||In light of the worsening spread loss of the insurance industry, the government amended the insurance act in 2001 and the Unit Linked was born. Insurance companies can transfer the majority of the risks to their customers with this product to achieve positive cash flows by solving the problems of spread loss.|
Employers are required each month to deposit no less than 6% of the employees’ monthly salaries to the Bureau of Labor Insurance as their superannuation according to New Labor Pension Act effective from July 1st, 2005. However, a survey showed that 76.7% of employees believe that the retirement fund will only account for less than 30% of their retirement income. As a result, between 25% to 45% of the workforce will choose to utilise the traditional insurance products or the Unit Linked as their retirement planning tools. The question is : “How should the insurance companies deal with the vast growing retirement market?”
The main objectives of this essay are to discuss two questions. Firstly, How have the business models of the insurance companies been affected since the introduction of the New Labor Pension Act and the Unit Linked. Secondly, how can a given individual insurance company establish an effective business model based on the following three criteria: (1) Create value according to the customer needs; (2) Achieve win-win solution for the customers, the employees and the company itself; and (3) Identify key resources and establish key processes.
Research has shown that Unit Linked has a positive effect on the operating profits for insurance companies. Therefore, the author proposes that Customer Value Proposition, Profit Formula, Key Resources and Key Processes, can assist the insurance companies design an effective business model based on the RFP Pilot, which took place at Transglobe Life Insurance Inc. since September in 2009, as well as on the business model by Johnson et al. (2008).
The conclusions of this essay are as follows:
1.With the vast potential of the ever increasing retirement market, Insurance companies should establish a new business model which meet the customer needs and increase company profits through various distribution channels and product designs.
2. How to design an effective business model?
(1) Identify customer needs: Solve potential conflict of interests, and meet various retirement planning needs as the population structure changes.
(2) Design a win-win profit formula for the customers, employees and the companies themselves: Emphasise both AUM(Assets under management ) and Flow when establishing the salary packages for the sales people, encourage them to treat their careers as their own business ventures and take on the long term views, and reduce their turnover rate. Moreover, provide long term investment platform for the customers to reduce investment costs and to capitalise on the benefits of the annuity, to satisfy the needs and requirements of the retirement planning. Lastly, achieve the profit targets of the company by reaching the proposed sales target.
(3) Add key resources and key processes: establish RFP Pilot, identify key resources and establish key processes via the trial operations.
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