Insurance

Insurers such as Seattle-based Safeco Corp. and The Hartford Financial Services Group, Hartford, Conn., are providing Web-based tools for agents to target key prospects (see pg. 28). Many insurers are also using the Internet for target marketing by building portals for specific affinity groups.For example, The Prudential Company of America launched www.prufn.com for the affluent community; Farmers Insurance Group launched teachers.farmers.com; and Metropolitan Life Insurance Co. has a Web site for parents of children with special needs.

In its attempt to create an enterprisewide view of its customers, the numbers were stacked heavily against New York City-based MetLife Inc.: a customer base amassing 100 million customer records stored in more than 30 disparate back-office systems.Furthermore, MetLife has three vastly diverse organizations-a retail bank, a mutual fund company and a newly-acquired property/casualty insurer. Data is spread across five different lines of business-property/casualty insurance, banking, institutional, brokerage and mutual funds.

Web-to-host is a relatively simple approach that insurers often overlook as they scramble to build a Web presence for internal, business-to-business, and public-facing applications.However, many companies now realize that by adding browser access to existing back-end applications, they can quickly and adequately Web-enable mainframe and midrange applications.

Over the past four years, independent surveys that measure and project online insurance trends have delivered what's become a recurring diagnosis: When it comes to the functionality of their Web sites, carriers remain a step behind banks and brokerages.And while two new reports conclude that carriers have made strides in narrowing the Internet gap, the reports also highlight the industry's continued e-business shortcomings.

Life and health insurers to date have been slow to sell policies online. But within the next four years, carriers will sell $12.8 billion in life and health products on the Internet-up from $1.1 billion last year.That's the conclusion of a forecast released by IDC, a Framingham, Mass.-based technology research firm. The growth in online life and health insurance sales will be spurred by several factors, according to IDC.

Although insurers are just now wading into the Web-based small business insurance market, research indicates this approach has great potential to improve carriers' revenue streams.There are an estimated 5.7 million small businesses in the U.S. with annual revenues between $50,000 and $500,000, says Matthew Josefowicz, an analyst with New York-based Celent Communications. He is the author of a recent report, titled "Web-Enabling Small Business Insurance Policy Origination."

It began as a mail-order business in 1922, providing automobile insurance to U.S. military officers who moved often and could not get coverage from other carriers. Today, United Services Automobile Association, better known as USAA, ranks as one of the best companies in America for providing customer service.With 4.5 million customers and $62.5 billion in assets, USAA placed first as the most reputable financial services company in America in the Financial Services Reputation Quotient study conducted by Harris Interactive, American Banker (a Thomson Financial publication) and the Reputation Institute. USAA also recently received top awards in the life, auto and home insurance categories from readers of Worth magazine.

Many Web experts frown upon screen-scraping technology because, in Internet time, screen-scraping is a slow, cumbersome process. But Anne Castro, chief design architect at Blue Cross Blue Shield of South Carolina, doesn't buy into that argument.The service her company is providing on the Internet is not "a moment-in-time service," she says. "It's a file cabinet of all the business people have with us."

While recently examining data stored within one of its auto policy databases, executives with New York City-based Metropolitan Insurance Co. uncovered a troubling glitch. It was an irregularity that any seasoned IT troubleshooter would certainly have appreciated.

r some insurance carriers, the Year 2000 compliance aftershocks are still lingering. But one such carrier, Charlotte, N.C.-based Royal & SunAlliance USA, hopes a court ruling in July spells the last Y2K trembler it will have to absorb.A Delaware Superior Court dismissed a lawsuit filed in August 1999 by Unisys Corp. The Blue Bell, Pa.-based computer giant, which has a commercial general liability (CGL) policy through two Royal & SunAlliance co-insurers, sought to recover more than $35 million in Y2K expenses to bring its computer networks into compliance.

The "Good Hands" people want to grab a bigger share of their customers' wallets. Allstate Corp. plans on launching its long-anticipated Internet bank by September 30 with a host of retirement, savings and investment products.Initially, the Northbrook, Ill.-based company is training its 2,000 agents in California and 1,200 agents in New York to refer policyholders to the new bank, which recently received a full-service thrift charter from the Office of Thrift Supervision.

Allstate isn't the first carrier to combine insurance and virtual banking. In February 1998, Principal Mutual Life Insurance Co. opened Principal Bank, and in November 1998, State Farm Insurance Cos. launched State Farm Bank.Although both banks still limit their marketing efforts to current policyholders, they still have achieved sizable growth in the past year. Principal Bank now has 34,300 accounts and $975 million in assets. The bank also has $900 million in deposits from checking, savings and CDs, in addition to issuing some 23,000 Visa credit cards.

Mark Popolano compares the difference between being CIO and being chief technology officer at American International Group this way: As CTO, he was the navigator of technology; now he is the technology pilot."As CTO, you have to be very savvy to understand the nuances of technology," he explains. "The CIO has a greater responsibility across the organization to help steer the direction of technical processes."

Because they typically provide customers with unequivocally sound advice on investment strategies, securities brokers and other financial planners rarely have to respond to an implication known as caveat emptor, or "buyer beware."

Over the last two years, a number of Web sites have formed expressly targeted to brokers with expertise in the small-business insurance segment. One of the providers that has withstood the dot-com purge is BenefitMall.com, a Dallas-based online exchange for small-business employee group benefits plans.The provider, which saw its premium volume increase 40% last year, owes its success to a couple of strategies, chiefly the formulation of an internal executive management team that combines experience in both IT and insurance. With a proprietary rating and quoting engine in place, brokers can get quotes from multiple carriers and submit an application through BenefitMall in the format that a particular carrier requires. Brokers don't pay a fee to conduct business with BenefitMall, but carriers do-paying a commission based on premiums sold.

At a time when U.S. companies are cutting back on health care benefits and the number of uninsured Americans continues to grow, Web-based companies are stepping up their efforts to attract individuals and small-business owners.It's estimated that 43 million Americans do not have health insurance. In targeting this untapped market, Web-based insurance companies continue to expand their products and service offerings, and are actively pursuing more partnerships with both online and offline insurance providers, financial groups, civic organizations and other businesses.

When Atlantic Mutual Cos. moved its back-office operations from New York to Roanoke, Va., in 1977, David Mitchell was working on school redistricting as a programmer for the Roanoke City schools.Tipped off by IBM Corp.'s local representative about Atlantic Mutual's plans, Mitchell jumped at the opportunity and was hired by the New York-based insurer as a senior programmer.

Insurance carriers and their employer customers face two diametrically opposing challenges regarding Web-based employee benefits programs: online benefits programs that are rarely used or those that are accessed too frequently.Specifically, if a majority of employees aren't sold on the virtues of accessing benefits information via the Internet, the return on investment for the program's sponsors can be delayed or vastly reduced.

Although asset management is a relatively new focus for carriers, they're on a steady course for targeting affluent customers with a wave of products and services.As the U.S. economy caught wind during the past decade, more consumers joined the ranks of the affluent population. Recognizing this socioeconomic shift, insurance carriers began steering their business strategies toward asset management services.

It's solid. It's established. It's "the rock." And despite a 125-year history and $371 billion in assets that could have slowed it down, Prudential Insurance Co. of America has defied inertia and rapidly transformed itself into a 21st century operation determined to hold its own in the high-speed New Economy. Two recent strategic IT initiatives have contributed significantly to Prudential's transformation. They stand out not only for their scope, but also for the speed with which they've been implemented.Namely, the rollout of the $130 million LaunchPad laptop program, which was initiated three years ago to equip Prudential's entire field force of 12,000 with IBM ThinkPad notebook computers, has been recognized as a phenomenal achievement. "That's just mind-boggling-to roll out thousands of PCs on a very concerted basis," says John McFadden, chief technology officer of Loyola College in Timonium, Md.