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MUMBAI,0 3 MAY 2019
India Insurance – From the Teens to the Twenties
FINCON 2019
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Insurance industry of voting age –
What a journey!
Life Insurance
FY01 FY09 FY19
# of players 5 22 24
AUM (Rs. Lakh Cr) 2 9 36**
Insurance density
($ per capita) 9 48 55
(2017)
# of lives covered* (Cr) 0.7 5.4 22.5
Total PAT excl. LIC
(Rs. Cr) -250 -5,800 6,100
(FY18)
# of profitable players 2 5 18 (FY18)
*Value estimated based on group schemes **Projected based on historic trend (xxxx) – Period with availability of relevant data Source: IRDAI public disclosures
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Non-life (+ SAHI) Insurance
FY01 FY09 FY19
# of players 9 21 34
GWP (Rs. '000 Cr) 9.8 33.5 170.1
Insurance density
($ per capita) 2 7 18
(2017)
Total PAT excl. AIC,
ECGC (Rs. Cr) -70 350 6,250
(FY18)
# of profitable players 5 11 18 (FY18)
*Value estimated based on group schemes (xxxx) – Period with availability of relevant data Source: IRDAI public disclosures
Insurance industry of voting age –
What a journey!
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The "ties" bring promise and challenge
1 Rapidly evolving customer behavior
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Which channel do you prefer for
research about insurance?
86
63 60
37 40
14
>6 <4 4-6
Non Traditional • Insurer website
• Aggregator,
• Call center
Number of categories bought by
respondents online
<4
56%
4-6
61%
33%
>6
Do you use insurance co. website and app
for purchase, renewal, service requests?
BCG-FICCI Insurance survey (2019), n = 3300 Digital purchase behavior defined basis number of categories consumer buys online: <=3 Low, 4-6 Medium, >=7 High
Customer behavior evolving rapidly
Survey insight: Increasing online engagement and purchase of insurance
Traditional • Agency
• Banca
• Direct
1
Number of categories bought by
respondents online
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What is your willingness to buy these non traditional general insurance products? Pediatric, Dental, Wedding, Jewelry, Commercial auto, Watch, Tablet/Computer, Mobile screen, Spectacles
77%
Source: BCG FICCI Quantitative survey (2019), n = 3300
1
Customers who said
they will most likely or
definitely buy
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6 Source: BCG FICCI Quantitative survey (2019), n = 3300
1
How likely are you to buy an insurance policy from these channels? Ecommerce portal, chat platforms, aggregators (cab), payment wallets, telecom providers, multi product stores, neighborhood shops
88%
Customers who said
they will most likely or
definitely buy
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The "ties" bring promise and challenge
2
1 Rapidly evolving customer behavior
Innovative products – personalized, bite sized, bundled and dynamic pricing
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Innovative products (1/2)
Protection while you explore Do-it-Yourself Insurance
• Short tenure products – (1-2 years) protection products for low
ticket sizes
Insurance is a big
commitment and
requires detailed
research to be done customers found it
Useful in India
Bestow offers 2-year term life without
medical checks
Successful online 1-yr life policy –
Rakuten Life Super 2000
Existing insurance
products don't cover
my specific needs customers found it
Useful in India
• Tailor products completely – Add/remove benefits (e.g.: cover
only most common diseases)
• Pre-sale & Post-sale flexibility
62%
63%
Source: BCG Survey
2
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Innovative products (2/2)
Savings for masses Impaired life offerings
• "Flex-in / Flex-out" as liquid as an MF
• Attractive returns above savings account / fixed
deposits
Company should
provide policies
which help
customers like
me get money at
shorter intervals
customers
found it Useful
in India
• Partner with players in
healthcare space to help
customers' longevity
Enhanced life annuity products have taken off in UK
Group products for interest
based groups
Bought By Many is using interest groups as product innovation inspiration e.g. Pet Insurance It has 320+ interest groups in <3 years
Tailored group products for
interest groups. For instance
– Young families
– Newlyweds
– Health support groups
Savings for masses Impaired life offerings Group products for
interest based groups
70%
of Indians
diabetic
8%
of Indian deaths
diabetes related
2%
Source: BCG Survey
2
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The "ties" bring promise and challenge
1
3
2
Rapidly evolving customer behavior
Innovative products – personalized, bite sized, bundled and dynamic
Digital partnerships and ecosystems
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Ecosystems for holistic coverage of needs
Food
Recovery Wellness
Monitoring
Fitness
Emergency
Elderly care OPD
Health
75+
Partners in the
ecosystem create by
Discovery in South
Africa
3
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The "ties" bring promise and challenge
1 Rapidly evolving customer behavior
2
4
Innovative products – personalized, bite sized, bundled and dynamic
Non-traditional participants
Digital partnerships and ecosystems 3
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Non traditional players – across categories
Ride Hailing
Airlines E-Commerce Social Media Technology
Automobile OEMs Telecommunication
4
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The "ties" bring promise and challenge
1
2
3
5 Going Bionic – customer and distribution journeys
Rapidly evolving customer behavior
Innovative products – personalized, bite sized, bundled and dynamic
Non-traditional participants
Digital partnerships and ecosystems
4
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The "ties" bring promise and challenge
1
2
3
4
Going Bionic – customer and distribution journeys
6 InsurTechs – Collaborators or Competitors
Rapidly evolving customer behavior
Innovative products – personalized, bite sized, bundled and dynamic
Non-traditional participants
Digital partnerships and ecosystems
5
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Global InsurTech landscape evolving rapidly India will not stay behind
$2 Bn Investment in InsurTechs in 2018
vs. $500 Mn in 2014
InsurTechs are disruptors, 47%
collaborators 53%
Investment in P&C vs. Life & Health 60:40
$1.5 Bn Investment by insurers in last 3.5 years
Source: BCG Analysis
6
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InsurTechs leveraging technologies such as AI, IoT, DLT & Robotics 6
Source: BCG FinTech Control Tov1er
• Granular pricing
• Risk modelling
• Tailored products
• Customer
engagement
• Risk assessment &
prevention
• Claim settlement
• Policy handling
• Accounting
• Fraud prevention
• Back office
automation
• KYC processes
Artificial
intelligence (Al)
Internet of Things
(loT)
Distributed
Ledgers
Technologies Robotics
Example
lnsureTech
leveraging the
tech
Top use cases
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The "ties" bring promise and challenge
1
2
3
4
5 Going Bionic – customer and distribution journeys
7
InsurTechs – Collaborators or Competitors
Dealing with new investor communities
Rapidly evolving customer behavior
Innovative products – personalized, bite sized, bundled and dynamic
Non-traditional participants
Digital partnerships and ecosystems
6
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The "ties" bring promise and challenge
1
2
3
4
5 Going Bionic – customer and distribution journeys
6
8
InsurTechs – Collaborators or Competitors
Dealing with new investor communities
Riding the regulatory waves
Rapidly evolving customer behavior
Innovative products – personalized, bite sized, bundled and dynamic
Non-traditional participants
Digital partnerships and ecosystems
7
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Industry imperatives
Increase awareness and
penetration of insurance –
industry positioning and
branding
Product innovation – byte sized,
pricing: customization, product to
services, dynamic & real time
pricing, TP de-tariffing, …
Industry wide data platforms:
Insurance bureaus ala CIBIL
(independent), block-chain,
fraud control, …
Urge/encourage/force/en
able eKYC, eDocuments,
digitization …
Promote Ecosystems:
investment in subsidiaries/
other businesses
Support innovation (incl
InsurTechs) – Regulatory
sandbox
Ownership - enable large scale FII
investments post listing; Indian
control – Strong owners and
governance
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The "ties" bring promise and challenge
1
2
3
4
5 Going Bionic – customer and distribution journeys
6
8
InsurTechs – Collaborators or Competitors
Dealing with new investor communities
Riding the regulatory waves
Rapidly evolving customer behavior
Innovative products – personalized, bite sized, bundled and dynamic
Non-traditional participants
Digital partnerships and ecosystems
7
22
"The price of greatness is responsibility"
Winston Churchill
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