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Insurance
                                                                                                   and the“New”
                                                                                                   Consumer
                                                                                                   CONFIDENTIAL




©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.            90153_V2
1




                                                                SeCtion i
                                                     About Agency Solutions Group




©2009 Agency Solutions Group. All rights reserved.                                  ConfidentiAl And proprietAry. not for distribution.
2




                                                     Who are these guys?
                                                     Agency Solutions Group is a company
                                                     formed by Walker digital, focused
                                                     exclusively on the insurance marketplace.
                                                     Walker Digital is a high-tech growth
                                                     lab that is dedicated to creating innovative
                                                     business systems that use the tools of the
                                                     digital age to unlock extraordinary value.




©2009 Agency Solutions Group. All rights reserved.                            ConfidentiAl And proprietAry. not for distribution.
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                                                     Walker Digital’s chairman and
                                                     founder is Jay Walker
                                                     He is one of America’s best-known
                                                     entrepreneurs. tiMe magazine calls him
                                                     “one of America’s most 50 influential
                                                     business leaders in the digital age”…
                                                     …and BusinessWeek named Jay Walker
                                                     one of the 25 internet pioneers most
                                                     responsible for “changing the competitive
                                                     landscape of almost every industry in
                                                     the world.”




©2009 Agency Solutions Group. All rights reserved.                           ConfidentiAl And proprietAry. not for distribution.
4




                                                     Walker Digital invents business
                                                     solutions that sit on top of
                                                     large-scale customer networks.
                                                     in addition to his role as chief inventor,
                                                     Jay is responsible for developing
                                                     the company’s strategic relationships
                                                     with some of the world’s largest
                                                     companies…including time Warner
                                                     and international Game technology.




©2009 Agency Solutions Group. All rights reserved.                              ConfidentiAl And proprietAry. not for distribution.
5




                                                     What has Walker Digital accomplished?
                                                       • 300 + U.S. business   – related patents
                                                         issued to date
                                                       • 1,000 + U.S. patent applications filed
                                                     for us, patents represent a launchpad
                                                     for exciting new businesses and real-world
                                                     solutions…a way to maximize value
                                                     (and protect margins) on the path to
                                                     commercialization.




©2009 Agency Solutions Group. All rights reserved.                           ConfidentiAl And proprietAry. not for distribution.
6




                                                                                                                                          Periodic Table of Lottery Emotions and Behaviors

                                                                           FEELING                                                                             DETERMIN-          TERRITOR-           SENSE OF                                                                        CELEBRATE
                                                                                                   HOPE                  GUILT                FEAR                                                                                                                                                         MISTRUST             GREED
                                                                          IMPORTANT                                                                              ATION              IALITY          ENTITLEMENT FRUSTRATION DESPERATION                            FATALISM            VICTORY


                                                                         Ik              10   Dt               75   Wm              70   Wn             2
                                                                                                                                                       10   Tl            15      Ms           55 Do              10    Fa              10   Tt              5   Fl              85 Fa           55 Pn                 10 Cs                80
                                                                                                                                                             I’ve Been at                                                     I Lost                                                  I’m Going to       I Don’t Trust the    I Want More
                                                                           I Know the          Someone Has           I’m Wasting          I’ve Chosen                              This is My         I’m Due                                I Have to Win         It’s Fate                                                   Chances to
                                                                         “Right” Games           to Win                 Money              the Wrong        this Too Long            Store           or Overdue               Again            This Time         That I’ll Lose        Be Famous          Way They Pick
                                                                                                                                                              to Give Up                                                                                                                                    Numbers               Win
                                                                                         M                      H                    H      Numbers M                     M                    M                   L                     H                 L                      H              M                     H                    M
                                                                         Sy              20 Ro                 50   Ex              10   Bl            10   Nl            50      Mn           50 Ao              15    Kp              45   Ms           20     Me              35 Mw           90 Tr                 5 Lj                 25
                                                                               I Have                                I Shouldn’t                            I Know These                                                 I Knew I              I Need to                              My Memories                I’m Not Playing
                                                                                               It’s My Turn/                              I Will Buy                              These are My        The State                                                   People Like          of Winning I Don’t Trust
                                                                              A System            I’m Due           Buy Expensive         Too Many          Numbers are            Numbers                               Shouldn’t            Escape My          Me Don’t Win                     My Office Pool Until the Jackpot
                                                                                                                       Tickets                                 Lucky                                  Owes Me           Have Played            Situation                              Always Stay
                                                                                                                                            Tickets                                                                                                                                     with Me H                    Gets Big
                                                                                          H                     M                   M                   L                 M                     H                  L                    H                  H                      H                           M                M
                                                                         Vt              20 Sc                 85 Is                25 Nh               5 It             90 Bs                  15 Oo             20 Un                 5 Ti              35 Ua                  75 Kn           15 Jo                 40 Jp                65
                                                                                                                        I Spend           I’ll Miss a                               Jackpot                                                     This is
                                                                                               My Life Can                                                    You’ve Got          Winners are         The Store         My Numbers                               The Jackpot is       I Knew Those       The Advertised      I Want Larger
                                                                               I’m a                                   Too Much          Drawing and                                                                                           My Only                                  Numbers            Jackpot is         Jackpots for
                                                                              Veteran           Suddenly                                 My Numbers          to Be in it to       Always from         Owes Me           are Unlucky                              Unattainable
                                                                                                 Change                                                         Win it                                                                         Way Out                                  Would Hit         Overstated           My Dollar
                                                                                          L                     H                   M      Will Hit H                     M        a Big State L                   L                    M                                        M               H                     M                    M
                                                                                                                                                                                                                                                           H
                                                                         Sg              55   Pr               90 Ta                10 Np              10   Pb            50      Fg           60 Dw              90 Ns                 15 Lb             55 Fs                  65   Sw         20 Dr                 35 Ma                40
                                                                                                  All My               I Haven’t          I’ve Chosen       The More You            I Have a                            I Need a New            I Have                                                                        I Want More
                                                                          I’m a Smart         Problems Would                                                                                          I Deserve                                                   I Always Lose        My System           The Thing
                                                                             Player                                  Told Anyone           the Wrong        Play, the Better        Favorite                               System             a Large Bill                              Worked             is Rigged           Fun, More
                                                                                                 Go Away              That I Play                           Your Chances             Game               to Win                                  to Pay                                                                           Action
                                                                                                                                             Game
                                                                                         M                      H                    L                  L                 M                     H                  H                    M                  M                     M               M                     M                    M
                                                                         Pd              5 Td                  75 Ps                65 Lt               5   Bm            25                        Bw            10 Ng                 25                       Wc              20   Gp         60 Rc                 10    Iw             75
                                                                           I’ve Played         People Would         What If People                                                                    I Bought                                                                        I’m Going                                 I Want a
                                                                            the Same                                                     What if I Lose      One Day it’s                                                                                         It’s Not Even                           I Don’t Trust
                                                                                                 Treat Me             See Me?             My Ticket?                                                Enough Tickets       I’m Never                                                     to Have a                               Whole New
                                                                            Numbers                                                                         Going to be Me                                              Going to Win                             Worth Checking                             the Retail
                                                                                                Differently                                                                                            to Win                                                                         Great Party             Clerk               Life
                                                                            for Years H                         M                   M                   L                M                                          L                    H                                        L              M                     M                    H
                                                                         Bp              25 Ei                 90 Lr                65 Np               5 Fo             20                                             Cc              20                       Wl              75 Ww           15 Tm                 5     At             15
                                                                                                                                         I’ll Be Teased                                                                                                                                I’m Happy
                                                                           I Only Play         I Could Have            Lotteries                             I’m Starting                                                                                        Some People            to Know           I Don't Trust      I Like to Be in
                                                                           for the Big          Everything             Really are          If I’m Not          to Figure                                                I Didn’t Even                             are Inherent                              the Sales        Action All the
                                                                                                                                           In the Pool                                                                   Come Close                                                   Someone Else          Terminal
                                                                              Prizes              I Want               Gambling                                This Out                                                                                          Winner/Losers          Who Won                                   Time
                                                                                         H                     H                    M                  M                      L                                                         M                                        M                  L                  L                    H
                                                                                                                                                                                                                        Wc              15                       Nw              20                                          Mf             60
                                                                         Universal Percentage (upper right corner): Percentage of players who experience                                                                      I Was                                   It’s Not                                                  I Want to
                                                                         the emotion at some time while playing a lottery game (or deciding to play)                                                                         So Close                                 Possible                                                 Win More
                                                                                                                                                                                                                                                                      to Win                                                   Frequently
                                                                         Intensity (lower right corner): An indication of how powerfully the                                                                                            M                                        M                                                           L
                                                                         emotion affects the player (H=High, M=Medium, and L=Low)                                                                                                                                                                                            Ed             35
                                                                         Financial Impact (lower left corner): How the emotion impacts the bottom line of the lottery, ranging                                                                                                                                                     I Want
                                                                         from negative impact of 1 to 3 units (red coins) to a positive impact of 1 to 3 units (green coins)                                                                                                                                                      an Edge
                                                                                                                                                                                                                                                                                                                                            M
                                                                                              Od               85 Ch                60 Gw              70 Cg              80 Nr                 50 Ri             30 Vc                 20 Pw             10 Hl                  50 Nk           75                          On             25
                                                                                                                      It’s Just My       I’d Be Generous  Money Goes                It’s Not                             Some Vices           I’m Playing                                                                      One Ticket
                                                                           RATIONAL-               It’s Only                                                                       Gambling,         It’s Part of                                                 I Haven’t Lost       You Never
                                                                                                                     Spare Change            with the    to Something/                               My Routine          are Worse              with My             that Much                                                is Not Enough
                                                                            IZATION                a Dollar                                              Common Good                 Really                                                    Winnings                                  Know
                                                                                                                                             Winnings
                                                                                                                L                    L                 M                  M                     M                 M                      L                 H                     L                H                                         H
                                                                                              Kr               45 Pa                10 Sn              10 Nd              20 Sk                 5 Hs              10 Fc                 10 Bd             15 Re                  5 Th            40 Go                20
                                                                         SPIRITUALITY                                  My Prayers                                                                                                                                 Numbers From
                                                                              AND                 I Sense                                 I Always Play      My Numbers           Numbers Run        I Follow My        I Use Fortune        I Use My Kids’                           My Thoughts           I Saw a
                                                                                                 Good/Bad               Will Be             the Same                                                                       Cookie                                 Recent Events       Influence the
                                                                         SUPERSTITION                                                                         are Due              in Streaks         Horoscope                                 Birthdays           are Drawn                              Good Omen
                                                                                                  Karma                Answered             Numbers                                                                       Numbers                                                      Outcomes
                                                                                                                                                                                                                                                                   Frequently L                  M                     M
                                                                                                               M                    M                   L                 M                      L                M                      M                M
                                                                                              Ml               90 Qj                45 Sp              99 Pf              60 Hm                 95 Rw             75 Fv                 85 Im             50 Ls                  75 Mc           65 Mt                85 Tw                 75
                                                                                               What Would I                               How Would I           What Do I                            Where do I          What’s My           What’s Really          Would I           Would I Give                           I Just Like the
                                                                           FANTASY                                  How Would I                                                     It Could                                                                                                              Who Would I
                                                                                                Do with the                                Spend It?           Want to Play       Happen to Me       Really Want          Fantasy             Important             Take the           Money to          Give Money to?        Thought of
                                                                                              Rest of My Life?      Quit My Job?                                                                                                                                                       Charities?
                                                                                                                                                                  For?                                to Live?           Vacation?             to Me?              Lump Sum?                                                 Being a Winner
                                                                                                               H                    M                   H                 M                     H                 H                     M                    L                   L                   L                 L                    M



                                    Walker Digital Lottery Confidential




                                How we innovate is an important part of who we are.
                                We are marketers first, not technologists. First, we study human behavior
                                and emotion and these insights guide our efforts to develop new models.



©2009 Agency Solutions Group. All rights reserved.                                                                                                                                                                                                                                                                                ConfidentiAl And proprietAry. not for distribution.
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                                    Second, we find a solution or adapt a technology.
                                    We focus on inventing new network applications…which can become very large
                                    and profitable, overnight.


                                                                 Air
                                                    Light     Conditioner   Blender                                                                                         Fast Food
                                                                                                                                                            Mail Order     Restaurant   Shopping
                                                                                                                                                            Business                     Malls
                                      Television                                       Microwave                                               Interstate
                                                                                                                                                  Mail                                                Suburbs

                                                                                                    Sewing
                          Toaster                                                                   Machine                                                                                                        Gas
                                                                                                                                    Farming                                                                      Stations


                                                                                                                                                                          INTERSTATE
                                                                                                                                                                          HIGHWAYS
           Refrigerator                                                                                        Copier
                                                                                                                        Railroads
                                                                                                                                                                          USA                                                Trucking




                          Vacuum
                          Cleaner                                                                      Radio
                                                                                                                               Office Parks                                                                         Big Box
                                                                                                                                /Factories                                                                         Stores


                                      Clothes
                                       Dryer                                             Computer
                                                                                                                                              Bus Travel                                                  RV’s
                                                   Electric                  Clothes
                                                     Iron                    Washer                                                                         National                        GPS
                                                                 Dish
                                                                Washer                                                                                       Parks          Vacation     Navigation
                                                                                                                                                                              Trips




                                    Electrical Network Applications                                                                           Highway Network Applications
                                                 (1900)                                                                                                 (1950)




©2009 Agency Solutions Group. All rights reserved.                                                                                                                       ConfidentiAl And proprietAry. not for distribution.
8




                                                     What kind of relationships does
                                                     Walker Digital have?
                                                     We’re not vendors, consultants or
                                                     technologists.
                                                     We are marketers and “solutions suppliers”
                                                     to strategic allies and business partners.




©2009 Agency Solutions Group. All rights reserved.                           ConfidentiAl And proprietAry. not for distribution.
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                                                     We use a broad array of tools and models
                                                     to bring our patented ideas and business
                                                     solutions into the marketplace.
                                                      • partnerships with established companies
                                                      • licensing arrangements to other
                                                        operating companies
                                                      • Creating business prototypes and finding
                                                        operating partners
                                                      • Strategic financial investors in our
                                                        patent portfolio




©2009 Agency Solutions Group. All rights reserved.                           ConfidentiAl And proprietAry. not for distribution.
10




                                                     Multi-billion-dollar industries have experienced
                                                     Walker Digital’s market-changing impact.
                                                      • Priceline.com, a Walker digital innovation, serves
                                                        25 million customers annually by matching buyers
                                                        with time-sensitive inventory for profitable bargains.
                                                      • Synapse processes tens of millions of magazine
                                                        subscriptions with automatic renewals each year,
                                                        using a system patented by Walker.
                                                      • Retail DNA is testing a “spare change up-sell”
                                                        program in quick-serve restaurants as part of an
                                                        intelligent poS technology to optimize revenues.
                                                      • VendMore Systems is revolutionizing the vending
                                                        industry with QuickStore 24, a networked machine
                                                        for intelligent, multi-service automated retail.




©2009 Agency Solutions Group. All rights reserved.                                  ConfidentiAl And proprietAry. not for distribution.
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                                                                 Case Study #1
                                                                 Priceline
                                                                 travel business service suppliers hate losing money on empty
                                                                 airplane seats, vacant hotel rooms, and idle rental cars. Unfortunately,
                                                                 offering last-minute, deep discounts on such “perishable commodities”
                                                                 could significantly harm standard retail price structures.

                                   GREAT LOW                     Walker digital’s radical insight was that suppliers can offer deep
                                     FARES!                      discounts on these “soon to expire” services and goods – while
                                     Hurry, sale ends 8/29/08.

                                                                 preserving standard prices -- by masking brand names and asking
                                                                 consumers to be slightly flexible on timing.
Priceline offered deep
discounts on “soon to                                            this led to the priceline solution: a powerful use of the internet
expire” services and
goods while preserving                                           to achieve an unprecedented intersection of “partial-knowledge”
standard pricing.                                                supply and demand.
                                                                 priceline.com has revolutionized the travel industry. this year, priceline
                                                                 expects to generate nearly $8 billion in gross travel bookings worldwide.



©2009 Agency Solutions Group. All rights reserved.                                                           ConfidentiAl And proprietAry. not for distribution.
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                                                                  Case Study #2
                                                                  Federal Express
                                                                  for many decades, each Christmas U.S. consumers had to choose between
                                                                  competing desires for instant gratification and for the ability to make catalog
                                                                  purchases, which UpS insisted required a 7-10 day delivery window.

                                                  til
                                                                  Jay Walker realized this conundrum provided the perfect opening
                                      Deliver y un!
                                       Dec. 23rd r
                                      When you plac
                                                    e your orde
                                           by dec. 22nd.
                                                                  for a potential UpS competitor. federal express could expand beyond its
                                                                  traditional 1980s niche (premium-priced urgent document delivery for
                                                                  business customers only) and into residential parcel deliveries…a vastly
                                                                  more lucrative market.
   Federal Express was able to help catalogers
   expand their “holiday selling season.” By offering             the key insight: consumers would buy more from catalogs with greater
   their customers last-minute shipping options,
   catalogers increased their revenues and FedEx                  confidence in on-time delivery – especially at Christmas-time.
   increased its bottom line.
                                                                  By showing catalog firms how to use fedex to keep selling until december 23,
                                                                  Walker added -- in effect -- a “second Christmas” selling season for catalog
                                                                  sales every year. Without dropping its prices, fedex became competitive with
                                                                  UpS, acquiring a giant new market: home deliveries.



©2009 Agency Solutions Group. All rights reserved.                                                               ConfidentiAl And proprietAry. not for distribution.
13




                                                         Case Study #3
                                                         Synapse Group, Inc. (A wholly-owned subsidiary of time inc.)
                                                         the $35 billion magazine publishing industry has -- for 250 years --
                                                         been stuck with an antiquated, money-losing, and inefficient sales
                                                         model: one year at a time subscriptions and direct-mail renewals
                                                         that generated only 30% renewals from first-year subscribers.
                                                         Walker digital saw that providers of renewable services like
                                                         cable tV and telephone had solved this problem with open-ended
                                                         subscriptions with automatic rollover.
                                                         Walker’s creation of a new, patented “continuous service” model
                                 Synapse’s patented      for magazines is far more than a credit card payment option. it
                                 “continuous service”
                                 model for magazines     leverages the credibility of every major bank and financial services
                                 eliminated costly and
                                 bothersome renewal      provider (including partners Citibank, Chase, and American
                                 packages.               express), plus several other industries.
                                                         We created an operating company – Synapse – which transformed
                                                         the publishing business, becoming the leading third-party provider
                                                         of subscribers. time Warner purchased Synapse in 2001 to
                                                         strengthen circulation and embrace this emerging new standard.

©2009 Agency Solutions Group. All rights reserved.                                                    ConfidentiAl And proprietAry. not for distribution.
14




                                                     What does all this mean for the
                                                     Insurance Marketplace?
                                                     Agency Solutions Group’s mission is to
                                                     apply its broad experience in transforming
                                                     other consumer industries to the insurance
                                                     sector, this enables us to create insurance-
                                                     specific inventions to generate growth.
                                                     each invention is a versatile tool that
                                                     provides the basis for multiple, new,
                                                     market-changing solutions for insurance
                                                     operations, promotion, sales and profitability.




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15




                                                     Why does Walker Digital devote so
                                                     much time, attention and resources
                                                     to the insurance industry?
                                                     Because we see opportunity in the
                                                     insurance marketplace.
                                                       • opportunity in agent’s ability to adapt
                                                         and innovate.
                                                       • opportunity in carrier’s potential         to
                                                         generate sustainable, long-term
                                                         revenue growth.




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16




                                                            SeCtion ii
                                                Delivering Substantial Long-Term
                                                 Growth to Agents and Carriers




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17




                                                     Agents and Carriers are not alone in
                                                     many of the challenges they face.
                                                     from banks to broadcast tV networks,
                                                     every consumer market and consumer
                                                     industry is asking the same question:
                                                     “How can we serve the ‘new consumer’
                                                     who is armed with a whole new set of
                                                     habits, requirements and technologies?”




©2009 Agency Solutions Group. All rights reserved.                           ConfidentiAl And proprietAry. not for distribution.
18




                                                     We’re all familiar with the macro trends
                                                     that are reshaping today’s economy.
                                                     For example:
                                                       • rapidly advancing technology
                                                       • An increasingly mobile society
                                                       • the rise of “social commerce”
                                                       • the growth of consumer-controlled
                                                         content and commerce
                                                     But the combined impact of these trends
                                                     is still evolving and unfolding.




©2009 Agency Solutions Group. All rights reserved.                          ConfidentiAl And proprietAry. not for distribution.
19




                      Just when banks had become used to customers who never saw a teller
                      but did all their business with ATMs…
                      now all kinds of credit and debit instruments threaten to eliminate cash completely
                      from the U.S. economy…and to eliminate banks entirely from the payments
                      business, as companies like Google and Apple plan for mobile transactions.



©2009 Agency Solutions Group. All rights reserved.                                      ConfidentiAl And proprietAry. not for distribution.
20




                                                     A generation ago…
                                                     …gas stations successfully transitioned from
                                                     “auto service only.” they added C-stores that
                                                     sell sodas, hot dogs, and snacks.
                                                     now they’re losing those incremental sales
                                                     because today’s “pay at the pump” generation
                                                     just wants to gas and go.
                                                     tomorrow, gas stations may lose half their fuel
                                                     sales to the new generation of hybrid electric
                                                     vehicles.




©2009 Agency Solutions Group. All rights reserved.                            ConfidentiAl And proprietAry. not for distribution.
21




                         Newspapers are in danger of extinction from the Internet…
                         …as they themselves report. the publisher of the New York Times says in five
                         years, they may not print a paper edition.




©2009 Agency Solutions Group. All rights reserved.                                    ConfidentiAl And proprietAry. not for distribution.
22




                                                     Books are next.
                                                     in a generation or less, printed books will
                                                     be replaced by electronic media, according
                                                     to today’s most successful bookseller:
                                                     Amazon.
                                                     Will physical books still exist? Amazon’s
                                                     Jeff Bezos says:“Sure, just like horses are
                                                     still around…even though we all drive cars.”




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23




                                                     Obviously, individual examples
                                                     of “industries in transition” could be
                                                     multiplied case after case.
                                                     But the bigger picture is what happens when
                                                     you combine all these trends together.
                                                     this scale and magnitude of change is a wave
                                                     of transformation that is continually redefining
                                                     the entire consumer economy… across
                                                     America, and worldwide.




©2009 Agency Solutions Group. All rights reserved.                            ConfidentiAl And proprietAry. not for distribution.
PLEASE PULL DOWN




In the past ten years there are many examples
          of industries in transition.
                  See inside.
24




                                                 THEN…                           NOW…
                                                         U.S. airline industry
                                                          will save $3B this
                                Paper                    year by going 100%                 Paperless
                     (airline tickets)                         paperless                    (e-tickets)




            Fixed Location/                                  95% of all                     Mobile /
                                                         Americans between
                  Hardwired                               ages 15-65 own                    Wireless
                              (landline)                    cell phones                     (Cell phone)




                                                          Generation “C”:
          Top-Down Design                                 Blogs, YouTube,                   Bottom-Up Design
           & Programming                                  Wikipedia, Linux,                 & Programming
                   (aBC, nBC, CBS)                            Desktop                       (Blue M&M’s)
                                                            Publishing



                                                              Redbox
                    Full Service                            passed 100                      Self-Service
                                                           million rentals
                        (Blockbuster)                       in February,                    (redBox)
                                                                2008




                                                             80 million
  One-Way Experience                                       GPS-able units                   Interactive Experience
    (rand Mcnally paper map)                                will ship in                    (GpS)
                                                            2010 alone




                                                         Automatic renewals
    Single Transactions                                   save the average                  Ongoing Relationships
                                                          American family
                            (toll booth)                  475 hours a year                  (e-Zpass®card)




                                                           Google lists
                                                            1.4 million
      Publisher Reviews                                  websites featuring                 Peer Reviews
               (Consumer Reports                         consumer ratings                   (Myriads of
                      magazine)                                                             internet reviews)




                                                          55,000 possible
          Few Possibilities                               combinations to                   Abundant Possibilities
                              (Generic                      choose from                     (limitless varieties
                          coffee-to-go)                     at Starbucks                    of coffee flavors)




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25




                                                     Fundamental changes…
                                                     the combined impact of all these forces
                                                     means that all consumer-based industries
                                                     are experiencing a fundamental change…
                                                     not just a short-term dip in revenues due
                                                     to a soft economy, or product fatigue.




©2009 Agency Solutions Group. All rights reserved.                           ConfidentiAl And proprietAry. not for distribution.
26




                                                     Adapt and innovate.
                                                     Successful industries know that to thrive
                                                     in this new environment, they must adapt
                                                     and innovate on a broader scale than
                                                     ever before.
                                                     this applies to the insurance industry,
                                                     as well.




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27




                                                     Agents and Carriers must look beyond…
                                                     that means the traditional set of growth and
                                                     retention tools – will not be enough to attract
                                                     the “new consumer”   .




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28




                                                     Important questions arise.
                                                     What is the most promising approach
                                                     for agents and carriers to attract new
                                                     customers? to generate more business
                                                     from current customers? And to open up
                                                     new markets?
                                                     Agents and Carriers need an entirely
                                                     new generation of solutions, for the new
                                                     generation of consumers.




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29




                      Innovation is the key.
                      Agents and Carriers must choose the right kinds of innovation. And, must be
                      highly selective about choosing innovation partners.




©2009 Agency Solutions Group. All rights reserved.                                   ConfidentiAl And proprietAry. not for distribution.
30




                                                     What we offer…
                                                     Priceline revolutionized the hospitality
                                                     industry. Synapse reinvented the magazine
                                                     subscriptions sector.
                                                     Agency Solutions Group is prepared to offer
                                                     equally bold, market- changing solutions to
                                                     the insurance marketplace.




©2009 Agency Solutions Group. All rights reserved.                           ConfidentiAl And proprietAry. not for distribution.
31




                                                     How does an established industry
                                                     meet the demands of an ongoing
                                                     consumer revolution?
                                                     one small step at a time!
                                                     Agency Solutions Group has come up with
                                                     a carefully conceived roadmap that will help
                                                     the insurance industry make this journey in
                                                     easy stages.
                                                     We’re ready to learn more about your
                                                     priorities and explore ways that Agency
                                                     Solutions Group can help you accomplish
                                                     the things that are most critical to you.




©2009 Agency Solutions Group. All rights reserved.                            ConfidentiAl And proprietAry. not for distribution.
32




                                                     Thank you.




©2009 Agency Solutions Group. All rights reserved.                ConfidentiAl And proprietAry. not for distribution.

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Asg new consumer

  • 1. Insurance and the“New” Consumer CONFIDENTIAL ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution. 90153_V2
  • 2. 1 SeCtion i About Agency Solutions Group ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 3. 2 Who are these guys? Agency Solutions Group is a company formed by Walker digital, focused exclusively on the insurance marketplace. Walker Digital is a high-tech growth lab that is dedicated to creating innovative business systems that use the tools of the digital age to unlock extraordinary value. ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 4. 3 Walker Digital’s chairman and founder is Jay Walker He is one of America’s best-known entrepreneurs. tiMe magazine calls him “one of America’s most 50 influential business leaders in the digital age”… …and BusinessWeek named Jay Walker one of the 25 internet pioneers most responsible for “changing the competitive landscape of almost every industry in the world.” ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 5. 4 Walker Digital invents business solutions that sit on top of large-scale customer networks. in addition to his role as chief inventor, Jay is responsible for developing the company’s strategic relationships with some of the world’s largest companies…including time Warner and international Game technology. ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 6. 5 What has Walker Digital accomplished? • 300 + U.S. business – related patents issued to date • 1,000 + U.S. patent applications filed for us, patents represent a launchpad for exciting new businesses and real-world solutions…a way to maximize value (and protect margins) on the path to commercialization. ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 7. 6 Periodic Table of Lottery Emotions and Behaviors FEELING DETERMIN- TERRITOR- SENSE OF CELEBRATE HOPE GUILT FEAR MISTRUST GREED IMPORTANT ATION IALITY ENTITLEMENT FRUSTRATION DESPERATION FATALISM VICTORY Ik 10 Dt 75 Wm 70 Wn 2 10 Tl 15 Ms 55 Do 10 Fa 10 Tt 5 Fl 85 Fa 55 Pn 10 Cs 80 I’ve Been at I Lost I’m Going to I Don’t Trust the I Want More I Know the Someone Has I’m Wasting I’ve Chosen This is My I’m Due I Have to Win It’s Fate Chances to “Right” Games to Win Money the Wrong this Too Long Store or Overdue Again This Time That I’ll Lose Be Famous Way They Pick to Give Up Numbers Win M H H Numbers M M M L H L H M H M Sy 20 Ro 50 Ex 10 Bl 10 Nl 50 Mn 50 Ao 15 Kp 45 Ms 20 Me 35 Mw 90 Tr 5 Lj 25 I Have I Shouldn’t I Know These I Knew I I Need to My Memories I’m Not Playing It’s My Turn/ I Will Buy These are My The State People Like of Winning I Don’t Trust A System I’m Due Buy Expensive Too Many Numbers are Numbers Shouldn’t Escape My Me Don’t Win My Office Pool Until the Jackpot Tickets Lucky Owes Me Have Played Situation Always Stay Tickets with Me H Gets Big H M M L M H L H H H M M Vt 20 Sc 85 Is 25 Nh 5 It 90 Bs 15 Oo 20 Un 5 Ti 35 Ua 75 Kn 15 Jo 40 Jp 65 I Spend I’ll Miss a Jackpot This is My Life Can You’ve Got Winners are The Store My Numbers The Jackpot is I Knew Those The Advertised I Want Larger I’m a Too Much Drawing and My Only Numbers Jackpot is Jackpots for Veteran Suddenly My Numbers to Be in it to Always from Owes Me are Unlucky Unattainable Change Win it Way Out Would Hit Overstated My Dollar L H M Will Hit H M a Big State L L M M H M M H Sg 55 Pr 90 Ta 10 Np 10 Pb 50 Fg 60 Dw 90 Ns 15 Lb 55 Fs 65 Sw 20 Dr 35 Ma 40 All My I Haven’t I’ve Chosen The More You I Have a I Need a New I Have I Want More I’m a Smart Problems Would I Deserve I Always Lose My System The Thing Player Told Anyone the Wrong Play, the Better Favorite System a Large Bill Worked is Rigged Fun, More Go Away That I Play Your Chances Game to Win to Pay Action Game M H L L M H H M M M M M M Pd 5 Td 75 Ps 65 Lt 5 Bm 25 Bw 10 Ng 25 Wc 20 Gp 60 Rc 10 Iw 75 I’ve Played People Would What If People I Bought I’m Going I Want a the Same What if I Lose One Day it’s It’s Not Even I Don’t Trust Treat Me See Me? My Ticket? Enough Tickets I’m Never to Have a Whole New Numbers Going to be Me Going to Win Worth Checking the Retail Differently to Win Great Party Clerk Life for Years H M M L M L H L M M H Bp 25 Ei 90 Lr 65 Np 5 Fo 20 Cc 20 Wl 75 Ww 15 Tm 5 At 15 I’ll Be Teased I’m Happy I Only Play I Could Have Lotteries I’m Starting Some People to Know I Don't Trust I Like to Be in for the Big Everything Really are If I’m Not to Figure I Didn’t Even are Inherent the Sales Action All the In the Pool Come Close Someone Else Terminal Prizes I Want Gambling This Out Winner/Losers Who Won Time H H M M L M M L L H Wc 15 Nw 20 Mf 60 Universal Percentage (upper right corner): Percentage of players who experience I Was It’s Not I Want to the emotion at some time while playing a lottery game (or deciding to play) So Close Possible Win More to Win Frequently Intensity (lower right corner): An indication of how powerfully the M M L emotion affects the player (H=High, M=Medium, and L=Low) Ed 35 Financial Impact (lower left corner): How the emotion impacts the bottom line of the lottery, ranging I Want from negative impact of 1 to 3 units (red coins) to a positive impact of 1 to 3 units (green coins) an Edge M Od 85 Ch 60 Gw 70 Cg 80 Nr 50 Ri 30 Vc 20 Pw 10 Hl 50 Nk 75 On 25 It’s Just My I’d Be Generous Money Goes It’s Not Some Vices I’m Playing One Ticket RATIONAL- It’s Only Gambling, It’s Part of I Haven’t Lost You Never Spare Change with the to Something/ My Routine are Worse with My that Much is Not Enough IZATION a Dollar Common Good Really Winnings Know Winnings L L M M M M L H L H H Kr 45 Pa 10 Sn 10 Nd 20 Sk 5 Hs 10 Fc 10 Bd 15 Re 5 Th 40 Go 20 SPIRITUALITY My Prayers Numbers From AND I Sense I Always Play My Numbers Numbers Run I Follow My I Use Fortune I Use My Kids’ My Thoughts I Saw a Good/Bad Will Be the Same Cookie Recent Events Influence the SUPERSTITION are Due in Streaks Horoscope Birthdays are Drawn Good Omen Karma Answered Numbers Numbers Outcomes Frequently L M M M M L M L M M M Ml 90 Qj 45 Sp 99 Pf 60 Hm 95 Rw 75 Fv 85 Im 50 Ls 75 Mc 65 Mt 85 Tw 75 What Would I How Would I What Do I Where do I What’s My What’s Really Would I Would I Give I Just Like the FANTASY How Would I It Could Who Would I Do with the Spend It? Want to Play Happen to Me Really Want Fantasy Important Take the Money to Give Money to? Thought of Rest of My Life? Quit My Job? Charities? For? to Live? Vacation? to Me? Lump Sum? Being a Winner H M H M H H M L L L L M Walker Digital Lottery Confidential How we innovate is an important part of who we are. We are marketers first, not technologists. First, we study human behavior and emotion and these insights guide our efforts to develop new models. ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 8. 7 Second, we find a solution or adapt a technology. We focus on inventing new network applications…which can become very large and profitable, overnight. Air Light Conditioner Blender Fast Food Mail Order Restaurant Shopping Business Malls Television Microwave Interstate Mail Suburbs Sewing Toaster Machine Gas Farming Stations INTERSTATE HIGHWAYS Refrigerator Copier Railroads USA Trucking Vacuum Cleaner Radio Office Parks Big Box /Factories Stores Clothes Dryer Computer Bus Travel RV’s Electric Clothes Iron Washer National GPS Dish Washer Parks Vacation Navigation Trips Electrical Network Applications Highway Network Applications (1900) (1950) ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 9. 8 What kind of relationships does Walker Digital have? We’re not vendors, consultants or technologists. We are marketers and “solutions suppliers” to strategic allies and business partners. ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 10. 9 We use a broad array of tools and models to bring our patented ideas and business solutions into the marketplace. • partnerships with established companies • licensing arrangements to other operating companies • Creating business prototypes and finding operating partners • Strategic financial investors in our patent portfolio ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 11. 10 Multi-billion-dollar industries have experienced Walker Digital’s market-changing impact. • Priceline.com, a Walker digital innovation, serves 25 million customers annually by matching buyers with time-sensitive inventory for profitable bargains. • Synapse processes tens of millions of magazine subscriptions with automatic renewals each year, using a system patented by Walker. • Retail DNA is testing a “spare change up-sell” program in quick-serve restaurants as part of an intelligent poS technology to optimize revenues. • VendMore Systems is revolutionizing the vending industry with QuickStore 24, a networked machine for intelligent, multi-service automated retail. ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 12. 11 Case Study #1 Priceline travel business service suppliers hate losing money on empty airplane seats, vacant hotel rooms, and idle rental cars. Unfortunately, offering last-minute, deep discounts on such “perishable commodities” could significantly harm standard retail price structures. GREAT LOW Walker digital’s radical insight was that suppliers can offer deep FARES! discounts on these “soon to expire” services and goods – while Hurry, sale ends 8/29/08. preserving standard prices -- by masking brand names and asking consumers to be slightly flexible on timing. Priceline offered deep discounts on “soon to this led to the priceline solution: a powerful use of the internet expire” services and goods while preserving to achieve an unprecedented intersection of “partial-knowledge” standard pricing. supply and demand. priceline.com has revolutionized the travel industry. this year, priceline expects to generate nearly $8 billion in gross travel bookings worldwide. ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 13. 12 Case Study #2 Federal Express for many decades, each Christmas U.S. consumers had to choose between competing desires for instant gratification and for the ability to make catalog purchases, which UpS insisted required a 7-10 day delivery window. til Jay Walker realized this conundrum provided the perfect opening Deliver y un! Dec. 23rd r When you plac e your orde by dec. 22nd. for a potential UpS competitor. federal express could expand beyond its traditional 1980s niche (premium-priced urgent document delivery for business customers only) and into residential parcel deliveries…a vastly more lucrative market. Federal Express was able to help catalogers expand their “holiday selling season.” By offering the key insight: consumers would buy more from catalogs with greater their customers last-minute shipping options, catalogers increased their revenues and FedEx confidence in on-time delivery – especially at Christmas-time. increased its bottom line. By showing catalog firms how to use fedex to keep selling until december 23, Walker added -- in effect -- a “second Christmas” selling season for catalog sales every year. Without dropping its prices, fedex became competitive with UpS, acquiring a giant new market: home deliveries. ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 14. 13 Case Study #3 Synapse Group, Inc. (A wholly-owned subsidiary of time inc.) the $35 billion magazine publishing industry has -- for 250 years -- been stuck with an antiquated, money-losing, and inefficient sales model: one year at a time subscriptions and direct-mail renewals that generated only 30% renewals from first-year subscribers. Walker digital saw that providers of renewable services like cable tV and telephone had solved this problem with open-ended subscriptions with automatic rollover. Walker’s creation of a new, patented “continuous service” model Synapse’s patented for magazines is far more than a credit card payment option. it “continuous service” model for magazines leverages the credibility of every major bank and financial services eliminated costly and bothersome renewal provider (including partners Citibank, Chase, and American packages. express), plus several other industries. We created an operating company – Synapse – which transformed the publishing business, becoming the leading third-party provider of subscribers. time Warner purchased Synapse in 2001 to strengthen circulation and embrace this emerging new standard. ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 15. 14 What does all this mean for the Insurance Marketplace? Agency Solutions Group’s mission is to apply its broad experience in transforming other consumer industries to the insurance sector, this enables us to create insurance- specific inventions to generate growth. each invention is a versatile tool that provides the basis for multiple, new, market-changing solutions for insurance operations, promotion, sales and profitability. ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 16. 15 Why does Walker Digital devote so much time, attention and resources to the insurance industry? Because we see opportunity in the insurance marketplace. • opportunity in agent’s ability to adapt and innovate. • opportunity in carrier’s potential to generate sustainable, long-term revenue growth. ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 17. 16 SeCtion ii Delivering Substantial Long-Term Growth to Agents and Carriers ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 18. 17 Agents and Carriers are not alone in many of the challenges they face. from banks to broadcast tV networks, every consumer market and consumer industry is asking the same question: “How can we serve the ‘new consumer’ who is armed with a whole new set of habits, requirements and technologies?” ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 19. 18 We’re all familiar with the macro trends that are reshaping today’s economy. For example: • rapidly advancing technology • An increasingly mobile society • the rise of “social commerce” • the growth of consumer-controlled content and commerce But the combined impact of these trends is still evolving and unfolding. ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 20. 19 Just when banks had become used to customers who never saw a teller but did all their business with ATMs… now all kinds of credit and debit instruments threaten to eliminate cash completely from the U.S. economy…and to eliminate banks entirely from the payments business, as companies like Google and Apple plan for mobile transactions. ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 21. 20 A generation ago… …gas stations successfully transitioned from “auto service only.” they added C-stores that sell sodas, hot dogs, and snacks. now they’re losing those incremental sales because today’s “pay at the pump” generation just wants to gas and go. tomorrow, gas stations may lose half their fuel sales to the new generation of hybrid electric vehicles. ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 22. 21 Newspapers are in danger of extinction from the Internet… …as they themselves report. the publisher of the New York Times says in five years, they may not print a paper edition. ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 23. 22 Books are next. in a generation or less, printed books will be replaced by electronic media, according to today’s most successful bookseller: Amazon. Will physical books still exist? Amazon’s Jeff Bezos says:“Sure, just like horses are still around…even though we all drive cars.” ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 24. 23 Obviously, individual examples of “industries in transition” could be multiplied case after case. But the bigger picture is what happens when you combine all these trends together. this scale and magnitude of change is a wave of transformation that is continually redefining the entire consumer economy… across America, and worldwide. ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 25. PLEASE PULL DOWN In the past ten years there are many examples of industries in transition. See inside.
  • 26. 24 THEN… NOW… U.S. airline industry will save $3B this Paper year by going 100% Paperless (airline tickets) paperless (e-tickets) Fixed Location/ 95% of all Mobile / Americans between Hardwired ages 15-65 own Wireless (landline) cell phones (Cell phone) Generation “C”: Top-Down Design Blogs, YouTube, Bottom-Up Design & Programming Wikipedia, Linux, & Programming (aBC, nBC, CBS) Desktop (Blue M&M’s) Publishing Redbox Full Service passed 100 Self-Service million rentals (Blockbuster) in February, (redBox) 2008 80 million One-Way Experience GPS-able units Interactive Experience (rand Mcnally paper map) will ship in (GpS) 2010 alone Automatic renewals Single Transactions save the average Ongoing Relationships American family (toll booth) 475 hours a year (e-Zpass®card) Google lists 1.4 million Publisher Reviews websites featuring Peer Reviews (Consumer Reports consumer ratings (Myriads of magazine) internet reviews) 55,000 possible Few Possibilities combinations to Abundant Possibilities (Generic choose from (limitless varieties coffee-to-go) at Starbucks of coffee flavors) ©2009 agency Solutions Group. all rights reserved. Confidential and proprietary. not for distribution.
  • 27. 25 Fundamental changes… the combined impact of all these forces means that all consumer-based industries are experiencing a fundamental change… not just a short-term dip in revenues due to a soft economy, or product fatigue. ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 28. 26 Adapt and innovate. Successful industries know that to thrive in this new environment, they must adapt and innovate on a broader scale than ever before. this applies to the insurance industry, as well. ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 29. 27 Agents and Carriers must look beyond… that means the traditional set of growth and retention tools – will not be enough to attract the “new consumer” . ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 30. 28 Important questions arise. What is the most promising approach for agents and carriers to attract new customers? to generate more business from current customers? And to open up new markets? Agents and Carriers need an entirely new generation of solutions, for the new generation of consumers. ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 31. 29 Innovation is the key. Agents and Carriers must choose the right kinds of innovation. And, must be highly selective about choosing innovation partners. ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 32. 30 What we offer… Priceline revolutionized the hospitality industry. Synapse reinvented the magazine subscriptions sector. Agency Solutions Group is prepared to offer equally bold, market- changing solutions to the insurance marketplace. ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 33. 31 How does an established industry meet the demands of an ongoing consumer revolution? one small step at a time! Agency Solutions Group has come up with a carefully conceived roadmap that will help the insurance industry make this journey in easy stages. We’re ready to learn more about your priorities and explore ways that Agency Solutions Group can help you accomplish the things that are most critical to you. ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.
  • 34. 32 Thank you. ©2009 Agency Solutions Group. All rights reserved. ConfidentiAl And proprietAry. not for distribution.