Aflac 2014 Annual Report Download - page 28

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We are focused on developing products that will work well in the evolving
health care environment – and we’re dedicated to delivering our products to the
market more quickly. With change comes opportunity, and in the dynamic health
care environment, we are positioning Aflac to provide solutions for consumers
and employers while leveraging our opportunities for growth. As we anticipate the
changing benefits landscape for consumers, we will introduce innovative products
we believe they want and need.
Expanding and Developing Our Distribution to Reach More Consumers
We believe sales will benefit from our multifaceted approach to distribution. Our goal
is to be where consumers want to purchase our products. In this endeavor, we are
continually working to enhance our sales capabilities, both through our traditional
sales force and the broker channel. Because the needs of our distribution channels are
different, we strive to customize our approach to support their particular sales efforts.
At the end of 2014, our extensive distribution network was made up of more
than 70,000 licensed sales associates and brokers. Following a thorough evalu-
ation of the market and our business model, we made significant changes to the
structure of our sales management model in the second half of 2014. These included
tactical initiatives centered on better performance management and competitive
compensation more closely tied to corporate goals. In essence, we wanted to more
effectively link sales management’s success to Aflac’s success.
Additionally, we continue to expand our relationships with insurance brokers on
a local, regional and national basis to give us better access to businesses with more
than 100 employees. As we work at enhancing relationships with larger brokers, we
are pursuing opportunities to have our products offered on their private exchanges.
We are committed to partnering with brokers and expanding our opportunities to
have Aflac products offered on their private exchanges.
As consumers’ preferences change with respect to how and where they want
to buy health insurance, we will enhance our distribution opportunities and provide
more product solutions to help consumers dealing with a major health event.
Owning Our Customer Experience by Leveraging the Aflac Brand
We’ve established a strong brand that is tremendously popular with consumers,
along with a reputation for paying claims fairly and promptly. We believe Aflac’s
trusted market-leading brand position serves to broaden the appeal of our products
to consumers throughout the United States.
Since 1955, Aflac has been cultivating our
distribution system to deliver products
that oer valuable benefits consumers
need. Aflac continues to explore opportu-
nities to expand our distribution presence,
while taking into account the needs of
various customer demographic segments.
Trevor Garbers, vice president of HUB
International, is just one of the many
brokers who partner with Aflac to allow
us greater access to businesses and their
employees. “As a key national carrier
partner, we have found great success in
selling Aflac products in multiple oces
across the U.S. to our groups,” Trevor says.
“To date, we are very excited about the
results we are seeing. Most importantly,
we continue to receive positive feedback
from our valued clients and policyholders
with regards to the added value Aflac is
providing everyone.”