银保期缴业务推动思路和方法(定稿)

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,2016-3-14,#,Click to edit Master title style,#,银保期缴业务推动思路和方法,2016,年,3,月,2016,年转型发展（期缴业务）,专题培训班,培训材料一,银保期缴业务现状,01,02,03,银保期缴业务推动思路和方法,期缴业务的重要作用,期缴业务推动方法,2,一、银保期缴总体情况,历年银保期缴情况,截至,2,月底，,2016,年全司银保渠道共实现期缴新保,11863,万元，同比增长,66%,；旺季营销计划达成率,40%,，年度计划达成率,9%,；银保市场排名第,19,位。,排名,公司,2016,年,1-2,月,期缴占比,排名,公司,2016,年,1-2,月,期缴占比,整体,市场,176.30,2.7%,10,阳光人寿,5.94,3.8%,1,中国人寿,50.42,8.1%,11,工银安盛,5.12,2.7%,2,富德生命,18.01,2.3%,12,人保寿险,4.63,1.0%,3,安邦人寿,16.14,2.1%,13,农银人寿,4.13,2.4%,4,新华人寿,12.91,8.8%,14,百年人寿,3.37,5.2%,5,中邮人寿,10.95,6.5%,15,幸福人寿,3.24,1.8%,6,太平人寿,8.96,5.0%,16,交银康联,2.65,3.7%,7,泰康人寿,7.34,3.8%,17,华夏人寿,1.89,0.2%,8,平安人寿,7.05,9.4%,18,信诚人寿,1.43,16.3%,9,招商信诺,6.06,73.0%,19,建信人寿,1.19,0.7%,2016,年,1-2,月银保期缴市场排名情况,3,单位：万元,二、银保期缴产品结构,产品,保费（万元）,占比,龙行富贵,3,年缴,4325,7488,36.5%,63.1%,5,年缴,2343,19.8%,10,年缴,/20,年期,584,4.9%,10,年缴,/20,年期,235,2.0%,龙行乐享,5,年缴,426,2393,3.6%,20.2%,10,年缴,1967,16.6%,龙行无忧,新保,272,1468,2.3%,12.4%,续期,1196,10.1%,康佑,2,号,10,年缴,108,444,0.9%,3.7%,20,年缴,336,2.8%,其他,71,0.6%,合计,11863,100.0%,1-2,月期缴产品结构,龙行富贵产品结构,4,1-2,月，银保渠道期缴业务以富贵为主，乐享和无忧为辅，其中富贵三、五年缴比例接近,2:1,。,三、分公司期缴发展情况,1-2,月，山东、河南、北京、四川,4,家等机构期缴保费突破,1000,万，占全司银保期缴业务总量的,60%,以上；山东、河南、北京、四川等,4,家机构期缴业务进度超旺季营销序时进度；山东、河南、北京、苏州、重庆等,5,家机构实现同比正增长。,期缴贡献度,机构,期缴,保费,（万元）,同比,期缴占比,贡献度,计划达成率,旺季营销,年度,山东,3540,168%,2.0%,30%,131%,31%,河南,1989,71%,1.0%,17%,74%,17%,北京,1817,688%,1.9%,15%,87%,20%,四川,1018,-11%,0.6%,9%,42%,10%,湖北,679,-47%,0.6%,6%,42%,10%,陕西,578,-,0.6%,5%,57%,13%,辽宁,485,-,0.5%,4%,45%,10%,江苏,330,-9%,0.2%,3%,10%,2%,广东,317,-43%,0.8%,3%,8%,2%,苏州,312,34%,1.6%,3%,55%,12%,河北,243,-24%,0.2%,2%,10%,2%,深圳,176,-1%,6.4%,1%,21%,5%,重庆,147,1629%,0.2%,1%,18%,4%,青岛,103,-50%,0.8%,1%,24%,5%,福建,81,-23%,0.1%,1%,8%,2%,上海,29,-41%,0.0%,0%,1%,0%,浙江,21,-,0.0%,0%,3%,1%,全司,11863,66%,0.7%,-,40%,9%,5,附：银行系对标情况,6,分类,机构,期缴,保费,差额,建信,工银,农银,建信,-,工银,建信,-,农银,落后,2,家,同业,（共,10,家）,山东,3864,6790,8059,-2926,-4195,北京,1817,9960,2513,-8143,-696,四川,1347,2652,6551,-1305,-5203,湖北,802,2137,2786,-1334,-1983,广东,353,9538,1819,-9185,-1466,江苏,335,4040,774,-3704,-439,河北,260,1930,2633,-1670,-2373,福建,169,608,202,-439,-33,上海,110,2652,2387,-2542,-2277,浙江,29,4864,2646,-4835,-2618,落后,1,家,同业,（共,5,家）,河南,2282,4119,1155,-1837,1127,陕西,586,203,1134,383,-547,辽宁,500,40,1294,460,-794,苏州,337,-,465,-,-128,深圳,197,317,-,-120,-,同业未开,（共,2,家）,青岛,115,-,-,-,-,重庆,183,-,-,-,-,建信已开机构小计,13287,49850,34417,-36563,-21130,建信未开机构小计,0,1346,6840,-1346,-6840,全国,13287,51196,41257,-37909,-27970,注：上述建信及同业期缴数据含银保、网销、高端渠道。,附：分公司期缴产品分布情况,机构,期,缴,保费,（万元）,龙行,富贵（万元）,龙行乐,享（万元）,龙行无,忧（万元）,龙行康佑,2,号（万元）,3,年缴,5,年缴,10,年缴,/20,10,年缴,/30,5,年缴,10,年缴,新保,续期,10,年缴,20,年缴,山东,3540,37.0%,27.6%,6.4%,1.9%,1.4%,10.0%,2.5%,9.7%,0.7%,2.5%,河南,1989,14.0%,17.6%,4.8%,3.6%,9.8%,42.1%,1.3%,1.6%,1.2%,3.4%,北京,1817,91.0%,6.4%,0.2%,0.8%,0.0%,0.1%,0.0%,0.3%,0.3%,0.9%,四川,1018,37.5%,19.9%,1.3%,-8.8%,0.8%,13.9%,2.0%,30.7%,0.5%,2.1%,湖北,679,22.0%,10.3%,2.9%,4.0%,4.3%,21.7%,1.5%,28.3%,1.0%,2.9%,陕西,578,22.9%,15.6%,11.6%,0.9%,0.4%,48.1%,0.6%,0.0%,0.0%,0.0%,辽宁,485,58.5%,24.8%,2.4%,1.6%,1.1%,2.0%,2.1%,0.0%,2.3%,5.2%,江苏,330,5.4%,22.4%,4.3%,1.7%,26.8%,4.2%,19.9%,9.2%,0.4%,5.2%,广东,317,4.4%,4.1%,2.2%,0.1%,1.2%,9.7%,8.2%,66.7%,0.4%,1.3%,苏州,312,23.2%,26.3%,19.6%,1.6%,0.6%,7.3%,1.6%,9.4%,0.6%,1.2%,河北,243,5.2%,1.0%,8.7%,14.4%,2.8%,33.7%,5.4%,0.7%,5.9%,20.4%,深圳,176,4.3%,38.9%,5.4%,45.1%,0.3%,0.5%,0.1%,4.3%,0.1%,0.5%,重庆,147,0.0%,76.0%,2.1%,3.6%,3.3%,10.4%,0.4%,0.0%,1.3%,2.9%,青岛,103,2.9%,29.2%,25.6%,1.0%,0.0%,16.9%,2.1%,15.1%,0.1%,4.5%,福建,81,2.5%,39.9%,0.0%,0.0%,28.8%,13.6%,0.8%,0.2%,5.2%,9.1%,上海,29,3.5%,0.0%,0.0%,0.0%,2.2%,4.6%,4.8%,53.9%,10.6%,12.5%,浙江,21,24.2%,14.5%,17.0%,0.0%,17.9%,9.1%,1.5%,0.0%,0.8%,14.9%,全司,11863,4325,2343,584,235,426,1967,272,1196,108,336,36.5%,19.8%,4.9%,2.0%,3.6%,16.6%,2.3%,10.1%,0.9%,2.8%,7,7,四、同业银保期缴主推产品,公司,期缴主推产品,形态,缴费期,保障期间,1-2,月保费,（,亿元）,占比,国寿,鑫福年年,养老年金,+,万能金账户,3510,年,至,80,岁,28.0,56%,鑫易宝,费改年金,+,附加万能,3510,年,1020,年,14.5,29%,富德生命,如意宝一号,费改年金,+,附加万能,35,年,10,年,17.8,99%,新华,惠鑫宝二代,费改年金,+,附加万能,趸,35,年,151820,年,8.7,68%,惠鑫宝一代,费改年金,+,附加万能,5,年,1518,年,3.0,23%,太平,金生恒赢,增额分红年金,+,附加万能,趸,5101520,年,终身,3.9,44%,泰康,幸福,B,分红年金,+,附加万能定寿,趸,3510,年,至,80,岁,3.8,51%,平安,盈无忧,费改年金,+,附加万能,35,年,1015,年,2.4,33%,乐享无忧,终身分红年金,3510,年,终身,0.9,13%,华夏,富贵竹,费改年金,+,附加万能,35,年,15,年,1.6,83%,工银,鑫如意,保额递增型终身寿险,5101520,年,终身,4.8,93%,农银,稳得福,交,3,保,6,分红,3,年,6,年,3.0,73%,8,银保市场主力期缴产品以年金,+,万能组合为主，保障期间长短皆有。,五、当前银保期缴业务发展的主要特征,9,2016,年我司银保期缴业务保持良好增长势头，但旺季营销计划达成率均落后序时进度，市场排名也相对去年年底出现了下滑。,龙行富贵产品是支撑公司期缴业务快速发展的主力产品，一季度针对龙行富贵产品的费用政策对该产品上量起到重要作用。,各机构期缴业务表现差异较大，个别分公司已建立了稳定的经营平台，但大部分分公司期缴发展缓慢，甚至同比大幅下降。,与对标主要银行系同业公司相比，我司尚未出现期缴业务领先的机构。,总公司银行保险部于,2,月底,3,月初赴广东、上海、河北、江苏、陕西、四川、山东、河南、青岛等九家分公司，对期缴业务开展情况进行调研,在调研中发现，目前部分分公司在期缴业务推动中存在一些问题和疑问，亟待解决。,思路：,部分分公司规模压力大，认为期缴和趸缴业务不能兼顾，将主要精力放在规模业务上，期缴业务放任不管、发展缓慢。,产品：,对龙行富贵产品的认识存在差异，有的分公司从上至下高度认可该产品，有的分公司认为该产品没有市场竞争力。,销售,：对销售期缴业务的主体定位模糊，是主要依靠银行，还是主要靠队伍？,队伍：,队伍的建设是依靠行业引进还是自己培养？,能力：,队伍能力差，期缴销售意愿和专业能力均不足。,银保期缴业务情况,01,02,03,银保期缴业务推动思路和方法,期缴业务的重要作用,期缴业务推动方法,10,一、保险行业健康发展的必然要求,促进行业平稳健康发展的,必然要求,保监会在,关于加快业务结构调整进一步发挥保险保障功能的指导意见,的文件中强调：各保险公司应充分认识加快业务结构调整、进一步发挥保险保障功能的重要意义。保持科学合理的业务结构是人身保险业服务经济、社会发展全局，促进行业平稳健康发展的必然要求。,鼓励,保险公司强化长期储蓄型人身保