A Project Report On Comparitive Study of Unit Linked Policies and Its Market Research

COMPARITIVE STUDY OF UNIT LINKED POLICIESANDITS MARKET RESEARCH
CONTENTS
PART I
1. Industry overview 2. Company profile 3. Comparison study 1 15 21
PART II
1. Research methodology
27
Problem definition Objectives Sample profile Sample size Sampling technique Data collection procedure Data analysis technique Limitations of the survey Scope of the project
2. 3.
Findings
32 39
Analysis
Respondents in general Respondents whose income is more than Rs 3,00,000 Respondents who knows about Unit Linked Policy
4. Suggestions 5. Conclusions 6. Bibliography

7. Appendix
57 60 62 64
BABASAB PATIL PROJECT REPORT ON MARKETING
Page 1
EXECUTIVE SUMMARY
After privatization and liberalization in 1991,private sector is growing very fast across wide spectrum of Indian economy. A major part of such liberalization process is finance sector. That is also applicable to Insurance Industry. Large number of multinational companies in collaboration with the Indian companies is competing with the strong LIC. At the same time bank rates are going down. So investors are going for alternatives. They are investing in market for good returns. This report titled Comparison study of unit linked policies and its market research contains detail study of unit-linked policies and comparison unit linked schemes of different companies and also their market potential in Bangalore city. The main object behind taking this project is to find outstanding terms and conditions of different companies who issue unit linked policies and market potential for unit linked policies. At the same time we are interested to know 1. Whether people are aware about unit linked policies or not? 2. What factor they are consider while purchasing unit linked policy? 3. What is their expectation from unit linked policy? 4. How much they want to invest in Life Insurance? 5. In which type of fund they prefer to invest.? Based on this an appropriate questionnaire was prepared. Data was collected through market survey . The data is analyzed using code sheet, percentages, averages, sums and weightages . BABASAB PATIL PROJECT REPORT ON MARKETING Page 2
Findings
1. 96% of the people know about life insurance and 18% know about unit linked policy 2. Responded people ranked LIC as first, ICICI as second and Allianz Bajaj as third 3. Most people want to invest in Life insurance in the range of Rs 300000 to Rs 500000 4. The Responded people mostly want to invest in balanced fund. Above study shows that awareness of Allianz Bajaj is very low. But there is a potential market for unit-linked policies. So ALBJ should come up with some salient features to tap the market. They should come up with some special offers like giving bonus or fixing some minimum guarantee amount.
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BACKGROUND
Page 4
AN INTRODUCTION:
The insurance industry in India is evolving and assuming different proportions since it was privatized. There was a time when only traditional insurance products used to dominate the arena, but with innovation coming into play, unitlinked/market-linked products have also found a place.
It is worth mentioning here that world over unit-linked products constitute quite a substantial chunk of the total portfolio of insurance companies.
The emergence of unit-linked insurance policies combines the characteristics of both endowment insurance policies and mutual funds. With falling interest rates questioning the economics of traditional products, most insurers are launching unit-linked policies.
In the developed market, products more in common with mutual funds have overtaken traditional life insurance products. Customers too are looking for products that give stability of returns in the long run and total protection.
In India, Birla Sun Life, ICICI Prudential, Allianz Bajaj, LIC are the some life insurance companies dealing in unit-linked insurance products.
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HOW THE UNIT LINKED PLAN WORKS?
Unit linked plans combines the protection of life insurance and benefits of mutual fund .The main reason for increasing interest towards unit linked plans is that they allow you to earn more return on your investment in this declining interest scenario, and at the same time offer financial protection to your family in unfortunate event of your death. They also allow you the flexibility of withdrawing or surrendering your unit wholly or partially to meet any contingency like your childrens education marriage, etc. Unit linked plans come in the form of units where the premium paid by you is used to buy units and an investment fund is allotted to you. Most of the companies offer two or more options to you with regard to the fund. The choice of the fund allows you to determine as to how much premium paid by you should be invested and in which financial instrument. The performance of the fund depends upon the current value of units in the market.
For e.g. if current value of unit is Rs 10/- and you pay annual premium of Rs 10000/-, than the number of units you buy with this premium is 1000 units. If the market is bullish and the value of a unit become Rs 13 /- then you can surrender the units for a profit.
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According to the IRDA, a company offering unit linked plans must give the investor an option to choose among debt, balanced and equity funds. If you opt for a unit-linked endowment policy, you can choose to invest your premiums in debt, balanced or equity funds. If you choose a debt fund, the majority of your premiums will get invested in debt securities like gilts and bonds. If you choose equity, then a major portion of your premiums will be invested in the equity market. The type of fund you choose would depend on your risk profile and your investment need. In case of death during the premium paying term or the term of the policy, the sum assured, or value of policy fund, whichever is higher, is paid to the beneficiaries. In case of survival up to maturity, the value of the fund is paid out. Therefore, the risk here is transferred to the policyholder and nothing is guaranteed. So, if the fund value falls below the amount invested, the policyholder will receive a lower amount. Taking a closer look at charges and feesone comes to knows that, there is an initial administrative charge deducted every month from units. This could be very high, around 15% per annum in the first year, around 7% p a in the second and around 2-3% p a thereafter. Suppose you buy a policy wherein the annual premium works out to Rs 10,000, in the first year, Rs 1,500 would be deducted towards administrative charges, Rs 700 in the second year and around Rs 300 from the third year. These rates vary from company to company but are more or less in this range.
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There is an investment management charge too, which would vary according to the fund selected; for instance, an equity fund would attract a higher investment management fee of around 1% p a compared with a debt fund that might attract a fee of 0.25%. So continuing with the same example, a sum of Rs 100 would be deducted from the annual premium if an equity fund is opted for. Next, companies charge an annual administration charge. In case of some companies this charge is a flat rate, say, Rs 20 per month. In the case of others, this charge is again a percentage of net assets for each fund. Finally, there is a deduction for risk cover. This goes towards contribution to the sum assured or the life insurance cover. It is based on mortality rates as calculated by actuaries. For comprehensively summarising our example, we will assume the age of the male policyholder to be 30 years and sum assured Rs 1,00,000. Of a total premium of Rs 10,000 paid in the first year, Rs 1,500 is deducted towards initial administration fees, Rs 100 towards investment management fees (assuming the fund opted for is equity) and Rs 240 towards annual administration fees. That leaves a balance of Rs 8,160 in the first year. Out of this, Rs 169 would be deducted towards risk cover. Hence, finally Rs 7,991 would be invested in the fund. In the second year, the figure would stand at Rs 8,791 and third year onwards, around Rs 9,191 for the term of the policy. So, every time you make your premium payment, only a part of it is actually invested in the fund of your choice.
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Combination of mutual fund and insurance cover:

Unit-linked plans are a combination of an investment fund and an insurance policy. A major part of the premium amount received on such policies is invested in the stock market by the insurer in select funds depending on the risk level chosen by the customer. Mind you, this is after deducting administration charges and management expenses that may vary from one fund to the other.
Choice of Funds:
The customer has the option of choosing from debt, balance and equity funds. If the individual chooses a debt fund, a major part of his premia is invested in debt securities like gilts and bonds. But if it is equity, a major portion goes towards investments in the stock market. So depending on the risk profile the individual may choose his investment option.
Survival Benefits:
As regards survival benefits the fund value as on that date is paid to the individual.
Death Benefits:
In case of death the individual is paid higher of the sum assured or the fund value standing to his account.
Fund Value:
The fund value is the value of your investment as on a given date. This is influenced by the ups and downs in the sensex. So Fund Value = Unit Price x Number of Units
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Switching between Funds:

The advantage one gets in case of a unit linked fund is that the working is similar to a mutual fund. One can ship out of a fund if he feels its performance is not up to the mark. Companies allow certain number of free switches in a year. For any more switches one may have to pay.
Risk Element:
On the face of it investment in unit-linked plans are not entirely safe. An element of risk is definitely in the hands of the individual. An individual choosing to park his funds in equities stands to gain or lose depending on the bull run in the stock market. When the market is buoyant he stands to gain handsomely but on the other hand he may lose heavily when it tanks out. Unit-linked insurance plans are all of a sudden much talked about, publicized and sold. While these are not a recent phenomenon, since a number of insurance companies already had these products as a part of their portfolio, of late these plans have seen sudden frenzy.
It is perhaps the bull phase or the lure of market-linked returns that insurance companies have been shouting hoarse about that is responsible for these products outselling others.
While this is not to dissuade from purchasing unit linked covers it would be once own interest to take a peek at the market linked returns you can expect. And if you think that the entire premium you pay is invested in avenues chosen by you to maximize returns you could be wrong.
Expenses during the first year:

BABASAB PATIL PROJECT REPORT ON MARKETING Page 10
The insurance company towards various charges reducing the investable amount considerably deducts a substantial amount from your premium income. In the first year Allianz Bajaj through its Unit Gain SP Plus claims to allocate 100 percent of the single premium you invest but cancels units on a monthly basis towards various charges from your fund.
Accordingly Kotak Safe Investment Plan allocates 86 percent and LifeTime of ICICI Pru Life allocates 80 percent for amounts less than Rs 50,000 and 82 percent for those above Rs 50,000 towards investments.
Administration expenses:
The fund expense is the highest in the first year. ICICI Pru Life charges administration expenses of 20 percent of the premium for amounts below Rs 50,000 and 18 percent for amounts over Rs 50,000 in the first year while it is 7 percent for amounts upto Rs 20,000 in case of Kotak Safe Investment plan.
Again there are annual administrative charges that are as high as 1.25 percent per annum of net assets on Life Link of ICICI Pru Life and on Unit Gain SP Plus of Allianz Bajaj Life Insurance.
Mortality charges:
While the annual administrative charges stand at 1.25 percent of net assets for ICICI Pru Life and Allianz Bajaj Life Insurance the differences in mortality charges is quite a bit. ICICI Pru Life charges 1.48 per thousand of sum assured at age 30 while Allianz Bajaj charges 1.29 at age 31.
Switching:
Now what if you plan to switch from one fund to the other. ICICI Pru Life BABASAB PATIL PROJECT REPORT ON MARKETING Page 11
offers only one free switch every year and charges a switching fee of 1 percent for extra switches. In contrast Allianz Bajaj offers three switches free with subsequent switches charged at the rate of 1% of switch amount or Rs 100 which ever is higher while with OM Kotaks Safe Investment plan you can switch any number of times at no extra cost. Besides there are fund management charges that varies depending on the type of fund you choose to park your funds. OM Kotak charges 0.6 percent if you choose to invest in money market funds, on gilt funds it is 1 percent, on balanced funds it is 1.3 percent and on growth funds it is 1.5 percent.
Transaction costs:
Also Allianz Bajaj charges transaction costs at 0.5 percent but not exceeding 0.7 percent of the equity investment while it is 0.1 percent not exceeding 0.2 percent of the debt investments. Moreover, there exist underwriting charges on the basis of the age of the individual.
Know that when you buy unit-linked insurance products, a major part of the risk is transferred to you from the insurance company. Unit linked risk products may not be a good investment option when taken into account the high costs and the risk associated with volatile markets.
These products will entail regular monitoring since they are market linked and may perhaps be a good bet when the market is at a peak but if the market bottoms out you may lose heavily. So know that you are playing with your risk cover.
Unit-linked vs. traditional insurance products.
Page 12
While in a unit-linked insurance product part of the premium paid by the policyholder goes towards administrative and mortality charges (that provides life cover) and the balance into an investment account, in a traditional policy (with or without profit policy), the premiums are put in a common fund, part of which is invested and part goes into paying for the risk cover. However, the entire profit from investment is not declared as bonus in a traditional policy. Some is held back by the insurance company to build reserves to pay end bonus and other returns. Also, there is a chance of using the money to cross-subsidise other products i.e. paying more returns towards single premium products. The performance of the investible portion of premium in a unit-linked scheme is monitored in the form of mutual fund units.
Unit-linked insurance products allow policyholders to define their underlying investment with choices varying from a conservative to an aggressive option. In effect, a customer can create his/her own personal investment plan backed by an insurance policy with at least a minimum guaranteed return, in some cases. On the contrary, a traditional policyholder has to rely on the investment manager.
Besides, unit-linked products offer benefits like transparency, liquidity and flexibility. The insured has the flexibility of changing the investment option after completing one policy year taking advantage of market movements to plan investments and earn returns, giving him complete control of his funds.
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Thus, in a scenario when the equity market is not performing well, a policyholder with high exposure to equities can switch to the option, which has a high proportion of fixed income instruments.
Above all, as in the case of other insurance products, the premiums are taxing deductible and the benefits i.e. the maturity benefit, withdrawal, surrender and death benefits are all tax-free.
Mode of premium payment:

Paying single premium or regular premium in the form of yearly /half yearly, quarterly and monthly installment and premium paid by you is used to buy units.
Hence unit linked policies multiply your profits and brings you the return and liquidity of the stock market and the safety of the insurance at the same time.
Allianz Bajaj Life Insurance Company Limited
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Allianz Bajaj Life Insurance Co. Ltd. is a joint venture between two leading conglomerates- Allianz AG, one of the world's largest insurance companies, and Bajaj Auto, one of the biggest 2 and 3 wheeler manufacturers in the world.
Allianz AG with over 110 years of experience in over 70 countries and Bajaj Auto, trusted for over 55 years in the Indian market, together are committed to offering you financial solutions that provide all the security needed for once family and oneself
Allianz Bajaj Life Insurance
Is the fastest growing private life Insurance company in India Currently has over Rs 3,00,000 p.a. satisfied customers Is backed by a network of 68 Customer Care Centers spanning 55 locations across
the country One of India's leading private life insurance companies
COMPANY PROFILE Allianz Group

Allianz Group is one of the world's leading insurers and financial services providers.
Founded in 1890 in Berlin, Allianz is now present in over 70 countries with almost 174,000 employees. At the top of the international group is the holding company, Allianz AG, with its head office in Munich. Allianz Group provides its more than 60 million customers worldwide with a comprehensive range of services in the areas of

Property and Casualty Insurance, Life and Health Insurance, Asset Management and Banking.
ALLIANZ AG- A GLOBAL FINANCIAL POWERHOUSE

Worldwide 2nd by Gross Written Premiums - Rs.4, 46,654 cr. 3rd largest Assets Under Management (AUM) & largest amongst Insurance cos. AUM of Rs.51, 96,959 cr.
12th largest corporation in the world 49.8 % of global business from Life Insurance Established in 1890, 110 yrs of Insurance expertise 70 countries, 173,750 employees worldwide
Bajaj Group
Bajaj Auto Ltd, the flagship company of the Rs. 8000 crore Bajaj group is the largest manufacturer of two-wheelers and three-wheelers in India and one of the largest in the world.
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A household name in India, Bajaj Auto has a strong brand image & brand loyalty synonymous with quality & customer focus.
A STRONG INDIAN BRAND- HAMARA BAJAJ
One of the largest 2 & 3 wheeler manufacturer in the world 21 million+ vehicles on the roads across the globe Managing funds of over Rs 4000 cr. Bajaj Auto finance one of the largest auto finance cos. in India Rs. 4,744 Cr. Turnover & Profits of 538 Cr. in 2002-03 It has joined hands with Allianz to provide the Indian consumers with a distinct. Option in terms of life insurance products
As a promoter of Allianz Bajaj Life Insurance Co. Ltd., Bajaj Auto has the following to offer - Financial strength and stability to support the Insurance Business
A strong brand-equity. A good market reputation as a world-class organization. An extensive distribution network. Adequate experience of running a large organization.
Shared Vision
A household name in India teams up with a global conglomerate...
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Bajaj Auto Ltd, the flagship company of the Rs. 8000 crore Bajaj group is the largest manufacturer of two-wheelers and three-wheelers in India and one of the largest in the world.
A household name in India, Bajaj Auto has a strong brand image & brand loyalty synonymous with quality & customer focus. With over 15,000 employees, the company is a Rs. 4000 crore auto giant, is the largest 2/3-wheeler manufacturer in India and the 4th largest in the world. AAA rated by Crisil, Bajaj Auto has been in operation for over 55 years. It has joined hands with Allianz to provide the Indian consumers with a distinct option in terms of life insurance products.
As a promoter of Allianz Bajaj Life Insurance Co. Ltd., Bajaj Auto has the following to offer
Financial strength and stability to support the Insurance Business. A strong brand-equity. A good market reputation as a world class organization. An extensive distribution network. Adequate experience of running a large organization. A 10 million strong base of retail customers using Bajaj products. Advanced Information Technology in extensive use. Experience in the financial services industry through Bajaj Auto Finance Ltd
BOARD OF DIRECTORS OF ALLIANZ BAJAJ ARE
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1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11.
Rahul Bajaj Niraj Bajaj Sanjivnayan Bajaj Ranjit Gupta Govind Prasad Laddha J.Shridhar Bajaj Auto Limited Dr Wemer Zedelius Heinz Dollberg Don Nguyen Alan Wilson
Allianz Bajaj brings several innovative products, the details of which as followes
ALLIANZ BAJAJS PRODUCTS
Individual Plans
UNITGAIN
A Unit Linked Plan
UNITGAIN
SP
A Single Premium Unit Linked Plan
INVESTGAIN
An Endowment Plan
CHILDGAIN Children's Policy
CASHGAIN
Money Back Plan SWARNA Retirement Plan VISHRANTI
RISK Pure Term Plan
CARE
TERM Term Plan with Return-of-Premium
CARE
LIFETIME Whole Life Plan
CARE
SAVE
CARE
ECONOMY
SP
Single Premium Endowment Plan
LOAN A Mortgage Reducing Term Insurance Plan
PROTECTOR
KEYMAN A Promising Business Opportunity
INSURANCE
Group Plans
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GROUP
Available for and Non Employer-Employee Groups
CREDIT Employer Employee
CARE Groups
GROUP
Available for Employer and Non Employer-Employee Groups
TERM Employee
LIFE Groups
GROUP
TERM Insurance)
LIFE
SCHEME
in lieu of EDLI (Employees Deposit Linked
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COMPARISON STATEMENT
Particulars Allianz Bajaj 1) Types of a) Unit Gain policy Issued b) Unit Gain SP Birla sun life ICICI a) Flexi Save Plus a) Lifetime Endowment Plan b) Flexi cash flow money back Plan c) Flexi Life Line Plan 2) Eligibility 3)Minimum premium amount ( in Rs) 4) Term of Death or low balance As per policy term the Plan whichever is first 5,10,15,20,25or30 or as per maturity age 15,20,25,30or 35years for minor & 60,65,70,80 for 5) Premium Yearly, Half yearly, payment frequency premium deduction scheme.] adult Yearly, Quarterly [Monthly salary scheme.] Half Yearly, yearly, and Monthly with deduction Half Yearly, and yearly, Quarterly and Single premium Half From 1year to 60 From 30 days to From 0year to 60 From 12 years to years Rs 10,000 regular Rs 25,000 single premium 65 years 50,000 for minor 75,000 for adults years 18,000 p.a. or yearly and 1,500 for monthly. At the age of 10 years 100 55 years 5,000regular b) Life link LIC a) Life Time b) Life Time SP
9,000 for half 20,000 single
Quarterly and Single yearly, [Monthly with salary Single premium
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6) Maturity Total value of that you Total value of that Total value of Bid value of the benefit hold in fund /funds you hold in fund that you hold in fund along with /funds fund /funds maturity bonus at 5% 7) Death Sum assured chosen Face amount + or value of units Whichever is higher Policy fund Sum of units Whichever higher of in sum 1st
assured. assured -Death
benefit
chosen or value 6months 30% of S.A+fund value is -Death in 2nd half of 1st year 60% of S.A value -1st year & above S.A Value -On 10th year 5% bonus of SA + bid value of fund``` + fund + fund
8)
Free Three free switches One free switch One free switch Twice during the every year. every year. every year. term plan. of
switches
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9)Minimum and maximum Sum Assured
For Single Premium Min=1.01 time the SP Max=Y time the SP

A g e Y 030 45 3135 40 3640 25
Amount chosen by the customer
For
Single Prem ium =Rs =Rs
Where Y as per following table

4145 15 4660 5
Min 20,000 Max
10,00,000 For Regular Prem ium

56 60 20
For Regular Premium Min=5 time AP Max=Y time the AP Where Y as per following table
A g e Y 03 0 1 2 5 31 35 10 5 3640 75 4145 55 4655 30
Min 50,000 Max
=Rs =Rs
10,00,000
10) option
Cash You may withdraw money any You time after 3 full years withdraw money time
may You withdraw
may After
3 years the polic y hold er can
withdrawal
any money any time after after years 3 full
4full years
withdraw max of 11)Investme nt option Equity Fund Protector Builder Enhancer Maximiser Protector Balancer 50%. Secured fund Balance
Balanced fund Debt fund
Cash fund BABASAB PATIL PROJECT REPORT ON MARKETING
d fund Page 24 Risk fund
The fund value is always depend upon the market condition. On the total premium the deductions are
Allocation charges Other charges
ALLOCATION RATES
Allianz Bajaj Yearly Cumulati Alloca tion (%) Year 1 Year 2 Year 3 Year 4 Year 5 Year 6 Year 7 Year 8 Year 9 Year 10 Year 11 Year 12 Year 13 Year 14 Year 15 Year 16 Year 17 Year 18 Year 19 Year 20 Average allocatio n year per 30 98 99 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 ve Allocatio n (%) 30 128 227 327 427 527 627 727 827 927 1027 1127 1227 1327 1427 1527 1627 1727 1827 1927 1927/20 = 96.35% 40 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 Comm ission (%) Birla Sunlife Yearly Cumul Alloca tion (%) 35 96.5 95 95 95 95 95 95 95 95 95 95 95 95 95 95 95 95 95 95 ative Alloca tion (%) 35 127.5 222.5 317.5 412.5 507.5 602.5 697.5 792.5 887.5 982.5 1077.5 1172.5 1267.5 1362.5 1457.5 1552.5 1647.5 1742.5 1837.5 1837.5 /20 =92% 35 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 Comm ission (%) ICICI Yearly Alloca tion (%) 80 92.5 96 96 96 96 96 96 96 96 96 96 96 96 96 96 96 96 96 96 Cumul ative Alloca tion (%) 80 172.5 268.5 364.5 460.5 556.5 652.5 748.5 844.5 940.5 1036.5 1132.5 1228.5 1324.5 1420.5 1516.5 1612.5 1708.5 1804.5 1900.5 1900.5 /20 =95% Co mmi ssio n (%) 8 5 3 2 2 2 2 2 2 2 2 2 2 2 2 2 2 2 2 2 Om Kotak Yearly Cumulati Alloca tion (%) 86 86.5 86.5 86.5 86.5 86.5 86.5 86.5 86.5 86.5 86.5 86.5 86.5 86.5 86.5 86.5 86.5 86.5 86.5 86.5 ve Allocatio n(%) 86 182.5 279 375.5 472 568.5 665 761.5 858 954.5 1051 1147.5 1244 1340.5 1437 1533.5 1630 1726.5 1823 1919.5 1919.5/2 0 =96% 10 3.50 3.50 3.50 3.50 3.50 3.50 3.50 3.50 3.50 3.50 3.50 3.50 3.50 3.50 3.50 3.50 3.50 3.50 3.50 Commiss ion (%)
Non allocated amount
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Particulars Allanz Bajaj Year 1 70% Year 2 2% Year3 1% Year4 Year5 Year6 Year7 Year8 Year9 Year10 Non allocation charge(cumulative) 73%
Birla Sunlife 65% 7.5% 5% 5% 5% 5% 5% 5% 5% 5% 112.5%
ICICI 20% 7.5% 4% 4% 4% 4% 4% 4% 4% 4% 59.5
Om Kotak 16% 3.5% 3.5% 3.5% 3.5% 3.5% 3.5% 3.5% 3.5% 3.5% 47.5
In the long run say 20 years, the non allocation will be
The main determinant of how policy operates is allocation of fund and growth rate of the company. The growth rates are available in the newspaper. Particulars Allanz Bajaj Non allocation Charges(cumulative) Average will be non 8.125% 5% 4.125% 73% 162.5% 99.5% 82.5% Birla Sunlife ICICI Om Kotak
allocation per year 3.65%
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However, some insurers do guarantee a part of the return. Birla, for instance, guarantees a minimum return of 6% in case of Protector option, 4.5% in Builder and 3% in Enhancer. Birla, as of November 2003 has declared, since inception, a return of 13.55 % on Protector, 18.23% on Builder and 25.61% on Enhancer.
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RESEARCH METHODOLOGY
RESEARCH METHODOLOGY
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PROBLEM DEFINITION
In the market, bank interest rates are coming down and peoples
prefer other investment avenues like mutual funds. The main focus of this project is to know about unit-linked policy ( combination of mutual fund and life coverage), how this plan works in the market and how people consider its attributes and factors.
OBJECTIVE
The main objective of the research is to find potential market for the unit linked plans in Bangalore city.
SUB OBJECTIVES
1. To know potential market for life insurance. 2. To know awareness of different insurance companies. 3. To know which attributes people consider most important. 4. To know what factor people consider while purchasing unit linked policy. 5. To know the investment criteria 6. To know in which range people want to invest. Keeping above objective in mind a questionnaire was designed and field survey conducted in Bangalore city.
SAMPLE PROFILE
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Businessmen, Employees and other are population for this project. Efforts were made to get the respondents with income of Rs 3,00,000 & more. Sampling units are taken from the Bangalore city.
SAMPLE SIZE
Sample size was 100 in Bangalore city
SAMPLING TECHNIQUE
Samples were chosen from different areas of Bangalore i.e. Jayanagar, M G Road, Corporation area, Electronics city and tried to maintain 1:1:1 ratio of businessman, employees and other among the respondents
DATA COLLECTION PROCEDURE

Data collection for unit linked policy Secondary data collected from following source 1. Literature from Allianz Bajaj office 2. Articles from Economictimes 3. Article from Insurance Cover Primary data was collected through field survey by framing the questionnaire
DATA ANALYSIS TECHNIQUE

The data collected was consolidated, the sum average was calculated. Various charts were prepared which helped to analyze the data better .Data analysis involved converting of recorded observation in to descriptive statement.
LIMITATION OF THE STUDY
1. The findings are relevant only to Bangalore city , however a generalized view can be applicable to cities with similar characteristics. 2. Since the sampling technique was random, the finding might not give an accurate picture. 3. Since the time and cost were the a constraints, result may not be accurate, as surveyor could not survey the entire customer and potential investors. 4. Some of the customers could not give an accurate response to some of the questions
SCOPE OF THE STUDY
The project includes

1. Study of unit linked policy. 2. The eligibility criteria of the applicant 3. Brief idea about the company called Allianz Bajaj life insurance company limited. 4. Comparison study of different unit inked policies of different companies 5. Terms and conditions of different companies unit linked policies 6. Different types of policies issued by Allianz Bajaj
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FINDINGS
Findings:
1) Have you bought any Insurance policy/ know about unit linked policy?
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Awareness of life insurance
4%
know insurance policy 96% dont know insurance policy
Awareness of unitlinked policy

18% know unit linked policy 82% dont know unit linked policy
2) Rank the Insurance companies you are aware of?
Respondents ranked life insurance companies as below BABASAB PATIL PROJECT REPORT ON MARKETING Page 34
Ranking of Insurance Companies based on composite score

35 30 composite score 25 20 15 10 5 0
I Ba ja j LI C Su nl ife IC AI Ta ta Av iv a IC G
Al lia nz
Name of companies
The ranking is 1. Life Insurance Corporation 2. ICICI 3. Allianz Bajaj Life Insurance Company Limited 4. Tata AIG Life Insurance Company Limited 5. Aviva Life Insurance Company Limited
3) Have you bought any unit linked policy?
Bi rla
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Out of 100 samples only 2 people bought unit linked policy.
Percentage of respondents who have bought unit linked policy

120 100 80 60 40 20 0 Bought unit linked policy Doesnt bought unitlinked policy
4) Are you interested in buying unit linked policy?
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Percentage of respondents who are intereste to buy unit linked policy

100 90 80 70 60 50 40 30 20 10 0 Interested to buy unit linked policy Not interested to buy unit linked policy
5)Rank the below attributes do you consider while purchasing?
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Consideration of attributes
Charges levied 9% Saving component 15% Life coverage 16% Maturity benefits 15% Mode of paying premium 14% Creation of estate 16%
Withdraw al benefits 15%
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6) Rank the factors do you consider while purchasing Life Insurance/Unit Linked policy?
Consideration of factors while buying Life Insurance

Market condition 18% Brand image 14%
Relatives&frien ds 12%
Risk factor 19%
Age 18%
Income 19%
7) How much do you want to invest?
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Respondent's interest of investment in percentage(In Rs p.a)
Above 5 Lakhs 14%
Above 1Lakh 20%
3 Lakhs 5Lakhs 28%
2 Lakhs-3 Lakhs 16%
1Lakh-2 Lakhs 22%
8) In which fund do you prefer to invest(rank them accordingly)
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Composite ranking of various fund

300 250 200 150 100 50 0 Equity fund Debt fund Cash fund Balance fund 232 222 246 280
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ANALYSIS
ANALYSIS HAS BEEN MADE IN THREE PARTS
Respondents in general Respondents whose income is more than Rs Rs 3,00,000 p.a. Respondents who knows about Unit Linked Policy
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RESPONDENTS IN GENERAL
INCOME OF THE RESPONDENTS
Income of respondents
22%
In Rs 28%
Below 150000 150000-300000 300000-500000 Above500000
30%
20%
Four types of income group has been responded, accordingly respective percentage has been given. 1. Below Rs 1,50,000 2. Rs 1,50,000-Rs 3,00,000 p.a. 3. Rs Rs 3,00,000 p.a.-5,00,000 4. Above Rs 5,00,000 28% 20% 30% 22%
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AWARENESS OF LIFE INSURANCE
Awareness of Life Insurance

120 100 80 60 40 20 0 Know insurance policy Dont know insurance policy
Awareness of the life insurance is out of the 100 samples 2 peoples dont know about the life insurance.
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AWARENESS OF UNITLINKED POLICY Awareness of unitlinked policy
22%
know unit linked policy dont know unit linked policy
78%
Out of 98 people 22% know about the unit linked policy.
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RANKING OF LIFE INSURANCE COMPANIES
Respondents ranked life insurance companies as below
35 30 composite score 25 20 15 10 5 0
Ranking of Insurance Companies based on composite score
nz
Ta
Al lia
Name of companies
The ranking is 1. Life Insurance Corporation 2. ICICI 3. Allianz Bajaj Life Insurance Company Limited 4. Tata AIG Life Insurance Company Limited 5. Aviva Life Insurance Company Limited Respondents ranked Allianz Bajaj as 3rd among 6 life insurance companies.That means awareness is less about the company. Therefore company should take some measure to create awareness.
Bi rla
Su n
ta
Av iv a
Ba
IC
AI
LI
lif e
IC
ja j
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While purchasing unit linked policy, people consider the attributes like Creation of estate, Life coverage, Mode of paying premium, Withdrawal benefits, Saving
component echo much importance they give to each attribute is given below
Consideration of attributes
Charges levied 9% Saving component 15% Creation of estate 16%
Life coverage 16%
Maturity benefits 15% Mode of paying premium 14%
While purchasing life insurance people considered most important is life coverage than Creation of estate than saving component than other attributes like maturity benefits, withdrawal benefits and mode of paying premium .the least important attribute is charges levied. As people consider most important as life coverage, in the policy of Unit gain they should concentrate on Death benefits and life coverage period.
Page 47
After consideration of attributes the next step towards the purchase of life insurance by the prospective buyer are following factors 1. Brand Image 2. Risk Factor 3. Income 4. Age factor 5. Influence of relatives and friends 6. Market condition
Consideration of factors while buying Life Insurance

Market condition 18% Brand image 14%
Relatives&friend s 12%
Risk factor 19%
Age 18%
Income 19%
Respondents considered very important as Risk factor than the factors like Income, Age, and Market conditions. Brand image as less important and Influence of relatives and friends as very least important. As people are tend to avoid risk and give more importance to risk factor it shows that people are willing to take risk. BABASAB PATIL PROJECT REPORT ON MARKETING Page 48
PEOPLES INTEREST OF INVESTING IN LIFE INSURANCE
Respondent's interest of investment in percentage (in Rs p.a )

Above 5 Lakhs 14% 3 Lakhs 5Lakhs 28% Above 1Lakh 20%
2 Lakhs-3 Lakhs 16%
1Lakh-2 Lakhs 22%
Respondents got a option of five categories as shown above. The response was Below Rs 1,00,000 Rs 1,00,000 2,00,000 Rs 2,00,000 Rs 3,00,000 p.a. Rs Rs 3,00,000 p.a.- 5,00,000 Above Rs 5,00,000 13% 18% 27% 29% 13%
Most peoples are interested in taking the policy of Rs 3,00,000 p.a. to 5,00,000.Next to it is the policy of Rs2,00,000 to Rs 3,00,000 p.a..
Page 49
PEOPLE S PREFERENCE OF INVESTING PREMIUM AMOUNT Customer got several option to invest their premium .The preference respondents are given below according to
Graph showing Composite ranking of various fund

300 250 200 150 100 50 0 Equity fund Debt fund Cash fund Balance fund 232 222 280 246
Rankings are given below 1. Balanced fund 2. Equity fund 3. Cash fund 4. Debt fund 28% 25% 24% 23%
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RESPONDENTS WHOSE INCOME IS MORE THAN RS Rs 3,00,000 p.a.
Ranking of Life Insurance companies based on their composite score

35 30 25 20 15 10 5 0 Lic Birla Sunlife ICICI Allianz Bajaj Aviva Tata AIG
Ranking according to respondents whose income is more than Rs 3,00,000 p.a. 1. LIC 2. ICICI 3. Birla Sunlife 4. Allianz Bajaj 5. Tata AIG 6. Aviva
Page 51
Respondents whose income is more than Rs 3,00,000 p.a. considered attributes as below
Consideration of Attributes
Charges lavied 8% Saving component 16% Creation of estate 16%
Life coverage 16% Maturity benefits 14%
Mode of paying premium 15%
Respondents considered very important attribute as Creation of estate, Saving components and life coverage. Next important as Mode of paying premium and next is Withdrawal benefits next is Maturity benefits and the least important is Charges levied. Respondents even consider Saving component and creation of estate as very important.
Page 52
Respondents whose income is more than Rs 3,00,000 p.a. considered factors affecting to buy life insurance as below
Factors considered while buying Life Insurance

Market condition 19% Relatives&friends 11% Brand image 14% Risk factor 18%
Age 19%
Income 19%
Respondent considered all the above-mentioned attributes as most important In percentage most important is Age, Income, Market conditions, Risk Factor and least important is Brand image and influence of relatives and friends.
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Respondents whose income is more than Rs 3,00,000 p.a. considered the investment criteria as follows
Respondents interest of investment in percentage (in Rs p.a)

Above 500000 19% Below 100000 4% 100000200000 23%
350000500000 31%
200000350000 23%
Respondent interested to invest money more between Rs3,50,000-5,00,000 p.a. Next is Rs2,00,000-3,50,000 p.a. and same percentage of people wants to invest in Rs1,00,000-2,00,000 p.a. and 19% want to invest in above Rs 5,00,000 p.a. and least people want to invest in below Rs 1,00,000 p.a.
Page 54
Respondents whose income is more than Rs 3,00,000 p.a. considered investing their money in following funds
Preference of respondents interest of investing Premium in various funds

Equity fund 22% Balance fund 31%
Debt fund 22%
Cash fund 25%
Rankings are given below 1. Balanced fund 2. Cash fund 3. Equity fund 4. Debt fund 31% 25% 22% 22%
Page 55
OPINION OF THE RESPONDENTSWHO KNOW ABOUT THE UNITLINKED POLICY.
ATTRIBUTES CONSIDERED BY RESPONDENTS WHILE PURCHSING UNIT LINKED POLICY

Saving componen t 15% Maturity benefits 14% Charges lavied 10% Creation of estate 15%
Life coverage 17%
Withdrawa l benefits 16%
Mode of paying premium 13%
Respondents considered very important attribute as Life coverage next important as Withdrawal benefits next is Saving components and Creation of estate next important as Maturity benefits next important attribute is Mode of paying premium and the least important is Charges levied. Here most important to note is every attribute is considered important because all the percentage is more than 10%.
Page 56
CONSIDERATION OF THE FACTORS WHILE BUYING UNIT LINKED POLICY
Market condition 17% Relatives&friends 10%
Brand image 15%
Risk factor 20% Age 19%
Income 19%
Very important Less important Important Not important Least important
Risk factor Income, age Market conditions Brand image Influence of relatives &friends
Page 57
GRAPH SHOWING PERCENTAGE OF PEOPLE & THEIR INTEREST OF INVESTMENT (IN RS P.A.)
60 50 40 30 20 10 0 Below 10000- 50000- 100000- Above 10000 50000 100000 200000 200000
Respondents got an option of five categories as shown above. The response was Below Rs 1,00,000 Rs 1,00,000 2,00,000 Rs 2,00,000 Rs 3,00,000 p.a. Rs Rs 3,00,000 p.a.- 5,00,000 Above Rs 5,00,000 09% 00% 09% 55% 27%
Page 58
PEOPLE'S CRETERIA TO INVEST IN VARIOUS FUNDS

Balance fund 32% Equity fund 25%
Debt fund 20% Cash fund 23%
Rankings are given below 1. Balanced fund 2. Equity fund 3. Cash fund 4. Debt fund 32% 25% 23% 20%
Page 59
SUGGESTIONS:
1. The above study showed that the awareness about Allianz Bajaj is less . People ranked it 3rd in the life insurance companies .So companies should take some measure to create awareness in the minds of customer .For that it may go for aggressive advertising campaign or sponsor for some events, go for banners or hoardings
2. The competitor companies of ALBJ is very strong in unit linked policies Birla Sunlife and LIC are going extremely well in the market.their growth rates are very high .So ALBJ should highlight their strong points like Choosing the sum assured Low allocation charges in the long run Good service Low switching charges Term of policy is unlimited Salary deduction schemes
3. The unit-linked policies are suitable to those who are active investors and at the same time they want to cover their life.
Page 60
4. There are various categories of people who can be differentiated like Men and Women Men usually take the risk, where as women hesitate to take risk. So this policy is more suitable to men Age factor Young people are more willing to take the risk, where old people are not. So it is suitable to young income people Income group If income of the person is high than he can take risk but low-income group cant take the risk. So this policy is suitable to high-income group people.
5. Life insurance is the classical example of unsought goods. The nature of that is the consumer does know about or does not normally think of buying. It requires personal selling support. So agents should be fully informative and they should be able to tell the entire information customer needed. 6. As awareness is less , Allianz Bajaj should open some more branches so that acccess becomes easy. So that people can approach the company and take service. 7. As people consider risk factor as very important company should give minimum guarantee of money so that people may consider this policy as most secured and also giving good profit. 8. Company should come up with group unit linked plans so that people may have option to go for unit-linked policy.
Page 61
CONCLUSION
In new economy things are moving at a nanosecond pace; that our markets are characterised by hyper competition; that disruptive technologies are changing every business and every business must adapt to the empowered consumer. In such an environment ALBJ is performing on a consistence basis. It is not a result of luck, trick plays or misfortune of the competitors, but service and attractive schemes of ALBJ. Allianz Bajaj sustained efforts are yielding superior long-term result.
The above study showed that unit linked policy has attractive market. But main problem is awareness. So Allianz Bajaj should create awareness among the people. They should explain the advantages they are getting out of unit-linked policy. They should come up with some salient features like different investment criteria, group investment plans etc.In India people are not willing to invest their money in market but they make idle investment. So it is the work of middlemen win the willingness of people to invest in market. Also company should concentrate on death benefit and term of policy.
Page 62
BIBLIOGRAPHY
1. Donald .S.Tull & Hawkins Marketing research measurement and method, Prentice Hall of India Private Limited,New Delhi-2001 2. Literature available at Allianz Bajaj Branch office, Bangalore. 3. www.AllianzBajaj.com 4. www.economictimes.com
Page 63
Page 64
APPENDIX
MARKET SURVEY ON UNIT LINKED POLICIES
Page 65
Sir/Madam,
I am MBA student studying in. I am doing survey on unit linked plans. Please co-operate and spare a few minutes of your time to fill up the following questionnaire. The information provided by you will be kept confidential since this project is for academic purpose.
Name Address Ph .No Gender : :
Age :
Profession/Occupation: Annual income: a) below 150000 c) 300000-500000 b)150000-300000 d) above 500000
1. Have you bought any Insurance policy / know about unit linked policy?
Yes No
2. Rank the insurance companies you are aware off LIC Birla Sunlife I CI C I 3. Have you bought any unit linked policy? Yes If Yes Company name : No Allianz Bajaj Aviva Tata AIG
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If No 4. Are you interested in buying unit linked policies Yes If yes From which company And why No
5 . Rank the below attributes do you consider while purchasing Life Insurance/ Unit
Linked policies (For very important 5 to least important 1) Attributes Creation of estate Life coverage Mode of paying premium Withdrawal benefits Maturity benefits Saving component Charges levied 5 4 3 2 1
6. Rank the below factors are you consider while purchasing Life Insurance/ Unit Linked policies (For very important 5 to least important 1) Factors Brand image Risk factor Income Age Relatives and friends Market conditions 5 4 3 2 1
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7. How much do you want to invest? Below -10000 10000-50000 50000-100000
100000-200000 Above 200000
8. In which fund do you prefer to invest (rank them accordingly) Equity fund Debt fund Cash fund Balance fund
Thank you
Page 68

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COMPARITIVE STUDY OF UNIT LINKED POLICIESANDITS MARKET RESEARCH

4. Suggestions 5. Conclusions 6. Bibliography

BABASAB PATIL PROJECT REPORT ON MARKETING

COMPARITIVE STUDY OF UNIT LINKED POLICIESANDITS MARKET RESEARCH

COMPARITIVE STUDY OF UNIT LINKED POLICIESANDITS MARKET RESEARCH

BABASAB PATIL PROJECT REPORT ON MARKETING

COMPARITIVE STUDY OF UNIT LINKED POLICIESANDITS MARKET RESEARCH

BABASAB PATIL PROJECT REPORT ON MARKETING

COMPARITIVE STUDY OF UNIT LINKED POLICIESANDITS MARKET RESEARCH

BABASAB PATIL PROJECT REPORT ON MARKETING

COMPARITIVE STUDY OF UNIT LINKED POLICIESANDITS MARKET RESEARCH

HOW THE UNIT LINKED PLAN WORKS?

BABASAB PATIL PROJECT REPORT ON MARKETING

COMPARITIVE STUDY OF UNIT LINKED POLICIESANDITS MARKET RESEARCH

BABASAB PATIL PROJECT REPORT ON MARKETING

COMPARITIVE STUDY OF UNIT LINKED POLICIESANDITS MARKET RESEARCH

BABASAB PATIL PROJECT REPORT ON MARKETING

COMPARITIVE STUDY OF UNIT LINKED POLICIESANDITS MARKET RESEARCH

Combination of mutual fund and insurance cover:

BABASAB PATIL PROJECT REPORT ON MARKETING

COMPARITIVE STUDY OF UNIT LINKED POLICIESANDITS MARKET RESEARCH

Switching between Funds:

Expenses during the first year:

COMPARITIVE STUDY OF UNIT LINKED POLICIESANDITS MARKET RESEARCH

COMPARITIVE STUDY OF UNIT LINKED POLICIESANDITS MARKET RESEARCH

Unit-linked vs. traditional insurance products.

BABASAB PATIL PROJECT REPORT ON MARKETING

COMPARITIVE STUDY OF UNIT LINKED POLICIESANDITS MARKET RESEARCH

BABASAB PATIL PROJECT REPORT ON MARKETING

COMPARITIVE STUDY OF UNIT LINKED POLICIESANDITS MARKET RESEARCH

Mode of premium payment:

Allianz Bajaj Life Insurance Company Limited

BABASAB PATIL PROJECT REPORT ON MARKETING

COMPARITIVE STUDY OF UNIT LINKED POLICIESANDITS MARKET RESEARCH

Allianz Bajaj Life Insurance

the country One of India's leading private life insurance companies

COMPANY PROFILE Allianz Group

COMPARITIVE STUDY OF UNIT LINKED POLICIESANDITS MARKET RESEARCH

ALLIANZ AG- A GLOBAL FINANCIAL POWERHOUSE

BABASAB PATIL PROJECT REPORT ON MARKETING

COMPARITIVE STUDY OF UNIT LINKED POLICIESANDITS MARKET RESEARCH

A STRONG INDIAN BRAND- HAMARA BAJAJ

A household name in India teams up with a global conglomerate...

BABASAB PATIL PROJECT REPORT ON MARKETING

COMPARITIVE STUDY OF UNIT LINKED POLICIESANDITS MARKET RESEARCH

BOARD OF DIRECTORS OF ALLIANZ BAJAJ ARE

BABASAB PATIL PROJECT REPORT ON MARKETING

COMPARITIVE STUDY OF UNIT LINKED POLICIESANDITS MARKET RESEARCH

ALLIANZ BAJAJS PRODUCTS

COMPARITIVE STUDY OF UNIT LINKED POLICIESANDITS MARKET RESEARCH

A Unit Linked Plan

A Single Premium Unit Linked Plan

CHILDGAIN Children's Policy

RISK Pure Term Plan

TERM Term Plan with Return-of-Premium

LIFETIME Whole Life Plan

Single Premium Endowment Plan

LOAN A Mortgage Reducing Term Insurance Plan

KEYMAN A Promising Business Opportunity

BABASAB PATIL PROJECT REPORT ON MARKETING

COMPARITIVE STUDY OF UNIT LINKED POLICIESANDITS MARKET RESEARCH

CREDIT Employer Employee

in lieu of EDLI (Employees Deposit Linked