OREANDA-NEWS. October 23, 2009. Competition on the insurance market of Azerbaijan increases each year. Therefore, the nature of the insurance product shall be communicated to customers. In his interview to Zerkalo, Elshan Aliyev, Member of Board of the International Insurance Company (IIC), Director of the Sales and Marketing Department has told what the new marketing strategy for increase of sales shall be based on, reported the press-centre of IBA.

- Is there a philosophy of insurance product sales under crisis?

- As you know, within its period of existence the International Insurance Company, which is one of the leading companies on the insurance market of Azerbaijan, has earned the confidence of its customers, satisfying all their demands on corporate and individual insurance, and provided the reliable coverage. I believe that the basis of the sales philosophy, just like the IIC mission is in the individual approach, timely and objective solutions on issues related to provisions of various insurance services and fulfilment of commitments before the customers. And mainly, thanks to the correct strategy, developed by the management, professional management system, individual approach to customers, quality and wide range of services, flexible pricing- optimal and affordable company tariffs, professional behaviour and experience of officers, involved in the development and sales of services, are the main elements of philosophy of any insurance company. Realization of this philosophy is not only reflected on sales of our products, but a true trust of our clients in us.

- Almost two years passed from the date of our last meeting. I have noted positive changes in your carrier- today you also supervise the marketing department of IIC. It would be interesting to know your assessment of the role of marketing department in sales strategy?

- Marketing, undoubtedly plays significant role in the development of company and promoting of products on market. Development of the customer base and expansion of the client portfolio, development and implementation on market of new efficient products, maximum improvement of the quality of services provided, increasing the efficiency of operations of existing branches and opening of new representation in the regions – all these are the elements of the company’s marketing strategy. Correctly formulated marketing strategy helped to increase the sales, and play a significant role in attraction of new clients. The operations of the department do not have direct impact on the increase of the cash flow of company; however, without this work no product would be sold as nobody would not know about them. Marketing is an invisible bridge between the customer and insurance company.

Intensive work of the marketing department also in directed on provision of all sided humanitarian aid to orphanages, boarding schools and other entities. Also the result of the high functionality of this department is in participation of IIC at many state projects on development of culture and sports in the country.

- Which insurance products IIC sales today?

- IIC proposes to its client’s new insurance products and services on regular basis. Company has turned the individual approach to clients into their main principle of operations, struggling to develop insurance products reflecting their needs.

By increasing the number of voluntary insurance types to 32, to date IIC realizes 37 types of insurance services (others are compulsory). And this is not the limit. And this is not the end. Dedicated task force organized by the initiative of the board of director, works hard on the development of new insurance products, providing their maximum adoption to customer demands.

- Which sales channels the IIC uses? Is expansion is planned for sales of insurance products via Internet?

- Yes it is. And it is not only planned. Your have wrote already that IIC is the leader in implementation of new insurance products with use of the information technologies and continues on rejoicing its clients by innovative services. For the first time in Azerbaijan we have created conditions that every person wishing could obtain the travel insurance without losing his valuable time. He may, simply using Internet, from any point of the world, 24 hours a day and 7 days a week, select not only the needed insurance package but pay for it by its plastic card. This service is especially convenient for those who values his time or cannot leave his work desk or home to visit the offices of the insurance company for the purposes of obtaining insurance policy.

Considering that in future IIC plans also to sale policies on other types of insurance, I can assure that this will help to increase the quality of the provided services to new level. As far as new sales channels for insurance services are concerned, I shall intrigue our readers- very soon the insurance market of Azerbaijan will be “agitated” by exclusive feature implemented by IIC. Unfortunately I cannot disclose the corporate confidential information, but shall only note that this know-how will be presented to our clients by the end of this year and this is going to be something new not only in Azerbaijan, but worldwide. All we need is be patient and wait.

- Which new products IIC may offer to its clients in near future?

- As I noted, IIC team comprised of experienced, professional and highly qualified experts, continuously works on development of new products. At this time series of products are being developed within the new exclusive project I mentioned earlier and can not disclose the details of which at this time. The only thing I shall note that these insurance services will reflect all interests of our customs and cover the entire range of services provided by the insurance companies on the Azerbaijan’s market.

- What you can say about the development of you branch network?

- As you know, we have affiliates in Gandja and Sheki. In our plans is opening of branches in each region of Azerbaijan. As I noted, we are interested in individual approach which we can deliver via our branches in each region of Azerbaijan. I shall rejoice our customers and inform that commencing from next month the operations of our new branch in Sumgait shall commence. Now, each resident of Sumgait, wishing to use the IIC services, may come to our Sumgait branch without need to travel long distances, and receive the high standard services. Also for people living in the country regions, the marketing team of IIC organizes the programs on communication of the educational information on the essence and importance of the insurance, to increase the level of awareness on insurance related matters.

And at the end I would like to wish every success to all our readers and clients in all their business and beginnings. We all shall accept the insurance as routine part of our lives and after all buy our first insurance policy. Think over this during your weekends and on Monday we will be happy to meet with you to answer all your questions.