Kozlova O.N., Kotova O.N., Pavlovskaya E.V. THE USE OF NEW DISTRIBUTION CHANNELS TO INCREASE THE EFFICIENCY OF INSURANCE COMPANIES

DOI: https://doi.org/10.15688/jvolsu3.2017.2.11 

Kozlova Olga N.

Candidate of Sciences (Economics), Associate Professor, Department of Finance and Credit, Kemerovo State University, Krasnaya St., 6, 650000 Kemerovo, Russian Federation, This email address is being protected from spambots. You need JavaScript enabled to view it. .

Kotova Olga N. 

Candidate of Sciences (Economics), Associate Professor, Department of Marketing, Kemerovo State University, Krasnaya St., 6, 650000 Kemerovo, Russian Federation, This email address is being protected from spambots. You need JavaScript enabled to view it. .

 Pavlovskaya Elizaveta V.

Master Student in Management, Kemerovo State University, Krasnaya St., 6, 650000 Kemerovo, Russian Federation, This email address is being protected from spambots. You need JavaScript enabled to view it. .

Abstract. The article deals with the issues of increasing the efficiency of insurance companies on the basis of using new non-traditional distribution channels. The relevance of the topic is justified by the automation of management processes, a new generation of consumers focused on new technologies, the use of the Internet, growing and selling functional mobile gadgets. The insurance companies use new distribution channels via the Internet network along with the traditional means for the expansion of the insurance portfolio and attracting active and passive consumers. The calculations carried out on the basis of the data of the Bank of Russia show that the share of such sales is growing, but not leading. The use of the Internet depends on many factors, but primarily on the types of insurance. The authors carry out calculations on the use of distribution channels in various types of insurance. The complexity and variety of products on life insurance requires qualified intermediaries, therefore, the use of new distribution channels here is not widespread in contrast to classical accident insurance or compulsory insurance, where sales are more efficient when organizing through the Internet. Selling through Internet has a number of advantages that reduce the cost of doing business, reduce the agency network, the cost of print advertising to attract passive and strengthen the relationship with active consumers. The authors also conduct analysis of the advantages and disadvantages of using mobile gadgets to work with potential customers, quantitative and qualitative benefits of implementing mobile apps in the work of insurance companies. The conclusions are made about the complexity of calculation of economic efficiency of implementing mobile applications. The possible directions of increasing the efficiency of using new distribution channels by insurance companies are defined.

Key words: distribution channels, the Internet, mobile gadgets, insurance products, direct and indirect sales.

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