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HPG Belgium manages total assets of 433 million euros in life insurance thanks to Microsoft Dynamics CRM
HPG Belgium, founded in 2010, acts as a Master Broker for the life insurance products of Prudential International Assurance PLC, a 100% daughter company of the British Prudential Group. The Prudential Group is a market leader in the life insurance and pensions business in the United Kingdom and currently counts 23,000 employees worldwide. HPG Belgium markets the products mainly to wealthy end customers via a network of about 200 brokers and has around 433 million euros in its portfolio today. When HPG Belgium was founded, it was immediately apparent that, in addition to the management of commercial relations, the follow-up of complex financial files with the associated legal requirements would demand a reliable administrative and CRM system. The quest for a suitable solution led to Microsoft Dynamics CRM, which was implemented by CRM partner Travi@ta. In a strongly secure environment, HPG Belgium now has a user-friendly platform that can grow along with the company in the future.
Overview
Country: Belgium Sector: Insurance
Challenge
HPG Belgium needed a reliable and flexible CRM system for the follow-up of commercial relations with end customers and brokers and the follow-up and administration of complex files and commission calculations.
The young company HPG Belgium, founded in 2010 by brothers Guy and Peter Haentjens, acts as a Master Broker for the life insurance products (branch 23) of Prudential International Assurance PLC. HPG Belgium took over an existing portfolio from the former Master Broker in Belgium and today manages total assets of 433 million, currently with four employees. HPG Belgium occupies a unique position on the market, explains Guy Haentjens, CEO HPG Belgium: We are neither a producer nor a broker on the consumer market. You can best compare our role to that which DIeteren plays on the Belgian automobile market. We are the exclusive chief importer of an insurance product that is not brought to the end consumer by us, but by our approved brokers. HPG Belgium markets the products of Prudential International Assurance PLC via a network of around 200 approved brokers.
Solution
With Microsoft Dynamics CRM, HPG Belgium found a reliable and secure solution that was able to be flexibly adapted by CRM partner Travi@ta to meet the specific needs of the company.
Benefits
Certainty of a widely distributed CRM system Adaptability to specific needs regarding file administration and commission calculations Secure system thanks to authorisations at user level and Audit Trail Smooth implementation with extensive test phase User-friendly Microsoft working environment Sector expertise of CRM partner Travi@ta
Given the complexity, in our sector you simply cannot cope without a powerful relational and administrative CRM system. Due to the fact the all file information is centralised in Microsoft Dynamics CRM, we are able to work very smoothly while losing a minimum of time. Guy Haentjens CEO, HPG Belgium
to work very smoothly while losing a minimum of time, explains Guy Haentjens. Customers request regular service interventions such as partial redemption - for their file. Such interventions entail quite a number of administrative obligations, like collecting a copy of the ID card, proof of address, etc. However, the implementation of Microsoft Dynamics CRM as a Case Management Tool keeps time loss to a minimum for HPG Belgium.
Complex file management and Case Management via Microsoft Dynamics CRM
The use of Microsoft Dynamics at HPG Belgium goes a lot further than relationship management. CRM partner Travi@ta performed in-depth adjustments in the system so as to allow full administrative management of the policies. For this purpose a large number of new screens were created in the system. A great many names are associated with each file, since each policy can involve up to 4 holders and 10 insured parties. In addition, every file must be stored up to five years after the end of the relationship with the customer. Given the complexity, in our sector you simply cannot cope without a powerful relational and administrative CRM system. Due to the fact the all file information is centralised in Microsoft Dynamics CRM, we are able
Audit Trail
For a company such as HPG Belgium which handles sensitive financial information, not only is access to
information a key factor, but information security is also of the utmost importance. Prudential itself subjected Microsoft Dynamics CRM to a thorough investigation prior to start-up and was impressed with the system. Guy Haentjens: In Microsoft Dynamics CRM, an Audit Trail function has been built in which allows us to follow up which user has carried out certain transactions or has responded to requests at which time. This generates interesting information regarding for example processing times and frequently occurring requests. In addition, extensive authorisations can be established for all users, whereby you can precisely control who gains access to what information.
www.traviata.be, or call +32 (0)2 721 88 80. For more information about HPG Belgium, visit the web site www.hpgb.be or call + 32 (0)2 609 08 40.
Partner
Travi@ta www.traviata.be +32 (0)2 721 88 80 info@traviata.be