February 23, 2011

1. Prominence and effects of SECP Guidelines on the Development of Bancassurance in Pakistan Faraz Uddin Amjad Deputy Director – Policy Reforms February 23, 2011

2. Bancassurance - The selling of insurance products by banks as distribution channels (on behalf of the insurance companies). (This termis yet to be defined in Insurance Ordinance, 2000) - The Bank Insurance Model ('BIM'), commonly known as 'Bancassurance', is the term used to describe the partnership or relationship between a bank and an insurance company whereby the insurance company uses the bank sales channel in order to sell insurance products. - Allows insurance company to have smaller direct sales teams - Both the bank and insurance company share the commission - Extremely popular in European countries such as Spain, France and Austria.

3. Factors influencing the Bancassurance >> Regulatory Environment >> Organizations’ Positioning >> Demographic & Economic factors >> Consumer Education & Awareness >> Selection of appropriate Business model

4. Basis of Contract - An insurance contract is based on offer and acceptance. - The sale of all insurance products by any Bank (on behalf of an Insurer) must be done in such a manner which demonstrates that the prospective purchaser makes an offer to enter into the insurance contract, and either the Bank (being a corporate insurance agent) on behalf of the Insurer signifies acceptance or the Insurer directly signifies acceptance. - Without the evidence of Offer and Acceptance, no insurance sale shall be deemed to be completed and the insurance contract shall be considered null and void.

5. Bancassurance Arrangement between the Insurer and Bank No Bancassurance arrangement is valid unless it incorporates the following essential elements: (a) Not contain any provisions which reduce, in any way, the liability or responsibility of the Insurer towards the Policy Holder under the Ordinance and Rules; (b) Specify any functions which the Insurer, as a part of such an arrangement, intends to delegate to the Bank; (c) Clearly define the Certification process which shall include a definition of the training required prior to certification; and (d) Contain a provision which clearly states the “termination of agreement” clause and responsibilities of the Bank and Insurance Company subsequent to such termination. This clause shall also state the treatment to be given to existing policyholders and remuneration to the bank subsequent to the termination.

6. Bancassurance Arrangement between the Insurer and Bank - Premium Collection by the Bank, subject to the possession of necessary premium collection system, such as an automated direct debit system, debit on credit cards, or any other system, in place. - The Insurer shall also ensure that the Bank’s premium collection system is effectively working - The premium collection function shall be deemed to be ineffective if the premium collection ratio, i.e. the ratio of premiums collected to premiums due, is less than 85% or any figure which the Commission may subsequently prescribe. - Every Bank shall attempt to ensure remittance of the premiums by the policyholders within the stipulated time, by giving notice to the policyholder orally and in writing, or through other means such as call centre, email or SMS. - In the case of Life Insurance, the Insurer shall also ensure that notices under Section 93 (“Non-forfeiture”) of the Insurance Ordinance,2000 are sent to the Policy Holder.

7. Bancassurance Arrangement between the Insurer and Bank >> Marketing Brochures and Sales materialto solicit Bancassurance business shall be approved both by the Bank and the Insurer; >> Clearly state: the Bank’s role and the Insurer’s responsibility; The name, address and contact details of the Insurer shall be mentioned at a prominent place. >> The market conduct rules and guidelines issued in respect of the insurance agent by the Commission shall be observed by the Bank. >> Illustration of Benefits: For Life Insurance, wherever applicable, based on the prescribed format provided by the Insurer shall be signed by the Specified Person and the intending Policyholder. Any insurance proposal, where the Illustration of Benefits is missing, unsigned or is not based on the product parameters mentioned in the proposal form, shall not be accepted by the Insurer.

8. Bancassurance Arrangement between the Insurer and Bank >> Claims Handling,under the arrangement claim adjudication and settlement, shall be the responsibility of the Insurer. >> Facilitating roleto be played by the Bank in assisting the policyholder or nominee(s), as the case may be, in claim processing. The Bank should also facilitate the Insurer in collecting the necessary documents and information related to claims. >> The contact details of the Insurer for claim settlement shall be prominently displayed on the insurance contract and also be made available by the Insurer to the Bank so that the information can be cascaded to the policyholder or nominee(s) at the time of claim intimation. >> Claim Settlementto be done directly by theInsurer in the name of the policyholder or his nominee, as the case may be.

9. Bancassurance Arrangement between the Insurer and Bank Code of Conductshould abide the Bank such that: >> Training; >> No misrepresentation or misleading statements; >> Non-coercive attitude by the Bank; >> Adequate pre-sale and post-sale advices; >> Cooperation to an insured/nominee; >> Publicize that the Bank does not underwrite; The Bank Insurance Executive or a Specified Person shall: >> Identify the Bank’s role and shall always pronounce the Insurer to the prospect; >> Disseminate all necessary information and analyze needs of the prospect; >> Indicate the premium charged; >> For a bundled product, mention the cost of the insurance and the bank product separately; >> Obtain the requisite documents; and >> Render such required assistance to the policyholder or claimant or nominee;

10. Remuneration of Bank >> Based on any performance criteria; >> In the Bancassurance Agency Agreement; >> On premiums received; >> No other fees such as service fee, processing fee, etc; >> Sharing of any third party costs is allowed; >> Insurer to quote the gross premium rate; >> Clearly specify the commission rate payable to the Bank; Additional requirements applicable for Life Insurers such that: (a) Remuneration payable Bank not to exceed the limits; (b) Sharing of third party costs subject to the limits;

11. Pricing/Risk Assessment/Insurance Related Documents >> Pricing– the sole domain of the Insurer; >> Risk assessment and underwriting– responsibility of the Insurer; >> Adequate systems– the Bank, based on the guidelines provided by the Insurer, may issue policy document; >> Guidelines– the Bank shall abide by the guidelines provided by the Insurer; >> The Bank’s name – not to appear in the policy document; >> Bancassurance Agency Agreement– submitted to the Commission;

12. Limits on Acquisition Costs in respect of Life insurance products for Bancassurance business Savings Products – refer to regular premium individual life insurance products which have a savings or investment portion for the policyholder including Investment Linked Unit Linked policies, Investment Linked Account Value policies, Universal Life policies, and With/without profits conventional endowment and whole life plans. Protection Products refer to regular premium individual insurance products with no element of savings or investments for the policyholder, such as term life policies. Group Term Life Policies exclude Individual Life policies which may be sold to a group of individuals.

13. Limits on Acquisition Costs in respect of Life insurance products for Bancassurance business Direct Sales Model – Bank uses its own sales force to market and distribute insurance products through its own distribution channel Sales and Marketing Incentives to Banks To promote Bancassurance business, an insurer shall be allowed to share with the bank in the costs of sales and marketing incentives. The share of the insurer in such activities shall not exceed 5% of the first policy year collected premium. Referral Model If an Insurer uses its own “Insurance Consultants” to market and distribute insurance products through the Banks’ distribution channel based on sales leads generated by the Bank, such a model shall be referred to henceforth as the “Referral Model”.

14. Applicability The SECP Bancassurance Guidelines apply on all new Bancassurance Agency Agreements signed on or after February 1, 2010 and on existing Bancassurance Agency Agreements in force as on February 1, 2010. For ongoing Bancassurance Agency Agreements, the Bank and the Insurer were required to make amendments in the existing relationship, wherever necessary, to comply with the Guidelines.

15. It’s an Art Get the best from your Partner Bank to optimize your potential in Bancassurance

16. What now?

17. Finally the Benefits! >> Simplified products over the counter to customers who make on-the-spot decisions; >> Complement existing bank products, which can in turn lead to additional selling opportunities; >> Insurers gain a foothold in markets with low insurance penetration; >> Integration can help to lower costs and maximize synergies; >> Explore alternative business models, for example, focus exclusively on distribution with multi-supplier and multi-channels strategies.

18. Finally the Benefits!

19. Thank you Q&A faraz.amjad@secp.gov.pk