Sustainability Report 2012 - Generali Versicherung AG

SIZE AND CHARACTERISTICS OFTHE SALES FORCEThe Group’s commitment to constantly finding innovativesolutions with the aim of meeting emerging requirementscan be seen in the multi-channel structure adopted for thesale of insurance and financial products, which enables it toprovide a service that is always aligned with clients’ needs.The focus on changes in society and the markets, and theconsolidated policy of diversification have resulted in thedevelopment of the services provided. Specifically, on thebasis of the specific characteristics and context of eachlocal area, the Group supports the traditional distributionnetworks with innovative solutions that satisfy customerpreferences indicated in terms of access methods.Barcolana, Trieste, ItalyInsurance company sales networksIn 2012 an important process of strategic change wasinitiated, based on customer centricity, in which themulti-channel approach plays a key role, and is expressedthrough:TRADITIONAL CHANNELS which feature a physicalintermediary, including agencies, bancassuranceagreements and other broking methods.Change in number of agencies2009-20122010/2009-2,1%2011/2010 2012/2011-1,7%-9,6%Agencies continue to be the main channel for thedistribution of products, despite the processes forrationalising the Group’s presence in the area, with a viewto efficiency, in place in certain countries, with the resultingclosing down and/or absorption of smaller agencies whichare not economically sustainable into larger agencies.Agencies by premium bracketCountry < 1 million per year 1-2 millions per year 2-4 millions per year 4-6 millions per year > 6 millions per year Total2011 2012 2011 2012 2011 2012 2011 2012 2011 2012 2011 2012Italy 165 167 270 272 428 425 366 361 939 908 2,168 2,133Austria 102 95 19 22 1 1 1 1 0 0 123 119Czech Republic 309 169 282 226 163 227 26 64 14 38 794 724France 3,060 2,381 146 157 39 46 1 2 1 1 3,247 2,587Germany 254 222 42 43 24 15 1 0 0 0 321 280Spain 1,228 1,252 110 128 25 28 3 3 1 1 1,367 1,412Switzerland 0 0 0 0 0 0 0 0 56 49 56 49TOTAL 5,118 4,286 869 848 680 742 398 431 1,011 997 8,076 7,304Incidence % 63.4% 58.7% 10.8% 11.6% 8.4% 10.2% 4.9% 5.9% 12.5% 13.7% 100.0% 100.0%The overall number of agencies declined by 772 in 2012.The reduction is concentrated in the lowest premium brackets. Specifically, the number of agencies with revenues under 1 millioneuros per year decreased by 832, while agencies with revenues between 2 million and 6 million euros increased by 95. This reflects thereorganisation processes underway in Germany (Central Krankenversicherung and Generali Versicherung) and France.Conversely, in Spain the additional increase in agencies with revenues of less than 2 million euros confirmed the expansion of thenetworks underway.sales force | 71