve service
  for all others                                              levels and product
                                                              competitiveness
 Improved product
  competitiveness                                            Deliver improved marketing
                                                              support, refocusing on
 Focused on providing expert                                  agent needs during the
  packages to target markets                                  sales process
 Developed superior                                          Continue to develop a high-
  communications and                                          performance culture
  service for Premier
  Partners
 Premier Partner Benefits
                                                           Performance
                                                           No change
                                                           Performance


2001 highlights           Premier Partner reactions   2002 goals
Offered differentiated                                Continue to refine and
service for Premier                  3%               improve service for
Partners in licensing,                      17%       Premier Partners
new business, and in-      Differentiated             Offer more individualized
force service              service levels   80%       information for Premier
                                                      Partners on JFPNet
Developed JPFNet’s
Premier Partner section              3%               Roll-out “same day cash
                                                      with application” program
                                            17%
Revised and improved       Symposium                  Recognize charter
Premier Partner rules                       80%       “sustainer” Premier
and benefits                                          Partner

                                                      Add resources to improve
Expanded opportunity       Ambassadors      29%       ambassador program
to earn stock options
                                                      service
Developed “sustainer”                       71%
Premier Partner status                                Introduce Premier Partner
                                                      corporate discount
Introduced symposium                                  program for day to day
and ambassador                                        office needs
program
       Premier Partner
Ambassador Program Objective:
  Deepen our relationship with our
  leading producers
  Facilitate the free flow of Partner
  input to all levels of the company
  Capture intelligence information from
  the field on a timely basis
  Career building benefits to
  Ambassador’s
         Premier Partner
Ambassador Program Achievements:
    A home office advocate for every
    Partner
    2329 Ambassador calls to Partners
    228 Issues resolved for Partners
    Early warning system for competitive
    or operational issues
    Real world feedback for senior
    management.
                                                                                                        Performance
   Product and Compensation                                                                             No change
                                                                                                        Performance

2001 highlights                        Premier Partner reactions                                         2002 goals
                                                                    6%
 Hit targets for speed to                                                     38%                          Maintain speed to market
   market for new products                  “Speed to market”                                               for new product and
   and enhancements                                                           56%                           enhancements
 Introduced 4 new, highly                                                                                  Continually monitor
   competitive products                                                                                     landscape to maintain
    Legend 300                                                      3%                                      competitiveness
    Duet 300                                                                  25%                          Launch Legend 400
                                          Competitiveness of
    Ensemble Exec                         pricing to                                                           High-target UL product
                                          consumers                           72%                               for wealth accumulation
    Prelude Term                                                                                                market
 Established ad hoc                                                                                        Develop potential market-
  advisory group for                                                                                        tailored rider for
  products
                                                                               25%                          Ensemble III and *
 Established product                     Competitiveness of                                                 Legend 400
  bulletin board for                     product features
                                         and riders                            75%                         Develop package of
  Premier Partners                                                                                          Ensemble               *
 Developed channel -                                                                                        enhancements
  neutral compensation                                                                                     Roll out ChoiceComp
  plan
                    *These potential future enhancements are not available today (and may not be available) and cannot
                    be discussed with clients and cannot be used for recruiting at this time
                                                            Performance

    Licensing and Activation                                No change
                                                            Performance


2001 highlights                Premier Partner reactions   2002 goals


Reduced backlog of new                                     Continue to introduce
agent setups from 4,500                 7%                  lean manufacturing
to 400                                                      principles and metrics
                                Speed of       26%
Achieved turnaround             licensing
time of 35 days for clean
cases and 38 days for                          67%         Achieve turn around time
complex cases                                               of 4 days for clean
                                                            cases and 18 days for
Increased ease of doing                                     complex cases
 business:
  Reduced state solicitation            7%
   categories                                              Simplify new recruiting
                                               41%          package/process
  Eased variable case           Accuracy
   solicitation rules           of licensing
  Enabled electronic
   transmission of state                       52%
   licensing
                                                          Performance
   Recruitment and Development                            No change
                                                          Performance

2001 highlights             Premier Partner reactions     2002 goals
                                              9%
 Achieved retention                           15%          Improve retention rate
 rates of:                  Overall service                 to 70% in all channels
  61% in GA channel         level for agent                Improve activation
  51% in IMO channel
                            development             76%     ratio to 50%
  55% in ABGA channel                                      Increase focus on
 Achieved activation                                        converting near-
                                              14%           Premier Partners and
 ratio of 45% (vs. goal
 of 50%)                                                    potential-Premier
                            Responsiveness,                 Partners
                            expertise, and value
                                                    35%
 Converted 144 new
 Premier Partners in        delivered by field             Improve
 2001                       management              51%     responsiveness,
                                                            expertise, and value
 Ranked :                                                   delivery by field
                                                            management
  16th in standard MDRT                       9%
   members                                                 Deliver more agent
  10th in Court of Table    Other development       35%    training support
                            support (case                  through webcasts
  5th in Top of the Table
                            support and
                            training)               51%    Improve standard
                                                            MDRT rank to 10th
     Marketing Support
                                                      Performance
                                                      No change
                                                      Performance




2001 highlights           Premier Partner reactions      2002 goals
                                        10%
 Launched Wealth                             37%            Refocus on delivering
  Builder in 1Q 2001      Effective                          basic and advanced
                          marketing packages                 sales support
 Conducted 97                                53%
 training sessions
  55 for LifeComp                       3%                  Offer high-quality training
  20 for Wealth Builder                       42%            via webcasts
                           Advanced
  14 for Legacy Builder    sales support      55%
  7 for CP Security                                         Expand our package
  1 for PT marketing                                         portfolio of great sales
                                                             ideas and deliver
                                              44%            improved support of
 Established 3 target     Basic sales                        these ideas
 market units             support
                                              56%
  Wealth accumulation
  Wealth preservation
  Business planning
                                                      Performance

         Technology                                   No change
                                                      Performance



2001 highlights           Premier Partner reactions                 2002 goals
                                                6%
 JPFNet finished 16th     JPFnet capabilities        94%            Maintain and
   in 2001 DALBAR                                                    improve JPFNet
   rankings                                                          as an award-
                                                3%                   winning platform
 Developed online
  status reports for     Illustrations/software      34%            Begin to develop
  new business sales        capabilities             63%             technology to
  and in-force                                                       enable on-line
  business                                                           application
                                                                     submissions
 Enhanced and                                   3%
  expanded Life                                                     Introduce web-
  Portraits                                  12%                      based training
                        On-line access to new
                                                     85%
 Introduced producer    business status reports                     Pursue
   website program                                                   consolidated
   and web                                                           calculation
   conferencing           Electronic access to       18%             technology to
                            in-force business                        improve
                                                     82%             commission and
                                                                     quoting
                                                                     consistency
                                                          Performance

   New Business and Underwriting                          No change
                                                          Performance

2001 highlights         Premier Partner reactions   2002 goals
                                       3%
 Created dedicated                      15          Maintain average
  Premier Partner       Speed of          %         turnaround time of 21
  new business and      underwriting          82%   days and error rate of
  underwriting cell                                 3%
 Achieved average
  turnaround time
  goal of 21 days                                   Decrease variability to
                                       15%          9 days
 Achieved turnaround
  time variability of   Accuracy of 12%
  14 days               underwriting                Incorporate “single point
                        process               73%
 Achieved error rate                                 of entry” technological
  goal of 3%                                         advances to further
                                                     improve efficiencies
 Enhanced
  competitiveness in                   6%
  underwriting                                30%   Continue to enhance
                        Predictability/             competitiveness in
                         consistency of             underwriting
                         turnaround time      64%
                                                     Performance

         In-Force Services                           No change
                                                     Performance


2001 highlights          Premier Partner reactions                 2002 goals

                                           24%
 Exceeded call         Ease of frequency                           Continue to improve call
  answer rate goal     of communication                             answer rate and number
  of 95%                                   76%                      of complaints per claims
                                                                    paid
 Complaints per
  claim paid
  decreased 11%                    2%                              Improve customer
 Achieved 5.3 out of                       24%                      satisfaction rating for
  6 rating for                                                      field compensation and
                         Responsivenes
  Premier Partner                                                   customer service
                         s to inquiries
  satisfaction with                        74%
  field
  compensation                                                     Pursue consolidated
 Achieved 5.3 out of                                                calculation engine to
  6 rating for                     6%                               ensure consistency in
  Premier Partner                                                   commission payment
  satisfaction with      Accuracy of       44%                      and quoting
  customer service       commission
                         payments
                                           50%
2002 Sales Goals
   Life Sales Goals                  $ mlns

               2000    2001     2002
ABGA            24.1    26.4     35.3
IMO             36.5    45.2     54.0
GA              63.6    56.7     80.0
TMD             31.6    55.5     62.4
Home Service     4.2     4.3      5.2
FIM              2.5     4.3      3.7
Alt Markets      0.1     2.0      9.5
Total          162.6   194.4    252.4

              55.2%      (2000 – 2002)
Growth Rate –
              29.8%      (2001 – 2002)
Annuity Sales Goals                          $ mlns

                2000      2001      2002
ABGA            129.8      69.5      76.5
IMO             330.7     376.1     418.7
GA               87.1      65.5      72.1
FIM             368.7     577.7     664.0
AMO             365.6     328.2     394.2
Home Service       5.4       4.6       4.9
Alt Markets        0.0       0.0     60.0
Total          1,287.3   1,421.7   1,690.4

              31.3%          (2000 – 2002)
Growth Rate –
              18.9%          (2001 – 2002)
     JPSC Sales Goals                    $ mlns



  GDC                 2000    2001    2002
VA                     40.6   29.3    33.7
Mutual Funds           52.4   38.4    44.5
VUL Non-Proprietary    10.7   13.6    15.0
Asset Based Fees       10.2    9.7    11.4
Other Securities        3.5    5.1     5.9
Total                 116.6   96.1   110.5

   Growth Rate – 15%          (2001 – 2002)
Premier Partner Goals *
         Actual        Actual       Goal
         2000          2001        2002
 ABGA     52            62         104
 IMO      73            93         146
 GA      128           139         256
 Total   268           293         500 +100%


                  * Reflects only producers qualifying
                          for Premier Partner Status
Benefits of Successfully Implementing
Premier Partnering Strategy
   JPF - a stronger competitor
   True partnership with producers
   Energized and challenged work
   force
   Corporation better prepared for
   future changes

				
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posted:10/19/2011
language:English
pages:34