ON
INSURACE”
AT
SUBMITTED BY:
(2009-2011)
1
PREFACE
It’s a magic mantra for the marketer. It says the customer is best satisfied when it least
expects it. Today’s highly –competitive marketplace, when mere satisfaction does not
ensure loyalty, decrees this. To take potential defectors by surprise, you have to behind
customer expectation by anticipating its need and then surpassing them with constantly
superior products or service or delighting the customer. Nor must be delight be a one-off
offering, which can be bartered for a lifetime purchase. You must be prepared for a lifetime
purchase. You must be prepared to it again and again, increasing the level of satisfaction at
each encounter with the customer. It was in the late eighties that corporation discovered the
magic mantra: customer loyalty. In the mid nineties the manta is being modified somewhat.
Instead of merely satisfaction, the enlightened companies have now started talking about
customer loyalty. The distinction is important increasingly research data is showing that
even customers who claim to be satisfied tend to desert a company whenever its rival
unleashes a new marketing program. And any marketing exercising that merely aims at
Marketing’s traditional connection with customer are no longer sufficient I a real time
world focus groups, market research, consumer surveys and other tools for probing the
consumer wants and needs are and always have been limited. Customer surveys must view
2
with skepticism. By contrast, continuous connection with customers can provide
information that focus groups and surveys cannot. A customer is rarely interested in the
products per she is only interested in what the product Cando for him. That’s why, any
marketer who can help the customer get the maximum benefits from the products stands to
3
ACKNOWLEDGEMENT
I would like to express my sincere gratitude to Mr.Ankur gupta, branch officer of (BIRLA
I also extend my sincere thanks to the employees of BIRLA SUN LIFE INSURANCE CO.
LTD. Muzaffarnagar With out their support and guidance, this project could not be
completed. Though out the project work, they had been a constant source of motivation to
me.
Lastly I would like to thank all the facility members of marketing department of our
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STUDENT DECLERATION
STUDENT DECLARATION
I here by declared that this summer training project entitled ‘A REPORT ON MARKET
BIRILA SUN LIFE INSURANCE COMPANY LTD.) Submitting for partial fulfillment of
LUCKNOW is of my original work. This report is only for education purpose and not for
FROM -
5
CONTENTS
PART-1
COMPANY HISTORY
COMPANY PROFILE
PART-II
METHODOLOGY
OBJECTIVES
CONCLUSION
LIMITATION
RECOMMENDATION
6
7
8
COMPANY HISTORY
insurance policy” as it is understood and practiced in the west was introduced in our
country only in 2000 when LIC brought in to the market a policy called “BIMA
PLUS”. As a data, expect two or three new companies all the companies are selling
the unit linked life insurance policies. The term “unit” in our country is somehow
identified only with the ‘units’ sold by UNIT TRUST OF INDIA. This product is
indicate that the returns under these plans are linked to the market returns of the
equities or shares.
The credit of introducing the first unit linked plan goes to UTI when they brought
out the Unit linked life insurance (ULIP) in 1971,In 1989 LIC Mutual Fund
introduced the ‘DhanRaksha’ Plan identified to the ULIP. The term of the policy in
either 10 or 15 years. With the effect from 1-7-02 the target amount under these two
schemes has been introduced to Rs. 2 lakhs from Rs.75, 000.it works like this: from
the uniform contribution for each year (for example @Rs.20,000 for ten years) a
small portion is used to buy term death cover for Rs.2 lakhs and the balance is
invested in units and at the end of ten years the accumulations made in your account
is given as the maturity benefit along with a 5 or7.5% bonus. There is some
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restriction in full death cover in the first two years. After two years the full death
benefit will be paid equal to the target amount. a free accident cover is also given
for Rs.50,000. From April 2000 this plan is made NAV driven and UTI has made
several beneficial changes. In fact, these plans are considered to be the cheapest
insurance with good returns! As life insurance people are not making these plans,
The concept involved in these unit or equity –linked policies is that as the major
part of your premium amounts paid over a period of years is invested in equities
and other capital market instruments year after year, the return when it comes will
policy in any average life insurance policy for the same period. Of course, the
insulation against inflation is the insulation against inflation is subject to the usual
The idea of linking insurance benefits to the performance of units was first tried for
annuities. The annuity benefit was for a fixed number of units, the value of which
depended upon the market value of a portfolio of equity assets. The teachers
insurance and annuity association in USA first introduced this method in 1952 to
pay the annuities in collaboration with the college retirement equity fund. The
insurance companies could not follow this method to extend the benefit to the
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general public due to legal obstacles and funding problems till 1964. In 1959 the
US supreme court ruled that such insures will be subject to the regulation of
securities and exchange commission (SEC) only in 1964 the SEC permitted
Each groundwork for successfully operating unit-linked life insurance policies was
However, life insurance contracts linking to the performance of units came only in
1976 in USA. The SEC ruled that life insurance contracts with an equity base
would be subject to the securities act of 1933-34 and investment company act 1940.
The agents selling such policies were also to take special licenses.
While it is called “Unit- linked life insurance policy” inUK it is called “Variable
premiums and the benefits under the policy are ‘variable’ according to eh choice of
the policyholder. What is paid under the policies is the returns on the performance
of the chosen equities and not a fixed sum as in an ordinary policies. The majority
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Basically, in USA, it offers the life insurance coverage combined with a tax-
differed investment feature. Your premium payment are spent on three things:
3) Your tax –deferred investment account, whatever amount is left after the first
two goes into the third. And the amount is probably a lot less than you would hope.
For example, in USA, since the variable life insurance products switches the
investment risk from the insurance company to the policy owner, these types of
policies are considered both insurance contracts and securities and are regulated by
both the securities &exchange commission and the state insurance commissioner.
An agent authorized to sell variable life insurance must be licensed by the state as
registered representative.
commission, which brings out a new set of agent requirements dealing, primarily
with full and fair disclosure laws. For example, any sales presentation or illustration
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must be preceded by or accompanied by a prospectus approved by the SEC. all
materials used in selling and the SEC must also approve promoting these product
prior to use.
In our country, however, only the IRDA regulates this policy and the investment of
the premiums collected under the policies. Also it is enough if the selling agent has
passed the basic IRDA insurance license examination. No special qualifications are
need by the agent and SEBI does not have any control over the designing of or
A joint venture between the Aditya Birla Group and Sun life Financial, Birla sun
life insurance forayed into the life insurance and retirement planning business by
pioneering the unique unit-linked solutions in India. In just over 2 years of its
launch, the company has catapulted to second position in new business premium in
the highly competitive private life insurance industry based on its strategy of unit-
linked plans.
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THE ADITYA BIRLA GROUP: “Aditya Birla”, a name that evokes all that is positive in
In operation for over 50 years now, the Aditya Birla Group is one of India’s largest
ethics based on value creation for its multiple stakeholders. The Aditya Birla
strong committed workforce, a group turnover exceeding Rs.27, 000 crore, an asset
base which exceeds Rs.20, 000 crore and a market capitalization of over Rs.13, 000
crore spread over 7 lac shareholders. Known for its rack solid fundamentals it
nurtures a culture where success does not come in the way of the need to keep
Being one of the largest corporate houses in India, and Aditya Birla Group enjoys a
dominant position in all the sectors in which it operates. It is the world’s largest
producer of viscose staple fibre, largest single location aluminum plant and the
largest single location refiner of palm oil. What’s more, it is the second largest
producer of insulators and the fifth largest producer of carbon black in the world.
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In India, the group is the single largest producer of viscose filament yarn,
aluminum, white cement and the third largest in grey cement. Not to mention, the
recognition of being the market leader in the ready to wear branded apparel
segment with brands like Allen solly, Louis Phillip, van heusen and peter England.
The flagship companies of the Aditya Birla Group include some of the largest and
Limited, Indo Gulf Corporation Limited. The Group has larged power relationship
with large corporations like Hindustan Petroleum, Tata, Powergen Plc and AT&T.
The group fosters a culture that promotes excellence and rewards entrepreneurship.
fulfillment for its employees. Nurturing a corporate culture imbedded with a high
The mission of the Aditya Birla Group is creation of value for its customers,
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SUN LIFE FINANCIAL: Sun life financial is a leading international financial services
organization. With a history that dates back to 1871, Sun life financial has evolved from a
single mutual life insurance to one of the most highly rated insurance and wealth
management institution in the world. Sun life financial knows its value lies in more than
assets and history. It also lies in the culture of the integrity and the pursuit of excellence
that have marked all of the organization endeavors. Today the sun life financial group of
comp anise and the partners are represented globally in Canada, the United States, the
In March of 2000, Sun life financial services of Canada, inc, Sun life financier’s
parent company, listed its shares on stock markets in Toronto, New York, London,
and Philippines. This new access to shareholders equity provides Sun life financial
The Sun life financial group of companies around the world, offer innovative and
Investment Management
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Sun life assurance Company of Canada, sun life financier’s primary insurance
business, has excellent ratings with the world’s top ratings agencies. With assets
under management as on September 30, 2000 totaling more than CDN$345 billion,
world. Sun life financial enjoys independent rating that place us at the top of the
to be amongst the top three private sector life insurance companies in India.
their relationship with us, within the regulatory framework. We will provide career
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development opportunities to our employees and the highest possible returns to our
shareholders.
OUR VALUES:
• INTEGRITY
• TRANSPERENCY
• CUSTOMER FOCUS
• EXCELLENCE
• INNOVATION
• MERITOCRACY
OUR FEATURES: Our unit-linked flexi products are based on universal life
platform, catering to the customer’s twin needs of insurance and investment. Our
customers have appreciated these products, which have the beneficial features of
life insurance, mutual funds and banks. Some of these features are described below:
According to their risk appetite, the customers can choose out of three investment
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options, viz, protector (Representing a low risk portfolio), Builder (Medium risk
portfolio) or Enhancer (High risk portfolio) with guaranteed returns fund, at present
ranging from 3%-6%. The flexibility of changing the investment option initially
December 2002, the annualized returns since inception under protector, builder and
enhancer options were 9.75%, 11.12% and 14.74% respectively, which is above the
option of paying any amount of premium, any number of times (within a policy
year) irrespective of the mode. Traditional products available in the market do not
provide continuity of risk coverage for a long time even if the premiums remain
unpaid. The continuity of risk is ensured with the help of monthly recovery of cost
of insurance and automatic premium advance facility. A policy can lapse if and
only if the policy fund pertaining to the individual policy becomes negative.
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4. RISK COVER DOES NOT DECRESE DURING THE TERM OF THE
POLICY: Unlike traditional life insurance policies, where the sum at risk (Sum
assured –paid up value) actually goes on decreasing, in our flexi policies, death
benefit is sacrosanct and and remains uniform throughout the tenure of the policy.
In case of death, the face amount as well as the policy fund representing the saving
illiquid. Policy loans are at a cost and surrenders defeat the very purpose of
policies where the policy holders have to suffer a financial loss on surrender of their
policies, our products do not provide any surrender charge after the first four years.
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8. CUSTOMERS CAN SEE THEIR MONEY PERFORM: Our policyholders are
provided with an access code to know the policy values online. Besides, the
investment performance of the various options is published every quarter and the
policyholders receive a yearly statement reflecting the status of the policy fund.
9. OTHER BENEFITS:
our ‘Flexi life line’ with the facility of limited premium payments and
benefits.
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ORGANISATION STRUCTURE: two guides Biral sun life insurance business
operations if its core values, namely integrity and transparency. BSLI complies with a
all regulations governing the life insurance business. A high degree of transparency is
followed in al the business practiced and procedures and all employees are governed by
BSLI abides by the corporate governance framework in accordance with the Kumar
Managalam Birla committee as applicable to the life insurance business, as well as the
provisions of the insurance act, 1938, the companies act, 1956 and the IRDA
regulations.
BOARD OF DIRECTORS
• Mr. B.N.Purankmalka
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• Mr. S.N. Talwar
AUDIT COMMITEE
INVESTMENT COMMITEE
• Mrs.K.Gupta
• Mr. A. Fenn
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• Mr. S.Shah
EXECUTIVE COMMITTEE
• Mr. S.K.Mitra
Apart from the above committees overseeing the business operation, the CEO and CGO
certify the audited accounts of the company and company secretary submits a
compliance certificate.
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THE BSLI MANAGEMENT TEAM
(CEO)
P.Nandagopal
K.S.Gopalkirshnan
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Mr. K.H. Venkatachalam (chief manager-human
resource)
Pioneered by Birla sun life insurance, Unit- linked solutions bring together the best
life insurance and returns from investment. Introduced in line with the latest global
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trends, the unit- linked plans put you in total control of your money. They are
simple transparent and flexible. What’s more, they offer 3% minimum guaranteed
Birla sun life insurance provides individual as well as group life insurance solutions
INDIVIDUAL LIFE PLANS: Birla sun life insurance offers number of individual life
give you efficient returns in the long term so as to build a sufficiently large corpus of
savings on retirement. The planes built in tow phases: the accumulation phases and annuity
phase. During the accumulation phase the plan gives you a choice of three investment
options to invest your money with an option to switch between these funds to match your
risk appetite. What’s more it offers a guaranteed minimum return of 3% on your premium
(deposit) amount net of all charges and deductions in this phase. In the annuity phase the
FLEXI LIFE LINE PLAN: This plan offers a life insurance cover till the age of 100 years
thus providing you with a lifetime of security. It is an investment for your future in which
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you accumulate large savings through the benefits of compounding. The plan gives you the
flexibility of making tax-free withdrawals and can be customized as tax efficient pension
during your working years while the plan continues for a lifetime.
FLEXI SAVE PLUS ENDOWMENT P LAN: It is a flexible life insurance plan, which
offers the dual benefit of a life insurance cover as well as large tax-free savings in the long
term. The plan is taken for a specified period and the benefits are payable in the events of
death during the tenure of the plan or at maturity. The unit-linked nature of the plan
coupled with the benefits of compounding can lead to very efficient returns in the long
term.
FLEXI CAH FLOW MONEY BACK PLAN: It is a flexible life insurance plan, which
offers a life insurance cover and gives lump sum payment at periodic intervals. These
periodic payments intervals. These periodic payments help you meet your various financial
obligations at crucial junctures such as education or marriage of your child. The unit-linked
plan also offers you the option of not withdrawing the lump sum amounts and continuing it
1.4.1 BIRLA SUN LIFE TERM PLAN: The plan offers large life insurance cover for
very low costs for a specified term. It is a low premium, pure risk coverage plan,
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which takes care of one’s financial commitments toward his/her depending should
1.4.1 BIRLA SUN LIFE PREMIUM BACK TERM PLAN: The plan offers you a life
insurance cover for a specified term. Unlike other term plans this plan refunds the
entire amount of premium that you pay over a period of time. There are two options
of maturity benefits to choose from and what is m ore it is a low cost life insurance
plan.
1.4.2 GROUP PLANS: Birla sun life insurance Company offers number of group plans,
1.4.2 GROUP GRATUITY SOLUTIONS: It works for your future group gratuity
house. The unique benefit being it provides market-linked returns that present an
opportunity for capital appreciation in the long term. Besides when the fund yields
1.4.3 GROUP SUPERANNUATION PLAN: Retire in comfort- Birla sun life insurance
offers group superannuating plan as a retirement solution for employees. The plan
has benefits that empower both the employer and employee. The contribution is
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invested in unit-linked funds yielding market-linked returns to meet your future
market fluctuation.
1.4.4 GROUP PROTECTION PLAN: Birla sun life insurance provides group
protection plan for a homogenous group. Under this plan, life insurance cover is
provided at an affordable cost. Renewed every year, it helps fulfill the insurance
event of death of the member, the beneficiary (family) of the member gets the
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PLANS AT A GLANCE
MINIUM FACE Rs.50, 000 for minors Rs.50, 000 for minors and Rs.50, 000 for
AMOUNT and Rs75, 000 for adults Rs75, 000 for adults minors and Rs75,
60,65,70,80 years
for adults
PREMIUM PAYING Single pay 5,10,15,20 Single pay 5,10,15,20 Single pay
PERIOD years or over the duration years or over the duration 5,10,15,20 years or
the plan
MATURITY BENEFITS Policy fund Policy fund Policy fund
AMOUNT DUE TO Face amount+policy fund Face amount+policy fund Face
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NOMINEE IN EVENT amount+policy
LIFE INSURED
FREELOOK PERIOD 15 days from the date on 15 days from the date on 15 days from the
which you receive the which you receive the date on which you
document
TAX BENEFITS** Under sec 88 and sec Under sec 88 and sec Under sec 88 and
10(10D) of the income 10(10D) of the income tax sec 10(10D) of the
1961
RIDERS • Accidental death and • Accidental death and • Accidental death
Rider
• Waiver of
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premium
Rider
UNIQUE FEATURES • Minimum guaranteed returns of 3% p.a. on your premium net of all
policy fees of all policy fees and charges. The entire upside in the
option to switch between funds any time after the first policy year.
• Vary the face amount of policy depending on your changing needs for
1.5 AREAS OF EXCELLENCE: Drawing from the strength of the joint venture
partners. The aditya Birla group and sun life financial inc. the team of Birla sun life
The company is one of the largest sellers of unit-linked plans in one of the
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The company is a p pioneer in introducing unique product features like a ‘free
look period’ and best sales practices such as the use of “sales illustrations”. The
regulator has now introduced the ‘free look period’ as an industry norm. The
BSLI has consistently recorded the highest average sum assured of Rs.3, 26,000
and average premium of Rs.19,500 per policy in the industry with a unit-linked
product range.
The first advisor to qualify to the “top of the table” (TOT) amongst all private
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1.6 GROWTH OF BIRALA SUN LIFE IN UNIT-LINKED LIFE INSURANCE:
annualized new business income of Rs.478 crore during the year 2003-04 an increase
of 222% over the premium income lat year. The company of the year-end had an
agency force of around 10,250 agents, and 89 ban assurance & corporate partners.
All three sales channels came out with flying colors. During the year 2003-04 the
company has launched two new groups and one individual fund.
During the year 2003-04, the BSE sensex has gone up by 81% but the first quarter of
year 2004 was not very exciting for the market except for a huge supply of PSU
IPOs. In March 2004, the markets have been choppy and combined with the
upcoming elections. This has caused some amount of investor uncertainty. After a
continuous rise between may 2003 and January 2004, the quarter saw a correction in
the market. The BSE sensex went up to an all time high in January 2004 and the
quarter closed at 5590.60 down almost 4% from December 2003 level. There was a
large supply of IPOs by PSUs, which met with a good response. The fundamentals
remained good and foreign institutional investors (FIIS) continued buying even
though the markets declined. The GDP growth numbers has also been encouraging at
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The interest rates remained range bound in the quarter with some amount of
volatility. The 10- year benchmark G-sec closed at 5.15% at the end of the quarter.
The rupee strengthened further to close the quarter at 43.60/ US $ against Rs.45.61 at
the end of December quarter and Rs.47.50 a year ago. Forex reserves have crossed $
110 bn in March 2004 on the back of strong growth in FDI and FII inflows.
We will continue to invest in diversified and quality portfolio with a long-term view.
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Returns on unit –linked pension funds:
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1.7 PROBLEMS IN ORGANISATION:
Problems in the organization, which are assigned by officer, are not so big problem.
insurance, which are basically involved in the life insurance solutions. There are
2) The second main problem is that lack of believes on the organization by the
people.
3) The third problem assigned by the organization that there are the few
4) Another problem is that the lack of good quality, good skill insurance
advisors.
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1.0 DISTRIBUTION NETWORK
2.1 DIRECT SALES FORCE: Through this channel, the company sets up brick and
mortar branches on a standardizes template, across the country selling life insurance
though trained career agents called ‘insurance advisor’. The team of agency managers
2.2 LTERNATE CHANNELS: The experience in various countries for selling life
insurance through banks, corporate agents, brokers, call center, Internet and these
distribution alternatives will be pursed by the organization from the inception stage.
While in India there was no precedent for selling life insurance though these alternate
affinity group and direct marketing are being consolidated. use of the call center and
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the internet will continue to be part of the direct marketing initiatives .with a winning
Bank.
2.3 OUP INSURANCE: The selling of insurance to corporate and affinity groups is
Through this channel, the company has established relationships with more than 100
blue chips corporate across the country by providing group protection and group
retirement solution. The company has achieved leadership position in-group business
in private life insurance position in providing fund management services for the
role, when distribution spans across more than 50 locations .the IT strategy revolves
contemporary products like universal life and aligning process to provide world-class
customer services. The systems are web enabled and equipped to provide consistent
41
information across all touch points (branches, callcenters website etc.). A high quality
wide area network (WAN) was set up to interconnect all branches and the
headquarters at mumbai.
the country. Birla sun life insurance’s mission of providing life insurance solutions
though “well trained” professionals, our tanning team has geared up to meet the
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6.0 PRICING POLICY OF THE COMPANY:
6.1 KEEP TRACK OF YOUR POLICY FUND: Birla sun life insurance sends you
informed on the performance of our various funds based on the unit price will be
6.2 ELECTRONIC CLEARING SERVICE (ECS): The ECS is a convenient and hassle-
free method of paying premiums through an electronic debit to your bank account.
%ASSETS IN:
Government and 85% 70% 55%
government approved
securities
Rated corporate bonds (AA 30% 30% 30%
and above)
Money market and other 20% 20% 20%
liquid assets
Infrastructure sectors as 25% 25% 25%
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44
6.3 FEES AND CHARGES: The policy loading fee* is an up-front charge and varies as
per the premium payment mode and the policy year as given under:
PAY PERIOD
POLICY SINGLE 5-PAY 10-PAY 15-PAY OR
YEAR GREATER
1 3% 29.9% 54.6% 65%
2 N/A 5.0% 7.5% 7.5%
3 N/A 5.0% 7.5% 7.5%
4+ N/A 5.0% 5.0% 5.0%
As a percentage of premium. The policy-loading fee for top up wills 2.0 percent.
6.5
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CHARGES:
cancellation of units at the prevailing unit price on a monthly basis. The annual
insurance charges per thousand-face amount for sample ages for healthy lives are as
follows:
Sex/age (yrs) 20 30 40 50 60
the fund will be charged by adjustment of daily unit prices. Currently this fee is 1%
p.a.
monthly basis.
(b) An annual charge of Rs. 2.88 per thousand face amount will be deducted in the
first 10 years of the policy expect in the second year where it will be Rs. 15.24 per
46
thousand face amount. From the 11th year onwards this annual charge will
6.5.4 A monthly rider deduction will apply by cancellation of units on a monthly basis
based on the equivalent monthly rider premium payable over the entire coverage
benefit period. If rider deductions are not guaranteed, then the minimum policy
values of your policy might be affected due to any change in the rates of the rider
coverage.
free.
levied.
6.7 SURRENDER CHARGES: The surrender charges is levied in the first four
years and varies based on the year in which the policy is surrender. During the
first 24 months of the policy, the charge will be an amount equal to the annulled
premium payable for this policy .for the purpose of surrender charge only,
paying period is equal to the coverage benefit period. In the 25th month, the
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surrender charge is 24 percent of the annualized premium. The surrender charge
percent reduces by one for e very month thereafter. If the policy is surrendered at
any time after the 49th month, the surrender charge is zero.
COMPANY:
period premium
(Years) (Rs.)
48
Accidental Death &
The premium and associated benefits are described in the product brochures
illustration would enable you to see how your p premium is being used. If
you need help to interpret please contact your insurance advisor or call Birla
Some benefits are guaranteed and some benefits are variable with returns
business. If your policy offers variable returns then the policy fund values
table will show two different rates of assumed future investment returns.
These rates return are not guaranteed and they are not upper or lower limits
of what you might get back, as the value of your policy is dependent on a
amounts are the minimum amount that you can expect if all the conditions
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This illustration ignores the impact of the provisions of the income tax act,
1961. The provisions of section 88 of the income tax act, 1961 govern a tax
rebate for premiums paid towards an insurance policy. The tax exemption
for the benefits paid under a life insurance policy is governed be section
10(10D) of the I income tax act, 1961. Both these sections may be applicable
to this policy .you may consult a qualified tax advisor for specific tax advice
related to you. If required by the act, we will withhold taxes from the benefits
payable under this policy. We also reserve to you. If required by the act, we
will withhold taxes from the benefits payable under this policy. We also
reserve the right to recover from you levies such as service tax levied by the
Please note that in the following pages that illustrate the policy fund values:
The premium and all values shown are for the life insurance coverage and do
not include riders. The rider benefit amount will be payable, wherever
Policy fund values shown as at the end of the year and assume:
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(1) Premiums are paid in full when due,
(4) The investment fund options is not changed throughout the lifetime of
the policy,
(6) No change is made in the face amount of the life insurance coverage
and
(7) Policy fees and charges are at current levels as explained in the section
Upon surrender or maturity of the policy, the amount payable to the policy
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With drawls can be made from the holding account, which comprised the
Upon the death of the life insured, the death benefit is sum of
Provided that where the death of the life insured takes place before the
age when the life insured reaches one year, only the policy fund shall be
payable.
The non-guaranteed policy fund may or may not arise depending on the
you in any of the investment funds I s subject to market and other risks, the
value of the investment fund can go up or down depending on the factors and
52
FEES AND CHARGES: The policy loading fee* is an up-front charge and
varies as per the premium payment mode and the policy year as given under:
PAY PERIOD
POLICY SINGLE 5- 10- 15-PAY OR
% %
2 N/A 5.0% 7.5% 7.5%
3 N/A 5.0% 7.5% 7.5%
4+ N/A 5.0% 5.0% 5.0%
In addition to the above policy-loading fee, the following policy fees and
annual insurance charges per thousand of the life insurance coverage face
Sex/age 20 30 40 50 60
(yrs)
Female 0.90 1.16 1.66 4.03 10.66
Male 1.02 1.17 2.15 5.53 13.73
53
2) An investment management fee not exceeding 1.5 percent per annum of the
3) Policy administration fees for the life insurance coverage will be reeducated
b) Annual charge of Rs. 2.88 per thousand of the life insurance coverage face
amount will be deducted in the first 10 years of the policy expect in the
second policy year when it will be Rs. 15.24 per thousand of the life insurance
coverage face amount. From the 11th year onwards this annual charge (Rs.
2.88 per thousand of the life insurance coverage face amount) increases at an
4) The surrender charges to be levied vary based on the duration of the policy.
During the first 24 months of the policy, the charges will be an amount equal
to the annaslised premium payable for this p policy. For the purpose of
payable if the coverage playing period is equal to the coverage benefit period.
54
premium. The surrender charge percent reduces by one for every month
thereafter. If the policy is surrendered at any time after the 49th, the
The premium net of all charges and fees will earn a minimum life insurance
net return of 3 percent per annum, which constitutes the guaranteed fund.
Any returns earned by the policy fund in excess of the guarantied fund
For a detailed description of the features of the product, please refer to the
product broacher.
Acronyms used:
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56
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INTRODUCTION TO THE TOPIC
This project has been a great learning experience for me; at the same time it gave me
enough scope to implement my analytical ability. This project as a whole can be divided
The first part gives an insight about the mutual funds and its various aspects. It is purely
based on whatever I learned at Birla Sun Life Mutual Fund. One can have a brief
knowledge about mutual funds and all its basics through the project. Other than that the
real servings come when one moves ahead. Some of the most interesting questions
regarding mutual funds have been covered. Some of them are: why has it become one of
the largest financial intermediaries? How investors do chose between funds? Most popular
stocks among fund managers, most lucrative sectors for fund managers, a special report on
Systematic Investment Plan, does fund performance persists and the topping of all the
All the topics have been covered in a very systematic way. The language has been kept
simple so that even a layman could understand. All the data have been well analyzed with
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The second part consists of data and their analysis, collected through a survey done on 200
people. It covers the topic” need of financial advisors for mutual fund investors”. The data
collected has been well organized and presented. Hope the research findings and
conclusions will be of use. It has also covered why people don’t want to go for financial
advisors? The advisors can take further steps to approach more and more people and
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RESEARCH METHODOLOGY
For defining research methodology there are three basic types of methods for
In observation method data are collected on the direct observation. No talks place
by observing the person the analysis makes the inventory as to product used by him
The survey method information is gathered directly from individuals in three ways;
1) Telephone
2) Mail
3) Personal interview
This survey method is also suffered to as the questionnaire technique. There is also
organized by-
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1) In factual survey
2) Interpretative survey
3) Opinion survey
In my project point of view I have taken mainly the method of personal interview
In this survey method I saw that the respondent was shown the exhibit and
In this method the direct interaction on occurred with the retailers and I could
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RESEARCH PROCESS
DEFINING RESEARCH
PROBLEM
INTENSIVE LITREATURE
SURVEY
FEED BACK
RESEARCH DESIGN
COLLECTION OF DATA
SAMPLING PLAN: Sampling plan of this project report basically related to the
The sampling unit is a single prospector outlet, which may be any types.
RECOMMENDATION AND
REPORT WRITING
Elements: potential prospector.
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Keeply the number of prospector in mind the sample size arrived at was
200.
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6.1 TIME SCHEDULE:
OF REPORT
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DATA COLLECTION METHOD
In my project report, which has entitled “a research repot on market potential in life
insurance solution in NCR region”, has been collected data from the two method-
Under the primary source data collected by me through the observation, survey and
personal interview.
question asked by the different people from the different region mainly DELHI,
ended method in which questions asked by me has a limited number. The main
purpose of this questionnaire is find out the view of the people that they take
insurance advisor’s advice or not. In which they like to investment their savings.
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Survey method: This project report is also suffered by the survey method for
collecting the relevant information, so that marketing executive will be success for
The main purpose of this survey which help the insurance advisors to identify the
type of market in which insurance advisors may be prospecting and selling should
It will also aid management in estimating their sales potential and in determining
The names you enter represent people you know today. Should you enter the
business of selling life insurance, you will learn proven ways to meet new people
While many of those you list are presently prospect for life insurance and others are
not, do not make the need for life insurance a requirement for adding their names.
Do not list names by any predetermined selection rating. Simply list the first 100
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(Sampling page)
B. Family friends
C. Neighbours
NAMES SUBMITTED
D. Through Spouse
E. Through children
G. Previous employment
> 1 Lakh
> 1 Lakh but < 2.5 Lakhs
> 2.5 Lakhs but < 5 Lakhs
YEARLY INCOME > 5 Lakhs
(In Rupees)
18 – 25 YEARS
26 – 35 YEARS
35 – 44 YEARS
AGE
OVER 45 YEARS
OCCUPATION Professional / proprietor
Manager / Executive
MARITAL STATUS Single
Married
ABILLITY TO Good
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INTERVIEW: This project report is also affected by the interview method. The data is
also collected through the interview. Under this method we go through the –
Telephone interview
Mail interview
Personal interview
Under the telephone interview is used when the information to be collected limited. This
method is suitable for inquiry about information just released or telecast by radio or
television.
Under the mail interview data is collected when the data is more important. Because there
is no interviewer in mail surveys to ask questions and record answers. It cannot be used to
Under the personal interview data is collected through the door to door. This method is
very relevant and it is also very difficult task to collect the information. And takes much
time.
method. Because some time it is also happened when the number of people was not ready
to give the relevant information used this techniques to collect the information.
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This observation is used when the research problem has been formulated precisely
and the researcher is told to observe the area of sturdy. The researchers are asked to
(B) SECONDARY DATA: under this project report data is also collected through the
secondary data. Under this source data is collected through the magazine, through the web
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OBJECTIVES
The main objective of this study is found out the view of different people
about the unit-linked life insurance. And find out what they take insurance
advisors advise for their investment or not. If not indicate the people for their life
insurance and tells them why life insurance is necessary for every persons. There
are some reason which indicates why life insurance is necessary for every person
given below-
The main marketing objective of this project report for the company is find out
marketing position of the life insurance and makes the present and future market
1. Identifying the sources of money or funds a p person has and what happens to
3. Analyzing this information or ones can advice changes to the person financial
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DATA ANALYSIS & INTERPRETATION
From the above questionnaire, we found number of findings and according to them
we can do analysis that which type of strategy should be adopted for improving the
QUESTION NO 1- How many people plan for their savings and investment?
YES NO
PEOPLE (IN %) 64% 36%
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70%
60%
50% PEOPLE (IN % )
40%
30%
20%
10%
0%
YES NO
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QUESTION NO.2- How many people take help of professional advisor for their
investment?
YES NO
PEOPLE (IN %) 35% 65%
70%
60%
50%
40% YES
30% NO
20%
10%
0%
YES NO
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QUESTION NO. 3- Number of people save regularly for-
40%
35% RETIREMENT
30%
CHILDREN’S
25%
EDUCATION
20% CHILDREN’S
MARRIGE
15%
TAXATION
10%
5% OTHERS
0%
PEOPLE IN %
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QUESTION NO. 4 – How many people save through insurance?
YES NO
PEOPLE (IN %) 35% 65%
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100%
80%
60%
PEOPLE (IN %)
40%
20%
0%
YES NO
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QUESTION 5.Which feature of the mutual funds allure you most?
Diversification 42
Professional management 29
Reduction in risk and transaction cost 34
Helps in achieving long term goal 30
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6. According to you which is the most suitable stage to invest in mutual
funds?
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Yes 87
No 48
demanded most?
82
Portfolio review & investment 43
recommendation
Planning to achieve specific financial 35
goals
Managing assets in retirement 30
Access to specialists in areas such as tax 27
planning
9.
own decision
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To explain various investment 37
options
Want to have surety about financial 33
goals
10. What is the major reason for not using financial advisor?
advisor
Want to be in control of own 43
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investments
SWOT ANALYSIS:
7.1.1 There is transparency in the scheme. The performance of the fund can be monitored
on daily or bi-weekly basis through the daily- declared NAV/ Unit prices and also
through the website of the company. At any given time you will k now the
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7.1.2 Normally any time after one to three years time depending upon the scheme, you
can chose to withdraw your money by partial or complete surrender of units. The
7.1.3 You can surrender the policy and get a guaranteed surrender value.
7.1.4 You can also take a loan on a policy after three years duration.
7.1.5 You can switch from one stream of investment to the other every year by paying a
7.1.6 You can top up your premium anytime during the term to increase your benefits.
7.1.7 The plans are available as endowment whole life money back or as pension plans.
7.1.8 In fact some companies allow you to have the contract as long as you want without
7.1.9 The option of with or without profits is also available in some plans. Actually some
7.1.10 The normal riders such as accident benefit, disability benefit critical illness or major
7.1.11 The policies are issued with the usual “free-look” provision.
7.1.12 One company has floated a unit-linked policy for women with a critical rider
7.1.13 You can buy the policy with a single premium like a bond or pay premium by the
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7.1.14 Some companies offer even “premium holiday option”. If after paying premiums
for three years you are not able to pay the premium, the policy will be continued
7.2.1 The expenses deducted from the premiums especially in the first two years
considerably shrink the amount that goes towards your investment corpus.
7.2.2 The heavy frontloading of the effectively acts as a disincentive for early
withdrawals.
7.2.3 The unit-linked plans completely pass on the investment risk to the policyholder
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7.3 OPPORTUNITIES: Opportunities of this company is given below-
7.3.1 If unit-linked policies can be given section 88 benefits there is a valid reason that
investment in an ordinary mutual fund should also be given the same benefit, as
they are basically same except for the addition of insurance element in the unit-
linked policy.
7.3.2 The rear end tax-free benefit is a very attractive tax break for the unit-linked policy
7.3.3 The return by way of capital appreciation in mutual fund as well as from the sale of
stocks are taxed as capital gains with the indexation benefit, according to the
7.4.1 This is company is also suffered by the great market competition. There are number
7.4.2 Another threat of this company is that the changing environment. Changing
is competitor’s policy.
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CONCLUSION
Unit – linked policies are a very valuable addition to the existing array of insurance
producers. But, when sold to a wrong prospect or brought a wrong agent it will
become useless. IRDA and the companies should take care that well- trained and
In view of what was discussed above, the buyer if they need such plans according to
their risk appetite should select a known, well- informed agent who is reliable.
Agents who are already dealing with investment or saving instrument or mutual
funds, if they sell life insurance also would be a good choice. In case they hence
broker who are likely to be better equipped than an ordinary agent. Continued
advice and guidance will be available with the corporate agent and the broker as
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LIMITATION
Time limitation.
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RECOMMENDATION
By this project report there are the number of suggestion which can be given to the
that he will success to satisfy the potential customer for their investment or savings.
9.2 In fact, the contract to buy the product in my opinion is not the usual insurance contract
governed by the principle of unerimma fides but one of caveat emptor. Under the
principle of utmost good faith, the company expects the proposes to give all the
material facts so that it can charge the “correct premium” based on the factors of
risk presented.
9.3 How to deal with the situation? The companies or IDRA cannot educate the
9.4 Prospective unit-linked policy buyers should understand the structure of the plans , the
factors that determine how good their returns will be and the risks involved and
then figure out if they have the risk appetite, whether they can get better returns on
their investment elsewhere and whether their investment horizon matches the long
9.5 Insurance companies will generally give you a picture on the basis of the past
performance of the fund but the past performance of the fund is never an indicator
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9.6 Insurance companies allow you to shift from one fund to the other at any point of
time. This can be useful if you want to plan your investment based on your life
needs.
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BIBLIOGRAPHY
STANDARD.
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