Project Report

On LIFE INSURANCE
Submitted By Nitesh Aswal
Roll No : 94

Under the Guidance of

Name of the Guide : Prof. Shagun Mattoo Designation : Professor Department : BMS Bhavans College

Submitted in partial fulfillment of BMS course of

MUMBAI UNIVERSITY MUMBAI

BHAVANS COLLEGE BACHELORS OF MANAGEMENT STUDIES, ANDHERI(W) MUMBAI 2012 - 2013

DECLARATION

I, Nitesh Aswal bearing Roll No 94 a bonafide student of BHAVANS COLLEGE, Andheri-West (affiliated to Mumbai University) hereby declare that this Project Report entitled LIFE INSURANCE, is my individual and original work and that no part of this project report has ever been submitted for the award of any other degree, diploma, fellowship or any other similar titles.

Place: Mumbai Date:

Nitesh Aswal Roll No: 94

BHAVANS COLLEGE BACHELORS OF MANAGEMENT STUDIES ANDHERI (W), MUMBAI

CERTIFICATE OF THE GUIDE

This is to certify that the Summer Project Report on LIFE INSURANCE is prepared by Nitesh Aswal (Roll No - 94) in partial fulfillment of the requirement for the award of the degree in Bachelors Of Management Studies under my guidance and supervision.

Place: Mumbai Date:

Prof. Shagun Mattoo BMS - Department Bhavans College Andheri(W), Mumbai

BHAVANS COLLEGE
3

CERTIFICATE

This is to certify that Nitesh Aswal is a bonafide student of Bachelors of Management Studies course of the College, affiliated to Mumbai University. This Project Report on LIFE INSURANCE, is prepared by him under the guidance of Prof. Shagun Matto, Faculty Bhavans College, Andheri(W), Mumbai in partial fulfillment of the requirement of the award of the degree of Bachelors Of Management Studies of Mumbai University.

Place: Mumbai Date:

Co-coordinator

BMS, BHAVANS COLLEGE

Place: Mumbai Date: COLLEGE

Principal BHAVANS

Valued By Sl. No. 1. Name of the Examiner Signature Date

2.

ACKNOWLEDGEMENT
4

The satiation and euphoric that accompany the successful completion of task would be incomplete without the mention of the people who made it possible. So with immense gratitude I acknowledge all those whose guidance and encouragement crowned my efforts with success. With deep sense of gratitude and indebtedness I sincerely thank Prof. Shagun Matto (guide), BMS department, BHAVANS COLLEGE my project guide for giving me valuable suggestions and advice throughout the execution of the report. I would like to thank Dr. V.I.Katchi, Principal, BHAVANS COLLEGE for her everlasting support and motivation. I would like to thank name of the coordinator, BMS department & all the faculty members of BMS Department of BHAVANS COLLEGE. Last but not the least I would like to thank my parents, friends without whose co-operation this project report wouldnt have possible.

Nitesh Aswal Roll No. 94

EXECUTIVE SUMMARY
5

Life insurance - What is it? Life insurance is used to protect the financial security of the people you love most. A life insurance policy pays a cash benefit, tax free, to your beneficiaries when you die. The amount of money for which you are insured and the type of insurance you buy depends on your needs. People can get life insurance through work (some employers offer it through group benefits plans. This type usually ends when you leave the employer.) or they buy it on their own (usually from an insurance advisor). It's understandably difficult for any family to consider death and making arrangements for it. When this occurs, dealing with the emotional trauma is hard enough. By having the financial preparations planned and under control with comprehensive life insurance coverage, it makes the situation that much easier for your loved ones left behind. By having a life insurance policy in place, your loved ones will be protected from financial hardships. The protective qualities of your policy will provide money directly to your beneficiaries. This settlement from the company that insures you can be used by your beneficiaries in any way they see fit, such as: Supplement lost income Funds for children's education Pay off the family household debt Pay for the cost of the funeral and related expenses If you choose to buy a permanent policy, you can have the option of adding a cash value component. This cash value component can be used during your lifetime if needed.

INDEX Chapter No. 1 1.1 2 2.1 2.2 2.3 2.4 2.5 2.6 2.7 2.8 2.9 2.10 3 4 4.1 4.2 5 Name of Topic INTRODUCTION INTRODUCTION TO THE PROBLEM RESEARCH DESIGN STATEMENT OF THE PROBLEM SCOPE OF THE STUDY NEED OF THE STUDY OBJECTIVE OF THE STUDY REVIEW OF LITERATURE RESEARCH DESIGN SAMPLE DESIGN SOURCES OF DATA FIELD WORK LIMITATIONS OF THE STUDY INDUSTRY PROFILE AND COMPANY PROFILE ANALYSIS AND INTERPRETATION INTRODUCTION TO ANALYSIS DATA ANALYSIS TOOLS USED FINDINGS, CONCLUSION AND SUGGESTIONS BIBLIOGRAPHY 84 Page No. 8 9 23 23 23 23 24 24 25 25 26 27 30 31 60 60 60 79

1. INTRODUCTION TO THE STUDY

Everyone is exposed to various risks. Future is very uncertain, but there is way to protect ones family and make ones childrens future safe. Life Insurance companies help us to
7

ensure that our familys future is not just secure but also prosperous.

Life Insurance is particularly important if you are the sole breadwinner for your family. The loss of you and your income could devastate your family. Life insurance will ensure that if anything happens to you, your loved ones will be able to manage financially. This study titled Study of Consumers Perception about Life Insurance Policies enables the Life Insurance Companies to understand how consumers perception differs from person to person. How a consumer selects, organizes and interprets the service quality and the product quality of different Life Insurance Policies, offered by various Life Insurance Companies. Insurance is a tool by which fatalities of a small number ar e compensated out of funds (premium payment) collected from plenteous. Insurance companies pay back for financial losses arising out of occurrence of insured events e.g. in personal accident policy death due to accident, in fire policy the insured events are fire and other allied perils like riot and strike, explosion etc. hence insurance safeguard against uncertainties. It provides financial recompense f or losses suffered due to incident of unanticipated events, insured with in policy of insurance. Moreover , through a number of acts of parliament, specific types of insurance are legally enforced in our country e.g. third party insurance under motor vehicles Act, public liability insurance for handlers of hazardous substances under environment protection Act. Etc.

1.1 WHAT IS INSURANCE

(INTRODUCTION TO THE PROBLEM)

It is a commonly acknowledged phenomenon that there are countless risks in every sphere of life .for property, there are fire risk; for shipment of goods. There are perils of sea; for human life there are risk of death or disability; and so on .the chances of
8

occurrences of the events causing losses are quite uncertain because these may or may not take place. Therefore, with this view in mind, people facing common risks come together and make their small contribution to the common fund. While it may not be possible to tell in advance, which person will suffer the losses, it is possible to work out how many persons on an average out of the group, may suffer losses. When risk occurs, the loss is made good out of the common fund .in this way each and every one shares the risk .in fact they share the loss by payment of premium, which is calculated on the likelihood of loss .in olden time, the contribution make the above-stated notion of insurance.

DEFINITION OF INSURANCE
Insurance has been defined to be that in, which a sum of money as a premium is paid by the insured in consideration of the insurers bearings the risk of paying a large sum upon a given contingency. The insurance thus is a contract whereby: a. Certain sum, termed as premium, is charged in consideration, b. Against the said consideration, a large amount is guaranteed to be paid by the insurer who received the premium, c. The compensation will be made in certain definite sum, i.e., the loss or the policy amount which ever may be, and d. The payment is made only upon a contingency More specifically, insurance may be defined as a contact between two parties, wherein one party (the insurer) agrees to pay to the other party (the insured) or the beneficiary, a certain sum upon a given contingency (the risk) against which insurance is required.

TYPES OF INSURANCE
9

Insurance occupies an important place in the modern world because of the risk, which can be insured, in number and extent owing to the growing complexity of present day economic system. The different type of insurance have come about by practice within insurance companies, and by the influence of legislation controlling the transacting of insurance business, broadly, insurance may be classified into the following categories: 1. Classification from business point of view a) Life insurance, and b) General insurance 2. Classification on the basis of nature of insurance a) Life insurance b) Fire insurance c) Marine insurance d) Social insurance, and e) Miscellaneous insurance 3. Classification from risk point of view a) Personal insurance b) Property insurance c) Liability insurance d) Fidelity general insurance

THE IMPORTANCE OF INSURANCE

Insurance benefits society by allowing individuals to share the risks faced by many people. But it also serves many other important economic and societal functions. Because
10

insurance is available and affordable, banks can make loans with the assurance that the loans collateral (property that can be taken as payment if a loan goes unpaid) is covered against damage. This increased availability of credit helps people buy homes and cars. Insurance also provides the capital that communities need to quickly rebuild and recover economically from natural disasters, such as tornadoes or hurricanes. Insurance itself has become a significant economic force in most industrialized countries. Employers buy insurance to cover their employees against work-related injuries and health problems. Because it makes business operations safer, insurance encourages businesses to make economic transactions, which benefits the economies of countries. In addition, millions of people work for insurance companies and related businesses. In 1996 more than 2.4 million people worked in the insurance industry in the United States and Canada. Insurance as an investment that offers a lot more in terms of returns, risk cover & as also that tax concessions & added bonuses Not all effects of insurance are positive ones. The possibility of earning insurance payments motivates some people to attempt to cause damage or losses. Without the possibility of collecting insurance benefits, for instance, no one would think of arson, the willful destruction of property by fire, as a potential source of money.

THE INSURANCE INDUSTRY TODAY

Since the 1970s, the insurance business has grown dramatically and undergone tremendous changes. As a result of the deregulation of financial services businesses including insurance, banking, and securities tradingthe roles, products, and services of these formerly distinct businesses have become blurred. For instance, citizens in the U.S. state of California voted in 1988 to allow banks to sell insurance in that state. In Canada, banks may also soon be allowed to sell insurance.
11

Advances in communications technology have also allowed traditionally distinct financial businesses to keep instantaneous track of developments in other businesses and compete for some of the same customers. Some insurance companies now offer deposit accounts and mortgages. In the United States, life insurance companies now sell more pension plans and other asset management services than they do conventional life insurance. Developments in computer technology that have given insurance providers the ability to quickly access and process information have allowed them to custom-design policies to fit the needs of individual customers. But the increasing complexity of policies has also made some aspects of buying and selling insurance more difficult. In addition, improvements in geological and meteorological technology have the potential to change the way property insurers calculate risks of damage. For example, as scientists improve their abilities to predict severe weather patterns, such as hurricanes, and geological disturbances, such as earthquakes, insurers may change how they provide protection against losses from such events

EVOLUTION OF INSURANCE IN INDIA

The marine insurance is the oldest form of insurance. If we trace Indian history there are evidence that marine insurance was practiced here about three thousand years ago. The code of Manu indicates that there was the practice of marine insurance carried out by the traders in India with those of Srilanka, Egypt and Greece .it is wonderful to see that Indians had even anticipated the doctrine of average and contribution. Fright was fixed according to season and was then very much at the mercy of the wind and other elements. Travelers by sea and land were very much exposed to the risk of losing their
12

vessels and merchandise because of piracy on open seas and highway robbery of caravans was very common. The practice of insurance was very common during the rule of Akbar to Aurangzeb, but the nature and coverage of the insurance in this period is not well known. It was the British insurer who introduced general insurance in India in the modern form. The Britishers opened general insurance in India around the year 1700 .the first company known as the sun insurance office was set up in Calcutta in the year 1710. This was followed by several insurance companies like London assurance and royal exchange assurance (1720), Phoenix Assurance Company (1782). Etc. General insurance business in the country was nationalized with effect from 1st January 1973 by the General Insurance Business (Nationalization) Act, 1972. More than 100 non-life insurance companies including branches of foreign companies operating within the country were amalgamated and grouped into four companies, viz., the National Insurance Company Ltd., the New India Assurance Company Ltd., the Oriental Insurance Company Ltd., and the United India Insurance Company Ltd. with head offices at Calcutta, Bombay, New Delhi and Madras, respectively. Life insurance in the current form came in India from united kingdom with the establishment of a British firm, oriental life assurance company in 1818 followed by Bombay life assurance company in 1823, the madras equitable life insurance society in 1829 and oriental life assurance company in 1874.prior to 1871, Indian lives were treated as sub standard and charged an extra premium of 15% to 20%. Bombay mutual life assurance society, an Indian insurer that came in to existence in 1871, was the first to cover Indian lives at normal rates. The Indian insurance company Act 1923 was enacted inter alia, to enable the government to collect statistical information about life and nonlife insurance business transacted in India by Indian and foreign insurer, including the provident insurance societies.
13

The first half of the 20th century marked by two world war, the adverse affects of the World War I and World War II on the economy of India, and in between them the period of world wide economic crises triggered by the Great depression. The first half of the 20th century was also marked by struggles for Indias independence. The aggregate effect of these events led to a high rate of bankruptcies and liquidation of life insurance companies in India. This had adversely affected the faith of the general public in the utility of obtaining life cover. In this background, the Parliament of India passed the Life Insurance of India Act on 19th June 1956, and the Life Insurance Corporation of India was created on 1st September, 1956, by consolidating the life insurance business of 245 private life insurers and other entities offering life insurance services. Since 1972, the insurance sector has been totally under the control of government of India through LIC and GIC and its subsidiaries. As a result, revenue of both of them increased in the last years .the amount of savings pooled by LIC increased from Rs.2704 crores in 1974 to Rs .57670 in 1994 with an annual growth rate of 16.53% .similarly premium underwritten by GIC rose from 280 crores in 193 to 7647 crores in 1998 showing an annual growth rate of 25.18%. Despite increase in premium collected by both LIC and GIC their were inefficiency and red tapeisum creeped in to the insurance sector. Apart from that a major policy shift by the Narasimha Rau government during 1990s.the Indian economy opened for foreign competition .In this background The government of India in 1993 had set-up a high powered committee by R.N Malhothra ,former governor reserve bank of India, to examine the structure of Indian insurance sector and recommended changes to make it more efficient and competitive keeping in view structural changes in other part of the financial system of the country.
14

Insurance sector has been opened up for competition from Indian private insurance companies with the enactment of Insurance Regulatory and Development Authority Act, 1999 (IRDA Act). As per the provisions of IRDA Act, 1999, Insurance Regulatory and Development Authority (IRDA) was established on 19th April 2000 to protect the interests of holder of insurance policy and to regulate, promote and ensure orderly growth of the insurance industry. IRDA Act 1999 paved the way for the entry of private players into the insurance market, which was hitherto the exclusive privilege of public sector insurance companies/ corporations.

EVOLUTION OF INSURANCE ORGANIZATION

With a view to serve the society, the insurance organizations have been developed in different forms with innovation of insurance practice for social welfare and development; some of these forms are outlined here.

a) Self-insurance
The arrangement in which an individual or concern sets up a private fund to meet the future risk. If some losses happened in the future the firm meets the loss out of the fund. While it may be called self insurance it is not a single matter of fact, insurance at all because there is no hedge, no shifting, or distributing the burden of risk among larger Persons. It is merely a provision to meeting the unforeseen event. Here the insured become the insurer for the particular risk. But it can be effectively worked only when
15

there is wide distribution of risks subjected the same hazard.

b) Partnership
A partnership firm may also carry on the insurance business for the sake of profit. Since it is not an entity distinct from the persons comprising it, the personal liability of partners in respect to the partnership debts is unlimited. In case of huge loss the partners may have to pay from their own personal funds and it will not be profitable to them to starts insurance business .in the early period before the advent of joint stock companies many insurance undertakings were partnership firms or unincorporated companies

c) Joint stock companies

The joint stock companies are those, which are organized by the shareholders who subscribe the necessary capital to start the business. These are formed for earning profits for the stockholders who are the real owners of the companies. The management of a company is entrusted to a board of directors who is elected by the shareholders from amongst themselves. The company can operate insurance business and policyholders have nothing to do with the management of the concern. But in life insurance it is the practice to share certain portion of profit among the certain policyholders.

d) Mutual fund companies

The mutual fund companies are co- operative association formed for the purpose of effecting insurance on the property of its members. The policyholders are themselves the shareholders of the companies each member is insured as well as insured. They have power to participate in management and in the profit sharing to the full extent. Whenever the income is more than the expenses and claims, it is accumulated I the form of saving and is entitled in reducing the rate of premium. Since the insured are insurers also, they always try to reduce the management expenses and to keep the business at
16

sound level.

e) Co-operative insurance organizations

Cooperative insurance organizations are those concerns, which are incorporated and registered under Indian cooperative societies Act. The concerns are also called co operative insurance societies these societies like mutual fund companies are non profit organization .the aim is to provide insurance protection to its members at the lowest reasonable net cost .the Indian insurance Act. 1938, has provided special provisions for the co-operative insurance societies, but after nationalization the societies have ceased to exist.

f) Lloyds Association
Lloyds association is one of the greatest insurance institutions in the world. Taking its name from the coffee house Lloyd where underwriters assembled to transact business and pick-up news. The organization traces its origins to the latter part of the seventeenth century .so it is the oldest insurance organization in existing form in the world. In 1871,Lloyds Act was passed incorporating the members of the association into a single corporate body with perpetual succession and a corporate seal .the powers of Lloyds corporation were extended from the business of marine insurance to the other insurance and guarantee business. The Lloyds Association also publishes, Lloyds list and register of shipping for the information of insuring public and the insurers.

g) State Insurance
The government of a nation, some times, owns the insurance and runs the business for the benefit of the public. The sate insurance is defined as that insurance which is under public sector. In Brazil, Japan and Mexico, the insurance are largely nationalized. Previously, the state undertook only those insurances, which were regarded
17

as vital for the national interest.

INSURANCE SECTOR REFORMS

Having looked at the insurance sector, the efforts made by the government to make the industry more dynamic and customer friendly. To begin with, the Malhotra committee was set up with the objective of suggesting changes that would achieve the much required dynamism.

The Malhotra Commiittee Report

In 1993, Malhotra Committee, headed by former Finance Secretary and RBI Governor R. N. Malhotra, was formed to evaluate the Indian insurance industry and recommend its future direction. In 1994, the committee submitted the report and gave the following recommendations:

Structure
Government stake in the insurance Companies to be brought down to 50% Government should take over the holdings of GIC and its subsidiaries so that these subsidiaries can act as independent corporations All the insurance companies should be given greater freedom to operate.

Competition
Private Companies with a minimum paid up capital of Rs.1bn should be allowed to enter the industry No Company should deal in both Life and General Insurance through a single entity Foreign companies may be allowed to enter the industry in collaboration with the
18

domestic companies. Postal Life Insurance should be allowed to operate in the rural market. Only one State Level Life Insurance Company should be allowed to operate in each stat

Regulatory Body
The Insurance Act should be changed. An Insurance Regulatory body should be set up. Controller of Insurance (Currently a part from the Finance Ministry)

Investments
Mandatory Investments of LIC Life Fund in government securities to be reduced from 75% to 50%. GIC and its subsidiaries are not to hold more than 5% in any company (There current holdings to be brought down to this level over a period of time).

Customer Service
LIC should pay interest on delays in payments beyond 30 days. Insurance companies must be encouraged to set up unit linked pension plans. Computerization of operations and updating of technology to be carried out in the insurance industry. Overall, the committee strongly felt that in order to improve the customer services and increase the coverage of the insurance industry should be opened up to competition.

Few Life Insurance policies are:

Whole life policies - Cover the insured for life. The insured does not receive money
while he is alive; the nominee receives the sum assured plus bonus upon death of the insured.
19

Endowment policies - Cover the insured for a specific period. The insured receives
money on survival of the term and is not covered thereafter.

Money back policies - The nominee receives money immediately on death of the
insured. On survival the insured receives money at regular intervals during the term. These policies cost more than endowment with profit policies.

Annuities / Children's policies - The nominee receives a guaranteed amount of money

at a pre-determined time and not immediately on death of the insured. On survival the insured receives money at the same pre-determined time. These policies are best suited for planning children's future education and marriage costs.

Pension schemes - are policies that provide benefits to the insured only upon retirement.
If the insured dies during the term of the policy, his nominee would receive the benefits either as a lump sum or as a pension every month. Since a single policy cannot meet all The insurance objectives, one should have a portfolio of policies covering all the needs.

1.1 BACKGROUND OF THE STUDY

Life Insurance is a contract for payment of a sum of money to the person assured on the Happening of the event insured against. Usually the insurance contract provides for the Payment of an amount on the date of maturity or at specified dates at periodic intervals or At unfortunate death if it occurs earlier. Obviously, there is a price to be paid for this Benefit. Among other things the contracts also provides for the payment of premiums, by the assured. Life Insurance is universally acknowledged as a tool to eliminate risk, substitute certainty for uncertainty and ensure timely aid for the family in the unfortunate event of the death of the breadwinner. In other words, it is the civilized worlds partial solution to the
20

problems caused by death. Life insurance helps in two ways dealing with premature death, which leaves dependent families to fend for themselves and old age without visible means of support. The most common types of life insurance are whole life insurance and term life insurance. Whole life insurance provides a lifetime of protection as long as you pay the premiums to keep the policy active. They also accrue a cash value and thus offer a savings component. Term life insurance provides protection only during the term of the policy and the policies are usually renewable at the end of the term.

There are many Life Insurance Companies like

LIFE INSURANCE CORPORATION OF INDIA

BAJAJ ALLIANZ LIFE INSURANCE COMPANY

ICICI PRUDENTIAL LIFE INSURANCE COMPANY

HDFC STANDARD LIFE INSURANCE COMPANY

BIRLA SUN-LIFE INSURANCE COMPANY

ING VYSYA LIFE INSURANCE COMPANY

METLIFE INSURANCE COMPANY

21

TATA AIG LIFE INSURANCE COMPANY

MAX NEW YORK LIFE INSURANCE COMPANY

OM KOTAK MAHINDRA LIFE INSURANCE COMPANY

CHAPTER 2 RESEARCH DESIGN

RESEARCH DESIGN
2.1 STATEMENT OF THE PROBLEM

This Study will help us to understand the consumers perception about life insurance companies. This study will help the companies to understand, how a consumer selects, organizes and interprets the Quality of service and product offered by life insurance companies.

2.2

SCOPE OF THE STUDY

This study is limited to the consumers within the limit of Bangalore city. The study will be able to reveal the preferences, needs, perception of the customers regarding the life insurance products, It also help the insurance companies to know whether the existing products are really satisfying the
22

customers needs .

2.3

NEED FOR THE STUDY

1) The deeper the understanding of consumers needs and perception, the earlier the product is introduced ahead of competitors, the expected contribution margin will be greater .Hence the study is very important. 2) Consumer markets and consumer buying behavior can be understood before sound product and marketing plans are developed. 3) This study will help companies to customize the service and product, according to the consumers need. 4) This study will also help the companies to understand the experience and expectations of the existing customers. 5) Apart from creating, manufacturing and distribution capabilities for life insurance products, an in depth study of the consumers, their preferences and demand for their product is very necessary for setting up an efficient marketing network.

2.4

OBJECTIVE OF THE STUDY

Ascertain the profile and characteristics of potential buyers. To have an insight into the attitudes and behaviors of customers. To find out the differences among perceived service and expected service. To produce an executive service report to upgrade service characteristics of life insurance companies. To access the degree of satisfaction of the consumers with their current brand
23

 of Insurance products.

2.5. REVIEW OF LITERATURE:

The literature review section critically examine the recent or historically significant studies, company data or industry reports that acts as a basis for proposed studies to begin with the research discussion of the related literature and relevant secondary data from a comprehensive prospective, moving to more specific studies, that are associate with research problem. Basically the literature should be applied to the study, than the researcher proposes. The literature may also explain the needs for the proposed work to appraise the short comings and informational gaps in secondary data sources.

To carry the research work the researcher has gone through a few reports, books, journals and websites. The details regarding Life Insurance Industry, history, origin and growth of the industry is also taken from some books, magazines etc. The sources of this information are as follows: Catalogues and Broachers from various life insurance companies. Articles from magazines and news paper. Information from various websites.

2.6 RESEARCH DESIGN:

A research design is a basic plan, which guides the researcher in the collection and analysis of data required for practicing the research. Infect the research design is the
24

conceptual structure where the research is conducted. It constitutes the Blue Print for the collection, measurement and analysis of the data. The study is carried out to understand the Consumer Perception about life insurance companies in Bangalore city .For this study the researcher used exploratory research design. This research covers 50 consumers in Bangalore city, belonging to various age groups.

2.7

SAMPLE DESIGN:

The process of drawing a sample from a large population is called sampling. Population refers to the total of items about which information is defined. Well-selected samples may reflect fairly and accurately the characteristics of the population.

Sampling Unit:
The sample unit of this survey was the customers having life insurance policies in Mumbi city.

Sample Size:
The sample size was 50 customers of different life insurance companies, from the various parts of the Mumbai city.

Sampling Technique Adopted:

Convenient sampling

2.8

SOURCES OF DATA:

After identifying and defining the research problem and determining specific information
25

required to solve the problem the researcher will look for the type and sources of data which may yield the desired results, while deciding about the method of data collection to be used for the study, there are two types of data.

Secondary Data:
Secondary data means data that are already available i.e. they refer to the data which have been collected and analyzed by someone and can save both money and time of the researcher. Secondary data may be available in the form of company records, trade publications, libraries etc. Secondary data sources are as follows: Company Reports. Daily Newspaper. Standard Textbook. Various Websites.

Primary Data:

Primary data are those, which are collected for the first time. Primary data is collected by framing questionnaires. The questionnaire contained questions, which are both openended and closed-ended. Open-ended questions are questions requiring answers in the responders own words. Closed-ended questions are those wherein the respondent has to merely check the appropriate answer from a list of options available. Any doubts raised by the respondents were clarified to get the perfect answers from the distributors. Openended questions yielded more insightful information, whereas closed-Ended questions were relatively simple to tabulate and analyze.

2.9 FIELD WORK:

26

An interview-schedule and well-structured questionnaire is administered to the target respondents to collect primary data (Copy of questionnaire is attached in the appendix) Open and close-ended questions are used in the questionnaire. The orders of the questions are in such a manner that they begin with simple questions and lead on the questions that needed more involvement from respondents.The secondary data are collected from periodicals, magazines, journals and Internet.

OPERATIONAL DEFINITIONS OF THE STUDY

Marketing:
Marketing is a social and managerial process by which individuals and group obtain what they need and want through creating, offering and exchanging products of value with others.

Marketing Management:
Marketing Management is the process of planning and executing the conception, pricing, promotion and distribution of individual and organizational goals.

Marketing Research:
Marketing research is the systematic and objective search for, and analysis of information
27

relevant to the identification and solution of any problems in the field of marketing.

Consumer Research:
Consumer research is the methodology used to study consumer behaviour.

Consumer Behaviour:
Consumer behaviour is the study of how individuals make decisions to spend their available resources [time, money, efforts] on consumption related items

Market Segmentation:
Market segmentation is the process of dividing a market in the distinct subsets of consumer with common needs or characteristics and selecting one or more segments to target with distinct marketing mix.

Positioning:
Positioning is the act of designing the companys offering and image so that they occupy a meaningful and distinct competitive position in the target consumers mind.

Perception:
Perception is the process by which an individual selects, organizes, and interprets information input to create a meaningful picture of the world. For a marketer to influence a motivated buyer to buy their products rather than competitors they must be careful to take the perception process into account while designing their marketing campaigns. Perception therefore influence what product consumer buys.

Attitude:
28

An attitude is a person enduring favorable or unfavorable evaluation, emotional feeling, and action tendencies towards some object or idea.

Attributes:
Attributes are the strengths and weaknesses of a brand that create attitudes and are used by consumers to choose between brands that are relatively similar or functionally equivalent.

Values:
A value is a concept of the desirable. An internalized standard of evaluation a person possession. This standard determines or guide an individual evaluation of the many objects encountered in everyday life.

Brand:
A brand is a name, term, sign, symbol, or design or a combination of them, used to identify the goods or services of one seller or group of seller and the differentiate them from those of competitors.

2.10

LIMITATIONS OF THE STUDY

Although the study was carried out with extreme enthusiasm and careful planning there are several limitations, which handicapped the research viz.

Time Constraints:
29

The time stipulated for the project to be completed is less and thus there are chances that some information might have been left out, however due care is taken to include all the relevant information needed.

Sample size:
Due to time constraints the sample size was relatively small and would definitely have been more representative if I had collected information from more respondents

Accuracy :
It is difficult to know if all the respondents gave accurate information; some respondents tend to give misleading information.

CHAPTER 3 PROFILE OF THE INDUSTRY

3.1

INDUSTRY PROFILE

History and Development of Life Insurance Life Insurance, in its present form, came to India from the United Kingdom with establishment of a British firm, Oriental Life Insurance Company in Calcutta in 1818, followed by Bombay Life Assurance Company in 1823, the Madras Equitable Life Insurance society in 1829 and Oriental Government security Assurance Company in 1874. Prior to 1871, Indian Lives were treated as sub-standard and charged an extra premium of 15% to 20%. Bombay Mutual Life Assurance Society, a Indian insurer which came into existence in 1871 was the first to cover Indian lives at normal rates. The Indian life Assurance Companies Act, 1912 was the first statutory measure to regulate life insurance business. Later, in 1928, the Indian Insurance Companies Act was enacted, to enable the government to collect statistical information about both life and
30

non-life insurance business transacted in India by Indian and foreign insurers, including the provident insurance societies. Comprehensive arrangements were, however, brought into effect with the enactment of the Insurance Act, 1938. By 1956, 154 Indian insurers, 16 non-Indian insurers and 15 provident societies were carrying online insurance business in India. On 19th January 1956, the management of the entire life insurance business of 229 Indian insurers and provident insurance societies and the Indian life insurance business of 16 non-Indian Life insurance companies then operating in India, was taken over by the central Government and then nationalized on 1st September 1956 when the Life Insurance Corporation came into existence. With largest number of life insurance policies in force in the world, Insurance happens to be a mega opportunity in India. Its a business growing at the rate of 15-20 per cent annually and presently is of the order of Rs 450 billion. Together with banking services, it adds about 7 per cent to the countrys GDP. Gross premium collection is nearly 2 per cent of GDP and funds available with LIC for investments are 8 per cent of GDP.

Yet, nearly 80 per cent of Indian population is without life insurance cover while health insurance and non-life insurance continues to be below international standards. And this part of the population is also subject to weak social security and pension systems with hardly any old age income security. This itself is an indicator that growth potential for the insurance sector is immense. A well-developed and evolved insurance sector is needed for economic development as it provides long-term funds for infrastructure development and at the same time strengthens the risk taking ability. It is estimated that over the next ten years India would require investments of the order of one trillion US dollar. The Insurance sector, to some extent, can enable investments in infrastructure development to sustain
31

economic growth of the country.

INSURANCE AND BUSINESS ENVIRONMENT

Insurance is considered as one of the important segment of the economy for its growth and development. This industry provides long term funds which are essential for the growth and development of the nation .so the growth of insurance industry largely depends up on the environment in which they exists. Here I would like to mention about Indian business environment and their impact on insurance sector. There are two type of environment which affect the business one is environment which is internal to the organization (internal environment) and the other one which is external to the organization (external environment). Internal environment includes management, technology, competitors, employees, shareholders, policyholders, marketing intermediary etc. The external environment of insurance business has been classified in four parts, namely legal, economic, financial, and commercial. let us discus them in detail by taking one by one.

THE INSURANCE REGULATORY AND DEVELOPMENT AUTHORITY (IRDA)

The Malhotra Committee felt the need to provide greater autonomy to insurance companies in order to improve their performance and enable them to act as independent companies with economic motives. For this purpose, it had proposed setting up an independent regulatory body- The Insurance Regulatory and Development Authority. Based on the Malhotra committee report in April 2000 IRDA was incorporated. Since being set up as an independent statutory body the IRDA has put in a framework of globally compatible regulations. Section 14 of the IRDA Act 1999, lays the duties, power
32

and functions of the authority .the authority shall have the duty to regulate, promote and ensure orderly growth of the insurance business and reinsurance business.

Reforms and Implications

The liberalizations of the Indian insurance sector has been the subject of much heated debate for some years. The sector is finally set to open up to private competition. The Insurance Regulatory and Development Authority bill will clear the way for private entry into insurance, as the government is keen to invite private sector participation into insurance. To address those concerns, the bill requires direct insurers to have a minimum paid-up capital of Rest. 1 billion, to invest policyholders funds only in India; and to restrict international companies to a minority equity holding of 26 percent in any new company. Indian Promoters will also have to dilute their equity holding to 26 percent over a 10-year period. Over the past three year, around 30 companies have expressed interest in entering the sector and many foreign and Indian companies have arranged alliances. Whether the insurer is old or new, private or public, expanding the market will present challenges. A number of foreign Insurance Companies have set up representative offices in India and have also tied up with various asset management companies. Some of the Indian companies, which have tied up with International partners, are.

33

Indian Partners International Partners

Bombay Dyeing General Accident, UK

International Partners

General Accident, UK

Tata American Int. Group, US

American Int. Group, US

Dabur Group Liberty Mutual Fund, US

Liberty Mutual Fund, US

ICICI Prudential, UK

Prudential, UK

HDFC Standard Life, UK Hindustan Times Commercial Union, UK

Winterthur Insurance, Switzerland Commercial Union, UK

Ranbaxy Cigna, US

Cigna, US

The likely impact of opening up of Indias insurance sector is that private players may swamp the market. International insurers often derive a significant part of their business from multinational operations. Multinational insurers are indeed
34

keenly interested as; perhaps there home markets are saturated while emerging countries have low insurance penetration and high growth rates.

Type of life insurance policies

Whole life insurance

Whole life is a form of permanent insurance, with guaranteed rates and guaranteed cash values. It is the least flexible form of permanent insurance.

Universal life insurance

Universal life is similar to whole life, except that you can change the death benefit (the money paid to the beneficiary when the insured person dies), the amount of premiums and how often you pay the premiums.

Variable life insurance

Variable life insurance is the riskiest form of permanent insurance, but it can also give you the best return for your money. Essentially, the life insurance company will invest your insurance premiums for you. If the investments do well, the death benefit and cash value of the policy go up. If they do poorly, they go down. It's a little like putting your savings into the stock market.

Group life insurance

Many companies allow their employees to buy group life insurance through the company. Usually, you can get very good rates for this insurance but you have to give the insurance
35

up when you stop working there. For that reason, group insurance can be a good way to buy a little extra life insurance, but it does not make sense to make it your main policy.

There are a number of policies for specific insurance needs. Some of these include:

1. Family income life insurance.

This is a decreasing term policy that provides a stated income for a fixed period of time, if the insured person dies during the term of coverage. These payments continue until the end of a time period specified when the policy is purchased.

2. Family insurance.
A whole life policy that insures all the members of an immediate family -husband, wife and children. Usually the coverage is sold in units per person, with the primary wage-earner insured for the greatest amount.

3. Senior life insurance.

Also known as graded death benefit plans, they provide for a graded amount to be paid to the beneficiary. For example, in each of the first three to five years after the insured dies, the death benefit slowly increases. After that period, the entire death benefit is paid to the beneficiary. This might be appropriate if the beneficiary is not able to handle a large amount of money soon after the death, but would be in a better position to handle it a few years later.

4. Juvenile insurance.
This is life insurance on a child. Coverage is paid for by an adult, usually the parents or guardians. Such policies are not considered traditional life insurance
36

because the child is not producing an income that needs to be protected. However, by buying the policy when the child is young, the parents are able to lock in an extremely low premium rate and allow many more years of tax-deferred cash value buildup.

5. Credit life insurance.

This insurance is designed to pay off the balance of a loan if you die before you have repaid it. Credit life insurance is available for many kinds of loans including student loans, auto loans, farm equipment loans, furniture and other personal loans including credit cards. Credit life insurance can be purchased by an individual. Usually it is sold by financial institutions making loans, like banks, to borrowers at the time they take out the loan. If a borrower dies, the proceeds of the policy repay the loan directly to the lender or creditor.

6. Mortgage insurance
This decreasing term coverage is designed to pay off the unpaid balance of a mortgage if you die before the mortgage is paid off. Premiums are generally level throughout the term of the policy. The policy is usually independent of the mortgage, meaning that the financial institution granting the mortgage is separate from the insurance company issuing the policy. The proceeds of the policy are paid to the beneficiaries of the policy, not the mortgage company. The beneficiary is not required to use the proceeds to pay off the mortgage

7. Annuity
An annuity is a form of insurance that enables you to save for your retirement. Basically, you give the insurance company money for a certain period of time, and then after you retire they will pay you a certain amount of money every year until you die. There are many different forms of annuities. . Most people who buy annuities are 55 or older.
37

3.2 PROFILE OF THE ORGANISATIONS:

LIFE INSURANCE CORPORATION OF INDIA

Life Insurance Corporation of India was formed in September 1956 by passing LIC Act, 1956 in Indian parliament. On the nationalization of the life insurance in 1956, the premium rating of Oriental Government security life Assurance company were adopted by LIC with a reduction of 5% of the tabular premium or Re. 1 per thousand sum assured, whichever was less. This reduction was made in anticipation of economies of scale that would emerge on the merger of different insurers in a single entity. Life Insurance Corporation Of India - there are many things to consider as Life Insurance Corporation of India offers various insurance products which are very complex, but underlying this complexity is a simple fact. The building blocks for all Life Insurance Corporation of India are (1) investment return; (2) mortality experience; and (3) expense management; for your Life Insurance Corporation Of India.

Objectives of LIC
Spread Life Insurance much more widely and in particular to the rural areas and to the socially and economically backward classes with a view to reaching all
38

insurable persons in the country and providing them adequate financial cover against death at a reasonable cost. Maximize mobilization of people's savings by making insurance-linked savings adequately attractive. Bear in mind, in the investment of funds, the primary obligation to its policyholders, whose money it holds in trust, without losing sight of the interest of the community as a whole; the funds to be deployed to the best advantage of the investors as well as the community as a whole, keeping in view national priorities and obligations of attractive return. Conduct business with utmost economy and with the full realization that the moneys belong to the policyholders. Act as trustees of the insured public in their individual and collective capacities. Meet the various life insurance needs of the community that would arise in the changing social and economic environment. Involve all people working in the Corporation to the best of their capability in furthering the interests of the insured public by providing efficient service with courtesy. Promote amongst all agents and employees of the Corporation a sense of participation, pride and job satisfaction through discharge of their duties with dedication towards achievement of Corporate Objective

VISION
"A trans-nationally competitive financial conglomerate of significance to societies and Pride of India
39

MISSION
"Explore and enhance the quality of life of people through financial security by providing products and services of aspired attributes with competitive returns, and by rendering resources for economic development

Various policies offered by life insurance corporation of India are 1) Whole Life Schemes
Whole life with profit Limited payment whole life Single Premium whole life Convertible whole life plan

2) Endowment Schemes
Endowment plan with profit Limited payment Endowment Jeevan Mitra (Double Cover) Jeevan Mitra (Triple cover) Bhavishya Jeevan Jeevan Anand New Jana Raksha

3) Term Assurance Plan

Anmol Jeevan 2 Year Term Assurance Covertible Term New Bima Kiran
40

4) Plan for needs of Children

Komal Jeevan Jeevan Sukanya Jeevan Kishore Jeevan Balya Jeevan Chaya Marriage/educational annuity Deffered Endowment

5) Periodic Money Back Plan

Jeevan Samridhi Jeevan Rekha Plan Money Back Plan Jeevan Surabhi Jeevan bharathi

6) Medical benefits linked insurance

Asha Deep II Jeevan Asha II

7) For benefits to Handicapped

Jeevan Aadhar Jeevan Vishwas

8) Plans to cover housing loans

Mortagage redemption
41

9) Joint life plan

Jeevan sathi

10) Investment plan

Bima Nivesh Triple cover

11) Capital market linked plan

Bima plus.

Description of the LIC Policies

Whole life plan:
Whole life plan are those policies which life assured has to pay premiums till his death the sum assured will be paid to his dependent generally 70 years is assumed as a maximum age for payment of premium. Under the whole life premium are payable throughout the life time of the life assured and this is the cheapest form of policy. This plan is ideally suited to person who wants maximum provision for his family at minimum cost. It also meets the needs for funds required for funeral, religious rites and ceremonies to be performed, tax liabilities if any and expenses connected with the last sickness and hospital charges etc.

Endowment Assured Plan:

Endowment plans are not covering the risk for whole life of the life assured. The term of risk cover under this plan is as per the need of life assured. Endowment assurance plan are the most popular. They are eminently Suited to meet it one policy the twin demands of old age provision and risk cover for
42

family. The sum assured is payable on maturity or at death if earlier. Thus an Endowment Assurance Policy provides for retirement and also serves as a means of family provisions.

Term Assurance
Under the term assurance the risk cover is generally for specific short term. Such term assurance is maximum for 2 years. Generally this type of assurance is useful for air traveling.

Money Back Plans

Under this plan specific percentage of sum assured will be backed to the life assured after specific period of time. This plan is of special interest to person who besides desiring to provide for their own old age and family feels the need for lump sum benefits at periodical intervals. Under these policies part of the sum assured is paid to the life assured in installments at selected intervals.

Children Plan
Under the children plans the risk on the life of the children where covered generally this type of plans are helpful in education and marriage of the children.

Jeevan Balya:
This plan is designed to enable a parent to provide for the child by payment of a very low premium an Endowment Assurance Policy, the risk under which will commence from the vesting date. In addition, Premium benefit and income benefit are included as additional benefit by payment of appropriate additional premium during the deferment period.
43

This policy shall be cancelled in case the life assured shall die before the deferred dates and in such an event provided the policy is then in full force in for a reduced cash option.

Marriage Endowment/ educational annual plan

Every father desires to see that his children are well settled in life through sound education, leading to good jobs and happy marriage. These needs arise at ages which can be approximately anticipated. Say when the children are between 18 to 25 year of age. This plan provides for a sum assured to keep aside to meet marriage educational expenses of children. Under this plan the S A along with the vested bonus shall be payable at the end of the selected term either is lump sum or in ten half yearly installment, at the option of the life assured nominee beneficiary.

Jeevan Mitra
This plan provides additional insurance cover equal to the sum assured in the even of death during the term of policy so that the total insurance cover in the event of death is twice the basic sum assured. i.e. The basic sum assured is doubled and the accrued bonus is also paid.

TATA-AIG Life Insurance

Tata-AIG Life Insurance Company is a joint venture between the Tata Group and American International Group Inc (AIG), the leading US-based international insurance and financial services organization and the largest underwriter of commercial and industrial insurance in America. Its member companies write a wide
44

range of commercial, personal and life insurance products through a variety of distribution channels in approximately 130 countries and jurisdictions throughout the world. AIGs global businesses also include financial services and asset management, including aircraft leasing, financial products, trading and market making, consumer finance, institutional, retail and direct investment fund asset management, real estate investment management, and retirement savings products. TATA holds 76% shares and AIG holds 24% shares in the total share capital of TATA AIG. Tata AIG Life Insurance Company Ltd. "Tata AIG Life" offers a broad array of life insurance products to individuals, associations and businesses of all sizes, with a wide variety of additional coverage to ensure our customers can find an insurance product to meet their needs. Tata-AIG Life Insurance and Tata-AIG General Insurance, both joint ventures between the Tata Group and American International Group (AIG), provide life and general insurance policies and solutions to companies, institutions and organizations across India. It is licensed to operation on 12th February 2001. TATA-AIG life is spread over28 branch offices and 39 training offices across the country. Tata-AIG Life offers a broad array of life insurance products and solutions to corporate and other organizations. These products and solutions have various value added benefits and options that deliver flexibility and choice to the company's clients. The company has some 20 life insurance products with over 250 product combinations, including endowment to term, pension to group life and credit life, money back to whole life plans, etc. Tata-AIG Life uses different distribution channels, including direct marketing, brokerage and banc assurance, to service client groups in 19 Indian cities. Tata-AIG Life is the first private insurer in India to offer group retirement schemes. Additionally, the company's group management division focuses on providing employee benefit solutions.
45

PRODUCTS
The product range of TATA-AIG Life is wide-spread across different segments. Some of the products are mentioned below. Maha life Invest Assure Health Protector Star Kid Shubh Life Nirvana Nirvana Plus Money Saver Plan Health First Assure Golden Life Assure 10, 20, 30 years Security and Growth Assure Educate at 18, 21 Assure Career Builder Plan at 27 Assure Golden Years Plan Assure 21 Money Saver Plan Assure 1/5/10/15/20/25 years/ to age lifelines TROP

HDFC STANDARD LIFE INSURANCE

46

The Partnership:
HDFC and Standard Life first came together for a possible joint venture, to enter the Life Insurance market, in January 1995. It was clear from the outset that both companies shared similar values and beliefs and a strong relationship quickly formed. In October 1995 the companies signed a 3 year joint venture agreement. Around this time Standard Life purchased a 5% stake in HDFC, further strengthening the relationship. The next three years were filled with uncertainty, due to changes in government and ongoing delays in getting the IRDA (Insurance Regulatory and Development authority) Act passed in parliament. Despite this both companies remained firmly committed to the venture. In October 1998, the joint venture agreement was renewed and additional resource made available. Around this time Standard Life purchased 2% of Infrastructure Development Finance Company Ltd. (IDFC). Standard Life also started to use the services of the HDFC Treasury department to advise them upon their investments in India. 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
47

HDFC Bank.

Incorporation of HDFC Standard Life Insurance Company Limited:

The company was incorporated on 14th August 2000 under the name of HDFC Standard Life Insurance Company Limited. Companies ambition from as far back as October 1995, was to be the first private company to re-enter the life insurance market in India. On the 23rd of October 2000, this ambition was realized when HDFC Standard Life was the only life company to be granted a certificate of registration. HDFC are the main shareholders in HDFC Standard Life, with 81.4%, while Standard Life owns 18.6%. Given Standard Life's existing investment in the HDFC Group, this is the maximum investment allowed under current regulations. HDFC and Standard Life have a long and close relationship built upon shared values and trust. The ambition of HDFC Standard Life is to mirror the success of the parent companies and be the yardstick by which all other insurance company's in India are measured. Products offered by the company are:

INDIVIDUAL PLAN
With Profit Endowment Assurance With Profits Money Back Single Premium Whole of Life Term assurance Plan Loan Cover Term Assurance Personal Pension Plan Childrens Plan

GROUP PLANS
Group Term Insurance
48

Development Insurance Plan

ICICI PRUDENTIAL LIFE INSURANCE COMPANY

ICICI Prudential Life Insurance Company is a joint venture between ICICI Bank, a premier financial powerhouse, and prudential plc, a leading international financial services group headquartered in the United Kingdom. ICICI 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. 925 crore with ICICI Bank and Prudential plc holding 74% and 26% stake respectively. In the quarter ended June 30, 2005 , the company garnered Rs 335 crore of new business premium for a total sum assured of Rs 2,619 crore and wrote 111,522 policies. For the past four years, ICICI Prudential has retained its position as the No. 1 private life insurer in the country, with a wide range of flexible products that meet the needs of the Indian customer at every step in life.

Products offered by ICICI Prudential are

1. Savings Plan Smart kid Life Time
49

Save n Protect Cash Back

2. Protection plan Life Guard Extra Protection Through Riders

3. Retirement Plans Forever Life Life link pension Life time pension Reassure

4. Investment Plans Assure Invest Life Link

5. Group plans Group Superannuation Group Gratuity Group Term Assurance

50

OM KOTAK MAHINDRA LIFE INSURANCE COMPANY

Established in 1985 as Kotak Capital Management Finance promoted by Uday Kotak the company has come a long way since its entry into corporate finance. It has dabbled in leasing, auto finance, hire purchase, investment banking, consumer finance, broking etc. The company got its name Kotak Mahindra as industrialists Harish Mahindra and Anand Mahindra picked a stake in the company. Kotak Mahindra is today one of India's leading Financial Institutions

Old Mutual plc is an international financial services group based in London with expanding operations in life assurance, asset management, banking and general insurance. Old Mutual is listed on the London Stock Exchange (where it is included on the FTSE 100 Index) and also on the South African, Namibian, Malawi and Zimbabwe stock exchanges. It has 156 years of experience in the life insurance business. The

Products offered by the Company are

51

Individual Plan Kotak Endowment Plan Kotak Term Plan Kotak Retirement Income Plan Kotak Child Advantage Plan Kotak Preferred Term Plan Kotak Capital Multiplier Plan Kotak Safe Investment Plan Riders Exclusions Under Riders

Group Plan Kotak Term Group plan Kotak Gratuity Group plan Kotak Credit Term Group plan Riders Exclusions Under Riders Rural Kotak Gramina Bima Yojana

52

MET LIFE INSURANCE COMPANY

MetLife For almost 137 years, Metropolitan Life Insurance Company has been insuring the lives of the people who depend on them. Their success is based on their long history of social responsibility, strong leadership, sound investments, and innovative products and services. MetLife Begins The origins of Metropolitan Life Insurance Company (MetLife) go back to 1863, when a group of New York City businessmen raised $100,000 to found the National Union Life and
53

Helping and Healing People In 1909, MetLife Vice President Haley Fiske announced that "insurance, not merely as a business proposition, but as a social program" would be the future policy of the company Supporting Country and Community Over the years, MetLife has made a difference by supporting urban renewal projects and community financing. The company's social commitment and its commitment to the security of its policyholders have proven to be good business. MetLife Today In 2001 MetLife was the first insurance company to establish a financial holding company with a nationally chartered bank.

Products Offered by the company are

1) Whole Life Met 100 Non par Met 100 Gold par Met 100 Platinum par

2) Endowment Met Gold par Met Platinum par Met Junior par Met junior Non par

3) Money Back 4) Term

54

Met Sukh Met Junior MB

Met Mortagage Protector Met Riders Accidental death

BIRLA SUN LIFE INSURANCE COMANY LIMITED

Birla Sun Life Financial Services offers a range of financial services for resident Indians and Non Resident Indians. Brought together by two large, powerful and reputed business houses, the Aditya Birla Group and Sun Life Financial , it is our aim to offer diverse and top quality financial services to customers. The Mutual Fund and Insurance companies provide wealth management and protection products to customers while the Distribution
55

and Securities companies provide brokerage and trading services for investment in equities, debt securities, fixed deposits, etc. Insurance is not about something going wrong. It's often about things going right. One of the wonders of human nature is that we never believe anything can actually go wrong. Surely, life its share of its. At Birla Sun Life however, they believe it has its equally pleasant share of buts as well. Birla Sun Life stand committed to help you realize those happy moments which make a life. Be it living the same lifestyle in your post retirement days or providing a secure future for your loved ones, in case something happens to you.

The life insurance products offered by the company are

Individual life Premium Back Term Plan Flexi Secure Life Retirement Plan Single Premium Bond Birla Sun Life Term Plan Flexi Life Line Whole Life Plan Flexi Cash Flow Money back Plan

Group Life
Pro Group Term Insurance Group Superannuation Plan Group Gratuity Plan

56

MAX NEW YORK LIFE INSURANCE COMPANY LTD.

Max New York Life today emerged as the country's leading private life insurance company having recorded a sum assured of over Rs 2100 crore for the year ending March 31, 2002. This was the first full year of operations for Max New York Life.

The company has sold over 64,000 policies in the last financial year. The total annualized
57

first year premium for the financial year was over Rs 43 crore with the First Year Premium Income amounting to over Rs 38 crore. This has exceeded the expectations of the company and the projections as submitted to IRDA. Over 70 per cent of the premia income was from protection-oriented Whole Life Policies, which reinforces the company's focus on providing the true value of life insurance to the customer.

Given the better-than-expected performance of the company, the shareholders have increased their investment in the company to Rs 250 crore with an authorized share capital to Rs 300 crore making Max New York Life Insurance Company among the highest capitalized life insurance companies in India.

Max New York Life also met its commitment for the rural and social sectors. The company has 11 offices, over 1900 Agent Advisors and over 490 employees. Max New York Life believes in delivering top value to all its stakeholders. As part of the best practices adopted, the Company instituted satisfaction survey's conducted by independent agencies to measure the satisfaction levels of its customers, agents and employees. Max New York Life has clearly emerged as delivering top value across all these stakeholders Max New York Life offers a suite of flexible products. It has eight base products and nine options & riders that can be customized to over 250 combinations enabling customers to choose the policy that best fits their need.

The products are

Whole Life Participating d Convertible Whole Life-Non-Participating, Children Endowment at age 18,
58

Children Endowment at age 24, 20-year Endowment Participating Policy, Endowment to age 60, Five-year Term Renewable an, Easy Term

BAJAJ ALLIANZ

LIFE INSURANCE COMPANY LIMITED

Bajaj Allianz life Insurance Company Limited is a joint venture between Bajaj Auto Limited and Allianz AG of Germany. Both enjoy a reputation of expertise, stability and strength. Bajaj Allianz General Insurance received the Insurance Regulatory and
59

Development Authority (IRDA) certificate of Registration (R3) on May 2nd, 2001 to conduct General Insurance business (including Health Insurance business) in India. The Company has an authorized and paid up capital of Rs 110 crores. Bajaj Auto holds 74% and Allianz, AG, holds the remaining 26% Germany. In its first year of operations, the company has acquired the No. 1 status among the private non-life insurers. As on 31st March 2003, Bajaj Allianz General Insurance maintained its leadership position by garnering a premium income of Rs.300 Crores. Bajaj Allianz also became one of the few companies to make a profit in its first full year of operations. Bajaj Allianz made a profit after tax of Rs.9.6 crores. Bajaj Allianz today has a network of 42 offices spread across the length and breadth of the country. From Surat to Siliguri and Jammu to Thiruvananthapuram, all the offices are interconnected with the Head Office at Pune.In the first half of the current financial year, 2011-12, Bajaj Allianz garnered a premium income of Rs. 2000 crores, achieving a growth of 84% and registered a 52% growth in Net profits of Rs.200 Crores over the last year for the same period. In the financial year 2011-12, the premium earned was Rs.4800 Crores.

CHAPTER 4 ANALYSIS AND INTERPRETATION

4.1 INTRODUCTION TO ANALYSIS:

In order to extract meaningful information from the data them. The analysis can be conducted by using simple statistical tools like percentages, averages and measures of dispersion. Alternatively the collected data may be analyzed, the data analysis is carried out. The data are first edited, coded and tabulated for analyzing by using diagrams, graphs, charts, pictures etc. Data analysis is the process of planning the
60

data in an ordered form, combining them with the existing information and extracting from them. Interpretation is the process of drawing conclusions from the gathered data in the study. In this research the researcher has analyzed the data using percentages and graphs.

4.2 DATA ANALYSIS TOOLS USED:

In this research the data analysis tools used are percentages and graphs. The various attributes were analyzed separately and the importance to each was calculated on the basis of the percentage. The rank having the maximum percentage was taken to be preferred importance to the particular attribute. After looking at each attribute separately, all the attributes were considered together to develop a map on the most preferred rank for all the attributes.

TABLE 1 AGE OF RESPONDENTS

61

SL.NO

AGE IN YEARS

NUMBER OF RESPONDENTS

PERCENTAGE OF RESPONDENTS

1. 2. 3. 4. 5. 6.

19 28 29 38 39 48 49 58 59 68 69 78 Total

24 13 6 6 0 1 50

48% 26% 12% 12% 0% 2% 100%

SOURCE :- SURVEY DATA

INFERENCE: The above table classified the respondents according to their age group. The majority of the respondents belong to the age group 19 to 28 years with 48% and the second age group is 29 to 38 years with 26%, followed by 39 to 48 years and 49 to 58 years with 12% each.

62

63

TABLE 2 DIFFERENCIATION OF THE RESPONDENTS INTO MALE AND FEMALE

TYPES OF RESPONDENTS MALE RESPONDENTS

NUMBER OF RESPONDENTS 34

PERCENTAGE OF RESPONDENTS 68%

FEMALE RESPONDENTS TOTAL

16

32%

50

100 %

SOURCE: - SURVEY DATA

INFERENCE: This table helps us to understand that there are more number of male consumers with 68% market share than the female consumers with 32% Market share.

64

65

TABLE 3 DIFFERENCIATION OF RESPONDENTS BASED ON THEIR OCCUPATION

SL.NO

OCCUPATION

NUMBER OF RESPONDENTS

PERCENTAGE OF RESPONDENTS
4% 40%

1.

STUDENTS
2.

GOVERNMENT EMPLOYEES
3.

20

48%

PRIVATE EMPLOYEES
4.

24

4%

HOUSE WIVES
5.

2 4%

RETIRED PERSONS TOTAL

100% 50

SOURCE :- SURVEY DATA INFERENCE: It could be inferred that majority of consumers of life insurance policies are private employees with 48% and Government employees with 40%, followed by students, house wives and retired persons with 4 % each.

66

TABLE 4
67

TABLE SHOWING INCOME GROUP OF RESPONDENTS

SL.NO INCOME GROUP NUMBER OF RESPONDENTS PERCENTAGE OF RESPONDENTS

1.

LESS THAN 5000

10%

2. 3. 4. 5. 6.

5001 10,000

16 17 8 2 1

32% 34% 16% 4% 2%

10001 15000

15001 20000

20001 25000

GREATER THAN 30000

7.

NIL

1 50

2% 100%

TOTAL

SOURCE: - SURVEY DATA INFERENCE: The majority of dominant income group having life insurance policies belong to the income group of 10,001 to 15,000, which is middle class group. Followed by the income group of 5,001 to 10,000.

68

69

TABLE 5 MARKET SHARE OF DIFFERENT LIFE INSURANCE COMPANIES

COMPANIES NUMBER OF RESPONDENTS PERCENTAGE OF RESPONDENTS

LIC

39 1 3 4 1 1 1

78 2 6 8 2 2 2

TATA AIG

HDFC

ICICI

MAX NEWYORK

KOTAK MAHINDRA

ALLIANCE BAJAJ

SOURCE: - SURVEY DATA INFERENCE: This table helps us to understand the market share of different life insurance companies. LIC has a major share of 78 %, followed by ICICI Prudential with 8% market share, followed by HDFC Standard Life with 6% market share.

70

TABLE 6
71

TABLE SHOWING ATTRIBUTES FROM RESPONDENTS

SL.NO ATTRIBUTE RESPONDENTS RANK

1.

RETURN ON INVESTMENT

17

2.

COMPANY REPUTATION

13

3.

PREMIUM OUTFLOW

10

4.

SERVICE QUALITY

5.

PRODUCT QUALITY

SOURCE :- SURVEY DATA INFERENCE: This table shows the strengths and weaknesses of the company, and what are the important criteria or attributes on which decision making is done. From this table we can infer that consumers give more importance for Return on investment, secondly they prefer company reputation, and then premium outflow followed by service quality and product quality.

72

TABLE 7
73

FACTORS WHICH INFLUENCED TO SELECT LIFE INSURANCE COMPANY

SL.NO FACTORS RESPONDENTS RANK

1.

PERSONAL INTEREST

25

2.

FAMILY

11

3.

FRIENDS

4.

AGENTS

5.

ADVERTISEMENT

6.

OTHERS

SOURCE :- SURVEY DATA INFERENCE: This table is helpful in knowing which media is best suitable for promoting a life insurance company. It can be seen that personal factor influences a consumers to select a life insurance company, followed by family, friends , agents and advertisements.

74

TABLE 8
75

SATISFACTION OF RESPONDENTS WITH CURRENT LIFE INSURANCE

RESPONSE NUMBER OF RESPONDENTS PERCENTAGE OF RESPONDENTS

YES NO

47

94%

3
TOTAL

6%

50

100%

SOURCE :- SURVEY DATA INFERENCE: From this table it could be inferred that 94% of the consumers are satisfied with the service and quality of products of their life insurance companies. Only 6% of consumers are not satisfied.

76

TABLE 9
77

SCORES OF DIFFERENT LIFE INSURANCE COMPANIES COMPANIES

COMPANIES

SCORES

RANK

345

LIC ICICI PRUDENTIAL

211 2

HDFC

194

TATA AIG

123

ING VYSYA

121

BIRLA SUNLIFE

118

MET LIFE

90

OTHERS

41

SOURCE:- SURVEY DATA INFERENCE: From the table we can rank the life insurance companies, LIC stands first, followed by ICICI Prudential followed by HDFC Standard life, followed by TATA AIG.

78

79

CHAPTER 5 FINDINGS, CONCLUSION AND SUGGESTIONS

5.1 FINDINGS

The majority of respondents belonged to the age group of 19 to 28

years which formed 48% followed by age group of 29 to 38 years which formed 26%.

The male consumers capture the Market share with 68%, followed by

the female consumers with 32%.

The majority of the consumers of life insurance companies are private

employees with 48% and Government employees with 40%

The dominant income group having life insurance group belong to the

group of 10001 to 15,000 followed by 5,001 to 10,000.

LIC has a major market share of 78%.

The factors which influenced to select a life insurance company is the

personal factor, followed by family, friends, agents and advertisements.

80

The value of respondents life insurance policy costs more than 1, 00,000 followed by 50,000 to 1,00,000.

Majority of the people (52%) prefer to invest in bank others (48%) prefer to invest in insurance company.

Majority of consumers are satisfied with the service and quality of products of their life insurance companies.

Majority of consumers (78%) would like to communicate the service offered by life insurance companies.

Majority of consumers (58%) are aware about 5 to 7 life insurance companies.

LIC stands first followed by ICICI prudential, followed by HDFC Standard Life.

81

5.2 CONCLUSION

An Insurance policy is an investment oriented plan. As compared to other investment plans, the investment portfolio of the Insurance Policy functions like a mutual fund and other investment. It is invested in a portfolio of debt and equity instruments, in conformity with the announced investment policy. Hence it grows or erodes in line with the performance of that portfolio.

From this study it reveals that the consumers attitude towards Insurance Policy and Insurance Company changed a lot. A 5 years before the consumers and the general public were not interested to take an Insurance Policy but now days there are many options and choices in front of the customers. They are interested to take high return policies in order to secure their lives. People are aware of all the benefits and returns of insurance policies. As a result of this new international and domestic companies are coming to the Indian Market.

Since there are many players in the Indian Insurance Market the competition level is very high. So the companies are introducing new schemes. From this it is found that The LIC is the major market share holder in the insurance field. Even if there are many players in this field still it is an untapped market. Only a few portion of Indian population is insured.

5.3 RECOMMENDATIONS AND SUGGESTIONS

82

With regard to insurance companies, consumers respond at different rates, depending on the consumers characteristics. Hence Insurance companies should try to bring their new product to the attention of potential early adopters.

a) Due to the intense competition in the life insurance market, the life insurance companies have to adopt better strategies to attract more customers.

b) Keeping the cost, quality and return on investment in tact is necessary in order to tackle the competition.

c) Life insurance products are taken mainly by middle and higher income group. Hence they should be regarded as maim targeted income groups. Life insurance products which are suitable for lower income group should also be released so that the market share increases.

c) Return on investment, company reputation and premium outflow are most preferred attributes that are expected by the respondents. Hence greater focus should be given to these attributes.

e) Private life insurance companies should adopt effective promotional strategies to increase the awareness level among the consumers.

f) Life insurance companies should ask for their consumer feedback to know
83

whether the consumers are really satisfied or dissatisfied with the service and product of the companies. If they are dissatisfied , then the reasons for dissatisfaction should be found out and should be corrected in future.

g) The LIC brand name has earned a lot of goodwill and enjoys a high brand equity. As there is intense competition in life insurance market, LIC should work hard to maintain its top position and offer better service and product.

BIBLIOGRAPHY

1) Dr. Singh, Avtar, Principles of Insurance Law, S Chand & Sons, Delhi,2003.
84

Newspapers: Economic Times Business Line

World Wide Web: www.lic.com www.irda.org www.wikipedia.com

ANNEXURE
QUESTIONNAIRE:
A STUDY CONDUCTED TO UNDERSTAND THE CONSUMERS
85

PERCEPTION ABOUT LIFE INSURANCE POLICIES

86

87

88

89