Sustainability Report 2012 - Generali Versicherung AG

SALES FORCEat a glanceCommitted to innovation and diversification in distribution, the GeneraliGroup adopts a business model that revolves around clients and theirneeds.The Code of Conduct guides the management of relationships with allstakeholders and also applies to the sales force, which are required tocomply with the rules of conduct defined in the document. Therefore, thesales staff must engage in conduct based on correctness, specificallyrejecting any type of corruption, and must provide transparent, completeand comprehensible information, so that clients can make informedpurchasing decisions.The Group focuses its operations on the constant search for innovativesolutions, aimed at meeting emerging needs and changes occurring insociety, the markets and in customer preferences.Specifically, the customer centric approach adopted by the Group canbe seen in the multi-channel structure used for distribution which, onthe basis of the specific characteristics and context of each local area,supports the traditional distribution networks with innovative methods ofaccess. To provide a service that is always aligned with customer needs,the multi-channel structure takes the form of:TRADITIONAL channels, which feature a physical intermediary.The Distribution Network Program, developed in 2012 and specificallydedicated to one-firm agents and bancassurance agreements, isoperational.DIRECT channels, with no intermediaries, developed through a seriesof innovative business models:- “classic” direct sales- direct channel developed by traditional companies- cooperation with partner portals- business development via on-line aggregatorsThe Canal Grande programme, dedicated to distribution modelsproviding direct access to insurance company services, is operational.7,304 agenciesmore than82,000 sales staffbancassurance145 agreementsmore than6,300 branchesat a glance | 13