Utilizing distribution company to broaden the marketing for insurance products (case study : allianz center)
Silalahi, Agustina D.V.;
Jimmy Sadeli, supervisor
([Publisher not identified]
, 2002)
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ABSTRAK Asuransi Allianz Utama Indonesia known as AZINDO established in 1981, has beendeveloping various kind of non-life insurance products both standard and package. There aretwo product lines that are sold now by AZINDO: Corporate and Retail non-life insurance. In1999 AZINDO formed Allianz Center (called AZCENTER) that manages retail products. Theproducts are directly sold by sales persons of the company or by agents or brokers. Thissystem has already been known as a cooperation in marketing, franchise or licensed productsthat aimed to broaden the network. There were 105 loss insurance companies in Indonesia in year 2001 and they werestate-owned, private national, and joint venture. To anticipate the dynamic global competition,the AZCENTER management feels that it is necessary to develop a new marketing system forretail products by cooperating with Distribution Company. This work has an objective that is to support inputs on strategy in determining Distribution Company and to form maximum compensation that could be given as an extra tothe standard commission. Type of Distribution Company will depends on retail product sold and company withsalesperson but not an insurance company or Multi Level Marketing system company. Asystem has been created to decide which Distribution Company performed by AnalyticalHierarchy Process and Expert Choice software with other criteria such as potential salesperson, period of time established, location, facility, business-line owned, marketingsystem, company culture, etc. Based on the above, subjects, cost, benefit and risk of eachDistribution Company could be determined to get the best result of rank. Numbers of Distribution Company to determine here is by consider types of retailproduct and AZINDO corporations used in the past. Compensation of the extra commission isbased on expenses spent by AZINDO for operational cost, building, salary and old datacomparison on premium, claim, result and commission ever happened to AZCENTER,AZINDO and competitors' non-life insurance company (with application support of SPSS tocalculate the correlation of premium, claim, result and commission) so that the maximumcommission is combined with reward and discount rate for the Distribution Company. Information Technology support is given as an advise in making Distribution Companyby using integrated system of Enterprise Resource Planning (ERP) in all parts of internal andexternal companies and is leading to use Systems-Applications-and-Products-in-DataProcessing (SAP), electronic business (e-business) and electronic commerce (e-commerce). In this case, both internal and external assessment and analysis are supporting target that could be performed in short or long term. Determination target is performed by consider the target reached by AZINDO or bytotal Indonesia market shown in Data Asuransi Indonesia (DAI) and from the numbers ofproduct fit to the AZCENTER in Indonesia. The variation is shown up by considering thesensitivity analysis via reward, commission, extra commission for salesperson andDistribution Company, and others that could be given to the Distribution Company, sales andconsumer by allocating expense largely for marketing and promotion. The conclusion in making Distribution Company is to broaden the marketing of retailproduct that gives advantages for Allianz Center, Distribution Company, salesperson andconsumer. Recommendations will be given based on result analysis in facing the obstacles thatmight happen in the future. |
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No. Panggil : | T-Pdf |
Entri utama-Nama orang : | |
Entri tambahan-Nama orang : | |
Entri tambahan-Nama badan : | |
Subjek : | |
Penerbitan : | [Place of publication not identified]: [Publisher not identified], 2002 |
Program Studi : |
Bahasa : | eng |
Sumber Pengatalogan : | LibUI eng rda |
Tipe Konten : | text |
Tipe Media : | computer |
Tipe Carrier : | online resource |
Deskripsi Fisik : | xxi, 139 pages, illustrations, 18 cm + appendix |
Naskah Ringkas : | |
Lembaga Pemilik : | Universitas Indonesia |
Lokasi : | Perpustakaan UI, Lantai 3 |
No. Panggil | No. Barkod | Ketersediaan |
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T-Pdf | TERSEDIA |
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