
mrinmoy bhattacharjee asked:
During the last decade several new and innovative channels have evolved for marketing insurance products across the world apart from the usual practice of selling through insurance agents and India has also joined as a forerunner in the process.
As a matter of fact, there are three different channels through which the business of insurance happens namely, direct channels (Agents, telesales, advisors etc), indirect channels (bundled with products, bundled with other financial services) and partner channels (Bancassurance, postal, corporates etc.).
Selling through partner channels like Bancassurance is a very popular practice in Latin American and European countries where 70-80% of the total insurance business is being generated by these kinds of channels.
In India also there has been a good inclination towards the alternate channels of insurance selling adopted by other countries in the world which could bring a significant growth in the urban insurance market in the country.
Currently, the Indian insurance industry is flooded with multinational players with more and more tie ups happening between foreign insurance companies and Indian banks, financial institutions and telecom companies at large. The private insurance companies are giving a tough fight to the public sector insurance companies like LIC and GIC (with its four subsidiaries). Because of marketing innovativeness, the private sector companies are able to make their roots firmer in the market. They are developing more and more innovative channels to penetrate the market and achieve a dominant market share.
Though the public sector companies in non-life business are not lagging behind in terms of product innovativeness still, are finding it quite tough to hit the top.
The one and only public sector life insurance giant, LIC is able to maintain a good growth rate because of its past few decades of presence in the market and *********** level.
The problem is with the non-life companies (four subsidiaries of GIC) like Kolkata headquartered National Insurance Company, which was not even able to maintain the solvency margin of 1.5 as stipulated by IRDA. The picture becomes clearer if we put our eyes across the overall growth of insurance industry during the last half decade and comparative performance of the public sector non-life insurance companies.
A very much noticeable trend that has been seen among the non-life insurance companies is the promotion of family health policies which in turn is wiping away the market of individual health policies, especially in the urban market.
In such a situation, there is an urgent need for rejuvenation of the individual health policies. One of the way out could be a public-public joint venture i.e. a partnership between the public sector telecom companies like BSNL, MTNL etc. and the public sector non-life insurance companies to sell the low premium based non-life individual medi claim policies, because the premiums are low and can be clubbed with the rental of the phone bills.
An illustration is given below:
An individual mediclaim policy of Rs. 50,000 in National Insurance Company covers the following risks:
1) Reimbursement of hospitalization expenses which are reasonably and necessarily incurred, under the following heads:
a) Room, boarding expenses as provided by the hospital/nursing home.
b) Nursing fees.
c) Fees of surgeon, anesthetist, medical practitioner, consultant and specialist.
d) Expenses on account of anesthesia, blood, oxygen, operation theater charges, surgical appliances, medicines and drugs, diagnostic material, X-ray, dialysis, chemotherapy, radiotherapy, cost of pace makers, artificial limbs and costs of organs and similar expenses.
Cost of health check up and cumulative bonus- benefits will accrue if the policy is a renewal of ‘NATIONAL’.
In addition to these covers, there is an Income exemption under 80D of Income Tax Act.
In this policy, the minimum sum insured shall be Rs 50,000/- and can be increased in multiples of Rs 25,000/-.
The premium calculation for the same mediclaim policy:
Insured amount : Rs. 50,000/-.
Age of the insured : 35 years.
Premium amount : Rs. 710/-.
Service Tax : Rs. 87/-.
Total premium amount : Rs. 797/-.
Further, a customer who opts for a postpaid mobile rental scheme of BSNL like 325, 490, and 525 may have an average bill of 700, 1000 and 1500 respectively if he/she is a very judicious user also.
Now, if this mediclaim policy of Rs. 50,000/- is clubbed with the yearly rental of the mobile phone and collected in four quarterly premiums, then in any four months of the year, the customer has to pay an excess bill of Rs. 200 (approx). The table below shows the illustration:
months
Rentals: 325 490 525
* January 700+200=900 1000+200=1200 1500+200=1700
February 700 1000 1500
March 700 1000 1500
* April 900 1200 1700
May 700 1000 1500
June 700 1000 1500
* July 900 1200 1700
August 700 1000 1500
September 700 1000 1500
* October 900 1200 1700
November 700 1000 1500
December 700 1000 1500
‘*’ represents the months where the premium is collected with the rentals.
If we put our eye balls across the trends of India insurance industry, it becomes quite transparent that most the companies are trying to leverage the equity of their already established businesses to the new insurance business, for example, Bharti-AXA, Bajaj-Allianz, TATA-AIG etc. are doing nothing but, trying to use their equity from respective parent business to the new insurance business.
Similarly, the banks like ICICI, HDFC and SBI are also trying to use their established credibility from banking into insurance.
Public sector telecom companies are having the largest customer base in the country, in both urban and rural market and also share long term trusted relationships with the customers because of their several decades of operation. So, routing of mediclaim policies through these public sector telecom operators would be comparatively easier and faster than other means.
Hence, a joint Venture would put both the parties in a win-win situation in business.