PIA/Learn.net Case Study #1

PIA Affiliate: Arkansas
Education Director: Misty Sullivent
Executive Director: Linda Thompson
Executive Director Quote: Linda Thompson

“PIA of Arkansas is committed to providing all of our members the highest level of service and solutions. In the Internet age we realize more and more of our members want choices and the Online CE/Skills interface exceeds all of their expectations.”

Successes Overview: In the third quarter, PIA of Arkansas won the Learn.net CE sales contest announced by PIA National in June of 2005. Continuing with sales momentum, PIA of Arkansas also achieved the same success in the fourth quarter of 2005. Many CE and Skills courses were purchased by members and non-members due to practices used.

Methods Used: Currently PIA Arkansas markets and advertises the Online CE/Skills interface using a two-fold sales program. Initially PIA of Arkansas marketed the Online CE/Skills interface in newsletters and via broadcast emails. With success reaching some learners but missing other valuable prospects, PIA of Arkansas then implemented a purposeful conversation sales program. The purposeful conversation program is a practice in which Linda and Misty follow up on every call or visit to the office. They actively make each member aware that in addition to the classroom courses they also have the option to take CE and Skills courses Online, and the benefits of these the online course program. This practice has worked very well and produced admirable sales results. PIA of Arkansas pointed out they realize more and more members are in the Internet age and want the convenience of completing easy to use online courses on their own timeframe. They also recognize that those who want in-person classes will still exist, so both needs are well met. Doing both well defines being “The Education Association.”

Plans For 2006: Areas of focus: Increase membership and affiliate revenue stream. As a small affiliate with limited employee resources, PIA of Arkansas will kick off a new marketing campaign. The new marketing campaign will advertise the Online CE and Skills interface in the newsletter and in new member packages. Linda and Misty will continue to educate and provide support to their members as they have done throughout 2005. Misty and Linda also want to thank Learn.net’s PIA Support staff for assisting the affiliate with achieving sales goals and helping their member achieve their professional CE goals.

Contact Information:
Misty Sullivent: misty@piaar.com 877-265-0506
Linda Thompson: evp@piaar.com 877-265-0506

Learn.net
Willis Morris: willis.morris@learn.net 678-277-4689

PIA/Learn.net Case Study #2

PIA Affiliate: Connecticut, New Hampshire, New Jersey and New York
Education Director: Athena Hoesten
Executive Director: Diane Kattrein
Executive Director Quote: Diane Kattrein, CAE

“PIA already is known for its quality continuing education sessions and it just got better, with PIA’s new e-Training Center. Our members can take part in cost-effective education programs and earn all the CE credits they need without leaving their offices. These courses are designed for busy insurance professionals who are unable to find the time to attend off-site education programs or for those who prefer to learn on their own.”

Successes Overview: In November of 2005 PIA of CT, NH, NJ and NY launched the Learn.net Online CE and Skills interface via the affiliate website www.piaonline.org. Members have responded with great enthusiasm to Online CE and Skills courses and have purchased more courses in less than 60 days after launching Online CE and Skills than any other affiliate during their ramp up period after implementation.

Methods Used: PIA of NY worked with Learn.net’s development team and designed an integrated web solution for their member site and developed a Marketing Plan and slogan (“e-learning like you have never seen before”) to coincide with the official launch on Nov 21st. The Marketing plan was a coordinated effort on the part of the four state associations’ Education, Marketing and Executive Team. Included in the Marketing plan was a very effective e-learning communication distributed to all members and posted on the member site. Formally announcing the Online CE/Skills interface and outlining the benefits helped this PIA affiliate achieve success in a short period of time. They actively promote the capability.

Plans For 2006: Increase membership and revenue stream for the affiliate. In addition, PIA of CT, NH, NJ and NY is in preliminary discussions with Learn.net concerning a solution that would assist the affiliate with automating Conference and Classroom Management (see below).

Contact Information:

Athena Hoesten: athenah@piaonline.org 800-424-4244
Diane Kattrein: dianek@piaonline.org 800-424-4244

Learn.net
Willis Morris: willis.morris@learn.net 678-277-4689

Other Learn.net Solutions

Learning Tracks:
Earn more revenues. Better serve agencies. Add new agencies. Help agency heads advance their producers’ and CSRs’ faster via an automated classes and online courses curriculum system that culminates in an actual “certificate” being provided. See Figure 2 below for the related “automated “workflow.” Contact Willis Morris at 678-277-4689 or willis.morris@learn.net.

Figure 1
The blended learning solutions from Learn.net provide pre-integrated access to all learning content delivery types and leanring management support.

Figure 2
The Certifications module allows “Learning Tracks” to be presented to agency heads to further accelerate the skills, productivity and revenue results from producers and CSRs. Classes and online courses can be combined into a “curriculum” that results in a Certificate.