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© ValChoice 2016
Dan Karr
Founder and CEO, ValChoice Assistant © 123rf.com
© ValChoice 2016
Topics
•  Who is ValChoice?
•  Marketing & Selling Insurance
•  Transparency
•  Summary
o  Carriers – Winning in a Digital World
o  Regulators – Helping Consumers
© ValChoice 2016
Who is ValChoice?
© ValChoice 2016
Data Mining/
Analytics
User Surveys
Insurance
Other Markets
© ValChoice 2016
Forbes Calls us, “Carfax for Insurance”
© ValChoice 2016
Where We’re Heading
The Technology Effect
© ValChoice 2016
Differentiation is Difficult
•  Regulation limits
product differences
© ValChoice 2016
Differentiation is Difficult
•  Differentiation vs. brand
building
$
$ $
$
$
$
$
$
Brand Identity
Technology Will
Make Insurance
Easier to
Understand and
Easier to Buy
rawpixel© 123rf.com
Purchase Decisions Made
Based on Online
Shopping and Research
Ivan Kruk © 123rf.com
© ValChoice 2016
Consumers & Online Research
LIMRA Surveys
conducted to
identify % of
consumers
researching on
Internet before
buying life
insurance.
Online research
is rapidly
increasing
0%#
10%#
20%#
30%#
40%#
50%#
60%#
70%#
80%#
90%#
2006# #
...#
2013#
%#of#
Consumers#
Researching#
Life#Insurance#
on#Internet#
© ValChoice 2016
The Research Consumers Find
© ValChoice 2016
Customer Loyalty
A Changing Market
© ValChoice 2016
Online shopping
+  Self-directed research
+  Easy price comparisons
+  Little connection with
supplier
=  Customer churn
© ValChoice 2016
iqoncep © 123rf.com
mindscanner © 123rf.com
© ValChoice 2016
Transparency
What Does it Mean?
© ValChoice 2016
Transparency
Market Definition
In economics one of the
theoretical conditions
required for a free market
to be efficient
© ValChoice 2016
Transparency
Social Definition
A set of policies that
allow citizens to access
information held by
authorities
© ValChoice 2016
Transparency
Why Embrace it?
© ValChoice 2016
Extreme Transparency
© ValChoice 2016
Why Buffer Does This?
“The power of
transparency…is that it
drives us to be better—to
create a company that's
both great and good.”
Leo Widrich, Founder and
COO, Buffer
© ValChoice 2016
Data Mining + Analytics
Car Buyers Save Thousand$
© ValChoice 2016
Quality Programs
A Form of Transparency
© ValChoice 2016
Baldrige Award
“(Im)Prove Your Performance”
•  Presidential award for
performance excellence
•  Award given for 27 years
•  No P/C insurer has won the
award
© ValChoice 2016
2014 Service Winner
Public Sector Practice
Source, http://patapsco.nist.gov/Award_Recipients/PDF_Files/2014_PwC_PSP_Award%20Application_Summary.pdf
Revenue per Employee
© ValChoice 2016
Asset Utilization
© ValChoice 2016
Good Example for
•  Asset Utilization
•  Revenue per Employee
Not a Good Example for
Growth
•  PWC-PS serving a
shrinking market
© ValChoice 2016
1992 Manufacturing Winner
•  IC industry early adopter
of quality programs
•  Many companies are
transparent about defect
rates
© ValChoice 2016
•  Production costs reduced 20 to
30%
•  One of two semiconductor
companies to gain market
share from ‘93 to ’96
•  Last to first in return on assets
compared to big four U.S.
semiconductor companies
Won Baldrige Award in ‘92
Transparency Delivers
© ValChoice 2016
Transparency
It’s on our Doorstep
© ValChoice 2016
© ValChoice 2016
“People in the Granite State
do their research before
any important purchase,
such as buying a car,” said
Insurance Department
Commissioner Roger
Sevigny. “They ought to
have that same right when it
comes to their heath care
expenses.”
© ValChoice 2016
Completing That Thought
“They ought to have that same right when it comes to
their heath care expenses”…AND their auto, home
and health insurance.
Artem Egorov © 123rf.com
Artem Egorov © 123rf.com
Artem Egorov © 123rf.com
Artem Egorov © 123rf.com
© ValChoice 2016
Carriers
Winning in a Digital World
© ValChoice 2016
Winning in a Digital World
“Customers are willing to
pay more for better
advice and coverage
that is carefully tailored to
their individual needs.”
https://hbr.org/2014/07/insurance-isnt-safe-from-digital-upheaval
© ValChoice 2016
Winning in a Digital World
1)  Differentiate based on
o  Price
o  Protection – claims payment
o  Service quality
Hannu Viitanen © 123rf.com
© ValChoice 2016
Winning in a Digital World
2)  Set clear, cross-
functional,
improvement goals
o  Communicate performance
goals
o  Measure performance
o  Communicate results
© ValChoice 2016
Winning in a Digital World
3)  Work with the private
sector to improve
transparency
© ValChoice 2016
Regulators
Helping Consumers
© ValChoice 2016
Helping Consumers
1)  Improve complaint
data collection
o  Based on number of claims
filed
o  Include time-to-settlement
o  Include number of contested
claims, and why
o  Include settlement data
Gemenacom © 123rf.com
© ValChoice 2016
Helping Consumers
2)  Consistent collection &
vetting of complaint
data
Gemenacom © 123rf.com
© ValChoice 2016
Helping Consumers
3)  Make rate filings,
including loss ratio
studies, public
Gemenacom © 123rf.com
© ValChoice 2016
Helping Consumers
4)  Work with the private
sector to improve
transparency
Gemenacom © 123rf.com
Embracing
the Inevitable
is a Good
Business
Strategy Assistant © 123rf.com
Meet the Founder
Sheraton Lobby, Today, 12 to 2
High-Top Tables Overlooking Canal Street

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NAIC 040316 v2