{"id":7747,"date":"2022-12-16T16:19:30","date_gmt":"2022-12-16T16:19:30","guid":{"rendered":"https:\/\/www.wmc.ch\/?p=7747"},"modified":"2022-12-18T10:02:28","modified_gmt":"2022-12-18T10:02:28","slug":"futuro-del-broker","status":"publish","type":"post","link":"https:\/\/www.wmc.ch\/it\/futuro-del-broker\/","title":{"rendered":"Il Bro\u00adker del futuro"},"content":{"rendered":"
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Il mer\u00adca\u00adto assi\u00adcu\u00adra\u00adti\u00advo cam\u00adbier\u00e0 in modo mas\u00ads\u00adic\u00adcio nei prossi\u00admi anni. Nel\u00adla sua pre\u00adsen\u00adtazione all\u2019In\u00adsur\u00adance Bro\u00adker Forum 2022, Marin Vlasec di Pax ha delin\u00adeato i req\u00adui\u00adsi\u00adti del bro\u00adker del futuro. Oggi \u00e8 disponi\u00adbile una lin\u00adea gui\u00adda che WMC mette a dis\u00adpo\u00adsizione di tut\u00adti i bro\u00adker inter\u00ades\u00adsati con la gen\u00adtile con\u00adces\u00adsione di Pax<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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Creare val\u00adore dig\u00adi\u00adtale per i cli\u00aden\u00adti<\/span>
<\/strong><\/span>Il bro\u00adker assi\u00adcu\u00adra\u00adti\u00advo \u00e8 sot\u00adto pres\u00adsione a causa dei cam\u00adbi\u00ada\u00admen\u00adti tec\u00adno\u00adlogi\u00adci e del\u00adla con\u00adcen\u00adtrazione del set\u00adtore. I bro\u00adker indipen\u00adden\u00adti pi\u00f9 pic\u00adcoli sono in gra\u00addo di reg\u00adgere il con\u00adfron\u00adto con la con\u00adcor\u00adren\u00adza in con\u00adtin\u00adua cresci\u00adta? Il suc\u00adces\u00adso del futuro bro\u00adker dipende dal\u00adla sua com\u00adpe\u00adten\u00adza digitale?<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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\n\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t\tScar\u00adi\u00adca la Gui\u00adda (in tedesco) <\/span>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t<\/a>\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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1. Situ\u00adazione attuale<\/strong><\/p>

Il pae\u00adsag\u00adgio dei bro\u00adker \u00e8 carat\u00adter\u00adiz\u00adza\u00adto da due svilup\u00adpi. Da un lato, le gran\u00addi soci\u00adet\u00e0 di inter\u00adme\u00addi\u00adazione stan\u00adno acqui\u00ads\u00adtan\u00addo quelle pi\u00f9 pic\u00adcole. Questo limi\u00adta le oppor\u00adtu\u00adnit\u00e0 dei bro\u00adker di pic\u00adcole e medie dimen\u00adsioni sul mer\u00adca\u00adto. La pres\u00adsione su di loro \u00e8 in aumen\u00adto. D\u2019al\u00adtra parte, la dig\u00adi\u00adtal\u00adiz\u00adzazione influisce sulle offerte e sui canali di acces\u00adso ai cli\u00aden\u00adti azien\u00addali e pri\u00advati. Cosa sig\u00adnifi\u00adca questo per il futuro del grup\u00adpo pi\u00f9 pic\u00adco\u00adlo. La dig\u00adi\u00adtal\u00adiz\u00adzazione pu\u00f2 rap\u00adp\u00adre\u00adsentare un con\u00adflit\u00adto di obi\u00adet\u00adtivi, per\u00adch\u00e9 con essa cam\u00adbiano anche le esi\u00adgen\u00adze dei cli\u00aden\u00adti e il modo in cui essi si infor\u00admano sulle offerte. Uti\u00adliz\u00adzan\u00addo i canali di acces\u00adso dig\u00adi\u00adtali, ad esem\u00adpio, si rischia di diminuire il con\u00adtat\u00adto per\u00adson\u00adale con la clien\u00adtela. Si infor\u00admano gi\u00e0 pi\u00f9 inten\u00adsa\u00admente tramite inter\u00adnet e i social media rispet\u00adto a qualche anno fa.<\/p>

2. I servizi prin\u00adci\u00adpali di un bro\u00adker assicurativo<\/strong><\/p>

I servizi prin\u00adci\u00adpali di un bro\u00adker assi\u00adcu\u00adra\u00adti\u00advo si col\u00adlo\u00adcano nelle aree del\u00adla con\u00adsulen\u00adza, del\u00adl\u2019am\u00admin\u00adis\u00adtrazione e del\u00adl\u2019as\u00adsis\u00adten\u00adza, del\u00adla ges\u00adtione del ris\u00adchio e del\u00adla com\u00adpara\u00adzione. Attra\u00adver\u00adso questi servizi di base, il bro\u00adker assi\u00adcu\u00adra\u00adti\u00advo crea un con\u00adcre\u00adto val\u00adore aggiun\u00adto per gli assi\u00adcu\u00adrati. Si trat\u00adta di una sem\u00adpli\u00adfi\u00adcazione dei servizi e dei com\u00adpi\u00adti, come dimostra\u00adto dal lavoro di ricer\u00adca sul\u00adla mis\u00adurazione del val\u00adore del cliente.<\/p>

  • con\u00adsulen\u00adza: <\/em><\/strong>Anal\u00adisi e con\u00adcetti di cop\u00ader\u00adtu\u00adra, rac\u00adco\u00adman\u00addazioni di sicurez\u00adza<\/em>.<\/li>
  • Ammin\u00adis\u00adtrazione e sup\u00adpor\u00adto: <\/strong> Claims- Man\u00adage\u00adment,  rispos\u00adta alle domande e con\u00addi\u00advi\u00adsione delle infor\u00admazioni<\/em>.<\/li>
  • Risk-Man\u00adage\u00adment:<\/strong> Iden\u00adti\u00adfi\u00adcare e soppe\u00adsare i rischi<\/em>.<\/li>
  • Con\u00adfronta: <\/strong> Con\u00adfron\u00adto dei prezzi e delle prestazioni, mostra le opzioni di copertura.<\/em><\/li><\/ul>

    3. Creare val\u00adore dig\u00adi\u00adtale per i clienti<\/strong><\/p>

    Gli stu\u00addi dimostra\u00adno che: Esiste un cosid\u00addet\u00adto gap di disponi\u00adbil\u00adit\u00e0 dei cli\u00aden\u00adti a ottenere offerte in for\u00adma\u00adto dig\u00adi\u00adtale. Ci\u00f2 sig\u00adnifi\u00adca che pro\u00adprio quei servizi che pos\u00adsono essere uti\u00adliz\u00adza\u00adti dig\u00adi\u00adtal\u00admente sen\u00adza gran\u00addi sforzi gen\u00ader\u00ada\u00adno un val\u00adore per il cliente altret\u00adtan\u00adto ele\u00adva\u00adto o supe\u00adri\u00adore a quel\u00adlo di un dial\u00ado\u00adgo ana\u00adlogi\u00adco. Il divario esiste in misura diver\u00adsa tra i cli\u00aden\u00adti pri\u00advati e le aziende.<\/p>

    Sia i cli\u00aden\u00adti pri\u00advati che quel\u00adli azien\u00addali sono pron\u00adti per la dig\u00adi\u00adtal\u00adiz\u00adzazione. Tut\u00adtavia, i cli\u00aden\u00adti pri\u00advati sono pi\u00f9 dis\u00adposti a ottenere servizi tramite chat, app e piattaforme web rispet\u00adto ai cli\u00aden\u00adti azien\u00addali. Questi ulti\u00admi sono meno dis\u00adposti a far\u00adsi con\u00adsigliare attra\u00adver\u00adso i canali di acces\u00adso dig\u00adi\u00adtali per\u00adch\u00e9 le offerte per le aziende sono com\u00adp\u00adlesse e richiedono molte con\u00adsul\u00adtazioni. Il rap\u00adpor\u00adto diret\u00adto con il cliente durante la con\u00adsul\u00adtazione rimane molto importante.<\/p>

    Di soli\u00adto tra i cli\u00aden\u00adti pri\u00advati c\u2019\u00e8 un sano mix di et\u00e0: le per\u00adsone pi\u00f9 anziane sono meno dis\u00adposte a dig\u00adi\u00adtal\u00adiz\u00adzarsi. Chi opera nel seg\u00admen\u00adto del\u00adla clien\u00adtela pri\u00adva\u00adta non deve temere che i pro\u00adpri cli\u00aden\u00adti siano esclu\u00adsi\u00adva\u00admente uten\u00adti ultra-com\u00adpe\u00adten\u00adti dal pun\u00adto di vista digitale.<\/p>

    Anche nei set\u00adtori dell\u2019 ammin\u00adis\u00adtrazione e del\u00adl\u2019as\u00adsis\u00adten\u00adza <\/strong>i cli\u00aden\u00adti pri\u00advati sono pi\u00f9 dis\u00adposti a ottenere il servizio attra\u00adver\u00adso i canali di acces\u00adso dig\u00adi\u00adtali. La dis\u00adtribuzione di infor\u00admazioni tramite una piattafor\u00adma dig\u00adi\u00adtale \u00e8 van\u00adtag\u00adgiosa per\u00adch\u00e9 gli assi\u00adcu\u00adrati pos\u00adsono risparmi\u00adare tem\u00adpo. Questo cor\u00adrisponde a un val\u00adore aggiun\u00adto, pro\u00adprio come la creazione di un\u2019azien\u00adda. Con\u00adfron\u00adti <\/strong>Questo pu\u00f2 essere fat\u00adto in modo rapi\u00addo ed effi\u00adciente attra\u00adver\u00adso uno stru\u00admen\u00adto dig\u00adi\u00adtale come Sobra\u00addo, in com\u00adbi\u00adnazione con un soft\u00adware di inter\u00adme\u00addi\u00adazione adegua\u00adto. Per quan\u00adto riguar\u00adda le dichiarazioni dei salari e le mutazioni stan\u00addard\u00adiz\u00adzate, tut\u00adtavia, l\u2019u\u00adso di canali di acces\u00adso dig\u00adi\u00adtali \u00e8 sta\u00adto sen\u00adsato per i cli\u00aden\u00adti azien\u00addali, in quan\u00adto pu\u00f2 far risparmi\u00adare fat\u00adi\u00adca e tempo.<\/p>

    con\u00adsulen\u00adza <\/strong>rimane un\u2019area in cui la dig\u00adi\u00adtal\u00adiz\u00adzazione ha poca ril\u00ade\u00advan\u00adza. La ricer\u00adca ha dimostra\u00adto, da un lato, che la fedelt\u00e0 del cliente \u00e8 molto impor\u00adtante e ha un val\u00adore sig\u00adni\u00adfica\u00adti\u00advo fin dal\u00adl\u2019inizio: Ovvero, si svilup\u00adpa non al pas\u00adso con i tem\u00adpi, <\/strong>ma \u00e8 ril\u00ade\u00advante fin dal\u00adla pri\u00adma con\u00adver\u00adsazione con il cliente. La con\u00adver\u00adsazione diret\u00adta \u00e8 anco\u00adra estrema\u00admente impor\u00adtante, per\u00adch\u00e9 la fidu\u00adcia viene trasmes\u00adsa in modo pi\u00f9 forte con l\u2019interazione.<\/p>

    La fidu\u00adcia \u00e8 estrema\u00admente impor\u00adtante anche nel\u00adla pon\u00adder\u00adazione dei rischi: per entram\u00adbi i tipi di cli\u00aden\u00adti \u00e8 quin\u00addi oppor\u00adtuno affi\u00addar\u00adsi prin\u00adci\u00adpal\u00admente al con\u00adtat\u00adto ana\u00adlogi\u00adco nel\u00adl\u2019am\u00adbito Risk-Man\u00adage\u00adment, <\/strong>del\u00adla ges\u00adtione dei rischi.<\/p>

    4. sin\u00adte\u00adsi: dove andare in dig\u00adi\u00adtale <\/strong>- <\/strong>e dove non andare in digitale<\/strong><\/p>

    Per i cli\u00aden\u00adti pri\u00advati: <\/strong>In futuro, il bro\u00adker assi\u00adcu\u00adra\u00adti\u00advo sar\u00e0 un for\u00adn\u00adi\u00adtore di piattaforme con acces\u00adso selet\u00adti\u00advo e con\u00adtrol\u00adla\u00adto dal cliente alla con\u00adsulen\u00adza per\u00adson\u00adale. Al cliente finale dovrebbe essere data la pos\u00adsi\u00adbil\u00adit\u00e0 di scegliere l\u2019ac\u00adces\u00adso dig\u00adi\u00adtale alla con\u00adsulen\u00adza. Questo dovrebbe avvenire prin\u00adci\u00adpal\u00admente in una situ\u00adazione fac\u00adcia a fac\u00adcia. Questo crea fidu\u00adcia. Tut\u00adtavia, la con\u00adsulen\u00adza non deve essere nec\u00ades\u00adsari\u00ada\u00admente ana\u00adlog\u00adi\u00adca. \u00c8 pos\u00adsi\u00adbile uti\u00adliz\u00adzare un soft\u00adware che lo ren\u00adda pos\u00adsi\u00adbile nel\u00adlo spazio digitale.<\/p>

    Per i cli\u00aden\u00adti azien\u00addali: <\/strong>Il bro\u00adker assi\u00adcu\u00adra\u00adti\u00advo \u00e8 un riso\u00adlu\u00adtore di prob\u00adle\u00admi e deve offrire servizi alta\u00admente per\u00adson\u00adal\u00adiz\u00adza\u00adti nelle aree del\u00adla con\u00adsulen\u00adza <\/strong>e Ges\u00adtione del ris\u00adchio <\/strong>Rap\u00adpor\u00adti intel\u00adli\u00adgen\u00adti lo sosten\u00adgono in questo. A Ammin\u00adis\u00adtrazione <\/strong>e con\u00adfron\u00adti <\/strong>pu\u00f2 uti\u00adliz\u00adzare gli stru\u00admen\u00adti dig\u00adi\u00adtali per creare val\u00adore in modo effi\u00adciente per le aziende clienti.<\/p>

     <\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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    Fonti: Pax Insur\u00adance, 2022; The Bro\u00adker 2022<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>","protected":false},"excerpt":{"rendered":"

    Der Ver\u00adsicherungs\u00admarkt wird sich in den n\u00e4ch\u00adsten Jahren mas\u00adsiv ver\u00e4n\u00addern.  Marin Vlasec von der Pax hat in seinem Refer\u00adat am Ver\u00adsicherungs\u00adbro\u00adker-Forum 2022 die Anforderun\u00adgen an den Bro\u00adker der Zukun\u00adft aufgezeigt. Heute liegt nun ein Leit\u00adfaden vor, den WMC mit fre\u00adundlich\u00ader Genehmi\u00adgung der Pax allen inter\u00adessierten Bro\u00adkern zur Ver\u00adf\u00fc\u00adgung stellt. Dig\u00adi\u00adtal\u00aden Kun\u00adden\u00adwert erschaf\u00adfenD\u00ader Ver\u00adsicherungs\u00adbro\u00adker ste\u00adht wegen [\u2026]<\/p>","protected":false},"author":6,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"wp_typography_post_enhancements_disabled":false,"footnotes":""},"categories":[1,10,12,8],"tags":[],"class_list":["post-7747","post","type-post","status-publish","format-standard","hentry","category-allgemein","category-security","category-service","category-wmc-allgemein"],"acf":[],"yoast_head":"\nDer Broker der Zukunft - WMC IT Solutions AG<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.wmc.ch\/it\/futuro-del-broker\/\" \/>\n<meta property=\"og:locale\" content=\"it_IT\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Der Broker der Zukunft\" \/>\n<meta property=\"og:description\" content=\"Der Versicherungsmarkt wird sich in den n\u00e4chsten Jahren massiv ver\u00e4ndern.  Marin Vlasec von der Pax hat in seinem Referat am Versicherungsbroker-Forum 2022 die Anforderungen an den Broker der Zukunft aufgezeigt. Heute liegt nun ein Leitfaden vor, den WMC mit freundlicher Genehmigung der Pax allen interessierten Brokern zur Verf\u00fcgung stellt. Digitalen Kundenwert erschaffenDer Versicherungsbroker steht wegen […]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.wmc.ch\/it\/futuro-del-broker\/\" \/>\n<meta property=\"og:site_name\" content=\"WMC IT Solutions AG\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/WMC-IT-Solutions-AG-1571782219749354\/\" \/>\n<meta property=\"article:published_time\" content=\"2022-12-16T16:19:30+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2022-12-18T10:02:28+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.wmc.ch\/wp-content\/uploads\/2022\/12\/Zukunft-1024x685.png\" \/>\n<meta name=\"author\" content=\"Guido Markowitsch\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Scritto da\" \/>\n\t<meta name=\"twitter:data1\" content=\"Guido Markowitsch\" \/>\n\t<meta name=\"twitter:label2\" content=\"Tempo di lettura stimato\" \/>\n\t<meta name=\"twitter:data2\" content=\"5 minuti\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.wmc.ch\/brokerzukunft\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.wmc.ch\/brokerzukunft\/\"},\"author\":{\"name\":\"Guido Markowitsch\",\"@id\":\"https:\/\/www.wmc.ch\/#\/schema\/person\/0bc704cd1461efde3034f93cde20972f\"},\"headline\":\"Der Broker der Zukunft\",\"datePublished\":\"2022-12-16T16:19:30+00:00\",\"dateModified\":\"2022-12-18T10:02:28+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.wmc.ch\/brokerzukunft\/\"},\"wordCount\":786,\"publisher\":{\"@id\":\"https:\/\/www.wmc.ch\/#organization\"},\"image\":{\"@id\":\"https:\/\/www.wmc.ch\/brokerzukunft\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.wmc.ch\/wp-content\/uploads\/2022\/12\/Zukunft-1024x685.png\",\"articleSection\":[\"Allgemein\",\"Security\",\"Service\",\"WMC Allgemein\"],\"inLanguage\":\"it-IT\"},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.wmc.ch\/brokerzukunft\/\",\"url\":\"https:\/\/www.wmc.ch\/brokerzukunft\/\",\"name\":\"Der Broker der Zukunft - 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