In 2004-2005, 1 quarter, Hunan Life Insurance Company realized the premium income of117130,000 yuan, and the new single premium income was 70 1 100 million yuan, accounting for 59.9% of the personal insurance premium income. There are 500 products on sale in Hunan life insurance market, including 72 insurance products sold in Hunan market for the first time since 2004, and the premium income of new insurance products is 880 million yuan, accounting for 65,438+02.55% of the premium income of new life insurance policies. Among the new types of insurance, 46 types of insurance have no premium income.
First, the basic situation of new insurance sales
(A) the premium income is unbalanced. The premium income of seven new types of insurance, such as Ping An Old-age Security (A), Ping An Fu Life whole life insurance (Universal A), Ping An Fu Life whole life insurance (Universal B), Pacific Dividend to Old-age Security, China Life Kangheng Critical Illness Insurance, China Life Hongfeng Insurance (Dividend Type) and China Life Hongyu Old-age Security (Dividend Type), is 8. Other new types of insurance have less premium income, and some new types of insurance have no premium income.
(2) The premium income of new types of insurance between companies is unbalanced. The new premium income is mainly concentrated in China, Ping An Life Insurance Company of China and China Life Insurance. Among them, the new individual insurance premium income of China Life Hunan Branch was 768.4810.6 million yuan, accounting for 87.4% of the total individual insurance premium income in the province; China Ping An Life Insurance Company of China Insurance Company Hunan Branch's individual insurance new premium income is 80.3028 million yuan, accounting for 9.2% of the total individual insurance new premium income in the province.
(3) The marketability of health insurance products is incorrect. At present, health insurance is a business field with strong social demand, but among 23 new health insurance products, 22 products have premium income below 400,000 yuan, 7 new products have no premium income, and 1 1 products have premium income below 50,000 yuan.
Dividend products sell well. The premium income of five new dividend insurance products is 720.338 million yuan, accounting for 8 1.88% of the total premium income of new insurance products. In particular, the total premium income of China Life Hongfeng Old-age Security (dividend type) and China Life Hongyu Old-age Security (dividend type) is 765,438+03.55 million yuan, accounting for 865,438+0% of the total premium income of new types of insurance.
Second, the main problems existing in the new insurance sales
(A) the company's efforts to promote new types of insurance are not enough. The sales performance of new insurance products varies greatly among different insurance companies. In addition to the insurance products themselves, the different support and promotion strategies of various companies are the important reasons for this difference. Although some companies have introduced many new types of insurance, involving health insurance, accident insurance, annuity insurance, term life insurance, dividend insurance and so on. Due to the gap in sales strategy, promotion efforts and publicity methods, sales performance is poor, and some types of insurance are even kept in boudoir.
(B) product development is not targeted. When insurance companies develop products, there is no market segment and product development is not targeted. First, it is not aimed at the crowd. With the advent of an aging society, people pay more and more attention to the elderly. There is a huge demand for insurance here, but none of the 72 new types of insurance newly developed in Hunan Province is designed for the elderly. Second, it is not targeted at regions. First of all, none of the new types of insurance is designed for county insurance. Secondly, the right to develop new products belongs to the head office, and the products are sold all over the country after development, ignoring the differences in customs, insurance awareness, consumption level, risk tolerance and economic development between regions, and the sales of the same product vary greatly throughout the country. Third, the insurance is not targeted. Three of the new types of insurance were developed for children, including two long-term health insurance and 1 traditional life insurance, but no new types of insurance were developed in accident medical care, education, marriage and employment.
(3) The guarantee function of hot-selling products is not obvious, which deviates from the original intention of insurance. Two dividend-paying products, China Life Hongfeng Pension Security (dividend-paying type) and China Life Hongyu Pension Security (dividend-paying type), account for 865,438+0% of the premium income of the new insurance, but the insurance period is short, with the longest period of 65,438+00 years, and both are one-time premium payment types. This kind of product has a great influence on the premium scale of the company, but it is not conducive to the sustainable development of the company and to improving the consumption habits of residents. The most important thing is that its embedded value is low and its guarantee responsibility is not prominent. In fact, it is a substitute for savings, which deviates from the original intention of life insurance and cannot give play to the advantages of life insurance.
(d) Sales channels need to be further rationalized. From the perspective of new insurance premium income channels, individual insurance sales and postal agents are still the main sources of premium income, while group insurance sales are shrinking, and the role of professional intermediaries is far from being brought into play. Among them, the group insurance premium income is only 260,800 yuan, accounting for less than three ten thousandths of the new insurance premium income. There are three main reasons for the shrinking of group insurance business: first, the national policy adjustment prohibits party and government organs from using public funds to insure commercial insurance, and enterprises have to pay personal income tax for insuring group insurance for employees; Second, the introduction of enterprise annuity policy has led many enterprises to wait and see with money; Third, the company's management of group insurance is weak. For example, some companies have less than 20 sales teams in the province, and the company's support for group insurance business is not enough. The premium income of the bank and post agency channel is about 400 million yuan, most of which is concentrated in Hunan Branch of Life Insurance. Because the insurance products are similar, companies can only rely on price competition to attract consumers at low prices, increase the scale of premiums, and provide a basis for paying agency fees. In addition, the insurance products represented by banks are similar or similar to the savings products of banks themselves. Companies can only mobilize the enthusiasm of banks and postal services by raising fees, paying various forms of incentive fees and reimbursing expenses. In the period when banks and postal services are sprinting for their own storage tasks, the scale of insurance premiums represented by banks and postal services will drop rapidly or even have no premium income. In addition, the role of professional intermediary is far from being brought into play. Except for the premium income of some professional intermediaries for the product of China Life Hongfeng Pension Security (dividend-paying), other insurance companies have no premium income from professional intermediaries. Some insurance companies do not list professional intermediaries as sales channels, and some even think that professional intermediaries are competing with the company for business; Some insurance companies arbitrarily default on the fees due to professional intermediary companies, which leads to the deterioration or termination of the agency relationship between the two parties, which not only hinders the development of intermediary companies, but also affects the expansion of their own sales channels.
The structure of health insurance needs further adjustment. Since 2004, 23 new health insurance products have been listed, accounting for 365,438+0.9% of the new products. These health insurance products have the following problems: First, there are many additional risks and few main risks, with additional risks 15 and main risks 8. Because additional insurance cannot be sold separately, the sales of health insurance are limited. Second, there are many short-term risks and few long-term risks in one year, with short-term risk 18 and long-term risk 5. As far as the company is concerned, short-term risks are easy to manage, risks are easy to control and benefits are good; However, for customers, most people with strong insurance awareness, certain economic strength and good health choose to buy long-term health insurance and attach importance to the integrity of insurance plans; Customers who are not aware of insurance always think that short-term insurance is "not cost-effective", either not buying it or buying it after there are signs of illness. Coupled with misleading phenomenon, settlement of claims leads to an increase in disputes, which affects the overall image of the insurance industry. Third, there are many general illness insurance in critical illness insurance, 13 critical illness insurance, 3 hospitalization insurance and 7 general illness insurance. Generally speaking, the probability of a person suffering from a serious illness is not great, especially in middle age, no one will buy all kinds of serious illness insurance to prevent serious illness. It is enough for people with strong insurance awareness to buy an insurance and be prepared. General diseases are the focus of people's attention.
(six) there is a big gap with the new types of insurance sold nationwide. The first is the gap in the number of products. Most of the new products developed by life insurance companies are not sold in Hunan insurance market. Since 2004, the national life insurance industry has developed more than 800 new products, and insurance companies with branches in Hunan have developed 428 new products, but only 65,438+06.8% of the new products are sold in Hunan. The second is the gap in business philosophy. Health insurance, a brand-new business concept, has not yet entered the insurance market in Hunan. For example, in 2004, the product of "third-party managed group health insurance" appeared. Insurance companies only provide medical expenses management services for the insured groups, earn management fees and do not bear insurance risks. It adopts account management and establishes personal account, company account or two accounts at the same time, but these products are not sold in Hunan.
Three. Suggestions on promoting the sales of new insurance products
(1) Take various measures to urge the company to increase the development of new products. First of all, we should create a good environment for new product development. Industry associations take the lead in organizing various forms of new product promotion activities, popularizing insurance knowledge, enhancing people's insurance awareness, launching industry new product development competitions, expanding the influence of insurance enterprises and products, establishing a good overall image of the insurance industry and forming company brand characteristics. Second, it is necessary to strengthen the basic data collection of family planning old-age insurance and old-age insurance for landless farmers, and guide the company to develop new old-age insurance products in time. Third, we should guide qualified insurance companies to develop suitable insurance products according to the consumption characteristics, income status and insurance demand of rural and farmers. Industry associations should take the lead, integrate industry resources, strengthen basic research on agriculture, rural areas and farmers, and provide support for insurance companies to develop new products. At the same time, the qualification management of rural marketers is linked to the development of new products in rural areas. According to the characteristics of new products developed by the company, the qualification management of rural marketers is differentiated. In addition, actuarial qualification examination for rural product development should be specially set up to encourage insurance companies to increase team building for rural new product development.
(2) Establish an incentive and protection mechanism for new product development. First, establish an intellectual property protection mechanism for the development of new insurance products through legislation; The second is to establish an industry protection mechanism to protect newly developed insurance products for a certain period of time.
(3) Improve health insurance management. First, concentrate industry resources and compile the incidence table of health insurance diseases; The second is to encourage data collection and strengthen infrastructure construction such as market segmentation; Third, actively promote the cooperation between hospitals and companies to prevent risks; The fourth is to coordinate local governments and strengthen medical insurance management.
(4) Pay attention to the risks caused by excessive concentration of premiums. If the company's premium income is excessively concentrated on several types of insurance, it will bring greater risks: First, it is easy to cause periodic payment peaks, which will bring pressure to the capital flow and affect the stability of the business. Second, if the behavior of the exhibition industry is not standardized, misleading and fraudulent, or the customer group is improperly selected, it will directly affect the stable operation of the company and even social stability. Third, if the company's premium is concentrated on a few dividend products with short term and premium paid in batches, it will directly affect the company's sustainable development and even shake the foundation of the insurance industry. Therefore, for companies whose premiums are highly concentrated in several types of insurance, we should pay close attention to them and issue supervision proposals to prompt them when necessary. Through the flexible use of risk assessment, embedded value assessment, news comments and other means, guide the company to pay attention to risk control and promote the adjustment of insurance structure.
(5) Strengthen the management of sales channels. First of all, we should strengthen the management of group insurance. On the one hand, we should urge the company to strengthen its own management, develop new group insurance products in time, increase the cost and policy support for group insurance business, strengthen the management of group insurance marketing team, and pay attention to the cultivation of talents; On the other hand, the regulatory authorities should consider the following issues when regulating group insurance business: first, the positioning of group insurance business, what is group insurance business, and what is the symbolic boundary between group insurance business and individual insurance business; Second, what is the focus of the supervision department on the group insurance business; Third, how to solve the contradiction between carrying out insurance business with administrative power and unqualified agents, such as insurance companies selling drivers' personal accident insurance with the help of traffic police departments and building accident insurance with the help of construction authorities. Secondly, support the development of professional intermediaries. First, policy support, reducing the entry threshold of professional intermediaries, so that professional intermediary companies can grow in the competition. To crack down on malicious default of agency fees by insurance companies, it is stipulated that professional intermediary companies must transfer premiums to insurance companies in time, and at the same time, the time limit for insurance companies to pay agency fees is stipulated. The second is to reform the management system of salesmen, so that the functions of insurance companies are gradually transferred to product development, underwriting and compensation, after-sales service and brand building, while the functions of exhibition and exploration are handed over to professional intermediary companies to promote the prosperity of the intermediary market.
(Hunan Insurance Regulatory Bureau)
Author: interview statistics of Miss Huang: 42007065438+1Tuesday, October 30th, 22: 0 1 registration and printing.