Documenti di Didattica
Documenti di Professioni
Documenti di Cultura
RKGIT
2
.Acknowledgment Page no.1
.Preface - 2
.Executive summary - 3
.Company overview - 4
.Swat analysis - 6
.Research methodology - 14
.Products - 29
.Target/Task Set - 52
.Strategy Adopted - 56
. Awards/Rewards received - 65
.Market segmentation - 67
.Market feedback - 70
.Recommendation - 71
Conclusion - 74
17). Bibliography - 81
3
Acknowledgement
4
Co-ordination, Co-operation and Command of the people at
various levels go into the successful accomplishment of any task
assigned to me. It is impossible to thank each of them individually but
hereby I make a sincere effort to thank some of them.
5
Preface
6
I am the student of MASTER BUSINESS ADMINISTRATION at RAJ
KUMAR GOEL INSTITUTE OF TECHNOLOGY. GHAZIABAD belonging to
2008-2009 Batch. The submission of this project report is the part of
the curriculum of the M.B.A course. Through this project report, I
would like to share our on job experience with HDFC stander life in the
insurance field. The insurance sector in India has come to a full circle
from being an open competitive market to nationalization and back to
a liberalized market again. Tracing the developments in the Indian
insurance sector reveals the 360-degree turn witnessed over a period
of almost two centuries. The business of life insurance in India in its
existing form started in India in the year 1818 with the establishment
of the Oriental Life Insurance Company in Calcutta.
During the training period I met a lot of people and learnt a lot. There
were instances when I thought ‘what the hell I am doing in this
company’ but then i thought everybody is doing the same thing some
way or the other and therefore, i decide to sick with the company.
i played my part with complete honesty and now only the result is
awaited in the time to come.
7
Executive
Summary
8
year 2000, insurance sector was thrown open for private insurance
companies as well.
The objective of the project was to survey the market and convince
the most suitable person from different segments for working as
advisor in HDFC Stander life. Beside this the report is prepared with
an aim to provide an overvie
9
COMPANY
OVERVIEW
COMPANY PROFILE: -
The MD and CEO of HDFC Standard Life Mr. Deepak Satwalekar, has
given the company new directions and has helped the company
achieve the status it currently enjoys.
HDFC Standard Life Insurance India boasts of covering around 8.7 lakh
lives by March'2007. The gross incomes standing at a whopping Rs. 2,
856 crores, HDFC Standard Life Insurance Corporation is sure to
become one of the leaders and the first preference for any life
insurance customer.
11
The Bank assurance partners of HDFC Standard Life Insurance
Co Ltd are:-
12
13
SWOT ANALYSIS
STRENGTHS: -
14
4. January 2007 HDFC SLIC Ranked 29th Most Trusted Indian
Brand.
WEAKNESSES: -
15
2. Their allocation charges are greater in comparison of
competitors.
OPPORTUNITIES: -
THREATS: -
16
Life Insurance Corporation of India
17
Market Share (%)
ICICI Prudential
6%
6% Bajaj Allianz
6%
34% HDFC Standard
SBI Life*
14%
Birla Sun Life
18
INTERPRETATION:-
Among the whole insurance sector ICICI Prudential has 34% market share,Bajaj Allianz
has24% mrket share,HDFC has 10%,SBI has 14%,Birla Sun Life has 6%
Reliance Life Insurance has 6% and Max New York also has 6% market share.
The Rankings
LIC 59
ICICI-PRU 55
HDFC 52
TATA AIG 49
AVIVA LIFE 48 Series1
BAJAJ ALLIANZ 48
ING VYSA 45
MAX NEW YORK 45
CSI Score
INTERPRETATION:-
19
LIC on 1st rank, ICICI Prudential on 2nd ,HDFC on 3rd ,TATA AIG on 4th AVIVA LIFE
on 5th ,BAJAJ ALLIANZ on 6th ,ING VYSA on 7th and MAX NEW YORK on 8th rank
according to their SCI Score 59,55,52,49,48,48,45and 45 respectively.
LOYALTY SEGMENTATION
LOYALTY SEGMENTATION
LIC
ICICI Prudential
HDFC Standard Life
Aviva Life
Bajaj Allianz
TATA AIG
ING vysya
Max New York
Industry Avg
0 20 40 60 80 100 120
20
PERFORMANCE MEASURES
Call 67 60 69 75 62
center/helpline
TRAINING CENTRES
COMMISSION STRUCTURES
On investment 2%
22
On pension 7.5%
Presentation skills
Direct contacts
Newspaper adds
Consultants
24
PRODUCT
PROFILE
SAVING PLANS
CHILDREN PLAN
TAX BENEFITS
The premiums you pay will be eligible under section 88 of the income
tax act ,1961.the benefits received under the policy are eligible for tax
relief under section 100(10D) of the income tax act, 1961.
PAYMENT OPTIONS
convenience.
In case of the unfortunate death of the assured within the term of the
policy, the basic sum assured plus any bonus additions are provided.
This is over and the earlier payouts.
26
OTHER BENEFITS
You can add the following optional benefits to customize your policy to
suit your needs:
. One such a claim has been met, no further critical illness benefit
payable. However, your basic policy continues even after we pay a
claim on this benefit.
27
TAX BENEFITS
PAYMENT OPTIONS
convenience.
28
.Provides financial support to the family by way of a lump sum
payment in case of the unfortunate death of the life assured within the
term of the policy.
OTHER BENEFITS
TAX BENEFITS
PAYMENT OPTIONS
convenience.
PENSION PLAN
30
annuity, provide it is permitted by the prevailing regulations.
MODE OF PREMIUM
bank drafts.
INVESTMENT PLANS
Single premium whole of life insurance plan is well suited to meet your
long term investment needs. This participating plan offers you the
following benefits:
31
.A sound investment: your money will be invested in our with profits
fund. The fund aims to provide secure and stable longterm growth,
normally; we will declare a compoundreversionary bonus for your
policy every and add it to your policy on its anniversary. In addition,
on death, surrender or on guaranteed dates a terminal bonus might be
payable .you pay a single premium and the policy will pay you a lump
sum.
.flexibility of term: even after choosing your policy, you can decide on
the policy term.
TAX BENEFITS
PAYMENT OPTIONS
draft.
benefits.
units plus a cash lump sum of Rs. 10000 each year and fore
This policy is fully unitized with a range of funds to match your needs
and approach to risk. Each investment fund is composed of units. All
the units in a fund are identical. You can choose from the following
funds.
1.LIQUID FUND
The liquid fund invests 100% in bank deposits and high quality
short term money market instruments. The fund is designed to
be cash secure and has a very low level of risk. However, unit
prices may occasionally go down due to the use of short term
money market instruments.
33
2. SECURE MANAGED
3.DEFENSIVE MANAGED
4.BALANCED MANAGED
34
BENEFITS
At the chosen vesting date, the unitized fund value will be available to
secure pension benefits. Subject to the prevailing regulations, part of
this value can be taken in the form of cash lump sum and the rest
converted to an annuity at the rate then offered by HDFC standard life.
Alternatively, if it is permitted by the prevailing regulations, the
proceeds net of any cash lump sum can be used to buy an annuity
with any other insurance company who will accept such business.
The current maximum limit for any cash lump sum is one third of the
unitized fund value on vesting .on death, the unitized fund value will
be paid along with a cash lump sum of Rs.1000.
The MD and CEO of HDFC Standard Life Mr. Deepak Satwalekar, has
given the company new directions and has helped the company
achieve the status it currently enjoys.
The policy holder can surrender the policy at any point of time
36
during the contract term for regular premium paying policies.
we will cancel your policy and return to you the value of your
you are unable to pay the premiums, you have the option to
that if no further premiums are paid, this may reduce the value
37
of your fund over time, or even exhaust it completely. A paid
TAX BENEFITS
Premiums paid under this plan are eligible for tax benefits
the value of your units and your selected basic sum assured.
38
unit linked pension plan
BENEFITS
1. LIFE OPTION
assured and the value of the unit linked fund will be paid
term, the value of the unit linked fund will be paid to you.
the end of the policy term, the value of the unit linked
stroke.
39
3. EXTRA LIFE OPTION
This option pays the same as the life option but should
be paid
This option pays the same benefit as the life and health
TAX BENEFITS
linked business has its roots in unit trusts which were introduced
categories are the group gratuity and group super annuation scheme.
GROUP GRATUITY
41
lump sum gratuity benefit to staff when they leave service. The
GROUP SUPERANNUATION
42
The group superannuation scheme allows an employer /trust
Investment returns are applied to the fund using the unit linked
Fund management
43
Charges and expenses
Administration
System support
Regulatory constraints
FUND MANAGEMENT
The crux of the entire product is the returns that this product
of the product delivery if the fund does not perform well. The
45
companies, which are apart of the larger financial services
1. Initial charges
Annual charges
Investment charges
Morality charges
46
Surrender charges
INITIAL CHARGES
this could be in the form of a bind offer spread and also in the
ANNUAL CHARGES
INVESTMENT CHARGES
MORTALITY CHARGES
47
It is possible to have an insurance element built into the super
SURRENDER CHARGES
48
recouped over a period of time by the charges that are levied
They key thing to all this is that the Indian corporate till now
ADMINISTRATION
49
price details, to give outputs to accounting package, report
generators etc.
returns of this product with those available with the unit trusts
different.
SYSTEM SUPPORT
50
customization depending upon the scope of the product.
train the sales force and also should educate the potential
51
the life assured during the term of the contract .one can
choose the lump sum that would replace the income lost to
52
benefit, in case of your unfortunate death.
TAX BENEFITS
PAYMENT OPTIONS
53
RESEARCH
METHODOLOGY
54
It is of studying how the research problem is being solved significantly.
The term methodology answers in which of the available method or
Tchniques are relevant and which are not, regarding the problem in
hand. Hence, methodology should be systematic. The methodology
should be clear in the mind of researcher because this is the only thing
on which the whole project is based. It provides the guideline in the
mind of researcher to carry out the project .It provides the right
approach precede the research program.
MEANING OF RESEARCH
55
formulating hypothesis or suggested solutions; collecting, organizing
and evaluating data; making deductions and reaching conclusions; to
determine whether they fit formulating hypothesis.
SCIENTIFIC RESEARCH
Criteria:-
56
3. The procedural design of the research should be carefully
planned to yield results those are as objective as possible.
TYPES OF RESEARCH
57
There are various types of research for the suit of researcher
These are as follows:-
1. DESCRIPTIVE Vs ANALYTICAL
2. APPLIED Vs FUNDAMENTAL
3. QUANTITATIVE Vs QUALITATIVE
4. CONCEPTUAL Vs EMPERICAL
RESEARCH DESIGN
Exploratory research
conclusive research
B. secondary data
PRIMARY DATA
SECONDARY DATA
The new as well as the old insurers will have to face the number of
challenges in the liberalized market.
NEW INSURERS
60
The new insurers will have to invest a minimum capital of Rs. 100
Crores. The normal gestation period is of five years .the generation of
profit normally starts in the sixth year. Hence the new insurers will
have to be ready for locking up their capital for at least five years
before earning any profit. Besides they will face problem of shortage of
trained manpower for the insurance industry. The setting up of various
offices and distribution network is a time consuming process. Further
the new insurers will have to compete with established insurance
companies like LIC and GIC which have a corporate image and market
presence for several years.
Today LIC has more than 60 products and GIC has more than 180
products to offer in the market. But most of them are outdated, as
they are not suitable to the needs of the consumers. Hence old as well
as new insurers will have to offer innovative products to the
consumers. The consumers are particularly expecting good pension
plans, health insurance, term insurance and investment products like
unit linked insurance from life Insurer’s .similarly the consumers
expect innovative products from the general insurers for managing
healthcare, property, insurance, accident insurance and other products
related to the personal line of insurance. The consumers also expect
reduction in the insurance products as the morality rate in India has
come down by three times in the last 50 years.
DISTRIBUTION CHANNELS
61
In the liberalized insurance market, there will be multiple distribution
channels, which will include agents, brokers, corporate intermediaries,
bank branches, affinity group and direct marketing through telesales
and internet. Some channels will be cheaper than others. Hence there
will be competition among the channels. The new insurers will operate
with help of multiple distribution channels but the existing insurers
may be forced to operate only with the help of agents. Hence, intense
competition will grow among the old and new insurers in the market to
insurers in the liberalized insurance market.
CONSUMER EDUCATION
62
The insurers will have to face an acute problem of the redressal of the
consumers, grievances for deficiency in products and services. The
Insurance Regulatory Development Authority (IRDA), the regulatory
body has already appointed Ombudsman for looking into the
grievances of the policy holders; his judgment will be binding on
insurer’s .further, under consumer protection act 1986, the consumer
court are operating at district, state and national level. In the
competitive market, awareness level of the consumers will increase
and it will help consumers to fight for their legal right for deficiency in
services .hence the number of legal cases filed by the consumers
against an insurer is likely to increase substantially in future. This will
be a challenge to the insurers.
63
insurance company can afford to ignore a market of 1 bn people. But
the fact remains those they:
This cap, however will have a great impact on the Indian counter part
to raise 74%of the funds in their joint venture. To add to this if Indian
partners like State Bank of India, with over 9000 branches
nationwide, will demand premium for their existing distribution
network, we will see the foreign insurance companies demand hefty
premiums for bringing in their global expertise and brand.Mr.Vaidya,
chairman of SBI, has recently stated that all it is looking for is a good
and reliable partner and the question of a hefty premium to be
charged to its foreign partner is not significant. the monolith has finally
come to business senses foreign companies are unhappy even about
laws pertaining to repatriation of funds .the stipulated investment
criteria also something that all players in the sector, be it Indian or
foreign, are closing watching. The foreign players are essentially
looking to tap their global expertise in the variety markets and use
that know how to work in the Indian scenario. Designing of products,
information systems .technical expertise, manpower planning etc is
what one expects the foreign players to have a say in any venture of
the joint needs to be between equals. If this is not there then there is
every chance that partner in the venture will feel increasingly
uncomfortable and would be looking to call the joint venture off.
64
TARGET/TASK SET
65
WEEKLY TARGETS: -
66
After it the target was same for every week i.e. to recruit one financial
consultant and to sell one policy of HDFC SLIC.
Time allotted for weekly target: - For the above survey my
company guide gave me four days i.e. 24/03/08 - 27/03/08 to
complete it and then on the fifth day i.e. on 28/03/08 I have to submit
the report but I completed it on 26/03/08 and on the 27/03/08 I
submitted my report to my company guide.
Time duration for weekly Target- There is a time limit of five days
to accomplish our weekly targets i.e. we have to complete the weekly
targets on fifth day positively i.e. If our weekly targets is to sell one
policy and to recruit one financial consultant then we have to complete
it in between Monday to Friday of the given week.
MONTHLY TARGET: -
TARGET/TASK: -
67
1. To conduct a 24-03-2008 27-03-2008
market survey of
(completed before
100 people and to
time)
find the positive
and negative
perception in the
minds of the
customers
regarding HDFC
SLIC and to
prepare a report
on the
comparative study
of HDFC SLIC and
Its competitors.
2. (i).To Perform a 31-03-2008 04-04-2008
canopy activity
(Completed target
and Interact with
on time)
different
customers.
70
STRATEGY
ADOPTED
71
Firstly I reached to those customers who have already using the
banking facilities of HDFC and having their saving banks account,
current account, credit cards and EDC for this I visited to different
branches of HDFC Banks and met with the customers directly in branch
and then I visited peoples working in different industries, retail shops
to gather information regarding their interest in HDFC SLIC policies
and continuously trying to convince them for HDFC SLIC products and
to join HDFC SLIC as a Financial Consultants.
Personal selling
72
Telephoning
Questionnaire
Market research
Kiosk marketing
Telephoning- In the second week of SIP I used my survey database for cold calling
and then I took an appointment from different customers and finally met them for
my financial dealing of HDFC SLIC
products. ssssssssssssssssssssssssssssssssssssssssssssssssssssssssssssssssssssssssss
sssssssss
Market research- I conducted a market research in the first week of my SIP and met
with different peoples some of them are working, some are self employed and
owing their business and some of them are students after this survey I came to
know that peoples are less aware about HDFC SLIC they only have some
knowledge about HDFC Bank that time I took their contact
numbers and revertedthem back through telephoning technique.
73
Kiosk marketing- In second week of my SIP my company guide divided some teams
and gave us a task in which we two have to perform a canopy activity in the
compound of escort’s securities office Connaught place new Delhi it was our
first opportunity to interact with the different customers group at
a same place and face their queries and provide them an
appropriate solution for it. It was such a great experience in
which we generate a new customer’s data base which we will use
in the next month.
Then I used that customer’s database for cold calling and some of
them gave me appointments.
After meeting them I took some other references from them and to
follow up those references.
I took some data from the different branches of HDFC banks and
ATMs and create a new Customer’s database.
74
METHODOLOGY: -
Market Survey.
Cold Calling.
75
ACHIEVMENTS
&
LEARNING
76
week
No.
1. To conduct a Conducted a Learnt how
market market survey to
survey of of 118 interact
100 people customers and with
and to find submitted a customer
the positive final report to s.
and negative my company
Learnt how
perception guide before a
to facing
in the minds last due date
the
of the i.e. on
different
customers 27/03/08 which
queries of
regarding is appreciated
customer
HDFC SLIC by our
s.
and to company
prepare a guide.
report on
the
comparative
study of
HDFC SLIC
and Its
competitors.
2. (i).To Performed a Learnt how
Perform a canopy activity to deal
canopy with my team with the
activity and in the customer
Interact with compound of s in
different Escorts
77
customers. securities office market.
Connaught
(ii). To sell Learnt how
place new Delhi
one policy to sell
and created a
and To insurance
new customer
recruit one policies in
database.
Financial market.
consultant.
Came to
know
about the
competito
rs
products.
3. (i).To Attended IRDA Learnt about
attends training and a some
IRDA training on new
training at product product
Bhikaji knowledge i.e. of HDFC
Cama new product SLIC.
branch. refresher
Learnt the
conducted in
(ii). To importan
our own branch
attends ce of
and got a
training on training.
certificate from
new product
RINS college of
refresher in
insurance.
the same
branch.
78
4. To generate Generated 30 Learnt to
20 fresh fresh leads for make a
leads for the Financial network
recruitments consultants and of people
of FC. remarked for by
my excellent communi
field work by cating
our company and
guide in my SIP convincin
log book. g them.
5. To sell one Sold one policy Learnt how
policy and and recruited to sell
To recruit one Financial insurance
one consultant. policy
Financial from a
consultant. reference
.
6. To sell one Sold one policy Learnt about
policy and and recruited the
To recruit three Financial recruitme
one consultants and nt
Financial remarked for processor
consultant. my good of
team work by Financial
our company consultan
guide in my SIP t in brief.
log book.
7. To sell one Sold one policy Learnt the
policy and and recruited importan
To recruit one Financial ce of
one consultant and communi
79
Financial remarked for cation in
consultant. my excellent corporate
performance .
and
responsible
towards work
by our
company guide
in my SIP log
book.
8. To sell one Sold one policy Learnt how
policy and and recruited to make
To recruit one Financial friendly
one consultant and relations
Financial remarked for with
consultant. my good field customer
work by our s and its
company guide importan
in my SIP log ce.
book.
09. To sell one Sold one policy Learnt the
policy and and recruited importan
To recruit one Financial ce of
one consultant and being
Financial remarked as confident
consultant. a capable one of the
who knows work u
how to deal in do.
sales by our
Learnt the
company guide
importan
in my SIP log
ce of
book.
80
being
trustwort
hy at
work.
10. To sell one Sold one policy Learnt how
policy and and recruited to
To recruit three Financial understa
one consultants and nd
Financial remarked as customer’
consultant. focused, s
dedicated and requirem
hard worker ents in
by our insurance
company guide policies.
in my SIP log
book.
11. To recruit Overachieved Learnt how
five the given to work
Financial weekly target & for
consultants. Recruited six corporate
financial and their
consultants. working
environm
ent.
12. To recruit Recruited three Learnt how
three financial to
Financial consultants. motivate
consultants. a team
for work.
81
AWARDS
&REWARDS
82
RECEIVED
----------------------
83
-----------------------
84
ANALYSIS OF
PERFORMANCE
V\S TARGETS
85
OVERACHIEVEMENT BY 7%
IN MONETARY TERMS
MARKET
SEGMENTATION
86
As
a part of field activity, I was asked to market the
87
The reasoning behind these grouping was that these
and address.
them.
tell them that I would call them later at a fixed date for
89
M
ARKET FEEDBACK
90
I have noted down the responses of people an the
meet them.
91
Recommendations
92
The insurance companies should now try to identify the gap
between current level of customer service and customer
expectations. Some
of the strategies being recommended are as follows:
CONCLUSION
94
Here I am going to explore my experience that I have gained
during my summer training period on the market field under
the visualization of some senior active members of the HDFC
Standard life insurance co. ltd.
I worked on the field for two months. During the first few days
I surveyed the market and tried to understand the thinking of
the people whether they are interested to join HDFC Standard
life career option. I approached a lot of respected persons and
convinced them about the beneficial features of the work if
they join & work with HDFC Standard life.
surance Co. Ltd. is giving the opportunity to the public that not
only giving a great career but also a chance to enhance their
personality as a gentle human.
I want to give thanks to all those esteemed active members of
the HDFC Standard life for giving me the opportunity to work
with them.
95
ANNEXURE
96
QUESTIONNAIRE
1)
NAME: -------------------------------------------------------------
Other specify--------------------
---------------------------------------------
97
Ans: -a) Advertisement b) Magazines c) relatives d) other
consultants
Ans:-
---------------------------------------------------------------------------
--------
---------------------------------------------------------------------------
---------
---------------------------------------------------------------------------
---
Ans: Yes/NO
Ans: Yes/NO
DATE: -
--------------------------------------
SIGNATURE OF
INTERVIEWER
98
DATA ANALYSIS
PE
RSON KNOW ABOUT LIFE INSURANCE
YES 83%
NO 17%
100%
80%
60% YES
NO
40%
20%
0%
Through Agents 22
Through friends 17
Through advertise 52
Others 11
99
FOR PERSON HAS TAKEN POLICY
For Business
For Family
For Other Purpose
100
PERSON RANKED THE BENEFITS OF LIFE INSURANCE:
Not
Benefits Important Less important important
Saving income tax 45% 40% 15%
Financial planning 52% 31% 17%
Family security 75% 18% 7%
High rate of nature 65% 25% 10%
capacity of taking loan
in future 25% 30% 45%
Not important
capicity of taking loan in
future
High rate of nature
Less important
Family security
Financial planning
Important
Saving income tax
101
BIBLIOGRAPHY
Magazines: -
Business Today
News Papers: -
Economic Times
www.hdfcInsurance.com
www.Irdaonline.com
www.bimaonline.com
www.Indiainfoline.cosm
103