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In 2006, SulAmérica merged the Sales and Marketing departments, bringing them under a single Vice-Presidency. That move made it possible to align the initiatives of Communication and Sales, creating important improvements in the area of relationships with insurance brokers. The Vice-Presidency of Sales and Marketing was set up with four divisions, each one focused on a specific segment: Retail, Corporate, Partnerships and Marketing.

The Corporate segment, for example, turned in an excellent performance, with a considerable increase in the level of satisfaction of brokers in all aspects surveyed.

The new Vice-Presidency outfitted the 276-person sales force with notebooks to assure greater agility and independence in serving insurance brokers and partners.

The merger of sales and marketing operations accelerated the use of marketing tools and planning of market strategy that were already being developed in the company. For example, the CRM project to intensify outreach to clients achieved significant results in 2006 in terms of retaining and recovering clients and assuring client loyalty. Actions to retain automobile insurance clients resulted in an increase of more than R$ 100 million in premiums, a 72-percent increase in the renewal rate for participating brokers.

The company held or participated in almost 175 events, such as the National Brokers’ Congress, to develop relationships with insurance brokers. At the Campeões SulAmérica (SulAmérica Champions) event, the best brokers from each branch were brought together for three days of socializing, and several raffles were held to celebrate the closing of the Campeões SulAmérica 2006 sales campaign. Throughout the year, more than 18,000 brokers were trained, an increase of 80 percent over 2005. Training was provided through courses given by company staff as well as in courses available through UNIVERSAS – Universidade Corporativa, SulAmérica’s corporate training center for employees and insurance brokers.