| 摘要: | 隨著現今消費者需求的多樣化，壽險業行銷通路由單一保險業務員為主要行 銷通路轉變發展多元行銷通路，包括電話行銷通路、網路電子行銷通路及保險經 代通路，而針對保經代行銷通路近幾年因外商保險公司之陸續退出台灣市場，進 而使得保經代公司業務員登錄人數增加及保經代公司業績之增長。而保險公司近 幾年來看準保經代通路與日俱增，也漸漸開始在保經代通路上，對於保經代公司 之經營更為重視。
本研究係就單一人壽保險公司與保險經紀人公司合作之案例為之探討，除了 就單一保險公司與 A、B 保經公司合作實際業績量之分析以外，也就本案進行專 家訪談，研究結果可歸納如下：
一、在公司資源有限之情形下，可挑選對業績貢獻度最大之保經公司做為主 要核心保經之策略聯盟，對彼此業績量有相當成長的效益。
二、在誘因合約條件下，對於保單繼續率並未因此受影響，相對的使得合作 雙方對於創造業績量正成長的效果。
三、秉持著 B TO B 的企業經營理念，公司應遵守主管機關就保險公司額外 支付佣金或獎酬所發布之函令，規定保險公司所支付相關之佣金、獎金及營業費 用，都不應超過附加費用，讓保險公司有費差損之情事發生，可確保保險業在經 營上更為穩健，同時也維護消費者之權益。
Nowadays, with the diversification of consumer needs, the insurance companies developed their sales channels from mainly single, i.e. the solicitor, to multiple ways, such as telephone, internet, or other distribution system, i.e. the insurance brokers and insurance agent. As for sales channels development of insurance broker companies and insurance agent companies; in recent years, benefit from some foreign insurance companies pulled out of Taiwan market successively, increased more registered solicitors and sales growth. Besides, the insurance companies also found the sales channel grown up increasingly from both insurance broker companies and insurance agent companies; hence, started to pay more attention on the cooperation with.
The paper probed into a case study regarding a life distribution system of a life insurance company and the insurance broker company. Based on this cooperation case between One life insurance company and Two (expressed in A & B) insurance broker companies, the paper analyzed their practical annually performances; meanwhile, dissected issues in-depth through the expert interviews. As the result, the paper summarized some conclusions as following：
1、Due to the resource limitation, life insurance company can choose the insurance broker company which contributed the most underwriting profit as a core strategic alliance partner. Moreover, this strategic
alliance helped to increase considerable underwriting profit for both companies.
2 、 Because the conditions agreed on the incentive contract, the persistency rate still remained as usual. Relatively, it also brought a positive growth to underwriting result for both cooperative parties.
3、In order to hold the B2B mission statement, the insurance companies should compliant the interpretation announced by the Authorities regarding that the commissions, bonus, or expanses extra paid by an insurance company should not exceed the surcharge; otherwise, the possibility of loss from spread of cost may be induced. When insurance companies can follow the interpretation as above, not only being assured to operate much more steadily; but also being safeguarded to the customer interests. |
