Understanding the Modern SME Inside Out

Corporate Solutions

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The Essence of the Filipino Dream

Cars
Credit Cards
Cell phones
Club memberships
Condominiums

Commitment to familys financial security

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Vision of Entrepreneurs, the Real Heroes

To be globally competitive

To join national and global value chains

To provide job opportunities

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Globally Competitive SMEs

Management and technical know-how

9 Labor and management relations

9 IT skills
9 Basic Finance
9 Economics
9 Project Management

Employees skills, education, adaptability

/ agility

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Be an Ambassador of the Business Community

SMEs are:
Smart Compete Globally
Savvy
Resilient Medical,
Innovative Retirement

Growing

Group Classic

Build-up

Packaged Products (Ex. JCPA)

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Needs of Entrepreneur

They need an advisor / guide who

understands their ambitions.

They need sustainable partners.

They need preferred partners to future-

proof their business plans with.

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Value Proposition

To the SMEs

Helps a business stay focused

Important for external funding / loans
Fast / easy solution to potential risks that
business owners face
Can get back to business in case of
property damage, business interruptions
and other losses
Business is protected from the hazards
that they dont have control over.

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Value Proposition

To the Pinoy Entrepreneurs

Lump sum after a number of years to

finance future family plans, e.g., travel,
etc.
In a global economy, we can help
develop employee productivity to meet
international standards.

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Value Proposition

To Corporate Solutions Advisors

Renewal base flow of income stream

Customer pipeline
Pillar of business community

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The Risks SME Face

Calamities

Accidents

Death

Illness

Loss of money

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SME Solutions

Group Life

Group Accident

Group Medical

Financial Wellness

Individual Life

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Packaged Solutions

SME Products
Restaurants JCPA, GHC, Group Classic, Classic Corporate
Personal Accident
Gas Stations JCPA, GHC, Group Classic, Classic Corporate
Personal Accident
Clinics JCPA, GHC, Group Classic, Classic Corporate
Personal Accident
Beauty Salons JCPA, GHC, Group Classic, Classic Corporate
Personal Accident
Stores JCPA, GHC, Group Classic, Classic Corporate
Personal Accident
Offices JCPA, GHC, Group Classic, Classic Corporate
Personal Accident
Schools KIDS, JCPA, GHC, Group Classic, Classic
Corporate Personal Accident 11
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SME Challenge and Philam Life Opportunity

Their Challenge Your Opportunity

Dont have large Affordable solutions

budget

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Price is Key!

With as little as PhP 1.00 per day*,

SMEs can have their employees
financially protected.

*Assuming PhP 20,000 group life coverage

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The Essence of Employee Productivity

You are not selling JCPA, you are selling the value of
employee loyalty and productivity -- talk about it!

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How do we achieve SME growth and success?

1. Know SMEs well:

What do they value
Segment by geography
Be an SME specialist

2. Consider Corporate Solutions portfolio:

Its not about low cost, its about value for money
(high quality products).
What will make SMEs back to us time and time again? From
JCPA as a starter, they can consider Group Life or individual
life policies in the future.

3. Know how and when to pitch.

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Our SME Taglines

SMEs are the engines of our economy.

Philam Life is an SME enabler.

Philam Life is the SMEs trusted provider.

Philam Life helps Philippines small businesses

get a fighting fit.

Philam Life wants to partner with SMEs for

growth so they can contribute even more to our
countrys GDP.

Through our affordable financial products, we are

strengthening the Philippine economy in the
process.

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Sell BENEFITS, not PRODUCTS

Eliminate insurance jargon

Reduce complexity

Raise business owners enthusiasm

Create ease of solution selection

Sell what is appropriate to the SMEs

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Partnering with SMEs for Growth

Let us join forces with the SMEs.

Together, our partnership could last a long time
and bring a sizeable prize with it.

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How About an SME Day / Booth at our Regional Offices?

Advisors assess SMEs employee benefit requirements

Advisors give an overview of probable solutions, enlighten
them as to how these solutions can benefit their business
Introduce a Business Starter Plan for new SMEs (ex. JCPA)
Introduce Business Basics for stable SMEs (ex. Group
Classic, individual Key Man insurance)
Offer financial wellness program via MoneyWorks

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Corporate Solutions Prospecting Decision Tree
SAMPLE ILLUSTRATION:
Target Market Packaged Products Choose your Target Market and prospect 2 companies from said Target Market.

Target Market
A Cooperatives Classic, JCPA/CPA,
Credit Life SAMPLE 1 SAMPLE 2 SAMPLE 3
Small/Medium
Cooperatives Schools
P Schools Classic, KIDS, GHC,
Credit Life, JCPA/PA
Enterprises (SMEs)

Cooperative 1 SME 1 School 1

Offer packaged products Offer packaged products Offer packaged products
P Small/Medium
Enterprises (SMEs)
JCPA/CPA, GHC,
Classic, Credit Life then Prospect Client
makes a (Yes / No) decision
then Prospect Client
makes a (Yes / No) decision
then Prospect Client
makes a (Yes / No) decision

Construction JCPA/CPA, Classic, Cooperative 2 SME 2 School 2

R Firms Credit Life Offer packaged products
then Prospect Client
Offer packaged products
then Prospect Client
Offer packaged products
then Prospect Client
makes a (Yes / No) decision makes a (Yes / No) decision makes a (Yes / No) decision
Large, Mega- Classic, JCPA/CPA,
O Large Cos. Credit Life Cooperative 3 SME 3 School 3
Offer packaged products Offer packaged products Offer packaged products
then Prospect Client then Prospect Client then Prospect Client
Associations Classic, JCPA/CPA,
A Credit Life makes a (Yes / No) decision makes a (Yes / No) decision makes a (Yes / No) decision

If Yes: If No:
Local Government Ang Barangay, - Discuss type of plan
C Units Credit Life, JCPA - Discuss benefits/features
- Ask why?
- Ask for 2 referrals from every
- Discuss requirements company you have approached
Security CPA/BuddyGuard,
H Agencies Credit Life, JCPA
(DTI/SEC, etc.)
- Discuss claims requirements GOAL:
JCPA (Junior Corporate Personal Accident) (optional) Membership to Club MAD
CPA (Corporate Personal Accident)
- Provide quality service
GHC (Group Health Choice)
- Ask for 2 referrals from every 20
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Next Steps

Find an SME, position Packaged or Group Classic Products.

Close the account.
Coordinate with your sectors Corporate Sales Executive, or text
SMS Hotline 0916-464-5795 for further queries.

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 | 22

Thank you.

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Philam Life confidential and proprietary information. Not for distribution.