After thinking for a long time, the deliberations and consultations, China Insurance Regulatory Commission intermediary Department basis "insurance law" introduced "insurance sales staff regulations (Draft)", before the insurance market is not in conformity with the law of individual agents, the "Regulations" will use "the concept of insurance sales staff" covers all the staff for the insurance companies engaged in sales of insurance products, the relationship between attribute desalination insurance sales personnel and the insurance company, the insurance sales behavior supervision, strengthen the management responsibility of insurance company.

□ China CIRC intermediary department vice directorXue Jiang

"Eleven five" period, a part of the insurance industry as an insurance market, seize the development opportunity, continue to enhance its own strength and competitiveness, market structure gradually optimized, openness is also rising, system and supervision mechanism gradually perfect, the intermediary industry service level and ability in constant enhanced.

　　Digital certificates "eleven five" period

The achievements

The insurance intermediary market scale of business by the end of 2005 from 359700000000 yuan to 1200300000000 yuan by the end of 2010, the premium income accounted for 87.84% of the total income of insurance premium. In 2010 the national intermediary were realize business income 97100000000 yuan, is 3.3 times by the end of 2005.

At the same time, market development, capital strength and profitability in the greatly enhanced. By the end of 2010, a total of 2550 professional insurance intermediary institutions, agencies and industry nearly 19, sales of nearly 3300000 people, more than the end of 2005 increased by 42%, 57%, 125%. A large number of professional insurance conduit company set up in succession, capital and profitability increased year by year, the total capital of professional intermediary industry reached 9000000000 yuan, 3800000000 yuan more than the end of 2005. "Eleven five" period, professional intermediaries profit for 5 years, and the growth rate in 2010, more than 800000000 yuan.

In 2010, the insurance intermediary market openness to further improve, as brokerage market, foreign institutions are very active, business income and market share has increased year by year. Total operating income of 7 foreign agencies accounted for about 15% of the industry as a whole, the national agency rankings, maintain a leading position in the industry foreign brokers, in the aspects of management and technology experience, provides learning opportunities for industry.

　　The status of the insurance intermediary market

The insurance intermediary in China started late, small scale, scattered distribution, in the management idea, the system and mechanism, personnel quality and so on, all have more space, compared with the developed countries in terms of the insurance intermediary, and the overall development of China's insurance industry, the insurance intermediary is still in the early stages of development. In this initial stage, existing problems mainly include:

Is a professional agency overall strength is weak, the market structure is not reasonable.

Specialized agencies in China's capital, business income, technique level, service ability is still in the initial stage, the market competitiveness is still relatively weak. Over the past 5 years, premium income brought by the professional intermediary institutions accounted for only 6% of the total income of insurance premium, rising to 8% in 2010, grew more slowly; a single business structure, a considerable number of intermediary institutions, business is concentrated in the low level of auto insurance business, the insurance clause of single phase, cost rate rising, leading to intermediaries reduced profit margins, individual institutions in order to ensure the business scale, even "lose money earn call", loss of business; the lack of innovation, the homogenization of management is more common, some of the larger volume of business, such as personal life insurance, construction insurance and risk consulting and other aspects, but also to meet the needs of the consumers; operating specification not enough, business transparency is not high, the system is not perfect, the lack of effective internal controlling mechanism; agency, the more common violations, many Proxy Companies have no main business, became the insurance company fictitious intermediary business taking fees tools, disrupting the normal market order.

Two is the marketing task management system reform is still grim.

The insurance marketing system since 1992, the AIA is introduced into China, after nearly 20 years of development, in the innovation of insurance sales model, improve the insurance service efficiency, enhance the company's market development ability, has played a positive role as well as for the community to create employment opportunities, has become insurance, especially life insurance company important sales the channel and the main source of profit. At the same time, there are extensive management, a large, quality is not high, the relationship is not smooth and other problems, which can not meet the actual needs of the new stage, under the new situation of the people on the insurance consumption, but also tarnished the image of industry, reduce the insurance acceptance and effective demand. In 2010, the China Insurance Regulatory Commission coordination of Ministry of human resources and social security, the State Administration for Industry and commerce, issued "on the reform of management system of insurance marketing advice", proposed the reform direction, objectives and general idea, guide the market steadily promoting the reform. It can be said that regulators on marketing management system of the first official statement, the future in the aspects of marketing management system and a lot of work to do.

The three is the automobile service enterprises and bank insurance agency business is not standard phenomenon is more serious.

From 2010 the domestic insurance market, insurance in the insurance business, post bank channels in the life insurance business has a relatively large proportion. These two channels to expand coverage, improve consumer buying convenience at the same time, there are also part-time agency qualification management is not perfect, the business and financial management is not standardized, non payment of fees the phenomenon is relatively common problems; especially in some institutions to assist insurance companies take account, cash fee, the agency some with the advantage of industry monopoly, the channel advantage, took the opportunity to raise fees, misleading sales behavior despite repeated prohibitions, greatly damaged the reputation of the industry.

The four is the intermediary business of insurance companies generally illegal behavior.

From the China Insurance Regulatory Commission inspection of the intermediary business of insurance companies in 2010 full swing, insurance company and its staff through the intermediary illegal operations, for small group and individual interests, the main reason is the intermediary market confusion. Insurance companies use the intermediary business and the intermediary channel resort to deceit, inflated costs, illegal capital and other outstanding problems taking, not only increase the cost of doing business, the insurance industry eroded profit, resulting in false loss, the insurance product prices, the interests of the insured are damaged, but also caused a lot of corruption, social influence very bad. The National Audit Office report last year, violations of individual insurance intermediary institutions were as outstanding issues raised.

　　Encourage market innovation

To promote the marketing reform

The China Insurance Regulatory Commission Party Committee attaches great importance to the intermediary supervision, reform and development related intermediary field is listed will "focus on planning for the 12th Five Year Plan" period. Recently, we are constantly in-depth market, thorough basic level, through research, conferences, seminars and other forms, to fully understand the market problems, a research focus of concern to the market. Chen Wenhui, assistant to the chairman of CIRC intermediary Department Director Meng Long, have put forward new ideas is of positive significance to the development of many industries.

Since the last reform of marketing management system was officially launched, the market main body actively explore, bold attempt to reform innovation, continuous action, again and again, many have made great progress, the whole industry has played an exemplary and leading role.

Since the formation of the insurance marketing system, the status of member of the insurance marketing problem has plagued the industry, the relationship between insurance agents and insurance company never straighten, signed between the sales and the company is the agent contract, it is employee management actual practice management.

We tried to solve the problem of status of marketing staff from many of the. In our work we found, simply apply the existing laws and regulations, can not solve this problem. Therefore, we insist to liberate thought, change idea, in charge of industry development on national fear, the spirit of the law, actively seeking to break the law.

After thinking for a long time, the deliberations and consultations, China Insurance Regulatory Commission intermediary Department basis "insurance law" introduced "insurance sales staff regulations (Draft)", before the insurance market is not in conformity with the law of individual agents, the "Regulations" will use "the concept of insurance sales staff" covers all the staff for the insurance companies engaged in sales of insurance products, the relationship between attribute desalination insurance sales personnel and the insurance company, the insurance sales behavior supervision, strengthen the management responsibility of insurance company. Here said the insurance sales staff, refers to the insurance company insurance products sales personnel, including insurance sales staff, for the insurance companies to sell insurance products and insurance companies insurance agency of insurance sales staff.

Add the problem of the insurance industry has been more difficult, increase the difficulty is good for the industry, long-term development, not bad. You know, not but the insurance industry recruiting difficulty, now the general is the labor shortage. Now pay attention to social harmony, fairness and justice, specific to the labor shortage problem, this is a manifestation of social progress.

The insurance industry, we can recall, the last century 90's, in the society appears, in the film and television play the insurance salesman what image, is a senior white-collar workers, is the entry threshold of high enviable occupation, not just to "pull the head", who did not want to do. I don't mind, we present this marketing system had come to a dead end.

We often say, extensive management, in fact, you know, we in the marketing management is not extensive, is very fine, can say almost tight. Don't say "all kinds of" basic law ", not to mention the morning Xi, pyramid light called double payment and add interest, is generally understood for a while. Also into marketing, marketing ability, everything has a causal relationship, add now is difficult because of its fruit, is a large, quality is not high, the relationship is not smooth, and these problems are flawed. The industry of insurance consumer harm, harm, harm the sustainable development of the insurance industry economic and social basis, let person sigh.

　With the rational treatment of network sales

In April 15th, the China Insurance Regulatory Commission issued the "provisions on Internet insurance business regulation (Draft)", open to the community for comments. Regulations from the six aspects of the general, qualifications, business rules, supervision and inspection of liability laws, etc., to promote the healthy and orderly development of the Internet to regulate the insurance business. The introduction of such a regulation, mainly the following aspects based on:

From a domestic perspective, in 2009 32 insurance companies to carry out network marketing, to achieve premium income of 7770000000 yuan, the total premium income of 0.7%, business has great potential. But because of China's current credit environment in poor, the Internet itself is intangible and other reasons, Internet insurance business risks are also gradually accumulate.

From an international perspective, with the popularity of the development of information technology and network improve, insurance operators through the website sales of insurance products, insurance services, insurance consumers buy insurance products and services through the web site, shows the low cost, wide coverage, transaction convenience. Especially in terms of cost, compared with the traditional sales channels, network sales what almost no cost, the Internet has become a new channel for insurance services. In 2005, the premium income USA network sales accounted for 8% of total premium income. The International Association of insurance supervisors early in 2003 issued a "network insurance core principles", the specific requirements of Internet insurance business supervision and risk management, and clarifies the basic principles of Internet insurance business supervision.

The network marketing and the network shopping also more and more attention by the relevant departments of the state. The Ministry of Commerce recently issued the "third party e-commerce trading platform service specification", encourage electronic commerce industry to set up a "cooling off period" system, allows consumers in the calm period no reason to cancel the order and apply for a refund. The development of network insurance must pay attention to the development of dynamic network sale market, sticking to the characteristics of insurance, to develop in line with its own development needs of the regulations.

Network security is a new thing, the new thing, we should by the rational perspective, with the greatest tolerance and understanding. We encourage you to seize the opportunity, development of network insurance, but we want to emphasize standard management, emphasize the importance of protecting the rights and interests of consumers, emphasizes to maintain the image of the industry, effectively preventing the emphasis on risk.

　　Expand opening to the outside world

Encourage the listed financing

From the development of the insurance intermediary recent situation, we feel more and more business when the importance of "capital". Capital investment is much, is the capital investment is much, the most direct, is to attract capital. As we all know, now the insurance company license hot, but the professional insurance intermediary value has not been widely recognized by society, the existing typical successful is not many, the driving force of social capital is also a lack of. So, should start from "expanding the opening to the outside world, to encourage mergers and reorganizations, encourage the listed financing, improve the access threshold" from four aspects, promote the professional insurance intermediary institutions and make.

We encourage outstanding performance, standardized management, operation strategy clear professional intermediaries, listing and financing in the premise of the market environment permits, break through the capital "bottleneck", strengthen public supervision, improve their overall competitiveness. As we know, the listing of a company capital, strengthening the development of infrastructure, strengthen the supervision of the public is very important.

　　Professional car insurance sales

Automobile insurance, need professional sales. At present, the car sales market, auto repair market showing a group of obvious trend, industry itself has intensive management needs. Nationwide there car sales 300-400 house, the industry ranked the top 20 Group sales accounted for 20% of the total market. In order to make the insurance business can become a profit center group, car sales enterprises through the establishment of financial department in the group, to strengthen the insurance business management, take the path of professional development.

From a regulatory perspective, auto insurance agency specialized in favor of regulatory authorities unified regulation, changed the past scattered, disorderly, miscellaneous, the regulatory authorities have a "handle", can grasp the general, the true role. At the same time, is also conducive to guard against the risk, protecting consumer rights.

In the automobile service group insurance agency business professional pilot, we intend to: one is to continue to strengthen market research. Two is to explore the insurance sales professional reform pilot in the regional market.

Has the particularity of bank insurance

Compared to car dealers insurance agency business professional, specialized bank insurance has its own particularity, the problem may be more sensitive to more complex.

In our country, after ten years of development, insurance premium income of life insurance premium accounted for nearly 50% of the total, the new single business accounted for about 65%, not only for the insurance industry play a decisive role, also on the banking industry to increase the income of intermediate businesses, rich product system, to expand and consolidate customer resources is of great significance. At the same time, the bank insurance also satisfy the comprehensive financial needs of customers in a certain extent.

The outstanding problems existing in current bank insurance is more serious: misleading sales, sales service quality is relatively low, still remain in the simple one-off, short-term payment products, unreasonable business structure, the greater the potential risk. At the same time, coordination of banking supervision and insurance supervision is lack of effectiveness, has not formed a set of effective effective regulation and mode of thinking.

The causes of the above problems are mainly: one is the insurance company in the bancassurance service competition pressure, caused by improper means to promote. Two commercial banks management chain length, many departments, difficult to control, particularly in the first-line sales unit, because of the insurance sales incentives are not in place, coupled with the implicit transaction between a sales person insurance company and the bank customer manager rarely are confirmed, leading to illegal payments and accepting improper interests phenomenon is difficult to stop or even spread. Three is the bank sales of insurance personnel to accept insurance sales related training can not be guaranteed, and the main business is very busy, it is difficult to have sufficient time to customers of detailed explanation, tend to use the customers' trust in banks to sell insurance products.

To deal with these problems, we think, in the commercial banks to carry out professional brokerage insurance pilot, and provides a new idea for many problems plagued the healthy development of silver radical. The point of our insurance department to assess the planning, "should consider requiring banks to set up brokerage subsidiary of professional, to sales of insurance products, or require the insurance company to its own employees to operate in the bank outlets (sales of insurance products), the sales process and bank deposit and loan business segregation".

The two proposal, practice has proved that the second ways is the insurance companies in the banking account is difficult to solve, misleading sales illegal payments and other issues, and related documents have explicitly prohibited the insurance company personnel stationed in sales. We think, the first way that banks set up a professional agency is an optional Road, which both for banks, or insurance company, there are many benefits.

For the banks, bank insurance professional can make the insurance agency business really become an important transparency, the scale of the source of profits.

Is a professional agency to head office management, clear responsibilities and rights. The head office to exercise the shareholder power through certain governance mechanism, clear professional agency business development and risk control target, then by a professional agency unified with the various insurance companies negotiate, signed a cooperation agreement, the rights more clear, improve operation efficiency.

The two is a professional agency makes decentralized incentive centralization, implicit incentive dominance, is helpful to control the illegal transactions, security bank profit.

The three is a professional agency to sales professional improvement, risk reduction. Unified technical requirements, increase the intensity of training, pay, security channels provide strong support for the sale of insurance products; mining the customer by the generation mechanism of professional and meticulous operation helps to improve profitability, reduce the risk of bank and insurance.

Four is the long term, the bank professional agency pilot financial group development comprehensive sales channels provide a path.

For insurance companies, one is beneficial to the insurance company to optimize the product structure, increasing the channel value, stable source of business; at the same time, reduce the negotiation cost and insurance bancassurance distribution costs, reduce illegal spending, security industry profits, to promote bancassurance stable cooperation. Two is conducive to standardize sales, reduce or eliminate the misleading sales, in the premise of ensuring customer privacy, rational and orderly development of client resources, improve service satisfaction of bancassurance products, maintaining the reputation of the industry. Three is conducive to the grass-roots organizations in effective control of insurance companies by the intermediary business resort to deceit behavior, prevent the occurrence of illegal behavior, reduce the management risk.

For both the regulators, to reverse the passive situation of Bancassurance as "concurrently industry proxy" lack of supervision means supervision, fundamentally, responsibilities more clearly, to take effective measures to solve this problem the industry development. For the consumers, to accept the professional, detailed financial security services and the subsequent risk of consulting and service claims. The insurance regulatory authorities, the direct supervision of professional agency, to reduce illegal operation, to avoid cross may appear in the daily supervision, can improve the efficiency of supervision, promote the healthy development of Bancassurance cooperation.

Of course, the bancassurance professional pilot may encounter problems will be a lot of. For example, specialization will be implicit incentive explicit, easy to cause the explicit than implicit incentive, and reduce the Bank branch right of discourse in cooperation in the negotiations, which led to individual branches is not positive, not active. Moreover, specialization means that insider trading outside, between different legal entities trading will increase the tax expenditure.

Then, the bank set up professional insurance intermediary institutions need to coordinate the relevant departments of the state. "Commercial bank law" stipulates: commercial banks are not allowed to invest in non bank financial institutions and enterprises, except as otherwise provided by the state. In fact, the bank has invested insurance companies, investment in the establishment of the principle of insurance company should have no obstacle, but needs to be approved by the CBRC. At the same time, may also have some insurance companies for their own interests, that the individual intermediary stronger, will cause the competitive pressure on existing insurance agency. This narrow sense has existed for a long time, can understand, but not the direction, is not sustainable. We must believe that the strength of the market.

　　Constantly improve the intermediary market risk prevention

Many people will ask, the insurance intermediary, Is it right? Insurance institutions? Belongs to the insurance market? So, how to prevent the risk of intermediary market?

In encouraging the market bold innovation, to speed up the development, regulatory responsibilities tells us: to keep an eye on the market, pay attention to risk, and constantly improve the intermediary market risk prevention, in a timely manner to resolve the various risks that may arise.

Think carefully, this problem is not only a sense of belonging problem, is also a principle of nature based problems.

What is the insurance institutions, like the existing textbooks haven't defined on the insurance mechanism. The insurance mechanism is the production, sales of insurance products, or around the insurance transaction, consultation, investigation, evaluation, claims and other services, insurance intermediary of course should be included.

What is the insurance market, intermediary is a molecule is not the market? The national insurance industry at the end of last year held a briefing has explicitly pointed out that, after years of development, the insurance industry "market system more perfect, formed the original insurance, reinsurance, insurance agency, insurance asset management and coordinated development of the modern system of insurance market". This science is briefly summarized the extension, the insurance market can be said, the insurance intermediary is not only an integral part of the insurance market, but also will become a very important part for the sustainable and healthy development of the insurance market.

The insurance industry is a legend story of the industry, the history and the times to create a great space for the development of insurance intermediary. The insurance intermediary market development is not easy, many intermediaries are large in business pressure and stress management, can stick to now is really not easy. We still have to do the insurance intermediary as a career, not to care about short-term advantages and disadvantages in the economic and social services, and the insurance consumers at the same time, the value of their own, to realize their dreams, by every little bit of work, reasonable and legitimate, and by their own technology and strength to win the market, to win the respect, win development.

         

          Automobile insurance, need professional sales. Reporter Liu Shuyong / photograph