The Positive closes a good year. Its general manager, Alberto Vásquez, provides the details of its strategy.
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How has the insurance business fared this year?
This year is a positive year. La Positiva should be growing this year around 8% or 9%. This is good because we continue to grow faster than the economy. If we compare ourselves with the sector, we are meeting the goal of maintaining a growth rate above the sector, in addition, seeking to expand the insured base.
What is the strategy to expand the insured base?
The main indicator that we have in the company today is not bonuses. The company’s income is obviously important, but it is more important to us to have more policyholders. Today we have 5.3 million insured people, which is a significant growth compared to the almost 5 million we had the previous year, and that fills us with satisfaction. We are looking forward to continuing to grow in the coming years.
Little by little they have entered the health segment. How have they been?
We define ourselves as a multi-product company, that is, we offer all products. So, we have products for both corporate clients and families, and within the segment we believe there is a world of growth. The level of insurance penetration or participation in the population is very low, so we have to be very proactive in trying to grow the insured base. Going to your question, in health what we are doing is adapting our products so that insurance finally has a lower cost for certain segments.
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How come you are offering products at lower costs?
What we are doing is identifying what certain segments require, adapting the proposal with a more reasonable and affordable cost and price, but at the same time we have seen that it is important to provide added services to the insured. For this reason, we are developing a format of medical centers that helps us attend to the insured in person, but at the same time they are a ‘hub’ for interconnection with our insured who cannot access the center in person.
How do these medical centers operate?
These operate through telemedicine, which is not the same as a consultation, but rather we are carrying out the medical act of evaluation and auscultation remotely. From the medical center, we have medical professionals who will care for the insured, who may be in another region or city, with evaluation services and medical equipment. This is revolutionary because it allows us to bring the health service closer to all our policyholders in different parts of the country, which is very broad.
How much could the mass of insured people increase in La Positiva?
In the country we have 34 million inhabitants and we have an economically active population of around 15 and 16 million. The fact of having a third of the population economically active is an important achievement. We would like to have high insurance penetration rates like in other countries, which reaches 70% or even 90% of the EAP. We are working in that sense.
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