Group Insurance – US versus Canadian Opportunities
This study looked at the structure of group insurance businesses in the US & Canada including product usage & growth, revenue, claims experience and profitability. Designed to guide a US insurer’s business development in Canada, it highlighted differences in approach needed to ensure profitability.

Selling Insurance in the Women’s Market
In addition to women purchasing insurance in their own right, women are chief or co-equal decision-makers in three-quarters of Canadian households. This study looks at how women make purchase decisions about insurance and investment products sold by life insurers. The aim was to tailor strategies appropriate for different styles of decision-making.

Trends in Benefits Consulting
The insurance and benefits needs of corporations are changing and consultants must know how their market is changing to maintain their profitability. A survey of major firms that use benefits consultants points to emerging opportunities that help our client position their business for the revenue sources of the future.

Packaging Insurance for Small Business Banking
Starting with survey results, identified the best segmentation of the small business market for sales of insurance products. The strategy looked at packaging products to meet distinct need clusters and combined insurance and lending products in the offer. The study not only identified desirable segments, but also incremental uptake of new products and revenue potential.

Using the Internet for Benefits Administration
Several studies fit under this heading, many of them concerned with general use of online services for benefits administration. More typical of our work is an assessment of client uptake of a new benefits administration system including pricing and desired features. Our report provided guidance on uptake, revenue potential over time and product positioning to maximize clients and/or revenue.

Strategies for Integrating a Financial Conglomerate
A major insurer with subsidiaries in deposit-taking, asset management and other financial services needed a strategy for integrating their subsidiaries. Our recommendations were based on an extensive review of client needs and the types of integration that would yield more revenue and better retention of clients. Potential synergies identified by staff of the insurer /subsidiaries were also a key factor in our recommendations.

Selling Segregated Funds through Investment Dealers
A brokerage-based life insurer asked us to identify the support services and conditions needed to foster sales of segregated investment funds through life insurance brokers residing in stock brokerage firms. We also estimated speed of uptake and revenues, as well as identifying implementation strategies.