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's Customers Performance
AET
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's Comment on Sales, Marketing and Customers
We offer our Group Insurance products in 49 states as well as Washington, D.C.,
Puerto Rico, the U.S. Virgin Islands and Canada. Depending on the product, we
market to a range of customers from small employer groups to large, multi-site
and/or multi-state employer programs.
We market Group Insurance products and services primarily to employers that
sponsor our products for the benefit of their employees and their employees'
dependents. Frequently, employers offer employees a choice of benefits, from
which the employee makes his or her selection during a designated annual open
enrollment period. Typically, employers pay all of the monthly premiums to us
and, through payroll deductions, obtain reimbursement from employees for a percentage
of the premiums that is determined by each employer. Some Group Insurance products
are sold directly to employees of employer groups on a fully employee-funded
basis. In some cases, we bill the covered individual directly.
Group Insurance products are sold through our sales personnel, as well as through
independent brokers, agents and consultants who assist in the production and
servicing of business. For large plan sponsors, independent consultants and
brokers are frequently involved in employer plan selection decisions and sales.
We pay commissions, fees and other amounts to brokers, agents, consultants and
sales representatives who place business with us. We support our marketing and
sales efforts with an advertising program that may include direct marketing
efforts as well as television, radio, billboards, print media and social media,
supplemented by market research.
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