DR.

BABASAHEB AMBEDKAR MARATHWADA UNIVERSITY,

AURANGABAD.

International Centre of Excellence in Engineering & Management

Project Report on

“Risk Management Regarding Working of A Broking Firm, And Its

Investors”
FOR
ICICI PRUDENTIAL LIFE INSURANCE

Submitted by:

Mr. Siddesh S. Wagh

MBA –IV Sem.(Fin.)

2017 – 2018
Under Guidance of

Prof. Mohit Boralkar

 CERTIFICATE

This is to certify that in Project report on

Submitted by:

Mr. Siddesh S. Wagh

Is the result of original work completed under our supervision. To the best of our
knowledge & belief the work embodied in this report has not formed earlier for the
award of any degree or similar total of this for other examination body.

Guide HOD-MBA Director

Prof. Mohit Boralkar Prof. M. A. Maroof Prof. Dilip Gaur
 DECLARATION

I, undersigned, hereby declare that the in Project report on “Risk Management

Regarding Working Of A Broking Firm, And Its Investors” FOR ICICI PRUDENTIAL LIFE
INSURANCE submitted to the International Center of Excellence in Engineering and

Management, Aurangabad is my original work & the conclusions drawn there in are
based on the data & material collected by me.

Date:-

Place:-Aurangabad Siddesh S. Wagh

 ACKNOWLEDGEMENT

I express my deep sense of gratitude towards Faculty I am also thankful to my guide

Prof. Mohit Boralkar for his interest, valuable guidance, constant inspiration and
co-operation throughout the period which has been instrumental in successful
completion of in Project Report . I am grateful to our Director for allowing the work
on this topic. My sincere thanks to HOD- MBA Prof.M.A.Maroof for his guidance
from time to time. I also sincerely thank our entire teaching as well as non-teaching
staff members, my friends for their immense interest & co-operation in this work.

Siddesh Wagh

MBA SEM IV (FIN.)

 Index

Sr.No Title Page No.

1 Introduction
1.1 Background of the study
1.2 Theoretical Background of the Topic
1.3 Company Profile
1.4 Need of the study
1.5 Scope of the study
1.6 Objectives of the study
2 Research methodology
2.1 Research Design
2.2 Methods of data collection(Primary & Secondary)
2.3 Sample Size
2.4 Data analysis techniques
2.4.1 Limitations
2.4.2 Data processing & analysis
2.4.3 Finding
2.4 Conclusions
2.4.2 Recommendation
3 Bibliography
4 Questionnaire
EXECUTIVE SUMMARY

Theoretical knowledge gained by a student through classroom study is incomplete, if not subject to
practical exposure of real corporate world and the challenges and problems that one has to face at the
actual work place. In that context the study has been taken to be aware of the real business world.

This project has been undertaken to study the distribution channel with respect to recruitment of
Advisor in ICICI Prudential Life Insurance Company Limited. Insurance policies are sold by retail
agent and through banks selling policies through retail are called tide agencies and through banks is
called bank assurance .

For the same we used to tap the advisor of other insurance sector and agent of Postal department and
financial consultants. We also motivated mutual advisor to join ICICI Prudential as an advisor. We
collect all data regarding this only and than give them a call for fixing appointment. Once
appointment was fixed I used to go on call with the manager. The purpose of meeting was to make
them aware of insurance agent as a career and at the same time to influence them to join as an agent.
Beside this we also got opportunity to motive the Existing advisor and find solution to the problem
that the often faced on call. The target responded were selected from different sources like House
wives, Owner of beauty parlor, gym owners, agent of other insurance company, Travel agent real
estate agent ,consultancy agency, chartered Accountant, Advocate, small business man, developer
and contractor. The recruitment activity was done in Pune. The competitors were Tata Aig, Aviva
life insurance, Met life, Max New York, HDFC

standard life, Bajaj Alliance, Kotak mahindra, LIC etc. Which almost provide similar products to the
customers?

The finding of the project were majority of the people knew about the insurance Agent and few of
them interesting in making career in insurance sector. And others buy policies.
.

INTRODUCTION

India is the largest democracy in the world having a population more than one billion. It is 5th
largest in the world in terms of purchasing power parity (PPP). India GDP growth rate is over 6
percent per year on average for the last decade and saving rate is around 26 percent of GDP

Life Insurance Corporation of India was formed in September 1956 by passing LlC Act, 1956 in
Indian parliament The first general insurance company, Triton Insurance Company Ltd. was
established in Calcutta in 1850. In 1957 the General Insurance Council a wing of Insurance
Association of India formed a code of conduct. In 1961 an insurance act was passed to form General
Insurance Company Ltd. which was amended in 1968. General Insurance business was nationalized
with effect from 1.1.73 by the General Insurance Business Act. From 1973, The General Insurance
Company (GIC) as a holding company divided in four subsidiaries as: National Insurance Company
Ltd., The New India Assurance Company Ltd., The Oriental Insurance Company Ltd. and The
United Assurance Company Ltd.
WHAT IS LIFE INSURANCE?

All assets have economic value. The asset would have been created through the efforts of the owner,
in the expectation that, either through the income generated there from or some other output, some of
his needs would be met. In the case of a motor car, it provides comfort & convenience in
transportation. There is no direct income. There is a normally expected life time for the assets during
which time it is expected life time for the assets during which time it is expected to perform. The
owner, aware of this, can so manage his affairs that by the end of that life time, a substitute is made
available to ensure that the value or income is not lost.

How ever if the asset gets lost earlier, being destroyed or made non-functional, through an accident
or other unfortunate event, the owner & those deriving benefits there from suffer.

Hence Insurance is a tool which helps to reduce effects of such adverse events.
HISTORY OF LIFE INSURANCE

The origin and practice of insurance is as ancient as human civilization. From Cave age till date, the
story of evolution of mankind is in fact a saga of continuous search for security. His problems have
been the same, though the form has changed with the social & economic circumstances. When man
used to live in the caves, he used to search for security against animals because they could kill him
while he was asleep. He was not at all sure if he could hunt every day & get his food. Because of the
above insecurity he used to live in groups so that the other members of the tribe could come to help
in time of crisis. Later on, insurance was practiced in a different form. Small contribution of food
grains were collected from farmers, hoarded in the local temple premises to be released when there
was a famine or others calamities. Today, insurance works on the same principle. But, with growing
financial implication the process started demanding money rather than community contribution. The
modern concept of insurance came to India with the arrival of Europeans. The first life insurance
company was established in India in 1818 as oriental life insurance company by Europeans for the
welfare of widows of Europeans.

It was strange that many of the companies floated were looking after European interest and even
charged extra premium on Indian lives. Bombay mutual life assurance society limited established in
1870 was the first to stop this discrimination. This was the year in which the first insurance act was
past by the British parliament. The insurance business flourished there after. By the year 1955 there
were 245 insurance companies and provident societies, out of which 16 were non Indian companies.
A comprehensive legislation “the insurance act 1938” was passed with a view to consolidate and

ame nd the laws relating to the business of insurance. It came into force with effect from july 1st

1939. the act was amended in 1950.

The broader objectives of socialism prompted the govt. to nationalize the insurance business, in the
year 1956. the general insurance business was nationalized in 1972,

through GIC Act 1972. the life insurance corporation of India came into existence on 1 st September

1956.
NEED OF LIFE INSURANCE

What if customer already has life insurance?

As an individual, for the extent of financial protection you need is different from that as a married
man which in turn is different from that as a parent. At each life stage, it is necessary to re-evaluate
the amount of protection and provision you require and adjust for the same.

Below are some of the events in your life for which you should re-evaluate and plan your life
insurance needs.

Life Stages

Marriage

Birth of a child

Schooling of a child

Education of a child

Marriage of a child

Retirement

How much insurance do customers need?

The main purpose of life insurance is to provide a financial cushion to your loved ones in the event
that something unfortunate should happen to you. One must provide enough, so as to generate a
future income stream that will take care of the financial needs of their dependents.

How much insurance you need depends on your annual income, your expenses and your existing
assets. Use our Insurance Calculator to get a rough estimate of how much you should insure yourself
for.

Concept of Human Life Value

Generally speaking one can estimate the extent of life insurance by calculating one’s “Human Life
Value” (HLV). This is the net present v alue of ones future earnings. Put simply, it is the amount that
a persons family would permanently lose, should anything unfortunate happen to that person. As a
thumb rule, a 30 year old should insure oneself for about 8 times his or her annual income. At 35,
this is about 6 times. Of course, the exact amount must be adjusted according to the number of
dependents, existing investments and one’s lifestage. For instance, if at 30, a person has two children
and parents to provide for, the amount of insurance should also be higher.

You can calculate your Human Life Value by multiplying your current annual income with the
number of years remaining for your retirement.

Let’s assume that you are 30 years old and you earn 4,00,000 per annum. Now, if your retirement
age is 55 you have 25 years to go before retirement. So your Human Life Value is (25 x 4,00,000) =
Rs. 100,00,000 (one crore rupees).

So, your present Human Life Value is one crore rupees, provided you stay healthy.

If you take factors like inflation and increase in income over a period of time into account, your
Human Life Value is a lot more.

BENEFITS OF INSURANCE

Insurance is the instrument of security, saving and peace of mind. It provides several benefits by
paying a small amount of premium to an insurance company as :

It is gratifying to see insurance market players and practitioners coming together on an occasion like
this to reinforce a common vision to create a progressive and dynamic insurance industry where each
one of us have an important role to play.

After nearly decades of intense debate consensuses developed in India for ending the public sector
monopoly in insurance and open the industry to private sector participants subject to suitable
regulation. Today, to the credit of combined efforts by both the regulators and industry players, the
benefits of insurance are widely acknowledged, public confidence in the industry has been very
much restored and the industry on the whole is far more dynamic.

In the last two years alone, we have witnessed some fundamental changes in the landscape of the
Indian insurance industry. The insurance industry has been opened up, with a restriction of 26% on
foreign ownership to Indian insurers. The total FDI in India in the insurance sector today stands at
Rs. 812.50 crores. The total premium income of
the Indian insurance industry , both life and non life for the year ending 31st march 2003 stands at

Rs. 71376.11 crores. Out of this the share of life insurance presmium is 78% i.e Rs. 55738.11 crores
and general insurance premium is 22% i.e Rs. 15638 crores. This is contrast to the premium levels of
Rs. 34898 crores in life insurance and Rs.10087.03

crores in general insurance as on 31st march, 2001. the growth rate of life insurance has been slightly

over 26% and the general insurance 23% and the combined growth rate stands at 25% over the last
two years. The paid up equity of the insurance industry is Rs. 3916 crores today.

INDUSTRY PROFILE

LIFE INSURANCE IN INDIA

The insurance sector in India has come a full circle from being an open competitive market to
nationalization and back to a liberalized market again. Tracing the development in the indian
insurance sector reveals the 360 degree turn witnessed over a period of almost two centuries.

A BREIF HISTORY OF THE LIFE INSURANCE SECTOR

The business of life insurance in India in its exsisting form started in the year 1818 with the
establishment of the Oriental Life Insurance company in Calcutta. Some of the important milestones
in the life insurance business in India are :

1912: The Indian life assurance companies act enacted as the first statue to regulate the life insurance
business.

1928: The Indian insurance companies act enacted to enable the government to collect statistical
information about both life and non-life insurance businesses.

1938: Earlier legislation consolidated and amended to buy the insurance act with the objective of
protecting the interests of the insuring public.

1956: 245 Indian and foreign insurers and provident societies are taken over by the central
government and nationalized. LIC formed by an act of parliament, viz. LIC Act 1956, with the
capital contribution of Rs. 5 crore from the government of India. The general insurance business in
India, on the other hand can trace its roots to the Triton insurance company Ltd., the first insurance
company established in the year 1850 in Calcutta by the british.

Some of the important milestones in the general insurance business in India are :

1907: The Indian mercantile insurance Ltd. Set up, the first company to transact all classes of
general insurance business.

1957: General insurance council a wing of the insurance association of India, frames a code of
conduct for ensuring fair conduct and sound business practices.

1968: The insurance Act amended to regulate investments and set minimum solvency margins and
the tariff advisory committee set up.

1972: The general insurance business (nationalization) Act, 1972 nationalized the general

insurance business in India with effect from 1st January 1973.

107 insurers amalgamated and grouped into 4 companies viz. The National Insurance company Ltd. ,
The new India Assurance Company Ltd. , The Oriental Insurance

Company Ltd. And The United India Insurance Company Ltd. GIC incorporated as a company.

Reforms in the Insurance sector were initiated with the passage of the IRDA Bill in parliament in
December 1999. The IRDA since its incorporation as a statutory body in April 2000 has fastidiously
stuck to its schedule of framing regulations and registering the private sector insurance companies.
The other decisions taken simultaneously to provide the supporting systems to the insurance sector
and in particular the life insurance companies were the launch of the IRDA's online service for issue
and renewal of licenses to agents.

The approval of institutions for imparting training to agents has also ensured that the insurance
companies would have a trained workforce of insurance agents in place to sell their products, which
are expected to be introduced by early next year.
Insurance companies in India

Insurance is a colossal sector in India that is growing at a speedy rate of 15-20%. The insurance
sector is approximately 450 billion yet 70 percent of the population in India is not insured. This
gives you a peek into the huge growth opportunity that exists for this segment. The insurance
business in India mainly consists of two main players, the Life Insurance Corporation (LIC) and
General Insurance Corporation (GIC). Almost 100 divisional offices and 2000 branch offices are
functional for LIC. As LIC caters to life insurance, health insurance, property and accident.
insurance it needs an increasing number of employees. Thus insurance companies in India are
growing vertically and horizontally bringing growth and employment opportunities.

The other player GIC undertakes motor, marine, personal accident and fire insurance. Moreover it
has four subsidiaries a) Oriental Insurance, b) United India Insurance, c) New India Assurance, and
d) National Insurance. Insurance companies in India have a deep-rooted history. It all began in 1818
when Oriental Life Insurance Company in Calcutta was established. From then on insurance was
scattered across the country. It was an unorganized sector. Then in 1950, the entire insurance
segment was nationalized. After achieving freedom, the insurance sector gained momentum. In 1956
the government of India consolidated 240 private life insurers and provident societies and this was
how LIC came to life. The justification to the nationalization of the life insurers was that the
government would reap the necessary funds that were required for industrialization. The general
insurance industry still remained in the hands of the private sector till 1972 and was then
nationalized. LIC adds about 7 percent to the country's GDP. With IRDA's regulation not less than
15 percent of funds ftom the insurance companies are said to fill the coffers of infrastructure and
social sectors. Thus they are providing vital funds to the country's growth. Infrastructure of the
country bears risks that are of a long-term character. They include political instability, geological
hindrances, gestation period and illiteracy. The long tern funds provided by Life Insurance of India
not only cover these risks but also help securing a brighter future for the country.

Besides infrastructure the insurance companies in India are vital for one's saving purpose. In the
beginning insurance was looked at as a 'tax-benefit' investment. Slowly, however the mindset of the
common man is changing. Life insurance is now looked on as

investment vehicle. With the introduction of private players in the sector there has been more
transparency and flexibility in the sector. Private players have procured almost 9 percent of the
insurance segment even though the coveted policies like endowment and money back still lay with
the government. Better services, individual attention and pure transparency have given the private
sector an upper hand. But with a huge unorganized market in India yet to tap the insurance
companies in India have a voluminous market to explore.
Insurance Companies in the Present Global Scenario

The most important aspect for any financial services institution dealing with today's regulatory
framework is the need to build an integration, risk, compliance and regulatory environment. The
globalization of business, the proliferation of, and dependency on, technology, and the preservation
of a trusted and secure environment to facilitate financial institutions, all require financial services
organizations to have in placed the mechanisms to ensure sound and reliable security and privacy.
The industry's landscape is continuously changing and increasing in complexity across financial
services, causing firms to face a diverse array of challenges and concerns. Role of Private sector has
grown rapidly in the service industry, especially with reference to Insurance management.

The insurance industry, as an integral part of the financial services industry does not stand apart
from the profound changes in the financial sector. Recently we are witnessing an enhanced
competition in the insurance industry probably due to the opening up of this sector to private
participants. There is a close inter-action between insurance and economic growth. As economy
grows, the living standards of people increase.

As a consequence, demand for insurance increases. As the assets of people and of business
enterprises increase in the growth process, the demand for general insurance also increases. In fact,
with the widening of the economy, the demand for new types of insurance products emerges.
Insurance now extends not only to product market but also to service industries including finance. It
is equally true that growth itself is facilitated by insurance. The global consolidation of the financial
services sector is in large part driven by acquisition activity. Companies competing for a greater
share of consumer funds are seeking quick access to new markets, new products and new channels
of distribution, both domestically and economically.

Grounded in a deep understanding of the issue, we have tried to deal with today's life insurance and
financial services environment in a very lucid manner covering all the aspects such as productivity,
management of processes, growth drivers, and critical factors for success and policy implications

Indian insurance companies may be started by domestic entities in joint venture with foreign
entities, with the latter holding a maximum of 26 per cent of the equity.

According to the latest data, in life and non-life insurance, the new entities have already managed to
garner more than 20 per cent of the new business premium. In banking, foreign banks in India now
have a share of only around 7 per cent of total banking assets. Recently, the RBI released an
ambitious road map for increasing the presence of foreign banks in India. As per the guidelines, the
 aggregate foreign investment from all sources will be allowed up to a maximum of 74 per cent of
the paid up capital of the private bank.

The roadmap is divided into two phases. In the first phase, between March 2005 and March 2009,
foreign banks will be permitted to establish presence by way of setting up a wholly owned banking
subsidiary (WOS) or conversion of the existing branches into a was. Further, during this phase,
permission for acquisition of shareholding in Indian private sector banks by eligible foreign banks
will be limited to banks identified by the RBI for restructuring. During the second phase
commencing in April 2009, the RBI may permit merger/acquisition of any private sector bank in
India by a foreign bank.

The public sector at present dominates the Indian financial services sector. The Government does not
have enough money to sustain the expansion plans of the present public sector enterprises. For
example, the recent public issue by Punjab National Bank has brought down the Government's stake
from 80 per cent to 57 per cent. On the other hand, foreigners hold more than 70 per cent of the
equity in the two leading private sector banks in India, namely ICICI Bank and HDFC Bank

Insurance companies

Insurance industry earlier comprised of only two state insurers.

Life Insurers i.e. Life Insurance Corporation of India (LIC) and General Insurers i.e.

General Insurance Corporation of India (GIC) GIC had four subsidiary companies.

With effect from Dec'2000, these subsidiaries have been de-linked from parent company and made
as independent insurance companies.

· Oriental Insurance Company Limited,

· New India Assurance Company Limited,
· National Insurance Company Limited and
· United India Insurance Company Limited.

The first batch of licenses was issued by the Insurance Regulatory and Development Authority
(IRDA) in 2001. At present following are the players in the Indian Market:
Life insurers:

1. ALLIANZ BAJAJ LIFE INSURANCE CO. LTD.

2. AMP SANMAR ASSURANCE Co. LTD.

3. BIRLA SUN LIFE INSURANCE CO. LTD.

4. DABUR CGU LIFE INSURANCE COMPANY PVT. LTD.

5. HDFC STANDARD LIFE INSURANCE CO. LTD.

6. ICICI PRUDENTIAL LIFE INSURANCE CO. LTD.

7. ING VYSY A LIFE INSURANCE CO. PVT. LTD.

8. LIFE INSURANCE CORPORATION OF INDIA.

9. MAX NEW YORK LIFE INSURANCE CO. LTD.

10. METLIFE INDIA INSURANCE CO. PVT. LTD

11. OM KOTAK MAHINDRA LIFE INSURANCE CO. LTD.

12. SBI LIFE INSURANCE CO. LTD.

13. TATA AIG LIFE INSURANCE CO. LTD.

Non-life insurers:

1. BAJAJ ALLIANZ GENERAL INSURANCE CO. LTD.

2. ICICI LOMBARD GENERAL INSURANCE CO. LTD.

3. IFFCO TOKYO GENERAL INSURANCE CO. LTD.

4. NATIONAL INSURANCE CO. LTD.

5. NEW INDIA ASSURANCE CO. LTD.

6. ORIENTAL INSURANCE CO. LTD.

7. RELIANCE GENERAL INSURANCE CO. LTD.

8. ROYAL SUNDARAM ALLIANCE INSURANCE CO. LTD.

9. TATA AIGLIFE INSURANCE CO. LTD.

10. UNITED INDIA INSURANCE CO. LTD

Re-insurers:

GENERAL INSURANCE CORPORATION OF INDIA

IRDA

(Insurance Regulatory and Developing Authority)

On the recommendation of Malhotra Committee, an Insurance Regulatory Development Act (IRDA)

passed by Indian Parliament in 1993. Its main aim is to activate an insurance regulatory apparatus
essential for proper monitoring and control of the Insurance industry. Due to this Act several Indian
private companies have entered into the insurance market, and some companies have joined with
foreign partners IRDA was constituted by an act of parliament. The Authority is a ten member team
consisting of:

(a) A Chairman (b) Five whole-time members (c) four part-time members

(1) Subject to the provisions of Section 14 of IRDA Act, 1999 and any other law for the
time being in force, the Authority shall have the duty to regulate, promote and ensure orderly growth
of the insurance business and re-insurance business.

(2) Without prejudice to the generality of the provisions contained in sub-section (1), the
powers and functions of the Authority shall include,

(a) Issue to the applicant a certificate of registration renew, modifies, withdraw, suspend or cancel
such registration;

(b) protection of the interests of the policy holders in matters concerning assigning of policy,
nomination by policy holders, insurable interest, settlement of insurance claim, surrender value of
policy and other terms and conditions of contracts of insurance;
 (c) Specifying requisite qualifications, code of conduct and practical training for
intermediary or insurance intermediaries and agents;

(d) Specifying the code of conduct for surveyors and loss assessors;

(e) Promoting efficiency in the conduct of insurance business;

(f) Promoting and regulating professional organizations connected with the insurance and
reinsurance business;

(g) Levying fees and other charges for carrying out the purposes of this Act;

(h) calling for information from, undertaking inspection of, conducting enquiries and
investigations including audit of the insurers, intermediaries, insurance intermediaries
and other organizations connected with the insurance business;

(I) control and regulation of the rates, advantages, terms and conditions that may be offered
by insurers in respect of general insurance business not so controlled and regulated by the Tariff
Advisory Committee under section 64U of the Insurance Act, 1938 (4 of 1938);

j) Specifying the form and manner in which books of account shall be maintained and statement of
accounts shall be rendered by insurers and other insurance intermediaries;

(k) Regulating investment of funds by insurance companies;

(l) Regulating maintenance of margin of solvency;

(m) Adjudication of disputes between insurers and intermediaries or insurance

intermediaries;
 (n) Supervising the functioning of the Tariff Advisory Committee;

(0) specifying the percentage of premium income of the insurer to finance schemes for
promoting and regulating professional organizations referred to in clause (f);
(p) Specifying the percentage of life insurance business and general insurance business to be
undertaken by the insurer in the rural or social sector; and

(q) Exercising such other powers as may be prescribed

Tariff Advisory Committee (TAC) (Statutory Body under Insurance Act 1938):

Tariff Advisory Committee controls and regulates the rates, advantages, terms and conditions that
may be offered by insurers in respect of General Insurance Business relating to Fire, Marine (Hull),
Motor, Engg. and workmen Compensation. Effective 22/07/98, the TAC Board has been
reconstituted with seven members representing the present General Insurance Industry and eight
members from government and industry
Company profile

History:

Incorporated on 20 July 2000 it is a joint venture between ICIC(74%) and Prudential LIC(26%)
of U.K. In November 2000, ICICI Prudential Life Insurance was granted Certification of
Registration for carrying out life insurance business by the Insurance Regulatory & Development
Authority of India. The Company issued its first policy on 12 December 2000.ICICI Prudential
Life Insurance is a joint venture between the ICICI Group and Prudential plc, of the UK. ICICI
started off its operations in 1955 with providing finance for industrial development, and since
then it has diversified into housing finance, consumer finance, mutual funds to being a Virtual
Universal Bank and its latest venture Life Insurance.

Foreign Partner:

Established in 1848, Prudential plc. Of U.K. has grown to be the largest life insurance and mutual
fund Company in U.K. Prudential plc. Has had its presence in Asia for the past 75 years catering
to over 1 million customers across 11 Asian countries. Prudential is the largest life insurance
company in the United Kingdom (Source: S&P's UK Life Financial Digest, 1998). ICICI and
Prudential came together in 1993 to provide mutual fund products in India and today are the
largest private sector mutual fund company in India.

Their latest venture ICICI Prudential Life plans to take care of the insurance needs at

various stages of life Prudential plc, one of the UK's leading financial service providers, issued
life insurance policies in Poland prior to World War II through Prudential Assurance Company
Limited and its subsidiary "Przezomosc", a now defunct Polish company in which Prudential
Assurance acquired a controlling interest in 1927.

Pizezomosc continued to issue life policies in Poland until 31 December 1936, and Prudential
Assurance issued life policies in Poland from 1 January 1933 to 31 December 1936. With effect
from 1 January 1937 both companies ceased to accept new life business and the administration of
the two portfolios was combined.

Based on notes of surviving records that existed in Prudential Assurance's London office there
were 4,623 policies in force in Poland at the outbreak of World War II in 1939. Over 33% of
these policies have been settled since the early 1950s despite significant gaps in our records, due
in no small part to their destruction in Poland under Nazi Occupation.
The assets of Prudential's Polish Business were seized by the Nazi occupying authorities,
following the invasion of Poland in 1939. Unlike some major European insurers Prudential did
not trade in Nazi occupied Europe ICICI Prudential Life Insurance Company is a joint venture
between ICICI Bank, a premier financial powerhouse and prudential plc, a leading international
financial services group headquartered in the United Kingdom. ICICI Prudential was amongst the
first private sector insurance

companies to begin operations in December 2000 after receiving approval from Insurance
Regulatory Development Authority (IRDA).

ICICI Prudential's equity base stands at Rs. 9.25 billion with ICICI Bank and Prudential plc
holding 74% and 26% stake respectively. In the financial year ended March 31, 2005, the
company garnered Rs 1584 crore of new business premium for a total sum assured of Rs 13,780
crore and wrote nearly 615,000 policies. The company has a network of about 56,000 advisors; as
well as 7 banc assurance and 150 corporate agent tie-ups. For the past four years, ICICI
Prudential has retained its position as the No.1 private life insurer in the country, with a wide
range of flexible products that meet the needs of the Indian customer at every step in life

Promoters

ICICI and Prudential came together in 1993 to form Prudential ICICI Asset Management
Company, which has today emerged as one of the leading mutual funds in India. The two
companies bring together two of the strongest financial service brands in Asia, known for their
professionalism, excellent quality of service and long term commitment to YOU. Riding on the
success of this relationship, the two companies joined hands once more in 2000, to form ICICI
Prudential Life Insurance, with a commitment to provide leading-edge life insurance solutions.

ICICI Bank has 74% stake in the company, and prudential PLC has 26%

ICICI Bank

ICICI Bank is India's second largest bank with an asset base of Rs. 106812 crore. ICICI Bank
provides a broad spectrum of financial services to individuals and companies. This includes
mortgages, car and personal loans, credit and debit cards, corporate and agricultural finance. The
Bank services a growing customer base of more than 7 million customer accounts and 5 million
bondholders' accounts through a multi-channel access network. This includes about 450 branches
and extension counters, 1675 ATMs, call centers and Internet banking (www.icicibank.com).
ICICI Bank posted a net profit ofRs.1, 206 crore for the year ended March 31, 2003. ICICI Bank
is the only Indian company to be rated above the country rating by the international rating agency
 Moody's and the only Indian company to be awarded an investment grade international credit
rating. The Bank enjoys the highest AAA (or equivalent) rating from all leading Indian rating
agencies.

Prudential plc:

Established in 1848, prudential plc is a leading international financial services company in the
UK, with around US$250 billion funds under management and more than 16 million customers
worldwide. Prudential has brought to market an integrated range of financial services products
that now includes life insurance, pensions, mutual funds, banking, investment management and
general insurance. In Asia, Prudential is UK's largest life insurance company with a vast network
of 22 life and mutual fund operations in twelve countries-China, Hong Kong, India, Indonesia,
Japan, Korea, Malaysia, the Philippines, Singapore, Taiwan, Thailand and Vietnam. Since 1923,
Prudential has championed customer-centric products and services, supported by over 60,000
staff and agents across the region.

VISION

The company’s vision is to make ICICI Prudential the dominant life and pension player built on
trust by world-class people and services.

Hope To Achieve This By:

. Understanding the needs of customers and offering them superior Products and services.

. Leveraging technology to service the customers quickly, efficiently and conveniently..

Developing and implementing superior Ur deal in risk management and Investing strategies to
offer sustainable and stable return to the Policy holders.

. Providing an environment to foster growth and learning of our employees.

. And above all building transparency in organizations.

Board of Directors

The ICICI Prudential Life Insurance Company Limited Board comprises reputed people

from the finance industry both from India and abroad.

Mr. K. V. Kamath, Chairman

Mr. Mark Norbom

Mrs. Lalita D. Gupte

Mrs. Kalpana Morparia

Mrs. Chanda Kochhar

Mr. Kevin Holmgren

Mr. M.P. Modi

Mr. R Narayanan

Ms. Shikha Sharma, Managing Director

Management Team

Ms. Shikha Sharma, Managing Director

Mr. Sandeep Batra, Chief Financial Officer & Company Secretary

Mr. Shubhro J. Mitra, Chief - Human Resources Mr. Puneet N Anda,

Head - Investments

Ms. Anita Pai, Chief - Customer Service and Operations

Mr. V. Rajagopalan, Appointed Actuary

Mr. Dipan Bhattacharya - Chief Information Technology

 COMPANY PRODUCTS

Insurance Solutions for Individuals

ICICI Prudential Life Insurance offers a range of innovative, customer-centric products that meet
the needs of customers at every life stage. Its 20 products can be enhanced with up to 6 riders, to
create a customized solution for each policyholder.

Savings Solutions

· Secure Plus is a transparent and feature-packed savings plan that offers 3 levels of protection.

· Cash Plus is a transparent, feature-packed savings plan that offers 3 levels of protection as well
as liquidity options.

· Save n Protect is a traditional endowment savings plan that offers life protection along with
adequate returns.

· Cash back is an anticipated endowment policy ideal for meeting milestone expenses like a
child's marriage, expenses for a child's higher education or purchase of an asset.

· Lifetime & Lifetime II offer customers the flexibility and control to customize the policy to
meet the changing needs at different life stages. Each offer 4 fund options?

· Preserver, Protector, Balancer and Maxi miser.

· Life Link II is a single premium Market Linked Insurance Plan which combines
life insurance cover with the opportunity to stay invested in the stock market.

· Premier Life is a limited premium paying plan that offers customers life insurance cover till the
age of 75.

· Invest Shield Life is a Market Linked plan that provides capital guarantee on the invested
premiums and declared bonus interest.

· Invest Shield Cash is a Market Linked plan that provides capital guarantee on the invested
premiums and declared bonus interest along with flexible liquidity options. Invest Shield Gold
is a Market Linked plan that provides capital guarantee on the invested premiums and declared
bonus interest along with limited premium payment terms.
 Protection Solutions

Lifeguard is a protection plan, which offers life cover at very low cost. It is available in 3 options,
Level term assurance, level term assurance with return of premium and single premium.

Child Plans

Smart Kid education plans provide guaranteed educational benefits to a child along with life
insurance cover for the parent who purchases the policy. The policy is designed to provide money
at important milestones in the child's life. Smart Kid plans are also available in unit linked form,
both single premium and regular premium.

Retirement Solutions

· Forever Life is a retirement product targeted at individuals in their thirties

· Secure plus Pension is a flexible pension plan that allows one to select between 3 levels of cover.

Market-linked retirement Products:

· Lifetime Pension II is a regular premium market-linked pension plan

· . Life Link Pension II is a single premium market-linked pension plan.

· . Invest Shield Pension is a regular premium pension plan with a capital guarantee On the
invertible premium and declared bonuses.

ICICI Prudential also launched? Salaam Indigo? A social sector group insurance Policy targeted at
the economically underprivileged sections of the society.
 Group Insurance Solutions

ICICI Prudential also offers Group Insurance Solutions for companies seeking to enhance benefits
to their employees. ICICI Prudential Group Gratuity Plan: ICICI Pro group gratuity plan helps
employers fund their statutory gratuity obligation in a scientific manner. The plan can also be
customized to structure schemes that can provide benefits beyond the statutory obligations. ICICI
Prudential Group Superannuation Plan: ICICI Pro offers a flexible defined contribution
superannuation scheme to provide a retirement kitty for each member of the group. Employees
have the option of choosing from various annuity options or opting for a partial commutation of
the annuity at the time of retirement. ICICI Prudential Group Term Plan: ICICI Pm flexible group
term solution helps provide affordable cover to members of a group. The cover could be uniform
or based on designation/rank or a multiple of salary. The benefit under the policy is paid to the
beneficiary nominated by the member on his/her death.

Flexible Rider Options

ICICI Pm Life offers flexible riders, which can be added to the basic policy at a marginal cost,
depending on the specific needs of the customer.

· Accident & disability benefit: If death occurs as the result of an accident during the term of the
policy, the beneficiary receives an additional amount equal to the sum assured under the policy. If
the death occurs while traveling in an authorized mass transport vehicle, the beneficiary will be
entitled to twice the sum assured as additional benefit.

· Accident Benefit: This rider option pays the sum assured under the rider on death due to accident.

· Critical Illness Benefit: protects the insured against financial loss in the event of 9 specified
critical illnesses. Benefits are payable to the insured for medical expenses prior to death.

· Major Surgical Assistance Benefit: provides financial support in the event of medical
emergencies, ensuring benefits are payable to the life assured for medical expenses incurred for
surgical procedures. Cover is offered against 43 surgical procedures.
· Income Benefit: This rider pays the 10% of the sum assured to the nominee every year, till
maturity, in the event of the death of the life assured. It is available on Smart Kid, Secure Plus and
Cash Plus

· Waiver of Premium: In case of total and permanent disability due to an accident, the premiums
are waived till maturity. This rider is available with Secure Plus and Cash Plus.

ABOUT THE PROMOTERS

ICICI Bank is India's second-largest bank with total assets of about Rs.112, 024 crore and a
network of about 450 branches and offices and about 1750 ATMs. It offers a wide range of
banking products and financial services to corporate and retail customers through a variety of
delivery channels and through its specialized subsidiaries and affiliates in the areas of investment
banking, life and non-life insurance, venture capital, asset management and information
technology. ICICI Bank posted a net profit of Rs.l, 637 crores for the year ended March 31, 2004.
ICICI Bank's equity shares are listed in India on stock exchanges at Chennai, Delhi, Kolkata and
Vadodara, the Stock Exchange, Mumbai and the National Stock Exchange of India Limited and
its American Depositary Receipts (ADRs) are listed on the New York Stock Exchange (NYSE).

· Established in London in 1848, Prudential plc, through its businesses in the UK and Europe, the
US and Asia, provides retail financial services products and services to more than 16 million
customers, policyholder and unit holders worldwide. As of June 30, 2004, the company had over
US$300 billion in funds under management.

· Prudential has brought to market an integrated range of financial services products that now
includes life assurance, pensions, mutual funds, banking, investment
management and general insurance. In Asia, Prudential is the leading European life insurance
company with a vast network of 24 life and mutual fund operations in twelve countries - China,
Hong Kong, India, Indonesia, Japan, Korea, Malaysia, the Philippines, Singapore, Taiwan,
Thailand and Vietnam.

PRIVATE SECTOR INSURANCE MARKET SHARES

In today’s Private insurance sector ICIC Prudential holds the highest i.e. huge30%share in
the private insurance market, as compared to all other which together comprise of the rest 70% of
the market share. In the financial year ended march 31, 2005, the company garnered rs.1584 crore
of new business premium for a total sum assured of Rs. 13780 crore and wrote nearly 615000
policies. The company has a network of about 56000 advisors: as well as 7 banc assurance and
150 corporate agent tie-ups for the past four years, ICICI Prudential has retained its position as
the no.1 private life insurer in the country with a wide range of flexible products that meet the
needs of the Indian customer at every step in life.

DISTRIBUTION

ICICI Prudential has one of the largest distribution networks amongst private life insurers in
India, having commenced operations in 74 cities and towns in India. These are: Agra,
Ahmedabad, Ajmer, Allahabad, Amritsar, Anand, Aurangabad, Bangalore, Bareilly, Bharuch,
Bhatinda, Bhopal, Bhubhaneshwar, Calicut, Chandigarh, Chennai, Coimbatore, Dehradun,
Durgapur, Faridabad, Goa, Guntur, Guwhati, Gurgaon, Gwalior, Hyderabad, Hubli, Indore,
Jaipur, Jalandhar, Jamnagar, Jamshedpur, Jodhpur, Kanpur, Karnal, Kochi, Kolkata, Kolhapur,
Kota, Kottayam, Kozhikode, Lucknow, Ludhiana, Madurai, Mangalore, Meerut, Mehsana,
Mumbai, Mysore, Nagpur, Nasik, Noida, New Delhi, Patiala, Pune, Raipur, Rajkot, Ranchi,
Rourkela, Saharanpur, Salem, Shimla, Siliguri, Surat, Thane, Thrissur, Trichy, Trivandrum,
Udaipur, Vadodara, Vapi, Vashi, Vijayawada and Vizag.

The company has seven banc assurance tie-ups, having agreements with ICICI Bank, Federal
Bank, South Indian Bank, Bank of India, Lord Krishna Bank and some co-operative banks, as
well as over 150 corporate agents and brokers. It has also tied up with NGOs, MFIs and corporate
for the distribution of rural policies and organizations like Dhan for distribution of Salaam
Zindagi, a policy for the socially and economically underprivileged sections of society. ICICI
Prudential has recruited and trained about 56,000 insurance advisors to interface with and advise
customers. Further, it leverages its state-of-the-art IT infrastructure to provide superior quality of
service to customers.
MARKET SHARE OF LIFE INSURANCE COMPANIES
 Company’s credentials

· No 1Private life insurance company

· 2nd Largest in insurance sector in India

· Incorporation :July 2000

· Initial paid up capital:150 Cores

· Present paid up capital :8114Cores

· No of branches : 700

· Locations : 450

· No of advisors : 235000

· No of employees all over India : 20000

· No of polices : 2.5 Million

· Premium: 1800 Cores

 Greater access of customer

Customer access 2003-2004 2004-2005 2006-2007

No of location 56 74 450

No of branches 72 107 700

No of advisors 32700 56300 235000

No of partners 3100 43000 110000

Each distribution channel has grown up more than three fold over past three years.

· Be an advisor and build a career

· Pinnacle program, Mobile tiger

· Qualification any graduation, C.A, M.B.A

· 25% advisors are women

· Covering 200000 farmers

· 90% claims settled with in 8 days

· 100 organization with in 17 states

· Be an advisor and build a career

· Pinnacle program, Mobile tiger

· Qualification any graduation, C.A, M.B.A

· 25% advisors are women

· Covering 200000 farmers

· 90% claims settled with in 8 days

 THEORITICAL BACKGROUND

To start my project it was important for me to understand few terms which will be used very

often. These are the core terms which I had to be aware of, to start my project. As to develop the

agency I should know who is an advisor? Or the training process and the career benefits the

company is offering them.

ADVISORS

Being an ICICI Prudential advisor can be enriching and exciting career option It’s an opportunity
to associate with an industry leader, be in touch with the latest and finest insurance practices from
around the globe, and grow both personally and professionally. Here are some of the benefits of
being an ICICI Prudential Life insurance Advisor:

Unlimited earning potential.

A clear career path.

All round support through exclusive advertising, your own in-house

Consultant and world-class training.

· A comprehensive benefit package.

What does it take to be an ICICI Prudential advisor?

At ICICI Prudential, we believe that our advisors are our ambassadors to the Customers. They are

a key source of business for the organization, and are the continuing link with our clients. That is

why; we take a lot of care in recruiting and developing our advisor. Force, so that we continue to

set higher standards of quality in service and salesmanship. To cater to the needs of the

knowledge oriented, good communicators and enjoy meeting new people. Prior sales experience

is an added benefit. Some of the qualities we seek are:

1) SELF-MOTIVATION

2) A MASTER COMMUNIC

3) A GO-GETTER.

4) A GRADUATE

TRAINING

At ICICI Prudential, we understand the importance of training in a dynamic business

environment. Our advisors go through both generic and specific, professional

programmers that help them remain well informed and knowledgeable about the company’s

products in the market. There is a further focus on soft skills such as communication, managing

long-term relationships and selling skills, which are very relevant in a service driven industry like

life insurance.
State of the art infrastructure training facilities coupled with an excellent faculty, guarantee an

exceptional learning environment. For advisors who might be occupied with

their daily business or professional routines. ICICI Prudential also offers convenient training

options such as online and self learning are also provided by the organization.

A 18-day training schedule covers the mandatory IRDA training requirements and ICICI

Prudential product training module. Revision session ensure that the candidates thoroughly

understand the course contents and are well prepared for the licensing examination. Theoretical

training is interspersed with practical appointment with potentials customers, giving advisors a

feel of how there business will work from the very first day. All through, the unit manager and the

management provide continuous support to the advisors in achieving independence towards

garnering business
RULES AND REGULATIONS TO BE INSURANCE ADVISORS

The company registered under section 3 of the insurance act 1938, for carrying out life insurance

business is desirous of appointing the agent as an insurance advisor of the company for soliciting

and procuring for it life insurance advisors, who holds shall hold a valid license to act as an

insurance agent under section act 42 that act 1938

APPOINTMENT OF THE INSURANCE ADVISORS:

1. The agreement shall come into force on the date of license issued to act as an insurance agent

2. The insurance advisors may be appointed in any place for the purpose of soliciting and

procuring life insurance business for the company

3. the insurance advisors shall at all times fulfill the maxi

 BENEFITS OF BECOMING AN ADVISOR OF ICICI PRUDENTIAL

CAREER BENEFITS

Tiger trainee

Advisor has the option of joining the company as tiger (full time employee)

Till date 48 advisors are have qualified as Tiger trainees

Criteria for selection

· Age group- 25-45

· Minimum two polices every month for at least for one year

· Selected candidates have to clear an Assessment centers before getting selected

Mobile tiger

Advisor has option to joining the company as part time trainer

Till date 257 advisors re qualified as a mobile Tigers
Criteria for selection.
· Age group- 25-45
· Minimum two polices every month for at least for one year
· Selected candidates have to clear an Assessment centers before getting Selected
 Pinnacle

Advisor has option if joining the company as a unit manager Criteria for selection

· Age group- 25-45

· Minimum two polices every month for at least for one year
· Selected candidates have to clear an Assessment centers before getting selected

Fast track pinnacle

Advisor has option if joining the company as a unit manager

· Age group- 25-45

· minimum 30 policy with in a year

OR

· Licensed advisors with in a period of 3 month.

· Selected candidates have to clear an Assessment centers before getting Selected

Advisor loyalty programmer - Grand perks

This is unit loyalty program for our performing advisors where qualifying advisors are entitled for
various benefits and privileges. There are three qualifying slabs. This is

annual program for the period of 1st of July to30th June.

 Grand perk silver benefit Reward catalogue

· Call center access

· Website access
· Accident insurance worth of Rs. 50,000
· Discount coupon once in a year
· Associate financial planner program available at discount cost( 40 %discount)

Grand perk gold benefit

· Free reproved ICICI bank credit card with accidental insurance worth 20
· Lacks
· Discount coupon booklet twice in a year
· Valet service of booking of movie tickets, travel arrangements and payment utility bills
· Reward catalogue
· Call center access
· Website access
· Accident insurance worth of Rs 50,000
· Associate financial planner program available at discount cost( 40 %discount)
· Quarterly newsletter
· Invitation for special shows.
· Fully loaded laptop available at company rates.

GRAND PERK PLATINUM BENEFITS

· Reward catalogue.
· Call center access.
· Website access.
· Accident insurance worth of Rs 50,000.
· Associate financial planner program available at discount cost (40 %discount) Quarterly
newsletter.
· Invitation for special shows.
· Fully loaded laptop available at company rates.
· Free pre approved ICICI bank credit card with accidental insurance worth 20 lacks.
· Discount coupon booklet twice in a year.
· Valet service of booking of movie tickets, travel arrangements and payment utility bills.
· Personal development programs conducted by the professionals.
· Personal development cads like visiting cards letterheads etc.
· Free subscription to insurance watch magazine.
· Extra reimbursement up to 3.5% additional commission rates.
International recognition and foreign trips

President club

This is most prestigious recognition program from ICICI-Prudential the top 30 advisors in the
country (10 with spouse) are eligible for the contest. The qualifying period for the programme is
January-December each year.

Some of the locations are

Year Location

2002-2003 London

2003-2004 Paris

2004-2005 Los angels

2005-2006 Las Vegas

International star club

This is most prestigious recognition program from ICICI-Prudential the top. The top 225
Advisors in the country (25 with spouse) are eligible for the contest .The programme is
conducted by the ICICI-Prudential at an exotic foreign location every year for 3N/4D The
qualifying period for this is from April to march each year.

Year Location

2002-2003 Singapore

2003-2004 Malaysia

2004-2005 Greece

2005-2006 South Africa

Indian star club

This is contest for the top advisors held every year between the periods of April- march.
Advisors in the country (25 with spouse) are eligible for the contest. The Advisors are sent to
beautiful locations in the country for a period of 3N/4D
Debut star club

This is a contest for the new advisors licensed after Dec 01. The period for the contest is April-
Sept. 75 advisors are in the country are eligible for the contest

The advisors are sent to a beautiful location in the country for a period of 2N/3D.

Contest Qualifying premium Qualifying No of qualifiers in

criteria in lacks commission criteria last year

MDRT 22 5.5 448

COT 66 16.5 46

TOT 132 33 10
 MDRT: ---Million Dollar Round Table

This is one of the most prestigious recognition in the world for an insurance advisor. The
qualifying advisors get together from across the world at a location in the U.S.

COT – Court of the table

This is one of the most prestigious recognition in the world for insurance advisors. The
qualifying is sponsored by ICICI- Prudential to attain MDRT convention at abroad.

TOT – Top of the table

This is one of the most prestigious recognition in the world for insurance advisors. The
qualifying is sponsored by ICICI- Prudential to attain MDRT convention at abroad.

Company recognition

Certificate of excellence

The top 3 advisors of the branch are recognized for their excellent performance for various
qualifying criteria like

· Pension sales
· No of living polices
· High net worth sales
 BSM/ZM/Hosforums

· The top advisors are invited to these various forums every quarter and get chance to interact with
management and sharing their idea and view.

Other benefits

· Direct entry to grand perk platinum club for cot/tot advisors of competition
· who joins us by taking of agency in the name of another family member
· Individual e-mail id
· Segmented training programs for the advisors
· SMS alerts for renewal premium

Agency champion

An advisor who had qualifies for MDRT either from ICICI-Prudential or competition can joins
uses an agency competition.

An A.C. has to set up his office with full infrastructure as ICICI-Prudential norms and will be
reimbursed for the same in following manner.

He will receive reimbursement against a bill of Rs25000 per months to amortize to his cost
incurred on infrastructure development.

He will also be eligible to get an over ride on the commission earned by his own as well as term
business.

He is allowed to source business on his own for which he receives the normal advisor
commission.
OBJECTIVE OF THE PROJECT REPORT

1) TO STUDY THE DISTURIBUTION AND SALES OF INSURANCE SECTOR:-

This is the one of the main objective to know how the policies reach to the customer and

who is the target customer and what would be their motives.

2) TO STUDY BUSINESS MODEL AND ROLE OF FINANCIAL ADVISOR IN

INSURANCE:-

Act,1938 in India Insurance agents are governed by the provision of the guide
insuranceact,1938 and the IRDA act 1999.This acts appointment,insurers on matter of agents.
functions and remuneration of insurance necessary license underAn agent must have
section 42 of the insurance.

3) TO CREATE BRAND AWARENESS OF COMPANY:-

The foremost objective is to create brand awareness among the People. Strategy should be such
that more and more people should come to know About ICICI PRUDENTIAL. Also that people
should get an idea of the products of ICICI PRUDENTIAL.
 RESEARCH METHODOLOGY

Topic: “Agency Development”.

Justification

· To recruit quality advisors for the company through various channels

· To create brand awareness about the company.

· To make an effective database.

· To be aware of the company profile

Research tools used

· Tele calling

· Personal interview

· Direct Invitation to the Office

· Questionnaires method
·
· Society activity

· Activities

· Road Show

· Cam panning

· Business Opportunity
 Data collecting methods

· Primary data
o Questionnaire, Interview
· Secondary data
o Directory, Data base from college.

Limitations

· People were not interested in listening to issues like life insurance even if they were not insured of
it.

· Most of the people are of the thought that private life insurance company will not last for long and
hence; they prefer to invest in Government undertakings.

· After carrying out fieldwork, it was identified that many people do not give their correct contact
numbers or reference for feedback.

· Professionals like Doctors, Engineers, and Chartered Accountants do not see it as prestigious
profession and perceive it as a marketing job.

· Lack of proper database affected the search work.

· Due to short time period I cannot reach to each segment of customer.

· There is no fix payment structure for advisors.

 SWOT ANALYSIS

Strengths

2nd Largest in insurance sector in India

· Initial paid up capital: 150 Cores

· Present paid up capital: 8114 Core

· No of polices: 1 Million

· Premium: 1584 Cores

Weaknesses

· Non-government organization -people are having more faith on L.I.C. Not reachable to the village
area still.

· Most of the people are of the thought that private life insurance company will not last for long and
hence, they prefer to invest in Government undertaking

· Slightly less brand awareness for brand of ICICI Prudential.

 Opportunities

· Biggest financial organization in India

· Over 76% people in India not insuraranced

· Good infrastructure.

· Now days more peoples are conscious abut the insurance.

Threats

· Now a days competition in this sector is more around 15 private players are in insurance sector.

· Each company is doing heavy marketing.

· People are taking more time to take the decision about the insurance
 DATA OBSERVATION

Do you have any insurance polices?

Profile Total No. Yes No %

Housewives 20 15 5 28

Students 35 5 30 9

Professionals 20 18 2 33

Retired persons 15 10 5 19

Self employed 10 6 4 11

Interpretation. Among the policy holders, 33% are professionals while 9% are students.
Do you know about insurance Advisor?

Profile Total No. Yes No %

Housewives 20 7 13 13

Students 35 21 14 37

Professionals 20 15 5 27

Retired persons 15 9 7 16

Self employed 10 4 6 7

Interpretation: Mostly Professionals, self employed and retired persons know

about Insurance Advisors.
Can you spare time to sell the insurance policies?

Profile Total No. Yes No %

Housewives 20 4 16 9

Students 35 20 15 42

Professionals 20 13 7 28

Retired persons 15 8 7 17

Self employed 10 2 8 4

Interpretation: Mostly students, professionals and retired persons are interested to

sell insurance polices.
Do you visit any insurance company?

Profile Total No. Yes No %

Housewives 20 8 14 17

Students 35 14 21 30

Professionals 20 13 7 28

Retired persons 15 11 4 23

Self employed 10 1 9 2

Interpretation: Professionals, student and retired person are interested to visit insurance
company.
Do you think that working in an insurance industry is really an income
generating source?

Profile Total No. Yes No %

Housewives 20 8 12 19

Students 35 12 23 27

Professionals 20 11 10 26

Retired persons 15 9 6 21

Self employed 10 3 7 7

Interpretation: Student, professionals and retired persons see insurance sector as

an income generating source.
Do you think that insurance market is growing in India?

Profile Total No. Yes No %

Housewives 20 8 12 14

Students 35 15 20 26

Professionals 20 18 2 32

Retired persons 15 8 7 14

Self employed 10 8 2 14

Interpretation: Among the group of people surveyed, 32 % of the professionals feel that insurance

market is growing in India.

Do you have any experience to convince the people?

Profile Total No. Yes No %

Housewives 20 7 13 11

Students 35 25 10 41

Professionals 20 15 5 24

Retired persons 15 13 2 21

Self employed 10 2 8 3

Interpretation: Mostly students, professionals and retired persons have more experience to convince people
easily
Are you aware of the brand name of ICICI Prudential?

Profile Total No. Yes No %

Housewives 20 10 10 17

Students 35 14 21 23

Professionals 20 20 - 33

Retired persons 15 13 2 22

Self employed 10 3 7 5

Interpretation:-Mostly professionals, retired persons and students know the brand name of ICICI
Prudential.
 FINDINGS

· Now a days Housewives are interested to do this job, but they are reluctant to carry out
fieldwork.

· Majority of the respondents are not ready to work on commission basis.

· There was no proper data with companies to recruit advisors.

· Customers were not interested in listening to issues like life insurance even if they were
not insured.

· Most of them are of the thought that private life insurance company will not last for long
and hence; they prefer to invest in Government insurance companies.

· After carrying out fieldwork, it was identified that many people do not give their correct
contact numbers or other references for feedback.

· There is no fix payment structure for advisors.

 SUGGESTION

· ICICI Prudential must recruit more of freshers and retired Advisors as they are able to give
sufficient amount of time for the work.

· The company must make efforts to remove the misconceptions that people have about private
insurance companies.

· The company should have a proper payment structure for Advisors.

· The company should make efforts to have a correct database of investors to target them.

· The company should preferable recruit advisors who have atleast 2-3 years of experience in
selling financial products.

· Simplify documents wherever necessary, without loosing control.

· Enhance post sales services in such areas as sending all renewal notice in time, expeditious
settlement of claims and refunds etc. customize products to cater to the needs of each individual.
CONCLUSION

Mindsets are changing, but purchase pattern are not. The month of February and March still are
busiest at LIC. The traditional hook of tax incentives and savings will take a long time to change.
Private players need to step up their selling in terms of need and protection.

The life insurance industry is growing at 15 to 20 percent, and that there is enough space for all
the players to thrive – because there is so much thing as too much insurance.

As the market grows, more generic products will be put out, but there will be a differentiation in
individual products as compared to similar products in endowment policies, whole life and
pension plans. Currently, LIC dominates the endowment market. Private players are major
stakeholders in whole life insurance, pension plans and term insurance. They have made a
sizeable dent by capturing 40% of the market.

Efficient customer service channels differentiate private players from the traditional model. Many
companies provide better service today then they did two years ago. The customer gets quicker
turnaround of claims and access to faster processing. This is a welcome change for a customer
who was used to LIC previously.

Insurance companies are now providing information about their performance on a regular interval
to bring transparency in declaring.

Getting work done by the insurance advisor needs constant support of the manager. Since the
advisor are the people who bring business to the company so lot of motivation, encouragement,
and support are required. One thing is very good at ICICI Prudential that this advisor get lot of
recognition award apart from their commission. The infrastructure support is also fabulous which
help them to meet the clients demand.

With so much of competition profile of the person who has to recruit as an agent should be
fantastic. People, who had that drive, are independent, required flexible working hours, want to be
their own boss, who love to interact people, who was financial consultant or chartered accountant
etc.
 BIBLIOGRAPHY

Reference books :

· Pre licensing Agent Training Book ( Insurance Institute of India)

· Life and Health Insurance – By Kenneth black

· Effort less marketing for financial advisors – By S teve Moeller

· Marketing Management – By Philip Kotler

Websites:-

·
· www.iciciprulife.com