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中国寿险代理人调查报告China Life Insurance Sector - Agency survey 2012.doc
中国寿险代理人调查报告China Life Insurance Sector - Agency survey 2012
17 January 2012 Asia Pacific/China Equity Research Life Insurance (Financials) China Life Insurance Sector Research Analysts CHANNEL CHECK Arjan van Veen 852 2101 7508 arjan.vanveen@credit-suisse4#ff66ff Agency survey 2012 Frances Feng Figure 1: Less than half of agents deem the current environment to be tougher 852 2101 6693 frances.feng@credit-suisse#ff66ff % of agent survey respondents who deem current environment is tougher 70% 60%50%40%30%20%10%0%China LifePing AnCPICNCITaikangPICC LifeChinaCN insureDatongTotalTaiping Source: Credit Suisse Research, Pi Financial Services Intelligence ■ Agency channel key to value growth. We deem the agency channel to be the key to the long-term sustainable growth and value creation for insurers, also providing some insulation from the macroeconomic headwinds. As such, we have conducted, in conjunction with Pi Financial Services Intelligence, a survey of over 300 agents from the major insurers and brokers to examine this channel in more detail. ■ Agency profiles. The typical agent captured in our survey is female (61%), middle aged (85% aged 30-50), educated (83% with tertiary education), experienced (6.3 years industry experience), a team leader (75%), with an average of 40 agents in their team. Agents are generally loyal (only 3% would consider moving) and have a high regard for their own companies (competitiveness rated 4.6/5.0 on average). ■ Insurance sales tougher, but manageable? Only 46% of respondents thought the current sales environment was tougher than last year, of which 91% said it was due to competing products and 47% due to economic conditions. ■ Agency growth tougher. Some 64% of the agents who took part in our survey said that it was more difficult to recruit in 2011 than previously and a large number of agents said the difficulty in recruitment is due to a bad industry reputation and difficulty in making a living. DISCLOSURE APPENDIX CONTAINS ANALY
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