2016 Latin American Bancassurance Conference Agenda

Thursday, April 21, 2016

8:00 am - Registration Opens

8:45 am - 9:45 am - The Bancassurance Opportunity

Drawing from LIMRA’s global research studies, Ian Watts will help explain how the changing distribution landscape ultimately affects bancassurance operations — and what Latin American companies can do to help best maximize the potential opportunities and minimize the associated risks.

9:45 am - 10:45 am - A Different Perspective for Achieving Bancassurance Success

It is no secret that Bancassurers continuously seek out innovative developments to remain competitive in the Bancassurance market. Yet, it is not those innovative developments alone that are needed – companies must also ensure that they are working with a diverse group of financial partners to help support their developments. When properly acknowledged and utilized, the skills and knowledge that those partners bring to the table can be what sets one company apart from the others. Juan Carlos will help outline how Suramericana has leveraged the strengths of their partners to create the strong business model that they have today, creating a consistently positive customer experience.

Juan Carlos Martinez - Banassurance Manager, Suramericana

10:45 am - 11:15 am - Networking Break

11:15 am - 12:15 pm - Incentive Compensation: A Case Study with Pension Plans

This session will outline the importance of incentive models to the overall distribution strategy, as demonstrated through a pension plan case study. Mr. Batista will also share the key areas of consideration that must be taken into account when creating a successful incentive plan, including the products, processes, and levels of influence associated with an incentive model.

João Batista Mendes Angelo - Diretor de Produtos Related e Previdência, Zurich Santander Brazil

12:15 pm - 1:15 pm - Using Training to Drive Sales

One of the greatest challenges for today’s insurers is making sure that their teams are well trained on proper procedures for selling insurance.  Having a well-educated sales force will enable them to not only meet sales goals, but also build customer loyalty while avoiding policy cancellations or accidental regulatory violations.  With so many different training options currently available, this presentation will share case studies and best practices on:

  • Bancassurance Training in Mexico
  • Telemarketing Sales protocols
  • Designing training itineraries

Carlos Islas Murguía - Member Development Director, Mexico, LIMRA LOMA

1:15 pm - 2:30 pm - Lunch

2:30 pm - 3:30 pm - Technology for an Efficient & Agile Bancassurance Practice

Technology is the key driver for seamless collaboration between Banks, Insurance Companies, Clients and various intermediaries. A good Bancassurance platform can exponentially increase the outreach of the practice, make the operations agile by optimizing resources, cutting costs, driving up fee based incomes and leveraging cross-selling opportunities for the financial institutions whilst providing a one-stop shop of channels, 360 degree holistic information, transactions and analytics at the fingertips of clients.

Shefali Khera - Chief Operating Officer, Agile Financial Technologies

3:30 pm - 3:45 pm - Networking Break

3:45 pm - 4:45 pm - Insights from LIMRA and FIDES

This session will present findings on the future of regulation following the new United Nations Guidelines on Consumer Protection in the Financial Services Industry, as determined by a recent study conducted by LIMRA and FIDES.

Francisco Astelarra - Representative of FIDES

4:45 pm - Networking and Cocktails

Friday, April 22, 2016

8:45 am - 9:00 am - Welcome Back

9:00 am - 10:00 am - A European Case Study - Potential Pitfalls and Benefits in Bancassurance

Alain Enault will use examples from France, Spain and other European markets to outlines various bancassurance schemes that have made the European Bancassurance market so successful. He will provide his thoughts on the keys for success to many of these European entities as well as both the potential pitfalls and benefits that need to be taken into consideration when managing this unique channel.

Alain Enault - Regional Manager Iberia, Switzerland & Latin America, Efma

10:00 am - 11:00 am - Bancassurance in Brazil: The Bradesco Model

As Director of Bradesco Seguros and BSP Affinity, Eugênio knows how to establish and lead profitable bancassurance businesses. Attend his session to gain insights into the strategies and operations of this leading Brazilian bancassurer. 

11:00 am - 11:30 am - Networking Break

11:30 am - 12:45 pm - Panel: Eye on the Future: Meeting the Rapidly Changing Demands & Expectations of Tomorrow’s Consumer

This panel will combine 3 very different perspectives on how companies are marketing to today’s customer. Key considerations for how to analyze the market and increase penetration will be discussed, as well as how to evaluate product offerings worth investing in and update your current communications and messaging.

Verónica Basco, MBA - Regional Affinity Head Latam, Willis Towers Watson

Francisco Valenzuela Cornejo - Director Regional América Latina, BNP Paribas Cardif

Edgar Karam Kassab - Director of Business Development and Customer Segmentation, BBVA Bancomer

Eduardo Cassese - Private Consultant & Independent Director, Supervielle Seguros

12:45 pm - Closing Remarks