Executive Director (Mktg.

/ PD/ SBA)
 CONTENTS

NB Performance 2018-19

Growth & Market Share

Concern Areas

Product Basket & Opportunities

CO Marketing Initiatives & Focus Areas for 2019-20

NB Performance 2018-19
 Highlights of F.Y. 2018-19
Corporation achieved NCZ is the only zone to ECZ is the only Zone to
85.62% & 86.96% A2B in achieve budget on any record positive growth in
NOP & TFPI respectively one (SP) count all four pillars

2 Divisions achieved 76 Branches Corporation created

Budget on 3 Pillars –
Bilaspur (CZ) & achieved Budget on 31454 Shatakveer Agents
all 4 Pillars with a growth of 10.40%
Bongaigaon (EZ)

Total MDRT Agents – 9251 – All

Time high in the history of the
Corporation
Zone-wise NB Performance for FY 2018-19 – NOP & TFPI
CY % Growth % A2B
ZONE TFPI
NOP NOP TFPI NOP TFPI
(In Cr.)
N.Z. 29,92,388 5,290.88 2.31 -3.57 84.41 86.74

N.C.Z. 26,13,470 4,804.18 -1.88 -0.46 82.84 94.20

C.Z. 13,94,852 1,871.31 -0.58 -3.57 99.63 89.11

E.C.Z. 28,37,220 4,151.94 3.07 4.58 97.84 94.36

E.Z. 32,40,207 7103.08 2.40 -1.15 93.92 94.08

S.C.Z. 31,07,022 5,364.72 4.51 -3.76 86.31 85.15

S.Z. 18,57,118 4,321.98 -5.54 -12.95 74.28 75.82

W.Z. 33,61,628 8,178.22 -2.94 -9.15 75.54 81.78

A.I. 2,14,03,905 41,086.31 0.44 -4.34 85.62 86.96

5
 Zone-wise NB Performance for FY 2018-19 – SP & NSP
CY % Growth % A2B
ZONE SP NSP
(In Cr.)
SP NSP SP NSP
(In Cr.)
N.Z. 2,750.55 2,540.32 -7.84 1.52 91.69 81.95

N.C.Z. 2,681.88 2,122.30 -1.01 0.25 107.28 81.63

C.Z. 980.77 890.54 -6.93 0.41 98.08 80.96

E.C.Z. 1,967.06 2,184.88 2.90 6.14 98.35 91.04

E.Z. 5,042.89 2,060.19 -1.91 0.78 97.92 85.84

S.C.Z. 2,715.81 2,648.91 -12.29 6.90 79.88 91.34

S.Z. 2,913.15 1,408.84 -17.86 -0.68 76.66 74.15

W.Z. 5,132.76 3,045.47 -14.22 0.89 76.61 92.29

A.I. 24,184.86 16,901.45 -8.48 2.28 87.79 85.79

6
 TOPPERS IN 4 PILLARS 2018-19
ACHVMNT ZONE ACHVMNT DIVISION ACHVMNT BRANCH
Volume 3361628 W.Z. 510554 CUTTACK 64422 CONTAI
NOP % Growth 4.51 S.C.Z. 16.70 MASULA 58.90 VIJ'WADA CAB
% A2B 99.63 C.Z. 107.41 RAIPUR 146.49 FATEHABAD

Volume (Cr.) 5132.76 W.Z. 818.48 KMDO-1 88.87 SIVASAGAR

SP % Growth 2.90 E.C.Z. 19.49 ERNAKULAM 168.00 MOKOKCHUNG
% A2B 107.28 N.C.Z. 120.85 LUCKNOW 212.39 MOKOKCHUNG

Volume (Cr.) 3045.47 W.Z. 325.83 CUTTACK 38.68 CONTAI

NSP % Growth 6.90 S.C.Z. 14.37 RAICHUR 48.04 906
% A2B 92.29 W.Z. 109.48 AURANGABAD 175.79 DEESA

Volume (Cr.) 8178.22 W.Z. 1030.54 KMDO-1 104.23 SIVASAGAR

TFPI % Growth 4.58 E.C.Z. 14.96 ERNAKULAM 71.94 MOKOKCHUNG
% A2B 94.36 E.C.Z. 103.75 JORHAT 156.05 DEESA
 TOP DEV. OFFICERS & AGENTS IN 4 PILLARS
ACHVMNT NAME OF DEVLOPMENT OFFICER BRANCH NAME DIVISION ZONE

NOP 15209 SRI SAGAR SAHA JALPAIGURI BRANCH-II JALPAIGURI EZ

SP (Lacs) 4733.22 SANJAY GARG JANPATH DELHI-1 NZ

NSP (Lacs) 1703.80 HARISH GUPTA SAT NAGAR DELHI-1 NZ

TFPI (Lacs) 5672.75 SANJAY GARG JANPATH DELHI-1 NZ

ACHVMNT NAME OF AGENT BRANCH NAME DIVISION ZONE

NOP 3151 RASHMI PRABHA PANI CUTTACK-II CUTTACK ECZ

SP (Lacs) 1964.64 NISHANK BUCKSHEY SOUTH EX-1 DELHI-1 NZ

NSP (Lacs) 650.58 SRI V VENKATESWARA RAO CB-3 VISAKHAPATNAM SCZ

TFPI (Lacs) 2072.12 TANYA SINGHAL GHAZIABAD II MEERUT NCZ

Performance of SBA
 NEW BUSINESS PERFORMANCE AS ON 30.03.2019
Particulars NOP SP (Cr) NSP (Cr) FPI (Cr)

Budget 56,74,000 5,760 5240 11,000.00

Absolute Volume 56,16,973 5,432.13 4,982.95 10,415.08

A 2 B% 98.99 94.31 95.09 94.68

Growth with 2930 SBA 13.86 -0.37 14.72 6.32

Growth with 3474 SBA 0.62 - - -3.23

% Share to Corp. NB 26.24 22.54 25.70 25.35

(No. of SBAs LY-2,930 , CY-3,474, Net Addition-544)

 Performance of SBA Channel as on 30/03/2019
TFPI % A2B % A2B % Share % Share
Zone No of SBAs NOP
(Cr) NOP TFPI NOP TFPI
NZ 541 7,22,648 1,452.04 106.59 100.14 24.15 27.44

WZ 745 9,74,918 2,273.09 94.65 87.43 29.00 27.79

EZ 389 8,61,931 1,711.22 98.51 91.27 26.60 24.09

SZ 194 2,61,093 605.00 94.60 80.67 14.06 14.00

CZ 188 3,36,294 457.46 116.77 114.37 24.11 24.45

ECZ 507 10,41,620 1,444.57 94.69 98.94 36.71 34.79

NCZ 488 7,61,531 1,348.68 90.98 96.33 29.14 28.07

SCZ 422 6,56,938 1,123.02 111.35 105.45 21.14 20.93

AI 3,474 56,16,973 10,415.08 98.99 94.68 26.24 25.35

Highlights of SBA Channel for 2018-19
• First time SBA channel crossed 50 lakhs NOP & 10,000 Crore TFPI.
• % share of SBA channel crossed 25% both in NOP & TFPI
• Share of Patna DO-II crossed 50% both in NOP & TFPI
• Central Zone achieved budget on all four pillars
• 21 Divisions achieved budget on all four pillars
• MDRT produced by SBAs went up to 3,583 from 2,232 last year

Expectation for Current Year

• Share of SBA channel to increase by 2% both in NOP & TFPI.
• All Divisions to achieve budget on all five pillars.
• Enrollment of at least 90% of Eligible Development Officers as SBAs.
• Each SBA should have min.100 agents, Min. 5 Cr. FYP and Min. 2,000 policies.
Growth & Market Share
 Growth – LIC & Private Insurers
% Growth
2018-19 2017-18
LIC Pvt. LIC Pvt.
Composite NOP 0.45 5.74 5.99 8.49
Composite FYP 5.68 22.2 8.12 18.10

Individual NOP 0.44 5.75 6.01 8.48

Individual FYP -1.41 15.62 13.36 25.79

Individual SP -8.30 39.4 13.59 38.55

Individual NSP 5.87 12.09 13.12 24.09
 Market Share
% Market Share
31.03.2019 31.03.2018 31.03.2015
LIC Pvt. LIC Pvt. LIC Pvt.
Composite NOP 74.71 25.29 75.67 24.33 77.85 22.15
Composite FYP 66.24 33.76 69.40 30.60 69.21 30.79

Individual NOP 74.71 25.29 75.67 24.33 77.84 22.16

Individual FYP 52.22 47.78 56.18 43.82 59.21 40.79

Individual SP 77.03 22.97 83.60 16.40 82.25 17.75

Individual NSP 40.32 59.68 41.70 58.30 49.66 50.34

In last 4 years we lost 7% Market Share in Individual FYP & 9% Market Share in Individual NSP
Concern Areas
 Total Individual NB – Link & Non- Link - LIC & Private Insurers
Private Insurers
Individual Total Premium Linked NB Non-Linked NB
YEAR
SP NSP TOTAL NB SP NSP TOTAL NB SP NSP TOTAL NB
2015-16 3,098 22,396 25,494 1,550 8,514 10,064 1,548 13,882 15,430
2016-17 3,766 28,322 32,088 1,666 12,729 14,395 2,100 15,593 17,693
2017-18 5,218 35,146 40,364 1,661 20,318 21,979 3,557 14,828 18,385
2018-19 7,274 39,397 46,671 2,185 21,849 24,034 5,089 17,548 22,637

LIC of India
Individual Total Premium Linked NB Non-Linked NB
YEAR
SP NSP TOTAL NB SP NSP TOTAL NB SP NSP TOTAL NB
2015-16 12,709 20,129 32,838 1 29 30 12,708 20,100 32,808
2016-17 23,420 22,226 45,646 1 21 22 23,419 22,205 45,624
2017-18 26,602 25,141 51,743 1 60 61 26,601 25,081 51,682
2018-19 24,393 26,619 51,012 0 34 34 24,393 26,585 50,978

We lost 7% Market Share in Individual FYP in last 4 years

as we stopped selling ULIP (Link NB) during those yeras
 Individual Linked and Non Linked Business Performance of
LIC & Private Insurers for FY 2018-2019
Premium in crores
Linked Business Non Linked Business Total Individual
Insurer SP NSP TOTAL SP NSP TOTAL SP NSP TOTAL
LIC 0 34.26 34.26 24393.55 26584.36 50977.91 24393.55 26618.62 51012.17

Private Insurers 2185.01 21849.31 24034.32 5088.75 17547.97 22636.72 7273.76 39397.28 46671.04

% share to total Business

0 0.07 0.07 47.82 52.11 99.93 47.82 52.18 100
of LIC
% share to total Business
4.68 46.82 51.50 10.90 37.60 48.50 15.58 84.42 100
of Private Insurers
Market Share LIC 0 0.16 0.14 82.74 60.24 69.25 77.03 40.32 52.22
Market Share Private
100 99.84 99.86 17.26 39.76 30.75 22.97 59.68 47.78
Companies
Ticket Size – Linked-Non Linked – SP: NSP
Linked Business Non Linked Business Total Individual
Insurers
SP NSP TOTAL SP NSP TOTAL SP NSP TOTAL
LIC 50576 50576 216343 13115 23825 216343 13128 23833
Pvt. Insurers 425306 107245 115068 243978 35450 43881 279815 56384 64398

51.50% of Total Individual Premium of Private Companies from ULIP. Our only 0.14%
 Channel wise Individual N.B of Life Insurers
Figures in percent of premium

Year 2007-08 2013-14 2017-2018

Private Private Private
Particulars LIC LIC LIC
Insurers Insurers Insurers
Individual Agents 98.36 59.81 95.99 40.08 95.59 27.87

Corporate Agents-Banks 1.30 18.89 2.77 43.62 2.61 54.15

Corporate Agents -Others 0.29 11.03 0.1 4.01 0.07 2.92

Brokers 0.05 1.50 0.02 4.91 0.05 2.87

Direct Selling - 8.77 1.12 7.38 1.47 10.91
Online - - - - 0.16 1.03
Others
(M.I.agents, CSC, Web - - - - 0.05 0.25
Aggregators, IMF, P.O.S)

Private Insurers have shifted focus from tied Channel to Bank assurance Channel
 Policy Movements in the last 3 years (Crores)

Particulars 2015-16 2016-17 2017-18 2018-19

Inforce at the beginning of the year 29.01 29.02 29.04 29.11

New Policies issued 2.05 2.01 2.13 2.14

Deaths 0.07 0.07 0.07 .07

Maturities 0.65 0.68 0.83 1.07

Surrenders 0.55 0.53 0.51 Valuation

Other Off (Incl. net lapses) 0.78 0.71 0.63 under

process
Inforce at the end of the year 29.03 29.02 29.04 29.11

Our Net No. of inforce Policies are almost Stagnant. Need for showing 18-20% Growth in NOPs
 Our Persistency over last 3 years

31-03-2017 31-03-2018 31-03-2019

Particulars By Annualised By Annualised By Annualised
By Pols. By Pols By Pols
Premium premium Premium

13th Month 64% 74% 66% 76% 64% 73%

25th Month 56% 66% 58% 68% 56% 67%

37th Month 56% 68% 53% 63% 51% 61%

49th Month 45% 62% 53% 66% 46% 55%

61st Month 44% 58% 43% 59% 51% 60%

Our persistency needs improvement

 Channel wise Share for FY 2013-14 & 2018-19

Share in 2013-2014 Share in 2018-2019

Channel

NOP FPI NOP FPI

B&AC 1.41% 3.78% 1.08% 3.23%

CLIA 9.22% 9.02% 12.70% 12.92%

DM & Online 0.35% 1.46% 0.32% 1.87%

Micro 6.40% 0.21% 2.89% 0.03%

Tied Channel 82.62% 85.53% 83.01% 81.95%

Except CLIA, Share of other Marketing Channels stagnant during Last 4 Years
 No. of Agents Recruited by Dev. Officers in FY 2018-19

No. of Agents Recruited % to Total

No. of Dev. Officers
in 2018-19 Dev. Officers
0 4,796 22.85
1 2,886 13.75
2 2,560 12.20
3 2,172 10.35
4 to 5 3,221 15.35
6 to 11 4,029 19.20
12 & Above 1,324 6.31

Total 20,988 100.00

SOURCE - CADW
Product Basket & Opportunities
 Product Basket and Basketwise Performance for 2018-19
Endowment Plans (10) Money Back Plans (5)
Single Premium Endowment plan New Money Back- 20 year
New Endowment plan New Money Back- 25 year 32,93,297 3225.01
Limited Premium Endowment plan New Bima Bachat (15.39%) (7.85%)
Jeevan Lakshya New Children’s Money Back
Jeevan Labh 1,36,90,981 17382.05 Jeevan Tarun
Jeevan Pragati
(63.96%) (42.31%) Whole life Plans (2) 29,95,994 3584.957
Navjeevan
New Jeevan Anand,
Jeevan Rakshak (14.00%) (8.73%)
Jeevan Umang
Aadhar Stambh
Aadhar Shila ULIP (1) 6774 17.44
Jeevan Utkarsh(Closed) New Endowment Plus (0.03%) (0.04%)
HNI Products (2) 30209 313.07 Health Insurance (2) 2,62898 99.07
Jeevan Shiromani Jeevan Arogya
Bima Shree (0.14%) (0.76%) (1.23%) (0.24%)
Cancer Cover
Term Insurance (3) Annuity/Pension Plans (3)
1,66,990 141.76 3,39,109 16309.90
Anmol Jeevan –II Jeevan Akshay-VI
Amulya Jeevan-II (0.78%) (0.35%) Jeevan Shanti (1.58%) (39.70%)
LIC’s e-Term New Jeevan Nidhi,

Micro Insurance (3) 617653 13.06

New Jeevan Mangal, Bhagya Lakshi, Micro Bachat (2.89%) (0.03%)
 Opportunities Unlimited
AUM LIC MF
YEAR Rs in LAC Crores
2009-10 9.92 6.14
2010-11 11.48 5.92
2011-12 12.69 5.87
The AUM of Mutual Fund
2012-13 14.03 7.01
industry is growing very fast
2013-14 15.74 8.25
2014-15 17.86 10.83
and the data shows how
2015-16 20.09 12.33
the SIP is eating away our
2016-17 22.75 17.55 Target-based selling of Plans
2017-18 25.27 21.36
SOURCE: RBI & IRDAI Annual Reports
 Opportunities Unlimited

Savings Total Term Financial Assets of

Deposits Deposits Indian Household

with at the end of FY 2018

with
Scheduled • Non Banking Deposits
Scheduled Rs.20,800 Cr
Commercial
Commercial
banks at the • Shares & Debentures
Banks as at Rs.1.51 Lac Cr
end of FY
31.3.2018 is
2018 is • Provident and Pension
Rs.62.92 Lac Rs.3.49 Lac Cr
Rs.36.55 Lac
Crores
Crores
CO Marketing Initiatives & Focus Areas for 2019-20
force.

NEW CHANGES - INITIATIVES

Budget on 5 Revision in
Pillars UCA Scheme

ADOs Fortnightly &

recruitment Monthly NB
– 25% ADOs closing on 15th
from Agents & Last day of
Category the month.
 CO Initiatives – Tools for Marketing

New GOIB as a tool for RCA/CCA Scheme – Revision of UCA Scheme

increasing No. of club Biggest marketing – Minimum 3
members. Nil grading for support to DOs / recruitment rounds in
club member agents SBAs each CAB

Recruitment of ADOs – Total

vacancies:- 8581
Provision of 25% ADO
25% Agents category Proper training & hand
recruitment exclusively
holding of ADOs
from Agent category  15% from Staff category
 60% from Open category
 Focus Areas for 2019-20

Ensuring that
Equal Focus ADOs
On NOP, SP, Re-entering recruited
NSP & FYRP Unit Linked Increasing Growth in during the
Augmenting
and Market & Ticket Size & Club year are
Agency Force
achieving Capturing Productivity Membership supported
budget on all Millennials properly so
five pillars that they get
confirmed
THANK YOU

32