惠民保年末销售乱象调查：业务员“贴钱”冲考核，谁在“赔本赚吆喝”？

Core Viewpoint - The article discusses the current state of the "Hui Min Bao" insurance product, highlighting its shift from a popular choice among consumers to a situation where sales agents are incentivized to offer cash rebates to attract customers, raising concerns about the sustainability and integrity of the product [2][3][7]. Group 1: Sales Practices and Market Dynamics - Insurance agents are increasingly using cash rebates as a tactic to attract customers, with some offering rebates as high as 60% to meet sales targets [3][6]. - The competitive landscape among insurance companies has intensified, leading to a "cash rebate competition" that disrupts market order and places financial strain on the "Hui Min Bao" product [9][12]. - The pressure to meet Key Performance Indicators (KPIs) has resulted in agents resorting to personal funds to subsidize customer rebates, indicating a distorted promotional strategy [6][12]. Group 2: Product Viability and Consumer Behavior - The initial appeal of "Hui Min Bao" was its low cost and broad accessibility, but the product has seen a decline in consumer interest, with agents now actively seeking customers [7][9]. - The product's structure allows for individuals with pre-existing conditions to enroll, which has led to a deterioration in the risk pool as healthier individuals opt out, increasing operational costs [13][16]. - High claims ratios have been reported, with some products exceeding 100% in claims, leading to a cycle of rising premiums and further attrition of healthy participants [19][22]. Group 3: Regulatory and Ethical Concerns - The practice of offering cash rebates is viewed as a violation of insurance regulations, posing risks of legal repercussions for both agents and companies involved [24][25]. - The lack of transparency in rebate transactions raises concerns about potential misuse for illicit activities, such as money laundering [24][25]. - The industry faces calls for reform to address the imbalance in the distribution of profits and to ensure that "Hui Min Bao" remains a genuinely accessible product rather than a marketing tool [27][30]. Group 4: Future Directions and Recommendations - To achieve sustainable development, the "Hui Min Bao" product must focus on precise pricing strategies, dynamic adjustments, and differentiated coverage to avoid adverse selection [30][31]. - Strengthening data collaboration with healthcare providers and improving claims processing efficiency are essential for enhancing operational effectiveness [31]. - Creating a holistic ecosystem that integrates insurance with health management services can shift the focus from reactive claims to proactive health interventions, fostering a mutually beneficial cycle for all stakeholders [31].