The Advantages and Disadvantages of B2B2C Strategies

We sell only individual policies. We don't do group disability insurance because some more of a commoditized product where you have top five players in the market to control it. So we said to ourselves, let's focus on where we can add value in the market. And that's where the individual disability space is something we've entered into in the past few years through insurance agents. If you look from an economically model, the model is as simple as you acquire a customer and then you need to retain them so that their customer lifetime value is higher than your customer acquisition.

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