Aviva announces the appointment of Hubert Castelain at Pontarlier (Doubs) and Eric Lopez at Aigurande and Boussac (Creuse).
Aviva announces the appointment of Hubert Castelain at Pontarlier (Doubs) and Eric Lopez at Aigurande and Boussac (Creuse). After 18 weeks' alternate training provided by Aviva and certified by the Ecole Nationale d'Assurance and the Association pour l'Enseignement de l'Assurance (ENASS-AEA), the new Aviva general agents will take up their posts at their respective branches:
- Hubert Castelain, previously sales manager for Visual SA (Grand Vision group), will take up his post at Pontarlier on Monday 10 March 2008. He will take over the portfolio of Jean-Paul Durier.
- Eric Lopez, formerly financial adviser for GAN Patrimoine in Châteauroux, will be working in Aigurande and Boussac as from 1 May 2008. He joins Antoinette Bergère.
Hubert Castelain appointed Aviva general agent at Pontarlier Hubert Castelain held an executive position with Visual SA (Grand Vision group) in the optical sector. An attachment to the profession has led him to take over the Pontarlier office.
He says: "A rather sentimental attachment to this profession was the reason behind my decision to take over the Aviva branch in Pontarlier. Both my grandfather and my father were general agents and I decided to study law so that I could take over the family office. I have not managed to achieve this yet but the idea of taking over a branch in the region has grown over the last three years until this opportunity came up."
Eric Lopez appointed Aviva general agent at Aigurande and Boussac
Having been an adviser for GAN Patrimoine in the area for 15 years (he was responsible for a sector comprising Cher, Creuse and Indre), Eric Lopez has a considerable experience of selling financial products and insurance to private individuals and professionals.
"After more than 25 years in the banking sector", says Eric Lopez, "I wanted to join the Aviva group as a general agent to get my career back on the right track for me".
Recruitment of general agents at Aviva has increased since 2002
Since 2002, Aviva has followed a highly active recruitment policy for general agents. In fact, Aviva is the only company in the market to have significantly increased the number of its agents (812 in 2003, 850 in 2005, 875 in 2007).
The ideal candidate is a man or woman aged between 30 and 50 with Bac +2 and successful sales experience. However, the candidate's academic qualifications are not the main factor: a relevant career path and face-to-face sales experience are real assets. Whether or not the candidate is based locally will also be a selection criterion as being "a local" and understanding the particular features of a region will help them in their business relationships with their future customers.
Training certified by l'ENASS-AEA combining theoretical input and practical experience in branch
With an upsurge in recruitment, an increasingly specialised profession and different approaches to managing branches, Aviva has designed a training programme adapted to this new situation. The training programme allows agents to continue to perform effectively whilst acquiring new skills. As soon as they are recruited they undergo thorough introductory training, complemented by a second phase which offers them the opportunity to specialise. Throughout their career, Aviva's regional managers are on hand to guide them and train them in product changes and new technology.
The training programme for new general agents lasts 18 weeks. It is based on alternating training, combining theoretical input with onsite training in branch.
The aim is to give the candidates a true, realistic view of the profession of general agent. In particular, they have to master:
- Identifying and analysing customers' requirements and expectations,
- The technical and commercial aspects of products,
- The profitability of the business,
- Management of the branch,
- Management of relations with the company.
Alongside the introductory course, the candidate has to draw up a "branch plan" in order to assess their strategy and objectives for their future branch. The "branch plan" is covered by a special training course. It should contain the development strategy and a description of the human, technical and financial resources necessary to achieve the objectives.
Throughout the course, the candidate's knowledge is tested. The assessment is carried out by the training team. It is confirmed by a diploma certified by Aviva Assurances and the ENNASS-AEA.
For two years after taking up their posts, general agents follow an additional training programme intended to reinforce the aspects of the profession in which they have acquired a basic grounding. This enables the general agent to acquire the necessary independence, particularly in the area of delegating extensive powers.
The "Good Advice" approach, a key element for Aviva general agents
In France, long-term customer satisfaction is a key lever for growth. Aviva has already invested heavily and continues to invest in this area. The company is gradually applying its policy of personal guidance for customers known as the "Good advice" approach to all of its distribution networks. This approach involves offering customers solutions and services which truly meet their expectations and monitoring their situation regularly to make changes to policies if necessary. General agents ensure that this approach is followed properly. To this end, Aviva has set up an innovative programme in France designed to update all of its procedures and IT systems so that agents are even closer to their customers and even more effective (websites, mobile technology, alert systems). Aviva also encourages synergies and the exchange of good practice between networks to enable savings to be made and to improve efficiency for its customers and its networks.
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Press contacts:
Aviva Assurances
Fanny Garel
Telephone: 01 76 62 79 67
E-mail: fanny_garel@aviva.fr
HDL Communication
Alexandra Rigaud
Telephone: 01 58 65 20 15
E-mail: arigaud@hdlcom.com
Notes to editors:
About Aviva
Aviva is the top life and pensions insurer in Europe and occupies a strong position in other markets throughout the world, particularly in the United States. Aviva is involved in three main areas, life assurance and long-term savings, fund management and general insurance. As at 31 December 2006, Aviva achieved a turnover of €61.9 billion and its assets under management amounted to €543 billion, making it the 5th largest insurer worldwide based on gross premiums.
With more than 150 years' experience in France, Aviva is among the top ten players in the insurance market. Aviva France is distinguished by a balanced multidistribution model which has proved itself: 875 general agents, 1,800 agency staff, 400 life advisers, more than 1,000 brokers, partners (Union Financière de France and Médéric). Aviva France's partners also include AFER, the leading association of savers in France, and the Crédit du Nord Group. Specialising in unit-linked products, Aviva is well-known for the performance of its long-term funds and its strong commitment to its customers through its Good advice approach. Aviva has more than 3,200 employees. As at 31 December 2006, Aviva France recorded a consolidated turnover of €6.4 billion, a consolidated operating profit of €689 million (based on intrinsic value - EEV/IFRS norms) and managed assets worth €72.9 billion.