????中國(guó)招商銀行同樣稱自己是一家私人銀行機(jī)構(gòu),。銀行對(duì)于信諾擴(kuò)大在海外出差的高凈值客戶（資產(chǎn)為350,000美元至150萬(wàn)美元）中的份額至為關(guān)鍵,，而且它可以利用信諾集團(tuán)在中國(guó)境外，如新加坡、中國(guó)香港,，甚至歐洲等地成熟的醫(yī)院和醫(yī)生網(wǎng)絡(luò),。

????信諾集團(tuán)開(kāi)始在中國(guó)銷售保險(xiǎn)時(shí)，只銷售健康險(xiǎn)和意外險(xiǎn),，如當(dāng)災(zāi)難降臨時(shí),，一次性給付保險(xiǎn)金的癌癥保險(xiǎn)等。2012年加入信諾負(fù)責(zé)中國(guó)業(yè)務(wù)的巴西人費(fèi)爾南多?莫雷估計(jì),，信諾在中國(guó)的業(yè)務(wù)約70%為附加健康,、人壽和意外保險(xiǎn)市場(chǎng)，年保費(fèi)最低為150美元,。加入信諾之前,，莫雷曾在中國(guó)大型人壽保險(xiǎn)公司平安保險(xiǎn)（Ping An）任顧問(wèn)一職。

????但目前,，信諾正在努力爭(zhēng)取每年愿意為保險(xiǎn)支付15,000美元的客戶,。電腦網(wǎng)絡(luò)公司CEO、36歲的李政（音譯）就是一個(gè)例子,。李政對(duì)《財(cái)富》雜志表示,，他之所以購(gòu)買了一份信諾的保險(xiǎn)，是因?yàn)樗Ｍ@得私人醫(yī)療機(jī)構(gòu)提供的更優(yōu)質(zhì)的服務(wù),。李政說(shuō)：“在公立醫(yī)院,，必須等很長(zhǎng)時(shí)間?！贝送?，他的妻子在加拿大出生，而且他需要經(jīng)常進(jìn)行國(guó)外旅行,，因此他希望為自己在國(guó)外和國(guó)內(nèi)的旅行投保,。

????上海中國(guó)市場(chǎng)研究集團(tuán)（CMR China Market Research Group）的高級(jí)分析師本?凱文德表示，跨國(guó)企業(yè)的許多更年輕的中國(guó)高管積累的財(cái)富遠(yuǎn)遠(yuǎn)多于上一輩,，現(xiàn)在他們更關(guān)心年邁的父母,。凱文德說(shuō)：“對(duì)于信諾提供的個(gè)人健康保險(xiǎn)產(chǎn)品的需求，肯定會(huì)愈加迫切,。”

????信諾在中國(guó)擴(kuò)張的下一步是為中國(guó)公司提供美國(guó)式的工作場(chǎng)所保險(xiǎn),。這些保險(xiǎn)產(chǎn)品相對(duì)昂貴,，所以它們將僅面向中高層管理人員提供。到目前為止,，中國(guó)尚未向提供醫(yī)療保險(xiǎn)的公司提供任何稅收優(yōu)惠,，但據(jù)報(bào)道，中國(guó)正在考慮進(jìn)行這方面的改革,，而這將大幅增加信諾的業(yè)務(wù),。

????當(dāng)然,，不論是在中國(guó)還是其他發(fā)展中國(guó)家，信諾都不會(huì)坐等政府立法或政策改革來(lái)增加公司業(yè)務(wù),。之前公司憑借出人意料的策略取得成功,。受此鼓舞，公司將繼續(xù)在中國(guó)進(jìn)行嘗試,。信諾與另外12家銀行,、信用公司、航空公司甚至零售商簽署了合約,，將有權(quán)訪問(wèn)這些公司客戶名單,，而這些客戶將成為它潛在的銷售對(duì)象。此外,，它還推出了“管家服務(wù)”,，幫助中國(guó)中產(chǎn)階級(jí)享受全新的資本主義式的按診療收費(fèi)醫(yī)療。它還將延續(xù)與優(yōu)秀營(yíng)銷者合作的做法,，而不是選擇成功的保險(xiǎn)公司,。它在印度新成立的合資公司選擇了另外一家非常規(guī)的合作伙伴：當(dāng)?shù)匾患叶鄻踊?jīng)營(yíng)的著名炊具制造商。印度的中產(chǎn)階級(jí)同樣在日益壯大,，同時(shí)開(kāi)始對(duì)VIP醫(yī)療和保險(xiǎn)產(chǎn)生需求,。（財(cái)富中文網(wǎng)）

????譯者：劉進(jìn)龍/汪皓

????China Merchants Bank, which also boasts a private banking unit, is key to Cigna's efforts to expand its market to high-net-worth customers ($350,000 to $1.5 million in assets) who travel abroad and can take advantage of Cigna's established network of hospitals and doctors outside of China, in places like Singapore, Hong Kong, and even Europe.

????When Cigna began selling insurance in China, it began with simple health and accident policies such as the cancer product that offers a lump sum payout when a catastrophic event happens. Fernando Moreira, a Brazilian who joined Cigna in 2012 to head the China operation after working as an adviser to Ping An, a huge Chinese life insurance company, estimates that about 70% of Cigna's business in China is in the supplemental health, life, and accident market, with annual premiums as low as $150.

????These days, though, Cigna is making a push for clients who will spend $15,000 a year or more on insurance. Customers like Li Zheng, the 36-year-old CEO of a computer network company. Li toldFortune he signed up for a Cigna policy because he wanted access to the better service offered by private health care. "At public hospitals you have to wait a long time," Li says. He also has a Canadian-born wife and often travels abroad, so he wants to be covered on his overseas trips as well as in China.

????Ben Cavender, associate principal at CMR China Market Research Group in Shanghai, says a lot of younger Chinese executives at multinationals have more money than previous generations, and they now must care for their aging parents. "There's absolutely going to be very strong demand for the kind of individual health care policies Cigna is offering," Cavender says.

????The next chapter in Cigna's expansion is offering U.S.-style workplace insurance plans to Chinese companies. These are relatively expensive, so they would be available only to executives and middle managers. So far, China does not offer any tax benefits to companies that provide health care insurance, but is reported to be considering making a change, which could vastly increase Cigna's business.

????Not that Cigna is sitting back and waiting for legislative or policy changes to boost its business in China, or elsewhere in the developing world for that matter. Emboldened by its wins using unexpected tactics, the company continues to experiment in China. Cigna has signed deals with another 12 banks, credit companies, airlines, and even retailers to get access to their customer lists as potential sales leads. It has also created a concierge service to help middle-class Chinese deal with the brave new world of capitalist-style fee-for-service medicine. And its practice of teaming up with great marketing partners -- rather than successful insurers -- continues. For its new joint venture in India, which also has a rising middle class that is starting to demand VIP health care and insurance, Cigna chose another unconventional partner: a diversified local manufacturing company best known as a maker of cooking pots.