Interview with Alexander Bojer
Alex how did you design the new insurance products?
Together with BLKB (Basellandschaftliche Kantonalbank), one of the largest cantonal banks in Switzerland, and Baloise Insurances we designed two entirely new insurance products from scratch. We concentrated on BLKB’s mortgage customers purchasing a new home. The products should meet these customers’ risks concerns and fit their needs exactly. Therefore, we talked to the stakeholders involved: The relationship managers from BLKB on the one end and their clients on the other. Afterwards, we designed two products and successfully tested them with approximately 200 banking clients.
How did you develop the Bancassurance process?
Usually, relationship and trust between a banker and his client is very strong. Therefore, we designed the new process based on this valuable relationship. With the difference being that the banker does not have to advise his customer in insurance issues any more. During his normal banking discussions, the banker only needs to make a short introduction of what is to come and explain the risks of a mortgage to his client. Thereafter, a certified Anivo customer service agent, at Anivo’s call centre in Zurich, takes over via video chat and conducts the actual insurance advisory with the banking customer. This way, the banker is able to cede to the expert both they and the customer can trust.