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International Insurance Society 44th Annual
Seminar CEO Panel IV Asia Experience Product,
Innovation and Distribution
Robert A. Cook Senior Executive Vice
President and General Manager, Asia July 16, 2008
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Innovation in Distribution
My perspective is based on
Canada
United States
Australia
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My Perspective is based on
Manulifes U.S. Life Insurance Business
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4
New Business
organic
John Hancock Acquisition
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19
organic
1999
2004
2006
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My Perspective is based on
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My Perspective is based on
Sources of Production
Manulife (U.S.) - 2006
Manulife (U.S.) 1996
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17
83
97
Marketing Organizations
Individual Agents
Marketing Organizations
Individual Agents
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Innovation in Distribution
Strategies from North America that may lead
to Innovation in Distribution in Asia
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Strategy 1 (Agency)
Evolve from Product Providers to
Planners/Advisors
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Strategy 2 (Agency)
End of Mass Recruitment and Low Retention
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Strategy 3 (Agency)
Emergence of Professional Sales Management
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Strategy 4 (Non-Agency)
Specialization of roles
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Strategy 5 (Non-Agency)
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Bringing Dreams to Life