Traditional insurance focuses on the internet, intermediary Zimou O2O mode

Double 11, Taobao trading volume amounted to 57.1 billion yuan a day, ping An insurance, public security insurance relying on online channels to receive more than 100 million yuan in the premium shengjing let the insurance industry stunned. "This is the number of business that many insurers dream of. "An insurance big guy is feeling.

On November 20, the China Insurance Society 2014 Annual Academic Conference of the Insurance Intermediary Seminar forum, Jiang Tai Insurance brokers, pan-China insurance, Big Boy insurance and other insurance intermediaries will focus on the Internet insurance. The rapid development of mobile Internet, insurance marketing service chain from offline to online rapid transfer of the current, insurance intermediaries how to break through. It is considered a crucial step to do a good job of "O2O" and to get through the line and chain.

Wang Jindo, director of the Insurance Intermediary Supervision Department of CIRC, said at the meeting that at present, the total registered capital of the National Insurance professional intermediary body reaches more than 240 billion. Insurance intermediaries realize the proportion of premium income in the total premium income of more than 80%, as the insurance industry's most important sales channels. Insurance intermediaries have become an indispensable part of the insurance market.

But at the same time insurance intermediary market development also faces new challenge. He believes that in the past, insurance intermediaries through door-to-door marketing, community stores and other means of exhibition, now the popularity of intelligent terminals and social platforms, to achieve the Internet mobility, real-time, convenience, shorten the supply and demand of goods between the two sides, changed the production, supply, sell the three-party relationship, The traditional mode of insurance intermediary needs to explore the way out in the collision with the new technology and mode.

Intermediary to seek "O2O mode"

"It's not that there's a mobile internet or a network of things, there's no insurance intermediary." It is impossible. Shen Kaitao, chairman of the Jiang Tai Insurance Brokerage Co., Ltd. was confident in his speech.

The big challenge, he argues, is a big opportunity, "the Blueprint for future insurance brokers is very good." Before the insurance intermediary is a point, now every insurance brokerage company is a platform, can be made Alibaba such a platform. ”

Shen Kaitao also believes that insurance intermediaries must be professional, so that they have value. Only professional to reduce the operating costs of this industry, insurance transaction costs, improve the efficiency of the industry, will be recognized by everyone.

He said, Jiang Tai Insurance from the inception of the Institute of Risk Management, and now does include the preparation of reinsurance brokerage companies and third-party actuarial firms, but also wired online insurance services.

Shiming, chairman and president of the Insurance Sales Service Co., Ltd., said that, just as the doctor is definitely not a drug porter, insurance intermediaries can be effective combination of different insurance companies and two times processing, reflecting their own value.

He said that next year, the big boys will use Internet technology and offline sales to combine. There are many Internet companies that are already in the insurance industry to look for opportunities, but their biggest problem is not to finish the last kilometer of service. How to use the Internet in the intermediary area to improve efficiency, connected line, will become the future 3-5 years of professional intermediary development of the watershed and opportunity.

Cninsure, chairman of Pan-China Insurance Group, said 5 forces would affect the entire insurance industry. The first is the government's policy, the second is the consumer, the third is the professional, the other is the competitor;

The regulatory environment is moving towards a fully open, free competition in the direction of evolution, rate marketization and marketing staff reform, will further promote the Chinese insurance market from monopolistic competition to free market competition changes. Second, the consumer's online consumption habits have been formed, and infiltrated into China's various industries, the financial insurance industry is no exception, in the past five years, the network consumption to maintain more than 100% annual growth.

Internet giant test Water Internet insurance, insurance companies to set up marketing channels, and a large number of emerging third-party network insurance supermarket exacerbated the competition situation. In addition, small and medium insurance companies and newly approved insurance companies are actively using the market-oriented reform and the use of new technologies brought about by the opportunity to find a corner overtaking. Large insurance companies are also active in the distribution of network, distribution and service network.

"Many new market participants, without exception, adopt new technologies and models to quickly eliminate human-driven traditional sales and service companies with extremely high efficiency and low cost." Cninsure said that Pan-China since 2008, especially since 2010, has found that the original driving model, that is, by Dot development, relying on the low quality of human development drivers are no longer exist. Since 2010, Pan-China has spent four years trying to revolutionize the entire driver and business model.

A sample of Pan-China transformation

Under the new normal, what is the future industry ecology of insurance intermediaries?

Cninsure says the result of the analysis is that there are three insurance intermediaries in the future to survive. The first is a company that can bring a very low policy acquisition cost. If the cost of selling is very low, low to the insurance company cannot direct, then can exist. What kind of company can achieve very low policy costs? "We found only two, the first is the parity site." The second type is a resource-oriented professional intermediary. "he said

The second survival subject is custom service, which is to provide high intelligence, high value-added personalized services, such as large-scale business risks, institutions need to have risk identification and transfer technology. Such companies cannot be eliminated. The second category is high net worth customer's financial management, estate management and other high-end, advisory services, these customers need to customize different products to meet their needs. The third is the outsourcing service company that can provide the ultimate customer experience.

Hu said that after market research, Pan-China began to implement a big change since 2010, and the core of the shift is to move towards the three directions to build a new business model. This business model is driven by the original agent, to the dot-drive, to customer and technology-driven.

He believes that Pan-China has now become a O2O company, an O is online, an O is offline. In order to combine offline network with online, Pan-China has put in nearly 2 billion layout line, and made six online platforms, including four main platforms.

The first platform is for marketers of the palm of the Treasure app. The platform has all contracts with the insurance company, all products, the marketer through the free download this app, can at any time, any place, with the customer transaction insurance. So far, pan-China 30% of the business is completed online, next year's target is 60%, three years will reach 80%.

Hu revealed that the app greatly reduced the sales staff's operating costs, improve operational efficiency. The scale of the group's premiums in 2010 was 6 billion, 2011, 2012 and 2013 three years, but it grew by more than 1 billion per cent, starting from the fourth quarter of 2013. Premiums grew 25% in the third quarter of this year, all from app.

The second platform is the August 28 launch of the car Child network, which is a connecting line and offline service platform. For example, an insurance company can look for a nearby service person's dispatch at any time. At present, 8,000 "car children" have been recruited and more than 30,000 children are planned to be recruited in the first half of next year.

The third platform is the price-comparison platform Security network. The fourth platform is the July on-line e Mutual aid platform, which is a mutual aid organization, if a member suffering from cancer, each other member to pay no more than 3 yuan to help the member to receive 500,000 Yuan mutual aid. Hu revealed that the E Mutual aid platform was launched in July, now has 250,000 members, plans to reach 1.5 million members next year. He expects these platforms to form a marketing service network under the line radiation line to get through the insurance sales industry value chain.

However, in addition to the palm of the Treasure app has begun to show the effectiveness of the car and e-help online is less than a year, especially the e-mutual aid model in how to prevent moral hazard, as the size of the expansion of how to cover the cost of still face a big problem. It remains to be seen whether the above platforms will continue and run smoothly and play their role.