The first half profit 134 million yuan investment letter Connaught Income scale Balance technique

August 1, China Merchants Trust Life Insurance Co., Ltd. finally waited for the CIRC to the company's Chinese share transfer of administrative permission. Since May 2008 China Merchants Bank (market, inquiry) announced the acquisition of 50% stake in investment, is now 5 years ago. Financial profit Po, the current savings rate increased by 1000% in May 2013, Weihua officially left the president of China Merchants Bank, also resigned the post of the Chairman of investment trust. 　　Zhang Guanghua, vice chairman of China Merchants Bank, took over as chairman of China Merchants Trust, and also as investment fund and chairman of Leasing. 　　Zhang Guanghua to this reporter said: "In the past 10 years, China Merchants Bank has not ceased to the integrated management of the discussion; Although the stakes are not directly in the CMB, the two sides cooperate well. "The change of the stock right was approved, and it is a new starting point for China Merchants Bank to cooperate more closely with two shareholders, but the overall business strategy will not change much in a short time." 　　"Zhang Guanghua revealed. and investment letter Connaught General manager Sun Yong also to reporters bluntly, "the next five years, the key is to maintain a reasonable level of profitability at the same time, accelerate the scale of development." 　　Since the establishment of the balance of income scale in 2003, investment trust has been seeking a small and medium life insurance company differentiated operation Path. As of the end of 2012, the investment letter Connaught realized the premium income 2.421 billion, an increase of 25.6%. 　　And the first half of this year to achieve the investment insurance premiums income of 1.474 billion yuan, an increase of 33%, the increase is much higher than the life insurance market average of 9% growth. 　　The reporter recently learned that the first half of 2013 profits after-tax profit of 134 million yuan, compared with the end of last year increased by 70%. 　　Overall, however, the overall expansion of investment in 10 years is not fast. 　　The Insurance Regulatory Commission released data shows that at the end of 2012, 68 life insurance companies, investment trust Connaught Capital ranked 56, the premium maintained in 30, the profit in the 14th place, and its return on net assets can be ranked in the fourth place. 　　But according to Sun Yong, investment credit may be the only one in the industry so far, to the company's own profit to keep the CIRC's solvency regulatory requirements of the ceiling, within the health capital to maintain the company's sustainable development. In the interview process, Sun Yong to invest in the location of the trust is extremely clear: one is with both shareholders (Connaught Insurance and China Merchants Bank) of the customer resources, the second is to follow or selectively adopt the products and technology of both shareholders, the third is positioned in life insurance, health insurance, high-end health care insurance channels, and strive to capital, 　　The profit level matches the business scale. "There is no benefit to the scale we do not want, but the scale of the gain is not much value." The new stage investment letter Connaught to take a balance in the middle. 　　Zhang Guanghua clearly put forward his own ideas. 　　In many life insurance senior personage looks, the investment letter Connaught Walks is "the low capital consumes, the high income" the path. August 16, China Merchants Bank issued a notice, said that in 2013-2015, to invest in Connaught Life insurance Company not more than 475 million yuan;Another shareholder of the North American Life Insurance company will also increase capital, the next three years the two sides will be the shareholders of the investment letter Connaught completed a total of 950 million yuan of capital increase. "Although the absolute amount of capital increase is not big, but also really let the investment letter Connaught ' hard". 　　"A South China Insurance industry senior Personage jokingly said. 　　Synergy effect to be apparent in Zhang Guanghua's view, retail business is the most resounding brand of China Merchants Bank at present. "Retail customers have a diversified demand for services, China Merchants Bank Puka, gold, sunflower, private banking and other levels of customer demand for insurance are increasing." 　　"Zhangguanghuaru is considered. "For example, for more than 20,000 clients of CMB's private bank, advanced medical services and a healthy lifestyle are becoming more important," he said. And Connaught in the world with the million medical network has a cooperative relationship, can provide physical examination, treatment, health care and other medical services and cost compensation, which is at this stage most of the high net worth customers value. 　　Sun Yong admits. 　　It is understood that China Merchants Bank in seven years ago began to build life insurance, health insurance products and sales agent, its sales agent 31.9 billion yuan last year, ranked fifth in the banking sector, the median income of the agency nearly 1.2 billion yuan. "It is expected to continue to grow substantially this year," he said. CMB's insurance agent sales system does not take the profit as the test-oriented, we will not separate the insurance business indicators. "Merchants Bank retail Business Department general manager Hu Yu to reporters," on the contrary, the Customer Manager will be based on health, education and other series of supporting systems, to customers do a complete asset allocation scheme to avoid wrong sales. 　　"Telephone marketing, has always been the investment trust Connaught rely on the" magic Weapon ", and its first electric sales pilot, is the credit card center with the Bank of China merchants began. Reporter learned that as of the first half of 2013, the electric sales channel for the investment letter Connaught brought the premium income of 950 million yuan, accounting for its first half business income 62%. 　　Investment letter Connaught has been with including China Merchants Bank, the people's livelihood, Guangdong, Citic, Pufa, Societe Generale, the settlement, Everbright, BOC, including 9 banks to reach a cooperative relationship. 　　The distribution channel, in Sun Yong appears to be the "core competitiveness" of investment credit, however, its relatively single centralized marketing channels in the industry is also rare. Although the CMB has become the shareholder of China Merchants Trust, but at present, the investment in the bank insurance business Marketing Total, the share is less than 5%. 　　In China Merchants Bank's 23 life insurance company partners, agent Sales investment letter Connaught Silver Insurance Product sales ranked 8th. 　　In this respect, Zhang Guanghua to explain: on the one hand, China Merchants letter Connaught National Branch only for nine (and Shenzhen headquarters), far less than the network of Merchants Bank coverage of business scope; second, investment letter Connaught over the past 10 years to focus on life insurance, health insurance protection products, in the product surface is not wide. "Frankly speaking, how to better utilize the channel advantage of Chinese shareholder is the problem that the management thinks the most during this period, and it is also one of the problems that needs to be solved next." 　　Sun Yong admits. Electronic Solutions Challenges Investment letter Connaught Former general manager Femore toAt the end of the year has publicly said that the next decade digital technology will be investment in the development of one of the accelerator. 　　Prior to the media reported that the investment letter Connaught this year to try water new electronic solutions, such as smartphones, mobile terminal equipment, such as different channels to achieve product delivery and product deliveries. "Frankly, electronic solutions are a whole new area, including insurance marketing in the fields of online payments, social media, and so on, and we're still groping this year, and we don't have a full-blown plan at the moment," he said. 　　"Sun Yong said. But he also bluntly, "investment in the next two years will be increased in the network sales and data management investment, to create multi-channel, multi-point platform, to provide electric sales, network sales and other digital services to facilitate customers." 　　"At this stage, the main marketing channel is sales, and in Zhang Guanghua's idea, the next step will be" electric sales + network sales channel. "With the introduction of a simple and clear financial products, life insurance products marketing, people need to arouse the needs of customers insurance." "Sun Yong that," the net sales insurance, these years really molded example on two: either travel accident insurance, or simple financial insurance products, both from the customer's initial level of insurance requirements. "" In particular, the second, through the net sale of the universal insurance, yield 5%, it is easy to sell a billions of, but the product itself to the risk of the value of the contribution of the lower. "Sun Yong said," Investment letter Connaught is also in active contact with Taobao, to achieve cooperation in itself is not difficult, it is important to sell what products through cooperation, we hope to return to the insurance industry's core competitiveness. In his view, the biggest problem of electronic channel marketing lies in the insurance product itself. 　　The characteristics of network marketing is simple and easy to read, but it has a certain degree of deviation from the strict and complex features of insurance clauses. "In particular, the more complex terms of the product, if the simple electronic marketing, it is difficult to fully disclose the risk to customers, prone to problems, and even be identified as misleading sales." Sun Yong bluntly about his worries.