本报告目的在于提出在广东地区建立互联网保险俱乐部的商业计划。报告提出利用 互联网保险俱乐部，以互联网技术为依托，搭建平台，对保险相关资源进行充分整合， 解决传统保险公司和互联网保险销售公司存在的问题。传统的保险公司经历了长期的发 展，存在固定成本、人力成本大幅的上涨后扩张受限问题。广东地区保险市场化程度高， 保险中介行业发达，保险中介公司、保险代理人只存在于保险销售环节，赚取高额佣金 是其根本目的，利用信息不对称的优势，促使保险代理手续费不断上涨，保险公司存在 利润空间被大大压缩的问题。新兴的纯互联网保险公司及第三方保险销售平台普遍存在 不能直接与客户及各方资源接触、客户的信任度低、保险销售诚信度低、保险产品理解 度和针对性差、售后服务质量低等问题。本报告要研究的问题就是广东地区互联网保险 俱乐部项目是否可以有效解决上述存在于传统保险行业及新的互联网保险企业中的问 题，研究这种全新的商业模式的可行性以及是否能够为投资者带来回报。 本报告第一章，绪论部份，从中国保险行业发展现状、广东地区保险行业发展现状、 以及国内外互联网保险发展的现状三个方面对广东地区互联网保险俱乐部项目的背景 进行研究，提出目前保险行业存在的问题。对俱乐部项目提出的意义进行阐述与论证， 解决目前保险行业存在的问题，创造独特的盈利模式。运用模型分析、比较分析等方法 对俱乐部项目的可行性进行论证。第二章，对俱乐部项目的载体公司进行详细介绍，对 项目的主要内容、项目的说明、项目特点、盈利模式和组织架构等进行详细阐述。第三 章，对项目进行宏观环境分析、五力模型分析、SWOT 分析，对项目的市场环境进行分 析，确定项目战略定位。第四章，通过对市场细分因素的分析，确定项目的市场定位。 根据 4D 营销理论，确定俱乐部项目的营销策略。第五章，从项目的发展规划、平台的 各个中心建设以及平台优化等方面进行详细研究，论证项目实施的可行性。第六章、通 过对项目近五年的收入、成本、利润预测、指标分析，论证广东地区互联网保险俱乐部 项目的盈利能力。第七章，针对项目实施过程中可能存在的各种风险进行研究，并制定 相应对策进行风险化解，以保证项目实施的顺利进行。 广东地区互联网保险俱乐部项目不同于保险公司及保险销售公司需要设立大量的 分支机构，建立庞大的销售队伍，而是采用轻资产运营方式，更加灵活，更具备成本优 势，具有更强的盈利能力。俱乐部通过简化销售渠道，降低保险公司销售成本，从而降 低客户获得的保险产品价格。同时，该俱乐部也有别于互联网保险公司及第三方平台，II 是利用与社区物业管理公司的合作关系与客户直接建立联系，容易获得客户的信任，能 够为消费者提供更加优惠、优质、专业的保险服务。俱乐部不断发展壮大后，继续整合 能够为保险产品提供服务的企业及社会资源，进一步为保险公司提供更多的数据支持， 针对不同客户设计出个性化产品，再进行保险产品的销售，提供更多的服务，从而形成 闭环产业链，建立了独特的商业运做模式，在财务方面具有较高的可行性。 通过对广东地区互联网保险俱乐部项目研究论证，可得出本文结论，俱乐部项目具 有广阔的发展空间、具有良好的经济环境和市场环境以及清晰的战略定位、可以制定出 更加贴和市场和消费者的营销策略、有较强的可行性和可操作性、具有较强的盈利能力、 整体风险可控。广东地区互联网保险俱乐部项目能够有效解决存在于传统保险行业与互 联网保险企业发展中的问题，具有较大的商业价值，能为投资者带来较为可观的回报。 关键词，互联网技术；资源整合；低成本运营III Abstract The purpose of this paper is to propose a business plan for establishing an Internet insurance club in Guangdong. The paper puts forward the use of Internet insurance clubs, based on the Internet technology, to build a platform, to fully integrate insurance related resources, to solve the problems of traditional insurance companies and Internet insurance sales companies. Traditional insurance companies have experienced long-term development, and there is a problem of limited expansion after fixed price and human cost increase. The degree of insurance market in Guangdong is high, the insurance intermediary industry is developed. Insurance agency and insurance agent exist only in the link of insurance sales. It is its fundamental purpose to earn high commission. Using the advantages of information asymmetry, the insurance agency fees are constantly rising, and the profit space of insurance companies is greatly compressed. The problem. The emerging pure Internet insurance companies and the three party insurance sales platform are common problems such as the lack of direct contact with customers and the resources of all parties, low trust of customers, low credibility of insurance sales, poor understanding and poor quality of insurance products and low service quality. The question in this paper is whether the Internet insurance Club Project in Guangdong can effectively solve the problems that exist in the traditional insurance industry and the new Internet insurance companies, and study the feasibility of this new business model and whether it can bring back the investors. The first chapter of this paper, the introduction part, from the development status of China's insurance industry, the status of the development of the insurance industry in Guangdong, and the status of the development of Internet insurance at home and abroad, three aspects of the background of the Internet insurance Club Project in Guangdong area, and put forward the existing problems of the insurance industry. This paper expounds and demonstrates the significance of the club project, and solves the existing problems in the insurance industry and creates a unique profit model. The feasibility of the club project is demonstrated by means of model analysis and comparative analysis. In the second chapter, the Vehicle companies of the club project is introduced in detail, and the main contents of the project, the description of the project, the characteristics of the project, the model of profit and the structure of the organization are described in detail. The third chapter analyzes the macro environment of the project, five forces model analysis and SWOT analysis, analyzes the market environment of the project, and determines the strategic positioning of the project. The fourth chapter, through the analysis of market segmentation factors, determines the marketIV positioning of the project. According to 4D marketing theory, the marketing strategy of club project is determined. The fifth chapter, from the project development planning, the construction of the center of the platform and platform optimization, makes a detailed study to demonstrate the feasibility of the project implementation. The sixth chapter, through the project for nearly five years of income, cost, profit prediction, index analysis, to demonstrate the profitability of the Internet insurance club projects in Guangdong. In the seventh chapter, we study all kinds of risks that may exist in the process of project implementation, and make corresponding countermeasures to resolve the risks so as to ensure the smooth implementation of the project. The Guangdong Internet insurance club project is different from the insurance companies and the insurance sales companies to set up a large number of branches to establish a large sales team, but to use the light assets operation way, more flexible, more cost advantage, and has a stronger profitability. The club reduces the selling cost of insurance companies by simplifying sales channels, thereby reducing the price of insurance products that customers obtain. At the same time, the club is different from the Internet insurance company and the three party platform. It makes use of the cooperative relationship with the community Property Management Company to establish a direct relationship with the customers. It is easy to get the trust of the customers, and can provide consumers with more favorable, high quality and professional insurance services. After the continuous development and expansion of the club, we continue to integrate the enterprises and social resources that can provide services for the insurance products, provide more data support for the insurance companies, design personalized products for different customers, sell the insurance products, and provide more service, thus forming a closed loop industrial chain and establishing a closed loop industry chain. The unique business operation mode has high feasibility in finance. Through the research and demonstration of the Internet insurance Club Project in Gu