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PFP's Impact Through Marketing
| PFP's exclusive marketing program increases membership, generates cross-sold products and delivers additional revenue to each of our credit union partners. Our team works with each credit union to reach members directly in the lobby and at Select Employer Groups. In the lobby, our professional sales representatives offer members the opportunity to protect their family by enrolling in The Family Security Plan®. Our people become an extension of the credit union staff — a proactive marketing resource for communicating the credit union's newest products or featured services. PFP is much more than an insurance plan for the membership. |
Inside the Credit Union
Professional, trained sales representatives in the credit union lobby:
- Assess members' insurance needs, through a proven interview technique
- Provide individualized options for enrolling members in a customized insurance package
- Create an environment so that members feel connected to a benefits professional
At Select Employer Groups
Professional, trained coordinators and sales representatives:
- Enhance and expand business development efforts through regular contact with SEG managment and staff
- Schedule and implement regular site visits to the SEGs - all locations and shifts
- Arrange to meet with each employee to first promote membership and then to introduce additional CU benefits
- Cross-sell to develop more members who use the credit union as a primary financial institution
Informing Members
Family Security Plan® marketing includes
- Brochures and posters in the lobby
- Statement stuffer inserts in quarterly mailings
- Newsletter articles for both hard copy and website
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"SEG marketing should be a part of every CU's growth portfolio. It's possible to make hundreds of visits to your partners each year with a personalized approach to each one. MECU's Business Development Department made 414 off-site visits to our partners in 2006 with a staff of just three. The secret to this level of production is partnerships. The relationship with PFP started at MECU by allowing them to have a representative in our branch lobbies. Their representatives approach members and let them know about the "additional benefit" provided by MECU. They have also provided representatives whose sole function is to attend our off-sites.
I know what you're thinking. You wouldn't let anyone go to your offsites like that. Those are your members, after all. If you are thinking that, you are thinking the way I did four years ago. The SEGs I brought on were my babies. No one was allowed near them. Until one day when I really got into a pinch because of a schedule conflict and I "allowed" a company to handle a site visit. The key, as with any partnership, is to be able to trust a third party."
John Godwin
Vice President—Business Development
MECU
(Source: The Credit Union Journal 9/3/2007) |
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