insuritas educational series 091514_web

September 2014

Digital Cross-Selling

4 Time Innovator of the Year

Award Winner

Matt Chesky • Senior Vice President –

Director of Corporate Sales • Contact Information

• mchesky@insuritas.com • 860-653-1182

Welcome

The Challenge “Outside of an improved interest rate spread, credit unions can only create revenue by adding new customers or by deepening existing relationships…the only sustainable opportunity is to sell more to the members a credit union already has.”

The Challenge

The Challenge

“Three in 10 Americans haven’t visited a bank or

credit union branch in at least six months”

( - May 2014)

“The Age of the Consumer”

Consumer Intention vs. Attention – 100% Purchase

Information

Amazon

Supply Chain Walmart

Manufacturing GM, BoA,

AIG

Product Position

Price Promote

Digital Engagement

Digital Engagement

• Information • Brochure-Ware

vs.

• Real-Time

Engagement • What does the

member want? • Can you customize

the member experience for them?

Real-Time User Engagement

CXM and Indirect Member

Think Beyond your Website

Social Media Driving Results

• “Tell your Story” campaign – videos to win $4,000

• 36,000 new certificates ($90M)

• 5,400 auto refinance loans ($96M)

• 60,000 new Members

Intention Marketing

vs.

“DAI has insured 44.47% of the members who shopped with the agency…nearly 3 times the benchmark for other agencies.”

Creative Touchpoints

Can ‘INTENTION’ be Identified? The Perfect Storm of Opportunity

• Car/Home Purchase • Target Breach • Young Drivers • Older Cars • Term Life • Rec Vehicles • Antiques • Pet Insurance • Wedding Insurance

The Results…

Insurance Bill Generates Offer

44.28% CR @ Renewal Date

Best Practices

• Leverage your Digital Assets • Use Layered Communication • Communicate Updates - Customize • Add Value on Top of Trust

Matt Chesky • Senior Vice President –

Director of Corporate Sales • Contact Information

• mchesky@insuritas.com • 860-653-1182

Questions & Thanks