Sony 2000 Annual Report Download - page 33

SONY CORPORATION ANNUAL REPORT 2000
31
SALES ORGANIZATION
Sony Life’s sales organization is distinguished most of all by its expertise in formulating life
insurance plans tailored to the needs of each customer and offering well-considered advice
through its Lifeplanners, who are well-trained in financial consulting. The Lifeplanners, critical
to Sony Life’s growth, numbered 4,440 as of March 31, 2000. These professionals are supported
by a network of 97 Lifeplanner branch offices, 26 regional sales offices, and 1,572 independent
agencies throughout Japan.
During the year ended March 31, 2000, Sony Life realigned the management system for branch
offices and independent agencies in Japan and adopted a regional operating structure. These
changes make possible the formulation of sales strategies closely attuned to local requirements.
AIMING TO BE THE COMPANY THAT CUSTOMERS CHOOSE FIRST
Sony Life remains committed to its long-standing policy of focusing on consulting-driven sales
activities offered through its Lifeplanners. To complement this organization and better meet
customers’ needs, Sony Life offers direct sales of certain financial products through the Internet
and its call center.
Direct sales of mutual funds through its call center began in April 1999. In addition, in a first
for the Japanese life insurance industry, from October 1999, Sony Life has offered customers the
ability to access their accounts over the Internet for purchases, sales, fund switching, and balance
information.
Furthermore, Lifeplanners began selling the Globa l Wra p in February 2000. Globa l Wra p
meets customers’ needs by offering a choice of many mutual funds. Customers enter into an
agreement with an asset management company under which detailed fund management reports
and investment advice are supplied every three months. These efforts demonstrate Sony Life’s
commitment to becoming the first choice of customers.
SONY ASSURANCE INC.
Sony Assurance Inc., a wholly-owned non-life insurance subsidiary of Sony Corporation, began operating
in October 1999. Using a direct marketing model tailored to today’s networked society, the new
company is working to build a new type of relationship between customers and an insurer.
During the year under review, Sony Assurance started selling “one on one” brand automobile
insurance directly to individuals by telephone and over the Internet. In a first for an auto insurer in
Japan, Sony Assurance offers a “one step application” service. Customers can accomplish all steps,
from obtaining a quotation through applying for and purchasing automobile insurance on the company’s
homepage. As of March 31, 2000, more than 6,000 policies had been sold using this service. Beyond
the convenience of the Internet, Sony Assurance also provides policies offering upgraded protection,
a negotiation service available on weekends, which is another Japanese industry first, and many other
attributes that have drawn a steady stream of customers.
Looking ahead, Sony Assurance intends to design its products and services to reflect the preferences
of customers even more closely, embodying the high quality and reliability that people have come to
expect from the Sony brand.