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Ping An is also becoming better at the lucrative business of "cross-selling", or selling customers more products from other parts of the group, which increases income without incurring the cost of acquiring new clients. The share of retail customers that have contracts with more than one subsidiary rose from around 19% in 2015 to about 37% in June. That puts Ping An about 20 percentage points above the average cross-selling rate for insurers in Asia, according to Bain, a consulting firm.
平安保險(xiǎn)在利潤(rùn)豐厚的“交叉銷售”業(yè)務(wù)方面也做得越來越好，即向客戶銷售集團(tuán)其它部門的更多產(chǎn)品，從而在不增加獲取新客戶成本的情況下增加收入。與一家以上子公司簽訂合同的零售客戶份額從2015年的19%左右上升到6月份的37%左右。據(jù)咨詢公司貝恩稱，這使得平安保險(xiǎn)的交叉銷售比率比亞洲保險(xiǎn)公司的平均水平高出約20個(gè)百分點(diǎn)。
None of this would be possible without Ping An's technological prowess—the third and by far most important ingredient of its success. AI allows cross-selling pitches to customers to be made when they are most useful, for instance. "The final sale is done by an agent but the system develops the recommendation," says Henrik Naujoks of Bain. "And it's done at the right time."
如果沒有平安的技術(shù)實(shí)力，這一切都不可能實(shí)現(xiàn)。技術(shù)實(shí)力是其成功的第三個(gè)因素，也是迄今為止最重要的因素。例如，人工智能能夠在最有用的時(shí)候向客戶進(jìn)行交叉銷售。貝恩公司的亨里克·諾約克斯表示：“最終的銷售會(huì)由中介完成，但系統(tǒng)會(huì)發(fā)展推薦，而且會(huì)在最合適的時(shí)候。”
Large banks and insurers often sponsor "fintech incubators" that develop new technologies, or buy in applications that can be patched on to their core operations. HSBC, for instance, hired Identitii, an Australian fintech, this year to build a digital-payments tool. But for regulatory reasons such experiments tend to be ring-fenced from the financial institution.
大型銀行和保險(xiǎn)公司經(jīng)常贊助開發(fā)新技術(shù)的“金融科技孵化器”，或者購(gòu)買可以修補(bǔ)到其核心業(yè)務(wù)上的應(yīng)用程序。例如，匯豐今年聘請(qǐng)了澳大利亞金融科技公司Identitii打造一個(gè)數(shù)字支付工具。但出于監(jiān)管方面的原因，此類實(shí)驗(yàn)往往會(huì)受金融機(jī)構(gòu)的限制。
Ping An, by contrast, has fully internalised these operations, apparently unafraid of regulatory blowback. The group has a 110,000-strong technology development team—larger than the commercial-banking divisions of all but the biggest banks—including 3,000 scientists. It submitted 4,625 technology patents in the first half of the year alone. The tools developed within the group's technology unit are often used across the company. These include creditrisk models that use vast stores of data to make quick lending decisions at Ping An's consumer-finance division, Puhui. Similar data crunching can track a customer's driving habits through movements detected on a mobile-phone sensor and price car insurance accordingly. More accurate pricing on both fronts saves the company money.
相比之下，平安已將這些業(yè)務(wù)完全內(nèi)部化，顯然它并不懼怕監(jiān)管方面的反彈。該集團(tuán)擁有11萬人的技術(shù)開發(fā)團(tuán)隊(duì)，其中包括3000名科學(xué)家，這個(gè)團(tuán)隊(duì)比除最大的銀行外的所有商業(yè)銀行部門都要大。僅在今年上半年平安就提交了4625項(xiàng)技術(shù)專利。該集團(tuán)技術(shù)部門開發(fā)的工具通常會(huì)在整個(gè)公司內(nèi)使用，其中包括信用風(fēng)險(xiǎn)模型，該模型利用大量數(shù)據(jù)存儲(chǔ)，在平安旗下的消費(fèi)金融部門“普惠”快速做出放貸決定。類似的數(shù)據(jù)處理可以通過手機(jī)傳感器檢測(cè)到的移動(dòng)情況跟蹤客戶的駕駛習(xí)慣，并相應(yīng)地為汽車保險(xiǎn)定價(jià)。更準(zhǔn)確的定價(jià)在這兩個(gè)方面節(jié)省了公司的資金。
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