近二天，一家156年的美国寿险公司John Hancock 恒康金融，放弃传统保险定价及经营模式，颠覆性的拥抱互联网理念和技术的消息，在各保险自媒体和保险圈热传。其它行业的热心朋友也把相关文章转我看。

　　John Hancock 于今年7月已被加拿大宏利保险收购。其于9月19日消息推出的这个模式确实让传统寿险有了更多的活力与新意。

　　其核心要义就是保险定价和被保险人的运动和健康有关，其实就这个意义上讲，美国的很多寿险、健康险公司已开展多年，他们和一些运动组织、会所等机构合作，对参与多的，定期参与各项体育锻炼的客户给予不同的费率优惠。

　　但这次John Hancock模式不同的是，真正的互联网思维，公司的数据后台通过和合作科技公司的手环数据连接，实时的和客户互动，并知道所有客户的运动情况。而且公司只和运动的，健康的客户合作。

　　运动的积分除抵扣保费外，还可以抵扣其它，如可以抵扣飞机、酒店的费用。完全的互联网思维。这样的模式和产品在中国可以被通过吗？拭目以待，希望在中国尽快看到这样的公司。

　　近期，在思考一个问题，互联网保险V科技保险，这两个词是一个概念吗？ 2013年被认定为中国的互联网保险元年，互联网保险热了几年，这几年又跟风，变成了Insurtech保险科技。

　　在国外，几年前就有了digital insurance 数字保险， online insurance线上保险，但互联网保险应该是咱中国发明的，e-commerce insurance， Internet insurance，我觉得挺好。但现在大家赶时髦，又都跟着国外用了insurtech保险科技，这是跟着Fintech后，2017年才造出来的一个新词。

　　个人认为，保险科技主要指的是保险行业可以应用的最新技术，现在火的指流行的ABCD在保险价值链各环节的运用，主要起到的作用是提高效率，降低成本，改善客户体验，但它没有带来全新的模式。当保险行业用了算盘、用了计算器、用了PC机的时候，在当时也是最新的保险科技了。

　　但互联网保险所代表的更多是思维的不同和理念模式的不同，从思维理念上，我最喜欢的还是雷军的互联网七字诀“专注、极致、口碑、快”，这样的理念思维下，所追求的商业模式、组织架构、企业文化。

　　互联网模式核心是产品和流量，但保险大数法则下经济补偿小概率的不确定损失逻辑支撑下的产品，其本身就注定了低频的特征，简单看这产品和互联网的碎片、流量是反着的。传统保险只可能极少数人获得赔偿和服务，只可能极少数人会有机会和保险公司发生互动，如果是大多数人获得赔偿，保险公司就关门了。但流量需要的是大众参与，可参与度越高，才越容易形成流量。如果只是简单的在传统的保险逻辑，业务模式逻辑里打转转，科技可以被运营，但是不可能出来互联网保险。

　　如何解决在业务的入口端和大多数的客户互动，在后端也可以和客户互动。JohnHancock 的模式给我们带来了很大的启示。

　　所有客户都需要参加让你更健康的运动，公司就和所有的客户在业务入口端发生了互动，你的运动积分既可以抵扣保费，还可以抵扣高频的机票、酒店、礼品卡。这样的创意让传统、原始的保险逻辑发生了改变，融入了真正的互联网保险。

　　为了让大家更好的了解JohnHancock 公司的真实消息，下面附了其公司官网的消息原文供参考。

　　John Hancock LeavesTraditional Life Insurance Model Behind to Incentivize Longer， Healthier Lives

　　- 156-Year Old Insurance CompanyDoubles Down on Vitality's Health and Wellness Platform

　　BY ANA SENIOR|2018-09-19

　　BOSTON，Sept. 19, 2018/PRNewswire/--Starting today， in a departure from the traditional life insurancebusiness model， allJohn Hancocklife insurance policies will comewith Vitality – a behavior change platform that rewards customers for theeveryday steps they take to live longer， healthier lives. Built on theconvergence of behavioral economics and consumer technology， John HancockVitality policies incentivize healthier choices linked to physical activity，nutrition and mindfulness.

　　"For centuries， the insurance modelhas primarily provided financial protection for families after death， withoutenhancing the very quality it hinges on: life，" saidMarianneHarrison，John Hancockpresident and CEO. "We fundamentallybelieve life insurers should care about how long and well their customers live.With this decision， we are proud to become the only U.S. life insurance companyto fully embrace behavioral-based wellness and leave the old way of doingbusiness behind."

　　The time for change is now: America'shealth is at risk

　　John Hancockbegan offeringVitality as part of its overall set of offerings in 2015 in response to atroubling shift in Americans' health: lifestyle diseases are the leading causeof death. According to the Oxford Health Alliance， just four choices — physicalinactivity， an unhealthy diet， excessive alcohol and smoking — now cause morethan 60 percent of deaths and 80 percent of the disease burden globally.¹

　　To face this challenge，JohnHancockturned to Vitality and its pairing of technology， incentives andscience to inform and reward customers for making healthier choices every day.

　　The results are compelling. To date，worldwide Vitality policyholders have shown to:

　　·Live 13-21 years longer than the rest of the insuredpopulation²

　　·Generate 30 percent lower hospitalization costs than therest of the insured population²

　　While John Hancock Vitalitypolicyholders:

　　·Take nearly twice as many steps as the averageAmerican³

　　·Have logged more than three million healthy activitiesincluding walking， swimming， and biking⁴

　　·Engage with the program approximately 576 times per year– compared to customers with traditional insurance， who engage with their lifeinsurance company one or two times per year on average⁴

　　"The remarkable results of ourVitality offering convinced us this is the only path forward for theindustry，" saidBrooks Tingle， president and CEO of John HancockInsurance. "We have smart phones， smart cars and smart homes. It's timefor smart life insurance that meets the changing needs of consumers. We believeoffering Vitality on all life insurance policies， at no additional cost， is theright thing to do for our customers， our business and society. We believe this isthe future of our industry， and I encourage other insurance companies to followsuit."

　　"Poor eating and other unhealthylifestyles have created an epidemic of preventable， chronic disease， hurtingAmerican families and businesses.John Hancockshould be applaudedfor extending its Vitality program to focus on healthier food and lifestylesacross its portfolio，" saysDariush Mozaffarian， MD， DrPH， Dean ofthe Friedman School of Nutrition Science &；； Policy，Tufts University."Recognizing the complexities and confusion over good nutrition，JohnHancockis collaborating with the Friedman School to ensure that strongscience informs these efforts."

　　John Hancock Vitality Life Insurance –Two Options to Support Healthy Living

　　John Hancock Vitality Life Insurance nowoffers new and existing* customers two options to support and incentivizehealthier choices， wherever they are in their wellness journey:

　　·Vitality GO:Vitality GO will be offered on alllife insurance policies， at no additional cost. With this basic 'be healthy'version of the program， consumers will have access to expert fitness andnutritional resources and personalized health goals through an easy-to-use appand website. And as they reach key milestones， their healthy activities will berewarded with discounts at major brand outlets.

　　·Vitality PLUS: For$2.00a month⁵， customers willreceive all the benefits of the John Hancock Vitality Program， includingsavings of up to 15 percent on annual premiums and valuable rewards for theeveryday things they do to stay healthy， like exercising， eating well andgetting regular checkups. Consumers can earn an Apple Watch for as littleas$25plus tax or receive a complimentary Fitbit device to make iteasy to record their healthy activities. Today， we also announce additions tothe program:

　　oStartingOctober 1, 2018, exclusive customerdiscounts at more than 400,000 hotels around the world in partnership withHotels.com.

　　oStartingJanuary 2019, members who reach platinumstatus for three consecutive program years will receive a one-year Amazon Primemembership.

　　For more information about how the JohnHancock Vitality Life Insurance program may benefit you， visithttps://www.johnhancockinsurance.com/vitality-program.html

　　*Vitality GO and PLUS will be rolled outover time， beginning in 2019, for existingJohn Hancocklifeinsurance policyholders

　　ABOUT JOHN HANCOCK FINANCIAL ANDMANULIFE

　　John Hancockis a division ofManulife Financial Corporation， a leading international financial servicesgroup that helps people make their decisions easier and lives better. Weoperate primarily asJohn Hancockinthe United States， andManulife elsewhere. We provide financial advice， insurance and wealth and assetmanagement solutions for individuals， groups and institutions. Assets undermanagement and administration by Manulife and its subsidiaries were overCAD$1.1trillion（US$849 billion） as ofJune 30, 2018. Manulife FinancialCorporation trades as MFC on the TSX， NYSE， and PSE， and under 945 on the SEHK.Manulife can be found atmanulife.com.

　　One of the largest life insurersinthe United States，John Hancocksupports approximately 10million Americans with a broad range of financial products， includinglife insurance，annuities，investments，401（k） plans， andcollege savings plans. We also offer advicethrough Signator， a network of independent financial advisors. Additionalinformation aboutJohn Hancockmay be found atjohnhancock.com.

　　ABOUT VITALITY

　　Guided by a core purpose of makingpeople healthier， Vitality is the leader in improving health to unlock outcomesthat matter. By blending smart tech， data， incentives， and behavioral science，we inspire healthy changes in individuals and organizations. Vitality brings aglobal perspective through successful partnerships with the smartest insurersand most forward-thinking employers around the world. More than 8 millionpeople in 18 countries engage in the Vitality program. For more information，please visitwww.vitalitygroup.com.

　　¹The Oxford Health Alliance:Chronic Disease an economic perspective， 2006http://www.who.int/management/programme/ncd/Chronic-disease-an-economic-perspective.pdf²InsuringShared Value: How Insurers Gain Competitive Advantage by Better AddressingSociety's Needs，June 2017，http://vitalitysharedvalueinsurance.com/pdf/insuring-shared-value.pdf³Steps datafrom BusinessInsider.com，July 2015.⁴ Data based onpolicyholder experience since inception in the U.S.，April 2015.⁵For singlelife permanent products. For term products， the rider fee will be 3％ ofthe policy's modal premium

　　Premium savings are in comparison to thesameJohn Hancockpolicy without the Vitality program. Annual premiumsavings will vary based upon policy type， the terms of the policy， and thelevel of the insured's participation in the John Hancock Vitality program.

　　Insurance policies and/or associatedriders and features may not be available in all states.

　　Apple Watch program is not available inNew York. You can order Apple Watch Series 3 （GPS） by electronicallysigning， at checkout， a Retail Installment Agreement with the Vitality Group，for the retail price of the watch. After an initial payment of$25plustax， over the next two years， monthly out of pocket payments are based on thenumber of workouts completed. Apple is not a participant in or sponsor of thispromotion. Apple Watch is a registered trademark of Apple Inc. All rightsreserved.

　　Rewards and discounts are subject tochange and are not guaranteed to remain the same for the life of the policy.

　　InNew York， entertainment，shopping， and travel rewards are not available and are replaced by healthyliving and active lifestyle rewards.

　　Vitality is the provider of the JohnHancock Vitality Program in connection with policies issued by John HancockInsurance products are issued by John Hancock Life Insurance Company （U.S.A.），Boston，MA02210 （not licensed inNew York） and John Hancock Life Insurance CompanyofNew York，Valhalla， NY10595.MLINY091218055

　　PR-2018-35

　　SOURCEJohn Hancock