Betriebswirtschaftliche Strukturen des Versicherungsvertriebs

Every two years, the Bundesverband Deutscher Versicherungskaufleute e.V. (BVK) collects income and operating data from self-employed insurance brokers. The survey analyzes sales and cost structures as well as processes in the brokerage business and examines how they have changed over time. The study thus creates transparency about the income and work situation in insurance sales in Germany. An extraordinarily large number of intermediaries once again took part in the survey, which was conducted at the end of 2018/beginning of 2019. They provided information on the key economic figures and business structures of their companies. In total, there were more than 2,500 of them. This study was presented by Professors Matthias Beenken and Michael Radtke from Fachhochschule Dortmund. Based on the BVK data, they show what the business structures look like and how insurance salespeople deal with the increasing pressure to be efficient that insurance sales are increasingly facing. Among other things, the study reveals that the Business Studies of companies with no or only a few employees leave a lot to be desired. However, size alone is no guarantee of strong sales. This is because in companies with a larger number of employees, the management qualities and business know-how of the owners are increasingly important. The study shows that there is still plenty of room for improvement here too. In addition, further success factors in sales are presented. The reader learns how brokers can make their business more efficient and prepare themselves for the future.