资源描述
单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,陕西分公司,2013,年,9,月营销经营分析报告,企 划 部,2013,年,10,月,陕西分公司2013年9月营销经营分析报告企 划,1,目 录,2013,年,9,月经营综述,市场同业数据对比,营销经营数据分析,三级机构,KPI,分析,三级机构,KPI,排名,目 录2013年9月经营综述市场同业数据对比营销经营数据分,2,陕分,9,月个险经营综述,考核项目,月度计划,实际达成,达成率,同比增长,环比增长,保费收入,300,176.24,58.74%,-27.82%,-23.47%,有效人力,411,203,49.39%,-54.68%,-28.77%,三 连 钻,120,85,70.83%,65.26%,-10.52%,钻星人力,288,140,48.61%,-55.48%,0.71%,新人三转,40%,66.67%,166.67%,228.42%,营销,13J,84%,75.30%,89.64%,-8.11%,-3.89%,陕分,9,月保费达成,176.24,万元，达成率,58.74%,，同比增长,-27.82%,，环比增长,-23.47%,；有效人力达成,203,人，达成率,49.39%,，同比增长,-54.68%,，环比增长,-28.77%,；三连钻达成,85,人，达成率,70.83%,，同比增长,65.26%,，环比增长,-10.52%,；钻星人力达成,140,人，达成率,48.61%,，同比增长,-55.48%,，环比增长,0.71%,，新人三转达成,66.67%,，营销,13J,达成,75.30%,。,陕分9月个险经营综述考核项目月度计划实际达成达成率同比增长环,3,目 录,2013,年,9,月经营综述,市场同业数据对比,营销经营数据分析,三级机构,KPI,分析,三级机构,KPI,排名,目 录2013年9月经营综述市场同业数据对比营销经营数据分,4,陕西寿险市场同业数据分析,华夏人寿,9,月保费达成,1620,万，年度达成率,167%,，太平人寿,9,月保费达成,2542,万，年度达成率,139%,恒赢一号成为太平,9,月主力产品，,9,月,9,日一天，全国销售额达,42.7,亿元；,同业公司,9,月达成,累计达成,年度任务,年度达成率,9,月在册人力,华夏人寿,1620.13,10049.58,6000,万,167%,1950,太平人寿,2542,6809,4900,万,139%,950,百年人寿,222,1384,1800,万,77%,649,合众人寿,246,2173,3050,万,71%,786,阳光人寿,198,2156,3200,万,67%,1959,大东方人寿,2,3.2,3,27.4,700,万,4,6.77%,9,2,英大人寿,4,3,3,26.31,1000,万,3,2.63%,2,99,人,民生人寿,176.24,1636.48,2500,万,65%,563,陕西寿险市场同业数据分析华夏人寿9月保费达成1620万，年度,5,陕西,8,月寿险市场概况,陕西,8,月寿险市场,19.58,亿元，环比增长,8.30%,，保费收入前三家分别是国寿,7.27,亿，人保寿险,2.28,亿元，新华人寿,2.26,亿元；环比增长,-29.55%,。,陕西8月寿险市场概况陕西8月寿险市场19.58亿元，环比增长,6,陕西,8,月寿险市场概况,保费占比,陕西,8,月寿险市场保费占比前三家分别是：国寿,37.12%,、人保寿险,11.63%,、新华人寿,11.56%,；民生,8,月保费占比,0.23%,。,陕西8月寿险市场概况保费占比陕西8月寿险市场保费占比前三家,7,全省各区域、地市总保费占比,西安市,宝鸡市,咸阳市,渭南市,汉中市,安康市,商洛市,榆林市,延安市,铜川市,本期,90212,26868,23429,19660,11250,6808,5747,4525,4247,3089,累计,881610,209468,237306,208723,139474,77762,61886,78274,56226,31490,保费占比,46.07%,13.72%,11.96%,10.04%,5.74%,3.48%,2.93%,2.31%,2.17%,1.58%,全省各区域、地市总保费占比西安市宝鸡市咸阳市渭南市汉中市安,8,1-8,月总保费市场份额,陕西省保险行业协会人身险会员公司,2013,年,8,月业务指标统计表,公司名称,本期保费,环比（,%,）,累计保费,同比（,%,）,累计保费占比,人身险会员公司,国 寿,72693,24.65%,715618,4.35%,36.10%,平安寿,14224,4.72%,155565,13.55%,7.85%,太 保,20507,8.70%,197873,-4.35%,9.98%,新 华,22632,-9.51%,239451,-1.17%,12.08%,泰 康,14293,15.68%,124956,4.33%,6.30%,华 夏,2293,-22.59%,26580,-9.38%,1.34%,农 银,2182,-20.74%,25054,71.11%,1.26%,太平寿,3599,-2.78%,33726,87.71%,1.70%,合 众,1623,1.99%,13616,8.95%,0.69%,平安养老,1224,14.32%,17752,27.93%,0.90%,人保寿,22767,31.94%,113393,37.51%,5.72%,阳光寿,1415,-22.06%,13764,-17.61%,0.69%,幸福寿,6252,53.86%,42871,-18.42%,2.16%,人保健康,344,7.14%,22153,35.54%,1.12%,民 生,449,-29.55%,6709,16.07%,0.34%,英 大,690,-28.60%,6086,52.89%,0.31%,中 意,812,86.74%,7184,6.08%,0.36%,中 邮,3135,-71.02%,177466,208.36%,8.95%,中 新,58,-49.99%,983,200.50%,0.05%,生 命,3367,20.10%,25928,-2.81%,1.31%,瑞 泰,131,101.19%,881,0.00%,0.04%,百 年,703,-23.10%,8854,0.00%,0.45%,新光海航,127,-15.08%,3562,0.00%,0.18%,光大永明,313,26.11%,2193,0.00%,0.11%,合计,195834,8.30%,1982220,12.83%,100%,8,月，老五家公司保费市场份额达,72.31%,，新业务市场发展仍高度集中。,民生人寿本期保费同比增长,16.07%,，环比增长,-29.55%,，截止,9,月民生人寿保费占比为,0.34%,。,1-8月总保费市场份额陕西省保险行业协会人身险会员公司201,9,目 录,2013,年,8,月经营综述,市场同业数据对比,营销经营数据分析,三级机构,KPI,分析,三级机构,KPI,排名,目 录2013年8月经营综述市场同业数据对比营销经营数据分,10,九月机构保费达成,陕分,9,月保费达成,176.24,万，月度计划达成率,58.75%,，同比增长,-23.47%,，环比增长,116.53%,。年累计,达成,1636.48,万，年度计划达成率,65.44%;,铜川中支年度计划达成率,105.50%,，提前三个月达成年度计划，可喜可贺，希望铜川中支百尺竿头更进一步，渭南中支年度达成率,95.40%,，胜利触手可及，咸阳中支年度达成率,79.54%,，进入冲刺阶段，其他机构要加倍努力，迎头赶上，为陕分,2013,年度目标的达成奋勇拼搏。,机构,月计划,实际达成,月达成率,月达成,排名,年达成 累计,年达成率,年达成 排名,同比增长,铜川,2,6,21.52,82.76%,1,232.07,105.50%,1,31.47%,咸阳,4,0,29.81,74.52%,2,262.47,79.54%,3,5.66%,汉中,3,2,23.52,73.50%,3,148.23,54.88%,5,5.45%,渭南,3,6,24.73,68.69%,4,286.18,95.40%,2,-17.84%,陕本,1,20,58.72,48.93%,5,565.81,56.58%,4,-46.70%,宝鸡,2,3,9.47,41.17%,6,74.08,38.98%,6,-4.71%,延安,2,3,8.47,36.82%,7,67.63,35.59%,7,-35.79%,陕分,3,00,176.24,58.75%,1636.48,65.44%,-17.60%,九月机构保费达成陕分9月保费达成176.24万，月度计划达成,11,九月机构保费贡献度分析,9,月各机构保费贡献度：陕西本部,33.32%,、咸阳,16.92%,、渭南,14.03%,、汉中,13.35%,、铜川,12.21%,、宝鸡,5.37%,、延安,4.81%,。,九月机构保费贡献度分析9月各机构保费贡献度：陕西本部33.3,12,九月机构富贵金鼎占比分析,陕分,9,月各机构金鼎销售占比：,汉中以,82.37%,高居榜首,、铜川,49.09%,、延安,48.99%,、渭南,34.98%,、,陕西本部,28.42%,、,宝鸡,23.72%,、,咸阳,19.45%,。,机构,月保费目标,实际达成,金鼎保费,金鼎件数,金鼎占比,占比排名,汉中,3,2,23.52,18.56,24,82.37%,1,铜川,2,6,21.52,11.04,20,49.09%,2,延安,2,3,8.47,4.54,8,48.99%,3,渭南,3,6,24.73,8.83,23,34.98%,4,陕本,1,20,58.72,17.42,25,28.42%,5,宝鸡,2,3,9.47,2.27,5,23.72%,6,咸阳,4,0,29.81,5.16,8,19.45%,7,合计,300,189.74,67.82,113,63.24%,九月机构富贵金鼎占比分析陕分9月各机构金鼎销售占比：汉中以8,13,九月机构有效人力达成,陕分,9,月份有效人力达成,203,人,/,次，月度计划达成率,49.39%,，年计划达成率,56.57%,；铜川、渭南、咸阳分列达成前三。,机构,有效目标 （人,/,次）,实际达成（人,/,次）,月达成率,月达成排名,年达成率,年达成排名,铜川,29,26,89.65%,1,107.85%,1,渭南,73,46,63.01%,2,72.22%,2,咸阳,59,34,57.62%,3,69.69%,3,汉中,42,23,54.76%,4,49.57%,4,宝鸡,35,14,40.00%,5,35.27%,6,陕本,138,54,39.13%,6,47.69%,5,延安,35,6,17.14%,7,23.95%,7,合计,411,203,49.39%,56.57%,九月机构有效人力达成陕分9月份有效人力达成203人/次，月度,14,九月有效人力占比分析,陕分,9,月有效人力为,203,人，占总人力的,36.05%,同比增长,-28.77%,，环比增长,35.55%,。,九月有效人力占比分析陕分9月有效人力为203人，占总人力的3,15,九月机构组均人力有效占比分析,陕分,9,月组均人力为,4.69,人，组均有效人力为,1.75,人，有效占比为,37.31%,。,九月机构组均人力有效占比分析陕分9月组均人力为4.69人，组,16,九月机构部均人力有效占比分析,陕分,9,月部均人力,21.65,人，部均有效人力为,8.08,人，有效占比,37.32%,九月机构部均人力有效占比分析陕分9月部均人力21.65人，部,17,九月机构三连钻人力达成,机构,三连钻目标（人,/,次）,实际达成（人,/,次）,月达成率,月达成,排名,年达成率,年达成,排名,同比增长,铜川,11,12,109.09%,1,121.97%,3,246.87%,渭南,14,15,107.14%,2,136.13%,1,440.00%,咸阳,15,15,100.00%,3,125.60%,2,101.28%,陕本,49,43,87.75%,4,76.11%,4,11.27%,汉中,13,6,46.15%,5,63.30%,5,72.50%,延安,9,3,33.33%,6,36.36%,7,-45.09%,宝鸡,9,2,22.22%,7,42.85%,6,83.33%,陕分合计,120,85,70.83%,86.60%,65.26%,陕分,9,月三连钻人力达成,85,人。月计划达成率,70.83%,，年计划达成,86.60%,，同比增长,65.26%,环比增长,-10.52%,。其中铜川、渭南、咸阳均,100%,达成月度计划和年度计划。,九月机构三连钻人力达成机构三连钻目标（人/次）实际达成（人/,18,九月机构钻星人力达成,机构,钻星目标,实际达成,月达成率,月达成率,排名,年达成率,年达成率,排名,同比增长,咸阳,3,6,28,77.78%,1,72.00%,2,3.70%,渭南,3,4,24,70.58%,2,81.82%,1,50.00%,铜川,2,6,16,61.54%,3,71.10%,3,100%,汉中,3,2,14,43.75%,4,42.75%,4,0.00%,宝鸡,2,2,9,40.91%,5,34.05%,6,12.5%,陕本,1,16,45,38.79%,6,42.59%,5,-21.05%,延安,2,2,4,18.18%,7,20.54%,7,-55.55%,陕分,2,88,140,48.61%,51.13%,0.71%,陕分,9,月钻星人力达成,140,人，同比增长,0.71%,，环比增长,32.08%,，年计划达成率,51.13%,。,九月机构钻星人力达成机构钻星目标实际达成月达成率月达成率年达,19,九月陕分钻星人力占比走势,陕分,9,月钻星人力,140,人，计划达成率,48.61%,，同比增长,0.71%,，环比增长,32.08%,， 年度计划达成率,66.46%,。,九月陕分钻星人力占比走势陕分9月钻星人力140人，计划达成率,20,九月陕分钻星保费占比走势,陕分,9,月钻星保费达成,149.23,万元，同比增长,-6.19%,，环比增长,118.97%,，钻星保费占总保费的,78.64%,。,九月陕分钻星保费占比走势陕分9月钻星保费达成149.23万元,21,陕分机构九月钻星人力走势,陕分,9,月达成钻星,140,人，计划达成率,48.61%,。全省各机构均未达成计划目标，陕本和延安计划目标达成率低于,40%,，请机构重点关注。,陕分机构九月钻星人力走势陕分9月达成钻星140人，计划达成率,22,陕分九月钻星人均产能走势,陕分,9,月钻星人均产能,1.06,万，同比增长,-7.01%,，环比增长,65.62%,；钻星人均产能同比增长整体呈现下降趋势。,陕分九月钻星人均产能走势陕分9月钻星人均产能1.06万，同比,23,钻星人力,/,有效占比走势,陕分,9,月钻星人力为,140,人，占有效人力的,68.97%,。钻星占比同比增长,41.38%,，环比增长,-2.40%,。,钻星人力/有效占比走势陕分9月钻星人力为140人，占有效人力,24,九月机构三转达成,机构名称,7,月上岗人数,9,月转正人数,达成率,达成率排名,汉中,1,1,100.00%,1,陕西本部,2,1,50.00%,2,咸阳,0,0,0,0,延安,0,0,0,0,渭南,0,0,0,0,铜川,0,0,0,0,宝鸡,0,0,0,0,分公司合计,3,2,66.67%,9,月机构三转达成率为,66.67%,，其中汉中达成率为,100%,，陕西本部为,50%,，其余机构因,7,月无新人上岗，本月无新人转正。,九月机构三转达成机构名称7月上岗人数9月转正人数达成率达成率,25,机构九月活动率走势,陕分,9,月活动率为,38.69%,，同比增长,-10.16%,，环比增长,36.47%,。其中只有咸阳中支和陕西本部正增长，其余机构均为负值，其中延安降幅较大，请机构关注。,机构九月活动率走势陕分9月活动率为38.69%，同比增长-1,26,陕分九月主管活动率走势,陕分,9,月主管活动率,68.81%,，同比增长,-10.06%,，环比增长,2.14%,。铜川达成率,91.66%,，陕本,达成率,88.46%,，汉中达成率,87.50%,，分列全省前三名；同比增长中汉中、铜川、宝鸡、陕本呈现正增长态势。,陕分九月主管活动率走势陕分9月主管活动率68.81%，同比增,27,陕分九月人均件数走势,9,月陕分人均件数,0.82,件，同比增长,29.59%,，环比增长,78.26%,。陕本同比增长达到,73.17%,，领跑全省。,陕分九月人均件数走势9月陕分人均件数0.82件，同比增长29,28,陕分九月件均保费走势,9,月份陕分件均保费为,3925.03,元，同比增长,-26.88%,，环比增长,28.13%,。,陕分九月件均保费走势9月份陕分件均保费为3925.03元，同,29,陕分八月,M01,收入走势,陕分,8,月,M01,收入为,1720.40,元，同比增长,-42.61%,，环比增长,-7.87%,。,陕分八月M01收入走势陕分8月M01收入为1720.40元，,30,陕分八月,M01,综合收入走势,陕分,8,月,M01,综合收入：,汉中中支,初佣及附加利益分别以,1533.98,元和,1100,元领跑全省。,陕分八月M01综合收入走势陕分8月M01综合收入：汉中中支初,31,陕分八月,M02,佣金收入走势,陕分,8,月,M02,收入为,3289.45,元，同比增长,-3.96%,，环比增长,3.83%,。,陕分八月M02佣金收入走势陕分8月M02收入为3289.45,32,陕分八月,M02,综合收入走势,陕分,8,月,M02,综合收入：本部以初佣,1982.75,元名列第一，宝鸡以,886.81,元列附加利益榜首；,陕分八月M02综合收入走势陕分8月M02综合收入：本部以初佣,33,陕分八月,M03,佣金收入走势,陕分,8,月,M03,收入,5596.69,元，同比增长,23.66%,，环比增长,23.66%,。,陕分八月M03佣金收入走势陕分8月M03收入5596.69元,34,陕分八月,M03,综合收入走势,陕分,8,月,M03,以上职级综合收入：本部以初佣,2081.41,元、销售附加利益,2261.42,元、组织发展利益,1426.20,元排名陕分榜首。,陕分八月M03综合收入走势陕分8月M03以上职级综合收入：本,35,陕分,9,月期初人力为,563,人，同比增长,-11.33%,环比增长,-2.93%,，同比人力增幅较大机构为：铜川,67.27%,、渭南,55.40%,、延安,55.17%,；同比降幅较大机构为：本部,-46.03%,、咸阳,-42.69%,；希望机构认真思考如何通过在组织发展上的契机和行之有效的措施，将机构做大做强。,陕分九月人力走势,陕分9月期初人力为563人，同比增长-11.33%,环比增长,36,陕分,9,月出勤率为,41.58%,日均在册人力为,567.40,人，日均出勤人数为,235.95,人。,陕分机构九月出勤率走势,陕分9月出勤率为41.58%,日均在册人力为567.40人，,37,目 录,2013,年,9,月经营综述,市场同业数据对比,营销经营数据分析,三级机构,KPI,分析,三级机构,KPI,排名,目 录2013年9月经营综述市场同业数据对比营销经营数据分,38,本部,保费达成走势,本部,9,月保费达成,58.72,万，达成率,48.93%,；同比增长,-46.70%,，环比增长,113.29%,。,本部保费达成走势本部9月保费达成58.72万，达成率48.,39,本部,有效人力达成走势,本部,9,月有效人力达成,54,人，达成率,39.13%,；同比增长,-42.55%,，环比增长,31.70%,。,本部有效人力达成走势本部9月有效人力达成54人，达成率39,40,本部活动率,/,主管活动率走势,本部,9,月活动率,54.03%,，同比增长,5.30%,，环比增长,31.39%,。,本部,9,月主管活动率为,87.10%,，同比增长,-7.45%,，环比增长,8.55%,。,活动率,年度,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,2012,年,68.42%,62.32%,56.58%,44.17%,40.00%,51.34%,39.19%,32.70%,51.31%,2013,年,59.21%,36.57%,49.28%,38.60%,48.28%,56.06%,37.15%,41.12%,54.03%,同比增长,-13.46%,-41.32%,-12.90%,-12.61%,20.70%,9.19%,-5.21%,25.74%,5.30%,主管活 动率,年度,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,2012,年,81.82%,96.43%,87.88%,79.41%,78.13%,90.91%,87.88%,70.59%,94.12%,2013,年,91.18%,55.88%,68.57%,60.61%,70.97%,96.97%,61.76%,80.24%,87.10%,同比增长,11.44%,-42.05%,-21.97%,-23.68%,-9.16%,6.67%,-29.72%,13.67%,-7.45%,本部活动率/主管活动率走势本部9月活动率54.03%，同比增,41,本部件均保费,/,人均件数走势,本部,9,月件均保费为,4103.22,元，同比增长,-44.13%,，环比增长,35.36%,。,本部,9,月人均件数为,1.36,件，同比增长,72.15%,，环比增长,60.00%,。,陕西本部,件均保费,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,2012,年,7784.37,3468.15,4352.04,5533.66,5308.3,8082.87,2947.37,4467.14,7344.83,2013,年,5454.01,4995.99,5683.82,4909.54,6904.9,5961.28,3266.28,3031.23,4103.22,同比增长,-29.93%,44.05%,30.60%,-11.07%,30.07%,-26.24%,10.82%,-32.14%,-44.13%,人均件数,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,2012,年,1.41,1.17,1.01,0.68,0.63,0.78,0.48,0.44,0.79,2013,年,0.95,0.49,0.83,0.56,0.96,1.57,0.7,0.85,1.36,同比增长,-32.62%,-58.11%,-17.82%,-17.64%,52.38%,101.28%,45.83%,93.18%,72.15%,本部件均保费/人均件数走势本部9月件均保费为4103.22元,42,延安中支,保费达成走势,延安,9,月保费达成,8.47,万元，达成率,36.82%,；同比增长,-35.79%,，环比增长,187.11%,。,延安中支保费达成走势延安9月保费达成8.47万元，达成率3,43,延安中支,有效达成走势,延安,9,月有效人力达成,6,人，达成率,17.14%,；同比增长,-60.00%,，环比增长,20.00%,。,延安中支有效达成走势延安9月有效人力达成6人，达成率17.,44,延安活动率,/,主管活动率走势,延安,9,月活动率,14.46%,，同比增长,-71.08%,，环比增长,-0.20%,。,延安,9,月主管活动率为,33.33%,，同比增长,-66.67%,，环比增长,-66.67%,。,活动率,年度,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,2012,年,55.38%,30.00%,46.15%,40.00%,33.33%,55.56%,25.00%,32.14%,50.00%,2013,年,44.44%,46.15%,53.85%,32.00%,60.00%,83.72%,28.57%,14.49%,14.46%,同比增长,-19.75%,53.83%,16.68%,-20.00%,80.02%,50.68%,14.28%,-54.91%,-71.08%,主管活 动率,年度,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,2012,年,85.71%,71.43%,100.00%,83.33%,83.33%,100.00%,85.71%,100.00%,100.00%,2013,年,80.00%,60.00%,80.00%,60.00%,75.00%,100.00%,75.00%,100.00%,33.33%,同比增长,-6.67%,-16.00%,-20.00%,-28.00%,-10.00%,0.00%,-12.50%,0%,-66.67%,延安活动率/主管活动率走势延安9月活动率14.46%，同比增,45,延安件均保费,/,人均件数走势,延安,9,月件均保费,3555.30,元，同比增长,-35.31%,，环比增长,8.43%,。,延安,9,月人均件数,0.57,件，同比增长,-28.75%,，环比增长,119.23%,。,延安,件均保费,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,2012,年,8078.64,4142,3396.3,5955.33,5970.22,4156.9,3449.7,4659.88,5496.36,2013,年,5989.26,2357.1,3791.5,4797.54,6679.05,7825.1,3686.3,3278.92,3555.30,同比增长,-25.86%,43.09%,11.63%,-19.44%,15.35%,88.24%,6.85%,-29.63%,-35.31%,人均件数,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,2012,年,0.8,0.37,0.58,0.53,0.54,0.7,0.36,0.43,0.80,2013,年,0.86,0.62,0.77,0.64,1.47,1.07,0.49,0.26,0.57,同比增长,7.50%,67.56%,32.75%,20.75%,172.22%,58.25%,36.11%,-39.53%,-28.75%,延安件均保费/人均件数走势延安9月件均保费3555.30元，,46,铜川中支,保费达成走势,铜川,9,月份保费达成,21.52,万元，达成率,82.76%,；同比增长,31.48%,，环比增长,95.28%,。,铜川中支保费达成走势铜川9月份保费达成21.52万元，达成,47,铜川中支,有效达成走势,铜川,9,月有效人力达成,26,人，达成率,89.65%,；同比增长,44.44%,，环比增长,18.18%,。,铜川中支有效达成走势铜川9月有效人力达成26人，达成率89,48,铜川活动率,/,主管活动率走势,铜川,9,月活动率,29.35%,，同比增长,-14.25%,，环比增长,13.72%,。,铜川,9,月主管活动率为,100%,，同比增长,20.00%,，环比增长,0.00%,。,活动率,年度,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,2012,年,56.00%,40.32%,30.77%,30.77%,28.10%,26.45%,23.73%,21.62%,34.23%,2013,年,69.23%,44.44%,55.70%,38.71%,54.55%,70.06%,47.37%,25.81%,29.35%,同比增长,23.63%,10.22%,81.02%,25.80%,94.13%,164.88%,99.62%,19.38%,-14.25%,主管活 动率,年度,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,2012,年,88.89%,77.78%,77.78%,55.56%,55.56%,92.31%,66.67%,66.67%,83.33%,2013,年,100.00%,100.00%,100.00%,100.00%,100.00%,91.67%,100.00%,100.00%,100.00%,同比增长,12.50%,28.57%,28.57%,80.00%,80.00%,-9.72%,50.00%,49.99%,20.00%,铜川活动率/主管活动率走势铜川9月活动率29.35%，同比增,49,铜川件均保费,/,人均件数走势,铜川,9,月件均保费为,3775.71,元，同比增长,-28.48%,，环比增长,30.15%,。,铜川,9,月人均件数为,0.62,件，同比增长,10.71%,，环比增长,51.22%,。,铜川,件均保费,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,2012,年,7786.87,4177,3361.37,5038.2,4891.8,7400.68,5506.87,6261.43,5279.95,2013,年,6783.84,7020.1,5186.63,4999.5,6683.4,5435.08,3603.86,2901.09,3775.71,同比增长,-12.88%,68.06%,54.30%,-0.76%,15.35%,36.62%,-34.55%,-53.66%,-28.48%,人均件数,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,2012,年,1.12,0.47,0.38,0.42,0.45,0.5,0.36,0.43,0.56,2013,年,0.98,0.56,1.19,0.47,0.82,1.19,0.71,0.41,0.62,同比增长,-12.50%,19.14%,213.15%,11.90%,82.22%,138.00%,97.22%,-4.65%,10.71%,铜川件均保费/人均件数走势铜川9月件均保费为3775.71元,50,宝鸡中支,保费达成走势,宝鸡,9,月份保费达成,9.47,万元，达成率,41.17%,；同比增长,-4.70%,，环比增长,63.55%,。,宝鸡中支保费达成走势宝鸡9月份保费达成9.47万元，达成率,51,宝鸡中支,有效达成走势,宝鸡,9,月有效人力达成,14,人，达成率,40%,；同比增长,-17.64%,，环比增长,7.69%,。,宝鸡中支有效达成走势宝鸡9月有效人力达成14人，达成率40,52,宝鸡活动率,/,主管活动率走势,宝鸡,9,月活动率,31.58%,，同比增长,-27.55%,，环比增长,30.82%,。,宝鸡,9,月主管活动率,77.78%,，同比增长,11.24%,，环比增长,288.9%,。,活动率,年度,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,2012,年,57.81%,31.93%,33.90%,17.54%,10.91%,48.00%,29.89%,25.00%,43.59%,2013,年,56.14%,35.71%,60.71%,14.55%,35.56%,44.44%,7.94%,24.14%,31.58%,同比增长,-2.89%,11.84%,79.09%,-17.05%,225.94%,-7.42%,-73.44%,-3.44%,-27.55%,主管活 动率,年度,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,2012,年,69.23%,30.00%,40.00%,20.00%,25.00%,55.32%,33.33%,40.00%,70.00%,2013,年,37.50%,33.33%,85.71%,28.57%,14.29%,66.67%,18.18%,20.00%,77.78%,同比增长,-45.83%,11.11%,114.29%,42.86%,-42.84%,20.51%,-45.45%,-50%,11.24%,宝鸡活动率/主管活动率走势宝鸡9月活动率31.58%，同比增,53,宝鸡件均保费,/,人均件数走势,宝鸡,9,月件均保费为,4006.33,元，同比增长,8.84%,，环比增长,31.52%,。,宝鸡,9,月人均件数为,0.50,件，同比增长,-27.53%,，环比增长,51.52%,。,宝鸡,件均保费,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,2012,年,5762.39,3477.1,4206.83,6456.77,7053.69,3834.4,2992,4769.29,3680.88,2013,年,5172.67,4357.4,4007.4,4824.28,6315.84,5902.6,3132.97,3046.23,4006.33,同比增长,-10.23%,25.31%,-4.74%,-25.28%,-10.46%,53.93%,-4.71%,-36.13%,8.84%,人均件数,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,2012,年,0.78,0.39,0.37,0.18,0.11,0.68,0.3,0.3,0.69,2013,年,1.07,0.5,0.96,0.18,0.49,0.64,0.11,0.33,0.50,同比增长,37.17%,28.20%,159.45%,0.00%,345.45%,-5.88%,-63.33%,10.00%,-27.53%,宝鸡件均保费/人均件数走势宝鸡9月件均保费为4006.33元,54,咸阳中支,保费达成走势,咸阳,9,月保费达成,29.81,万元，达成率,74.52%,；同比增长,5.68%,，环比增长,122.13%,。,咸阳中支保费达成走势咸阳9月保费达成29.81万元，达成率,55,咸阳中支,有效达成走势,咸阳,9,月有效人力达成,34,人，达成率,57.62%,；同比增长,-24.44%,，环比增长,25.92%,。,咸阳中支有效达成走势咸阳9月有效人力达成34人，达成率57,56,咸阳活动率,/,主管活动率走势,咸阳,9,月活动率,35.35%,，同比增长,20.19%,，环比增长,20.69%,。,咸阳,9,月主管活动率,57.14%,，同比增长,-22.24%,，环比增长,26.98%,。,活动率,年度,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,2012,年,50.55%,27.75%,39.26%,32.26%,40.26%,45.86%,20.69%,30.25%,29.41%,2013,年,50.58%,22.86%,35.06%,20.81%,32.89%,44.16%,26.05%,29.29%,35.35%,同比增长,0.06%,-17.62%,-10.70%,-35.49%,-18.31%,-3.71%,25.91%,-3.17%,20.19%,主管活 动率,年度,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,2012,年,66.67%,64.71%,82.35%,66.67%,92.86%,55.00%,60.00%,55.26%,73.68%,2013,年,56.41%,51.61%,61.29%,32.26%,73.91%,73.91%,32.00%,45.00%,57.14%,同比增长,-15.38%,-20.23%,-25.58%,-51.61%,-20.40%,34.39%,-46.67%,-18.56%,-22.44%,咸阳活动率/主管活动率走势咸阳9月活动率35.35%，同比增,57,咸阳件均保费,/,人均件数走势,咸阳,9,月件均保费为,3269.77,元，同比增长,-23.50%,，环比增长,11.74%,。,咸阳,9,月人均件数为,0.92,件，同比增长,113.95%,，环比增长,100%,。,咸阳,件均保费,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,2012,年,6402.6,4151.8,4272.54,3259.16,4266.51,4598.3,1460.27,4882.72,4274.34,2013,年,4336.02,3549.44,3771.95,3943.94,5683.61,7899,3260.05,2926.13,3269.77,同比增长,-32.27%,-14.50%,-11.71%,-21.01%,33.21%,71.78%,-123.24%,-40.07%,-23.50%,人均件数,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,2012,年,0.74,0.37,0.6,0.45,0.62,0.62,0.26,0.46,0.43,2013,年,0.59,0.37,0.53,0.32,0.45,0.74,0.4,0.46,0.92,同比增长,20.27%,0.00%,-11.66%,-28.88%,-27.41%,19.35%,53.84%,0.00%,113.95%,咸阳件均保费/人均件数走势咸阳9月件均保费为3269.77元,58,渭南中支,保费达成走势,渭南,9,月保费达成,24.73,万元，达成率,68.69%,；同比增长,-17.85%,，环比增长,85.66%,。,渭南中支保费达成走势渭南9月保费达成24.73万元，达成率,59,渭南中支,有效达成走势,渭南,9,月有效人力达成,46,人，达成率,63.01%,；同比增长,-24.59%,，环比增长,58.62%,。,渭南中支有效达成走势渭南9月有效人力达成46人，达成率63,60,渭南活动率,/,主管活动率走势,渭南,9,月活动率,46.89%,，同比增长,-0.06%,，环比增长,84.53%,。,渭南,9,月主管活动率,62.96%,，同比增长,-5.56%,，环比增长,-10.53%,。,活动率,年度,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,2012,年,47.83%,23.33%,36.97%,26.09%,31.07%,56.84%,30.00%,21.77%,46.92%,2013,年,61.80%,23.62%,38.17%,27.68%,42.51%,76.19%,34.56%,25.41%,46.89%,同比增长,29.21%,1.24%,3.25%,6.09%,36.82%,34.04%,15.20%,16.72%,-0.06%,主管活 动率,年度,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,2012,年,57.89%,53.85%,69.23%,53.85%,88.89%,100.00%,43.75%,56.25%,66.67%,2013,年,68.29%,56.25%,62.50%,54.84%,53.85%,76.92%,61.29%,70.37%,62.96%,同比增长,17.96%,4.46%,-9.72%,1.84%,-39.42%,-23.08%,40.09%,25.10%,-5.56%,渭南活动率/主管活动率走势渭南9月活动率46.89%，同比增,61,渭南件均保费,/,人均件数走势,渭南,9,月件均保费为,3341.43,元，同比增长,-3.42%,，环比增长,7.85%,。,渭南,9,月份人均件数为,0.71,件，同比增长,5.97%,，环比增长,102.86%,。,渭南,件均保费,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,2012,年,4387.5,3030.6,2634.3,2667.5,4533.62,3122.7,2401.39,3535.71,3460.01,2013,年,4041.5,3702.3,3509.9,3535.5,5028.97,4413.2,3117.47,3098.12,3341.43,同比增长,-7.88%,22.16%,33.23%,32.53%,10.92%,41.32%,-22.96%,-12.37%,-3.42%,人均件数,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,2012,年,0.72,0.33,0.49,0.38,0.37,0.82,0.52,0.3,0.67,2013,年,0.69,0.35,0.56,0.38,0.9,1.29,0.48,0.35,0.71,同比增长,-4.16%,0.00%,6.06%,0.00%,143.24%,57.31%,-7.69%,16.66%,5.97%,渭南件均保费/人均件数走势渭南9月件均保费为3341.43元,62,汉中中支,保费达成走势,汉中,9,月保费达成,23.52,万元，达成率,73.50%,；同比增长,5.46%,，环比增长,220.00%,。,汉中中支保费达成走势汉中9月保费达成23.52万元，达成率,63,汉中中支,有效达成走势,汉中,9,月有效人力达成,23,人，达成率,54.76%,；同比增长,-34.28%,，环比增长,76.92%,。,汉中中支有效达成走势汉中9月有效人力达成23人，达成率54,64,汉中活动率,/,主管活动率走势,汉中,9,月活动率,39.66,%,同比增长,-14.78%,，环比增长,53.36%,。,汉中,9,月主管活动率,90.00%,，同比增长,53.00%,，环比增长,62.02%,。,活动率,年度,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,2012,年,35.80%,30.00%,44.12%,24.43%,35.09%,48.98%,42.02%,16.11%,46.54%,2013,年,45.22%,16.98%,50.47%,34.00%,40.00%,47.46%,19.67%,25.86%,39.66%,同比增长,26.31%,-43.40%,14.39%,39.17%,13.99%,-3.10%,-53.19%,60.52%,-14.78%,主管活 动率,年度,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,2012,年,73.91%,66.67%,76.47%,41.18%,60.00%,48.48%,72.73%,47.37%,58.82%,2013,年,50.00%,33.33%,53.33%,33.33%,45.45%,72.73%,36.36%,55.55%,90.00%,同比增长,-32.35%,-50.00%,-30.26%,-19.05%,-24.25%,50.00%,-50.00%,17.26%,53.00%,汉中活动率/主管活动率走势汉中9月活动率39.66%,同比增,65,汉中件均保费,/,人均件数走势,汉中,9,月件均保费为,6483.72,元，同比增长,27.91%,，环比增长,27.91%,。,汉中,9,月人均件数为,0.63,件，同比增长,14.54%,，环比增长,85.29%,。,汉中,件均保费,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,2012,年,9731.7,4724.91,4060.8,5773.83,5476.5,8379.45,1517.91,5790.5,5068.95,2013,年,5918.53,5046.63,3980.4,4560.7,6564.8,6501.13,2263.47,3676.23,6483.72,同比增长,-39.18%,6.80%,-1.97%,-21.01%,19.87%,-22.41%,49.11%,-36.51%,27.91%,人均件数,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,2012,年,0.54,0.47,0.62,0.31,0.4,0.63,0.52,0.17,0.55,2013,年,0.65,0.21,0.71,0.42,0.76,0.93,0.24,0.34,0.63,同比增长,20.37%,-55.31%,14.51%,35.48%,90.00%,47.61%,-53.84%,100.00%,14.54%,汉中件均保费/人均件数走势汉中9月件均保费为6483.72元,66,目 录,2013,年,9,月经营综述,市场同业数据对比,营销经营数据分析,三级机构,KPI,分析,三级机构,KPI,排名,目 录2013年9月经营综述市场同业数据对比营销经营数据分,67,9,月机构营销,13J,达成,机构,9,月达成,9,月排名,累计达成,累计排名,铜川,93.80%,1,83.47%,3,宝鸡,87.83%,2,81.96%,5,咸阳,85.07%,3,79.18%,6,渭南,81.38%,4,87.84%,1,陕西本部,79.81%,5,87.06%,2,汉中,45.03%,6,82.01%,4,延安,40.31%,7,66.59%,7,分公司合计,75.30%,83.72%,9,月份陕分营销,13J,达成率为,75.30%,；铜川、宝鸡、咸阳位列前三甲，汉中、延安达成较低，影响了本月陕分,13J,整体达成。,9月机构营销13J达成机构9月达成9月排名累计达成累计排名铜,68,1,9,月机构营销,13J,累计达成,机构,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,累计达成,累计,排名,渭南,90.69%,83.45%,85.07%,93.36%,80.96 %,90.32 %,87.15%,89.38%,81.38%,87.84%,1,陕本,83.35%,74.82%,88.44%,84.47%,88.86 %,85.98 %,85.98%,88.90%,79.81%,87.06%,2,铜川,76.82%,84.63%,82.29%,91.04%,84.67 %,96.80 %,83.18%,77.30%,93.80%,83.47%,3,汉中,77.02%,53.52%,91.29%,78.60%,74.82 %,100.00%,84.41%,90.04%,45.03%,82.01%,4,宝鸡,80.27%,75.37%,88.17%,69.76%,79.46 %,36.81 %,80.91%,69.16%,87.83%,81.96%,5,咸阳,77.58%,65.65%,92.13%,84.46%,83.08 %,71.05 %,83.38%,53.48%,85.07%,79.18%,6,延安,64.60%,15.33%,79.95%,58.71%,80.09%,64.65 %,69.75%,56.99%,40
展开阅读全文