The key to the success or failure of insurance intermediaries, it is how skilled use of "insurance policy premiums to protect the value of customer = + insurance sales commission + insurance + insurance profit management fees" from more share of the profits. Insurance intermediary concerned about the third "insurance fee" fourth "insurance company profits" revenue. Insurance intermediary of the most successful kind of business model is: "+ platform for technical support."
Insurance intermediary companies have two modes: "the failure of the insurance intermediary vicious circle model" and "the success of the insurance intermediary model a virtuous circle."
What is the difference between them so? Mainly in the establishment of a "high-standard operating platform." To establish a "high standard operating platform" is successful, or else must go failure.
Liao Liao successful in the areas of insurance intermediaries, business model has a unique charm --- who can create a new "business model", who have not yet even more easily in the full development of the market's success.
In this feature, we talk about the Good and bad people mix in the domestic insurance intermediary market, a number of insurance intermediaries on how to find their own business models and achieve large-scale expansion of the story.
The highest level: the scale and specialization
Domestic insurance intermediaries have broad prospects for development? Take a look at the development of foreign insurance intermediary results can be foreseen.
Access to Information shows that in Europe and the United States, the insurance premium depends mainly on the insurance intermediary organizations. In Britain, more than 60% of the business through the completion of the insurance intermediary; in Japan, the figure is 90%; in the United States, is 60% -70%.
Sales of foreign policy process are: Insurance Companies (insurance design) -%26gt; insurance intermediaries (sales office) -%26gt; customer (insured).
But at home, according to the China Insurance Regulatory Commission issued "in 2008 in the first half of the insurance intermediary market report" statistics, as of June 30, 2008, the national insurance brokers and agents of the country's total insurance premium income accounted for less than premium income 4%. Most of the insurance policy by selling its own, not through insurance intermediaries.
But despite the professional intermediary market share is still low, but the insurance intermediary has entered a phase of rapid rise. In the first half of this year, the insurance intermediary to achieve a total operating income of 2,913,000,000 yuan, up 43.00 percent, the overall 135 million profit, national insurance intermediary in the first half of the basic profits.
Investors are also optimistic about the risk of insurance intermediaries. In the past two or three years, domestic and foreign venture capital industry to the intermediary and smashed into the capital of more than 200,000,000 U.S. dollars, and much additional momentum.
At the same time, but an unavoidable reality is that, as of August this year, there were 114 insurance agency to withdraw from the market, including 95 agencies, 9 and the brokerage firm estimated 10 public companies. This figure is still two years before the expansion trend.
How can the insurance intermediary market a foothold in changing the root, and sustainable development? Central University of Finance and Economics College of Insurance, Professor Su Hao his view that insurance intermediaries should be the direction for the development of professional and large-scale development.
The success of those intermediaries take the scale and specialization of the road. Large-scale, so that the insurance intermediary with the insurance companies have the bargaining power of capital, insurance companies are aware of the advantages of these companies are willing to channel their cooperation; specialization, so that the insurance intermediary to help customers in many insurance products in the most appropriate combination of customers Program, customers easier access to the trust.
Similarly, aware of this problem, the China Insurance Regulatory Commission has made it clear that support for the professional insurance intermediary market-oriented restructuring and mergers and acquisitions, insurance intermediaries to promote professional and large-scale development, to foster a number of large, strong, influential professional insurance Intermediaries.
Success of the enterprise: "+ platform support,"
With regard to insurance intermediaries wonderful business model, in fact, 100 years ago to explore foreign countries, China is more successful framework for insurance intermediaries abroad related to a similar, but different levels of development, maturity has been abroad, and domestic insurance intermediary just started, Consciously learn to imitate foreign advanced business model, currently we are not the same level.
Simple, insurance intermediary Competition There are two key factors: First, the good insurance agent, how to attract good insurance agent, or their agents have become outstanding in order to sell more insurance policies; II Management is to reduce the costs from the insurance companies share more profits, it is basically on the scale and technology in order to reach for.
Chinese and foreign insurance intermediary companies sum up the successful experience of the most successful business model is: "+ platform for technical support."
In fact, the domestic small and medium-sized insurance intermediaries from the hundreds each year, that is, in this regard failed to make the operation into a vicious circle: lack of business scale, in order to reduce costs and the abolition of the only departments to streamline the background, the operation led to a lack of support system ; Did not support the operating system business productivity further decline in business volume shrink further; once again rely on the company to cut staff of the department be abolished ways to cut costs ... ... the final collapse of the company.
The success of the insurance intermediary, on the contrary, their model is: a large-scale capital investment, the establishment of a high standard of operating systems, to support the expansion of distribution network, and the distribution network expansion has brought large-scale, the scale of further Support for the platform to enhance and support the industry to recruit top management talent to do further business support system, on the one hand, increase the physical network to increase the volume of business, capacity to raise per capita volume of business ... ... Finally, the formation of a virtuous cycle.
The establishment of a high standard operating platform, the insurance intermediary is our success.
No comments:
Post a Comment