4S店渠道车险业务合作关键影响因素分析

Analysis of Key Factors Affecting the Cooperation between 4S-Shop Channel and Motor Insurance Business

4S店渠道代理车险保费收入约占财险业保费收入的四分之一,是财险保险公司最为重要的中介销售渠道之一。本文首先综述了保险中介及4S店销售渠道的相关研究成果;其次从车险承保和理赔两方面总结了影响保险公司与4S店合作的十个因素,通过问卷调研和数据分析的方法,确定出五个最为重要的关键影响因素,依据重要性从高到低依次为:理赔手续和流程的繁简程度、保险公司的定损价格和时效、保险公司事故车送修业务量、保险公司理赔政策的稳定性、赔款的结算周期;再次分析了4S店管理者与普通职员对于合作关键影响因素认识的一致性和差异性;最后给出了关键影响因素研究结果对保险公司经营4S店渠道车险业务的结论和启示。

4S shop motor insurance channel is one of the most important sales channels for property insurance companies in China. Premium from 4S shop is about a quarter of total motor vehicle premium income of the whole market. This paper reviews the research result of the insurance agency sales channel and 4S shop sales channel in china. Based on ten factors which will influence the cooperate relationship of property insurance com- pany with 4S shop sales channel, by questionnaire and data analysis, finally findout the top five important factors, according to the importance, which is, complexity for vehicle insurance claim processes and materials, price and efficiency of verified losses, portfolio of insured accident vehicle repair, stability of vehicle insurance claim policy, settlement cycle of insurance indemnity. Then, by analysis the consistencyand difference between the manager and staff of 4S shop on the understanding of key influencing factors. It comes to the conclusion and apocalypse for 4S shop vehicle insurance channel＇s management from key influence factors research.