Escolar Documentos
Profissional Documentos
Cultura Documentos
ON
ANALYSIS OF CONSUMER PERCEPTION
TOWARDS
LIFE INSURANCE
By
Aakash Shaw
09BSHYD0533
Pnb Metlife
Peace of mind guaranteed
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A REPORT
ON
ANALYSIS OF CONSUMER PERCEPTION
TOWARDS LIFE INSURANCE
By
Aakash Shaw
ENROLLMENT NO.: 09BSHYD0533
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AUTHORISATION
The following Summer Project Report titled "Analysis of consumer perception towards Life Insurance
done by Aakash Shaw is hereby approved as a certified study in management carried out and presented in a
manner satisfactory to warrant its acceptance as a prerequisite for the award of Bachelor of Business
Management for which it has been submitted. It is understood that by this approval the undersigned do not
necessarily endorse or approve any statement made, opinion expressed or conclusion drawn therein but approve
the Summer Internship Report only for the purpose it is submitted. This Summer Internship Report has the
requisite standard and to the best of my knowledge the work done in this report is authentic.
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ACKNOWLEDGEMENTS
At the end of my Summer Internship Program I would like to express my sincere appreciation to all those
people who made this learning experience worthwhile. My abundant and most heartfelt gratitude goes to Mr.
Vikas Kejriwal (Regional Manager Pnb Metlife) without whose authorization it would have not been
possible for me to perform my allotted task successfully and in such a passionate manner.
Further, I would like to give my special thanks to my Company guide Ms. Shradha Agarwal who helped me
to make this project and comprehend various concepts in a better way. Without her assistance, support and
advices the endeavor made would not have been possible. She always motivated me to put my best foot
forward by setting sky-scraping standards. Hence this project is a testament to the desire for gaining knowledge
that she has ignited in me.
I would like to express my gratefulness towards Dr. Sunil Bhardwaj sir (Faculty Guide) for extending his
helping hand to solve my problems and giving valuable suggestions during internship period.
I am also indebted to all the employees of Pnb Metlife India Pvt Ltd for giving me valuable information during
my project.
Finally I would like to thank all the people who gave their precious time to respond to the questionnaires and
hence helped me gaining valuable information and complete the survey successfully.
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EXECUTIVE SUMMARY
Indian insurance companies play a major role in the economy of India as well as on the lives of the people of
this country. As the population of India is getting more affluent and globalized these days, the insurance sector,
is growing at an enviable pace. There is an increase in responsiveness among the people about Life Insurance
and its nuances. With an increasing market, one can find the presence of good number of companies in the
Indian insurance market, which leads to stiff competition amongst them.
At present there are 22 private companies in the insurance sector. The success rate of any of these companies
will depend on the kind of strategy adopted by them due to the pressure of aggressive competition. Every
company has to think of something innovative and out of the box to provide to the customer.
Keeping this in mind, this study endeavors to understand the insurance industry and its nuances. The
study delves into the minds of consumer. To elucidate, it analyses consumers awareness about privatization,
their expectations from emerging private companies and whether private insurance companies have been able
to attain consumer confidence.
The project progresses by covering the products offered and strategies followed by Pnb Metlife. It also
covers the 7 Ps of service marketing and the marketing mix strategies in relation to Pnb Metlife. The SWOT
analysis of the company has been done along with competitive analysis.
A survey is conducted to find out the percentage of income saved by different age group. Different investment
alternatives available and fundamental criterion that people think about before investing in a Life Insurance
Policy are also analyzed. This survey would also help us to find out the presence of Pnb Metlife amongst the
people. The project also intends to find out if there is a gender bias involved in investing in Life Insurance or
not.
Finally the report is anticipated to cover how Pnb Metlife could experiment and introduce new groundbreaking rural products, pricing policy and the delivery channels to grab a larger pie of the underpenetrated rural India.
The value addition to the company would be:
The result of this research would help the company to have a better understanding about the consumers
perception towards life insurance.
The study categorizes consumers of different ages and income levels which will help the company to
identify and allocate apt strategies for respective levels of customers.
The study also enables the company to focus on the consumers preference and expectations on the
product which they offer.
In the period of 14 weeks, the business generated to the company was Rs. 1, 86,000 and 3 recruitments
with licensing.
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TABLE OF CONTENTS
Authorization
Acknowledgement
ii
Executive Summary
iii
1. Introduction
2.
10
10
10
11
11
12
13
14
15
2.1 Pnb Metlife Inc- A Global Brand
15
2.2 Pnb Metlife India
15
2.3 Company Profile
16
17
18
18
3.
23
23
24
28
28
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6.
30
31
33
29
34
36
36
37
39
Marketing Strategies
40
40
41
41
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42
42
45
46
47
48
8. Industry Profile
9.
42
49
49
50
53
Underwriting
9.1 Types of Underwriting
55
55
56
56
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58
10.
60
11.
61
12.
63
13.
Practical Exposure
69
14.
70
13.2 In A Nutshell
71
Data Analysis
72
72
75
75
76
79
83
91
15.
93
16.
Recommendations
94
17.
Conclusion
95
18.
References
96
19.
Annexure
24.
19.1 Questionnaire
102
107
Glossary
109
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INTRODUCTION
Life insurance was initially designed to protect the income of families, particularly young families in the wealth
accumulation phase, in the event of the head of household's death. Today, life insurance is used for many
reasons, including wealth preservation and tax planning.
Life insurance provides the opportunity to protect oneself and the family from personal risk exposures like
repayment of debts after death, providing for a surviving spouse and children, fulfilling other economic goals
(such as putting their kids through college), leaving a charitable legacy, paying for funeral expenses, etc. Life
insurance protection is also important if a person is a business owner or a key person in someone else's
business, where his/her death (or his/her partner's death) might wreak financial havoc.
Life insurance is a great financial planning tool, but should never be thought of as a savings vehicle. In general,
there are often far better places to hold and grow money as one gets older.
Life insurance protection comes in many forms, and not all policies are created equal. While the death benefit
amounts may be the same, the costs, structure, durations, etc. vary tremendously across the types of policies.
Whole Life
Whole life insurance provides guaranteed insurance protection for the entire life of the insured, otherwise
known as permanent coverage. These policies carry a "cash value" component that grows tax deferred at a
contractually guaranteed amount (usually a low interest rate) until the contract is surrendered. The premiums
are usually level for the life of the insured and the death benefit is guaranteed for the insured's lifetime.
With whole life payments, part of the premium is applied toward the insurance portion of the policy, another
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part of the premium goes toward administrative expenses and the balance goes toward the investment, or cash,
portion of the policy. The interest accumulated through the investment portion of the policy is tax-free until it is
withdrawn (if that is allowed under the terms of the policy).
Universal Life
Universal Life Insurance, also known as flexible premium or adjustable life, is a variation of whole life
insurance. Like whole life, it is also a permanent policy providing cash value benefits based on current interest
rates. The feature that distinguishes this policy from its whole life cousin is that the premiums, cash values and
level amount of protection can each be adjusted up or down during the contract term as the insured's needs
change. Cash values earn an interest rate that is set periodically by the insurance company and is generally
guaranteed not to drop below a certain level.
Term Life
One of the most frequently used policies is Term Life insurance. Term insurance can help protect the
beneficiaries against financial loss resulting from the death; it pays the face amount of the policy, but only
provides protection for a definite, but limited, amount of time. Term policies do not build cash values and the
maximum term period is usually 30 years. Term policies are useful when there is a limited time needed for
protection and when the dollars available for coverage are limited. The premiums for these types of policies are
significantly lower than the costs for whole life. Unfortunately, the cost of premiums increases as the policy
owner gets older and as the end of the specified term nears.
The result of this research would help the company to have a better understanding about the consumers
perception towards life insurance.
The study helps the company by creating awareness about the consumers of different ages and income
levels.
The study also enables the company to focus the consumers preferences and expectations on the
product which they offer.
Insurance policy.
To find out whether gender bias is involved in investing in life insurance or not.
RESEARCH METHODOLOGY
THE STUDY
The study was exploratory in nature with survey method being used to complete the study.
SAMPLING DESIGN
POPULATION:
The population included educated working class in Kolkata .
SAMPLING TECHNIQUE
The sampling technique that was adapted to conduct the survey was Convenient Random Sampling. The
survey was conducted by visiting different places like different banks, schools and corporate offices.
SAMPLE SIZE
Sample size was 150 respondents.
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Simple percentage analysis, ranking method, factor analysis, discriminant analysis and chi-square are the main
statistical tool used for the study.
SIMPLE PERCENTAGE ANALYSIS
Percentage refers o a special kind of ratio in making comparison between two or more data and to describe
relationships. Percentage can also be used to compare the relation terms between two or more sources of data.
Percentage of respondents =
LIMITATIONS
The sample size of the study is only 150. This would not represent the true picture.
The research got confined to the city of Kolkata. The respondent belonged only to Kolkata and not
others who were out of Kolkata.
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Nearly 76% of the respondent belonged to the age group of 20-50 years and only 24% were above 50
years. So, the responses and the opinions of the experienced and aged were not available. So, the
findings may not be correct when we think about the opinion of the elderly people about the life
insurance.
The competitive analysis is done for the year 2014 but this assessment is dynamic in nature as the
industry scenario changes rapidly.
LITERATURE REVIEW
1) Gupta (1996) says that insurance sector reforms are a part of the governments priorities. A package of
reforms is very much in the offering. There is an immediate need of a regulatory framework to open up
the insurance industry. Jha (1999) comments that improvement in life span and advancement in medical
science have changed customers needs for insurance products worldwide. The focus of the insurers in
matured markets of the West has shifted to pension, health care and protection products.
2) Hasanbanu and Nagajyothi (2007) argue that there is a significant relationship between age,
educational qualification, gender, occupation, income of respondents and their level of investment,
while taking LIC policies, further concluding that there is no significant relation between marital status,
family type, family size and level of investment, while taking LIC policies.
3) Joseph et al, 2003
It has been observed that insurance agents should constantly monitor the level of satisfaction among
his/her customers to keep themselves close to the customers for fulfilling their needs.
4) Tam and Wong,2001
Customer satisfaction and the salespersons orientation significantly influences the future business
opportunities and as the salespersons are able to enhance their relations with their clients as clients are
more satisfied and are willing to trust and thus secures the long term demand for the services.
5) Headen & Lee (1974) studied the effects of short run financial market behavior and consumer
expectations on purchase of ordinary life insurance and developed structural determinants of life
insurance demand. They concluded that life insurance demand is inelastic and positively affected by
change in consumer sentiments; interest rates playing a role in the short run as well as in the long run.
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Pnb Metlife India Insurance Company Limited (Pnb Metlife) is an affiliate of Pnb Metlife, Inc. and was
incorporated as a joint venture between Pnb Metlife International Holdings, Inc., The Jammu and Kashmir
Bank, M. Pallonji and Co. Private Limited and other private investors. Pnb Metlife commenced operations on
11th April, 2001. Pnb Metlife is one of the fastest growing life insurance companies in the country.
It serves its customers by offering a range of innovative products to individuals and group customers at more
than 700 locations through its bank partners and company-owned offices. Pnb Metlife has more than 55,000
Financial Advisors, who help customers achieve peace of mind across the length and breadth of the country.
The company specialises in Individual, Health, Annuities, Group Insurance & Employee benefits. It provides a
comprehensive product portfolio based on researched customer needs.
Headquarter:
Brigade Seshamal,
5, Vani Vilas Road,
Baavanagudi,
Bangalore- 560 004.
Nature of Business:
Selling Insurance
Customer Service:
Number of Employees:
Website:
www.pnb Metlife.co.in
Slogan:
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Figure 1
CORE VALUES
ACHIEVEMENTS
ACCOLADES
AND
PRODUCT PORTFOLIO
Pnb Metlife India offers a range of innovative, customer-centric products that meet the needs of customers at
every life stage. Its products can be enhanced with up to 4 riders, to create a customized solution for each
policyholder.
CHILD PLAN
Every parent would dream of fulfilling the child's need. Expenses are on the rise everyday, thus ensuring a
good future for the child in increasingly becoming difficult. The child insurance plans of Pnb Metlife secure the
future of the child such that you do not have to think tomorrow.
Met Bhavishya
A guaranteed money back plan that pays out funds to help one meet the education and career milestones of
their children. With this plan, the Life Insured is that of the parent. The plan also has inbuilt guaranteed
additions to add value to the policy over its term.
Met Junior Endowment
A flexible endowment plan that combines savings and security. For every parent, children's well-being
is the highest priority. So we offer a plan which offers both timely and efficient "Return on Investment".
Met Junior Money Back
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A plan which offers both timely and efficient "return on investment" with payouts at different
milestones
Met Magic Plus
A unit linked Non-Medical Regular Premium Life Insurance plan with which one can secure their
child's future. A flexible plan, Met Magic Plus provides the benefit of insurance protection to your
family, particularly your child, even when you are not around.
RETIREMENT PLAN
New beginnings, new joys and the opportunity to explore the unfulfilled dreams of the past - these are the
essential elements of a post retirement life. Financial independence is very important at this stage. The
exhaustive retirement plans of Pnb Metlife guarantee a financially secure retirement.
Met Growth
A Unit-Linked solution that helps to plan for the golden years. It is specially designed to provide
financial security for your future requirements. This plan allows to plan immediately by ensuring the
safety of the first year premiums. It also helps create the retirement fund faster by giving 100%
allocation from the second year onwards, coupled with attractive loyalty additions into your fund.
Met Pension Plus
A Unit Linked Pension Plan (Non Par), a plan that gives you this freedom to help you achieve your
aspirations by giving you return on investment and an opportunity to venture out in life, that you truly
deserve. Now, you can live life the way you want to, today and in the future.
Met Pension Plus, when you stop working for money and money starts working for you.
Met Pension-Par
Met Pension (Par) serves as a friendly helping hand so one can stay financially independent even after
retirement. It helps to build up a fund for golden years.
SAVINGS PLAN
Everybody dreams. And dreams can take any shape - be it the wedding of your child, buying a house or a car
and anything. The savings plans of Pnb Metlife help realize the dreams and secure the future.
Met Sukh
A guaranteed Money-Back Policy which provides guaranteed periodic survival benefits at the end of 5,
10, 15 & 20 years and guaranteed additions of 10% of the Sum Assured for the entire term. It not only
covers life, but also guarantees cash payments at various milestones along with guaranteed growth of
your savings.
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Met Suvidha
A Flexible Endowment Plan that combines savings and security. In addition to providing protection till
the maturity of the plan, it helps to save for specific long term financial objectives. This long term
savings-cum-protection plan comes at affordable premiums.
Met Saral
A simple savings plan which gets a person into the savings habit without any medical tests. All one
needs to do is fill in a simple application form and they are ensured a guaranteed maturity amount of Rs
1,00,000, even in the case of their death during the term.
Met 100
A whole life policy where one pays premiums for 15, 20 or 25 years. It helps create a legacy for the
children, leaving money for a dependant spouse and, more importantly, provides insurance cover at
affordable rates.
PROTECTION PLAN
The protection plans of Pnb Metlife Insurance relieve you from the burden of home loans, EMIs and similar
responsibilities.
Met Suraksha
It is a life insurance plan that gives complete protection to enjoy life to the fullest. One can further
customize the plan with two riders Accidental Death Benefit and Critical Illness
Met Suraksha TROP
It is a life insurance plan that gives complete protection to enjoy life to the fullest. One can further
customize their plan with two riders Accidental Death Benefit and Critical Illness.
Met Suraksha Plus
It is designed for people who want to take care of their financial commitments, should anything
unfortunate happen, at a nominal cost. To put it simply, it is a life insurance plan that gives the complete
protection so that you one enjoy life to the fullest.
RURAL PLAN
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The rural plans of Pnb Metlife Insurance shield the loved ones against financial obligations and also assist you
to save for tomorrow. The rates of premium are quite affordable.
Met Vishwas
A single premium, micro insurance, non- participating term assurance plan which provides life cover at
a nominal cost. On survival, you get 110% or 125% of the premium.
Met Suvidha-Rural
A participating flexible Endowment Plan that combines savings and security. In addition to providing
protection up to maturity, it helps to save for specific long term financial objectives. This long term
savings-cum-protection plan comes at affordable premiums.
INVESTMENT PLAN
The Unit-Linked Insurance Plans of Pnb Metlife guarantees that your wealth is enhanced. Offering protection
and wealth optimization at the same time, they are customized to meet your requirements.
Met Easy Plus
A simplified unit-linked plan which offers an opportunity to systematically build wealth and protection.
Met Gold Plus
Unit-Linked wealth creation cum protection plan for the well-heeled, specially conceived so that you
can get a plan to match your own financial requirements.
Met Wealth Plus
A Unit Linked Life Insurance Plan (Non Par), that not only optimizes the return on investment but also
gives an option to guarantee the investments. This plan offers higher allocation of the premium for
investments which ensures more money is invested for higher wealth creation.
Met Smart Life
a Unit-Linked Whole Life Plan that helps you take care of long term financial needs. This plan covers
you up to 99 years of age and provides you the opinion of choosing Sum Assured multiples of up to 110
times the Annualized Premium thus providing you to the ideal balance between protection and
investment as your need be.
Met Fortune
A short term investment cum protection single premium plan which comes with a unique Return
Guarantee Fund -II, which guarantees the minimum NAV with an upside potential.
HEALTH PLAN
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Met Health Care is a long term health insurance plan from Pnb Metlife which covers the following:
1. Against Hospitalization disbursements by offering you a Daily Cash benefit.
2. Against 10 major vital illnesses by giving you a lump sums benefits.
3. Against Total & Permanent Disability due to accident by allowing you a lump sums benefits.
MONTHLY INCOME
Pnb Metlife offers 'Met Monthly Income Plan' a participating plan which guarantees a monthly regular
income when you are there and even if you are not there for 15 years or till end of the policy term. Moreover
you choose the monthly income that you want and we guarantee you that amount.
UNIT
PLAN
LINKED
INSURANCE
ULIPs are a category of goal-based financial solutions that combine the safety of insurance protection with
wealth creation opportunities. In ULIPs, a part of the investment goes towards providing life cover. The
residual portion of the ULIP is invested in a fund which in turn invests in stocks or bonds; the value of
investments alters with the performance of the underlying fund opted by you.
Simply put, ULIPs are structured in such that the protection element and the savings element are
distinguishable, and hence managed according to the specific needs. In this way, the ULIP plan offers
unprecedented flexibility and transparency.
ULIP offers:
Investment
Liquidity
Personal Account Benefit
Flexibility
Life Protection
Transparency
Savings
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Tax benefits
Choice
Figure 2
Figure 3
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MULTIPURPOSE
PROTECTION ACCUMULATION
RETIREMENT NEED
TYPES OF ULIP
TYPE I: Death benefit = Sum Assured or Fund Value ( whichever is higher)
TYPE II: Death benefit = Sum Assured + Fund Value ( both)
TRADITIONAL PRODUCTS
ULIPs
Long Term
Risk Owner
Company
Customer
Returns
Non Guaranteed
Transparency in
Investment
Low
High
Flexibility
Low
High
Time Horizon
Investment
of
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Liquidity of Money
Low
High
Loans
Not Allowed
Table 1
ULIP
Tax free
Contribution
Tax free
Income
Tax free
Maturity
Future
Investment
Annual
Returns
Lock in
Period
Maturity
Available
Not Applicable
Available
Available
Available
Compulsion
Optional
Post Maturity
Investment
Allocation charge
15-40%
3 years
3 years
5-10 years
3 years
Not Available
Available
contribution
Effectively pre-deduction of
expenses
1.25 %
Table 2
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Figure 4
SINGLE PREMIUM
INVESTMENT PLAN
Fortune knocks at every mans door once in a life - Mark Twain
A single pay investment plan is the easiest plan to sell.
In 2000-2001, the contribution of single premium policies to the total sales of LIC was 7.8%. In 2014-2010 (till
January), this contribution has increased to 57%. There is a similar rise in the figures for other life insurance
companies as well. Single Premium plans are popular because:
Easy to understand.
No commitment beyond the first pay.
The benefits under the plan are ensured for the entire term
It is an easy buying process. Generally without requirement for medical tests.
The most popular savings instrument in India continues to be the ubiquitous fixed deposit. In 1990-91,
aggregate deposits stood at Rs. 1, 92,541 crores. In December 2014 this figure had grown to a whooping Rs.
42, 10,745 crores. That translates into a 20% CAGR for the last 18 years. Or a 21 times growth over 18 years.
Since a single premium investment plan resembles a fixed deposit very closely, this could be another reason for
its growth in popularity.
Pnb Metlife has the following single premium ULIPs currently available:
Met Wealth Plus Single Pay
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Pnb Metlifes unit linked funds have now completed 5 years. It is important to know the historical performance
of their various funds. While past performance is no guarantor or predictor of future performance, it is an
important input in the investment decision making process. A snapshot of the funds performance is given
below:
Five Year Return (as on 11th February 2010)
Preserver
Moderator
Balancer
Accelerator
Multiplier
Protector
INCEPTION DATE
10-Feb-05
8-Feb-05
8-Feb-05
7-Feb-05
7-Feb-05
4-Feb-05
NAV RETURN
6.05%
9.32%
12.70%
15.93%
16.57%
6.89%
Table 3
TYPES OF ASSESSEE
Figure 5
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GOLDEN RULES
Figure 6
Details of age mentioned in form should match with that mentioned in proofs.
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SALES PROCESS
STEPS IN A SALE:
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Figure 7
1) PROSPECTING
Before we sell, we prospect. Prospecting is the conscious, directed and continuing activity of seeking,
observing and identifying people. The prospect would be one who has a need, who can qualify for the
coverage, who can afford the coverage and one who can be approached. The methods of prospecting
would be through networking, personal observation, central of influence and mo0st important referrals.
Out of these, referrals are the most valuable for the following reasons:
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DISTRIBUTION CHANNEL
Insurers market various insurance covers either directly or through various distribution channels. The marketer
in the distribution network is in direct interface with the prospect and the customer. Distribution channels in
insurance sector helps in increasing the penetration of insurance and helps in reducing the cost of insurers. It
also helps the company to retain and attract new customers to expand business.
1) BANCASSURANCE
Banks acting as corporate agents is known as bancassurance. Banks can sell the policies to their existing as
well as prospective clients. This is becoming quite popular these days and the bank earns huge fund based
income. Pnb Metlife is a pioneer in offering life insurance solutions through banks and alliances. The business
philosophy
at B&A is to leverage distribution synergies with their partners and add value to its customers and partners.
Flexibility, adaptation and experimenting with new ideas are the hallmarks of this channel.
The bancassurance channel partners of Pnb Metlife are:
o
o
o
o
Axis Bank
Barclays
J&K Bank
Karnataka Bank Ltd.
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Dhanalakshmi Bank
2) CORPORATE PARTNERS
Any corporate may apply for license to sell insurance after complying with the requirements of IRDA.
The active partners of Pnb Metlife are:
o Geojit
o India Infoline
o Net worth stock broking
o Bajaj Capital
o Bonanza Insurance consultants.
3) BROKERS
They are like corporate agents with only difference that they can sell the products of more than one
insurance company. For example Srei.
RECOMMENDATIONS:
Tie-ups with retailers like LIC and ICICI Prudential have with Suvidhaa Info serve.
Tie-ups with post offices is another delivery channel that is under exploration.
Max New Life has tie ups with microfinance institutions and non-gazatted organizations.
Financial Advisors generally have a tendency of joining a company and restricting themselves to selling
the products only to their friends and family. This way they get their commission and then leave the
company. Hence, it should be kept in mind to know the intention of the advisors while recruiting them.
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MARKETING STRATEGIES
Leveraging the January, February and March quarter where the focus is on tax saving, Pnb Metlife launched
Cut your Tax, Campaign among Corporates. The key products in focus were Met Monthly Income Plan which
gives tax benefit under 80C and Met Health Care which gives tax benefit under 80D. More than 2000 leads
were collected during eight activities across five cities.
The creative theme for the activity wasCut Your TAX Worries and Ensure Your Take Home is more
MARKETING TOOLS
TELE MARKETING
Direct Marketing in which sales person uses telephone to solicit prospective customers to buy products and
services.
DATABASE MARKETING
Analyze customer database and use the results to form future projection that help to improve efficiency and
develop new products.
BANCASSURANCE
Selling of insurance through a banks established distribution channels. Pnb Metlife is penetrating in to the
rural market using Bancassurance medium only. The bancassurance channel partners of Pnb Metlife are:
Axis Bank
Barclays
J&K Bank
Karnataka Bank Ltd.
MARKETING PROBLEMS
The old and outdated technique of telemarketing is used to prospect customers. More modern techniques
should be adopted. The company must sponsor shows and give presentations in corporate houses.
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PRODUCT
The core function of the marketing force of an insurance company is developing new products and generating
awareness about its product among the target customer. The company should keep in mind the individual
requirements of the customers in order to differentiate itself from its competitors.
The concept of riders, partial withdrawal benefit and other additional benefits has been a huge innovation in
Pnb Metlife, which has led to the customization of products suiting the individual needs. The accidental death
benefit rider, permanent disability rider and critical illness riders are worth mentioning.
The products introduced in the year 2010 are:
PRICE
This is the price or amount that the customer needs to giveaway in exchange of the product or service that the
company is offering. Price of a product in insurance industry is defined by the amount of premium to be paid.
Any premium which is charged carries 3 components Investment that a customer makes,
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PLACE
It is one of the key elements, in the sense that the service provider should be easily accessible to the customer.
Locating an insurance branch depends on various facets like business area and smooth accessibility. Proper
management of the insurance branches is significant. The environment should be conducive and professional so
that the productivity increases. The branches should be technically equipped so that internal communication
becomes smooth.
Pnb Metlife serves its customers by offering a range of innovative products at more than 640 locations through
its bank partners and company-owned offices.
It has its office set in all the major cities of India.
With latest expansion Pnb Metlife, which is one of India's largest growing insurance companies, has increased
its presence in 13 of the 14 districts in Kerala. The company has now established a network of 27 branches
across 23 cities in Kerala.
The new branches would be opened in Kochi, Kottayam, Kannur, Thodupuzha, Kottarakkara, Adoor,
Kodungallur, Ottappalam, Perinthalmanna, Mavelikkara, Edappal and Irinjalakkuda.
PROMOTION
Promotion includes all the ways we tell your customers about our products or services and how we then market
and sell to them.
Pnb Metlife promotes itself majorly through advertisements and publicity through newspapers, business
magazines and television.
To promote any new product, Pnb Metlife organizes conferences and seminars .One major strategy is the
different kind of promotional activities that the company does .For example: In Kolkata pamphlets and
brochures are distributed early in the morning at large forums like Victoria memorial and other parks where the
denizens of Kolkata come for morning walks.
Large banners and canopies are set up in malls, exhibitions, trades, fares and kirtans as well. Publicity via
mobile phones and through internet is also a common practice.
Pnb Metlife brings in small changes in the way it promotes and sells its products which helps the company to
bring about dramatic changes in the results.
PEOPLE
A service industry involves high level of interaction. Building good customer relationship is very important in
an insurance sector.
Pnb Metlife imparts a lot of training on soft skills, product knowledge and competition analysis.
The training department is equipped with solutions that can help them conduct trainings simultaneously across
multiple locations, without actually traveling to those locations to increase effectiveness.
This helps in increasing the productivity of all its agents.
41 | P a g e
Pnb Metlife plans to hire 2000 sales manager and increase the number of financial advisors from 30000 to
60,000.
PROCESS
Pnb Metlife follows a very smooth and customer friendly process in delivering its services. The operation
department of Pnb Metlife provides quick and accurate payment to its clients.
In 2004, Operations & Technology focused on six strategic themes to increase the value of Pnb Metlife:
operational excellence, investing for growth and innovation, enhancing service delivery, modernizing
technology and increasing agility, gaining efficiencies, and improving quality and controls.
PHYSICAL DISTRIBUTION
Distribution channels in insurance sector helps in increasing the penetration of insurance and helps in reducing
the cost of insurers. It also helps the company to retain and attract new customers to expand business. The
distribution channel of Pnb Metlife consists of:
o
o
o
o
Bancassurance
Corporate Partners
Brokers
Agents
PRODUCT HIERARCHY
NEED FAMILY
The core need that underlies the product family.
Example: Security
PRODUCT FAMILY
All the product classes that can satisfy a core need with more or less effectiveness.
Example: Savings and Income
PRODUCT CLASS
A group of products within the product family that are recognized as having a certain functional coherence.
Example: Financial Instruments
PRODUCT LINE
42 | P a g e
A group of products within a product class that are closely related because they function in a similar manner, or
are sold to the same customer groups, or are marketed through the same kind of outlets, or fall within given
price ranges.
Example: Life Insurance
PRODUCT TYPE
Those items within a product line that share one of several possible forms of the product.
Example: Term Plans
BRAND
The name associated with one or more items in the product line that is used to identify the source or character
of the items.
Example: MET associated with different products of Pnb Metlife
ITEM
A distinct unit within a brand or product line that is distinguishable by size, service providing price appearance
or some other attribute. The item is called the stock keeping unit or product variant.
Example: Met Magic Plus
CUSTOMER
BEHAVIOUR
BUYING
Indian life Insurance industry being in nascent stage has been found very sensitive to myriads of issue
particularly in the case of buying pattern of consumers.
It is indispensable for a marketer to identify consumer buying behavior, so that he or she is in a better position
to target products and services at them. Buyer behavior is focused upon the needs of individuals, groups and
organizations. A consumers buying behavior is influenced by Psychological, Economical, Social and
Demographic factors.
PSYCHOLOGICAL FACTORS
Here purchase decision in influenced by those issues that affect the lifestyle of the consumer or in the other that
reflects the status. . For e.g.: purchase decision related to buying of car and that to Mercedes Benz. Talking
specifically about the insurance sector, here the customer will buy only that policy that has got high premium
43 | P a g e
or that type of policy which company is promoting to limited high-income level group only. For example, the
Met Monthly Income Plan where a client wants to pay for 5 years premium paying term and wants it for 5
years term then his yearly premium would be Rupees One Lakh Forty Nine Thousand Twelve.
ECONOMICAL FACTORS
These factors affect the purchase decision by influencing the issues pertaining to money and income level of
the individual. Consumer will buy only that policy which will not demand a huge premium from his income but
at the same time give a greater sum assured. For example, Met Suraksha which is a traditional plan whose
minimum annualised premium is rupees One Thousand One hundred.
SOCIAL FACTORS
Consumers are also influenced by social factors for example; reference group, family and social role and
status.
DEMOGRAPHICAL FACTORS
A consumers decision is also influenced by personal characteristics, for example buyers age, occupation,
gender, marital status and income level. It cannot be denied that buying decision of the individual who is
unmarried and is into business, having the income level of the range Rs. 2.5 lakh per annum, is into the age
group of say 25 years will have the entirely different approach towards purchase of the life insurance policy
with the individual who is into service and is married, is into the age group of, say 35, and is earning
Rs.3.5lakh per annum. Here the unmarried person with 2.5 lakh annual income would prefer a plan like Met
Easy which is a long term plan and where a coverage of 5 times is given. Whereas, the married person would
prefer a plan like Met Smart Life which gives lifelong coverage of 99 years. This plan would fulfill any kind of
requirements of the individual. It could be used as a retirement plan as well as child plan.
loyalty are continually eroding insurers profitability. In this turbulent world, it is essential for insurance
companies to acquire new customers and retain existing ones.
Select a niche market that they can easily contact and dominate on it.
Expand their business horizons to rural areas.
Create a systematic referral program. The reasons referrals will be powerful is because it would
come from a credible-third party that has experienced first hand the benefits of the company.
Perform surveys with their customers from time to time to gauge their satisfaction.
Offer diversified product range to its existing customers.
Offer them gifts on special occasions like presenting the clients with a calendar of Pnb Metlife in
the new year.
SWOT ANALYSIS
STRENGTH
WEAKNESS
Limited market penetration
Low market share
FDI allowed only up to 26%
OPPORTUNITIES
THREAT
New entrants.
Government Regulations and political situations.
Increasing interest rate.
HISTORY OF INSURANCE
The insurance industry in India over the past century has gone through big changes. In India this industry
reveals the 360 degree turn. 360 degree turn means that it started in India from being an open competitive
market to nationalization and back to a liberalized market again.
Insurance industry in India started as a fully private system with no restriction on foreign participation in the
Nineteenth Century. Before independence, a few British insurance companies dominated the Market. Life
insurance was first set up in India through a British company called the Oriental Life Insurance Company in
1818, followed by the Bombay Assurance Company in 1823 and the Madras Equitable Life Insurance Society
in 1829.All of these companies operated in India but did not insure the lives of Indians. They were there
insuring the lives of Europeans living in India. Some of the companies that started later did provide insurance
for Indians. But, they were treated as "substandard" and therefore had to pay an extra premium of 20% or more.
46 | P a g e
The first company that had policies that could be bought by Indians with "fair value" was the Bombay Mutual
Life Assurance Society starting in 1871.
The first general insurance company, Triton Insurance Company Ltd., was established in 1850. It was owned
and operated by the British. The first general insurance company was the Indian Mercantile Insurance
Company Limited set up in Bombay in 1907.By 1938; the insurance market in India had nearly 176 companies
(both life and non-life).
After the independence, the industry went to the other extreme. It became a state-owned monopoly. The
industry started to witness a problem like fraud. Hence many regulations were put in place to reduce and
control the problems in the industry. After which Insurance was nationalized. In 1956, the then finance minister
S. D. Deshmukh announced nationalization of the life insurance business and then the general insurance
business was nationalized in 1972. Only in 1999 private insurance companies have been allowed back into the
business of insurance with a maximum of 26% of foreign holding.
INSURANCE
INDIA
INDUSTRY
IN
With the largest number of Life Insurance policies in force in the world, insurance happens to be a mega
opportunity in India. The Indian insurance market in spite of having a history covering almost two centuries
took a turn after the establishment of the Life insurance Corporation in India in 1956. From being an open
competitive market to being nationalized and then back to a liberalized market again, the insurance sector has
witnessed all aspects of contest.
The Indian insurance market traditionally focused around life insurance until recently, a various range of other
insurance policies covering sectors like medical, automobile, health and other classes falling under general
47 | P a g e
insurance came up, generally provided by the private companies. The life insurance of India added 4.1% to the
GDP of the economy in 2014, an immense growth since 1999, when the gates were opened for the private
company in the market. Indian life insurance industry is considered the fifth largest life insurance market, and
growing at a rapid pace of 32-34 per cent annually, according to the Life Insurance Council. This impressive
growth in the market has been driven by liberalization, with new players significantly enhancing product
awareness and promoting consumer education and information. The strong growth potential of the country has
also made international players to look at the Indian insurance market. Moreover, saturation of insurance
markets in many developed economies has made the Indian market more attractive for international insurance
players.
The total number of life insurers registered with the Insurance Regulatory Development Authority (IRDA) has
gone up to 23.
Some of the major insurance companies in public sector are:
Life Insurance Corporation (LIC) of India
National Insurance Company Limited
Oriental Insurance Limited
SERIA
L NO.
NAME OF THE
COMPANY
1.
2.
INDIAN
PROMOTER/
PARTNER
RELIANCE
GROUP(ADAG)
Dabur
FOREIGN
INSURER
FDI
(%)
None
Aviva (UK)
26
48 | P a g e
4.
HDFC
StandardLife
(UK)
18.9
5.
ICICI Bank
Prudential (UK)
26
6.
Vysya Bank
ING Ins.
(Netherlands)
26
7.
Kotak Mahindra
Bank
OldMutual
(South Africa)
26
8.
Max India
NewYorkLife
(US)
26
J&K Bank
Dhanlaxmi Bank
26
3.
9.
10.
Bajaj Auto
Allianz
(Germany)
26
SunLife
(Canada)
26
Sahara India
None
11.
SBI
Cardiff (France)
26
12.
TATA Group
AIG (US)
26
13.
Shriram
14.
Bharti Group
AXA(Australia)
Future Group
Generali
Group(Italy)
Fortis (Europe)
15.
16.
17.
26
49 | P a g e
HSBC Insurance
(Asia Pacific)
19.
Coleman and
Company
Aegon and
Religare
DLF
20.
Pramerica
(United States)
21.
22.
Dai-ichi Mutual
Life Insurance
Company(Japan)
Legal and
General (UK)
18.
26
26
26
Table 4
details of what he/she has versus what goals he/she would like for his/her family once he/she is gone, keeping
in mind that their security can often carry a higher price tag than he/she originally thought.
Apart from this, life insurance is a unique investment avenue that helps to meet the dual needs of life- saving
for life's important goals, and protecting the assets.
ASSET PROTECTION
From an investor's point of view, an investment can play two roles - asset appreciation or asset protection.
While most financial instruments have the underlying benefit of asset appreciation, life insurance is unique in
that it gives the customer the reassurance of asset protection, along with a strong element of asset appreciation.
The core benefit is that the financial interests of ones family remain protected from circumstances such as loss
of income due to critical illness or death of the policyholder. Simultaneously, insurance products also have a
strong inbuilt wealth creation proposition. The customer therefore benefits on two counts and life insurance
occupies a unique space in the landscape of investment options available to a customer.
The table below gives a general guide to the plans that are appropriate for different life stages.
51 | P a g e
Life Stage
Primary Need
Asset creation
Children's
education,
creation and protection
Middle aged
grown up kids
with
Asset
Retirement solutions
Health plans
Health insurance
Table 5
52 | P a g e
UNDERWRITING
Insurance underwriting is the process of choosing who and what the insurance company decides to insure.
This is based on a risk assessment. It is pretty much the "behind the scenes" work in an insurance company
where they determine who is insured and how much in insurance premiums they will charge the insured
person. Insurance underwriting also involves choosing who the insurance company will not insure.
Types of underwriting
Figure 8
Underwriting is necessary:
To protect company from insuring Lives whose Risk is not acceptable & avoid frauds
To remain competitive
53 | P a g e
TYPES OF RISKS
Figure 9
Application Form
Age Proof- An important requirement for acceptance of Life Insurance proposal. It is also essential to
calculate the exact Premium. Age is also recorded as per Proof submitted. The age forms the basis of
premiums to be paid by client.
FINANCIAL UNDERWRITING
A process which ensures.
Figure 10
Figure 11
55 | P a g e
Figure 12
MEDICAL UNDERWRITING
It is a process of Calculation of Risk involved in Insuring Life on the basis Of:
56 | P a g e
MEDICAL GRID
Table 6
57 | P a g e
MATURITY CLAIM
Majority of claims paid are those arising out of completion or surviving the insurance policy term under
endowment type of policy and these claims are paid to the surviving policyholder. Survival benefits, which are
a percentage of policy amounts under Money back type of policies, are also included in this category. If the
policy is issued with participation in profits, the bonus amounts are also added and paid along with the maturity
claim. If a loan was taken on the policy it is deducted and paid.
DEATH CLAIM
When a policyholder dies the contract comes to an end and the insured amount in full with bonus (if eligible) is
paid as claims settled to the nominee or legal heirs. The death claim settlement procedure and the requirements
depend according to the duration of the policy from the date of risk. When death occurs after three years from
the date of risk the claims are called non early death claims and such claims are paid without any extra
requirements.
58 | P a g e
saved (among the households that did save), it is above 35% in all groups. Surprisingly, the savings rates are
high for all households regardless of their level of education. These findings demonstrate that the key economic
elements driving insurance buying in the rural sector are in place. What did people save for in the past? The
most often-quoted reason (18% of savings) was for a daughters wedding. In India, the daughters family is
expected to pay a dowry to the grooms family (even though the practice is illegal). Upgrading housing was
done with another 10% of the savings. Buying land and medical expenses ate up another 7% each. Awareness is
another important factor driving demand for insurance. The awareness of the need for life insurance is high
across all segments. Awareness of the need for motor and accident insurance follows the same pattern: more
than 70% of the respondents in Group A are well aware of the need for them, more than 60% in Group B and
45% in Group C. For other kinds of insurance, the levels of awareness are somewhat lower. In general, the rural
population is much more aware of life insurance than non-life insurance. It is quite common to refer to a life
insurance policy as an LIC in the rural areas.
Supply side
There are two critical elements to success on the supply side of insurance in rural areas: products that are
suitable for the rural population and an adequate distribution mechanism. The development of rural insurance
products should have the specific needs and capacity of the rural population in mind. Firstly, the income pattern
in rural areas is different from in urban areas. Specifically, income follows crop cycles. There are two main
crops during a calendar year. Thus, in many parts of rural India, a semi-annual payment of premiums is
preferred. However, this pattern of income is not universal across all regions. Therefore, policies have to be
region-specific. Secondly, the general buying capacity is lower in the rural areas. Consumer goods have been
marketed very successfully in the rural markets by lowering the unit size. For insurance products, this means
selling life insurance with a lower minimum face value. Thirdly, the level of education is lower in the rural
areas. Therefore, simplified products would be preferable for most customers. Fourthly, verification of age and
fixed address may be cumbersome in t he rural areas. Using wider age bands for life insurance policies would
simplify the procedure. A number of insurance companies are already following one or more of these avenues.
Traditional agents are still the most effective means to penetrate rural areas, although the use of bank branches
is on the rise. There is a great variation in rural distribution of insurance among life insurers. For life insurance,
the LIC has roughly the same number of agents in the rural and the urban sectors. Not surprisingly, the total
number of agents in the LIC is far higher than for any other provider. For all private life insurers, the number of
urban agents outnumbers the number of rural agents by a factor of four or more. For private non-life insurers,
the proportion of agents in urban areas is five to ten times more. For public companies, there is a two- to threefold difference.
60 | P a g e
COMPETITIVE
(2014)
ANALYSIS
The new business premium (NBP) during 9MFY10 recorded 29.2% increase to Rs.625 billion compared to
Rs.522 billion during the same period last fiscal, mainly driven by 50% NBP growth by LIC. Private insurers
managed to record a modicum growth of 2.1% in NBP during the quarter period from October2014-December
2014.Private insurers accounted for 90% of the market share in terms of NBP for regular premium ULIP
policies. The renewal premium has recorded 44% growth to Rs.268 bn during 9MFY10. The growth in renewal
premiums is largely due to initiatives taken to improve persistency over the last one year.
DISTRIBUTION
The strategy of business expansion does not seem to work for private players and now the focus is shifting to
improve channel productivity and also closing down non performing branches. Most insurers are now focusing
on adding new distributor relationship through tie-ups with corporate agents and brokers.
The industry has added only 116 branches during 9MYF10 to take the total branch strength to 11,931 branches
from 11,815 branches as on March 31, 2014. Private insurers have a network of 8,709 branches in India and
have closed down 76 branches during the above mentioned period. Most of the large private insurers are on a
consolidation phase and are closing down non performing branches in order to improve operational efficiency.
The private insurers have recorded a negative growth during the first two quarters of 2014 compared to a 38%
growth during Q3FY10 when compared with Q3FY09.
Reliance and SBI Life have added branches during the 9MFY10 while ICICI Prudential, Aviva, HDFC
Standard, Birla Sun Life and Bajaj Allianz have closed down some of their branches. Smaller and new entrants
are waiting for the revival of the economic activity and improvement in overall industry outlook before they
can resume building their distribution network.
On agency recruitment most insurers have either maintained or reduced their agency strength. The focus is
more on improving the productivity of existing agency force. The total number of agents as on 31 December
2014 is at 29, 84,287 agents of which LIC has 14, 21,077 agents while private players have 15, 63,210 agents.
insurance industry is capitalized at Rs.276.2 billion as on 31 December, 2014. Most of the private insurers have
refrained from infusing fresh capital during the first nine months of the financial year.
Among large insurers HDFC Standard, Birla Sun Life and Reliance have infused fresh capital. Strong renewal
premium growth together with efficient expense management has kept the capital requirement low. However
with business growth during the last quarter of FY10, the industry is expected to see some infusion of fresh
capital.
The asset under management for the industry has gone up by 43% to Rs.12,230 billion as on 31 December,
2014. For private players the majority of the asset under management is held under ULIP business and in
equities. The recovery in the stock market over the last couple of months has significantly increased the asset
under management of private insurers.
Now lets look at the performance of the major players since their inception in short.
Life Insurance Corporation Of India: LIC completes 53 years of its services to its customer. The stateowned insurance giant posted a 50% growth in new premium collection in the first nine months of the 2010
fiscal, increasing its market share to 65 per cent from 56 per cent a year ago. LICs new premium collection
touched US$ 9.58 billion in the April-December 2014 period.
The total number of branches and number of advisors as on 31 st December 2014 was 3222 and 1421077
respectively.
ICICI Prudential Life Insurance Co Ltd: ICICI Pru continues to be the market leader among the private
players. The company has registered 27% growth in total premium to Rs.4031 bn during Q3FY10 as against
Rs.31.73 bn during Q3FY09 backed by 20% growth in renewal premium. However the company has recorded
18% dip in new business premium during the 9MFY10 (Rs.38.33 bn) as compared to 9MFY09.
Till date the company has infused a capital of Rs.47.8 bn. The asset under management is at Rs.536 bn as on
December 31, 2014. The company has managed to lower its expense ratio to 8.3% during Q3FY10 as
against12% during Q3FY09. The new business profit is at Rs.2.82 bn during Q3FY10 with new business
margin at 18.9%.
62 | P a g e
Bajaj Allianz Life Insurance: The company has reported a net profit of Rs.1.54 bn The company has reported
a net profit of Rs 1.54 bn during Q3FY10 as against Rs 0.3 bn during Q3FY09. The company has registered
14% growth in total premium collection to Rs 27.6 bn during Q3FY10 as against Rs 24.2 bn Q3FY09 backed
by 16% growth in renewal premium during the quarter. The renewal premium collected during Q3FY10 is at
Rs 16.7 bn against Rs 14.3 during Q3FY09.
The new business premium resulted de-growth of 16% to Rs 25.3 bn during 9MFY10 as against Rs 30.03 bn
during 9MFY09 due to downturn in equity market which have pulled down ULIP sales. Ratio of new business
commission to new business premium has come down marginally to 19% during 9MFY10 as against 20%
during 9MFY09. The ratio of management expense to total premium has come down by 1% to 19% during
9MFY10. The asset under management is at Rs 305 bn as on Dec 31st, 2014.
The paid up capital is at Rs 12.11 bn. The company has not infused any capital during the financial year so far.
The company has a network of 1,151 offices.
The company diversified its product mix by introducing new products and small ticket size micro insurance
products.
Reliance Life Insurance: The company has registered 40% growth in total premium collection to Rs 16 bn
during Q3FY10 as against Rs 11.5 bn during Q3FY09 backed by a strong growth in renewal premiums. The
renewal premium has gone up by 115% during Q3FY10 to Rs 6.8 bn as against Rs 3.2 bn in Q3FY09. In terms
of new business premium the company has registered 6% decline at Rs 21.7 bn during 9MFY10 as against Rs
23 bn during 9MFY09.
The Company has not infused fresh capital during the quarter. It capital base is at Rs 28.1bn. The asset under
management is at Rs 112.6 bn as on Dec 31st, 2014 recording 150% growth. The company has opened 73 new
branches during the quarter to take the total branch strength to 1,247 offices and 192,347 advisors. The focus is
to improve productivity, cost control, customer initiatives, technological improvements, keeping the renewal
premium flow.
The company also increased the share of traditional products by 5%. It also increased its
distribution network to tier 3 and tier 4 cities.
Birla Sun Life Insurance: The company has registered 51% growth in total premium to Rs 14.7 bn during
Q3FY10 as against Rs 9.7 bn during Q3FY09 backed by a strong growth of renewal premiums. The renewal
premium collected during Q3FY10 has gone
63 | P a g e
up by 43% to Rs 9.5 bn against Rs 6.1 bn during Q3Y09. The new business premium has recorded 14% growth
to Rs 20.4 bn during 9MFY10 as against Rs.17.8 bn during 9MFY09 backed by strong growth in group
business.
During the third quarter of FY10, the Company has infused Rs 1000 mn taking the total
capital infusion to Rs 22.75 bn. The asset under management is at Rs.147 bn as on Dec 31st, 2014.The
company has reduced its net loss from Rs 1658 mn to Rs 1428 mn during the quarter mainly due to higher
profitability arising out of in-force business and declining expense ratio.
Max New York Life Insurance: The company has registered 30% growth in total premium to Rs 12.7 bn
during Q3FY10 as against Rs 9.8 bn during Q3FY09 backed by strong growth in renewal premium. The
renewal premium collected during Q3FY10 has gone up by 40% to Rs 7.5 bn against Rs 5.4 bn during
Q3FY09.
In terms of new business premium the company has registered 3% growth to Rs.12.09 bn in 9MFY10 as
against Rs 11.76 bn in 9MFY09. The asset under management is at Rs 90 bn as on Dec 31st, 2014. MNYL has
a agency strength of 75,832 agents. The distribution reach expands to 715 offices across 391 locations. This
includes 139 offices dedicated to rural business.
Kotak Life Insurance: The company has reported a PAT of Rs 185 mn during Q3FY10 as against a profit of
Rs 90 mn during Q3FY09 driven by lower new business strain and reduction in expenses helped the company
post profits. The company has registered 18.4% growth in weighted adjusted premium collection to Rs 16.58
bn during 9MFY10 as against Rs 14 bn during 9MFY09 backed by strong growth in renewal premium. The
renewal premium collected during 9MFY10 has gone up by 79% to Rs 10.12 bn against Rs 5.65 bn during
9MFY09. New business premium has declined by 17.6% to Rs 7.2 bn during 9MFY10 as against Rs 8.7 bn
during
9MFY09. The company has a network of 214 offices in 142 cities. Kotak group contributed to 28% of the sales
and increased the share of tied agency to 50%.
64 | P a g e
SBI Life Insurance: The company has posted a net profit of Rs 2 bn during 9MFY10 driven by efficient
management of expenses, expansion in distribution network, customer centric product offering & spread into
tier III & tier IV cities. The company maintains the lowest expense to gross written premium ratio in industry
of 7.99%.
The company has registered 32% growth in total premium collection to Rs 60.9 bn during 9MFY10 as against
Rs 41.4 bn during 9MFY09 backed by a strong growth of renewal premiums. The new business premium has
recorded 19% growth to Rs 44 bn during 9MFY10 as against Rs 36 bn during 9MFY09.
65 | P a g e
PRACTICAL EXPOSURE
I learnt about the functioning of Pnb Metlife India Insurance Company Limited. The company has two
levels at every branch. One part is the Sales Agency (related to the marketing division and which is my
area of interest) and the other part is Bank Assurance (relating to the financial decision making
division).
I also learnt how to fill in the insurance policy forms and the recruitment form. I was told about when
and where to mention about the policy owner and when about the nominee.
Underwent Compliance & Sales Training as per companys guidelines. The Sales Process involves the
following steps:
Prospecting
Approach
Fact Find
Solution
References
A new product was launched, Met MAGIC PLUS. It is a Unit Linked Insurance Plan for children. All
the employees were given the training. The term of the plan is 10, 15, 20 or 25 years. The maximum
premium that a customer can pay is
Rs.1, 00,000. The sum assured that a customer gets is 5 times the premium paid. This plan also enjoys
the benefit of partial withdrawal. Here after paying a minimum premium till 5 years, the customer can
66 | P a g e
withdraw 10% of the fund value. I tried and analyzed the product and compared it with other insurance
companies.
Similar Plans available in the market are:
IN A NUTSHELL
Points Covered
Observations
Recommendations
Comments(Of the
Company Guide)
67 | P a g e
SWOT analysis of
the company
Should concentrate on
niche segment and go for
product, brand and line
extension.
Distribution channel
7 Ps Of Marketing
People, Promotion,
Process and Physical
Distribution is convincing
and satisfying.
Competitive Analysis
68 | P a g e
DATA ANALYSIS
Segmentation of the respondents on the basis of certain criteria:
Now, let us turn our attention towards the respondent who were covered under this study. These respondents
can be categorized on the basis of certain important criteria like age group, annual income and occupation.
1. AGE GROUP
Age Group
No of
Respondent
Percentage
(%)
Below 30 Yrs
34
23
31-40 Yrs
48
32
41-50 Yrs
32
21
51-60
21
14
Above 60 Yrs
15
10
Total
150
100
Table 7
69 | P a g e
Figure 13
2. ANNUAL INCOME
Annual Income
Level
No of
Respondent
Percentage
(%)
Below 1 Lakh
34
23
1.0 - 3 Lakh
59
39
3.01 - 5 Lakh
21
14
Above 5 Lakh
36
24
Total
150
100
Table 8
70 | P a g e
Figure 14
3. OCCUPATION
Occupation
No of
Responden
t
Percentage
(%)
Employed
81
54
Self Employed
50
33
Others
19
13
Total
150
100
Table 9
71 | P a g e
Figure 15
Percentage (%) Of
Income
Age
Group
Below
30
Age
Group
31-40
Age
Group
41-50
Age
Group
51-60
Age Group
>60
<20%
20
(58.8%)
6
(40%)
7
(20.5
%)
3
(8.82%)
5
(15.62%
)
6
(18.75%
)
17
(53.12%
)
20%-25%
33
(68.75%
)
7
(14.58%
)
5
(10.42%
)
5
(33.33%)
7
(33.33%
)
2
(13.33%)
25%-30%
72 | P a g e
>30%
4
(11.76%)
3
(6.25%)
4
(12.5%)
14
(66.67%
)
2
(13.33%)
Total (150)
34
48
32
21
15
Table 10
Figure 16
It can be interpreted that the average percentage of income saved increases with increasing age. The modal
percentage for age up to 40 is less than 20% while the same hovers between 25-30% in the age group 41-50
and soars above greater than 30% in the age group of 51-60. There is again a decline in percentage savings for
age group greater than 60. The above is perfectly in tandem with life cycle hypothesis of consumption. The
proportion of income consumed is high in the initial years when an individual builds up on his basic amenities
of life. In the age group between 41-60 he is at a stage where most of his capital investments such as (home
building, providing for childrens education, etc) have been taken care of and he is also at a fairly mature stage
of his career when his income is at the peak. However, subsequently post retirement his income plummets and
he leaves out of his past savings as a result of which the percentage of his savings drop. Therefore the age
group between 41-60 is the best possible target group in terms of affordability of insurance product .
Next step is to find out the various investment alternatives available to customers and the investment tool most
preferred by Indian consumers.
I used the ranking method technique to rank out the opinion about the consumers preference towards
different investment alternatives. I used this method to compare each option with each other option, one-byone. Following are the steps to use the technique:
First, I placed the different investment opportunities vertically and the rankings horizontally in the
increasing order (from 1 to 9).
The next step was to calculate the modal rank of the different avenues on the basis of the modal
frequency.
Finally, on the basis of the modal rank given by the respondents, the investment avenues were ranked.
The following table shows the ranking of the different investment tools as per customer preferences:
Investment
Alternatives
Modal
Rank
Rank
Fixed Deposits
Mutual fund
II
Insurance
III
Real Estate
IV
Public Provident
V
74 | P a g e
Fund(PPF)
Equity/Shares
VI
VII
Post office
VIII
IX
Table 11
From the above it can be observed that the investment avenues preferred by the customers are:
Fixed Deposit- I
Mutual Fund- II
Insurance- III
Real Estate-IV
PPF- V
Equity/Shares- VI
Gold and Silver- VII
Post Office- VIII
Bonds and Debentures- IX
Fixed Deposits happen to be the most trusted investment opportunity because of the guarantee of principal,
interest and timing .Furthermore, guarantee rates go up to 9% in the current market conditions making it the
most lucrative investment.
Mutual Fund merges to be the second most popular investment avenue because of its prospects of generating
much higher returns and professional fund management by experts which takes care of the risk factor.
Insurance because of the protection that it uniquely offers along with prospects of high return in ULIP plans
which offers the same flavor as mutual funds coupled with entry and exit tax benefits.
75 | P a g e
Real Estate-The popularity of real estate as an investment opportunity has soared with the real estate price
boom that has prevailed in the market in the last decade and also because a sizeable proportion of the young
population doesnt need to investment in housing for occupancy.
Public Provident Fund- The relatively low popularity of the same Inspite of 8% guarantee return is because of
the 8 years lock in period contingent to it.
Equity/ Shares features at the seventh position because of the risks involved in it as our retail investors are not
matured enough to handle the risk factor.
Gold n Silver- This has been a traditional mode of investment and its comparatively lower popularity can be
attributed to the stigma against selling away of household gold or silver. As a result the value of the asset
cannot be realized in terms of money. However this scenario would change with the introduction of gold traded
funds.
Post Office-Inspite of guarantee return of 8.5% its popularity is on the lower side because of the lock in period
associated and the returns being taxable.
Bonds and Debentures features at the ninth rank because of the complexity of the instrument and lack of
awareness. The comparatively lower return is yet another reason for its lowest rank.
Strongly Agree
Moderately Agree
Neutral
Disagree
Strongly Disagree
NUMBER OF PEOPLE
9 (6%)
36 (24%)
16 (11%)
39 (26%)
50 (33%)
76 | P a g e
Total
150
Table 12
Figure 17
INTERPRETATION
It can be observed that 59% of the respondents believe that private life insurance companies are too new in the
market and could be unreliable. The recent recession in the world wide market and the failure of giant
insurance companies like AIG have left them more confused and further shy from the private insurance players.
Private Life Insurance companies provide better service products than LIC.
Strongly Agree
Moderately Agree
Neutral
Disagree
Strongly Disagree
Total
NUMBER OF PEOPLE
38 (25%)
20 (13%)
6 (4%)
28 (19%)
58 (39%)
150
Table 13
77 | P a g e
Figure 18
INTERPRETATION
25% of the sample population feel that private insurers have been able to force LIC to give a better level of
service which was not there before the insurance sector was opened to the private players. 58% of the
population disagrees regarding positive service of private players. The complaint in this regard is due to the
agents in the private insurance companies who are not properly educated regarding the products and hence not
in a position to sell a product properly and in case the product is sold they are no longer interested in providing
proper service which they had committed earlier.
Strongly Agree
Moderately Agree
Neutral
Disagree
Strongly Disagree
Total
NUMBER OF PEOPLE
0
21 (13%)
27 (19%)
39 (26%)
63 (42%)
150
Table 14
78 | P a g e
Figure 19
INTERPRETATION
68% of the sample population believes that LIC would not lose its monopoly. This is due to the presence of
LIC since 55 years and also it has the backing of the government which gives it a huge monopolistic
positioning.
New Products
Wider choice of
insurance schemes
Higher Returns
Better investment
options
No Difference
Total
NUMBER OF PEOPLE
17 (11%)
72 (48%)
9 (6%)
12 (8%)
40 (27%)
150
Table 15
79 | P a g e
Figure 20
INTERPRETATION
The major advantage that people got with the entry of private players was that they got a wider choice of
investment products. New and innovative products came into being. 48 % of the total respondents consider that
they got wider choice of insurance schemes whereas 27% found no difference.
CONCLUSION
Despite the fact that new private companies have bought lot of new innovative products in the market, they lag
behind in the reliability factor which has been earned by LIC over the last 55 years. If we really look into the
four pie charts above and the interpretations thereof, we can generally say that LIC outplays the private
players in 6:4 ratio.
80 | P a g e
SPSS was used to carry out Factor Analysis to find out the most important attribute that people consider before
buying an insurance product. The preferences of the Respondents have been measured on a scale of 1 to 5
where
5 refers to Very Important
4 refers to Important
3 refers to Neutral
2 refers to Less Important
1 refers to Not Important
For factor analysis first of all KMO and Bartletts Test have been done to understand that whether the data set is
suitable for factor analysis or not.
KMO and Bartlett's Test
Approx. Chi-Square
df
Sig.
.543
108.289
21
.000
Table 16
Bartletts test:
H0: The factor analysis is not valid.
H1: The factor analysis is valid.
The KMO statistic varies between 0 and 1. A value of 0 indicates that the sum of partial correlations is large
relative to the sum of correlations, indicating diffusion in the pattern of correlations (hence factor analysis is
likely to be inappropriate). A value close to 1 indicates that patterns of correlations are relatively compact and
so factor analysis should yield distinct and reliable factors. For the above data the value is 0.543, so we can say
that factor analysis is appropriate for the data.
Bartletts measure tests the null hypothesis that the original correlation matrix is an identity matrix. The
significance value should be less than 0.05. For these data, Bartletts test is highly significant as the
significance value is less than 0.01 and therefore we reject Ho and conclude that the Factor Analysis is valid.
Communality
Initial
Extraction
BRAND
1.000
.625
PREMIUM
1.000
.801
POLICY_TERM
1.000
.526
81 | P a g e
CLAIM_SETTLEMENT
1.000
.632
RESPONSIVENESS
1.000
.539
RIDERS
1.000
.675
CHARGES
1.000
.598
Table 17
Communalities indicate the amount of variance explained in each variable. Initial communalities are estimates
of the variance in every variable explained by factors. It is always 1 when we do principal components
analysis. Extraction communalities indicate estimates of the variance in each variable explained by the factors.
Small values indicate variables that do not fit well with the factor solution, and should possibly be dropped
from the analysis. Here in this output the communality for all factors is very high. Therefore we can say that
Factor Analysis will give a relevant solution.
Total Variance Explained
Component
.695
9.929
84.669
.628
8.969
93.638
1
2
3
1.752
25.023
25.023
1.654
23.631
23.631
1.597
22.818
47.841
1.551
22.153
45.784
1.047
14.950
62.791
1.191
17.008
62.791
100
.000
Extraction Method: Principal Component Analysis.
7
.445
6.362
Table 18
The above table lists the Eigen values associated with each linear factor before extraction, after extraction and
after rotation. The eigen values associated with each factor represent the variance explained by that particular
linear component. Here the eigen value is also explained in terms of percentage of variance explained. So
factor 1explains 25.023% of total variance. If we look at Eigen value table It is seen that only 3 factors have
Eigen values above 1. So we conclude that the variables can be reduced to 3 factors.
The three factors also show a cumulative variance explanation of 62.791%, which means a good factor
analysis has been done.
Rotated Component Matrix
Component
1
BRAND
-.030
.507
-.605
PREMIUM
-.157
.178
.863
POLICY_TERM
.672
.254
-.101
CLAIM_SETTLEMENT
.104
.775
.140
82 | P a g e
RESPONSIVENESS
.123
RIDERS
CHARGES
-.719
.086
-.763
.278
-.121
.754
-.042
-.166
Table 19
Looking at the above table we find that Policy Term, Riders and Charges are highly associated with the first
factor, Claim Settlement and Responsiveness with the second factor and Brand and Premium are highly
associated with the third factor.
Now these three factors were carefully analyzed and appropriate name was chosen for them like:
FACTOR 1
The attributes which contributed highly to the first factor are:
Policy Term
Riders
Charges
The above three attributes are concerned with the product of the company. Hence we combine them into one
factor called PRODUCT.
FACTOR 2
The attributes which contributed highly to the second factor are:
Claim Settlement
Responsiveness
The above two attributes are related to the service that an insurance company provides. So we can merge the
two attributes into one factor called the SERVICE.
FACTOR 3
The attributes which contributed highly to the third factor are:
Brand
Premium
The above two attributes can be together called the COMPANY IMAGE.
Component Score Coefficient Matrix
Component
1
BRAND
-.054
.273
-.481
PREMIUM
.007
.193
.752
POLICY_TERM
.422
.199
.010
CLAIM_SETTLEMENT
.127
.532
.209
RESPONSIVENESS
.042
-.458
.018
83 | P a g e
RIDERS
-.471
.125
-.162
CHARGES
.448
.002
-.066
Table 20
DISCRIMINANT ANALYSIS
The tables of the analysis are given below with their interpretations followed with each table obtained by
applying discriminant analysis.
Analysis Case Processing Summary
Unweighted Cases
N
Valid
Excluded
Percent
150
100.0
.0
.0
84 | P a g e
.0
Total
.0
150
100.0
Total
Table 25
The table above illustrates the authenticity of the data, or in other words, to what percentage is the data used
appropriate for the analysis. As can be seen from the table above, the validity of the data is 100 which is a very
good value to illustrate that the analysis has been done with appropriate data in the right perspective of the
project objective.
Group Statistics
Dependent
0
Total
Mean
Std. Deviation
Valid N (listwise)
Weighted
51.000
COMPONENT1
.08067
.798271
Unweighted
51
COMPONENT2
.27714
.932012
51
51.000
COMPONENT3
1.10233
.847225
51
51.000
COMPONENT1
2.25544
.835887
99
99.000
COMPONENT2
.18628
.728700
99
99.000
COMPONENT3
.91662
.762415
99
99.000
COMPONENT1
1.51602
1.319791
150
150.000
COMPONENT2
.21717
.801628
150
150.000
COMPONENT3
.97976
.794341
150
150.000
Table 26
The table above of group statistics provides with MEAN and STANDARD DEVIATION values under each
category.
The mean is the average value. The standard deviation measures the variability of the values. We can observe
that the mean value of component 1 for the dependent variable 0 and 1 is 0.08067 and 2.25544 respectively and
the large difference shows that the component 1 is the discriminating factor between those who prefer to select
Pnb Metlife and those who dont. The values of component 2 and component 3 for 0 and 1 are very close to
each other. Whereas the values of component 1 have a big difference. Therefore, we can conclude that
component 1 is the most important discriminating variable.
Function
Eigen value
% of Variance
Cumulative %
Canonical
Correlation
85 | P a g e
1.587(a)
100.0
100.0
.783
Table 27
Wilks' Lambda
Test of Function(s)
1
Wilks'
Lambda
Chi-square
Df
Sig.
.387
139.238
.000
Table 28
The above two tables shown below gives the percentage of the variance accounted for by the one discriminant
function generated. The significant of the function is also shown.
The Eigen value is the ratio of the between-groups sum of squares to the within-groups sum of squares.
The canonical correlation measures the association between the discriminant scores and the groups.
Wilks's lambda tests the significance of each discriminant function. It is used to test if the discriminant model
as a whole is significant or not. Its value lies between 0 and 1.
As seen from the output table above, we can conclude that there is a good degree of discrimination between the
two sets. This is said so because of a high value of Wilkss Lambda (.387) which lies between 0 and 1 as
discussed.
1.001
.009
.003
Table 29
Standardizing the coefficients allows us to examine the relative standing of the measurements. The number of
canonical variables is k-1 (where k is the number of groups) or p (the number of variables), whichever is
smaller. The coefficients of the canonical variable are used to compute a canonical variable score for each case.
Structure Matrix
86 | P a g e
Function
1
COMPONENT1
1.000
COMPONENT3
-.089
COMPONENT2
-.043
Pooled within-groups correlations between discriminating variables and standardized canonical discriminant functions
Variables ordered by absolute size of correlation within function.
Table 30
This matrix provides another way to study the usefulness of each variable in the discriminant function.
Functions at Group Centroids
Function
DEPENDENT
0
1
1
-1.743
.898
Table 31
Functions at group centroids are the mean discriminant scores for each of the dependent variable categories.
The group centroids are quite different for the two groups. For the first canonical variable, the average
discriminant or canonical variable score for the dependent 0 is -1.743.
The last three tables from the output listing were generated from the optional selection of Summary table from
the Classify options in the Discriminant Analysis dialog box. The last of the table provide an indication of the
success rate for prediction of membership of the grouping variable's categories using the discriminant function
developed from the analysis.
Classification Processing Summary
Processed
Excluded
150
Missing or out-of-range
group codes
Used in Output
150
Table 212
87 | P a g e
Classification Results(a)
Predicted Group Membership
DEPE
Original
NDENT
Count
%
0
46
1
5
TOTAL
51
93
99
90.2
9.8
100.0
6.1
93.9
100.0
Table 33
The last table shows that the 0 Dependent is the more accurately classified with 90.2% of the cases correct. For
the Dependent 1, 6.1% of cases were correctly classified. Overall, 92.7% of the original cases was correctly
classified. So the overall discriminant analysis is correct.
Not having
insurance
Total
Male
51
11
62
Female
75
13
88
Total
126
24
150
Table 34
Null Hypothesis
(Ho): There is no gender bias for investing in insurance
Alternative Hypothesis
(H1): There is gender bias for investing in insurance.
Fo = Observed data
Fe= (Row Total * Column Total) / n
Chi square calculations:
Fo
51
11
75
13
Fe
52.08
9.92
73.92
14.08
Fo-Fe
-1.08
1.08
1.08
-1.08
(Fo-Fe)^2
1.1664
1.1664
1.1664
1.1664
[(Fo-Fe)^2]/Fe
0.02239
0.11758
0.01577
0.08284
Table 35
Level of
significance
Degree of
freedom
Critical
value
Chi square
Gender
5%
3.841
0.23858
Table 36
FINDINGS
PROJECT
FROM
THE
The findings that can be drawn from the survey conducted by us can be summarized in the following way:
a) The huge untapped market has to be targeted properly by designing products according to their specific
requirements.
90 | P a g e
b) People who belong to different age groups have different perception regarding the most important
criteria before taking the decision on a life insurance policy.
c) People who belong to different income groups also have different perception regarding the important
criteria concerned with the life insurance.
d) Bank Deposits are the most preferred investment alternative which is available to people followed by
alternatives such as Mutual Fund, Insurance, Real Estate, Gold and Silver, etc.
e) 22 respondents are interested to invest in Pnb Metlife because of the companys brand image and the
transparency of the company.
f) It was found that nearly 43% of the respondents usually save less than 20 %.
g) Among the 150 respondents, around 38 people had policy of Pnb Metlife.
h) Since the discriminating factor is component 1, so instead of concentrating on all the factors the
company should pay special attention to its product as the result shows that this factor is the main
discriminating factor between those who select Pnb Metlife and those who dont select it.
i) Gender bias does not influence for investing in life insurance.
RECOMMENDATIONS
Consumer should be aware of companys profile and returns associated with insurance.
The Financial advisor should be right enough to serve the consumers. The consumer should also be
Attract the youth of India with higher returns of investment as returns are the motivating factor for
purchase of insurance.
Middle income people suggest that premium can be collected on monthly basis instead of twice a year.
Companys reputation is more important because bad impression on image or brand name is considered
CONCLUSION
Pnb Metlife India is a young, evolving and a leapfrogging company. The company is on a growing scale. But
the market share is still as low as around 4%. The company faces a large amount of competition. Competition
will surely cause the market to grow beyond current rates, create a bigger pie and offer additional consumer
choices through the introduction of products, services and price options. The company must promote its
products through advertising and improve its selling techniques.
From the analysis done, we could understand that the company should target people of age group 41-60 and
design products according to their needs.
It is also concluded that policy term, riders and charges are the important parameters that people consider
before investing in an insurance product. Pnb Metlife should concentrate on its products to sustain itself in the
market.
A company approaches to the customers through its distribution network. Pnb Metlife should educate and train
their advisors in such a way that mis selling is avoided.
The unit linked products should be specifically promoted. New innovative products should be launched with a
relatively low premium amount and smaller policy term.
In the Indian life insurance market LIC is a major player and though its market share has reduced, the
confidence of consumers in LIC is still prevalent. Consumers are very reluctant to invest in the private
companies inspite of these companies promising more returns. I had to face the same difficulty while selling
92 | P a g e
life insurance of Pnb Metlife to consumers. The market has become very erratic and so money has become
dearer.
Insurance companies need to come up with affordable investment schemes during such times. They also need
to design products for the largely untapped rural markets.
REFERENCES
Websites:
Pnb Metlife to milk recession, plans massive expansion [Online] (Updated November 17,2008)
Available
at:
http://ibnlive.in.com/news/Pnb
Metlife-to-milk-recession-plans-massiveexpansion/78306-7.html
Insurance News [Online] Available at:
http://www.indiainfoline.com/Markets/News/SectorNews/Insurance
Inside Pnb Metlife [Online] Available at:
http://investor.Pnb Metlife.com/media_files/NYS/MET/reports/met_ar_04/docs/insidemet.html
Life Insurance [Online] Available at :
http://www.investopedia.com/university/insurance/insurance7.asp
Pnb Metlife India on massive expansion plan [Online] (Updated February 25, 2010) Available at:
http://www.thehindubusinessline.com/blnus/17251733.htm
Forte Group, Rural Insurance: Issues, Challenges and Opportunities, 2003 [Online]. Available
at: www.docstoc.com/docs/6530475/Indian-Insurance-Market/
Life Insurers in India [Online] Available at : http://www.banknetindia.com/finance/icos.htm
93 | P a g e
Life Insurers Turn Tide In February [Online] (March 23, 2010) Available at : http://www.businessstandard.com/india/news/life-insurers-turn-tide-in-february/389410/
Life insurance industry gains 68% in new biz [Online] (Updated April,23,2010) Available at :
http://www.business-standard.com/india/news/life-insurance-industry-gains-68-in-new-biz/392755/
Pnb Metlife Products [Online] Available at :
http://www.pnb Metlife.co.in/Pnb MetlifeIndPlans_Childplan_landing.aspx
Pnb Metlife Management Team [Online] Available at:
http://www.pnb Metlife.co.in/Pnb MetlifeAboutus_MgtTeam.aspx
Magazines:
Books:
Jack Kinder and Garry Kinder (ed.) , (November 1995) Secrets Of Successful Insurance Sales
P.I. Majumdar and M.G. Diwan (ed.) ,(March 2006) Principles of Insurance IC-01, 12th edition
Mr. S. Balachandran, (June 2006) Practice Of Life Assurance IC-02, 7th edition
ANNEXURE
NUMBER OF BRANCHES
INSURERS
ICICI
Prudential
Bajaj Allianz
Reliance Life
HDFC
Standard
Birla Sun Life
Max New
York
Tata AIG
FOR Q1FY10
FOR Q2 FY10
FOR Q3FY10
2074
2074
1956
1164
1145
1164
1174
1151
1247
596
600
592
600
600
651
711
712
715
500
500
500
94 | P a g e
ING Life
Aviva
SBI Life
Kotak Life
Met Life
Bharti Axa
Life
Sahara Life
Shriram Life
Future
Generali
IDBI Fortis
Canara HSBC
Aegon
Religare
DLF
sPramerica
Star Union
Dai-ichi
LIC
300
224
450
203
192
300
224
424
203
192
208
500
214
195
167
196
203
48
120
48
132
48
-
93
93
93
35
-
35
29
54
29
52
52
57
22
22
29
2048
3222
Table 37
NUMBER OF ADVISORS
INSURERS
FOR Q1FY10
FOR Q2 FY10
FOR Q3FY10
Bajaj Allianz
ICICI
Prudential
HDFC
Standard
Birla Sun Life
Reliance Life
Tata AIG
Max New
York
ING Life
360000
350000
210000
225000
225000
291000
195000
207000
190000
170000
161093
135000
166000
185703
150000
178000
192347
150000
94600
91454
75832
70000
65000
60000
95 | P a g e
Kotak Life
SBI Life
Aviva
Met Life
Shriram Life
Bharti Axa
Life
Future
Generali
Sahara Life
IDBI Fortis
Aegon
Religare
Canara HSBC
DLF
Pramerica
Star Union
Dai-ichi
LIC
40000
70000
30000
60000
-
44415
70,000
37000
56072
30000
33000
70000
37000
100000
32000
26400
33000
30000
25000
36000
40000
13959
7500
6000
7500
6500
8500
3500
1500
4500
450
1780
550
135000
1550000
1421077
Table 38
INSURERS
FOR Q1FY10
FOR Q2 FY10
FOR Q3FY10
ICICI Prudential
HDFC Standard
MAX New York
Kotak Life
Birla Sun Life
Tata AIG
SBI Life
Bajaj Allianz
ING Life
Pnb Metlife
Reliance Life
Aviva Life
47800
17960
17820
5620
20495
6970
10000
12107
10192
14800
27400
14920
47800
18460
17840
5620
21745
6970
10000
12107
10192
14800
28100
14920
47800
18460
17840
5620
22745
6970
10000
12107
10192
28100
14920
96 | P a g e
Sahara Life
Shriram Life
Bharti Axa Life
Future Generali
IDBI Fortis
Canara HSBC
Aegon Religare
DLF Pramerica
Star Union DaiIchi
India First Life
2320
1250
3930
3350
4500
5250
3950
1623
2320
1250
3930
3350
4500
5250
4650
1623
3930
4500
6250
4650
1623
2500
2500
2000
2000
Table 39
97 | P a g e
INSURERS
LIC
SBI Life
ICICI Prudential
Bajaj Allianz
Reliance Life
Birla Sun Life
HDFC Standard
Max New York
Tata AIG Life
Kotak Life
Met Life
Aviva Life
ING Life
Canara HSBC
Star Union DaiIchi
Future Generali
Shriram Life
Bharti Axa
IDBI Fortis
Sahara Life
Aegon Religare
DLF Pramerica
India First ^
Industry Total
50.0%
19.0%
-18.0%
-15.9%
-5.8%
14.2%
8.6%
-0.6%
16.8%
-17.6%
-7.5%
-3.6%
-8.2%
192.1%
MARKET
SHARE
APR-DEC
FY10
65.4
6.5
5.7
3.7
3.2
3.0
3.0
2.0
1.2
1.1
0.9
0.7
0.7
0.6
MARKET
SHARE
APR-DEC
FY09
56.3
7.1
8.9
5.7
4.4
3.4
3.5
2.6
1.3
1.7
1.3
1.0
0.9
0.3
0.4
2,799
2,629
1,915
1,652
833
116
4.8
347,693
1.8%
-0.3%
34.4%
32.9%
4.0%
544.2%
3920.7%
12.3%
0.4
0.4
0.4
0.3
0.1
0.1
0.0
0.0
100
0.5
0.5
0.4
0.3
0.2
0.0
0.0
100
APRILDEC
FY10
APRILDEC
FY09
GROWTH
(%)
441,781
43,923
38,329
25,260
21,704
20,433
19,987
13,658
8,215
7,189
6,402
4,891
4,404
4,251
294,571
36,904
46,766
30,030
23,030
17,887
18,397
13,741
7,031
8,722
6,921
5,074
4,795
1,455
2,868
2,849
2,619
2,573
2,196
866
745
191
24.4
390,466
Table 40
NUMBER OF POLICIES
INSURERS
APRIL-DEC
APRIL-DEC
GROWTH
MARKET
MARKET
98 | P a g e
LIC
Reliance Life
Bajaj Allianz
ICICI
Prudential
Birla Sun Life
SBI Life
Max New York
HDFC Standard
Tata AIG
Kotak Life
Future Generali
ING Life
Met Life
Aviva
Bharti Axa Life
Shriram Life
Star Union DaiIchi
Canara HSBC
IDBI Fortis
Sahara Life
Aegon Religare
India First ^
DLF Pramerica
Industry Total
FY10
FY09
(%)
23,863,865
1,591,238
1,459,814
1,264,402
20,560,619
1,355,099
1,808,495
1,882,539
16.1
17.4
-19.3
-32.8
SHARE
APR-DEC
FY10
70.5
4.7
4.3
3.7
SHARE
APR-DEC
FY09
67.4
4.4
5.9
6.2
1,263,800
976,963
732,304
714,468
491,943
215,097
208,365
200,069
192,045
161,718
112,824
98,743
811,776
597,959
900,000
643,351
479,156
393,868
27,833
241,826
191,124
257,153
125,886
91,912
55.7
63.4
-18.6
11.1
2.7
-45.4
648.6
-17.3
0.5
-37.1
-10.4
7.4
3.7
2.9
2.2
2.1
1.5
0.6
0.6
0.6
0.6
0.5
0.3
0.3
2.7
2.0
2.9
2.1
1.6
1.3
0.1
0.8
0.6
0.8
0.4
0.3
69,666
0.2
0.0
65,052
56,715
54,947
25,100
13,578
11,646
33,844,362
15,784
46,509
67,592
11,219
601
30,510,301
312.1
21.9
-18.7
123.7
1837.8
10.93
0.2
0.2
0.2
0.1
0.0
0.0
100
0.1
0.2
0.2
0.0
0.0
0.0
100
Table 41
QUESTIONNAIRE
Dear Respondent,
99 | P a g e
This questionnaire is aimed at understanding your perception about life insurance .Your response will be dealt
with strict confidentiality and it will be used only for academic purpose. Thank you for spending your valuable
time to fill this questionnaire.
1. Name:
Gender:
Male
Female
Contact No:
2. Age Group:
Below 30
31-40
41-50
51-60
Above 60
3.
Educational Qualification:
Under Graduate
Graduate
Post Graduate
Others (Specify).
4. Occupation:
Employed
Self Employed
Others (Specify).
5. Annual Income Level:
Below 1 Lakh
1.0- 3 Lakh
3.0 - 5 Lakh
Above 5 Lakh
6. What percentage of your Salary do you usually save?
Less Than 20%
20-25%
25-30%
100 | P a g e
Serial
No.
Investment
Alternatives
1.
Bonds and
Debentures
Equity/
Shares
2.
Rank
3.
5.
Mutual Fund
Public
Provident
Fund(PPF)
Post Office
6.
Insurance
7.
Bank Fixed
Deposits
Real Estate
4.
8.
9.
Gold &
Silver
8. Do you have life Insurance Policy? ( If NO then please go to question no. 15)
Yes
No
Pnb Metlife
SBI Life
Others (Specify).
.
10. Private Life insurance companies provide better investment products than LIC.
Strongly Agree
101 | P a g e
Moderately Agree
Neutral
Disagree
Strongly Disagree
11. Private Life insurance companies provide better service products than LIC.
Strongly Agree
Disagree
Moderately Agree
Neutral
Strongly Disagree
12. LIC would lose its monopoly against the private players?
Strongly Agree
Disagree
Moderately Agree
Neutral
Strongly Disagree
Wider choice of
insurance schemes
Higher Returns
No Difference
14. What parameters do you look into before you take up a life insurance Policy? And tick
102 | P a g e
Important
Neutral
Least
Important
Not
Important
settlement
Responsiveness of
the company post
sales
Riders
Charges
No
16. If, YES what will make you to invest in Pnb Metlife?
Brand image
Transparency
Products
Returns
Suitability
Pnb Metlife
Birla Sunlife
SBI Life
ICICI Prudential
TATA- AIG
Reliance
Bajaj Allianz
Sahara
INGVysya
Vysya
ING
LIC
Kotak
Mahindra
AXA-Bharti
Thank you
104 | P a g e
Figure 21
Figure 22
105 | P a g e
Figure 23
16
9
5
7
19
35
9
6
21
6
12
15
18
13
9
8
18
10
7
29
16
12
9
9
13
12
20
10
21
5
5
2
12
17
26
7
4
11
4
17
6
4
24
5
18
12
3
7
12
15
7
21
19
6
8
8
2
8
26
6
10
5
26
8
28
13
14
9
47
5
9
8
8
3
8
12
Modal Rank
9
6
2
5
8
3
1
4
7
Table 42
106 | P a g e
GLOSSARY
Accidental Death Benefit - In a life insurance policy, benefit in addition to the death benefit paid to the
beneficiary, should death occur due to an accident. There can be certain exclusions as well as time and age
limits.
Actuary: The actuary is a specialist who coalesces an understanding of risks and mathematical technique to
develop financial products to manage these risks, price these products. He helps in conniving insurance plans
and then estimates the financial risk of the company which it takes while selling an insurance policy.
Claim: It is the sum which an insurer has to pay against a policy.
Endowment policy: Endowment policies entitle the insured to receive the amount of the policy on his reaching
a certain age and premiums also stops. If death occurs earlier, amount of the policy will be paid at that time and
payment of premium will also stop at that time.
Free Look Period: The free-look provision to a policy means a customer has 15 days from the date of the
policy's receipt to revisit his purchase decision. This would essentially mean that the policyholder has the time
to go through the policy fine print, understand how the policy is going to work and convince him that he
needs such a policy before deciding to commit funds every year over the plan tenure. If a customer does
decide within the 15-day free-look period that the policy he purchased is not suited to his requirements, the
policy can be returned to the company. However, the entire premium paid by him will not be refunded. Costs
incurred by the insurance company in the form of stamp duty charges and the cost of a medical check-up, if
any, will be deducted before the payout is made.
Group insurance: In Group Insurance, a large number of persons are covered under one contract. The
persons covered should belong to an identifiable group, like employees in an organization, members of a club
or an organization. The insurance contract is between the insurer and the person representing the group.
Indemnity: Restoration to the victim of a loss by payment, repair or replacement.
Insurance density: Insurance density is defined as per capita expenditure on insurance premium i.e. premium
per capita.
Insurance penetration: It is defined as insurance premium as a share of gross domestic product.
Partial Withdrawal: It is a facility provided by life insurance companies in case a person requires funds from
the existing policy. There is a maximum cap available to it as per IRDA; a person can withdraw an amount
maximum of 25 % of his annual premium subject to current year's premium paid. Here the sum assured can
decrease as per proportion to the withdrawal made in some plans. Partial withdrawal is exempt from tax
Policy: The written contract effecting insurance or the certificate thereof, by whatever name called, and
including all clause, riders, endorsements, and papers attached thereto and made a part thereof.
Premium: A periodic payment made on an insurance policy.
107 | P a g e
Reinsurance: It refers to placing a part of the risk by an insurer with another insurer. The object is to reduce
the possible loss to be borne by the original insurer, who pays premiums at the ordinary rates to the reinsurer.
Reinsure must pay commission to the original insurer.
Rider: A rider is a clause or condition that is added to a basic policy providing an additional benefit, at the
choice of the proposer. For example, a provision that in the event of death of the life assured by accident, the
Sum Assured would be double, can be a rider on an Endowment policy. This rider can be added on to a policy
under any plan.
The option to participate in valuation surplus can also be offered as a rider.
Risk: It is defined as an uncertainty of a financial loss. It is the unintentional decline in or disappearance of
value arising from contingency
Salary Savings Scheme (SSS): The SSS is intended to help salary earners. The SSS provides for deduction of
the premium every month from the salary. The employee gets his salary only after deduction of premium. The
employer sends to the insurer all premia deducted from all employees in a lump sum. The deduction becomes
compulsory like Income Tax, Provident Fund and other statutory deductions.
Term Life Insurance Policy: Term life insurance policy covers risk only during the selected term period. If the
policyholder survives the term, the risk cover comes to an end. Term life policies are primarily designed to
meet the needs of those people who are initially unable to pay the larger premium required for a whole life or
an endowment assurance policy. No surrender, loan or paid-up values are granted under term life policies
because reserves are not accumulated. If the premium is not paid within the grace period, the policy lapses
without acquiring any paid-up value.
Unit Linked Insurance Plans (ULIP): Unit linked insurance plan (ULIP) is life insurance solution that
provides for the benefits of protection and flexibility in investment. The investment is denoted as units and is
represented by the value that it has attained called as Net Asset Value (NAV). The policy value at any time
varies according to the value of the underlying assets at the time.
Underwriting: Insurance underwriting is the process of choosing who and what the insurance company
decides to insure. This is based on a risk assessment. It is pretty much the "behind the scenes" work in an
insurance company where they determine who is insured and how much in insurance premiums they will
charge the insured person. Insurance underwriting also involves choosing who the insurance company will
not insure.
Waiver of Premium: A clause in an insurance policy that waives the policyholder's obligation to pay any
further premiums should he or she become seriously ill or disabled. A waiver of premium allows people to
benefit from an insurance policy, even when they cannot work.
Whole life policy: It is the policy under which the amount of policy will be paid only on death of the insured.
Premiums may be payable throughout the life or for a limited period.
108 | P a g e
109 | P a g e