Too much concern for auto insurance, from top to bottom on the non auto insurance development extremely seriously in the strategic and tactical but unable to change.

1The strategic agreement, difficult to execute, underwriting agreement discount.

In the strategy, the visiting senior docking, signed a strategic cooperation agreement; but tactically, how to put strategic agreement into actual premium for this step appears to be brief but go up relatively long.

Because a few years ago we lost too much, these years we also seize every minute and second of finding world, this is our all levels have increased the call on the government departments of depth and strong public relations. The government further attention to the livelihood of the people, to intensify the building of the government responsibility, in many fields especially through the introduction of commercial insurance, the insurance function gradually get attention, people's livelihood and people's livelihood of liability insurance and medical insurance has larger space. In many fields, we and the relevant departments have signed various insurance cooperation agreement, such as the travel agency liability insurance, carrier's liability insurance, public liability insurance, fire school liability insurance, and related industries such as banking, postal and other headquarters signed insurance cooperation agreement. But the real One principle runs through it all. execute down is not a lot of. On the surface, we carried out in accordance with the insurance agreement, and other subjects in the The Sucker, through a variety of means to circumvent the agreement content directly to the client terminal, by spending more than we less cost and gradually erode the core position of our.

2Non auto insurance field, reduced to a market follower.

As the industry leader, should be in the market is dominated by. But in non auto insurance field, most of us have become a follower of the market, both in terms of draft or rate formulation, we often have a market follower.

Take the responsibility of credit insurance for example, we have to say that our competitors also walk in the front. Some opponents have secretly force "to mortgage insurance" is the small loan guarantee insurance, in recent years is creating the social influence and the profit value for its earn basin full earthen bowl. But my company has not a relatively standard and meet the market micro credit insurance policies, natural not branch level can solve the problem, but it also can be seen, we upper built high level visits, can create a business development channels for us, but in the face of a breakthrough in the industry, the government administration only the local behavior can not be bigger and stronger, in the light of its general trend to adapt to new market needs to Jedi rebirth. Rival development easy mortgage insurance from a few years ago began to secretly force, grow to today's scale is not a short duration of time. Just as the telephone marketing, the beginning is the product we sniff at, now we are in addition to increase the envy and hate unwarranted jealousy, then followed that follow in sb.'s footsteps followed by replication rivals are doing.

Replication is always passive follow, follow to a certain extent, the self proclaimed leader position we would eventually replace sb. In the insurance field can give more categories, such as vehicle extended guarantee insurance and executive directors and officers liability insurance, we are far behind in the development of the small and medium-sized insurance company. The management and staff of professional quality has a certain gap.

3The lack of effective channels, business development.

Cooperative programme lacked sparkle.Call in talk more high-level government at the same time, we hope that you can come up with is not the same as competitors planning scheme and the form of cooperation, in addition to the conventional insurance, we can do a little bit of high-end business, "three rural" insurance is to develop rural areas surrounding the city, also not be, but we can't take the main the growth of a listing Corporation so big point due to the county economy and the rural market, in emerging markets in Cenozoic group we are absent as observers, have to say is we called the big company's sorrow, at least we do not live in the world "500Strong ". Cooperation in the big customer, we lack comprehensive development condition and ability, often because the scope of cooperation we provide limitations, to work with big clients, we are mostly in the wrong position.

Really "surrounded city" from the countryside? "Three rural "channel is auxiliary, cannot become the core. In the face of large and medium-sized city "boss" status of the changing of the guard, on one hand we blame the auto insurance market competition and the countermeasures we is not enough, but in non auto insurance field, in the big city and we have what channels in the industry and insurance can dare to "boss" itself? Agricultural insurance as well as the county area economic insurance is important, but as a Business insurance company, the city insurance not because of lost some of our field and second. Facing the new channel, Xinliang machine market appears, we can't always put the "three risks" as we and the relevant departments and the administrative departments in charge of major projects insurance cooperative. Of course, some projects are not supporting companies even provincial branch level can solve the problem, but we have to reflect, also have to seek new channels of dialogue.

A few points of apple. We have many non insurance auto insurance, often still depend on the human sea tactics, or rely on the channel also is not always reliable channels, such as banks, postal services, fire protection and relevant government departments, on the one hand they and we signed a cooperation agreement at the same time, he also and the main insurance also runs the same sale. The end result is the main play their respective connections more use public relations means to try to put this seemingly good "apple" more than a in. And really let us into the community, into the channel of small and medium-sized enterprises less and less, or is not big enough. Property liability insurance is not a good product, after the floods, fires each year will cause a certain time period or a small area of the home insurance was selling, but "good to forget the scars of pain", not a few days, home insurance is like a "game no one played" movie. Rush from the cinema line, this is because we lack an effective channel to support the development of non motor vehicle insurance.

4Empty talk, finally can not solve the strategy how to fall to the ground.

Non auto action plan in a scheme of multi, know rivals than himself; but the action really is the specific business to strike first to gain the initiative, to counter the opponent is not much.

As the saying goes, know yourself as well as the enemy fight. We study for competitors should be said to be very successful, but for their own problems also see clearly. But often face the problems of its own, we like the same physical examination once a year, not only the doctor prescribe medicine. At the same time, we also say many opponents, but we always follow the main competitors follow in sb.'s footsteps behind only follow without transcendence, innovation is impossible. Therefore the sales plan, rely on a marketing term empty and simpleGross domestic product, gross value of industrial output and revenue data to calculate the insurance premium, nine in ten are nowhere. These things I have made mistakes, in the beginning I to a far away city as a responsible person, is also looking to this year's government work report, the main work of government and economic development indicators listed, one one were finally formed the investigation report to me, was also praised by the leadership. Although the method is desirable, but ultimately that empty talk and reality gap, can solve is by no means an action plan. We now is the lack of "the last one kilometer", need a bond, the method of guaranteed source planning and the actual development process we idealized in theory together. This is where the lack of action plan.

5Simple, caused the current situation of non auto insurance industry show no.

In the table the conference stressed the importance of non auto insurance, non auto insurance assessment methods; but in the audience really can not engage in the business of employees. If you are like insurance, salesman, everyone, the non auto insurance development dilemma is not so difficult. Of course, there are factors of insurance policy and law, but because of the long period, the excessive reliance on motor vehicle insurance, the cause of this "Duanpingkuai" auto insurance business has become the companies stage sprint the only magic weapon. No one can rely on insurance high fees to achieve a breakthrough in the short term, the only car insurance. Because the insurance market be inexhaustible inexhaustible, rather than restrict insurance customers affected by the insured will not develop as insurance like. At the same time, for the cost of non auto insurance business development to be higher than the auto insurance, a100Yuan home insurance or give30%Fees, salesman, the exhibition industry is far better than the same only hard100Element is the same30%Motorcycle insurance costs. Compared the two, which is more important, the salesman will vote with their feet. Therefore, non auto insurance development depends on the human sea tactics can not achieve the goal, to create a professional team is the fundamental. County Government where there are institutions we PICC, this is our years of proud of the advantage, but also the other competitors short-term cannot copy advantage. But apart from this class of insurance needs some tactics of sea of faces, we lack of "person" and marketable in non auto insurance field channels.

6Once a year, performance appraisal can not "short-term, long-term and profitable" put in place.

Take my place of the Development Zone, in the face of numerous industrial park area and the world500In enterprises, we became the most familiar stranger of the territory, in the face of186Above scale enterprises, we cannot implement docking. And the walking distance of less than five minutes, and yet we cannot and high effective contact and communication. Analysis of the causes, and our annual business development pressure, only plan and plan, when cannot bring the related department premium or project while there is concern, but less attention, visit but unable to bring premium is more a courtesy meeting, so it is hard to establish a deep personal relationship. As the focus, to complete the premiums and profit is the only examination oriented, mainly in charge of leadership and are not possible in this block was unable to bring premium personnel relation on big time. "Long term planning predecessors trees descendants cool" at once a year even assessment to the annihilation of each month, each quarter assessment guide, toward the end of his "official" can guarantee in time concerns, another development goals who still focus planning the year after next.

7Expand channels, are still a meeting in a file of the planned economy level.

In the face of the annual premium pressure and assessment, in non auto insurance development, more local companies gave up on the area of small and medium-sized enterprises development, on one hand we to large enterprise insurance control efforts is not very strong, affected by the capital budget and insurance consciousness for the small and medium-sized enterprise customer awareness of the insured on the one hand, more important or our own development ability and expand the energy not into it. Say to the development of non auto insurance, property insurance, the first thing we think of where to find a highway engineering insurance, a premium at hundreds of millions of yuan; accident insurance, the first thought is the construction personnel accident insurance and learn flat risks, the enterprises groups customer accident insurance development always stopped; liability insurance the first thought is the carrier's liability insurance, and employers liability insurance and public liability insurance some basic company did not even have to break the zero. As can be seen, when we are willing to develop non auto insurance because of policy support, so most of us have a dependence, always want to rely on the government's hand, a file, a meeting, and then took the "imperial sword" to the relevant enterprises to collect insurance. This exhibition industry means on the one hand our government public relations ability, on the other hand also formed part of the practitioners of inert, weakening their own skills. The product of the planned economy era, has been unable to achieve the objectives. Although the "go to the market to find the mayor" in a very long period of time can not eliminate the influence, but can only say that the file had the general assembly, long march has not yet to take the first step, not have seen the dawn of victory.

On one hand we sigh in the face of development be at a loss what to do non auto insurance, hand exclamation of non auto insurance development already brook no delay; hand sigh to increase evaluation and cost incentive policy of non auto insurance, a hand in the sigh of non auto insurance completely rely on the cost incentives counterproductive; hand sigh auto electric pin, car dealers and other channels get basic business member must seek insurance outside insurance to sustainable development, on the other hand, in fact despite the insurance competition but the clerk is still difficult to jump out of the circle can only do the auto insurance business.

Sigh is completed, we will decide on what path to follow on.

(to be continued)