Leveraging Alliances Barbara Cantello, Vice President, Broker Dealer Development Jolene Verlich, Vice President, Strategic Sales Initiatives The Ritz-Carlton, South Beach – Miami • June 7 -9, 2006
Agenda § Leveraging Distribution § Understanding TRS’ scope of distribution network § Leveraging Relationships § Spotlight on some of our marquee partners § Leveraging Us § Discussion on what we can do together Transamerica TPA Forum • Transamerica Retirement Services 2
Distribution § Strategic Development § Channel Management sets strategic growth pattern for Bank, Broker Dealer and TPA distribution channel § Relationship Management handles the day to day implementation of strategic growth plan top down Results? Transamerica has more than 600 selling relationships with access to more than 500, 000 Advisors across the nation. Transamerica TPA Forum • Transamerica Retirement Services 3
Distribution § Tactical Development § Channel Management works with Sales Management to build “wholesaling tracks” for our consultants to reach out to these partners Results? As of May 30, 2006, our consultants have “touched” the Advisors of our top 4 firms alone more than 6, 500 times (calls and appointments). Transamerica TPA Forum • Transamerica Retirement Services 4
Distribution § Tactical ideas we currently use: § CE Seminars (CE, CPE, CFP and Pace credit) § Business Building Workshops § Lunch & Learns / Coffee Carts § Partnering with Transamerica Capital Question: How can we include you best in these initiatives? Transamerica TPA Forum • Transamerica Retirement Services 5
Relationships § Quality § Banks: We have productive selling relationships with the nation’s top 9 financial institutions § Broker Dealers: More than 500 selling agreements, including top wirehouse firms Inside Track: AEGON retail broker dealers consider TRS primary retirement distribution partner. We gain access to 10, 000 Advisors who collectively sell more than $2 billion in Qualified Plan business. Transamerica TPA Forum • Transamerica Retirement Services 6
Relationships § Merrill Lynch § Over 3, 000 Financial Advisors within the retirement channel § Industry savvy § Opportunity to build a referral and client base § TPA friendly Transamerica TPA Forum • Transamerica Retirement Services 7
Relationships § Merrill Lynch § Why Transamerica? § One of three group annuity providers § Differentiators § Over 100 funds with no proprietary requirements § Guaranteed strategies to increase participant rates § Opportunity to buy-out takeover penalties without reducing Advisors commission Transamerica TPA Forum • Transamerica Retirement Services 8
Relationships § Merrill Lynch § TPAs, Transamerica and Merrill Lynch § Service Level Agreements § Financial Reimbursement § Proactive monitoring versus reactive Transamerica TPA Forum • Transamerica Retirement Services 9
Relationships § Working with Merrill Lynch? § Relationship off to a quick start § Success story with a TPA Question: Once the Agreement is in place, how would you like to partner with TRS to work with Merrill Lynch in order to grow your business? Transamerica TPA Forum • Transamerica Retirement Services 10
Us § What do we do from here? § Your Feedback § Completing the Evaluation Form – our follow up commitment Transamerica TPA Forum • Transamerica Retirement Services 11
The Ritz-Carlton, South Beach – Miami • June 7 -9, 2006
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