BT Aegon: Brokers will bring half the business

Partnerships with pension brokers will bring half of the number of clients to the mandatory private pension fund (the 2nd pillar), which will be managed by BT Aegon, Silvia Sirb, general manager of the company, told ZF. BT Aegon is a joint venture between the financial group Banca Transilvania in Cluj and the Dutch life insurance and private pension company Aegon. The two entities share the initial investments in the new company equally. “The remaining half will be brought by the Banca Transilvania network and by the insurance company of the group, BT Asigurari (BT Insurance),” said Sirb. The sales force of the new pension company will be quite low in number, but partnerships with specialised brokers will compensate for this. In fact all the employees of the BT group (over 5,000 people) will be “enlisted” in the sales force which will be trained to sell mandatory pension products. Sirb believes the mandatory private pension products will not differ very much, so it is the sales force that will make the difference, i.e. the meeting face to face between the marketing agent and the potential client.