Professional Documents
Culture Documents
LRP Presentation-2016: East Zone
LRP Presentation-2016: East Zone
EAST ZONE
States
AP + Telangana
West Bengal
Orissa
Assam
Total
%
Market
Share
average
of 3
years
7.3%
9.6%
4.6%
5.9%
Avg.
GWP in
crs.average
of 5
years
331.2
291.7
50.9
40.0
7.2%
722.17
Avg.
Combin
ed
Ratio of
5 years
Avg.
NOPs
of 5
years in
Lakhs
97.9%
97.9%
114.8%
96.0%
6.0
4.6
0.8
0.7
174
160
42
36
373
340
62
75
547
500
103
111
23
18
7
4
1
2
0
1
1
1
0
0
67
47
9
12
98.7%
11.5
412
850
1262
52
135
Non
Sales
Total
Sales
Employ Employ
Employ
ees
ees
ees
Physical AWB
offices offices
Non
VSO
Motor
offices
offices
Budget
Achieveme
nt
Growth
CoR
MS
AP + Telangana
220.41
204.68
4.20%
108%
6.1%
69%
31%
West Bengal
29.89
26.65
-3.00%
116%
4.0%
60%
40%
Orissa
176.98
169.57
-8.10%
110%
7.4%
69%
31%
Assam
26.61
28.41
17.60%
98%
5.3%
69%
31%
Total
453.89
429.31
-0.20%
108%
6.2%
69%
31%
States
Manpower
Non
Sales Sales
18.2%
22.2%
16.37
%
%
11.54%
7.88%
7.88%
Telangana + AP + Orissa
2015-16
Industry Market Share8.3%
GDPI (in crs.)
7162
Bajaj Market Share
5.8%
Loss Ratio
76.9%
Contribution to GWP 7.6%
2015 - 16 Compl (in crs.)
414
No of offices currently123
Increase market
share to 6.9%
primarily in AP +
Telangana
2016 17
2017 18
2018 19
2019 20
Industry Market
Share
8.3%
8.3%
8.3%
8.3%
8.3%
8.3%
Market Share
6.0%
6.3%
6.6%
6.8%
6.9%
6.9%
Total Budget
414
495
607
742
901
1099
94
298
425
637
892
993
34
35
35
35
35
35
90
255
380
591
844
945
Total No. of
Offices
Physical No. of
Offices
2020 2021-22
21
WB + Assam+ NE
2015 - 16
Industry Market Share6.1%
GDPI (in crs.)
4416
Bajaj Market Share
7.3%
Loss Ratio
78.4%
Contribution to GWP 6.3%
2015 - 16 Budget (in crs.)
411
No of offices currently84
2016 17
2017 18
2018 19
2019 20
Industry Market
Share
6.1%
6.1%
6.1%
6.1%
6.1%
6.1%
Market Share
7.4%
7.5%
7.5%
7.5%
7.5%
7.5%
Total Budget
455
545
665
811
981
1202
85
164
231
341
472
573
28
28
28
28
28
28
59
130
194
303
433
534
Total No. of
Offices
Physical No. of
Offices
VSO No. of Offices
AWB No. of
Offices
Non Motor No. of
Offices
2020 2021-22
21
Last 5 Years
Journey
Bhubaneshwar_Tot
al
LOB Total
Excl. Crop
Insurance
U/W Result
Total of last
5 years
Excl. Crop
Insurance
CAGR
U/W Result
Total Excl.
Crop
Insurance2
015-16
U/W
Result
Motor of
last 5
years
U/W
Result
Motor201
5-16
5088.45
10.9%
-604.71
-180.54
-569.99
-174.41
Durgapur_Total
2799.46
19.3%
104.31
-9.06
71.24
-17.66
Guwahati_Total
4003.63
15.4%
114.52
-38.42
76.29
-42.99
22924.31
10.4%
300.18
126.65
274.41
197.91
Siliguri_Total
3448.00
15.8%
57.06
-20.42
117.92
11.43
Vijayawada_Total
3927.60
12.8%
55.98
-41.47
88.55
-36.00
Vizag_Total
5065.89
14.1%
39.34
113.59
361.47
67.27
Warangal_Total
2872.87
9.0%
-92.35
-118.69
-78.21
-105.76
21249.63
10.9%
280.82
-5.18
152.88
49.60
KolKata_Total
Hyderabad_Total
Fig in mn
EAST Overall
Finance Lob
CoR 1213
-2364.7%
AVIATION
63.1%
ENGINEERING
113.9%
GROUP HEALTH
105.0%
HEALTH
-18.2%
LIABILITY
109.1%
MARINE
130.2%
MISC
91.2%
MOTOR - 2W
91.8%
MOTOR - 4W
99.8%
MOTOR - CV
137.3%
MOTOR - CVTP
MOTOR - OTHERS 305.8%
51.2%
PA
97.8%
PROPERTY
65.6%
RURAL
102.0%
TRAVEL
54.6%
WC
94.7%
Grand Total
CoR 1314
216.2%
88.3%
96.1%
89.4%
32.1%
103.2%
108.7%
88.1%
94.0%
105.3%
131.8%
466.8%
4.8%
92.7%
93.1%
132.3%
45.7%
96.8%
CAGR
#DIV/0!
-14%
8%
25%
5%
6%
17%
8%
12%
5%
24%
248%
33%
14%
-8%
5%
5%
9%
FY 1213
0.0%
2.4%
4.3%
2.6%
3.5%
0.8%
0.5%
6.5%
38.4%
31.4%
3.8%
0.0%
0.7%
6.2%
0.9%
1.1%
0.6%
100.0%
MIX %
FY 13- FY 1414
15
FY 15-16
0.4%
-0.1%
0.0%
2.0%
1.2%
1.2%
4.6%
3.7%
4.1%
3.0%
3.5%
3.9%
3.7%
3.1%
3.2%
0.9%
1.0%
0.7%
0.4%
0.3%
0.6%
6.6%
6.2%
6.2%
38.7%
39.5%
41.7%
29.1%
26.9%
27.6%
4.7%
5.6%
5.5%
0.0%
0.1%
0.5%
0.9%
1.1%
1.3%
7.2%
6.8%
7.0%
0.8%
5.0%
0.5%
1.0%
1.1%
1.0%
0.6%
0.6%
0.5%
100.0% 100.0% 100.0%
Year
2016-17
Mix
Prem
Compl
Exp
2017-18
Mix
Growt
h
Mix
Prem
2019-20
Growt
h
Mix
Prem
2020-21
Growt
h
Mix
Prem
2021-22
Growt
h
Mix
Prem
Growt
h
741
3%
67.00
852.24 15%
%
63.50 986.15
16%
%
5
62.50 1176.2
19%
%
5
60.50 1392.1
18%
%
05
1.50%
15.6
8%
2.00% 25.44
63%
2.00% 31.06
22%
2.00% 37.64
21%
3.00% 69.03
83%
Group
4.00%
4.00%
Health
38.57
41.6
8%
4.00% 50.88
22%
4.00% 62.12
22%
4.00% 75.28
21%
4.00% 92.04
22%
Motor
74.50
71.25
%
718.37
%
Prem
2018-19
Engg. 1.50%
14.46
Liabilit
1.50%
1.75%
y
14.46
Propert
8.00%
9.00%
y
77.14
Health 4.50%
Travel. 1.50%
Others 4.50%
Total
43.39
14.46
43.39
14%
37%
19%
18.2
26%
2.00% 25.44
93.6
21%
6.00%
62.4
44%
1.50%
15.6
8%
1.50% 19.08
5.00%
52
20%
8%
100.00
100.00
1040
%
964.25
%
Fig in crs
CAGR
40%
2.50% 47.05
21%
10.50 163.06
35%
%
5
10.00
155.3 53%
%
10.50
197.61 21%
%
11.00
207.02 33%
%
10.50 241.60
22%
%
5
12.00
276.12 33%
%
22%
1.50% 28.23
21%
6.00% 76.32
47%
6.00% 93.18
22%
100.00
1272
%
22%
100.00
1553
%
22%
100.00
1882
%
100.00
2301
%
21%
22%
32%
26%
45%
19%
26%
19%
ODISHA in Past
Finance Lob
88.3%
86.2%
25.4%
55.2%
28.6%
182.1%
106.5%
123.2%
200.9%
11775.5
%
66.9%
68.2%
1131.3%
47.9%
60.8%
116.5%
84.2%
84.1%
42.6%
238.1%
314.4%
122.5%
103.0%
102.0%
532.8%
147.0%
137.3%
61.1%
64.5%
69.0%
118.9%
MIX %
FY 13- FY 1414
15 FY 15-16
1%
1%
1%
CAGR
13%
FY 1213
1%
-59%
21%
87%
31%
11%
-26%
24%
-5%
9%
7%
2%
0%
0%
0%
7%
26%
49%
7%
12%
2%
0%
1%
0%
6%
29%
41%
8%
0%
2%
0%
1%
0%
4%
36%
42%
11%
0%
3%
0%
1%
0%
3%
44%
37%
9%
405%
4%
17%
94%
-14%
6%
4%
0%
0%
6%
0%
0%
0%
100%
0%
0%
7%
0%
0%
0%
100%
0%
0%
11%
0%
0%
0%
100%
0%
0%
9%
0%
0%
0%
100%
Year
Motor
Engg.
Group
Health
Liabilit
y
Propert
y
Health
Travel.
Others
Total
2016-17
Mix
Prem
Compl
Exp
2017-18
Mix
Prem
72% 43.48
62% 40.30
2% 1.21
2% 1.30
0.12
0.33
0%
0%
12% 7.23
1%
1% 0.65
16% 10.40
8% 4.82
12% 7.80
0% 0.23
1% 0.33
5% 3.16
6% 3.90
100% 60.25
Fig in crs
100% 65.00
2018-19
Growt
h
-7%
8%
Mix
59% 42.48
2% 1.44
162%
1%
#DIV/0
!
44%
62%
43%
23%
8%
Prem
0.36
1% 0.72
16% 11.52
16% 11.52
1% 0.36
5% 3.60
100% 72.00
2019-20
Growt
h
5%
11%
Mix
56% 46.48
2% 1.66
11%
1%
11%
11%
48%
11%
-8%
11%
Prem
0.42
1% 0.83
16% 13.28
19% 15.77
1% 0.42
5% 4.15
100% 83.00
2020-21
Growt
h
9%
15%
Mix
50% 50.00
3% 3.00
15%
1%
15%
15%
37%
15%
15%
15%
Prem
0.50
1% 1.00
18% 18.00
22% 22.00
1% 0.50
5% 5.00
100% 100.00
2021-22
Growt
h
8%
81%
Mix
46% 55.20
3% 3.60
20%
1%
20%
36%
40%
20%
20%
20%
Prem
0.60
2% 2.40
18% 21.60
25% 30.00
1% 0.60
5% 6.00
100% 120.00
Growt
h
10%
20%
CAGR
5%
24%
20%
37%
140%
20%
36%
20%
20%
20%
39%
24%
44%
21%
14%
15%
Where do we want to
leap
Which Line to expand in :
Health
Retail Property
12--13
105.0%
13--14
89.4%
14--15
96.5%
15--16
101.0%
12--13
13--14
14--15
15--16
97.8%
92.7%
162.3%
94.2%
Motor
Motor Pvt Car
areas like
Motor 2W
Though CoR has moved up across the states, we can still push in some
West Bengal, Parts of AP (incl Tel)
Across except in NE, Odisha and parts of Telangana.
15
Where do we want to
leap
AP+ TEL
West Bengal
NSDP
Ins Penetration
386
99%
Literacy
90.5K
GDPI CAGR
10.4%
Avg CoR
688
68%
0.67%
Ins Density
77%
0.44%
8 Lac crs
79K
(All India
13.6%)
adverse)
Motor contribution
NSDP contribution
Services
64%
77%
Motor contribution
23%
(w/o PWC)
NSDP contribution
Services
Mfg 13%
Agri
78%
68%
Mfg 9%
Agri
23%
16
West Bengal
Has opportunity
77% literacy
7800+ CSCs active and has earned 13+ crs comm. Highest comm in
country. ( SAHAJ can play a role)
Growing Services (Tourism, Transport, Banking, Insurance etc.) which is
now employing 50% + employable population
Low Per capita income means products in Health
Having EMI
Small SI
West Bengal
Manufacturing has been a very small contributor to NSDP (that too mainly in
unorganised sector), contributes 17% to NSDP.
Hence the disposable income as compared to other states
18
Action Plan
Products & Processes
Which are simpler with built in pre-existing coverage to avoid
complication.
Hospital definition need be simplified.
SI need to be understood, hence First Loss products will be suited in
property
Aadhar based Insurance, for better identity and avoiding fraud,
Insurance by using App
Group based cover will mean lower per capita premium and SI on AOA:
AOY basis
Property Insurnace to address local complexities, like
non availability of title papers in Hills
Class of construction
How to leap
The critical point is of driving NM biz in general and Health Retail in particular. How?
Property
Our Bank tie-ups can provide a good way to grow
With mapping of VSOs the issue of reaching them has been addressed to some extent.
Price support is needed to increase our penetration in the loan book.
20
How to leap
Cross-sell
There is an opportunity in cross sell with NOP distribution as below;
Motor
Retail Health
Issue are
Contactability
IMDs ability to sell
Teams ability to sell
Lack of Rigorous follow-ups
1.3 L
Health @ 4%
------ 45 cr
21
AP
AP has in contract a better Industrial development environment.
The newly carved state has advantage of a known administrator at the helm.
He has already identified areas of industrial development, both in terms of
HUBs
Kind of industries
The investment is yet to take off but is poised to take off in next 2 years.
INVESTMENTS
INDUSTRIAL INFRASTRUCTURE
3 Industrial Hubs & 3 Industrial
Corridors
4 MajorPorts,4ActiveAirports
Excellent Rail & Road Network
32 SEZs, 258 Industrial Parks
$1.5bn investment on infrastructure
JICA supported Chennai
Bangalore Industrial Corridor (CBIC)
ADB supported Visakhapatnam
Chennai Industrial Corridor (VCIC)
INVESTMENTS IN
INFRASTRUCTURE
Ports & Airports
Water Grid
Tourism
Gas
Roads, Rails & IWT
Energy
Social Infrastructure
23
Vishakhapatn
am Hub
Amravati
Hub
24
25
What to do
How to take advantage of this opportunity
TEAM- led by a senior to build necessary liaison
so that we are ready.
U/W CAPACITY to be looked into keeping the
industries and infrastructure.
PROCESS we need to have a short TAT and
that is possible only if we cut the normal route
of referrals.
26
Challenges in general
Managing the growing TP awards
Managing the growing menace of Frauds ( Fake policies, Vehicle swapping etc.)
Manpower
Managing growing expectations of biz partners
2017 - 18
2018 - 19
Zone
East
Sales
Non Sales
Support
Total
1105
395
79
1579
Zone
East
Sales
Non Sales
Support
Total
1139
407
81
1627
Zone
East
Sales
Non Sales
Support
Total
1173
419
84
1675
THANKS