Insurance intermediary business model Competition

Domestic and international insurance industry, competition is very fierce.

Sales of foreign policy process are: Insurance Companies (insurance design) -%26gt; insurance intermediaries (sales office) -%26gt; customer (insured).

Often only domestic: Insurance Companies (insurance design) -%26gt; customer (insured).

But the insurance intermediary is also rising. Enterprise the key to success is to see whether they can find a successful business model.

Domestic insurance intermediary: close combat

The development of the domestic insurance intermediary has just begun, but encountered great difficulties. As of August this year, there were 114 insurance agency to withdraw from the market. This figure is still two years before the expansion trend.

To find a new business model is the most pressing domestic insurance intermediary.

1

Minya: The main high-end customers in the development of life insurance consulting system

Beijing Minya Insurance Broker Co., Ltd. (hereinafter referred to as Minya) was one of the first professional insurance advice would be to introduce the concept of one China. Minya was founded in 2004, the first in China to raise individual life insurance-based brokerage.

Minya locked to target customers with insurance awareness and spending power of urban populations, the development of an independent expert advisory system, a professional insurance brokerage services as the company's competitive edge lies.

Minya Yang Chen, president of the view that life insurance brokers is one of the characteristics, from the insured's position, according to the needs of customers in a number of companies in a wide range of products for customers in line with the requirements of the selection of insurance products. In his view, the crux of Minya is the customer demand as a starting point for continuous innovation.

Minya's life insurance agent, the size of this year reached more than 300 people, these professional consultants in many doctorate or master's degrees, the average age is 30 years old, which is lower than the industry average; men and women in the industry in general for the 3:7 ratio, then Minya Men and women are geometric. Yang Chen believes that this combination of better meeting the needs of high-end customers in the rational demand for the purchase of insurance.

Secondly, the use of IT Minya has advantages. Minya has developed its own set of insurance products, expert consulting system for the actual needs of customers and different situations, real-time online advisory service, providing customers with tailor-made and diagnostic services. Through the use of computer systems analysis compared the company's different product than Characteristics, Minya that allow customers to buy its own in line with the demand for insurance products.

In customer service, customer Minya established club, signing for the formation of customers, "Minya Club (MYClub)", members receive after-sales service, including standard insurance policy to safeguard services and claims advisory services and other services, from time to time and held the Class knowledge Lectures, now has more than 2,000 members.

Minya has been the pattern in Beijing, its initial success and has now set up branches in Shanghai and Nanjing, Xi'an and plans to open up the market. Yang Chen said Minya in the country to copy such a model.

2

Huakang insurance: + platform + partner agency equity incentive

Huakang goal is: to fight caused by the insurance industry, "Wal-Mart" of the insurance services group.

Huakang to focus on life insurance-based business model, focused on the management structure of the platform, focused on partnership to promote the agency.

Huakang more focus on life insurance in the field of deep secret agents. January to June this year, has entered in the 14 provinces, 10 provinces Huakang occupy the insurance intermediary market, individual life insurance premiums in the first.

Huakang insurance agent to build their own e-marketing platform in August this year, is also on line, the use of object-oriented all over the country's more than 10,000 insurance agents Wah, Wah for the national system agents provided information and electronic Office support.

Wah and the core agency partners are: Wah in his capacity as an agent for equality, life-long cooperation with business partners. They allow the executive to the extent permitted by inter-city exhibition industry, to provide them with different types, different types of insurance products, at the same time, agents also clear that the renewal of the interests and the interests of the team belong to the individual agent has to carry on and transfer. This is now general insurance agent-for-performance extraction commission, the company does not provide for their basic salary, benefits and protection provided does not vary. In addition, the agents returned to the Huakang to provide social security and equity incentives.

Huakang introduced for all the back office staff and field agents of the equity incentive program. The use of the equity incentive plan, the company will expand the total share capital after about 15%.

In the development of the strategy will focus on the implementation of the Department of independent business plan, in 100 cities across the country to build 1,000 high rates, high productivity, high-scale "Huakang business" to help create more business really in charge of their own Evergreen team, the Head of Sales, will be Huakang strong brand and operating platform to support and enjoy industry-leading benefits of the Basic Law, and additional subsidies to support the team to operate independently, and other rights and interests.

3

Chinese people together: "A + B + C" model

Founded in 2003, the Chinese people together Co., Ltd., mainly serving the auto insurance of insurance intermediaries, with more than 10,000 people a sales force. Through its integration of online marketing services, offline marketing channels, the creation of a new financial product sales service business model.

China is now the public has gradually co-found a unique "A + B + C" mode.

--- A pattern of landing mode. Public Cooperation in selected communities has the potential to promote the marketing model, set up a number of agents in each area, service area do a good job. These small-scale enough to make the agent a year in the exhibition industry is very easily to form a unit the size of the effect.

Mode B --- Ctrip model. B model for the future development direction is to develop a customer spending habits in the future have insurance or other needs, through joint call to the public will be able to solve. The public can be combined to provide customers with specialized services tailored programs. Co-advertising and the public through a variety of car clubs combined, so that customers become members of the public together. And then through the call center, customer service and management platform for the provision of related services to customers, not just insurance, there are other vehicles around the follow-up services, including other financial services products.

--- C model portfolio marketing. It solved the public should not only competent but also long-term development of short-term profits, that is to be able to provide customers with the service pack for the completion of the sale, with a strong service-led approach to the marketing of insurance and driving.

Foreign insurance intermediary: Group, specialization, strong technical support

China's insurance intermediary and has just started difference is that foreign insurance intermediary with the insurance industry is starting at the same time, development has been a century of history. Therefore, the United States, the European insurance intermediary industry has formed a group, such as the Group of the United States Marsh, Aon Group, Britain's Willis Group in the global ranking in the top. And professional and strong technical support is its strong suit.

1

Marsh of the United States: adhere to the wholly-owned

As the largest international insurance brokerage and risk management company, the United States reached a letter of insurance consultants largest in the world is characterized by adherence to the expansion when the sole strategy. Marsh believes that companies are required to implement the company's top-down concept in the management of the operation is also better. Sole license conducive to enlarge and strengthen the marketing network, and is conducive to the world's resources. If you set up a joint venture company agencies, as well as day-to-day affairs between shareholders would be trouble at times, it amounted to adhere to the letter in the world owned, including China.

At the same time adhering to the sole, Marsh established a comprehensive network of services, whether in the United States or internationally, any branch can share this information platform.

Marsh's customers are mainly large companies, in the field of a wide range. This requires up to the letter with a strong technical support for customers with a full range of risk management (including risk identification, risk assessment, risk aversion, risk transfer and financing of professional services such as insurance) and insurance brokerage services.

Exhibition industry, up-to-business letter will make a detailed risk assessment, to make a full risk assessment program, and then according to different standards of individual risk and the risk of demand, so the design of insurance products, is the last and negotiations on insurance companies. This is a lot of insurance brokers to serve as the Kanjia different role. Marsh's operating income from customer service received by the commission, as well as consultancy fee income. Marsh also should require insurance companies to provide reinsurance services and their counterparts in consultancy fees and commission income.

2

Willis UK: Juni is not any form of market access

Willis is Britain's largest insurance group. In place to expand into, Willis "and take advantage of a" strategy does not rigidly adhere to the form in order to seize market opportunities for the top priority. For example, to enter the China market in 2004, Willis opened with an international insurance brokerage company set a precedent, and the Shanghai Pudong Insurance Brokers joint venture company set up Willis Pudong Insurance Brokers Company. The following year, Willis will be the joint venture shares from 50% to 51% of the holdings, Willis Pudong turned to foreign-owned joint venture insurance brokerage companies. Willis then constantly re-acquisition of the joint venture's shares, Ouellet's final goal is to put the company into a wholly-owned.

International Insurance Services Group, the most important advantage is the platform for sharing information and technical support teams. Willis "banner" strategy, customers choose a branch, which Willis is equivalent to select Willis Group as a whole. Ouellet London headquarters of the use of resources and professional team for the localization of the business to provide services and support.

Important for the market, Willis will focus on the advantages of occupation, such as the Chinese market last year, Willis has developed specifically for Chinese market, 3-year development plan, increase the investment in China.

In addition to mergers and acquisitions to acquire more companies to expand, and a lot of Listed Companies, Willis launched equity incentive plans to reward and motivate employees, employee stock ownership is an important human resource planning.