| I N T E R O F F I C E M E M O R A N D U M
Date: 20-Jul-1988 01:41pm EST
From: BARRY KADITZ
KADITZ.BARRY
Dept:
Tel No: 274-6926
TO: See Below
Subject: DECWORLD/CANNES INSURANCE INFO
Lee: Please distribute to the AM/FMs.
Mike, Joan: Please distribute to your Insurance Distribution Lists.
Thanks,
Barry
"WHAT'S GOING ON IN CANNES FOR THE US INSURANCE INDUSTRY?"
I finally have something to tell you about Insurance/DECWORLD'88 in Cannes.
The Events, Sessions and Displays have been slowly coming together and now
there is sufficient certainty and detail to arm you for a customer
recruiting effort. While it is a little late, it is not too late to get
you and your customer to Cannes. But you must make things happen quickly.
The attached document should help. More information will follow as things
develop.
Thanks in advance for your help and effort making DECWORLD/Cannes a truly
international event.
I will pass on any updates or new information which I get in the coming
weeks.
Barry
**************************************************************************
**************************************************************************
DDDD EEEEE CCCCC W W OOOO RRRR L DDDD
D D E C W W O O R R L D D
D D EEE C W W W O O RRRR L D D
D D E C W W W W O O R R L D D
DDDD EEEEE CCCCC W W OOOO R R LLLLLL DDDD
N N EEEEE W W SSSSSS
N N N E W W S
N N N EEE W W W SSSSSS
N N N E W W W W S
N NN EEEEE W W SSSSSS
(26-Jul-1988 07:58)
**************************************************************************
**************************************************************************
Most of what follows describes the Insurance content of what you can show
your Insurance customers. However, anyone who was at DECWORLD'87 in Boston
knows that the benefit of bringing customers to DECWORLD goes well beyond
industry-specific activities. The sheer scope of the event, participation
in Digital corporate events (CLFs, etc.), contact with Digital executives,
the "Digital Difference" area and exposure to unfamiliar industries and
technologies added enormous value to most customer visits. Many customers
were heard to say that much of what made DECWORLD worthwhile was what they
saw and learned that they hadn't anticipated. DECWORLD'87 "swung the door
open" for Digital in many Insurance companies because Digital was percieved
as a world-class vendor and marketer. The shift in perception of Digital
by difficult-to-penetrate customers was as important as any demonstration
or testimonial they were exposed to.
READ THE FOLLOWING AND ACT QUICKLY IF YOU WANT TO GET YOU AND YOUR CUSTOMER
TO DECWORLD'88 IN CANNES. YOU AND YOUR CUSTOMER WILL NEED A PASSPORT AND
FRENCH VISA. YOU NEED TO FILL OUT INVITATION FORMS AND REGISTER YOU AND
YOUR CUSTOMER THROUGH YOUR AREA DECWORLD'88 MANAGER.
GENERAL DECWORLD'88 INFORMATION
To plan a complete visit to Cannes for your customer you will need to get
the generic DECWORLD'88 information package from you Area DECWORLD'88
Manager. Ask your AM/FM if you don't know who that is. You will want to
familiarize yourself with all that is going on and wrap some non-Insurance
activities around the Insurance activities if you want to optimize the
value of your customer's visit to DECWORLD'88. Get your hands on:
1) an INVITATION/REGISTRATION GUIDE including customer invitation
forms,
2) a SALES READINESS II document and
3) an area-specific logistics and general information document.
It appears that all customer attendance will be "slotted" into one of four
3-day visits. They begin on September 12th,14th,19th & 21st with the first
day being travel, registration and recuperation with shmoozing in the
evening. For East Coast travellers, the elapsed time of the trip to Cannes
is 9 hours and the time differential is +6 hours. From the East Coast, the
best strategy is to leave the evening of the day before and travel all
night to get into Cannes late morning of the first DECWORLD'88 visit day.
West of Chicago you may want to break the trip into two travel days. Your
Area DECWORLD'88 Manager should have the best advice for you.
The second day (a Tuesday or Thursday) should include an Insurance Event in
the morning. The US-sponsored Event will be on 9/15. In the afternoon
follow a Sessions and Exhibition schedule that you create for your
customer.
The third day itinerary should include a CLF and an Insurance Session.
Later in the day, begin retracing your steps to get you and your customer
home.
INSURANCE DECWORLD'88 INFORMATION
There are three flavors of activities for your customers.
1) EVENTS: Hi-level executive, business strategy-oriented.
Audience CIO/CEO level, by invitation only.
2) SESSIONS: Customer testimonials on use of Digital for
"Competitive Advantage"
3) DISPLAYS: Integrated Digital and 3rd party tools and
products showing "Enterprise Computing"
INSURANCE ACTIVITY SCHEDULE:
WEEK #1:
12 13 14 15 16
MON TUE WED THU FRI
EVENT NONE #1 NONE #2 NONE
9:00-12:00 JOHN
HANCOCK
SESSION DIGITAL (TBA) AETNA IRISH CHICAGO
12:00 (TBA) LIFE TITLE&TRUST
DISPLAY
8:30-10:00 SCHEDULED DISPLAY VISITS ----------------------------->
10:00-5:00 NON-SCHEDULED DISPLAY VISITS ------------------------->
*****************************************************************************
WEEK #2:
19 20 21 22 23
MON TUE WED THU FRI
EVENT NONE #3 NONE #4 NONE
(TBA) (TBA)
SESSION LONDON LONDON APEX ATLANTIC CORROON
12:00 LIFE LIFE (SUN/ALLIANCE) MUTUAL & BLACK
DISPLAY
8:30-10:00 SCHEDULED DISPLAY VISITS ------------------------------>
10:00-5:00 NON-SCHEDULED DISPLAY VISITS -------------------------->
INSURANCE EVENTS
One time, half-day (9:00-12:00) programs featuring two speakers.
Primary Speaker: Customer addressing "Growth Strategies Through
Mergers & Acquisitions or Entering New Markets.
Support Speaker: Industry consultant adressing "Organizational and
Systems Implications of a (particular) Growth
Strategy.
EVENT #1: "The Emerging Insurance Markets of Southern Europe"
EVENT #2: "Searching for Growth: Mergers and Acquisition"
JOHN HANCOCK FINANCIAL SERVICES
Ed Boudreau, Sr VP/CIO
TOPIC: SEARCHING FOR GROWTH THROUGH MERGERS/ACQUISITIONS
EUROSEPT CONSULTANTS
(Unamed Partner)
TOPIC: ORGANIZATIONAL/SYSTEMS IMPLICATIONS OF GROWTH STRATEGY
EVENTS #3 & 4: topics/speakers have yet to be announced
US/INSURANCE SESSIONS
Sessions last 45+ minutes starting at 12:00 and feature 30 minute
customer testimonials by very visible, successful users of Digital
"Tools and Technologies."
THESE CUSTOMER TESTIMONIALS SHOULD BE POWERFUL SALES TOOLS!
DON'T MISS THE OPPORTUNITY TO USE THEM!
The Sessions will alternate between marketing/sales (9/12,14,16,20,22) and
customer service (9/13,15,19,21,23) variations of the underlying "Competitive
Advantage with Digital" theme. However, several of the presentations will mix
those two messages to some extent.
9/14: AETNA
Henry Dickenson
Sr. VP Administration
Commercial Insurance Division
TOPIC: AETNA'S DISTRIBUTED ARCHITECTURE: "VALUE-ADDED SERVERS"
---------------------------------------------------------------------------
9/16: CHICAGO TITLE and TRUST INSURANCE CO.
Irv Decatur
Vice President, MIS
Partner, Arthur Andersen & Co.
TOPIC: COMPETITIVE ADVANTAGE THROUGH DECENTRALIZED AUTOMATION
---------------------------------------------------------------------------
9/22: ATLANTIC MUTUAL INSURANCE COS.
James W. Arend
Senior Vice President
TOPIC: EXTENDING AUTOMATION INTO THE FIELD FOR COMPETITIVE
ADVANTAGE IN COMMERCIAL INSURANCE
---------------------------------------------------------------------------
9/23: CORROON and BLACK
Gerald W. Cusack
Vice President for MIS
TOPIC: USING DISTRIBUTED TECHNOLOGIES TO GAIN THE ADVANTAGE
INSURANCE DISPLAY
INSURANCE EXHIBIT SCHEMATIC:
|-----------------------| |-----------------------|
|INDIRECT | |DIRECT |
|SALES CHANNEL | |SALES CHANNEL |
| | | |
|VAN | ALL-IN-1 |TELEMKTG SALES |
| | | TRACKG |
| | | |
| FINANCIAL | |PORTABLE CLIENT |
| SVCS AGENT | |SALESMAN PROFILE |
|---------------|-------| |---|-------------------|
| |
|--------------|------------|
|
|
|--------------|------------------------|
| REGIONAL OFFICE |
| |
| |
ALL-IN-1 |GENERAL REGIONAL |
|UNDERWRITING CLIENT DATABASE |
| |
| COMPUTER INTEGRATED |
| TELEPHONY |
|---------------|-----------------------|
|
|
|---------------|-----------------------|
| HEAD (HOME) OFFICE |
| |
|SENIOR UNDERWRITER |
|IMAGE WORKSTATION |
| |
| POLICY DATABASE |
ALL-IN-1 | |
| IBM CONNECT |
|---------------------------------------|
INSURANCE DEMO TOUR SCRIPT:
****************************************************************************
FOR INTERNAL USE ONLY
****************************************************************************
Following is a script for the demonstration tour of the Insurance display area
in Cannes. Please use it to educate yourself so that you can sell the value
of the demonstrations, but do not give it to your customer.
The technology and marketing messages are not very different from last year
although there are some different 3rd parties involved. Even though they may
not be "solutions" for the US, they are examples of applications of Digital's
"tools & technologies" and provide a stimulus for talking about what they
themselves might do themselves with Digital.
DW 88 INSURANCE
DEMONSTRATION TOUR
Welcome to the insurance area of DECWORLD 88.
I shall be talking you through the area to explain the displays that we
are demonstrating here today and afterwards invite you to return to
each of them to look at the application in depth.
The theme of Decworld 88 is Integrating the Enterprise. Within the
insurance area we will demonstrate how the flow of information through
a company enables different departments to work together. ie.To
Integrate the Enterprise. We will show how information can be held on
different computers and the access to it obtained by different computer
terminals.
The scenario we have is that of an insurance company underwriting both
life and non life business. It uses both direct selling and indirect
sales through agents or intermediaries/brokers. It is keen to provide
both of these channels with the latest sales information and selling
techniques. It also has a need to contain its selling overheads whilst
maximising the amount of business it transacts through the different
channels.
The insurance company structure is that of Sales Offices, Regional
Underwriting centres and Head Office services. Information for selling
and marketing purposes is held on a regional client basis,with more
detailed policy and accounting information held at head office. The
client based information enables the company to be flexible in its
approach to the market and in the provision of management statistics.
The insurance company uses technology from different vendors to provide
different solutions. It must co-ordinate these tasks to obtain maximum
return from its investment in technology.
.............
. .
. VAN .
. .
.............
We start our tour with the latest development launched by Digital in
the UK which has been designed specifically to provide a service for
the intermediary. It is the VALUE ADDED NETWORK SERVICE for the
insurance and financial services markets. This enables the insurance
company to place on the network illustrations of its life products.
The intermediary will review the market and select what is best for his
client.
[ INPUT GENERAL TERMS OF MALE AVERAGE AGE , ENDOWMENT
MORTGAGE ]
Under the terms of the UK Financial Services Act he must be able to
provide evidence of best advice. The network will record that he has
reviewed the market and that his client has, with his advice, selected
the chosen company. The network will then provide a quotation.
You will see the top 20 companies that have a policy to suit the
client.
[ INPUT DETAILS OF CLIENT: NAME HENRI. CARLOS. BRAUN. RUE
DE RIVOLI,TEXAS GL10 3DU ]
[ DETAILS OF COVER REQUIRED ]
[ QUOTATION WILL APPEAR ]
The network also provides a service for those involved with the
purchase of property. In the UK it links the land charges and land
searches together to shorten time cycles and reduce cost.
.............
. FINANCIAL .
. SERVICES .
. .
.............
When a client enters the premises of a financial services agent it is
of prime importance for that agent to provide a service to the
customer. He will provide a quotation and cover or answer any query.
Apricot Financial Systems are demonstrating the Adatco system which
uses its client based information to provide a motor quote and gives
cover to the customer while they are on the premises
[ NAME OF CLIENT HENRI.CARLOS.BRAUN. RUE DE RIVOLI ,GENOA,
TEXAS, GL10 3DU.]
[ DETAILS OF COVER AND CAR TO SUIT SYSTEM ]
The agent will enter the details of the policy and will if it is on a
scheme bordereau undertake underwriting automatically for the risk.
[ SAME DETAILS OF CLIENT AND COVER FOR MOTOR.]
[ FOR OTHER COVER HOUSEHOLD, SAME ADDRESS BUT COVER TO SUIT
SYSTEM ]
For a motor risk the Agent will connect to the network and will send
direct to the underwriting desk in the insurance company the details
that have been entered on that client ( Henri Braun )and a request for
the policy to be issued.
All proposals are fowarded to the insurance company where you will see
them being scanned into the Kodak Image system.
The Adatco system enables the indirect selling channel to deal with
scheme business and quotations, both of which will enable the insurance
company providing the information to obtain more business.
.............
. .
. TELE-TECH .
. MARKETING .
.............
The direct selling channel is driven and controlled by the tele-tech
marketing system. It uses information from the VAX based client
information. The telemarketing system will take names from the client
database of those who have responded to a direct selling campaign and
have requested details of a personal financial planning service.
[ ONE OF THE NAMES TO BE PULLED SHOULD BE HENRI CARLOS
BRAUN, RUE DU HONORE, GENOA, TEXAS, TD34 4RT. TEL NO 555
345 6789 ]
The system automatically dials a number and the tele marketing contact
reads a script from the screen to make an appointment for the salesman.
The system increases the effectiveness of the salesman. It increases
the productivity of the marketing people and using the client based
information decreases data errors.
[ WANTS TO CHECK ADDRESS FOR SENDING LETTER OF CONFIRMATION
AND WILL NEED TO CHANGE TO RUE DE RIVOLI GL10 3DU ]
[ LETTER OF CONFIRMATION REQUESTED ]
[ QUESTION ? WHAT IS HAPPENING TO MY CLAIM FOR THE DAMAGE
CAUSED BY THE REMOVAL MEN.]
If during the conversation a question is asked that the telemarketing
contact cannot answer,even with the use of the help screens the call
will be transferred to the supervisor. At the same time that the call
is transferred the screen of data is also transferred to the supervisor
using Computer Integrated Telephony Technology.
The computer integrated telephony technique uses a Digital VAX linked
to the PBX (which in this instance is sitting in the Core Technology
Centre) to route the data and the call with the user pressing only one
key.
[ SUPERVISOR TO DEPRESS A KEY AND OPEN A WINDOW ONTO THE
CLIENT INFORMATION ON THE VAX AND THEN THE IBM POLICY
INFORMATION ]
When the supervisor receives the call they can open a window onto the
client information database held on the VAX or on to the policy data
held on the IBM at head office to provide the information to answer the
query.
[ HERR BRAUN YOUR CLAIMS IS WITH THE LOSS ADJUSTOR AND YOU
WILL BE HEARING FROM HIM WITHIN THE NEXT 7 DAYS. ]
On the same screen the supervisor can produce statistics related to the
performance of the telemarketing staff and to the direct saleman under
their control.
[ BT TO PROVIDE THE DEMO FOR THE STATISTICS ]
Here we can see the productivity of the telemarketing contact. The
number of calls made and the number of successful conclusions ie
appointments.
[ SHOW STATISTICS OF PRODUCTIVITY ]
For the salesman it can be seen how many calls were made, the number of
financial plans completed and the number of rejections. The reason for
the rejections can also be analysed either at the telephone call stage
or later at the personal call stage.
[ SHOW STATISTICS ON CALLS MADE AND REJECTIONS ]
.............
. .
. DIRECT .
. SALES .
.............
[ SCREEN SHOWS MENU AVAILABLE FOR SALESMAN ]
We now see the direct saleman using his portable terminal. This can be
used either as the sales office requires and for his own personal
computing needs eg expenses. He has a choice to make. He can look at
his diary and see with whom he has an appointment this week or next or
can use it to complete his call report and the financial questionnaire.
He can also link into the corporate videotext system to obtain the
latest information on products, social events, changes in policy cover
and company advertising promotions.
When he uses his diary he will place the cursor over the date and with
a keystroke call up details of the client he is due to see and the
reason for the call.
[ CURSOR PLACED OVER SPACE FOR H.C.BRAUN ]
[ DETAILS SHOW HENRI CARLOS BRAUN, RUE DE RIVOLI, GENOA,
TEXAS. GL10 3DU TEL NO 555 345 6789.]
During the call he will complete a a client questionaire which is the
main reason for the visit. This questionnaire will be fowarded to the
marketing department and used by the APEX system to produce the
personal client financial plan.
[ PART OF QUESTIONNAIRE IN NAME OF HENRI CARLOS BRAUN RUE
DE RIVOLI,GENOA, TEXAS TO BE COMPLETED ]
He will then answer any other queries that may arise or ask for
more information.
[ HAVE MORE INFORMATION ABOUT ENDOWMENT INSURANCE ]
[ SALESMAN TO USE MENU TO PASS INFORMATION ON TO THE SALES
OFFICE ]
He would respond in his system that an appointment was necessary and
this would be inputinto the telemarketing system and triggered by the
production of the plan and sales script.
[ SALESMAN TO USES MENU TO REQUEST ANOTHER APPOINTMENT ]
.............
. .
. CLIENT .
. PROFILE .
.............
Applied Expert Systems uses Artificial Intelligence techniques to give
the client a personal profile of his present financial requrements and
also retain information on the client base to sell him further
policies.
The client provides qualitative and quantitative information to the
insurance company via the questionnaire. The input into the expert
system will be either by the direct salesman on his portable as we have
seen or filled in on paper and sent direct to the company. The
personalised profile of the client for his future financial planning
purposes is sent to him with a copy to the salesman.
[ PERSONALISED PROFILE TO BE IN NAME OF HENRI CARLOS BRAUN
OF RUE DE RIVOLI , GENOA, TEXAS. AND TO CONTAIN SAME
DETAILS AS APPEARS IN PROFILE PREPARED BY SALESMAN ]
The sales script is sent to the salesman for him sell exactly what
that client requires.
[ THE APEX SYSTEM TO USE ITS OWN FILES TO PREPARE SCRIPT ]
The APEX system will update the client database being held regionally
from the information it gathers and use it for further cross selling.
[ INFORMATION ON NUMBER OF CHILDREN. FILES SHOWED 1 THEY
HAVE 2 AND AGE OF CHILDREN CHANGE FROM 4 TO 6 AND 1 ]
[ ADD DATE FOR NEXT CONTACT 1989 ]
.............
. GENERAL .
. UNDER- .
. WRITING .
.............
Real Time Insurance Systems are demonstrating their Commercial and
Personal Lines underwriting system. You can see information about the
client entered by the agent and passed through to the underwriting
system using the network.
[ HENRI CARLOS BRAUN, RUE DE RIVOLI, GENOA, TEXAS. SHOULD
BE ON SCREEN WITH DETAILS OF CAR, COVER REQUIRED AND
CLAIMS ]
To verify the proposal document we call up the index to the image
system.
[ KODAK TO SUPPLY INDEX PROCEDURE ]
This document has been scanned and indexed in the mail room of head
office and the image is available across the network using the KIMS
imaging system. The image of the proposal document is located and a
window opened to look at this document. It is checked for a signature
and that the details it contains relate to the information received
from the agent.
[ PROPOSAL THAT WAS WRITTEN AT ADTACO SYSTEM TO BE SHOWN ON
SCREEN WITH SIGNATURE ]
The risk will be underwritten and instructions given for policy issue.
The client information is updated and stored on the VAX whilst the
details of the policy is sent to the main store of data on the IBM .
There is a live link to an IBM machine in Valbonne which is the Head
office of the insurance company.
[ DETAILS OF THE ADDITION TO THE CLIENT POLICY SHOULD BE
MADE TO THE CLIENT DATA AND THE POLICY DATA SO THAT THE
KIMS SYSTEM CAN LOOK AT THE SAME CLIENT AND SEE THE
ADDITION OF THE MOTOR VEHICLE ]
The Commercial and Personal Lines Underwriting System is client based
and enables the information to be formatted and retrieved in a way that
provides valuable statistics for management and marketing purposes.
[ REAL TIME TO SUPPLY DETAILS OF THE STATISTICS THAT CAN BE
SHOWN ]
In addition to the underwriting and statistics functions the Real Time
System has full claims handling facilities.
[ REAL TIME TO SUPPLY DETAILS OF CLAIMS THAT CAN BE SHOWN ]
.............
. .
. IMAGE .
. .
.............
The documentation is received by post into the mailing system . Each
document is scanned,indexed and filed.
[ TWO PROPOSALS CARRIED FROM ADATCO SYSTEM WILL BE SCANNED
AND INDEXED. ONE WILL BE HENRI CARLOS BRAUNS HOUSEHOLD
PROPOSAL AND THE OTHER A MORE COMPLICATED UMBRELLA
PROPOSAL ]
[ KODAK TO SUPPLY DEMO OF INDEX PROCEDURE ]
Here can be seen the use of a document image system by a senior
underwriter. He has received from the agent a complicated risk to
underwrite. He needs to look at the relevant documentation. He also
needs to look at the details on the client information records held on
the VAX at regional office and the policy information held on the IBM
at head office. His work station can have access to many different
information systems thus enabling him to make the most efficient use of
the information held throughout the company.
[ INDEX GIVES ACCESS TO IMAGE OF PROPOSAL, CLAIMS
DOCUMENTS, AND CORRESPONDENCE. WINDOW OPEN TO
SHOW H.C.BRAUN INFORMATION ON VAX ,ANOTHER WINDOW ONTO
IBM MAINFRAME TO SHOW EXISTING POLICY DETAILS INCLUDING
MOTOR]
He will agree the risk and will underwrite the policy by updating the
client file with the rate and the risk cover. The policy information
held on the IBM will also be updated.
[ CURSOR PLACED INTO CLIENT DATA ON POLICY AND NUMBER OF
NEW POLICY INSERTED. CURSOR PLACED ON POLICY DETAIL AND
NUMBER, AND DETAILS OF POLICY INSERTED IE STANDARD COVER
AND ENDORSEMENT NUMBERS.]
.............
. .
. DESK TOP .
.INTEGRATION.
.............
We end our tour with a return to the display that shows the portable
terminal. In addition, at this display, we have other PCs that may be
found on the workdesk. We can create work groups providing a common
local database by using the local area clusters and Digitals network
ability. We can show you the integration of a PC within the overall
network and information flow that a company may need.
You can for instance use the Amstrad portable to link into the VAN.
[ LOG TERMINAL ONTO VAN ]
You can use this one to window onto the Adatco Scheme business or in
detail at the IBM Policy database.
[ LOG VAXMATE ONTO ADTACO SYSTEM RUNNING ON VAX CLUSTER AND
THEN ONTO IBM POLICY INFORMATION ]
You can link into the standard MS DOS Lotus 1-2-3 or link into the VAX
All in 1 guest services Videotext and Electronic Mail services. We can
also show the link through the local cluster to the IBM environment.
[ LOG PC ONTO LOTUS 1 2 3 AND ONTO VIDEOTEXT ]
Ladies and Gentlemen.
Thank you for accompanying me on this tour.
Digital and our many partners have shown you applications relating to
direct and indirect selling. We have shown you regional underwriting.
The latest technology with imaging and telephony.
We have demonstrated the Integration of the Entreprise with the flow of
information throughout the company. We now suggest that you spend a
little more of your time looking at the individual applications in
depth. We have only touched on the features and benefits they can bring
to your business.
Thank you for your most valuable time and we hope that you will enjoy
your visit to DecWorld 88.
[ DEMONSTRATION FILES WILL BE RE-ESTABLISHED ]
****************************************************************************
WE NEED YOUR HELP
****************************************************************************
WE NEED TO GET A HANDLE ON WHAT COMPANIES WILL GO TO CANNES AND WHO THEY WILL
SEND. PLEASE SEND COMPANIES AND NAMES YOU ARE RECRUITING/REGISTERING AND THE
CHANCE OF THEIR GOING AS OF WEDNESDAY 8/3 TO:
KARIN KIEFER @OFO DTN 274-6806.
Also, indicate if you want to set up a meeting with a member of Insurance
Industry Marketing or the Field Team while you and your customer are in
Cannes. Give Karin Kiefer (@OFO at DTN 274-6806) 2 or 3 alternative times.
We will coordinate the schedule and let you know the status of your request.
THIS INFORMATION IS IMPORTANT FOR OUR CUSTOMER ACTIVITY AND STAFF PLANNING
PURPOSES.
Further, once someone gets a committment from a company/executive, their names
then help other sales reps recruit more resistant customers. There are
political and economic obstacles to getting many Insurance customers to
Cannes. There is a "snowball effect" that we need to get started. Knowing
that competitors and/or friends are going could help induce someone to go.
Between the information contained in this memo and a list of US attendees
you're going to help me put together, we should be able to kick-start this
thing.
I'll keep you updated as useful information comes in. You, please, do the
same.
Thanks,
Barry
|