2003. 12.
.,.,,...,,,...,. 2003 12
1. 10 1. 10 2. 11. 15 1. 15 2. 16 3. 20. 43 1. 43 2. 45 3. (comp en sation) 61 4. 72 5. 78. 81 1. 81 2. ALICO 92 3. 98 4. 105. 109 1. 109 2. 112 3. 118 4. 120. 124 127 : 129
< -1> 19 < -2> 22 < -3> 23 < -4> (FY2002) 27 < -5> ( ) 28 < -6> 30 < -7> ( ) 31 < -8> 32 < -9> 13 34 < -10> 34 < -11> 35 < -12> 36 < -13> ( ) 37 < -14> ( CEO) 38 < -15> 39 < -16> 1 40 < -17> 41 < -1> 45 < -2> 46 < -3> 47 < -4> 48 < -5> 49 < -6> 50 < -7> 51 < -8> 52 < -9> 54
< -10> 56 < -11> 1 57 < -12> 58 < -13> 59 < -14> 60 < -15> 61 < -16> (FY2002) 62 < -17> 64 < -18> 64 < -19> 65 < -20> 66 < -21> 67 < -22> 1 ( ) 70 < -23> 71 < -24> 72 < -25> 74 < -26> 76 < -27> 78 < -1> ( ) 82 < -2> A 84 < -3> A 84 < -4> A 1 86 < -5> A 87 < -6> A 88 < -7> A 89 < -8> A 90 < -9> ALICO Jap an 93 < -10> ALICO 97
< -11> 1 (3, ) 99 < -12> 12 (1997 ) 101 < -13> 102 < -14> 104 < -15> 106 < -1> 114 < -2> 114 < -3> 116
< -1> 17 < -2> (, FY2002) 20 < -3> 23 < -4> ( ) 24 < -5> ( ) 25 < -6> (, 1998) 26 < -7> (FY1999 FY2002) 33 < -1> (FY2002) 51 < -2> (FY2002) 53 < -3> (FY2002) 63 < -4> (FY2002) 65 < -5> ( FP, FY2002) 67 < -6> ( FP, FY2002) 68 < -7> (, FY2002) 68 < -8> (, FY2002) 70 < -9> 1 (FY2002) 73 < -10> 1 (FY2002) 73 < -11> 13 75 < -12> 25 75 < -13> 13 77 < -14> 25 77 < -1> A ( ) 85 < -2> A 86 < -3> A ( ) 13 87 < -4> A ( ) 13 88 < -5> A 90
< -6> A 91 < -7> 95 < -8> 103 < -1> 116 < -2> 117
1 1.,,.,.,. 2.. 1990.,.,,
2,,.,,.,.. 3.. ( ),.,.,,.,,,,., 30 40,, 2 3
3,.,, 25 45,.,.., 5., (AFPK), (CFP). FC(financial consultant),, AFPK.. FC SM(sales manager) AM (agency m anager),,,,
4.,.,. 96.7%. 1.5 ( ) 3 ( ),.. FY2002 1 48.0, 25.5, 19.8. 1 1 6, 1 2, 5.,. 13 74.4 %, 55.3%, 24.9% 33.5%. 13 87.9%, 84.1%, 76.7%
5 11.2%p. 1,,,.,,,,.,,.,,. 4. A ( ),. A 1 32.4, 48.0., 1 1 31.7%,
6 60.0%. 13 45.4% 55.8%. A,,. 1 8,640, 26,280. 35.9% 84.8%. A,.,. ALICO., (AMS)..
7. CT FP, CFP.,.. 5.,..,,,..,,.
8 VIP,,,., VIP.,..,. 1 : 1. 2 : 1. 3 : 2,.
9,,,..,,,., (qu ality)..,,.. 4.
10. 1.,,,.,.,,..,...,,.,,,.
11 2..,.,,..,. 1). 2), 1),,, 2000.,,, 1998. 2),, 1997.,,,
12 3), 4),.,.,,.., (,,,,,, )., ( ) ( ),.., 1994. 3),,,,1998.,,, 37, 1991. 4),, 37, 2003.,,, 56, 2000.
13,...,,,,.,,....,....
14.,..
15. 1.,,,,,..,.,.,.,,,.,..,
16.,...,..,, IT.,.,, ( )..,.,, CM, TM. 2. 1962 2003,.
17,,,,. < -1>, 2005 1. 1960., 1990 2000.
18,,. FY2002 3 80.7%, 13.0%, 3.0%, 2.8% (< -2> )., 2003 6 14 5 (< -1> ).,,. 1980, 1990. 1), 2003 8 ( ).,,, 2003 10, 99%..,. FY2002 3 99.6%,. 1998, 1) FY2002 3, 13.0%, 0.1%.
19. 2003 3 93. 1990. (direct resp onse),, TV, CATV,,. (direct m ail), (tele-m arketing), (cyber m arketing).,, FY2002 3 0.5%. < -1> ( :, ) FY1999 FY2000 FY2001 FY2002 2003. 1/ 4 35,663 31,845 28,572 26,726 26,356 241,429 214,793 171,770 151,029 145,613 7,789 6,017 7,001 7,267 7,416 60 86 91 93 - :, 2002, 2003. 7. 7.,, 2003.
20 < -2> (, FY2002) : 3, TM, CM. :,. 3.,.. 1) 1990,
21,,. 2003 9.,.,,,,,,,, (insurance agency),,,,..,, 3, 2003 8 2005 3,, ( ),, 2005 4 2007 3 3, 2007 4 (< -2> ). ( ).,
22 < -2> 1 (2003 8 ) 2 (2005 4 ),, 3 ( ), 3 (2007 4 ) ( ),.,,,. 2 1 50%,. 2),., 1994 1999.
23,. 1993 49% 1999 56%, 2001 60%. 1993 13% 1998 20%, 2000 22.6% (< -3>, < -3> ). < -3> ( : %) (2001) 60.0 8.0 9.0 23.0 (2001) 61.2 17.9 0.9 20.0 (2000) 22.6 50.2 21.7 5.5 (2001) 14.0 59.0* - 27.0 : Independent Financial Advisors : LIMRA INTERNATIONAL, Uint-linked Insurance in Europe, 2003. < -3> : DATAMONITOR, European Lif e Bancassurance, 2000.
24. 1996 55.8% 2001 17.9%. 1993 15% 2001 8%. 1993 69% 2001 50%. (< -4> ). < -4> ( ) : 1994, 1996. : DATAMONITOR, European Lif e Bancassurance, 2000.,,.
25 9.9%, (Financial Advisors) 11.1%, 12.2%, 4.7% 1/ 3 1/ 2.. < -5> ( ) : DATAMONITOR, European Lif e Bancassurance, 2000..,., 49.9%, 41.6%, 78.5%, 13.3%.
26,. < -6> (, 1998) : DATAMONITOR, European Lif e Bancassurance, 2000.,. 2),., 1997 2000 2, 2002 2%. 2) 1999 17%.
27 3),,,,., 1,,,.,,, 40 55%, 41.1%., 1, 37.3%, 35.1%, 42.2%, 45.6%. ( ),,. < -4> (FY2002) ( : %) 35.1 41.2 44.7 41.7 20.2 17.1 42.2 41.3 52.6 45.3 5.2 13.4 45.6 40.4 53.6 57.9 0.8 1.6 37.3 41.1 46.9 43.5 15.7 15.3 :,, 2003. 5.
28..., 10 (< -5> ). < -5> ( ) ( : %, ) PPGA 1 4 5 9 10 19 20+ (1) 21.5 34.0 14.0 19.0 28.5 29.0 (2) 43.5 41.0 54.0 46.0 42.0 45.0 (3) 17.0 13.0 19.0 16.0 14.1 14.0 (4) 15.3 10.0 12.0 14.0 14.6 9.80 (5) 2.7 1.6 1.2 5.2 0.8 2.5 2.34 2.05 2.32 2.41 2.17 2.12 (m edian) 2.0 2.0 2.0 2.0 2.0 2.0 : 5. : LIMRA INTERNATIONAL, The 1999 NA IFA -LIMRA Survey of Producer Opinion (Technical Report), 1999.,,,,,..
29 2003 9 3 11 14 14 4, 1 1,665. 4 3),. (Customer Relationship Man agem ent). 4).,, 2004, private banking.,,....,. LIMRA INTERNATIONAL 1 2 3) 97.5%.
30, 4. < -6> ( :, %) 1998 2001 1 78 75-3.8 2 41 33-19.5 3 22 22 0.0 4 6 10 21 110.0 : LIMRA INTERNATIONAL, Census of U.S. Sales Personnel, 2003.,. 10 25 19., 3, 15,.. 1 4 64.0%, 20 78.0%.
31 < -7> ( ) ( : %, ) PPGA 1 4 5 9 10 19 20+ (1) 22.7 35.0 15.0 24.0 30.9 32.0 (2) 43.3 41.0 49.0 44.0 44.1 46.0 (3) 17.0 8.7 23.0 15.0 11.1 11.0 (4) 15.1 13.0 12.0 13.0 12.7 8.8 (5) 1.9 2.4 1.2 4.0 1.3 1.6 2.30 2.08 2.36 2.29 2.09 2.01 (m edian) 2.0 2.0 2.0 2.0 2.0 2.0 : 5. : LIMRA INTERNATIONAL, The 1999 NA IFA -LIMRA Survey of Producer Opinion (Technical Report), 1999..,.,..,
32.. IMF,,. FY1999 24 6 FY2002 15 1. 16 4 8 7 46.7%, 7 9 5 3 32.6%. 3 1 229.6%. < -8> 2000. 3. 2001. 3. 2002. 3. 2003. 3. ( :, %) 1999 2003 169,584 141,520 108,650 87,436-46.7 (3.5) (-16.5) (-23.2) (-19.5) 68,344 63,345 55,436 53,391 (-13.7) (-7.3) (-12.5) (-3.7) 3,501 5,199 7,413 10,186 (13.3) (48.5) (42.6) (37.4) 241,429 210,064 171,499 151,013 (-1.9) (-13.0) (-18.4) (-11.9) :. :,,. -32.6 229.6-38.7
33 < -7> (FY1999 FY2002),,. 1 13. 13 FY1999 25.2% FY2002 27.9% 2.7%p, 17.2% 27.9% 10.7%p., 13 40.6% (< -9> )., 1 13, FY1999 66.3% FY2002 79.3% 13.0%p, 55.3% 73.4% 18.1%p.,. 25, 10.8%p,
34 16.7%p (< -10> ). < -9> 13 ( : %) FY1999 FY2000 FY2001 FY2002 25.2 21.5 23.3 27.9 17.2 23.0 25.0 27.9 38.4 49.4 41.3 40.6 22.7 22.4 28.8 31.2 : 13 =(13 1, 10 / ) 100. :, 2003. 7. 7. < -10> ( : %) 13 25 FY1999 FY2000 FY2001 FY2002 66.3 72.8 82.3 79.3 55.3 63.0 67.1 73.4 80.4 87.6 73.9 83.8 63.9 71.4 79.0 79.3 46.4 56.4 62.3 60.5 31.6 44.0 46.5 54.6 52.0 71.5 64.5 71.3 36.3 54.0 59.6 61.6 : 13 =(13 / ) 100. :, 2003. 7. 7.,,
35,. LIMRA, 8 58% 50%. 30% 10 20%.,. < -11> ( : %) 8 10 58 30 20 : LIMRA INTERNATIONAL, Agent Production and Survival: Agency-Building A gents in the United States, 2001. LIMRA INTERNATIONAL, A gent Production and Survival: Korea, 2002., 1, 2, 3, 4 (salesforce survival rate). 4 8 5%, 13%, 10 29%., 100 4 5 (effectiveness).
36 < -12> ( : %) 8 10 1 38 70 84 2 13 30 53 3 8 18 38 4 5 13 29 : LIMRA INTERNATIONAL, Agent Production and Survival: A gency-building A gents in the United States, 2001. LIMRA INTERNATIONAL, A gent Production and Survival: Korea, 2002.,,,.,. LIMRA. 27.7%, 18.4 %, 16.5%,,. 6.9%, 3.6%, 4.1% (< -13> ). CEO. CEO 86.0%, 80.0%., 73.0% (< -14> )., 24.0%, 28%,
37 31%. < -13> ( ) ( : %) ( ) PPGA 1 4 5 9 10 19 20+ 9.3 15.0 9.8 8.7 13.4 13.0 18.4 21.0 9.8 17.0 11.1 21.0 6.9 4.2 3.3 6.3 10.3 7.4 27.7 24.0 28.0 21.0 28.7 25.0 16.5 9.7 14.0 17.0 13.0 13.0 3.6 6.9 4.3 5.6 5.0 5.3 9.3 12.0 15.0 13.0 11.9 8.8 1.1-1.1 0.8 0.8 0.3 4.1 2.8 9.8 3.2 2.3 3.8 3.0 4.2 4.3 5.6 3.4 2.4 : LIMRA INTERNATIONAL, The 1999 NA IFA -LIMRA Survey of Producer Opinion (Technical Report), 1999. CEO.,.,.
38 < -14 > ( C EO) ( : %) / / 80.0 12.0 8.0 80.0 13.0 7.0 73.0 15.0 12.0 86.0 10.0 4.0 76.0 16.0 8.0 28.0 23.0 49.0 24.0 27.0 49.0 24.0 22.0 54.0 8.0 13.0 79.0 31.0 25.0 44.0 33.0 30.0 37.0 : LIMRA INTERNATIONAL, View From the Top-CEO Perspective on Company Challenges and Industry Issues, 1999.., ( ). ( ). < -15> 2003 3
39 15 1, 7 2, 2 6 18 5 ( ) 20 7 ( ) 2 2 ( ). 2002 3 3.8%, 12.1%,. < -15> FY'99 FY'00 FY'01 FY'02 ( :,, %) FY'01 35,663 31,845 28,572 26,726-1,846-6.5 241,429 214,793 171,770 151,029-20,741-12.1 7,789 6,017 7,001 7,267 266 3.8 :, 2003. 7. 7. ( )=.,. 1...
40 < -16> 1 ( :, %) FY'99 FY' 00 FY'01 FY'02 FY'01 1,310 1,871 2,173 2,419 246 11.3 887 1,063 1,128 1,151 23 2.1 1,007 1,429 1,200 1,408 208 17.4 1,183 1,641 1,824 1,959 135 7.4 :, 2003. 7. 7.. < -16> 1 1,959 135 (7.4 %),..,. 2000 (< -17> ). (pu sh) (p ull).,. 4) 4)
41,,. < -17> 1997 2000 44.9% 46.9% 42.4% 37.8% 10.5% 13.9% 1.5% 1.4% :, 2000, 2000, p.30..,, 5).,, =.. 0.726(pearson ).,,, 2002, p.36. 5),, 2002.
42,,. ( ).,,,.
43. 1.., 1990. 1990. 1). FP(Fin ancial Planner),. FP, 2)., FP, 1).,,,. 2), 2002.
44., < -1> FY2001 7.0%, 59.5% 8. FY2002 14.6%( 15.2%, 12.1%), 60.8% 4. 2003 6, FP 5 (FY1998 FY2002).,,,,, 5,,. 17 FP ( 6, 11 ), 11 28. 5 FP, 6 FP, 5,. FP FY1998 FY2002, FY2000,. FP,., FP
45 2, FP FP FP. < -1> ( : %, %p ) FY2001 FY2002 (3 ) 7.0 15.2 8.1 (10 ) 7.2 12.1 4.9 (13 ) 7.1 14.6 7.5 (21 ) (8 ) 59.5 60.8 1.3 (2 ) 7.7 15.6 8.0 (5 ) 7.1 11.3 4.3 (7 ) 7.5 14.5 7.0 (12 ) (5 ) 63.6 65.0 1.4 : 1) ( + ) 2) = + 3). :,,. 2.. 1) FP,. FP,,
46,,,. 2) FP 3),. FP 68.3%, 28.5%, FP 52.5%, 32.5%. < -2> ( : %) FP (4 ) FP(6 ) (5 ) ( ) 28.5 0.3 0.0 0.0 11.3 81.0 0.0 32.5 9.0 68.3 52.5 9.0 3.3 3.3 1.0 :, 81.0%, 18.0% FP 3).
47.,,,, FP. FP, 30 40,, 2 3, FP., 78%. 4),, 25 45., FP. < -3> ( : %) FP (5 ) FP(6 ) (5 ) 80.0 100.0 100.0 100.0 100.0 80.0 40.0 66.7 60.0 80.0 100.0 60.0 4) LIMRA INTERNATIONAL, U.S. A gency-building Recruiting Trends, 2002.
48 FP 5 3, FP 5 1, 6 4. FP, FP,,,,,,,,,.,. < -4> ( : %) FP (5 ) FP(5 ) (6 ) 60.0 20.0 66.7 40.0 80.0 33.3, 16 ( FP 5, FP 6, 5 ),,,,. 16,. FP,,,
49, 5),,., FP 10, 2, 2.,. < -5> ( : %) FP (5 ) FP(5 ) (4 ) 0.0 0.0 0.0 0.0 0.0 0.0 0.0 0.0 50.0 100.0 100.0 50.0 FP,. FP,,,,,,,,,,. FP,, 5),
50 FP. < -6> FP (A ) (B ) 1 2 1, 2 3 4 3 5 6 7 8 ( ) 9 10 11 12 FP,, (qu ality).,. FP 7%, 90%, 2000 FP 100%., 89.5%, 10.5%
51. < -7> ( : %, ) FP(4 ) FP(4 ) (4 ) FY2000 FY2001 FY2002 FY2000 FY2001 FY2002 FY2000 FY2001 FY2002 6.6 7.5 7.5 0.0 0.3 1.9 - - 89.5 ( ) 87.6 87.4 87.4 80.5 94.8 93.6 - - 10.3 5.8 5.1 5.1 19.5 4.9 4.5 - - 0.2 100.0 100.0 100.0 100.0 100.0 100.0 - - 100.0 < -1> (FY2002), FP 30 40 79.9%, 40 50 17.1%, 30 2.6%. FP 1990
52 2 3. FP FP 30 40 73.1%, 40 50 18.5%, 30 8.5%., 40 50 40.5%, 30 40 36.1%, 50 18.5%, 30 4.9%. 1960,. 40 50., FP 34.9, FP 35.6, 42.2,. < -8> ( : %, ) FP(3 ) FP(4 ) (4 ) FY2000 FY2001 FY2002 FY2000 FY2001 FY2002 FY2000 FY2001 FY2002 30 3.0 2.7 2.6 3.4 4.9 8.5 7.0 6.4 4.9 30 40 85.4 82.6 79.9 81.5 80.6 73.1 38.7 37.7 36.1 40 50 11.2 14.3 17.1 15.1 14.5 18.5 35.9 37.9 40.5 50 0.5 0.4 0.4 0.0 0.0 0.0 18.3 18.0 18.5 100.0 100.0 10.0 100.0 100.0 100.0 100.0 100.0 100.0 34.5 34.9 34.9 35.3 35.4 35.6 41.5 41.8 42.2
53 < -2> (FY2002), FP 1 41.3%, 1 2 29.9%, 2 3 15.0%, 3 4 4 6.9%. FP 1 61.8%, 1 2 25.1%, 2 3 10.0%, 3 4 2.7%, 4 0.5% 1. 1 28.9%, 1 2 13.5%, 2 3 11.0%, 3 4 7.8%, 4 38.9% FP. FP, FY2000 15.5, FY2001 15.6, FY2001 20.1, FP FY2000 4.9, FY2001 11.2, FY2001 15.6, FY2001 38.2 FY2002 45.7.
54 < -9> ( : %, ) FP(3 ) FP(3 ) (4 ) FY2000 FY2001 FY2002 FY2000 FY2001 FY2002 FY2000 FY2001 FY2002 1 54.0 51.9 41.3 74.5 75.5 61.8 38.0 33.2 28.9 1 2 24.2 25.9 29.9 21.6 19.1 25.1 15.6 16.5 13.5 2 3 12.9 11.4 15.0 3.9 4.1 10.0 9.4 9.9 11.0 3 4 5.7 6.4 6.9 0.0 1.2 2.7 6.8 7.2 7.8 4 3.2 4.3 6.9 0.0 0.0 0.5 30.1 33.2 38.9 100.0 100.0 10.0 100.0 100.0 100.0 100.0 100.0 100.0 15.5 15.6 20.1 4.9 11.2 15.6-38.2 45.7. 1), (continuing education).,,. 1, 1.,,
55, FP,,.,,.,,,,,. 2). FP 13.2, FP 6.5, 23.0.,. FP 138, FP 155., 150. 173, FP 161.5, FP 151.2.
56 < -10> ( : ) FP (5 ) FP(6 ) (5 ) 13.2 6.5 23.0 138.0 155.0 150.0 151.2 161.5 173.0 FY2002 FP 1 22 2, 13 6., FP,,. FP, 5,. FP 9.8. FP FY2001 1,234, FY2002 688,,.
57 < -11> 1 ( : ) FP(3 ) FP(2 ) (4 ) FY2000 FY2001 FY2002 FY2000 FY2001 FY2002 FY2000 FY2001 FY2002 100.1 108.1 99.6 - - - - - 108.7 129.2 125.1 122.2-1,233.5 688.0 - - 27.5 229.3 233.2 221.8 - - - - - 136.2 FP,,, (annu alized first year com mission) 6),,.,,, 7).. FP, (Associate Financial Planner Korea: AFPK), (Certificated Financial Planner: CFP),. FC(Fin ancial Consultant),, AFPK. 6),. 7),,
58. 1). FP. FP Financial Consultant Sales Manager Agency Man ager (career p ath),,,, (joint fieldw ork).,,.,. 2) 15 14,,,. < -12> ( : ) FP (4 ) FP(6 ) (5 ) 4 6 4 0 0 1 :
59 FP, 40%, 20%., 50% FP. < -13> ( : %) FP(4 ) FP (6 ) (4 ) 40.0 12.5 25.0 20.0 37.5 25.0 20.0 12.5 0.0 20.0 37.5 50.0 :, FP, 30 40 54.3%, 40 50 45.1%, 30 0.6%, FP 30 40 78.4 %, 40 50 21.6%. 30 40 55.1%, 4 0 50 39.8%, 50 4.1%., FP 40.0, FP 38.3, 38.1.
60 < -14> ( : %, ) FP (3 ) FP(4 ) (5 ) FY2000 FY2001 FY2002 FY2000 FY2001 FY2002 FY2000 FY2001 FY2002 30 1.0 1.6 0.6 0.0 0.0 0.0 - - 1.0 30 40 65.7 60.0 54.3 89.7 81.3 78.4 - - 55.1 40 50 33.3 37.6 45.1 10.3 18.8 21.6 - - 39.8 50 0.0 0.8 0.0 0.0 0.0 0.0 - - 4.1 100.0 100.0 10.0 100.0 100.0 100.0 - - 100.0 38.3* 39.3* 40.0* 37.7 37.9 38.3 - - 38.1 : * 2, FP, 1 16.0%, 1 2 12.0%, 2 3 8.6%, 3 4 10.9%, 4 52.6%. FP 1 2 69.4 %, 1 18.4%, 2 3 8.2%, 3 4 4.0%, 4 0% 2., 4 89.3% FP. FP 4.3, FP 2.0, 8.8. FP,.
61 < -15> ( : %, ) FP (4 ) FP(4 ) (5 ) FY2000 FY2001 FY2002 FY2000 FY2001 FY2002 FY2000 FY2001 FY2002 1 14.1 23.5 16.0-56.8 18.4 - - 3.3 1 2 13.1 9.8 12.0-38.6 69.4 - - 2.5 2 3 15.2 11.4 8.6-4.5 8.2 - - 2.1 3 4 15.2 14.4 10.9-0.0 4.0 - - 2.8 4 42.4 40.9 52.6-0.0 0.0 - - 89.3 100.0 100.0 100.0-100.0 100.0 - - 100.0 4.1* 3.9* 4.3* - 1.5 2.0 - - 8.8 : * 3 3. (c o m pe ns atio n). 1).,,,., (basic salary),,.
62,.,.,. 2), FP 3.3%, 96.7%, FP 11.5% 88.5%., 24.5% 75.6%, FP. 1 FP 10.5%, 38.2% FP 3. < -16> (FY2002) ( : %) FP (5 ) FP(6 ) (5 ) 1 10.5 89.5 34.0 66.0 38.2 61.8 1 2 1.8 98.3 10.2 89.8 22.0 78.0 2 3 0.5 99.5 0.9 99.1 18.8 81.2 3 0.5 99.5 0.8 99.3 18.9 81.1 3.3 96.7 11.5 88.5 24.5 75.6
63 < -3> (FY2002). FP 70.6%, FP 71.7%, 35.1%, FP 30.0%, FP 10.0%, 21.7%. FP 19.4 %, FP 25.0%, 39.2%. FP,,,.
64 < -17> ( : %) FP (3 ) FP(6 ) (5 ) 70.6 71.7 35.1 30.0 10.0 21.7 19.4 25.0 39.2 0.0 0.0 5.2 0.0 0.0 0.0 : FP. FP 10.8, FP 10.2, 6.2 FP 4.6. < -18> ( : ) FP(4 ) FP(6 ) (5 ) 10.8 10.2 6.2 FP, FP 1,067 1,633 1.5 FP 1,080, 2,160
65 2.0 FP., 338 FP 30%, 1,250 FP 76%., 3.7. FP. < -19> ( :, ) FP(3 ) FP(5 ) (4 ) 1,067 1,633 1.5 1,080 2,160 2.0 338 1,250 3.7 < -4> (FY2002)
66, FP 12 2, 24 2 18. FP 12 3, 24 2, 25 1 FP 18.1. 20 1, 24 2, 25 1, 36 1 25.8. < -20> ( : ) FP(4 ) FP(6 ) (5 ) 2 12 3 12 1 20 2 24 2 24 2 24 1 25 1 25 1 36 18.0 18.1 25.8,. FP 41.3% 1 21.4 %, 29.9% 1 2 37.2%. 15.0% 2 3 19.9%, 6.9% 3 4, 4 11.1%, 10.4% (< -9>, < -21> ).
67 28.9% 1 20.7%, 13.5% 1 2 12.6%. FP 1 2, FP. < -21> ( : %) FP(3 ) FP(4 ) (4 ) FY2000 FY2001 FY2002 FY2000 FY2001 FY2002 FY2000 FY2001 FY2002 1 34.6 28.5 21.4-49.3 35.9-20.9 20.7 1 2 34.3 35.5 37.2-39.6 45.4-16.9 12.6 2 3 20.7 18.9 19.9-8.7 13.8-14.1 14.2 3 4 6.7 11.5 11.1-2.4 3.8-11.8 13.0 4 3.7 5.8 10.4-0.0 1.1-36.3 39.5 100.0 100.0 10.0 100.0 100.0 100.0 100.0 100.0 100.0 < -5> ( FP, FY2002)
68 < -6> ( FP, FY2002) < -7> (, FY2002), 1,
69 1. FP 1 36,099, FP 26,470, 14,754 FP. FP 1 18,688, 1 2 44,896, 2 3 48,017, 3 4 57,851, 4 54,615, FP 1 14,609, 1 2 45,508, 2 3 34,756, 3 4 35,841. 1 10,652, 1 2 14,366, 2 3 18,815, 3 4 24,600, 4 15,146. FP 4 1 3 4, 4. FP 1 1 2, 3 4 1 3.1 FP., 4 4 FP., 4.
70 < -22> 1 ( ) ( : %, ) FP(3 ) FP(3 ) (4 ) FY2000 FY2001 FY2002 FY2000 FY2001 FY2002 FY2000 FY2001 FY2002 1 15.3 16.0 18.7-16.5 14.6-7.8 10.7 1 2 33.9 39.8 44.9-52.4 45.5-11.6 14.4 2 3 38.3 48.1 48.0-53.2 34.8-16.2 18.8 3 4 28.3 52.0 57.9-48.5 35.8-18.1 24.6 4 27.6 39.3 54.6 - - - - 12.7 15.1 23.9 29.2 36.1-25.3 25.1-11.4 14.8 1 100 100 100-100 100-100 100 1 2 222 248 240-318 312-150 135 2 3 251 300 257-323 238-209 177 3 4 186 324 310-294 245-233 231 4 181 245 292 - - - - 163 142 < -8> (, FY2002)
71. FP. FP 1, 3, FP 6 5 1. 5,.,. < -23> ( : ) FP (4 ) FP(6 ) (5 ) 0 0 0 + 1 5 5 3 1 1 :, 1 +. FP FP. FP 14.9%, 68.2%, 16.8%, FP 32.3%, 40.0%, 27.7%.
72 FP 2 5, FP 6 4., FP. < -24 > ( : %, ) FP(2 ) FP(3 ) (1 ) FY2000 FY2001 FY2002 FY2000 FY2001 FY2002 FY2000 FY2001 FY2002 12.8 13.8 14.9-64.2 32.3 35.3 35.6 48.8 54.7 61.5 68.2-13.6 40.0 0.0 0.0 0.0 32.5 24.6 16.8-22.3 27.7 64.7 64.4 51.2 100.0 100.0 10.0-100.0 100.0 100.0 100.0 100.0 247.7 285.3 252.6-52.2 63.9 118.1 127.8 108.1 4.. 1 FP FY2000 106.7, FY2001 113.8, FY2002 125.6, FP FY2001 62.2 FY2002 55.1. FY2002 1 22.9 (< -9> ). 1 FP FY2000 54.8, FY2001 55.9, FY2002 48.0 FY2002
73, FP FY2001 44.0 FY2002 25.5. FY2002 1 19.8 (< -10> ). < -9> 1 (FY2002) < -10> 1 (FY2002)
74 1 FP FY2000 1 2, FY2001 1 3, FY2002 1 6, FP FY2001 1 4 FY2002 1 2. 1 5. < -25> ( :, ) FP(4 ) FP(4 ) (3 ) FY2000 FY2001 FY2002 FY2001 FY2002 FY2002 1 106.7 113.8 125.6 62.2 55.1 22.9 1 54.8 55.9 48.0 44.0 25.5 19.8 1 102.1 129.5 159.2 103.5 119.3 50.5. 13. FP FY2000 67.1%, FY2001 75.2%, FY2002 74.4 %, FP FY2001 58.2%, FY2002 55.3%, FY2002 24.9% FP 33.5% (< -11> ). 25 FP FY2000 60.6%, FY2001 68.6%, FY2002 71.7%, FP 1 FY2002 24.0%, 17.0%, FP, FP (< -12> ).
75 < -11> 13 : FP 4, LP 5, 4 < -12> 25 : FP 3, LP 1
76 37 FP, FP FY2000 42.1%, FY2001 49.0%, FY2002 58.6%. 17.0%, FP. < -26> ( : %) FP(3 ) FP(4 ) (4 ) FY2000 FY2001 FY2002 FY2001 FY2002 FY2002 13 67.1 75.2 74.4 58.2 55.3* 24.9 25 60.6 68.6 71.7-24.0** 17.0** 37 42.1 49.0 58.6 - - - : * 5, ** 1., 13 FP FY2000 86.3%, FY2001 90.8%, FY2002 87.9%, FP FY2001 84.4 %, FY2002 84.1%. FY2001 81.8% FY2002 76.7% FP 11.2%p (< -13> ). 25 FP FY2000 69.1%, FY2001 82.1%, FY2002 82.4 %, FP FY2001 69.8%, FY2002 74.7%. FY2001 55.6% FY2002 60.9%, FP 11.5%p, (< -14> ).
77 < -13> 13 < -14> 25, FP 37 FY2001 68.7%, FY2002
78 74.7%. < -27> ( : %) FP(3 ) FP(4 ) (4 ) FY2000 FY2001 FY2002 FY2001 FY2002 FY2001 FY2002 13 86.3 90.8 87.9 84.4 84.1 81.8 76.7* 25 69.1 82.1 82.4 69.8** 74.7 55.6* 60.9 37-68.7 74.7 - - - - : * 3, ** 2 5. (produ ct mix),. FP 1,,,. FP,, 8),,,., (input) (process) (outpu t). 8),.
79.., FP. 89.5%,,., FP 92.5%( FP 98.1%), 3. FP., (mid dle-low er m arket), (upp er-incom e m arket),,.,,, (activity),.. FP,,. FP,., FP
80 (96.7% 75.6%)., 1.3 ( ) 3.6 ( ) 5. FP. - ( ), - ( )., FP,, FP FP,, FP.. 6 9). FP 3., FP,. 9) LIMRA INTERNATIONAL, Investing in New A gents: A Cost Blueprint, 1999.
81. 1. FP., FP.,., FP,.,,., 1), (First-Year Comm ission : FYC),,,., 2001 88%. 1 91.8%, 2 89.8%, 3 85.0%, 4 85.9%, 5 64.6%.. 1).
82,., 40.9%, 2.,. 2. < -1> ( ) ( : %) ( ) ( ) FY2001 FY2002 1 91.8 66.5 93.3 48.4 57.0 2 89.8 72.0 48.4 29.3 32.0 3 85.0 62.8 25.4 33.7 39.2 4 85.9 69.7-34.8 42.5 5 64.6 57.4 44.4 32.3 27.7 88.1 67.7 55.7 39.2 40.9 : 1) / 100. 2) 2001 8, 501 2000 6, 500 7. : LIMRA INTERNATIONAL, Agent Production and Survival: Female and Males, 1999...,
83. 2001 1,.,,. A 2). A FY2000 FY2001 (< -2> )., FY1999 FY2002 A,. A,. A. A, 40%p. A.. 2) FP., A,.
84 < -2> A ( : %, %p) FY1999 FY2000 FY2001 FY2002 A 45.6 75.8 92.3 54.8 43.5 42.8 43.3 32.1 2.1 33.0 49.0 22.7 A 17.9 13.9 9.1 11.2 20.4 16.0 14.1 14.9-2.5-2.1-5.0-3.7 A 20.9 53.1 74.6 39.3 15.8 17.3 22.5 11.5 5.1 35.8 52.1 27.8 A -7.8 7.5 31.7 45.9 0.8 10.5-8.3 3.6-8.6-3.0 40.0 42.3 : = / :,,. A,. FY1999 14.7%, FY2000 19.7%, FY2001 34.2%, FY2002 45.7%. 96.8% 51.1%p. < -3> A ( : %) FY1999 FY2000 FY2001 FY2002 FY1999 FY2000 FY2001 FY2002 1.7 4.4 3.0 3.2 85.4 80.3 65.8 54.3 ( ) 95.7 91.2 93.6 93.0 14.6 19.4 33.4 44.5 2.6 4.4 3.4 3.8 0.1 0.3 0.8 1.2 100.0 100.0 100.0 100.0 100.0 100.0 100.0 100.0
85,, 10.5%, A. < -1> A ( ) A 1, 1999 39.6, 2000 32.4, 2001 2002 48.0, 2002 1 7 46.8. 1999 124.8 2001 110.4, 2002 93.6., 1999 2002 1 7.2, 46.8., 1 1 1999 31.7%, 2001 43.5%, 2002 51.3%, 2003 7 60.0% (< -2> ).
86 < -4> A 1 ( : ) 1998 1999 2000 2001 2002 2003.7 138.0 124.8 99.6 110.4 93.6 78.0 45.6 39.6 32.4 48.0 48.0 46.8 / 33.0 31.7 32.5 43.5 51.3 60.0 < -2> A : / 100., 1. A. 13 FY1999 45.4 %, FY2001 52.9%, FY2002 55.8%. FY1999 78.9% FY2002 79.8%. 25 60.9% 30.4 %, 37 53.2%, 15.0%, 49 35.5%,
87 9.1%.,.., A 13 4 24.9% 20.9%p. 25 1 13.4 %p. < -5> A ( : %) FY1999 FY2000 FY2001 FY2002 FY1999 FY2000 FY2001 FY2002 13 78.9 83.9 80.1 79.8 45.4 44.2 52.9 55.8 25-61.5 65.3 60.9 7.8 21.9 23.7 30.4 37 - - 47.2 53.2 4.2 5.0 12.5 15.0 49 - - - 35.5 4.4 2.9 2.8 9.1 < -3> A ( ) 13
88 A 13 FY1999 69.4%, FY2001 84.2%, FY2002 88.2%. A, FY1999 89.4 % FY2002 92.0%. 25 87.2% 75.3%, 37 79.1%, 56.3%, 49 77.1%, 37.5%, 3.8%p 39.6%p. < -6> A ( : %) FY1999 FY2000 FY2001 FY2002 FY1999 FY2000 FY2001 FY2002 13 89.4 88.9 91.0 92.0 69.4 75.3 84.2 88.2 25-66.4 82.9 87.2 32.8 47.4 63.1 75.3 37 - - 80.0 79.1 - - 46.2 56.3 49 - - - 77.1 - - 23.1 37.5 < -4> A ( ) 13
89 4., A 13 2 76.7% 11.5%p. 25 14.4%p., A 1. 1999 112, 82 73.2%., 2000 2001 2002 15.1% 2003 7. 2001,,. 2002 1.,,. < -7> A ( : ) 1998 1999 2000 2001 2002 2003.7 94 112 131 137 146 149 78 82 118 134 168 169 / 83.0 73.2 90.1 97.8 115.1 113.4
90 < -5> A : 1 / 1 100. A 1. 1999 24,096 2002 30,984, 1999 8,640, 2002 26,280. 1999 35.9% 2001 76.5%, 2002 84.8%. < -8> A ( : ) 1999 2000 2001 2002 2003.7 24,096 28,068 30,744 30,984 26,520 8,064 14,124 23,508 26,280 22,272 / 35.9 50.3 76.5 84.8 84.0
91 < -6> A A 88%, 80%. A,. FP..,,, FP,,.,
92.,,. 3),. 2. ALICO ALICO Jap an 1992.,. ALICO Jap an. < -9> 8.2 10.6%p, 1.7 2.8%p. ALICO Jap an 10.0 12.4 %p., FY1999 FY2002 ALICO Jap an 16.3 22.6%. 3),,.
93 < -9> ALICO J a pa n ( : %, %p) FY1999 FY2000 FY2001 FY2002 ALICO 18.3 18.0 16.8 16.4 7.7 8.0 8.1 8.2 10.6 10.0 8.7 8.2 ALICO 8.6 8.4 8.6 8.4 10.8 10.7 11.8 11.0-2.2-1.7-2.8-2.6 ALICO 8.9 8.5 7.0 6.6-3.1-3.9-3.7-3.4 12.0 12.4 10.7 10.0 ALICO 16.3 22.6 18.3 18.6-4.3-2.4-2.8-2.6 20.6 25.0 21.1 21.2 :,,..,...,
94 ( ). (CT),,,.. ( ),... < -7>., Full Service Agent System. FSA( ), Life-Pro Agent( ), Corp orate Agent( ), FTA ( ) 4).,, 4).,,. (Corp orate Agent),.
95. Agency Manager System, Agency Manager Con su ltant (CT, ).,.., 100 Agency Office. < -7> AM, CT. AM, AM Consultant +
96.,. CT (w ealth m anagem ent).. ( ).. CT FP, CFP., 5, 1 5).... 1 5),,.
97 FSA (Full Service Agency), 2. 1980 60%(Branch), 30~25%(Agency), 10~25%(Mass Market) 25%, 43%, 25%, Agent., FSA 2002 4 1 3.7 6), 51 4, 2003 4 3.9, 69 2 4 7). AM CT 2002 4 5.4, 108 2, 2003 4 6.1, 127 2 8). < -10> ALICO ( :,, %, ) FSA CT 2002 4 2003 4 3.7 3.9 514,000 692,400 45.4 45.5 5.4 6.1 1,082,000 1,272,000 81.5 85.4 6) 1, 1. 7) FSA 2002 4 8,339 3,784 45.4%, 2003 4 8,607 3,916 45.5%. 8) CT 2002 4 3,442 2,804 81.5%, 2003 4 3,878 3,310 85.4 %.
98 3..,.. LIMRA 1990 5 (Career Agent Tracking Stu dy). 9) 10) 5 6., < -11>,., 3 ($215,000) ($65,000) 3.3.. 9) LIMRA International, Bringing Them Through: The Best Practices of High-Agent-Retention Companies, 2000, pp.10 11. 10) - 0
99 < -11> 1 (3, ) $65,000 $100,000 $145,000 $100,000 $140,000 $185,000 $130,000 $170,000 $215,000 : 140%, 70%, 23%, 40%, 16%. : LIMRA International, Investing in New A gents: A Cost Blueprint, 1999. LIMRA (high-agent-retention com p anies),., 4,, (overrides).,,..,., 4,. (MDRT: Million Dollar
100 Rou nd Table),., 4,,.,,., 4,. (m entor),.... 1).,. 1975 54,736..,,
101,, 11). < -12> 12 (49.2%),.,,. < -12> 12 (1997 ) 12 12 13.6 52.6% 29% 8.2 51.7 25.9 14.5 51.5 25.1 7.6 50.0 27.0 5.6 48.6 24.3 12.8 47.9 25.9 1.6 43.6 19.4 17.5 42.2 19.9 7.4 40.9 22.9 2.3 37.0 10.9 9.1( ) 49.2 25.0 : 12 50%. : LIMRA, Recruit and Retain Strategic Issues Series 2001-3, 2001. LIMRA, Recruit, Newsletter, Janu ary, 2003. 11) 2001 47.3%, 18.9%, 16.6%.
102. < -13>,. < -13> (p reliminary interview) (actu arial assessm ent) -, - (Career Profile questionnaire) - 1~2 (fact-findin g interview) - (r eference interview ) - (job sample) - (interview with oth ers) - (job p review) - (final evaluation & decision) 4 20%
103, 12). 2 (career profile questionnaire), 1~19., (< -8> ) 13). 1 19 3 1. < -8> :, 1994, p.11. 12) 1 40 (100%) 12 ( 30%), 4 (10%). 4 8, 20%. 13) 1 50%.
104,. 30%, 4 92%, 1 73%, 4~5 55% 14). < -14> ( : %, US ) 4 1 4 78.1 18.2 8,739 89,220 60.2 9.5 5,053 57,706 : LIMRA INTERNATIONAL, Recruiter, N ovember, 2001. 2).,. 14) LIMRA INTERNATIONAL, Recruiter, Vol 2-2 November, 2001.
105. < -15>. 15) 4.... 15). (20%), (60%), (20%) 60%. (Process) - (Result).,.,,.,,. 1., 1.
106 < -15>, ( ) FP 1, 2 (Financial planning) :, 3, 2003, p.24. ( ),.,.,,,,.
107., A, FP..,. 2.,. FP, FP., (4 ) (< -1> ).,,
108.,..,.
109. 1.,,.. ( )..,.,,.,,...
110., 1).,.,..,. 1990,,. AXA Financial, 2), 1) (2003. 7),. 2) Open Architecture AXA Financial AXA Advisors AXA Distributers 2. 3 (, ). 2 Equitable,,.
111. AXA Financial,,, 3).,.,,.,.,,. A,,.,,, 3) AXA.,. 1~2.
112,. 2....,.... (bargaining p ow er) (cu stom er facing).,
113 6 4).., GLAD (13 42~43%, 25 20%) (13 78%, 25 44 %),. VIP,,,.,,, VIP,,. (< -1> ).,. 4) LIMRA INTERNATIONAL, Investing in New A gents: A Cost Blueprint, 1999.
114 < -1> * / / / / ( / ) / / / (ready-m ad e) (ord er-m ad e) : *.,,,, (< -2> ). < -2> 81.4* 1.3 4.9 4.7 5.4 0.3 70.8 1.8 7.1 11.9 5.8 0.4 67.4 4.4 10.7 8.1 6.8 1.2 58.6 1.3 5.4 26.5 5.5 0.3 : * 57.5%, 23.9%. :,, 2002. 3, p.46.
115, (43.8%) (49.1%). A,.,, VIP,,, 5).,. VIP,,,,,,.,,,. < -3> ( ). 5),.
116 < -3> ( ) VIP VIP / / (,, CI ) / (, ),., (< -1> ). < -1>
117,, VIP.,. VIP,, (< -2> ). < -2>,,. 6).
118 3.,,.,. 3., 1 ( ), 2, 3. 1,... 1., 7).. 6),. 7),. (high qu ality),.
119.,,,,,. 2 1 8). 1,, 2.., (professional p lann er),. 3 9). 8) 2. 9) VIP,.
120.,.,. 4.,... 80%... 40%, 80%, 33.3%.,,,,
121...,.,.. 173, FP 161.5, FP 151.2. FP, 5,.,...,,,
122.. Sales Manager Agency Manager,,, (joint fieldw ork).,., 10)..,,.. 10). 1 42~43%, 2 20%,,.
123 4..,, 11)...., 12)., 5 13).. 11),, 1998, 7. 12) 13 1999 87% 2000 92%, +. NIKKEI NET 10/ 4, 2003. 13), 5, 5.
124..,,.,.,....,.,..,
125, 3. 1 ( ), 2, 3..,.,...,.,.,,.,.
126,,.,.,,.
127,,, 1997., 2003. 7. 7.,,.,., 2000, 2000. - --- --- --- --- -,,. - --- --- --- --- -,,.,,, 2002.,, 37, 1991.,, 37, 2003.,,, 1994.,,,1998, 7.,, 1998.,, 2000.,,, 1997, 12.,, 56, 2000. N IKKEI N ET 10/ 4, 2003.
128, 71-5, 2003.,,., 1990, 1994, 1998, 2003. DATAMON ITOR, European Lif e Bancassurance, 2000. LIMRA IN TERNATIONAL, A gent Production and Survival: A gency-building A gen ts in the United States, 2001. - --- --- --- --- -, Bringing Them Through: The Best Practices of High-A gent-retention Companies, 2000. - --- --- --- --- -, Census of U.S. Sales Personnel, 2003. - --- --- --- --- -, Investing in N ew A gents: A Cost Blueprin t, 1999. - --- --- --- --- -, Recruiter, N ov em ber, 2001. - --- --- --- --- -, Recruit and Retain, Strategic Issu es Series, 2001-3. - --- --- --- --- -, Uint-linked Insurance in Europe, 2003. - --- --- --- --- -, View From the Top-CEO Perspective on Company Challenges and Industry Issues, 1999. - --- --- --- --- -, The 1999 NA IFA -LIM RA Survey of Producer Opinion (Technical Report), 1999. - --- --- --- --- -, 2001/ 2002 Kehrer-LIM RA Bank Lif e Sales Study, 2002. http :/ / ww w.northw esternmu tu al.com
129 : PART A. (2003 6 20 ).. 1. ( ),? 1 ( ) ( ) % 2 ( ) % 3 ( ) % 4 * ( ) % 5 ( ) ( ) % 6 ( ) ( ) % * (SM). 2. ( ).
130 (, ) 1 2 3 4 5 1( ) 6 2( ) 3. ( )? 3-1. ( 3 ),. 1 2 3 3-2. ( 3 ),? 1 ( ) % 2 ( ) % 3 ( ) ( ) % 4 ( ) ( ) %
131 4. ( )? 4-1. ( 4 ),. 1 2 3 5. ( )? 5-1. ( 5 ),. 1 2 3 4 5 6. ( )? ( )
132 1 2 3 4 5 ( ) 7. ( ) ( ). 1 2 1, 2, 3 3 4 5 6 7 8 9 10 11 12 1 13 2
133. 8. ( )? ( ) 9. ( )? ( ) 9-1. ( )? ( ) ( ) 9-2.. 1 2 3 4 5 10. ( )?
134 10-1. ( 9 )?,, ( + ) 1 1 ( ) ( ) 1 2 ( ) ( ) 2 3 ( ) ( ) 3 ( ) ( ) 10-2. ( ). 1 1 2 3 1 1 2 2 3 1 2 2 3 3 1 3 2 3
135 11. ( ). 1 1 2 3 1 1 2 2 3 1 2 2 3 3 1 3 2 3 12. ( )??? ( ). (c omp e n s a t i o n ) 13. ( )?(FY2002 )
136 1 ( )% ( )% 100.0% 1 2 ( )% ( )% 100.0% 2 3 ( )% ( )% 100.0% 3 ( )% ( )% 100.0% * ; (, ) * ;, ( ) 14. ( ),. (, ) 1 ( ) 2 ( ) 3 ( ) 4 ( ) 5 ( ) ( ) 15. ( ) (basic salary)? ( ~ )
137 16. ( ) (basic salary gu arantee)? ( ) 17. ( )? ( ) 18.?( ) 1 2 + ( ) 3 4 ( ) 18-1. (18 ) ( )? 19. (,, )? 20. (tenu re)?( )
138. (ma n a g e me n t ) 21. ( ) (,,, )? 21-1. (21 ) ( )? ( ) 21-2. (21 ) ( ) (career p ath)?
139 PART B 5 (FY1998 FY2002) ( ). 1. ( )? (3 31 ). ( ) FY1998 FY1999 FY2000 FY2001 FY2002 30 ( ) ( ) ( ) ( ) ( ) 40 ( ) ( ) ( ) ( ) ( ) 50 ( ) ( ) ( ) ( ) ( ) 50 ( ) ( ) ( ) ( ) ( ) ( ) ( ) ( ) ( ) ( ) 2. ( )? (3 31 ). FY1998 FY1999 FY2000 FY2001 FY2002 ( ) 3. ( ). (3 31 ).
140 ( ) FY1998 FY1999 FY2000 FY2001 FY2002 1 ( ) ( ) ( ) ( ) ( ) 1 2 2 3 3 4 ( ) ( ) ( ) ( ) ( ) ( ) ( ) ( ) ( ) ( ) ( ) ( ) ( ) ( ) ( ) 4 ( ) ( ) ( ) ( ) ( ) ( ) ( ) ( ) ( ) ( ) 4. ( ) ( + )? 1,. FY1998 FY1999 FY2000 FY2001 FY2002 1 1 2 2 3 3 4 4 5. ( )? (,,.)
141 FY1998 FY1999 FY2000 FY2001 FY2002 PC 6. ( )? FY1998 FY1999 FY2000 FY2001 FY2002 PC 7. ( )?. FY1998 FY1999 FY2000 FY2001 FY2002 8. ( )? FY1998 FY1999 FY2000 FY2001 FY2002 9. ( )
142? FY1998 FY1999 FY2000 FY2001 FY2002 10. ( )?. FY1998 FY1999 FY2000 FY2001 FY2002 11. ( )? FY1998 FY1999 FY2000 FY2001 FY2002 13 % % % % % 25 % % % % % 37 % % % % % 49 % % % % % 12. ( )? FY1998 FY1999 FY2000 FY2001 FY2002 13 % % % % % 25 % % % % % 37 % % % % % 49 % % % % % 13.? (3 31 ).
143 ( ) FY1998 FY1999 FY2000 FY2001 FY2002 30 ( ) ( ) ( ) ( ) ( ) 40 ( ) ( ) ( ) ( ) ( ) 50 ( ) ( ) ( ) ( ) ( ) 50 ( ) ( ) ( ) ( ) ( ) ( ) ( ) ( ) ( ) ( ) 14.? (3 31 ). ( ) FY1998 FY1999 FY2000 FY2001 FY2002 1 ( ) ( ) ( ) ( ) ( ) 1 2 ( ) ( ) ( ) ( ) ( ) 2 3 ( ) ( ) ( ) ( ) ( ) 3 4 ( ) ( ) ( ) ( ) ( ) 4 ( ) ( ) ( ) ( ) ( ) ( ) ( ) ( ) ( ) ( ) 15.? 1. FY1998 FY1999 FY2000 FY2001 FY2002
(KID I) 96-1 /, 1996.4 96-2 /, 1997.2 96-3 : /,, 1997.3 96-4 /,,, 1997.3 96-5, /,,, 1997.3 96-6 /,,, 1997.3 96-7 (I) : /,,, 1997.3 96-8 : /,,, 1997.3 96-9 /,,, 1997.3. 97-1 /,,,, 1997.5. 97-2 98-1 : /,,, 1997.11 M&A : M&A /,, 1998.1 98-2 /,,, 1998.2 98-3 /,,, 1998.2 98-4 98-5 ( ) : /,, 1998.3 /,,, 1998.3 98-6 : /,, 1998.3 98-7 /,, 1998.6 98-8 /,,, 1998.10 99-1 ( ) : /,, 1999.2 99-2 /,,, 1999.3
99-3 : /,, 1999.3 99-4 /,,,, 1999.3 99-5 (Survival Analysis) /,, 1999.3 99-6 : /,, 1999.7 99-7 /,, 1999.12 99-8 /,, 1999.12 2000-1 /,, 2000.3 2000-2 ART /, 2000.3 2000-3 /, 2000.3 2000-4 /,. 2000.3 2000-5 /,,, 2000.3 2000-6 /, 2000.6 2000-7 /,. 2000.8 2000-8 /,. 2000.9 2000-9 10 /. 2000.11 2000-10 /. 2000.12 2001-1 /,, 20001.1 2001-2 OECD /,,, 2001.1 2001-3 /,, 2001.1 2001-4 /,, 2001.3 2001-5 /,,,, 2001.3 2001-6 /,, 2001.4 2001-7 CRM : CRM /, 2001.8 2001-8 /,, 2001.10 2001-9 /,, 2001.10
2001-10 /, 2001.12 2001-11 /, 2001.12 2002-1 /,,, 2002. 3 2002-2 /,, 2002. 3 2002-3 /,,, 2002. 5 2002-4 /,, 2002. 5 2002-5 RBC /,,, 2002. 10 2002-6 /,, 2002. 10 /,, 2002-7, 2002. 12 2002-8 /,,, 2 002. 12 2003-1 /,, 2003. 3 2003-2 /,,, 2003. 3 2003-3 /,, 2003. 3 2003-4 RAS /,, 2003. 7 2003-5 /,, 2003.11 96-1 /,, 1996.2 96-2, 1996.2,, 96-3 /,,, 1996.10 96-4 /,,,, 1996.12 96-5 /, 1997.3 97-1 (IIS) ( 33 ), 1997.7 97-2 (PIC) ( 18 ), 1997.9
98-1 ( I ) /,, 1998.2 98-2 /,,, 1998.3 98-3 /, 1998.3 98-4 M&A /,,, 1998.8 98-5 MAI /,, 1998.8 98-6 /,,, 1998.10 98-7 ( ) : /, 1998.11, 99-1 ( ) : /, 1999.1 99-2 99-3 /,, 1999.3 /, 1999.3 99-4 /, 1999.6 99-5 : /,, 1999.7 99-6 /,,,, 1999.7 99-7 : /, 1999.7 99-8 /,, 1999.8 99-9 /, 1999.11 99-10 /, 2000.2 2000-1 /, 2000.3 2000-2 /, 2000.3 2001-1 /, 2001.1 2001-2 / 2, 2001.1
2001-3 /,, 2001.3 2001-4 /, 2001.3 /,,, 2001-5 2001.6 2001-6 (I) / 1, 2001.11 2001-7 (II) /, 2001.11 2002-1 /, 2002.3 2002-2 /,,, 2002.9 2003-1 2003 /, 2003.3 2003-2 /,,, 2003.3 97-1 /,,, 1997.10 97-2 '98, 1997.11 98-1 '99, 1998.11 99-1 2000, 1999.11 99-2 : - /, 1999.12 2000-1 2001, 2000.10 2001-1 /,, 2001.1 2001-2 2002, 2001.11 / 2001-3,, 2001.12 2002-1 2003, 2002.11 2003-1 /,,,, 2003.7
1 / W. Klein, Martin F. Grace, 1997.6 2 /, 1998.3 3 1, 1998.11 4 2, 1999.12 Harold D. Skipper, Robert D. Farny,, J. E. Johnson, Insurance Business Report 1, 1997.5 2 OECD /,, 1997.10 3 /,, 1997.11 4 /, 1997.12 5 IMF /, 1998.3 6 /, 1998.3 7 /,, 1998.5 :,,, 8 /,,, 1999.2 9 (IT) : /, 1999.3 10 /, 1999.3 11 IMF /,, 1999.3 12 /,, 1999.10 13 21 /,, 1999.12 14 WTO /, 2002.4, 15 5 /, 2002. 9 16 2010 /, 2003.5 17 /, 2003.5 18 /,, 2003.8
Environment Changes in the Korean Insurance Industry in Recent Years : 1 Institutional Improvement, Deregulation and Liberalization / Hokyung Kim, Sango Park, 1995.5 2 Korea Insurance Industry 2000 / Insurance Research Center, 2001.4 3 Korea Insurance Industry 2001 / Insurance Research Center, 2002.2 4 Korea Insurance Industry 2002 / Insurance Research Center, 2003.2 CEO Report 2000-1 /,, 2000.5 2000-2 /, 2000.6 2000-3 /, 2000.10 2000-4 /, 2000.11 2001-1 /,, 2001.8 2001-2 /,, 2001.8 2001-3 /,, 2001.10 2002-1 /, 2002.4 2002-2 PL PL /, 2002.6 2002-3 /, 2002.6 2002-4 5 /, 2002.9 2002-5 CI(Critical Illness) /, 2002.10
2002-6 /, 2002.10 2003-1 /, 2003.2 2003-2 2003 /, 2003.3 2003-3 /, 2003.6 2003-4 /, 2003.7 2003-5 /, 2003.7 2003-6 OECD /, 2003.8
300,000 150,000 150,000 - (10~15 / ) (5~10 / ) (3~5 / ) - (3-4 ) ( ) - - - - (10~15 / ) (5~10 / ) (3~5 / ) - (3-4 ) ( ) - - ( 3 4 30,000) ( 50,000) ( 20,000) : : 368-4230,4407 : 368-4099 - : (067-25-0014-382) / (110-55016-257) : - : 6937009 (www.kidi.or.kr) Knowledge Center 1 :,,,,,, :
(m ardis@kid i.or.kr) (khlee@kidi.or.kr) (jhlee21@kid i.or.kr) 2003-6 2003 12 35-4 (02) 368-4000 (02) 2267-4112 ISBN 89-5710- 006-7 93320 10,000