Carlos Sabugueiro, regional director of Zurich International Life, discusses the Swiss insurer's strategy to counter the economic slowdown in Asia.
Who are your clients
Sabugueiro We have a very clear target market. MediumHigh net-worth expatriates and internationally minded Chinese and the companies that employ them. Our average premiums are typically a lot higher than those of a local direct salesforce distribution model, and the fact that we are investing offshore is a critical factor for our clients.
Do you have a tied sales force
No, we only distribute through intermediaries. On the individual side we operate through independent financial advisers and on the corporate side through employee benefit consultants and consulting actuaries.