Professional Documents
Culture Documents
Submitted To :
Mr. Deepak Gupta
Faculty of Finance
Submitted By :
SAVITA
M.B.A. (IV Sem)
Roll No. - 1280470347
CONTENTS
Acknowledgement
Student declaration
Executive summary
Chapter 1
Introduction
1-2
Chapter 2
Conceptual framework
3-17
Chapter 3
History and growth of
life insurance in india
18-28
Chapter 4
Private life insurance players
29-70
Chapter 5
Research methodology
71-75
Chapter 6
Data analysais
76-82
Chapter 7
Conclusion & recommandation
83-86
Chapter 8
Annexure
Questionnaire
Bibliography
87-91
ACKNOWLEDGMENT
STUDENT DECLARATION
I am SAVITA student of MBA here by declares that the summer training report titled
COMPARATIVE STUDY OF LIFE INSURANCE INDUSTRY IN INDIA with special
reference to HDFC standard Life Insurance is completed and submitted under
the guidance of Mr. Deepak Gupta, Faculty of Management Dept, APS
The imperial finding in this report are based on the data collected by me. This project
has submitted UPTU, Lucknow for the purpose of compliance of requirement this
examination.
SAVITA
M.B.A. (IV Sem)
Roll No. 1280470347
EXECUTIVE SUMMARY
A well-developed and evolved insurance sector is needed for economic
development as it provides long term funds for infrastructure development and
the same time strengthens the risk taking ability.
Life insurance is also now being regarded as a versatile financial planning tool
in India. India being a country having a huge population of around one billion
people with only 22% of the insurable population in India possessing life
insurance the country has a vast potential which has been left untapped till now.
Therefore what this has led to is the flooding of the life insurance market with a
number of private players which in collaboration with recognized foreign
companies promise to deliver the best of services at the least price. But will
these companies be able to survive in the future is the question we have tried to
answer.
This report is an effort made by us to study the Indian insurance market. This
report sheds light on the impact and the prospects of private life insurance
companies in India, which mainly has been measured through the responses we
got in our questionnaires.
The aspects covered in this project are meaning of life insurance and why we
need them, history of insurance in India (pre and post liberalization), types of
life insurance polices, their meanings & benefits and a checklist while buying
right life insurance policy. In this finding we have undertaken five major private
life insurance companies in India i.e., HDFC, ICICI, AVIVA, BIRLA SUNLIFE
& MAX NEWYORK LIFE. Under this we have written a brief about these
companies, their insurance policies and its comparative analysis. Based on the
5
INTRODUCTION
INTRODUCTION
Life Insurance Corporation of India till few years ago used to enjoy a complete
monopoly in the life insurance sector of the country. Because of the monopoly it
used to offer the consumers its products at unjustifiable rates and the services
were also not up to the mark.
But because of the changes which were and are being brought about in the
Insurance Act the life insurance sector has seen the emergence of many private
players. With the emergence of these private players the Life Insurance
Corporation of India is facing a stiff competition from them not only in terms of
price but also in terms of the services provided.
The big question which arises is that will the old horse be able to survive the
competition or will the new players emerge victorious. How will these players
differentiate their products? Will these private players be able to survive in the
future or is it just a temporary phase of flooding of the Indian life insurance
market with products in quantity and not in quality? What are the prospects of
these private players in the insurance market in future and how much impact
they have created on Indian consumer?
CONCEPTUAL FRAMEWORK
10
11
Insurance provides a sense of security to the income earner as also to the family.
Buying insurance frees the individual from unnecessary financial burden that
can otherwise make him spend sleepless nights. The individual has a sense of
consolation that he has something to fall back on.
From the very beginning of your life, to your retirement age insurance can take
care of all your needs. Your child needs good education to mould him into a
good citizen. After his schooling he need to go for higher studies, to gain a
professional edge over the others - a necessity in this age where cut-throat
competition is the rule. His career needs have to be fulfilled.
Insurance is a must also because of the uncertain future adversities of life.
Accidents, illnesses, disability etc are facts of life which can be extremely
devastating. Disability can be taken care of by insurance. Your family will not
have to go through the grind due to your present inability.
Moreover, retirement, an age when every individual has almost fulfilled his
responsibilities and looks forward to relaxing can be painful if not planned
properly. Have we considered the increasing inflation and taxes? Will our
investment offer us attractive returns under such circumstances? Will it take
care of our family after us? An insurance policy will definitely take care of these
and a lot more. Insurance has become a necessity today. It provides timely
financial as also rewards with bonuses. Life Insurance has come a long way
from the earlier days when it was originally conceived as a risk covering
medium for short periods of time, covering temporary risk situations, such as
sea voyages.
Therefore after going through the discussion let us summarize our points and
understand the need of life insurance:
12
13
16
17
ENDOWMENT POLICY
An endowment policy covers the risk for a specified period, at the end of which
the sum assured is paid back to the policy holder, along with the bonus
accumulated during the term of the policy. This feature of payment of
endowment to the policy holder when the policys term is complete is
responsible for the popularity of endowment policies.
The amount received on maturity can either be utilized either to buy an annuity
policy to generate a monthly pension for the rest of the life, or put it into any
other suitable investment of our choice. This is one important benefit which the
endowment policy offers over a whole life insurance policy.
Overall, endowment policies are the most suitable of all insurance plans for
covering the risks to a family breadwinners life. Not only do these policies
provide financial risk cover for the family, were the policy holder to die
prematurely but the insurance amount is also repaid once this risk is over. The
endowment amount can then be used for meeting major expenditures such as
childrens education and marriage, etc.
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19
Kind Of Policy
Term Policy
Broad Definition
When Received
throughout life.
assured.
Endowment Policy
Received at fixed
Either on maturity or
of the insured,
of the policy.
whichever is earlier
the sum assured plus
the bonus is received
by the beneficiary.
20
Pension Plans Or
Annuities
the annuitant or on
month.
annuity period.
21
SETTLEMENT OPTIONS
When the life insurance policy becomes payable, the insured or the beneficiaries
may elect to take payment in one lump sum. However, when the insured or the
beneficiary, elect not to take a lump sum payment, there are several other
options available to him for receiving his payment which are as follows:
1. INTEREST OPTION
According to this option, the entire proceeds are left with the insurance
company and it pays a guaranteed interest rate on your amount, it is similar
to leaving our money in a savings account. At any time in the future, the
beneficiary can withdraw the money.
22
23
DONTS
Dont buy a guaranteed issue policy if you are healthy
Guaranteed issue term life insurance policies normally require no medical
exam and are sold to anyone who comes along. While these policies can be a
great way for people who have medical problems to obtain a life insurance
policy, if you are healthy dont buy these policies as you will get better rates
by taking the tests.
Dont buy more or less than you need
Many experts say the best way to pinpoint a smart life insurance benefit
amount is through a needs analysis which can be broken into a simple
formula
Short term needs + long term needs resources = how much life insurance you
need
24
25
HISTORY OF INSURANCE
The story so far
Almost 4,500 years ago, in the ancient land of Babylonia, traders used to bear
risk of the caravan trade by giving loans that had to be later repaid with interest
when the goods arrived safely. In 2100 BC, the Code of Hammurabi granted
legal status to the practice.
That, perhaps, was how insurance made its beginning.
Life insurance, on the other hand, had its origins in ancient Rome, where
citizens formed burial clubs that would meet the funeral expenses of its
members as well as help survivors by making some payments.
As European civilization progressed, its social institutions and welfare practices
also got more and more refined. With the discovery of new lands, sea routes and
the consequent growth in trade, Medieval guilds took it upon themselves to
protect their member traders from loss on account of fire, shipwrecks and the
like.
Since most of the trade took place by sea, there was also the fear of pirates. So
these guilds even offered ransom for members held captive by pirates. Burial
expenses and support in times of sickness and poverty were other services
offered. Essentially, all these revolved around the concept of insurance or risk
coverage. That's how old these concepts are, really.
In 1347, in Genoa, European maritime nations entered into the earliest known
26
However, it was after 1840 that life insurance really took off in a big way. The
trigger: reducing opposition from religious groups.
In the 19th century, many societies were founded to insure the life and health of their
members, while fraternal orders provided low-cost, members-only insurance.
Even today, such fraternal orders continue to provide insurance coverage to members as do
28
most labour organizations. Many employers sponsor group insurance policies for their
employees, providing not just life insurance, but sickness and accident benefits and old-age
pensions. Employees contribute a certain percentage of the premium for these policies.
29
IN INDIA
Insurance in India can be traced back to the Vedas. For instance, yogakshema, the name of
Life Insurance Corporation of India's corporate headquarters, is derived from the Rig Veda.
The term suggests that a form of "community insurance" was prevalent around 1000 BC and
practiced by the Aryans.
Burial societies of the kind found in ancient Rome were formed in the Buddhist period to
help families build houses, protect widows and children.
Bombay Mutual Assurance Society, the first Indian life assurance society, was formed in
1870. Other companies like Oriental, Bharat and Empire of India were also set up in the
1870-90s.
It was during the swadeshi movement in the early 20th century that insurance witnessed a big
boom in India with several more companies being set up.
As these companies grew, the government began to exercise control on them. The Insurance
Act was passed in 1912, followed by a detailed and amended Insurance Act of 1938 that
looked into investments, expenditure and management of these companies' funds.
By the mid-1950s, there were around 170 insurance companies and 80 provident fund
societies in the country's life insurance scene. However, in the absence of regulatory systems,
scams and irregularities were almost a way of life at most of these companies.
Committee report of 1994 became the first serious document calling for the reopening up of the insurance sector to private players -- that the sector was
finally opened up to private players in 2001.
Some of the important milestones in the life insurance business in India are:
1912: The Indian Life Assurance Companies Act enacted as the first statute to
regulate the life insurance business.
1928: The Indian Insurance Companies Act enacted to enable the government
to collect statistical information about both life and non-life insurance
businesses.
1938: Earlier legislation consolidated and amended to by the Insurance Act
with the objective of protecting the interests of the insuring public.
1956: 245 Indian and foreign insurers and provident societies taken over by the
central government and nationalized. LIC formed by an Act of Parliament, viz.
LIC Act, 1956, with a capital contribution of Rs. 5 crore from the Government
of India.
The insurance sector in India has come a full circle from being an open
competitive market to nationalization and back to a liberalized market again.
Tracing the developments in the Indian insurance sector reveals the 360 degree
turn witnessed over a period of almost two centuries.
31
EFFECT OF LIBERALISATION
The winds of liberalization have initiated vast changes in the functioning of the
industry today. Increasing number of multi national partnerships with private
insurers have paved the way for radical shift in insurance selling through a
number of new distribution channels besides bringing about more awareness on
the need for insurance and also stressing on the important role technology can
play.
With major trade barriers, gone the Indian insurance industry is slowly opening
itself from a protected environment to e business, incorporating newer
technology in insurance.
The opening up of the sector is paving way for :
Faster decision making
Easier claim settlement
Bank assurance
Improved customer service
Utilizing the extensive network of banks for selling insurance will over a period
of time bring about an increase in insurance density besides improving
insurance penetration in rural areas wherein a large unexploited potential exists.
32
33
Current Status
The IRDA bill had been introduced in the Lok Sabha during the Vajpayee
governments last tenure with the expected mixed reactions. The Banking
Regulation Act is to be modified to allow banks to become active players in the
insurance sector. This comes as a major move
The takeout of the amendment made to Section 6 (0) of the Banking Regulation
Act, 1949 is this: the current act does not permit banks to handle insurance
products. The proposed change will permit banks to either distribute or to
market insurance products. In addition to this, banks will also be allowed entry
to the insurance sector through the joint venture route and bank assurance. It is
understood that only strong banks with three-year track records will be allowed
to enter the business - entry is a strict no-no to the weaker banks. The Insurance
Regulatory and Development Authority (IRDA) Bill provides for three levels of
players - an insurance company, insurance broker and an agent. Banks will work
as agents and brokers in this proposed structure.
35
This is an attempt to make the insurance sector more dynamic - this is likely to
happen as banks will use their formidable branch network to market and
distribute the insurance products.
The Indian insurance industry which until now was a controlled sector, with
only two players for the last four and half decades, has suddenly turned itself
into a battleground. Though the sector remained in the strong clutches of the
government enterprises, the growth has been slow. The industry is characterized
by a number of players, both domestic and international, competing for the huge
untapped market.
The Indian insurance sector is witnessing a slow and steady change. Though the
sector is yet to come out of the Government control completely, the new
entrants are hopeful of competing head-on with the state-owned monopolies and
create a niche for themselves.
36
PRIVATE LIFE
INSURANCE PLAYERS:
HEAD TO HEAD
37
38
Towards the end of 1999, the opening of the market looked very promising and
both companies agreed the time was right to move the operation to the next
level. Therefore, in January 2000 an expert team from the UK joined a hand
picked team from HDFC to form the core project team, based in Mumbai.
Around this time Standard Life purchased a further 5% stake in HDFC and a
5% stake in HDFC Bank.
39
of the parent companies and be the yardstick by which all other insurance
company's in India are measured.
Their Mission:
They aim to be the top new life insurance company in the market.
This does not just mean being the largest or the most productive company in the
market, rather it is a combination of several things like
Their Values:
Their mission is to be the best new life insurance company in India and these
are the values that will guide us in this.
40
Insurance Products
1. Endowment Assurance Plan
This plan is a with profits saving plan and is well suited for saving money
for your long term financial goals. This plan also helps provide for the needs
of your family in your absence by paying out a lump sum in the event of
your unfortunate death during the term of the policy.
Indicative Premium*
Age
Basic Policy
Additional Premium
(yrs.)
Premium (Rs.)
20
30
40
50
4771
4835
5098
5813
* The above quoted premium is for a male life assured for a period of 20 years
and a sum assured of Rs. 1lakh. The premium quoted above may vary as a result
of underwriting. The premium relatable to all the optional benefits put together
should not exceed 30% of the premium of the basic policy.
- Single Life Endowment Plan
- Joint Life Endowment Plan
41
This plan helps you plan for future anticipated expenses by paying periodic cash
lump sums to you at regular intervals. This plan also helps provide for the needs
of your family in your absence by paying them the basic sum assured plus any
bonus additions in the event of your unfortunate death during the term of the
policy.
Indicative Premium* for the basic policy
Age
Basic Policy
Additional Premium
(yrs.)
Premium (Rs.)
20
30
40
50
7491
7585
7925
8815
42
Indicative Premium
Minimum sum assured
: Rs. 25,000
Maximum sum assured
: Rs. 5,00,000
Premium: Rs. 950 per thousand of sum assured.
43
Premium* (Rs.)
Single
44
Annual Premium**
Single Premium
(Rs. p.a.)
Term of loan (in yrs.)
10
15
1592
1634
1757
1799
2114
2163
2782
2915
3955
4175
(Rs.)
Term of loan (in yrs.)
10
15
5781
7993
6324
9152
8515
12991
10636
16663
15921
25038
* The premium quoted above may vary as a result of underwriting. The above
rates are for a male life assured for an initial sum assured of Rs. 3.5 lakh.
** In case of annual premium payment, the premium is to be paid for only the
first 2/3 rd of the term while the cover continues for the full term.
Types of series
- Single Life Protection Series
- Joint Life Protection Series
45
Normally, they will declare a reversionary bonus once a year. Once added, it
cannot be reduced. Reversionary bonus will take the form of a simple addition
to your policy benefits.
In addition, on maturity, a terminal bonus might be payable. On death, an
interim bonus, reflecting the period since the last addition of reversionary
bonus, might also be payable.
46
10
n/a
n/a
9,577
15
n/a
6,098
6,117
20
4,309
4,327
4,357
For Single premium policies, the premium payable with respect to the basic
benefit is equal to the basic sum assured as required by the policyholder.
Am I eligible?
The age and term limits for taking out a Personal Pension Plan are:
Minimum Maximum Minimum Maximum Minimum Maximum
Term3
Term
RP1 SP2 RP
10 5 40
SP
15
Age at
Age at
Entry
RP SP
18 35
Entry
Age at
Age at
Retirement Retirement
60
50
70
1 RP : Regular Premium 2 SP : Single Premium 3 Term to Retirement
47
FOREIGN PARTNER:
Established in 1848, Prudential plc. of U.K. has grown to be the largest life
insurance and mutual fund company in U.K. Prudential plc. has had its presence
in Asia for the past 75 years catering to over 1 million customers across 11
Asian countries.
Prudential is the largest life insurance company in the United Kingdom
(Source : S&P's UK Life Financial Digest, 1998).
ICICI and Prudential came together in 1993 to provide mutual fund products in
India and today are the largest private sector mutual fund company in India.
Their latest venture ICICI Prudential Life plans to take care of the insurance
needs at various stages of life.
THE COMPANY
ICICI Prudential Life Insurance Company is a joint venture between ICICI, a
premier financial powerhouse and Prudential plc, a leading international
financial services group headquartered in the United Kingdom. ICICI
48
Prudential was amongst the first private sector insurance companies to begin
operations in December 2000 after receiving approval from Insurance
Regulatory Development Authority (IRDA).
ICICI Prudentials equity base stands at Rs. 3.75 billion with ICICI Bank and
Prudential plc holding 74% and 26% stake respectively. As of December 31,
2002, the company had issued nearly 230,000 policies with a sum assured of
over Rs 6,500 crore and premium income in excess of Rs. 340 crore. Today the
company is the #1 private life insurer in the country.
DISTRIBUTION
ICICI Prudential has one of the largest distribution networks amongst private
life insurers in India, having commenced operations in 23 cities and towns in
India. The company has the largest number of bancassurance tie-ups, having
agreements with ICICI Bank, Citibank, Allahabad Bank, Federal Bank, South
Indian Bank, Bank of India, Lord Krishna Bank, and Punjab & Maharashtra Cooperative Bank, as well as some corporate agents. It has also tied up with
organizations like Dhan for distribution of Salaam Zindagi, a policy for the
socially and economically underprivileged sections of society.
ICICI Prudential has recruited and trained over 16,000 insurance agents to
interface with and advise customers, and has the highest number amongst
private life insurers on the renowned Million Dollar Round Table (MDRT).
PRODUCTS
Savings Solutions
ICICI Pru Save n Protect is a traditional endowment savings plan that offers
life protection along with adequate returns.
49
Survival Payment as a
year
3
6
9
12
Policy
Term
At end of
year
4
8
12
16
20
(maturity)
20 years
Survival Payment as a
% of basic sum assured
10%
15%
20%
25%
50% plus guaranteed
additions plus vested
bonuses.
On the death of the life assured, the beneficiary will get the sum assured, the
guaranteed additions and the vested bonuses.
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For e.g.
Structure 1:
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At the end of
Child's Age
% of Sum Assured
Amount
16 years
20% of SA*
Rs.1,00,000
18 years
25% of SA*
Rs.1,25,000
21 years
25% of SA*
Rs.1,25,000
30% of SA*
Rs.1,50,000
+ Guaranteed Additions
+ Guaranteed Additions
+ Estimated Bonus
+ Estimated Bonus
Child's Age
% of Sum Assured
Amount
19 years
25% of SA*
Rs.1,25,000
20 years
20% of SA*
Rs.1,00,000
21 years
20% of SA*
Rs.1,00,000
22 years
20% of SA*
Rs.1,00,000
11th year of
policy
(Term-7)
13th year of
policy
(Term-5)
16th year of
policy
(Term-2)
On Maturity
23 years
Structure 2:
At the end of
14th year of
policy
(Term-7)
15th year of
policy
(Term-5)
16th year of
policy
(Term-2)
17th year of
52
policy (Term)
On Maturity
*Sum
23 years
20% of SA*
Rs.1,00,000
+ Guaranteed Additions
+ Guaranteed Additions
+ Estimated Bonus
+ Estimated Bonus
Assured
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Death Benefit: In case of the unfortunate event of death, your near and dear
ones are spared an uncertain future. The nominee/s will receive the death benefit
chosen (less any withdrawals) or value of the units, whichever is higher. 1
Withdrawal Benefit: There is no maturity date. Anytime after 3 years of
commencement (provided you have paid premium for 3 full years) you can
make withdrawals through partial or complete surrender of units.2
Retirement Solutions
ICICI Pru Forever Life is a retirement product targeted at individuals in their
thirties. Ideally, you should be between 30-35 years of age to take the maximum
benefit of this plan. This gives you a longer period for your retirement plan, thus
giving you the advantage of compounding over a long period of time to create a
sizeable retirement kitty.
Following table shows the annual premium payable for various age-term
combinations to get an annual Life Annuity of Rs100, 000 per annum from
vesting.
Age/Vesting Age
50
55
60
30
23084
13654
8159
35
40420
22383
12913
40
79090
38277
21158
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The table below shows the yearly annuity payable for various age-term
combinations for an annual premium of Rs10, 000.
Age/Vesting Age
50
55
60
30
42375
73233
122583
35
23764
44686
77367
40
12386
25134
47228
*The calculations are based on the current annuity rates and the assumptions
taken in the benefit illustration. The annuities shown in the table are indicative
and are not guaranteed.
Annuity Benefit: On the date of vesting (retirement), you start receiving a
regular income for life. This amount would depend upon the annuity option
chosen by you and the accumulated value as on the vesting date. The annuity
would also depend upon the annuity rates offered by the company as on that
date and are not guaranteed.
What tax benefits are available with Forever Life ?
Tax benefit u/s 80CCC(1): up to Rs10, 000 deducted from your taxable income.
Market-linked retirement products
ICICI Pru Life Time Pension is a regular premium market-linked pension plan.
What tax benefits are available with LifeTime Pension?
Tax benefit u/s 80CCC(1): up to Rs10, 000 deducted from your taxable income.
55
56
Other Charges: Annual administrative charges of 1.00% p.a. of net assets for
protector (Income) and 1.25% p.a. for Maximiser (Growth) and Balancer
(Balanced) options. Annual investment charge of 0.5% p.a. of the net assets for
Protector and 1% p.a. of the net assets for Maximiser and Balanced.
Single Premium Solutions
ICICI Pru AssureInvest is a single premium savings product with life cover
that offers returns ranging from 4.1% to 5.8% for a term of 5, 7 or 10 years.
On date of maturity, depending on the term and the single premium amount
paid, guaranteed additions (w.e.f. 10th December '02) as given in the table
below:
Term
Single Premium (in Rs.)
25,000 - 49,999
50,000 - 199,999
200,000 +
Age
7 to 45
46 - 55
56 & above
7 to 45
46 - 55
56 & above
7 to 45
46 - 55
56 & above
The maturity benefits are payable even if death benefit has been paid earlier.
ICICI Pru ReAssure is a retirement product for senior citizens who are on the
verge of retirement or have just retired.
57
58
59
60
customers worldwide we can feel certain of our choice, whether we invest for
the future or provide against the unexpected.
designed to provide you with flexible options that meet both protection and
savings needs.
LIFELONG
Life Long is a flexible whole life plan designed to suit your individual requirements, no
matter which life stage you are in and change as your needs change during your entire
life. For younger families, maximum protection can be provided at moderate cost but as
the need for protection in future reduces, the sum insured under the policy may be
reduced, thus increasing the savings content.
LIFESAVER
Life Saver is a flexible endowment plan designed to meet your specific longterm savings needs such as education and wedding costs, with the added
reassurance of life cover to meet those costs should something untoward happen
before the policy matures.
LIFEBOND
Life Bond is a single premium savings plan designed by Aviva to provide you
the maximum benefit of investment return and the security of the investment to
match your medium term savings needs.
CORPORATE LIFE
Corporate Life is a product designed primarily for the corporate sector to
provide life cover to their employees. The product can also be targeted at other
suitable groups. This is a group term insurance product, which provides cover
against risk of death. The Corporate is the master policyholder. It is a yearly
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CREDIT PLUS
Credit Plus is a product specially designed for Micro Finance Institutions who
provide loans to individuals in the rural and social sectors and who would also
like to provide some financial security to the families of these individuals
(members).This is a yearly renewable group term insurance scheme which
provides death cover on group basis.
PENSION PLUS
Pension Plus is a tax efficient personal pension plan that is designed to help you
earn a regular income even after you stop working. Through this plan, you build
a fund till you retire which provides you financial security on retirement.
SECURE LIFE
Secure Life is an ideal life insurance plan that helps you protect your familys
future. Depending on your requirements, whether it be for your childs
education or marriage, loan repayments, etc., Secure Life ensures that your
familys needs are met should something unfortunate happen to you. What is
64
more, the entire premium that you pay during the policy term is returned to you
on survival, at maturity.
65
spread
across
40
companies
situated
around
the
globe.
66
INSURANCE PRODUCTS
YOUNG SCHOLAR
Birla Sun Life Insurance, have specially designed the YOUNG SCHOLAR
PACKAGE for children aged 8 and below. Birla Sun Life's Young Scholar
package not only insures the parent, but also ensures the dream of your child
becomes a reality.
Savings... Easily achievable Guaranteed 6% Returns
If you are 30 years old and father of a child aged between 1 and 3 (both
inclusive) and if you select a package with a face amount of Rs. 1,00,000
(Annual
Premium Rs.
Rupees
30,000
30,000
30,000
30,000
45,000
82,720
If you are 35 years old and father of a child aged between 4 and 8 (both inclusive)
and you select a package with a face amount of Rs. 1,00,000
Rupees
20,000
20,000
20,000
20,000
60,000
55,996 life
18-65 years
Assured)
Annually, semi-annually,
quarterly or one-time
payment
Review your decision for
plan termination
Surrender Value in the
maturity
balance in Additional
Riders
Unique Features
Investment Options*
Enhancer*
Death Benefit
Surrender
Automatic Premium
Payment
Tax Benefits
70
Description
Eligibility
18 - 55 years
Premium Payment
Frequency
time payment
insured
Amount due on survival
upto maturity
Surrender Value
Nil
Nil
Accidental Death & Dismemberment and Critical
Riders
Tax Benefits
72
Eligibility
1 65 years
adults.
As per policy terms 10, 15, 20, 25 or
dispatch.
Amount due on survival up to maturity Surrender value in the maturity year +
balance in the additional holding
account.
Amount due to nominee in event of the Death benefit + balance in the
death of the life insured
Tax benefits
1 65 years
adults.
As per policy terms 10, 15, 20 or 25
years.
73
dispatch.
Amount due on survival up to maturity Surrender value in the maturity year +
balance in the additional holding
account.
Amount due to nominee in event of the Death benefit + balance in the
death of the life insured
Riders
Tax benefits
74
ENDOWMENT INSURANCE
PARAMETERS
BIRLASUN
HDFC
LIFE
STANDARD
AVIVA
LIFE
Eligibility
(basic policy )
1-65 years
12-60 years
18-65 years
expiry or
expiry or at age 75
maximum maturity
maturity at 80
at 70 years
years
Minimum face
50,000(minors)
No minimum sum
Minimum term 5
amount
75,000(adults)
assured
years
Minimum premium
Maximumterm-52
is Rs 18,000 p.a.
years (depending
on the current age
Riders
Accidental
CI,
ADD, CI,
death and
DSA,ADB,WOP
Permanent Total
disimbersement
Disability
term ,CI
75
1) It is a unitized
Unique features
Investment
Can be taken on a
fixed term
options-
protection cum
protestor,
savings plan.
builder,
claim) basis
2) Can be
enhancer
purchased on any
life between 18 to
65 years and for
any term subject to
a minimum of 5
years and the
insured not
exceeding 70 years
at the age of
maturity.
3) Can increase the
sum insured under
the policy
anniversary.
However an
increase will be
subject to evidence
of good health and
underwriters
approval.
4) Can be purchase
on single life as
well as on a joint
life (with spouse
76
1,00,000
1,00,00,000
Cashback-50000 minimum
(no limit of maximum amount)
20 years
years.
Cashbak-minimum and maximum 15
or 20 years
Save n protect
The sum that received on
Once the policy matures, can
get the full sum assured and
guaranteed additions as well as
the vested bonuses.
Also an extended term
to fund unexpected
requirements.
Cashbak
78
Birla Sun Life policy even caters to the infant aged one and which no
other insurer provides thus making it quite distinctive. Its investment
portfolio is also quite competitive and substantial returns apart from the
protection which other companys have.
AVIVA bounds the insured least, with its minimum term as 5 years, in the
policy whereas others have the minimum of 10 years.
ICICI Prudential Save n protect policy scores the highest among
endowment plans. Loan facilities that can be enjoyed on it make it a
highly attractive opinion. Cashbak also popular among those who feel
uncertain about their future premium paying capacities.
79
RESEARCH
METHODOLOGY
80
The Objective of the study was to get an understanding of the life insurance
segment of the insurance industry. The Scope of the study involves
Figure out the prospects of the private players in the Life insurance
market.
81
RESEARCH METHODOLOGY
We have conducted our research taking into consideration only 5 private players
existing in the market namely HDFC STANDARD LIFE INSURANCE, ICICI
PRUDENTIAL LIFE INSURANCE, AVIVA LIFE INSURANCE, BIRLA SUN
LIFE INSURANCE and MAX NEW YORK LIFE INSURANCE. On the basis
of their performance we have drawn conclusions for the whole sector.
The information for the project of finance on life insurance industry has
been collected from both primary as well as secondary sources.
In case of primary sources the information was retrieved directly from the
concerned people and the authorities. We have conducted our research mainly
with the help of the invaluable inputs provided by the consumers of products of
the private players in the form of a questionnaire drafted by us. The
questionnaire method was used as it is more versatile than any other method and
further a questionnaire is pre planned and thus less time is wasted since a
planned set of questions are available. We have taken a sample size of 200
people. Our analysis is completely based on the responses given to us by the
respondents and the result for the same has been presented in the form of pie
charts and graphs. While there was some information, which could not be
obtained through questionnaires, for that purpose we resort to personal
interviews. A total of six In depth interviews were also taken of the agents and
managers of these private players.
Since secondary data are information published by others and the companies
they were easily available and not much effort was required in obtaining the
information.
82
SOURCES OF DATA
PRIMARY SOURCES
Questionnaires.
In depth interviews with the agents and managers of private life insurance
companies.
SECONDARY SOURCES
Newspapers.
Magazines.
Internet sites.
83
DATA COLLECTION
PRIMARY DATA
The primary data are those data which are collected afresh and for the first time
and happen to be original in character. The primary data to be collected for the
study are-
SECONDARY DATA
Secondary data are those data which have already been collected by someone
else and which already had been passed through the statically process. The
secondary data to be collected for the study arePublication of the company
Periodical of the company
By Internet Websites
RESEARCH INSTRUMENT
STRUCTURED QUESTIONNAIRE:
A Questionnaire consist of a number of questions printed or typed n a definite
order on a form or set of forms. It is the set of questions presented to the
retailers for their answers. When the questions have only two alternatives or of
multiple choice, then it is known as closed-end questionnaire, which is hence
used the given study.
84
DATA ANALYSIS
85
INSURANCE MEANS
20%
LIC
SECURITY
TAX SAVING
50%
30%
86
2. Out of the following, you have an insurance policy of (put tick mark)
LIC
AVIVA
ICICI
BIRLA SUNLIFE
HDFC
No. OF PEOPLE
Others, specify
50
40
30
20
10
0
40
LIC
AVIVA
NEW YORK MAXLIFE
20
9
18
7
ICICI
BIRLA SUNLIFE
HDFC
COMPANIES
Major part of the population has their insurance policy in LIC. And the private
players are only able to get few policies done after the insurance sector was
privatized of which, ICICI & HDFC have the majority of it.
87
28
No. OF PEOPLE
30
25
20
15
20 20
ENDOWMENT
12
14
10
MONEY BACK
SINGLE PREMIUM
TERM POLICY
5
0
WHOLE LIFE
POLICIES
Most of the people have term policies; endowment and whole life are on the
same platform. Money back and single premium are less desirable by the
people.
88
4. What do you look for, while opting for a Life Insurance Company?
PEOPLE LOOK FOR WHILE OPTING FOR
LIFE INSURANCE COMPANY
24%
RETURN ON
INVESTMENT
34%
GOODWILL
ADDITIONAL
BENEFITS
SECURITY
9%
33%
When people opt for a Life Insurance Company, most of them look for security
of their money, goodwill of the company and return on their investment. Not
many of them look for additional benefits.
89
5. What do you look for, while opting for a Life Insurance policy?
TAX SAVING
INCOME
SECURITY
OLD AGE
BENEFITS
SAVINGS
24%
22%
In India most of people take insurance policy because it gives them tax benefits.
It plays a major role. Others such as income security, savings and old age
benefits go behind it.
90
YES
NO
84%
91
YES
NO
74%
Most of the people when they opt for an insurance policy, price is an important
consideration for them. However, about 26% of the population do not consider
price as an important consideration while opting for an insurance policy.
92
CONCLUSION
&
RECOMMENDATIONS
93
CONCLUSION
Life insurance is also now being regarded as a versatile financial planning tool.
Research indicates that Indians have four basic financial needs during their life asset accumulation (such as buying a house or car), protecting their family,
securing their children's education, and provision for their retirement. So, while
there are three basic types of insurance, these have been structured with
increased flexibility to meet focused requirements. Furthermore, these can be
enhanced with riders to protect one against disability and provide monetary
compensation at times of critical illnesses or surgeries.
India being a country having a huge population of around one billion people
with only 22% of the insurable population in India possessing life insurance the
country has a vast potential which has been left untapped till now.
The competition in the insurance sector is becoming so intense that it has
become difficult to identify the crucial success factors though the distribution
strength will always be the key to success. Another area of vast improvement is
in service attitude and delivery. Undoubtedly, the biggest beneficiary of the
competition amongst life insurers has been the consumer. A wide range of
products, customer-focused service and professional advice has become the
mainstay of the industry, and the Indian consumer has become the focus of each
of the companys strategy.
Consumers today also seek products that offering flexible options, preferring
products with benefits unbundled and customizable to suit their diverse needs.
The trend in developed economies where people not only live longer and retire
earlier is now emerging in India. With the breakdown of traditional forms of
94
social security like the joint family system, consumers are now concerning
themselves with the need to provide for a comfortable retirement.
This trend has been further driven by the long-term decline in interest rates,
which makes it all the more necessary to start saving early to ensure long term
wealth creation. Today's consumers are increasingly interested in products to
help build wealth and provide for retirement income.
This all adds up to major change in demand for insurance products. Firms will
need to constantly innovate in terms of product development to meet everchanging consumer needs.
Competition will result in the market to grow beyond current rates and offer
additional consumer choice through the introduction of new products, services
and price options. With the heightened awareness and consumer education
comes a willingness to view life insurance as an integral part of the financial
portfolio. No longer is life insurance a poorly understood product that is pushed
onto people. Nor is it a product that is only to be bought hurriedly at the time of
filing taxes. It's now catching on as an important element that is purchased to
fulfill specific rational and emotional needs and has clear benefits and advisors
are being trained to sell insurance as a solution to meet these needs.
To conclude with we would just like to say that the Indian life insurance market
is quite a big one and more importantly a huge part of it has been left untapped
till now, therefore there is enough room for all the private players to establish
themselves provided they give the Indian consumer the best value for their
money in the long run because it will take time for the people to get out of the
nutshell of being getting insured only with LIC as till few years ago it used to
have an absolute monopoly in this market.
95
RECOMMENDATIONS
Need to create and effectively deploy differentiated strategies in sales,
distribution and marketing.
Right customer identification and thus segmentation which need to be
appropriate.
Design and manage sales force, which yields high performance. Training
of the employees can be done so that they produce best results.
Generate
some
innovative
and
alternative
channels
of
distribution, using the sources that can straight play with the
emotions of the person and influence so high that it forces the
being to go for insurance and that too willingly
96
ANNEXURE
97
QUESTIONNAIRE
Dear Sir/Madam,
We are conducting a survey to measure the prospects of private
insurers in life insurance business. We like to include your opinion in this
survey. We request you to answers the following questions.
2. Out of the following, you have an insurance policy of (put tick mark)
LIC
AVIVA
ICICI
BIRLA SUNLIFE
Others, specify
3. What type of policy do you have? (Put tick mark)
Endowment
Money Back
Whole Life
Single Premium
Term Policy
Other, specify..
4. What do you look for, while opting for a Life Insurance Company? (Put
tick mark)
Return on Investment
Goodwill
Additional Benefits
Security
Others, specify
98
5. What do you look for, while opting for a Life Insurance policy?
Tax Saving
Income Security
Savings
Other, specify.
6. Do you think insurance is superior to other forms of savings?
Yes
No
No
8. At any point of policy period, have you ever claimed your policy?
Yes
No
No
No
If yes, why?
11. Which private Life Insurance Company advertisement is more
informative? (put tick mark)
Parameters
AVIVA
ICICI
HDFC
Birla Sunlife
New York MaxLife
Excellent
Very Good
Good
Average
Poor
99
100
BIBLIOGRAPHY
Beri G.C., Marketing Research, Tata McGraw Hill
Publishing Co. LTD., New Delhi, Third Edition (2002)
Saxana Rajan, Marketing Management, Tata McGraw
Hill Publishing Co. LTD, New Delhi, Second Edition
(2001)
Saxena R.S., Marketing Management, Himalaya
Publication, New Delhi, Ninth Edition (2000)
Kotlar Philip, Marketing Management, Pren Tice-hall of
India PVT. LTD., New Delhi, Ninth Edition (2002)
Bhandari, Research Methodology, Print 2004, Second
edition
www.hdfcsl.com
www.lifeinsurance.com
www.google.com
www.rediff.com
101