practical knowledge besides the theoretical knowledge we use to have during the
tenure of study in the faculty of management studies under the IME, Sahiabad.
Project work is nothing but a process which we generally call “Training”. The
changes and change in volume of business & to improve the personal skill, the
Dr. Jeff Harries (Junior) has rightly said, “Training on any showed have as its
training becomes more useful and productive himself and for the organization of
he is apart”.
application of knowledge”.
The following content discusses the methodological aspects of this study, “SWOT
SWOT
analysis of ULIPs,
ULIPs of Bajaj Allianz Life Insurance Co. Ltd. New Delhi”.
1
COMPANY PROFILE
Bajaj Allianz Life Insurance Co. Ltd. is a joint venture between two leading
conglomerates- Allianz AG, one of the world's largest insurance companies, and
Bajaj Auto, one of the biggest 2 and 3 wheeler manufacturers in the world.
• No.1 Pvt Life Insurer FY 2005-06 Leading by Rs. 78 Cr. (source IRDA
Report).
• No.1 Pvt Life Insurer in Retail Business, Leading by Rs. 339 Cr.
• Whopping growth of 216% for the FY 2005-06
• Have sold over 13, 00,000 policies to satisfied customers
• Is backed by a network of 550 offices spanning the country
▪ALLIANZ GROUP
A global giant with operations in over 70 countries
▪BAJAJ GROUP
Bajaj Group is a Rs. 4000 crore auto giant
2
VISION: -
•To be the first choice insurer for customers.
•To be the preferred employer for staff in the insurance industry.
•To be the number one insurer for creating shareholder value.
MISSION:-
As a responsible, customer focused market leader, we will strive to understand the
insurance needs of the consumers and translate it into affordable products that
deliver value for money.
VALUES:-
▪ Customer delight the guiding principle.
▪ Ensuring world-class solutions & services
▪ Offering customized products.
▪ Transparent benefits.
COMPANY’S OBJECTIVES: -
3
Ensure to retain staffs that are key resource.
Bajaj Auto Ltd, the flagship company of the Rs. 8000 crore Bajaj group is the
largest manufacturer of two-wheelers and three-wheelers in India and one of the
largest in the world.
A household name in India, Bajaj Auto has a strong brand image & brand loyalty
synonymous with quality & customer focus. With over 15,000 employees, the
company is a Rs. 4000 crore auto giant, is the largest 2/3-wheeler manufacturer in
India and the 4th largest in the world.
AAA rated by Crisil, Bajaj Auto has been in operation for over 55 years. It has
joined hands with Allianz to provide the Indian consumers with a distinct option
in terms of life insurance products.
As a promoter of Bajaj Allianz Life Insurance Co. Ltd., Bajaj Auto has the
following to offer -
• A strong brand-equity.
4
• An extensive distribution networks.
5
INDIAN OPERATIONS
Growing at a breakneck pace with a strong pan Indian presence Bajaj Allianz has
emerged as a strong player in India...
Bajaj Allianz Life Insurance Company Limited is a joint venture between two
leading conglomerates Allianz AG and Bajaj Auto Limited.
6
Website to provide all assistance and information on products and
services, online buying and online renewals.
Bajaj Allianz has developed a range of life insurance products exclusively for our
Bancassurance partners. Also, our products are customized to suit specific needs
of banks.
Bajaj Group
Bajaj Auto Ltd, the flagship company of the Rs. 8000 crore Bajaj group is the
largest manufacturer of two-wheelers and three-wheelers in India and one of the
largest in the world.
A household name in India, Bajaj Auto has a strong brand image & brand loyalty
synonymous with quality & customer focus.
7
• Managing funds of over Rs 4000 cr
• Bajaj Auto finance one of the largest auto finance cos. in India
• Rs. 4,744 Cr. Turnover & Profits of 538 Cr. in 2002-03
• It has joined hands with Allianz to provide the Indian consumers with a
distinct option in terms of life insurance products.
≈ As a promoter of Bajaj Allianz Life Insurance Co. Ltd., Bajaj Auto has the
following to offer -
• Financial strength and stability to support the Insurance Business.
• A strong brand-equity
• A good market reputation as a world-class organization
• An extensive distribution network.
• Adequate experience of running a large organization.
8
Allianz Group
Allianz Group is one of the world's leading insurers and financial services
providers.
Allianz Group provides its more than 60 million customers worldwide with a
comprehensive range of services in the areas of: -
9
BAJAJ ALLIANZ GENERAL
Bajaj Allianz offers technical excellence in all areas of General and Health
Insurance as well as Risk Management. This partnership successfully combines
Bajaj Auto's in-depth understanding of the local market and extensive distribution
network with the global experience and technical expertise of the Allianz Group.
As a registered Indian Insurance Company and a capital base of Rs. 110 crores,
the company is
10
ORGANIZATION STRUCTURE
DIRECTOR
VICE PRESIDENT
SR. BRANCH
MANAGER
BRANCH MANAGER
SALES MANAGER
ASSISTANT
MANAGER
MANAGEMENT
TRAINEE
11
PRODUCTS
Bajaj Allianz, realize that people seek an insurer who they can trust their hard
earned money with. Allianz AG with over 110 years of experience in over 70
countries and Bajaj Auto, trusted for over 55 years in the Indian market, together
are committed to offering you financial solutions that provide all the security you
need for your family and yourself.
Bajaj Allianz brings to you several innovative products, the details of which are…
INDIVIDUAL PLANS
GROUP PLANS
Bajaj Allianz offers the flexibility to enhance basic insurance policy by attaching
additional benefits that give more protection to you and your family. You can
choose to take all or some of the additional benefits. Bajaj Allianz allows you to
redesign your life insurance coverage to suit your needs, providing total
protection against these uncertainties.
Individual Plans: -
12
LAON PROTECTOR
A Mortgage Reducing Term Insurance Plan
This is the perfect plan to protect the family from the repayment liability of
outstanding loans, in the unfortunate case of death of the loanee. There is also an
option to cover the co- applicant of the loan at a very nominal cost under this
plan...
CHILD GAIN
Children's Policy
Right from providing for your child's education to securing a bright future, this
plan is tailor- made to suit your child's needs...
CASH GAIN
Money Back Plan
This is the only money back plan that offers quadruple protection, going up to 4
times the basic sum assured, and a family income benefit...
SWARNA VISHRANTI
Retirement Plan
In addition to life insurance and attractive tax benefits, this plan enables you to
make adequate provisions for your years after retirement as well...
INVEST GAIN
An Endowment Plan
This savings plan combines high protection (up to quadruple cover) with a unique
family income benefit...
13
RISK CARE
Pure Term Plan
This plan enables you to provide financial security to your loved ones at the
lowest possible cost...
KEYMAN INSURANCE
A Promising Business Opportunity
Key man Insurance provides you with the unique opportunity to protect your
business against the unfortunate loss of key people, while giving you valuable tax
advantage and a lovely tool to help employee loyalty too...
14
Unit Linked Retirement Plan without life cover
Bajaj Allianz Unit Gain Easy Pension is a plan that helps you take control of your
future and ensure a retirement you can look forward to. This is a regular premium
investment linked deferred annuity policy. Available as: Unit Gain Easy Pension
Regular Premium & Unit Gain Easy Pension Single Premium.
HEALTH CARE
This is a three-year health insurance plan, providing comprehensive health cover
with life insurance benefit. You can choose the amount of cover for each benefit
separately in multiples of the minimum cover amount, subject to a maximum
multiple of 10.
NEW UG PREMIER
• Up front Allocation of 105% of single premium on day 1
• 100% of the top-ups are allocation
• Flexi maturity after 6 years
NEW UG SUPER
• Highest allocation Up to 93%
15
• Guaranteed life cover
An ideal plan for a one-time lump sum investment that provides for savings with
high risk-cover. This Single Premium investment plan for 10 years is also
participates in the profits of the company.
Group Plans: -
This scheme insures the loan amount outstanding in the account in case of
premature death or disability...
16
Available for Employer- Employee Groups and Non Employer- Employee
Groups.
This scheme covers the members of an organization against the risk of premature
death or disability...
17
Insurance for NRI's
You can now easily steer your savings from overseas to
conveniently meet your family's needs - now and in the future.
All Indians have an underlying need to feel secure, to care for the loved ones and
to provide for old age. The need is felt more when you are away from your
Homeland. But being away from India doesn't mean you have to compromise on
the safety and security of your loved ones.
In fact, you can now easily steer your savings from overseas to conveniently meet
your family's needs - now and in the future.
Bajaj Allianz understands your need. The need to do something fruitful for your
loved ones. The urge to let them know that you care. That's why we introduced
the NRI Insurance services. Now, you can invest your hard earned money in India
and in the bargain ensure your family's future.
CARE SOLUTIONS FOR NRI,s: Bajaj Allianz offers a large suit of products to
cater every insurance need that you have. Our care solutions include:
18
COUNTRY WIDE NETWORK: -
Agency Channel: -
Currently company over 570 offices- Branches & Satellites, with “Hub & Spoke”
structure.
Bancassurance: -
The company has some 3 banks; 12 co-operative banks, & 7 Regional Rural
Banks tie-ups, which are managed by the Bancassurance team.
Alternate Channels: -
The focus area are Corporate Agency, Franchisee, Broker, NRI business, Small
cooperative banks; Group business & Rural and Social Business.
19
Focused Sales Network
Focused Sales Network
20
Performance of Bajaj Allianz Life
An Impeccable track record across the globe in providing security and cover for
you and your family...
21
Allianz AG with over 110 years of experience in over 70 countries and Bajaj
Auto, trusted for over 55 years in the Indian market, together are committed to
offering you financial solutions that provide all the security you need for your
family and yourself.
• Accelerated Growth
22
YEARLY PERFORMANCE OF BAJAJ ALLIANZ
23
GRAPH OF PERFORMANCE
3500
3134
3000
2500
GWP in FY (Cr)
2000
1500
1002
1000
500
221
69
7
0
21,376 1,15,965 1,86,443 2,88,189 7,81,685
2001- 2002-2003 2003-2004 2004-2005 2005-2006
2002(6mnths)
GWP in FY (Cr) 7 69 221 1002 3134
24
OVERVIEW OF ULIP
A policy, which provides for life insurance where the policy value at any time
varies according to the value of the underlying assets at the time.
ULIP is life insurance solution that provides for the benefits of protection and
Flexibility in investment. The investment is denoted as units and is represented by
the value that it has attained called as Net Asset Value (NAV).
ULIP came into play in the 1960s and became very popular in Western Europe
and Americas. The reason that is attributed to the wide spread popularity of ULIP
is because of the transparency and the flexibility which it offers.
As times progressed the plans were also successfully mapped along with life
insurance need to retirement planning. In today’s times, ULIP provides solutions
for insurance planning, financial needs, financial planning for children’s future
and retirement planning.
Features of ULIP: -
ULIP distinguishes itself through the multiple benefits that it provides to the
consumer. The plan is a one-stop solution providing: -
• Life protection
• Investment and Savings
• Flexibility
≈ Adjustable Life Cover
≈ Investment Options
• Transparency
25
• Options to take additional cover against
≈ Death due to accident
≈ Disability
≈ Critical Illness
≈ Surgeries
• Liquidity
• Tax planning
Additional Benefits: -
ULIP gives an insurance cover and an accident cover along with section 88
benefit, whereas, the other instruments do not offer this.
Death Benefits: -
Option to pay:
Sum Assured or Fund Value, whichever is higher.
Sum Assured + Fund Value
The first one has the advantage of competitive quotation, while the
second has the advantage of better protection.
Flexibility to choose from a range of Sum Assured for a given
premium. Have a Min. and Max. SA linked to premium
26
Time to allow partial/full withdrawals – 2 to 3 years, depends on product
profitability.
Surrender Penalties also may be there for early withdrawals to protect
company profits.
Premium Holiday
Another key advantage of UL policies
For the generation of insurance seekers who thrived on insurance policies with
assured returns issued by a single public sector enterprise, unit-linked insurance
plans are a revelation.
27
More importantly ULIPs (powered by the presence of a large number of variants)
offer investors the opportunity to select a product which matches their risk
profile; for example an individual with a high risk appetite can shun traditional
endowment plans (which invest about 85% of their funds in the debt instruments)
in favor of a ULIP which invests its entire corpus in equities.
In traditional insurance products, the sum assured is the corner stone; in ULIPs
premium payments is the key component. ULIPs are remarkably alike to mutual
funds in terms of their structure and functioning; premium payments made are
converted into units and a net asset value (NAV) is declared for the same.
Investors have the choice of enhancing their insurance cover, modifying premium
payments and even opting for a distinct asset allocation than the one they
originally opted for.
28
Unit-linked policies are said to be unbundled
What is
Advantages Unit-Linking?
of Unit Linking: -
Explicit charges are assessed against the policy - the premiums paid
belong to the policy-owner (like a bank deposit
Choice of investments
Unit-linked policies make use of unit-linked funds
Several fund managers
A unit-linked policy is one whose underlying investments is
Several fund choice under each fund manager
identifiable and determines its cash values.
Different risk profiles
Unit linked policies should be matched
Switching between funds
The
unit-linked
Flexibility policy liability should be matched by holding the
appropriate asset or assets to which it is linked.
Sum Assured
Premium Payment
Withdrawals
The roll-up advantage of Insurance – No tax on maturity benefits helps
unit linked products to be positioned as –
Savings plan
Attractive
Some Investmentelement is added to the coverage
life insurance
Annuities that are tax advantaged
Policyholder participates fully in the rewards and risks - which is
favorable for the company in a declining interest rate scenario.
Rupee Cost Averaging – takes out the risk in investments significantly
29
Background to Unit Linked Policies
30
Traditional Product
Cannot Change
Premiu
Acquisition
Death
Savings benefit Cash
m
and &
maintenance amoun value
expenses t
Insurance
cost
Cannot Change
Black
box Cannot Change
31
Unit Linked product
Can Change
Distribution
cost
Customer
Investme
account Expenses
nt value (like a and
bank a/c) mortality
returns charges
32
Successful Markets of ULIPs
33
Pressure to design products directly linked to share
34
OBJECTIVE OF THE RESEARCH
The purpose/ objectives of this study have many folds. These are: -
To estimate the market share of Bajaj Allianz Life Insurance Co. Ltd in
private insurance sector.
To estimate the market share of Bajaj Allianz Life Insurance Co. Ltd in
whole life insurance sector.
To know and analyze the various factors affecting the sales of the ULIPs.
35
IMPORTANCE OF STUDY
The training and project is a result underlying the above idea and so the
importance of study is to help the student to acquaint himself with the market of
organization, their products and services, other activities regarding customer
orientation and satisfaction.
SOURCES OF INFORMATION: -
Coming to the source of information, I have mainly used primary source, i.e.
interview, questionnaire, conversation etc. Besides these I have also studied some
files of the organization and also used some secondary source i.e. published
materials and records etc. And also visit to websites for getting the information.
36
RESEARCH METHODOLOGY
MARKET SURVEY: -
Market survey is one of the most widely used marketing research techniques.
Market survey is at time viewed as synonymous with market research. This is
erroneous. It has to be understood clearly that market research is just one of the
techniques of Marketing Research and is not synonymous with Marketing
Research. It is just one of the method of collecting the marketing information
required for carrying out the given marketing research task. It is used if the
required data is not available from the organization/ company’s internal records
and from external published resources. It amount to original field research work
for collecting the primary data. There are two types of market survey & sample
survey.
Steps involved in a market survey are noted below. It is worth mentioning that
some of the steps will be applicable to the research task as a whole, as explained
at the beginning of this chapter as well as market survey techniques.
37
Field Work: -
Report Making: -
Different methods are available for contacting the respondent and collecting the
respondent and collecting data. Interview is the most common method. Different
types of interviews can be implied such as personal interview, telephonic
interview, and mail interview depending on the context.
a) Mail Interview:
As per this approach, the questionnaire along wit a covering letter explaining
the purpose of the study are sent to the respondent in the sample. Obviously
this method cannot be use if respondents are illiterate.
38
b) Telephonic interview:
Another method is the telephonic enquiry method. This method of survey is
extensively used in developed countries. In India, the scope for this method is
relatively narrow. It can be used for certain types of products.
1. Universe: -
All executive level employees and in New Delhi and around New Delhi
area.
2. Sampling unit: -
Offices and banks.
3. Source list: -
Gather from visiting to offices like banks & other offices and some from
other sources also.
4. Types of respondents: -
a. Executives
b. Bank employees
5. Sample size: -
60 of people
6. Sampling procedure: -
There are approximately 14 life insurance companies, which are providing
ULIP in and around New Delhi. Bajaj Allianz assigned 4 companies to me
for the comparative analysis of ULIP.
And for other objectives of research; I have chosen 60 on the basis of
location.
39
7. Collection of data: -
Both primary and secondary data were collected to fulfill the objectives of
the project research.
8. Analysis of data: -
The collected data were then tabulated converted in to percentage for the
further analysis. Finally findings and conclusion were drawn for the
improvement of Bajaj Allianz Life insurance co ltd market share and
increase the sales of ULIPs.
40
ULIP stands for Unit Linked Insurance Plan
This plan is started in India for the very first time by UTI bank…
Now we have so many companies. There are many companies which provide
ULIP services, e.g. UTI, ICICI Prudential, Birla Sun Life, HDFC Life to name a
few.
ULIP stands for Unit Linked Insurance Plans. ULIP is a combination of Insurance
as well as Investment. It is a mutual fund kind of investment with Insurance
coverage that to according to the choice of the customer.
It serves dual purpose. It not only gives to Life Cover but your money is invested
in equity funds which has the probability of increasing your money at maturity
many folds at the time of maturity
This plan is actually like a mutual fund investment in which u can have life
Insurance with tax rebate and one more extra facility, you can make your black
money in white here and it is legal. Dividends are higher. No needs to invest for
to long just pay only for three years and sit relax.
Since the insurance plans are generally for long terms say 20-25 years the risk
associated with ULIP is practically nil since during this tenure markets fall and
rise many times.
41
There is another class of individuals who take insurance to provide for their
family in case of an eventuality. So typically both these categories of individuals
(which also overlap to a large extent) have a portfolio of investments as well as
life insurance. ULIP as a product combines both these products (investments and
life insurance) into a single product. This saves the investor/insurance-seeker the
hassles of managing and tracking a portfolio of products.
In ULIP's the premium is collected from the customer and a portion of the
premium is invested in the market and the remaining goes to the company as
administrative costs. Invested portion is kept in a mutual fund maintained by the
company in the form of units. The Net Asset Value (NAV) of the fund ascertains
the growth of the fund.
Generally ULIP's are whole life policy where in premium payment the customer
fixes term and the coverage will be for a lifetime (Up to 70 Yrs) even though you
are not paying the premiums for the Lifetime. You also have the option of exit by
withdrawing your money partially or fully after paying 3 years of premium.
42
RIDERS UNIT GAIN PLUS
Bajaj Allianz Additional Benefits – Additional protection for you and your family
available with Unit Gain Plus...
NEW UG PREMIER
• Up front Allocation of 105% of single premium on day 1
• 100% of the top-ups are allocation
• Flexi maturity after 6years
NEW UG SUPER
• Highest allocation Up to 93%
• Guaranteed life cover
43
Marketing Network: -
Bajaj Allianz Life countrywide network of over the 570 offices- branch &
satellites offices, over 6050 STMs & over 109,000 ICs and the Company is
divided in to 11 regions.
Bajaj Allianz Life’s network of 570 offices & increasing these offices ensures that
life insurance products reach to the customer “at the right place & right time”.
Market share is 8% among whole life insurance sector and 27% among pvt life
insurance sector, with sales of 13,00,000 policies.
And Collection of premium over Rs. 3130 crores achieved in Fiscal year 2005-
2006. Bajaj Allianz life serves no of customers every day “big or small” with
equal zeal and care; with focus on improvement of products and in additional
facilities, value added services & good return.
44
Guidelines of IRDA on ULIPs
In its final guidelines on Unit Linked Insurance Products (ULIP), the Insurance
Regulatory and Development Authority has said that insurers have to ensure that
the benefit payable on death under a single premium product should be at least
125 per cent of the single premium paid.
In non-single premium products, the regulator has said that the death benefits
should be a formula (0.5 x term of the policy x annualized premium) or (5 x
annualized premium) whichever is higher.
ULIPs are products that provide partial insurance cover along with a substantial
sum out of the premium being invested in equity and debt instruments to provide
investment returns to the holder of the units. However, there were concerns that
the products often lack adequate insurance protection.
The IRDA has said that the sum assured payable on death shall not be reduced at
any point of time during the term of the policy except to the extent of the partial
withdrawals made during the two-year period immediately preceding the death of
the life assured. However, on attainment of 60 years of age of the life assured, all
the partial withdrawals may be set off against the sum assured payable on death.
Moreover, no cover should be extended after the expiry of the policy term and
only settlement options (which are clearly outlined at the commencement of the
contract) may be allowed. The minimum policy term shall be five years.
The IRDA has said that a unit-linked product must have a guaranteed sum assured
payable on death and may have a guaranteed maturity value.
45
The regulator has said that insurers should ensure that all ULIP products that do
not conform to the guidelines must do so by June 30, 2006.
ULIPs have emerged as popular products and the insurance sector has been
witnessing significant growth during recent years. The IRDA has said that
considering the several features differentiating the linked insurance products from
the traditional insurance products, a review of the products has become necessary.
46
Mutual funds vis-à-vis ULIPs
There is a huge difference between Mutual Funds and Unit Linked Insurance
Plans – the first one being a pure investment product while the second an
insurance-cum-investment product. However, the way they are marketed, an
investor gets an impression that both are more or less same and he has to make a
choice between the two.
Investors should note that these are different products with different features and
costs. It is important that there should be a proper match of these features with the
investors’ needs. ULIPs are good for an investor only if the investment horizon is
long term i.e. around 10 years or more. For short to medium term, ULIP should be
a ed. Instead one should opt for a mutual fund for the investment need and take a
term policy for the insurance need.
Before concluding this cautionary note, one more point merits attention. A part of
the blame for wrong advice lies with the investors. Investors want a pass-back of
a part of the commission earned by the agent. This sometimes is as high as 90-
100%. Financial advisor is not doing social service. Therefore, by asking him to
pass-back, an investor is taking away a part of his earnings.
Being a well-informed investor doesn’t mean that you yourself become an expert.
One should be knowledgeable enough to understand and appreciate the basics of
various investment opportunities and a being duped by unscrupulous advisors.
In structure, yes; in objective, no. Because of the high first-year charges, mutual
funds are a better option if you have a five-year horizon.
47
But if you have a horizon of 10 years or more, then ULIPs have an edge. To
explain this further a ULIP has high first-year charges towards acquisition
(including agents’ commissions).
As a result, they find it difficult to outperform mutual funds in the first five years.
But in the long-term, ULIP managers have several advantages over mutual fund
managers.
Since policyholder premiums come at regular intervals, investments can be
planned out more evenly.
Mutual fund managers cannot take a similar long-term view because they have
bulk investors who can move money in and out of schemes at short notice.
48
Why do insurers prefer ULIPs?
Insurers love ULIPs for several reasons. Most important of all, insurers can sell
these policies with less capital of their own than what would be required if they
sold traditional policies.
In traditional ‘with profits’ policies, the insurance company bears the investment
risk to the extent of the assured amount. In ULIPs, the policyholder bears most of
the investment risk.
Since ULIPs are devised to mobilize savings, they give insurance companies an
opportunity to get a large chunk of the asset management business, which has
been traditionally dominated by mutual funds.
49
DATA ANALYSIS & DATA INTERPRETATION
7% 8%
9%
2%
3%
71%
Bajaj Allianz Life market share is at second place with 8% behind that of
LIC market share 71%.
ICICI Prudential is third with 7%.
Others with 9% including SBI Life, ING Vysya, Tata AIG etc; followed by
Birla Sunlife, HDFC Standard Life among whole insurance sector (Govt &
Pvt.).
50
MARKET SHARE IN PVT SECTOR
25.7,
31.2,
26%
30%
10, 10%
6.6, 7%
26.5,
27%
ICICI Prudential HDFC Standard Life
Bajaj Allianz Life Birla Sunlife
Others
51
No of ULIPs provided by companies
ULIPs OF COMPANIES
6
NO OF ULIPs
4
7
3 6
5
2 4
1
0
Bajaj Allianz HDFC ICICI
Birla Sunlife
Life Standard Life Prudential
NO of ULIPs 7 6 5 4
COMPANY NAME
52
Minimum premium in ULIPs of different companies
25000
20000
MIN 15000
PREMIUM
(In Rs.) 10000
5000
0
Bajaj Allianz HDFC ICICI
Birla Sunlife
Life Standard Life Prudential
Min Premium (In Rs.) 15000 10000 25000 20000
COMPANY NAME
53
Funds provided by companies in ULIPs
7
6
6
5
No of funds
4 4
4
3
3
2
1
0
Bajaj Allianz HDFC Standard
ICICI Prudential Birla Sunlife
Life Life
No of fund 4 4 6 3
Company Name
54
Free switches provided by life insurance companies in ULIPs
30
24
NO OF FREE SWITCHES
25
20
15
10
5 3 4
2
0
Bajaj Allianz ICICI HDFC
Birla Sunlife
Life Prudential Standard Life
No of free switches 3 4 2 24
COMPANY NAME
55
Prime factors affecting the ULIP sales
Min premium
12% Return
18%
Lack of Services
knowledge 10%
23%
Lack of
contacts
Credibility
10%
27%
Return Services
Lack of contacts Credibility
Lack of knowledge Min premium
56
SWOT ANALYSIS
S- Strength: -
W- Weakness: -
O- Opportunity: -
T- Threat: -
57
FINDINGS
1. LIC having highest market share at 71% and Bajaj Allianz life is place at
second having 8% among whole life insurance sector
2. Bajaj Allianz life having highest market share with 27% in pvt life
insurance sector.
3. Bajaj Alllianz life is no 1 in premium collection in pvt life insurance
sector according to IRDA report.
4. Bajaj Allianz life’s ULIP can give very good and attracting average return
comparison of competitors on the basis of fund’s past performance
(According to survey of OUT LOOK MONEY).
5. The company facing the problem of credibility.
6. A very good percentage of people are not aware of ULIP.
7. A major no of people are in favor of lowering the minimum premium size
and fixing some guaranteed return.
8. To increase the sales of ULIPs Bajaj Allianz should emphasize on
interacting with people, think about minimum guaranteed return on ULIP
and provide improved customers services.
58
SUGGESTIONS
Bajaj Allianz life should go for industrial client by some contracts with
different organization and industries, where they can get bulk customers.
59
LIMITATIONS
Some of the respondents were not giving response to queries due their
busy time schedule.
Size of sample.
60
CONCLUSION
There are around 13 life insurance companies, which are providing ULIP. How
ever the market share of Bajaj Allianz is only 8% in whole life insurance sector &
27% in pvt life insurance sector. The main reason for this participation is problem
of contacts, lack of knowledge among people about company and ULIP &
commercial terms.
From the SWOT analysis and findings, it is recommended to initially tap the
valuable industries, groups & enter in to contracts. The key staff has to establish
good contacts at every office level & take suitable means for improves the
customer contacts & relation with them. Focus on the increasing credibility
among the people & take suitable action for that.
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BIBLIOGRAPHY
Website: -
o www.bajajallianzlife.co.in
o www.hdfcinsurance .com
o www.birlasunlfe.com
o www.google.co.in
o www.yahoo.com
o www.iciciprulife.com
Personal interviews: -
• Mr. Barun K Sinha, advocate, Supreme Court & high court, New
Delhi.
• Dr. R. S. Nagar, ghaziabad.
• Mr. P.K. Srivastava, Manager (BOB, Ghaziabad).
• Mr. Vinay Roy, Manager (Allahabad bank, Ghaziabad).
• Dr. Kirti Gupta, Ghaziabad.
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ANNEXURE
63
QUESTIONNAIRE
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5. Which is your most preferred policy?
a). Money back d). Endowment
b). Childcare e). Any other
c). Pension
6. What factors do you consider while looking for a life insurance policy?
a). Premium amount
b). Loan facility
c). Higher returns
d). Maturity period
e). Convertibility
f). Any other
10. Do you have any life insurance policy, which is providing investment,
insurance and withdrawal?
11. What do you think that ULIP plan is more beneficial & better than
other insurance or investment products?
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12. Are you getting these benefits in other instruments of investment
like mutual fund or shares?
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