Aviva has announced the appointment of three new general agents, two of whom will be carrying out their duties as associates, a professional arrangement that is characteristic of the strategy pursued by Aviva for its general agent network.
Aviva has announced the appointment of three new general agents, two of whom will be carrying out their duties as associates, a professional arrangement that is characteristic of the strategy pursued by Aviva for its general agent network.
After an 18-week induction period alternating hands-on work and training, organised by Aviva and certified by the French professional insurance training institute (IFPASS), the new Aviva general agents will take up their duties in the following branches:
- Pierre Babolat, in Albi and Lavaur (Tarn),
- Michel Bouca, in Reims (Marne),
- Stéphane Franey, in Auxerre (Yonne).
Pierre Babolat, appointed as an Aviva general agent in Albi and Lavaur (Tarn)
Coming to us with solid business experience, he will be working with his brother, to serve the customers of the Albi and Lavaur branches. Pierre is not unknown to these customers as, at the age of 24, he has already advised them within the framework of a professional training contract.
Michel Bouca, appointed as an Aviva general agent in Reims (Marne)
With five years' experience in the banking sector, Michel has gained a solid understanding of how markets and financial products work.
At 31 years of age, he has decided to put this knowledge and love of customer relations to the service of Aviva's Reims Lundy branch.
Stéphane Franey, appointed as an Aviva general agent in Auxerre (Yonne)
Aged 37, Stéphane is keen to take on a new challenge, driven by his strong sense of initiative and sociable personality. Having previously run a branch of Crédit Mutuel in Auxerre, he will be taking on the customer portfolio of the Auxerre branch, in association with Jean-Jacques Mongin.
Recruitment of general agents at Aviva has been on the rise since 2002
Since 2002, Aviva has been implementing a highly active recruitment policy for general agents. In fact, Aviva is the only company in the market to have significantly increased its number of agents (812 in 2003, 850 in 2005, 875 in 2007).
The ideal candidate is a man or woman aged between 30 and 50 with at least two years' higher education and successful sales experience. However, the candidate's academic qualifications are not the most important factor: a relevant career path and face-to-face sales experience are real assets. It is also very important for the candidate to be well established locally: "being from the area" and understanding the specific character of a region are vital to facilitating commercial relations with future customers.
IFPASS-certified training that combines theoretical and on-the-job components
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 context. 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 of training that offers them the opportunity to specialise. Throughout their careers, Aviva's regional managers are on hand to guide the agents and train them in product developments and new technologies.
The training programme for new general agents lasts 18 weeks. It is based on alternating training, combining theoretical elements with onsite experience in branches.
The aim is to give the candidates a true, realistic view of the profession of general agent. In particular, trainees must master:
- Researching and analysing clients' needs and expectations,
- The technical and commercial aspects of products,
- Production profitability,
- Branch management,
- Managing relations with the company.
Alongside the introductory training, candidates are required to draw up a "branch plan", in order to assess their strategy and objectives for their future branch. Specific training is given for the "branch plan", which must contain a development strategy and a description of the human, technical and financial resources necessary to achieve the objectives.
Candidates' knowledge is tested throughout the course. Assessment is carried out by the training team. Successful trainees are awarded a diploma certified by Aviva Assurances and IFPASS.
For two years after taking up their posts, general agents follow a complementary training programme intended to build on aspects of the profession in which they have acquired a basic grounding. This gives them the necessary independence, particularly with regard to the delegation of 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 rolling out its tailored customer guidance policy - known as the "Good Advice" approach - to all its distribution networks. This approach involves offering customers solutions and services that truly meet their expectations and monitoring their situation regularly to make changes to policies if necessary. General agents ensure that this approach is applied 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 practices between networks to enable savings to be made and improve efficiency for its customers and networks.
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Press Contacts:
Aviva Assurances
Fanny Dieval
Telephone: +33 (0)1 7662 7967
E-mail: fanny_dieval@aviva.fr
HDL Communication for Aviva Assurances
Philippe Tréguer
Telephone: +33 (0)1 5865 0073
E-mail: ptreguer@hdlcom.com
Notes to editors:
About Aviva
With more than 300 years' experience, Aviva is a global insurer of European origin: it is the leading provider of life insurance and pension products in Europe with substantial positions in other markets around the world, particularly in North America and Asia, making it the world's fifth largest insurance group based on gross worldwide premiums at 31 December 2007. Aviva's principal business activities are life insurance and long-term savings, fund management and general insurance, with total sales of €64.3 billion in 2008 and €393 billion of assets under management at 31 December 2008.
With more than 180 years' experience in France, Aviva is among the top ten players in the insurance market. Aviva France operates a balanced multi-distribution model based on a comprehensive range of products, mainly intended for individuals and SMEs. Some 900 general agents, 1,800 branch staff, 400 life insurance advisers, almost 900 wealth management advisers (Union Financière de France) and more than 1,000 active partner brokers are at the service of 3 million clients every day. Aviva has developed unique expertise in building effective partnerships for the benefit of its clients, particularly with AFER, the largest savings association in France, and the Crédit du Nord, Société Générale, Ford and Médéric groups. Specialising in unit-linked products, Aviva is recognised for the excellent performance of its long-term funds, the quality and innovation of its products, and solid commitment to its customers through its Good Advice approach.
Aviva France is a socially responsible company and has developed initiatives that include reducing and neutralising its CO2 emissions, supporting more than 250 projects to help children and the elderly through the Aviva Foundation, and implementing an acclaimed diversity policy.
The Aviva Group directly employs more than 4,700 staff in France.
At 31 December 2008, Aviva France reported consolidated sales of €6.0 billion and an IFRS-based net profit of €130 million. The company managed assets worth €69.6 billion at 31 December 2008.