SUMMER TRAINING PROJECT REPORT

On
Study of Advertisement Strategies adopted
by

Towards partial fulfilment of

Master of Business Administration (MBA)
(Affiliated to Dr. A.P.J. Abdul Kalam Technical University,
Lucknow)
Guided by
Submitted to
MR. AWADHESH PRATAP SINGH
MS. ____________
IDBI Federal Life Insurance Co. Ltd.
Submitted by
AAKARSH SRIVASTAVA
Roll No. 1405470001

Session 2015-2016

Department of Management

Babu Banarasi Das

National Institute of Technology & Management
Sector I, Dr. Akhilesh Das Nagar, Faizabad Road, Lucknow (U.P.) India

Babu Babarasi Das National Institute of Management

Faculty Of MBA
Certificate
This is to certify that Summer Training Report entitled Study of Advertisement
Strategies adopted by IDBI Federal Insurance Co. Ltd. submitted by Aakrash
Srivastava, (Roll.no1405470001 ) of BBDNITM , Faculty Of MBA Academic Session 2015-16 ,
as a record of bonafide Summer Training Project for the partial fulfillment of Master in Business
Administration under guidance of Ms. ___________
I have examined the project work & certify it worthy of acceptance.

Ms. _____________

Prof. _______________
Dean, MBA

DECLARATION
I, AAKARSH SRIVASTAVA,, hereby declare that the following Summer Training Report titled

Study of Advertisement Strategies adopted by IDBI Federal Insurance Co.

Ltd. is an authentic work done by me.

The information and data given in this report are true and to the best of my knowledge. I also
acknowledge that I took the help of both primary and secondary data collection through various
available resources.
AAKARSH SRIVASTAVA

ACKNOWLEDGEMENT
Acknowledgement is an art, one can write glib stanzas
without meaning a word on the other hand one
can make a simple expression of gratitude.
I take the opportunity to express my gratitude to all of them who in some or other way helped me to
accomplish this challenging project in IDBI . No amount of written expression is sufficient to show this
my deepest sense of gratitude to them.
I thank my Institute who has given me an opportunity to show my skills. I also thank all my nearer and
dearer ones without whose support this project would not been possible.

I am extremely thankful to Ms. _____________ who acted as my guide and mentor throughout the
internship period. She was extremely supportive and provided me real time feedback to help improve
Sales Initiation Process. She motivated me to engage with retailers/shopkeepers directly and provided
several such opportunities during the internship due to which I have acquired a new field of knowledge.

I would like to thank Dr. Poja Bhatia for her support throughout my internship period.
The course structure created for this curriculum has benefited with the inclusion of recent development in
the organizational and managerial aspects.
I extend my sincere gratitude towards my parents, who have always encouraged me and gave
suggestions as how to work on project. They always stand by me in solving all my queries. Their support
has always motivated me.

AAKARSH SRIVASTAVA

TABLE OF CONTENTS

SL NO.

CHAPTERS

INTRODUCTION

REVIEW OF LITERATURE

THEORETICAL FRAMEWORK

INDUSTRIAL PROFILE

ORGANISATIONAL PROFILE

ANALYSIS

FINDINGS

SUGGESTIONS

PAGE NO

LIST OF TABLES
Sl.No.
1
2
3
4
5
6

Table No.
6.1
6.2
6.3
6.4
6.5
6.6

7
8
9
10
11
12
13
14
15
16
17

6.7
6.8
6.9
6.10
6.11
6.12
6.13
6.14
6.15
6.16
6.17

18

6.18

Table Name
Sales for the year 2011
Sales for the year 2010
Sales for the year 2009
Insurance Coverage
Insurance policy ownership
The policy which is owned by sample
population
The type of communication
Awareness of company products
The source of awareness of products
Reason for taking insurance policy
Matching of Requirements
Most suitable product
Suggested Product
Response from the meeting
Satisfaction with Income surance
Best feature
Decision to purchase IDBI Federal
product
Decision to buy Incomesurance

Page No.

LIST OF CHARTS
Sl.No.
1
2
3
4

Chart No.
6.1
6.2
6.3
6.4

Chart Name
Sales for the year 2011
Sales for the year 2010
Sales for the year 2009
Insurance Coverage

Page No.

5
6

6.5
6.6

7
8
9
10
11
12
13
14
15
16
17

6.7
6.8
6.9
6.10
6.11
6.12
6.13
6.14
6.15
6.16
6.17

18

6.18

Insurance policy ownership

The policy which is owned by sample
population
The type of communication
Awareness of company products
The source of awareness of products
Reason for taking insurance policy
Matching of Requirements
Most suitable product
Suggested Product
Response from the meeting
Satisfaction with Incomesurance
Best feature
Decision to purchase IDBI Federal
product
Decision to buy Incomesurance

CHAPTER-I
INTRODUCTION

INTRODUCTION
Insurance is a social device whereby a large group of individuals, through a system of equitable
contributions, may reduce or eliminate measureable risk of economic loss common to all
members of the group. It is a financial agreement that spreads the costs of losses among the
members of an insurance pool. Insurance is a contract by which one party for the consideration
called premium, assures a particular risk of the other party and promises to pay to him or his
nominee, a certain or ascertainable sum of amount on a specified contingency.

With such a large population and the untapped market area of this population, Insurance happens
to be a very big opportunity in India. Today it stands as a business growing at the rate of 15-20%
annually. Together with banking services, it adds about 7% to the countrys GDP. In spite of all
this growth the statistics of the penetration of the insurance in the country is very poor. Nearly
80% of Indian populations are without Life insurance cover and the Health insurance. This is an
indicator that growth potential for the insurance sector is immense in India. It was due to this
immense growth that the regulations were introduced in the insurance sector and in continuation
Malhotra Committee was constituted by the government in 1993 to examine the various
aspects of the industry. The key element of the reform process was Participation of overseas
insurance companies with 26% capital. Creating a more efficient and competitive financial
system suitable for the requirements of the economy was the main idea behind this reform.

Since then the insurance industry has gone through many sea changes. The competition LIC
started facing from these companies were threatening to the existence of LIC. Since the
liberalization of the industry the insurance industry has never looked back and today stand as the
one of the most competitive and exploring industry in India. The entry of the private players and
the increased use of the new distribution are in the limelight today. The use of new distribution
techniques and the IT tools has increased the scope of the industry in the longer run.
IDBI Federal Life Insurance Co Ltd is one of the major players in Indian insurance market. It
is a joint-venture of IDBI Bank, Indias premier development and commercial bank, Federal
Bank, one of Indias leading private sector banks and Ageas, a multinational insurance giant
based out of Europe. In this venture, IDBI Bank owns 48% equity while Federal Bank and Ageas
own 26% equity each. At IDBI Federal, we endeavor to deliver products that provide value and
convenience to the customer. Through a continuous process of innovation in product and service
delivery we intend to deliver world-class wealth management, protection and retirement
solutions to Indian customers. Having started in March 2008, in just five months of inception we
became one of the fastest growing new insurance companies to garner Rs 100 Cr in premiums.
The company offers its services through a vast nationwide network across the branches of IDBI
Bank and Federal Bank in addition to a sizeable network of advisors and partners. As on 31st
9

March, 2012, the company has issued over 3.76 lakhs policies with over 21,578 Cr in Sum
Assured.
The scope of insurance business in India has been clearly understood by both foreign and Indian
companies. IDBI bank has joined with Federal bank and with the help of an international
company like ageas started IDBI Federal Life Insurance Company for introducing the majority
of Indian population to insurance. And this study is to understand the sales of insurance products
in its Lucknow branch.

SIGNIFICANCE OF THE STUDY

The study is of significance because there was a great difference in the sales of various products
of the company.

STATEMENT OF PROBLEM
To understand and study the sales level and the difference in sales level of IDBI Federal Life
Insurance Products with the past 3 years data.

OBJECTIVES OF THE STUDY

PRIMARY OBJECTIVES ARE:

To understand various products sold by the company.

To get a clear picture on how the agency channel of an insurance company works.
To know the various promotional and marketing activities carried out by the
organisation.

SECONDARY OBJECTIVES ARE:

10

To gain an insight about the company.

To know the vision, mission, values and policies of the organisation.

METHODOLOGY
Data was collected from various primary and secondary sources. Primary source includes various
employees who provided valuable information regarding the organization and its working.
Secondary data was collected mainly from the official website of IDBI Federal and from the
booklet issued by the company along with a training cell named Catalyst. Various textbooks
and e-magazines were also referred. Pie diagrams are used for the pictorial representations of
data collected from the organization.

SCOPE OF THE STUDY

The study is limited to the Lucknow branch of IDBI federal Life Insurance Co.
The customers are the people from mid- Uttar Pradesh especially from Lucknow district.

LIMITATIONS OF THE STUDY

The study was restricted to a single branch of the company.
The study is made based on available information, it may not be authentic.
Time constraint was a limitation of the study.
Employees were not able to provide much help due to their work.

CHAPTERISATION
The first chapter deals with the introduction to the insurance industry along with the
introduction to the IDBI Federal Life Insurance Company. The second chapter contains
11

literature review which is the details for various projects already conducted by students of
various institutions. Third chapter is the theoretical framework of the insurance industry.
Chapter four consists of the profile of insurance industry with details of giant insurance
providers. Fifth chapter deals with the organizational profile of IDBI Federal Life Insurance
Company with special reference to its Lucknow branch. Chapter six contains the analysis and
chapter seven and chapter eight deals with findings and suggestions respectively.

CHAPTER II
12

REVIEW OF LITERATURE

REVIEW OF LITERATURE

A summer training project titled Advertising Strategies of IDBI life insurance done by Aakash
Srivastava, a final year MBA student mentioned the following.
Still today people think that Insurance does not give good returns. They are not aware of the
modern Unit Linked Insurance Plans which are offered by most of the Private sector players.
They are still under the perception that if they take Insurance they will get only 5-6% returns.
Nowadays most of the modern Unit Linked Insurance Plans gives returns which are many times
more than that of bank Fixed deposits, National saving certificate, and PPF.
13

People still today are not aware about the earning opportunity that the Insurance sector gives.
Companies in order to beat the competition and to increase their Insurance Advisors and increase
their reach to the customers are giving very high commission but people are not aware of that.
A project report titled Advertising Strategies of IDBI life insurance prepared by Mr. Shahabas
Moidu, a PGDM student of DCSMAT, Wagamon clearly shows with evidence that most of the
people mainly prefer bank deposits as a strong investment option followed by mutual funds and
other financial products. The report also says that majority of prospective customers are willing
to take up insurance policy of LIC rather than any other private insurance players.
A report prepared by Mrs. Meena K an employee of IDBI Federal Life Insurance Company says
With the consent of the company, the agency channel has decided to promote more guaranteed
return products rather than products which are subjected to market risks. The reason behind such
a decision was the customer dissatisfaction rise during the last year (2011).
Abhishek Roy, a student of Sinhgad Institute of Management College, Pune has mentioned in his
report, The main goal of the marketing communication for IDBI Federal is to bring peoples
attention on products and their services by providing them with the information that encourages a
positive or buying response and also marketing communication tool which target customers at
the end to bring sales to the company.
A project report on branding influence in market communication summer internship IDBI
Federal Life Insurance Co. by Ms. Sameena Nikhat states that, The key competitors are LIC,
HDFC Standard, ICICI Prudential and Bajaj Allianz The company offers its services through a
vast nationwide network across the branches of IDBI Bank and Federal Bank in addition to a
sizeable network of advisors and partners. As on January 31st 2011, the company has issued over
2.68 lakh policies with over Rs 14, 230 Cr in Sum Assured.
Various people have studied various aspects of this organization. The reason behind the change
in sales level of insurance products in the past three years in the Lucknow branch of the company
is being studied by me.

14

CHAPTER III
15

THEORETICAL FRAMEWORK OF
INSURANCE COMPANIES

THEORETICAL FRAMEWORK OF INSURANCE

COMPANIES

The Indian Life Insurance company act 1912 was the first statutory body that started to regulate
the life insurance business in India. By 1956 about 154 Indian, 16 foreign and 75 provident
firms were been established in India. Then the central government took over these companies
and as a result the LIC was formed. Since then LIC has worked towards spreading life insurance

16

and building a wide network across the length and the breath of the country. After the
liberalization the entrance of foreign players has added to the competition in the market.
Insurance Sector Reforms In 1993, Malhotra Committee, headed by former Finance Secretary
and RBI Governor was formed to evaluate the Indian insurance industry and give its
recommendations. The committee came up with the following major provisions

Private Companies with a minimum paid up capital of Rs.1bn should be allowed to enter
the industry.

Foreign companies may be allowed to enter the industry in collaboration with the
domestic companies.

Only one State Level Life Insurance Company should be allowed to operate in each state.

It was after this committee came into effect the regulatory body for insurance sector was formed
with the name of IRDA.

Insurance Regulatory and Development Authority (IR DA):

The IRDA since its incorporation as a statutory body has been framing regulations and
registering the private sector insurance companies. IRDA being an independent statutory body
has put a framework of globally compatible regulations.

IMPACT OF LIBERALIZATION
The introduction of private players in the industry has added to the colors in the dull industry.
The initiatives taken by the private players are very competitive and have given immense
17

competition to the on time monopoly of the market LIC. Since the advent of the private players
in the market the industry has seen new and innovative steps taken by the players in this sector.
The new players have improved the service quality of the insurance. As a result LIC down the
years have seen the declining phase in its career. The market share was distributed among the
private players. Though LIC holds the 75% of the insurance sector but the upcoming natures of
these private players are enough to give more competition to LIC in the near future. LIC market
share has decreased from 95% (2002-03) to 63.95 %(2010-11) and now it is further decreasing.

THE WORKING OF INSURANCE COMPANY

Profit = Earned Premium + Investment Income - Incurred Loss - Underwriting expenses

Insurers make money in two ways:

1. Through Underwriting, the processes by which insurers select the risks to insure and
decide how much in premiums to charge for accepting those risks, and
2. By investing the premiums they collect from insured.
Revenue = Premium
Expenses = (Sum of Claims + Commission payable on

procurement

of business + Operating expenses)

Operating Surplus = (Revenue - Expenses)

Net investment income includes income from trading in and holding stock market securities
including government securities, special deposits with the central government, loans to several
public utilities and service providers in state government. Insurance premium collected is
converted in a pool of fund then divided in to four expenses:
18

To pay the expenses of the management

To pay agency commission

To pay for the claims

Surplus money will be invested in government securities

CURRENT SCENARIO OF THE INDUSTRY

India with about 200 million middle class household shows a huge untapped potential for players
in the insurance industry. Saturation of markets in many developed economies has made the
Indian market even more attractive for global insurance majors. The insurance sector in India has
come to a position of very high potential and competitiveness in the market. Innovative products
and aggressive distribution have become the say of the day. Indians, have always seen life
insurance as a tax saving device, are now suddenly turning to the private sector that are
providing them new products and variety for their choice. Life insurance industry is waiting for a
big growth as many Indian and foreign companies are waiting in the line for the green signal to
start their operations. The Indian consumer should be ready now because the market is going to
give them an array of products, different in price, features and benefits. How the customer is
going to make his choice will determine the future of the industry. The private insurance players
have significantly improving their market share when compared to 50 years Old Corporation (i.e.
LIC).
19

INVESTMENT IN LIFE INSURANCE

Life insurance policies are "cash value," which means the fees, or premium, initially are greater
at the start of the policy than they would be in a term policy. The excess premium is then
invested in a "separate account," either by the insurer or in an account controlled by the policy
holder, building up cash value. Any investment gains can be used in a few ways: to increase the
death benefit, to borrow against for any use or to keep the policy in effect if insured stop paying
monthly premiums.

CHAPTER IV
INDUSTRIAL PROFILE
INDUSTRIAL PROFILE
20

Insurance is a nascent sector in India providing a wide potential for the players worldwide. The
premiums of life insurance accounts to about 2.5 % of India's GDP while the premiums of the
general insurance accounts to about 0.65% GDP. In India the Insurance sector went through a
number of changes when the Indian Government allowed the private companies to solicit
insurance by allowing FDI up to 265%.The Indian Insurance scenario received a boost up as the
global insurance companies are craving for a lion's share. The Insurance Companies like LIC,
Bajaj Alliance, ICICI Prudential are booming in this era. The list below will give the names of
the best Insurance Companies of India.

LIST OF TOP INSURANCE COMPANIES OF INDIA

21

Life Insurance Corporation of India :

This leading Insurance Company of India was established in the year 1956 by the alliance of 16
non-Indian companies, 154 Indian Insurance Companies and 75 provident. It has 100 divisional
offices, 2048 computerized branches, 7 zonal offices and the company's corporate office. It has
introduced new strategies for the facilitation of the customers like the IVRS,ECS,ATM Premium
payment facility and the company's Info centers in Mumbai, Delhi, Chennai, Kolkata and many
others cities.

Bajaj Allianz:This Indian Insurance company is a joint venture of Alliance AG, which is one
among the largest Life Insurance companies and Bajaj Auto, one among the biggest 2- & 3
wheeler producers in the world. The Company has various plans for the customers like the
Pension, Retirement, Life Time Care, Health Care, Life Insurance Online, Life Insurance
Saving Plans, and online services like the Address change, Renewal Premium Payment etc.
Tata AIG Life :This renowned life Insurance company in India offers a wide array of
products related to life insurance for associations, individuals and businesses. The company
offers high quality solutions to its corporate Indian clients. It renders services like the AIG
Health First, AIG Health Life Protector, Tata AIG Life Hospi Cash Back, Tata AIG Life
Maha Gold, Tata AIG Life Assure 10 Years and many others. The company is a joint
venture

of

America

International

Group

and

TATA

group.

Birla Sun Life Insurance:It is one of the major insurance companies in India and a joint
venture of Sun Life Financials and Aditya Birla group. The company provides Life
Insurance Solutions to meet the needs of Protection, Retirement and Saving .It has recently
launched the Money back Plus Plan.
SBI Life :This renders premium Insurance solutions like SBI Life-Smart ULIP, SBI LifeGroup Criti9, SBI Life-Unit Plus Child Plan etc. It also offers services like the NRI
services, Premium Payment Procedure, ECS Facility, RPI/RFI and many others. SBI Life is
a joint venture of BNP Paribas Assurance and SBI.

22

Max New York Life:This Life Insurance company in India provides the best solutions related to
life insurance like children's plan, retirement solution, Investment, Protection, Health, Savings
etc. The company has 14 corporate agency tie ups, 33 bankassurance relationships and direct
sales force at 14 locations. It is now covering 36 products related to life and health insurance.

Kotak Life Insurance:This premier Insurance company in India offers insurance facilities
related to Savings, Investments, Child, Retirement, Protection, Kotak Long Life Secure Plus,
Kotak Long Life Health Plus etc. It opens up services like Insurance Guide, NAV, Premium
Payment Options and many others.

HDFC Standard Life:This is one of the major market leaders in the insurance sector in India.
The company offers Insurance services like the Group Plans, Health Plans, Protection Plans,
Retirement Plans, Savings and Investment Plans etc. The customer base of the company is about
more than 7 million who depend on the company for various needs.
Reliance Life :The company based in India offers the best plans for Life Insurance in India.
Reliance Capital Limited's associate company is Reliance Life which is one of the leading
private sectors in India. The company provides the Protection Plans, Child Plans, Retirement
Plans and Investment plans and is also the ultimate solver of solutions.
ICICI Prudential:This major Insurance Company in India provides health Insurance, life
insurance, ULIPs, ULIP, Retirement Plans and many others. Life Insurance Plans of the company
covers Premium Guarantee Plans, Education Insurance Plans etc. Pension Plans encompass
LifeStage Pension, Forever Life. Health Insurance Plans cover Hospital Care, MediAssure.

23

CHAPTER - V

ORGANISATIONAL
PROFILE

COMPANY PROFILE

24

IDBI Federal Life Insurance Co Ltd is a joint-venture of IDBI Bank, Indias premier
development and commercial bank, Federal Bank, one of Indias leading private sector banks
and Ageas, a multinational insurance giant based out of Europe. In this venture, IDBI Bank owns
48% equity while Federal Bank and Ageas own 26% equity each. At IDBI Federal, we endeavor
to deliver products that provide value and convenience to the customer. Through a continuous
process of innovation in product and service delivery we intend to deliver world-class wealth
management, protection and retirement solutions to Indian customers. Having started in March
2008, in just five months of inception we became one of the fastest growing new insurance
companies to garner Rs 100 Cr in premiums. The company offers its services through a vast
nationwide network across the branches of IDBI Bank and Federal Bank in addition to a sizeable
network of advisors and partners. As on 31st March, 2012, the company has issued over 3.76
lakhs policies with over 21,578 Cr in Sum Assured.

Management:

GV Nageswara Rao is the MD & CEO of IDBI Federal Life Insurance.

Aneesh Srivastava is the CIO of IDBI Federal Life Insurance.
Michael J Wood is the appointed actuary of IDBI Federal Life Insurance

The sponsors of IDBI Federal Life Insurance Co Ltd.

25

IDBI Bank Ltd. continues to be, since its inception, Indias premier industrial development
bank. It came into being as on July 01, 1964 (under the Companies Act, 1956) to support Indias
industrial backbone. Today, it is amongst Indias foremost commercial banks, with a wide range
of innovative products and services, serving retail and corporate customers in all corners of the
country from 977 branches and 1544 ATMs. The Bank offers its customers an extensive range of
diversified services including project financing, term lending, working capital facilities, lease
finance, venture capital, loan syndication, corporate advisory services and legal and technical
advisory services to its corporate clients as well as mortgages and personal loans to its retail
clients. As part of its development activities, IDBI Bank has been instrumental in sponsoring the
development of key institutions involved in Indias financial sector National Stock Exchange of
India Limited (NSE) and National Securities Depository Ltd, SHCIL (Stock Holding
Corporation

of

India

Ltd),

CARE

(Credit

Analysis

and

Research

Ltd).

Federal Bank is one of Indias leading private sector banks, with a dominant presence in the
state of Uttar Pradesh. It has a strong network of over 950 branches and 1002 ATMs spread
across India. The bank provides over four million retail customers with a wide variety of
financial products. Federal Bank is one of the first large Indian banks to have an entirely
automated and interconnected branch network. In addition to interconnected branches and ATMs,
the Bank has a wide range of services like Internet Banking, Mobile Banking, Tele Banking and
Any Where Banking, debit cards, online bill payment and call centre facilities to offer round the
clock banking convenience to its customers. The Bank has been a pioneer in providing

26

innovative technological solutions to its customers and the Bank_has_won_several_awards.

Ageas is an international insurance company with a heritage spanning more than 180 years.
Ranked among the top 20 insurance companies in Europe, Ageas has chosen to concentrate its
business activities in Europe and Asia, which together make up the largest share of the global
insurance market. These are grouped around four segments: Belgium, United Kingdom,
Continental Europe and Asia and served through a combination of wholly owned subsidiaries
and partnerships with strong financial institutions and key distributors around the world. Ageas
operates successful partnerships in Belgium, UK, Luxembourg, Italy, Portugal, Turkey, China,
Malaysia, India and Thailand and has subsidiaries in France, Germany, Hong Kong and UK. It is
the market leader in Belgium for individual life and employee benefits, as well as a leading nonlife player, through AG Insurance, and in the UK, it has a strong presence as the third largest
player in private car insurance and the over 50s market. It employs more than 13,000 people and
has

annual

inflows

of

more

than

EUR

17billion.

VISION:
To be the leading provider of wealth management, protection and recruitment solutions that
meets the needs of the customers and adds values to their lives.
MISSION:

To continually strive to enhance customer experience through innovative product

offerings, dedicated relationship management and superior service delivery while striving

to interact with the customers in the most convenient and most cost effective manner.
To be transparent with the customers and to act with integrity.
To invest in and build quality human capital in order to achieve our mission.

VALUES
27

 Transparency
Value to customers
Financial strength
Delivery on Promise
Customer friendly
Profit to Shareholders

At IDBI Federal Life Insurance Co. Ltd., the Endeavour is to deliver products that provide value
and convenience to the customer. Through a continuous process of innovation in product and
service delivery, the intent is to deliver world class wealth management, protection and
retirement solutions to Indian customers.
TRACK RECORD

Indias fastest growing life insurance company with Pan India presence.
Modal premium Rs.316 crores in the first year of operation.
Above Rs.3000 crores of sum assured, 90000 policies and 7000 distributors.
Moved into 13th position from 18th as on 31st March 2009.
Fastest Rs.100 crores and fastest Rs.300 crores business targets met since inception.
Funds performing in the top quartile consistently.
Achieved one of the lowest cost ratios in the industry.

PRODUCTS OFFERED BY IDBI FEDERAL LIFE INSURANCE CO. LTD.

Childsurance
Lifesurance
Wealthsurance
Group Microsurance
Incomesurance
Healthsurance
Bondsurance
Homesurance
Termsurance
Loansurance
Retiresurance
28

IDBI Federal Life Insurance Co. Ltd. provides its services through three means. They are:
Bancassurance Channel, Agency Channel and Alliance Channel. The Lucknow branch of IDBI
Federal Life Insurance Co. Ltd. deals with plans like childsurance, lifesurance, wealthsurance,
termsurance and incomesurance.
PRODUCT PROFILE
IDBI Federal Life Insurance Product Table

Retirement/Pension Plan

Retiresurance

Term Plan

Termsurance

Savings & Investment Plan

Wealthsurance

Savings & Investment Plan

Bondsurance

Savings & Investment Plan

Incomesurance

Health Plan

Healthsurance

PRODUCTS IN DETAIL
Childsurance:
IDBI federals childsurance is for the parents who are looking to make their childs future shockproof is its powerful insurance benefits. Childsurance allows to you to protect your child plan
with triple insurance benefits so that your wealth-building plan remains unaffected by unforeseen
events and your child future remains secure.

29

IDBI Federal Childsurance Dreambuilder Insurance Plan is a Unit linked plan which is loaded
with lots of benefits which will help you to build, create and manage your investment with great
flexibility so that your plan meets your specific needs.
The following are the key benefits Childsurance Dreambuilder Insurance Plan.

Contribute money in a flexible way to suit customers savings habit

A wide choice of investment options, based on customers return expectations and risk

tolerance
Investment strategy according to customers profile
Helps to boost customers savings.
Customers can decide on how to manage their investments.
Helps to secure childs future goals
Tax benefits on contributions and benefits
Funds can be withdrawn in case of need, after five years

Healthsurance:
IDBI federal Healthsurance Hospitalization and surgical plan offers host of features and benefits
that is designed to help the customers to manage extra burden that comes with hospitalization.
This plan targets the customers within the age limit of 18 years 55 years. The following
diagram shows the reasons behind why healthsurance plan should be included in the financial
plan of every individual.

30

BENEFITS UNDER HEALTHSURANCE

IDBI Federal Healthsurance Hospitalization and Surgical Plan is a power packed plan with
loads of benefits that aim to keep you tension free.

Daily hospital cash benefit paid for each day (24 hours) spent in an eligible hospital
(from day 2 onwards): Rs. 500, Rs. 1,000, Rs. 1,500 or Rs. 2,000 depending on
customers choice of benefit level

Higher daily hospital cash benefits of Rs 3,000 and Rs. 4,000 available, subject to
suitable proof of income

Additional daily benefit equal to the daily hospital cash benefit, from day 2 onwards for
hospitalization in an Intensive Care Unit, (up to an overall maximum daily benefit of Rs.
5,000)

Additional lump sum surgery benefit paid if customer undergo any of the wide range of
surgical procedures specified in this brochure: either 50 or 100 times customers chosen
daily benefit, depending on the severity of the surgery

31

Three times customers daily hospital cash benefit paid as a lump sum convalescence
benefit (maximum once per year) if customers hospital stay is at least 168 continuous
hours (at least 7 consecutive days)

Generous total benefit limits. Up to 500 times customers daily hospital cash benefit each
year; up to 2,000 times customers daily hospital cash benefit over the lifetime of
customers policy

Cover lasts until customer are aged 65 years, provided customer continue to pay their
premiums in the agreed manner and as long as their lifetime benefits limit (2,000 times
your daily hospital cash benefit) has not been reached

Customers choice of nominee, to whom any outstanding benefits will be paid, in the
event of the death of the insured person

Low-cost monthly premiums that depend on customers age at the outset. Customers
premium will never increase because of any changes in their age, health, or the number of
claims they make. However, IDBI Federal Life Insurance Co. Ltd. does reserve the right
(subject to IRDA approval) to increase premiums in the future across all its specified
plans.

Excluded occupations under Healthsurance

Applications for cover will not be accepted from anyone working in any occupation described below
at the time of applying. In the event of a claim whilst the insured person is active in any of these
occupations, the claim will only be considered with the provision of proof that the insured person was
not working in any of these occupations at the commencement date.

Working in confined spaces in vessels, tunnels, underground civil works, mines, rigs
(including offshore rigs) or ships

32

Industrial work using heavy machinery or working as a welder

Working in the agricultural sector or as a forestry worker or as timber camp personnel

Working with toxic chemicals or explosives or in weapons manufacture or trading, or in

the demolition trade

Working in transport business (unless only doing clerical work)

Working at heights (at least 20 metres above the ground or floor level)

Working as a fireman, security guard or patrolman, or as a member of the police force

or serving in the armed forces

Lifesurance:
IDBI federal Lifesurance Plan is a saving insurance plan that helps you to safeguard your wealth
at the same time will present better opportunity to earning better return.
KEY FEATURES OF LIFESURANCE SAVINGS INSURANCE PLAN

33

Maturity Benefit
On the maturity of your Lifesurance policy, provided all premiums have been paid in full when
due we will pay you the sum insured along with the vested guaranteed additions, vested
reversionary

bonuses

and

terminal

bonus,

if

any,

in

lump

sum.

Maturity Benefit = Sum insured + Vested guaranteed additions + Vested reversionary bonuses +
Terminal bonus
Death Benefit
On the death of the life insured during the policy term, provided all premiums have been paid in
full when due we will pay the beneficiary, the sum insured along with the vested guaranteed
additions, vested reversionary bonuses, interim bonus, if any and terminal bonus, if any in a
lump sum.
Death Benefit = Sum insured + Vested guaranteed additions + Vested reversionary bonuses +
Interim bonus (if any) + Terminal bonus
Guaranteed Additions
Guaranteed additions at the rate 50 per 1,000 sum insured will be added to your policy for each
full annual premium that is due and paid in the first 5 years of the policy. In the case of
premiums paid more frequently than annually, the guaranteed additions will be added on a pro
rata basis as the due premiums are paid in the first 5 years of the policy. The vested guaranteed
additions will become payable along with the sum insured at the time of a claim or maturity of
the policy.
Bonuses
After the fifth policy year your Lifesurance policy will participate in any profits of our
participating policyholders life fund by way of reversionary bonuses and possibly terminal
34

bonus. The amount of any profits, and hence of any bonuses will depend on the future experience
and performance of the fund. The bonuses will be declared by the Board of IDBI Federal Life
Insurance Company each year, and once added they will form part of the guaranteed benefits of
the policy. The Company may declare an interim bonus in the event of a claim before the next
bonus declaration. The company may also declare a terminal bonus to be paid on maturity or
death provided all the due premiums have been paid.
Tax Benefits

Deduction under Sec 80C: The premiums that you invest in Lifesurance are eligible for
deduction under Sec 80C of the Income Tax Act up to the limit of Rs. 1, 00,000 (along
with other eligible investments).

Tax-free Benefits under Sec 10(10D): The maturity benefit as well as death benefit are
tax-free under Sec 10(10D) of the Income Tax Act

There is also no tax deduction at source.

Flexible Premium Payment Term (PPT) & Policy Term (PT)

Policy Term: You can choose the term at the end of which you wish to receive the maturity
benefits. Lifesurance provides you the flexibility to choose between four policy terms 10, 15,
20 or 25 years.
Premium Payment Term: You can choose the term for which you would like to pay premiums
towards your Lifesurance Plan. The minimum Premium Payment Term is 5 years for policy
terms of 15, 20 and 25 years. The minimum premium payment term is 6 years for policy term of
10 years. The maximum Premium Payment Term can be equal to the Policy Term. The minimum
premium amount is Rs 20,000 for annual installments, Rs 10,000 for half-yearly installments, Rs
5,000 for quarterly installments and Rs 2,500 for monthly installments.
Loans

35

You can avail of the loan facility from IDBI Federal after the policy acquires surrender value.
The loan amount granted will be up to 85% of the surrender value subject to terms and
conditions specified by IDBI Federal from time to time.
Advantage Women
Lifesurance offers an additional premium discount for female insured persons. The basic
premium payable for a female policyholder will be equivalent to the premium for a
corresponding three-year younger male policyholder.
Lifesurance Suvidha Savings Plan
The IDBI Federal Lifesurance Suvidha Savings Insurance Plan (hereinafter referred to as
Lifesurance) is a participating endowment plan that guarantees and allows you to accumulate
considerable savings to meet customers long term responsibilities in life. Policy will participate
in the surplus of the company's participating policyholders life fund, and customers share of
this surplus will be added to customer policy, from the 4th policy year onwards, by way of
reversionary bonuses and a terminal bonus added at the time of maturity, or on earlier death. As a
consequence, participating policyholders who maintain their policies till maturity will enjoy the
benefits of long term debt and equity investment while being protected from the short term
volatility of the securities markets.

Features:
Benefits at Maturity

Sum Insured along with guaranteed additions at the rate of Rs. 50 per 1,000 of the Sum
Insured for the first 3 years of the policy
+
36

Reversionary bonuses from the 4th policy year onwards

Terminal bonus added at the time of maturity, or on earlier death

Plan benefits and Eligibility

1. Premiums are exclusive of service tax and education cess.
a. As per the current tax laws, service tax applicable under the policy is 3.09 %
(including education cess) of the premiums paid for the first year and 1.545% for
the renewal premiums. Service tax and education cess are as per the extant laws.
2. For Lifesurance Suvidha Savings, the maximum aggregate sum insured limit for an
individual life is limited to Rs. 6, 00,000 for each 12 month period and to Rs. 20, 00,000
in total. These limits will be calculated after including all individual and group policies of
IDBI Federal Life Insurance Co. Ltd, except the fully underwritten policies.
3. Guaranteed Death Benefit is Sum insured plus vested Guaranteed Additions.

Bondsurance:
Bondsurance is designed for customer looking for guaranteed returns which will not get affected
by financial market conditions. It offers guaranteed return on investment along with life
insurance cover.
Bondsurance Advantage Insurance Plan

37

The IDBI Federal Bondsurance Advantage Insurance Plan is a single premium plan where you
need to make just a one-time investment. You can choose a Maturity Period of 5, 7, 10, 15 or 20
years. At the end of the chosen period, you will receive a guaranteed maturity amount. In case of
death of the insured person before the Maturity Date, a guaranteed Death Benefit will be paid.
Thus you can get life insurance cover, while earning an assured return on your investment.
Moreover, Bondsurance also offers you tax benefits as per section 80C & 10(10D) of the
Income Tax Act, 1961.

Flexibility to choose Policy term from multiple options:

Customers can now choose policy term as 5yrs, 7yrs, 10yrs, 15yrs and 20yrs

Multiple Cover options

Customers can choose their plan from 3 available cover options as per their preference. They
have now option to insure single life and joint life depending on the insurance cover option
chosen by them.

Death benefit

In case of individual life, on death of the insured person the death benefit amount will be paid. In
case of joint life, death benefit will be paid on the death of the last surviving insured person.

Minor Life is insured:

You can also take the policy on a minor as the Insured Person. In the case of a minor, the
Bondsurance Advantage Insurance Plan will vest in the minor upon attaining majority.

Maturity Benefit:

Guaranteed maturity value is dependent on the policy term, premium amount, age of the
individual and insurance cover option chosen. Decreasing sum insured options will enhance your
returns.

38

Surrender Option

Bondsurance also provides liquidity before maturity. After 6 months from the commencement
date, you have the option to prematurely redeem Bondsurance Advantage Insurance Plan by
surrendering the policy

Customers are allowed after 6 months after the policy commencement date.

Guaranteed surrender value will increase with the policy term.

Special surrender value higher than Guaranteed surrender value may be payable.

Discount on single premium

If customers choose a Maturity Benefit of Rs 1, 50,000 or higher, they will also get a discount on
the single premium amount as per the Discount Table.
Bondsurance Plan
IDBI Federal Bondsurance Plan (Bondsurance) is a single premium plan which allows
customer to make a one-time investment and get a guaranteed amount on maturity. Customer can
choose a maturity period of 5 or 10 years for your investment. At the end of the chosen period,
they will receive a guaranteed maturity amount.
Besides the guaranteed maturity amount, Bondsurance also provides a life insurance cover. In
case of death before the maturity date, a Death Benefit which is also guaranteed will be paid.
Thus customer can get life insurance cover, while earning an assured return on their investment.
A. Guaranteed Return on investment
Bondsurance gives customer guaranteed returns on their one-time investment. All they have to
do is choose the Maturity Benefit, and the Maturity Period for their investment. Based on
customers choice, the investment they have to make by way of single premium is determined.

39

B. Life Insurance Cover of 5 times the invested amount

Besides giving assured returns, Bondsurance also provides a life insurance cover. In the
unfortunate event of death of the Insured Person before the maturity date, a Death Benefit equal
to five times the single premium amount will be paid. The Death Benefit (which is the Sum
Insured) is guaranteed. The Plan will terminate upon payment of Death Benefit. The life
insurance cover ensures that the financial security of loved ones is secured.
Wealthsurance:
Wealthsurance plan enables the policyholder to save and build wealth to meet their financial
goals. Wealthsurance plan comes up with a wide range of 13 investment option and 7 insurance
benefits with low charge structure and unmatched flexibility. Wealthsurance offers customers
Insured Wealth Plans. They allow customers to create, build and manage wealth by giving
several choices and great flexibility so that they plan meets their specific needs. Customers can
decide how they wish to save so that it suits their savings habit. Customer can choose how their
money is invested so that they can grow wealth as per their investment preferences. What is even
better, Wealthsurance protects customers wealth plans with life insurance benefits so that their
wealth-building efforts remain unaffected in unforeseen events and their financial goals can still
be achieved.
Wealth Plan with a powerful range of Investment Choices
Wealth creation does not happen by chance, it needs a plan. Wealthsurance is a wealth plan
which allows customers to build and manage wealth. Customer can save into the plan as much
money as they want, whether at regular intervals or as per their convenience.
Wealthsurance offers a wide choice of investment options from which they can select one or
more, based on their preferences. The investment options offered are designed to meet the needs
of all types of investors depending upon their risk appetite, stage of life or investment horizon.
Customers can choose options that give:
a. Assured fixed returns

40

b. Variable returns linked to market performance or

c. Returns linked to equity market but with protection of capital.
Wealth grows in plan, based on the options chosen.
Wealth Plan can be insured against unforeseen events
Wealthsurance Plan can protect customers Wealth Plan against a range of events such as death,
17 major diseases, sickness requiring hospitalisation, serious accidental injuries or total and
permanent disablement. With other investment products, if any such event happens, customer
may not be able to save as planned or even be forced to withdraw from their savings. But in
Wealthsurance, these benefits allow them to meet additional expenses without affecting their
fund value so that their plans to save and accumulate wealth are not affected even if life throws
surprises at them.
Wealthsurance is for those who will live
Life insurance is sometimes thought of as for those who might die, but Wealthsurance is for
those who will live. Usually life insurance products provide benefits upon death, but
Wealthsurance is designed to also give Living Benefits to ensure your well-being in your own
lifetime. There are various Wealthsurance plans offered by the company such as

Wealthsurance Maxigain InsurancePlan

This plan maximizes the gains and the same time are shielded from potential losses. The
plan provides a unique investment fund called the MaxiNAV Guaranteed Fund which
offers the guarantee of the highest NAV achieved on the reset dates during the 7 years
tracking period from the date of launch of the fund on the policy maturity date. This
special feature can provide customers with benefit from market increases and protects
them from market declines.

Wealthsurance Dreambuilder Insurance Plan

41

This plan ensures that customers goals of wealth creation are achieved even in the events
of serious misfortune and remain unaffected in unforeseen events. This plan offers greater
flexibility so that customer can create wealth as per specific needs and investment
preferences.

Wealthsurance Premier Insurance Plan

This plan combines wealth creation and the insurance protection into one powerful
financial solution. Unlike other investment
alternatives, it allows customer to ensure that their goals of wealth creation are achieved
even in case of serious illness.

Homesurance:
Homesurance protection plan provides full insurance cover for properties under construction,
thus ensuring that beneficiary gets the full sanctioned amount in case of an unfortunate event. It
also has an innovative fixed cover for those who would prepay their loans early.
Homesurance Protection Plan
The IDBI Federal Homesurance Protection Plan is a reducing term plan, which provides
insurance cover equal to the outstanding balance of home loan. In the unfortunate event of death
of the home loan borrower, the insurance cover enables repayment of the home loan liability.
Protection against loan liability
A home loan is usually a large liability and if the breadwinner who would repay the loan were
not to be there, it could become a serious burden to the family. The Homesurance Protection
Plan protects against this liability. The specifics of the plan are as follows:
1. Cover Amount reduces over time
Outstanding home loan amount normally reduces over time as customer repay by way of
monthly installments. Accordingly, the cover amount under the Homesurance Protection Plan
42

also reduces with time to reflect the outstanding loan amount. At the time of the plan, customer
will receive a Policy Schedule based on the amount and terms of loan, which will show them the
reducing cover amount over time.
2. Benefit Amount is paid on death
In the event of death of the insured, insurer will pay either the cover amount as per the
Homesurance Protection Plan Policy Schedule as on the date of death, or the actual outstanding
balance in the insured loan account as on the date of death, whichever is higher. Death due to any
cause including illness or accident is covered under the plan. Death, whether in India or abroad is
also covered under the plan.
Homesurance Plan
IDBI Federal Homesurance Plan (Homesurance) is a mortgage reducing term plan which
offers protection to a person and his family from their home loan liability. The plan provides a
cover equal to the outstanding balance of home loan in the unfortunate event of expiry of the
insured.
A. Protection against Loan Liability
Homesurance covers life for an amount equal to home loan liability as per the home loan
schedule. In case of an unfortunate event of expiry of the insured, the outstanding balance
amount is paid to the nominees in one lump sum, who may then settle the loan liability.
B. Cover for Terminal Illness
A unique feature of the Homesurance plan is that it pays an accelerated payment of death
benefit upon the diagnosis of a terminal illness, where the insured has a medical prognosis of a
life expectancy of six months or less. This helps to settle the home loan liability should an
unforeseen terminal illness occur.
C. Optional Insurance Benefits

43

To protect customer and his family from unforeseen events, they can opt for optional insurance
benefits as an addition to Homesurance base plan.
The Optional Insurance Benefit is available only with the regular premium plan. Additional
premiums should be paid for the term of the optional insurance benefit depending upon the sum
insured chosen.
Incomesurance:
IDBI Federal Incomesurance Endowment and Money back Plan is a plan which is designed for
the customers to reach their goals with confidence. The main features of this plan are:

Premiums paid for a limited period

Guaranteed annual payout
Minimum annual payout declared at the beginning
Additional annual payout is declared each time the premium is paid.
Additional annual payout is linked with G- sec interest rates
Customers can take periodic payments or accumulate till maturity
Lump sum cover or waiver of premium
Tax benefits under Sec 80C and Sec 10(10D)

IDBI Federal Incomesurance Endowment and Money Back Plan (Incomesurance) not only
gives unmatched transparency and flexibility but there are lots of other features which are
inbuilt in the product like convenient premium payment options, Tax benefits and double
advantage of Endowment and Money Back plan.

44

Advantage of Endowment and Money Back

Tax Benefits

Premiums waived in case of death

Convenient premium payment options

Complete transparency

Termsurance:
45

Teramsurance protection plan of IDBI federal offers unique increasing cover option that can
automatically increase the cover every year without increasing the premium.
TermsuranceSeniors Insurance Plan
Customers over the age of 50 can enroll for this plan till the maximum age of 85. The entry to the
plan is guaranteed without any questions of the state of the health condition. In the unforeseen
event of demise in the first two years of the policy, 125% of total premiums paid shall be
returned. After two years, customers are insured for the amount of sum insured for life. The
amount of premium and cover remain the same throughout the life of the policy, except after age
90. At age 90 the policy gets even better as premiums will stop, but life insurance cover will
continue. There are no maturity benefits.

Termsurance Premier Insurance Plan

IDBI Federal Termsurance Premier Insurance Plan, a term insurance plan that gives insured the
power and flexibility to take complete charge of the financial future of their loved ones.
Termsurance is designed with a host of benefits and options aimed at satisfying needs. It has
choice of policy term, flexible premium payment options and lots more. It also allows to create a
plan as per insured and his familys needs and objectives, thus offering them a truly flexible
protection plan.

Termsurance Protection Plan

IDBI Federal Termsurance Protection Plan (Termsurance) comes with three cover options
which insured can select on the basis of their requirement. Termsurance is designed with a host
46

of benefits & options aimed at satisfying every need. It not only allows to customise plan as per
individual and familys needs, it also comes with a host of benefits like convenient insurance
cover options, flexible premium payment terms, choice of policy term and lots more flexible
options.

Major benefits of Multiple Cover options

Multiple cover options give you tailor-made protection

Flexibility in the policy term to suit your lifestage.

Flexibility in premium payment terms to suit your wallet.

Attractive discounts to encourage additional cover

o Advantage Women
o High Sum Insured Rebate

Tax benefits to help you grow your wealth faster

Termsurance Group Life Plan

The IDBI Federal Termsurance Group Life Plan is a pure term plan designed to cater to a wide
variety of formal and informal groups such as the Employer-Employee groups, bank -
depositor/customers groups, customer-supplier groups, professional and affinity groups. It is a
group term insurance plan that provides basic life insurance protection to the members of the
plan. Life insurance benefit for all members of the plan is provided by one policy document that
is issued to the policyholder. The policyholder may differ for different groups. E.g. In the case of
a Bank providing life insurance cover to their deposit account holders, the Bank will be the
Master Policy Holder and the deposit account holder/ bank customer shall be a member of the
47

policy. Similarly, for an employer- employee group, the employer will be the Master Policy
holder and the employees shall be the members of the policy.
Termsurance Grameen Bachat Yojana
This is a low cost risk protection plan targeted at rural population. It is an ideal plan to protect
the family members in the event of unfortunate demise of the major bread winner and also to
save for specific needs like repayment of loan, daughters marriage or childs education. The
plan offers life coverage at a nominal cost along with the option of refund of premium at
maturity. Coverage terms offered are 3 years, 5 years and 10 years. The customer has the
flexibility of getting the sum assured ranging from Rs. 5000 to Rs. 100000 in the multiples of Rs.
1000. IDBI Federal is also providing another Grameen Suraksha Plan in rural area which is
similar to this plan.
Loansurance
Loansurance is a cost effective way to ensure that the outstanding debt is settled in the
unfortunate event of death of the insured. This plan provides cover to a person directly liable for
loan repayment.
There are two cover options available under this plan.
Reducing Cover
Under the option, the insurance cover reduces as per benefits schedule. The premium amount is
computed over a period of time, taking into account initial loan interest rate, the loan term and
outstanding loan amount.
Level Cover
This option provides a cover for the sum assured as specified by the insured and can be to the
extent to the full agreed loan amount plus accrued interest as chosen by the insured member. This
remains unchanged throughout the cover term. Thus even if the loan liability declines over time,
the plan covers is the sum assured throughout the cover time.

48

Microsurance
IDBI Federal Group Microsurance Plan provides affordable life insurance cover to groups. This
plan is extremely useful to micro finance institutions, self help groups and NGOs to insure the
lives of their group members and thus provide security to the group members families. The plan
can also be used for providing loan protection to the group members families.
Retiresurance
This is a zero death benefit pension plan, wherein the insured can accumulate a corpus to enjoy
pension after retirement. The plan is open for ages between 18-70 years, with vesting age
between 40 and 75 years. This plan offers varied investment options spread between 100% debt
to 100% equity to choose from. Flexibility to reduce future annual premium after completion of
one year to at least 75% and not less than Rs. 10000 There is no switching cost under this plan.
The plan also offers tax deduction under Sec. 80C and tax free returns under Sec. 10(10D)

Financial Information:
The total premium earned for the half year ended September 30, 2010 was Rs.3427 million. The
profit after tax for the same period is Rs.513 million. There have been 132 death claims reported
during the period out of which 43 claims were settled and 19 claims were rejected.

Marketing Campaigns:
IDBI Federal Life recently launched television commercials focusing on its frontline products
like Wealthsurance and Incomesurance. The campaign taglines are Jisne bhi suna khareed
liya and Guaranteed Income Ki Bhavishavani. Whereas the first advertisement reflects
that the product is so great that whoever hears about it, buys it instantly, the second
advertisement promises to be clear and transparent on the issue of returns in the investment
product. IDBI Federal has also introduced two animation characters by the name of Happy and
Lucky to promote the brand. To create an awareness of the products of the organization among
49

the households, a painting competition Bright Sparks was conducted and certificates were
awarded to all participants.

COMPETITION ANALYSIS
IDBI FEDERAL LIFE INSURANCE Co. Ltd. is in a highly competitive segment i.e., insurance
sector they are having large number of rival companies fighting along with them in taking
control of the industry.

Threat of intense segment rivalry

The major plus point for IDBI FEDERAL LIFE INSURANCE Co. Ltd. is the brand value of its
partners. The competition in this market is a very difficult or tough. The market condition is
oligopoly where a few number of big competitors are providing identical product and services
differing only in quality of them. Each competitor has their own trademark attribute. As we know
LICs attribute is their hold in rural market. But when we say about population growth, economic
growth, or government policies insurance segment is very attractive because only 25% insurable
person are insured secondly 80% population are under age of 45.

Threat of new entrance

Due to aggressive competition and high entry exit barrier, this is not attractive segment for new
player. For entering in insurance field, mandatory capital is 100 crores. Secondly, foreign stake
limited with 26%, third Indian company have no experience in insurance business. Exit barrier
are also very high because, no company can leave market after entering due to loss because

50

firstly, 100 crores will be lost secondly, their compensation (customer or other company) will be
very high or more than deposited money. So in long run, company will try to less their business
but they will not leave market. So this is good factor for IDBI FEDERAL LIFE INSURANCE
Co. Ltd. Because, where entry or exit barrier are high, profit potential are also high.

Threat of substitute product

This is not attractive market in view of substitute goods because there is many substitutes in
market but only service style is different. Different insurance company provides at least same
product but presentation is different. In case of lower substitute (means investment purpose)
many product in India for example, share, mutual fund, fixed deposit. Substitute place a limit on
price and on profit.

Threat of buyers growing power

In India buyers growing power are increasing because they have more concentrated or organized
towards market. Government has established insurance regulator (IRDA) in India for growing
buyers barging power. Due to lowest switching, buyers are very price sensitive and buyers have
many sources for knowing about different company product. Due to education buyer can analysis
that, which product is good for him. So due to growing buyers power this segment is not good
for new player.

Threat of suppliers growing power

Due to oligopoly market condition insurance company cannot raise price but they can increase
their profit from selling more policies in market. In India, supply-growing power (agent, broker,
bancassurance) are growing due to lot of company availability in IDBI Federal Life Insurance
Co. Ltd.

51

CHAPTER VI
52

ANALYSIS

ANALYSIS AND INTREPRETATION

The following schedule and diagram shows the percentage of sales of products in last year 2011.
Table 6.1

53

Source Company records

PRODUCT NAME

PERCENTAGE OF SALES

Incomesurance

84.9

Retiresurance(SP)

1.4

Childsurance

0.1

Lifesurance

9.8

Termsurance(LC)

0.4

Wealthsurance(RP)

0.2

Retiresurance(RP)

2.0

Termsurance(ROP)

0.3

Wealthsurance(SP)

0.8

PERCENTAGE OF SALES
0.1%Childsuran

10%

2%1%

85%

54

Source - Table 6.1

The following schedule and diagram shows the percentage of sales of products in last year 2010.
Table 6.2
Source Company records

PRODUCT NAME

PERCENTAGE OF SALES

Incomesurance

52.00

Retiresurance(SP)

3.00

Childsurance

0.1

Lifesurance

9.8

Termsurance(LC)

0.4

Wealthsurance(RP)

24.00

Retiresurance(RP)

2.0

Termsurance(ROP)

0.3

Wealthsurance(SP)

8.4

55

Percentage of sales

Termsurance rop; 0%

Wealthsurance-sp; 8%

Retiresurance-rp; 2%
Wealthsurance-rp; 24%
Incomesurance; 52%
Termsurance-lc; 0%
Lifesurance; 10%
Childsurance; 0% Retiresurance-sp; 3%

Source-table 6.2

The following schedule and diagram shows the percentage of sales of products in year 2009.
Table 6.3
Source Company records

PRODUCT NAME

PERCENTAGE OF SALES

Incomesurance

50.00

Retiresurance(SP)

3.00
56

Childsurance

0.6

Lifesurance

12.00

Termsurance(LC)

0.8

Wealthsurance(RP)

21.00

Retiresurance(RP)

2.0

Termsurance(ROP)

0.5

Wealthsurance(SP)

10.1

Percentage of sales

Termsurance-rop; 1%

Wealthsurance-sp; 10%

Retiresurance-rp; 2%
Wealthsurance-rp; 21%
Incomesurance; 50%
Termsurance-lc; 1%
Lifesurance; 12%
Childsurance; 1% Retiresurance-sp; 3%

Sales of Incomesurance in 3 years

57

Sales of Incomesurance
90
80
70
60
Sales

50
40
30
20
10
0
2009

2010

2011

Sales of Wealthsurance (SP) in 3 years

Sales of Wealthsurance(SP)
12
10
8

Sales of
Wealthsurance(SP)

6
4
2
0
2009

2010

2011

58

Sales of Wealthsurance(RP) in 3 years

Sales
30
25
20
Sales
15
10
5
0
2009

2010

2011

Sales of Retiresurance(SP)

Salesof Retiresurance(SP)
3.5
3
2.5
Salesof
Retiresurance(SP)

2
1.5
1
0.5
0
2009

2010

2011

59

Sales of Childsurance in 3 years

Sales of Childsurance
0.7
0.6
0.5
Sales of Childsurance

0.4
0.3
0.2
0.1
0
2009

2010

2011

Sales of Lifesurance in 3 years

60

Sales of Lifesurance
14
12
10
8

Sales of Lifesurance

6
4
2
0
2009

2010

2011

Sales of Termsurance(LC)

Sales of Termsurance(LC)
0.9
0.8
0.7
0.6

Sales of
Termsurance(LC)

0.5
0.4
0.3
0.2
0.1
0
2009

2010

2011

Sales of Retiresurance(RP)
61

Sales of Retiresurance(RP)
2.5

Sales of
Retiresurance(RP)

1.5

0.5

0
2009

2010

2011

Sales of Termsurance(ROP) in 3 years

62

Sales of Termsurance(ROP)
0.6
0.5
0.4
Sales of
Termsurance(ROP)

0.3
0.2
0.1
0
2009

2010

2011

63

CHAPTER - VII
FINDINGS

FINDINGS
Incomesurance is getting sold more than any other product of IDBI Federal Life Insurance Co.
Ltd. in Lucknow branch of the company and the sales of incomesurance has showed an
64

increasing trend too. With that fact existing, this organization study has thrown some light on the
reasons behind it. They are:

As Incomesurance is a product which provides guaranteed returns, the executives of the

company is encouraging more of this product to ensure the branchs reputation.

The unexpected market conditions resulted in huge losses for the customers of IDBI
Federal Life Insurance Co. Ltd. who has taken unit linked products. This also resulted in

the huge sales of Incomesurance which is a risk free product.

Many persons had chosen Incomesurance with a view of getting fund back at the time

of professional course or marriage of their children.

Tax benefits of this product have attracted a lot of people.
Premium amount can be from Rs. 25000 to Rs. 100000. This flexible amounts is very

much helpful for the policy holders.

People have started to show their interest in other private insurance providers other than

LIC.
People have knowledge and awareness about the products through advertisements and
other promotional activities. A high penetration of print, radio and TV advertisement

campaigns over the years is beginning to have its impact now.

Another important trend was in terms of people viewing insurance as a tax saving and
investment instrument as much as protective one.

CHAPTER - VIII
65

SUGGESTIONS

SUGGESTIONS
People were having good knowledge about insurance companies because of the
advertisements and through agent each and every individual I met was at least visited by
an insurance agent. The comparatively new player in insurance sector like IDBI
FEDERAL LIFE INSURANCE Co. Ltd. must advertise well enough to reach most of the
people, because the prospective insurance customer will always look for brand name. So,
the IDBI FEDERAL LIFE INSURANCE Co. Ltd. must look forward to increase their

brand image.
IDBI FEDERAL LIFE INSURANCE Co. Ltd. is highly concentrating on the high
income segment of the overall population .Majority of the population consists of middle
or lower income population so it advisable that IDBI FEDERAL LIFE INSURANCE Co.
Ltd. must come up with marketing strategies which is useful for getting the attention of
general public.
66

Better service quality should include-issuing policy on time, providing claims on time,
proper communication via mail or courier on timely basis to aware customer about the

policy status.
People are not much aware of alternative policy scheme (health, diabetics), so there are

need to increase awareness of such type of policies among people.

Mostly, people are not satisfied from the post service of insurance companies due to
dependence on agents or no knowledge about process, so there should be need to increase

awareness about self-service and awareness among people by training and advertisement.
In insurance, process is too much time taking, when we compare to other financial tools,
so process work should be less, effective and flexible.

BIBILIOGRAPHY

Emerging Trends in Banking, Finance and Insurance Industry by

Prof. Anand

M.Agrawal & Krishn A.Goyal

Principles of Insurance Management by Neelam C. Gulati

www.lifeinsurancetextbook.com

Dalal street journal

www.wikipedia.org

www.idbifederal.com

www.policybazaarinsurance.blogspot.com

67