A project-report-on-marketing-techniques-of-ing-vysya-life-insurance-hyderabad

A Project Report on
MARKETING TECHNIQUES
OF
ING VYSYA LIFE INSURANCE
Gurgaon

Project submitted in partial fulfillment for the award of
the Degree of
BACHLOR OF BUSINESS ADMINISTRATION

DECLARATION BY STUDENT

I here by declare that this project Report titled MARKETING
TECHNIQUES OF ING VYSYA LIFE INSURANCE submitted by me
to the department of management , XXXX is a bonafide work
undertaken by me and it is not submitted to any other university or
institution for the award to any degree /diploma/certificate or published
any time before.

XXXX

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ACKNOWLEDGEMENT

The presentation of the report in the way required has been made
possible by the way of contribution of various people. The completion
of this project report titled MARKETING TECHNIQUES OF ING
VYSYA LIFE INSURANCE “brings to express thanks to one and all of
those who helped along the way. I very thanks to XXXX, faculty –
marketing, and my college project guide for guiding me to conduct my
project report.

I would also like express my gratitude to XXXX of the college for
giving his support and guidance throughout this project.

XXXX

3

TABLE OF CONTENTS PAGES

1. INTRODUCTION ………………………………………..5

2. MEANING AND DEFINITION………………………….7

3. MARKETING PRINCIPLES AND TECHNIQUES……..9

4. DEFINITION AND PRINCIPLES OF INSURANCE…...14

5. AGENTS INVOLVED …………………………………...17

6. OBJECTIVES……………………………………………..18

7. RESEARCH METHODOLOGY…………………………20

8. SAMPLE SIZE……………………………………………20

9. LIMITATIONS…………………………………………..32

10. Analysis of questionnaire……….………………31-38
(DATA ANALYSIS AND PRESENTATION AND IMPLEMENTATION)

11. SUMMARY AND CONCLUSIONS…………………....43

12. SUGGESTIONS………………………………………...44

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13. BIBLOGRAPHY………………………………………..45

INTRODUCTION

ING Vysya Life Insurance is a part of the ING groups the world’s
fourth largest financial services company and also the world’s second
largest life insurance provider. ING vysya life insurance is here to
provide with the innovative and well designed products that effectively
meet your life insurance needs. ING vysya life insurance stands 13th in
the fortune 500 list.
ING Vysya life insurance company ltd entered the private life
insurance industry in India in September 2001. it has a dedicated and
committed advisor sales force of over 21000 people, working from 140
branches located in 74 major cities across the country and over 3000
employees. It’s headquarter is situated at Bangalore.
The company portfolio offers products that later to every financial
requirement at any life stage. It brings to you over 150 years of
experience and the heritage of a name trusted in 50 countries. More than
60 million customers around the world have entrusted it with over
US$700 billion of their wealth.
ING vysya life CEO and managing director, Mr.Frank Koster,
said that a study had found that the life insurance business had a good
potential in rural India because people had a strong savings habit and a
high level of awareness about life insurance. The bulk of the company’s
business comes from the traditional distribution route of insurance
agents. ING vysya life insurance recorded an income of Rs 102 crore in
2003-04.
ING vysya life on Wednesday june 2007 enrolled Madras
fertilizers as corporate agent to use the latter’s infrastructure to penetrate

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the rural life insurance market in south India. The company has over
6500 dealers and 100 field staff who deal with over one lakh farmers.
The company aims to make customers look at fire insurance
afresh, not just as a tax saving device as a means to add protection to
life. The company portfolio offers products that later to every financial
requirement, at any life stage

ORIGIN OF ING GROUP:

On the other hand, ING group originated in 1990 from the merger
between Nationale and Nederlanden NV the largest Dutch Insurance
Company and NMB Post Bank Group NV. Combining roots and
ambitions, the newly formed company called Internationale
Nederlanden Group. Market circles soon abbreviated the name to I-N-G.
The company followed suit by changing the statutory name to ING
Group N.V.

PROFILE:

ING has gained recognition for its integrated approach of banking,
insurance and asset management. Furthermore, the company
differentiates itself from other financial service providers by
successfully establishing life insurance companies in countries with
emerging economies, such as Korea, Taiwan, Hungary, Poland, Mexico
and Chile. Another specialization is ING Direct, an Internet and direct
marketing concept with which ING is rapidly winning retail market
share in mature markets. Finally, ING distinguishes itself internationally
as a provider of employee benefits, i.e. arrangements of non wage
benefits, such as pension plans for companies and their employees.

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MEANING AND DEFINITIONS

MARKETING:

Marketing is a societal process which discerns consumers' wants,
focusing on a product or service to fulfill those wants, attempting to
mold the consumers toward the products or services offered. Marketing
is fundamental to any businesses growth. The marketing teams
(marketers) are tasked to create consumer awareness of the products or
services through marketing techniques. Unless it pays due attention to
its products and services and consumers' demographics and desires, a
business will not usually prosper over time.

Marketing tends to be seen as a creative industry, which includes
advertising, distribution and selling. It is also concerned with
anticipating the customers' future needs and wants, which are often
discovered through market research. Essentially, marketing is the
process of creating or directing an organization to be successful in
selling a product or service that people not only desire, but are willing to
buy.

Therefore good marketing must be able to create a "proposition" or set
of benefits for the end customer that delivers value through products or
services. A market-focused, or customer-focused, organization first
determines what its potential customer’s desire, and then builds the
product or service. Marketing theory and practice is justified in the
belief that customers use a product or service because they have a need,
or because it provides a perceived benefit.

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“Two major factors of marketing are the recruitment of new
customers (acquisition) and the retention and expansion of
relationships with existing customers (base management)”.
Once a marketer has converted the prospective buyer, base management
marketing takes over. The process for base management shifts the
marketer to building a relationship, nurturing the links, enhancing the
benefits that sold the buyer in the first place, and improving the product/
service continuously to protect the business from competitive
encroachments

“For a marketing plan to be successful, the mix of the four "Ps" must
reflect the wants and desires of the consumer s or Shoppers in the
target market.”
Trying to convince a market segment to buy something they don't want
is extremely expensive and seldom successful. Marketers depend on
insights from marketing research, both formal and informal, to
determine what consumers want and what they are willing to pay for it.
Marketers hope that this process will give them a sustainable
competitive advantage. Marketing management is the practical
application of this process. The offer is also an important addition to the
4P's theory.

THE American Marketing Association (AMA) states,
“Marketing is the activity, set of institutions, and
processes for creating, communicating, delivering, and
exchanging offerings that have value for customers, clients,
partners, and society at large.".

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LEVELS OF MARKETING

Strategic marketing attempts to determine how an organization
competes against its competitors in a market place. In particular,
it aims at generating a competitive advantage relative to its
competitors

Operational marketing executes marketing functions to attract
and keep customers and to maximize the value derived for them,
as well as to satisfy the customer with prompt services and
meeting the customer expectations. Operational Marketing
includes the determination of the marketing mix (4 Ps)

PRINCIPLES AND TECHNIQUES OF MARKETING
(4P’S& 7P’S)

1. 4P’s OF MARKETING:

Product:
The product aspects of marketing deal with the specifications of
the actual goods or services, and how it relates to the end-user's
needs and wants. The scope of a product generally includes
supporting elements such as warranties, guarantees, and support.

Pricing:

This refers to the process of setting a price for a product,
including discounts. The price need not be monetary - it can

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simply be what is exchanged for the product or services, e.g. time,
energy, psychology or attention

Promotion:
This includes advertising, sales promotion, publicity, and personal
selling, branding and refers to the various methods of promoting
the product, brand, or company

Placement (or distribution):
Refers to how the product gets to the customer; for example, point
of sale placement or retailing. This fourth P has also sometimes
been called Place, referring to the channel by which a product or
services is sold (e.g. online vs. retail), which geographic region or
industry, to which segment (young adults, families, business
people), etc

These four elements are often referred to as the marketing mix, which a
marketer can use to craft a marketing plan. The four Ps model is most
useful when marketing low value consumer products. Industrial
products, services, high value consumer products require adjustments to
this model. Services marketing must account for the unique nature of
services. Industrial or B2B marketing must account for the long term
contractual agreements that are typical in supply chain transactions.
Relationship marketing attempts to do this by looking at marketing from
a long term relationship perspective rather than individual transaction.

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2. 7P’s OF MARKETING:

People:
Any person coming into contact with customers can have an
impact on overall satisfaction. Whether as part of a supporting
service to a product or involved in a total service, people are
particularly important because, in the customer's eyes, they are
generally inseparable from the total service . As a result of this,
they must be appropriately trained, well motivated and the right
type of person. Fellow customers are also sometimes referred to
under 'people', as they too can affect the customer's service
experience, (e.g., at a sporting event.)

Process:
This is the process(es) involved in providing a service and the
behavior of people, which can be crucial to customer
demonstrations

Physical evidence:
Unlike a product, a service cannot be experienced before it is
delivered, which makes it intangible. This, therefore, means that
potential customers could perceive greater risk when deciding
whether to use a service. To reduce the feeling of risk, thus
improving the chance for success, it is often vital to offer
potential customers the chance to see what a service would be

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like. This is done by providing physical evidence, such as case
studies, testimonial or demonstrations.

Personalization:
It is here refered customization of products and services through
the use of the Internet. Early examples include Dell on-line and
Amazon.com, but this concept is further extended with emerging
social media and advanced algorithms. Emerging technologies
will continue to push this idea forward

Participation:
This is to allow customer to participate in what the brand should
stand for; what should be the product directions and even which
ads to run. This concept is laying the foundation for disruptive
change through democratization of information

Peer-to-Peer:
This refers to customer networks and communities where
advocacy happens. The historical problem with marketing is that
it is “interruptive” in nature, trying to impose a brand on the
customer. This is most apparent in TV advertising. These “passive
customer bases” will ultimately be replaced by the “active
customer communities”. Brand engagement happens within those
conversations. P2P is now being referred as Social Computing
and will likely to be the most disruptive force in the future of
marketing

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Predictive modeling:
This refers to neural network algorithms that are being
successfully applied in marketing problems (both a regression as
well as a classification problem

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INSURANCE:
A contract (policy) in which an individual or entity receives
financial protection or reimbursement against losses from an insurance
company. The company pools clients' risks to make payments more
affordable for the insured.
The act, system, or business of insuring property, life, one's
person, etc., against loss or harm arising in specified contingencies, as
fire, accident, death, disablement, or the like, in consideration of a
payment proportionate to the risk involved.

DEFINITION OF INSURANCE:-

KEYMAN INSURANCE:

Keyman insurance is an important form of business insurance.
There is no legal definition for Keyman Insurance. In general, it can be
described as an insurance policy taken out by a business to compensate
that business for financial losses that would arise from the death or
extended incapacity of the member of the business specified on the
policy. The policy’s term does not extend beyond the period of the key
person’s usefulness to the business. The aim is to compensate the
business for losses and facilitate business continuity. Keyman Insurance
does not indemnify the actual losses incurred but compensates with a
fixed monetary sum as specified on the insurance policy.

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EXAMPLE:-
A simple example will make meaning of insurance easy to
understand. A biker is always subjected to the risk of head injury. But it
is not certain that the accident causing him the head injury would
definitely occur. Still people riding bikes cover their heads with a
helmet. This helmet in such cases act as insurance by protecting him/her
from the contingent accident and the ultimate danger.

Though loss of life or injuries cannot be measured in financial
terms, still in this materialistic world it is quantifiable which tries to
compensate the potential future loss financially. Meaning of Insurance
can be defined as the process of reimbursing or protecting a person from
contingent risk of losses through financial means.

PRINCIPLES OF INSURANCE:-
1 A large number of homogeneous exposure units:
The vast majority of insurance policies are provided for
individual members of very large classes. Automobile insurance,
for example, covered about 175 million automobiles in the United
States in 2004. The existence of a large number of homogeneous
exposure units allows insurers to benefit from the so-called “law
of large numbers” which in effect states that as the number of
exposure units increases, the actual results are increasingly likely
to become close to expected results.
There are exceptions to this criterion. Lloyd's of London is
famous for insuring the life or health of actors, actresses and
sports figures. Satellite Launch insurance covers events that are
infrequent. Large commercial property policies may insure
exceptional properties for which there are no ‘homogeneous’

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exposure units. Despite failing on this criterion, many exposures
like these are generally considered to be insurable.

<<

2 Definite Loss:
The event that gives rise to the loss that is subject to
insurance should, at least in principle, take place at a known time,
in a known place, and from a known cause. The classic example
is death of an insured on a life insurance policy. Fire, automobile
accidents, and worker injuries may all easily meet this criterion.
Other types of losses may only be definite in theory. Occupational
disease, for instance, may involve prolonged exposure to injurious
conditions where no specific time, place or cause is identifiable.
Ideally, the time, place and cause of a loss should be clear enough
that a reasonable person, with sufficient information, could
objectively verify all three elements.

,

3 Accidental Loss:
The event that constitutes the trigger of a claim should be
fortuitous, or at least outside the control of the beneficiary of the
insurance. The loss should be ‘pure,’ in the sense that it results
from an event for which there is only the opportunity for cost.
Events that contain speculative elements, such as ordinary
business risks, are generally not considered insurable.

4 Large Loss:
The size of the loss must be meaningful from the
perspective of the insured. Insurance premiums need to cover

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both the expected cost of losses, plus the cost of issuing and
administering the policy, adjusting losses, and supplying the
capital needed to reasonably assure that the insurer will be able to
pay claims. For small losses these latter costs may be several
times the size of the expected cost of losses. There is little point in
paying such costs unless the protection offered has real value to a
buyer.

5 Affordable Premium:
If the likelihood of an insured event is so high, or the cost
of the event so large, that the resulting premium is large relative
to the amount of protection offered, it is not likely that anyone
will buy insurance, even if on offer. Further, as the accounting
profession formally recognizes in financial accounting standards,
the premium cannot be so large that there is not a reasonable
chance of a significant loss to the insurer. If there is no such
chance of loss, the transaction may have the form of insurance,
but not the substance.

6 Calculable Loss:
There are two elements that must be at least estimable, if
not formally calculable: the probability of loss, and the attendant
cost. Probability of loss is generally an empirical exercise, while
cost has more to do with the ability of a reasonable person in
possession of a copy of the insurance policy and a proof of loss
associated with a claim presented under that policy to make a
reasonably definite and objective evaluation of the amount of the
loss recoverable as a result of the claim.

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7 Limited risk of catastrophically large losses:
The essential risk is often aggregation. If the same event
can cause losses to numerous policyholders of the same insurer,
the ability of that insurer to issue policies becomes constrained,
not by factors surrounding the individual characteristics of a given
policyholder, but by the factors surrounding the sum of all
policyholders so exposed.
Typically, insurers prefer to limit their exposure to a loss
from a single event to some small portion of their capital base, on
the order of 5 percent. Where the loss can be aggregated, or an
individual policy could produce exceptionally large claims, the
capital constraint will restrict an insurer’s appetite for additional
policyholders. The classic example is earthquake insurance,
where the ability of an underwriter to issue a new policy depends
on the number and size of the policies that it has already
underwritten.

AGENTS INVOLVED IN MARKETING:
Commission agents work for anyone who needs their services.
They do not acquire ownership of goods but receive del credere
commission
Buying agents buy goods on behalf of producers and retailers.
They have an expert knowledge of the purchasing functions
Selling agents act on an extended contractual basis, selling all of
the products of the manufacturer. They have full authority
regarding price and terms of sale

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Brokers specialize in the sale of one specific product. They
receive a brokerage

OBJECTIVE OF THE STUDY:-

1. To search for the growth opportunities available by studying
the overall methods followed by the ING life insurance.
-This study mainly deals with the various methods
followed by ING Vysya life insurance company.

2. To study inclination of various customers towards
eventualities and the benefits received by the policy holders.
-benefits like death benefit, maturity benefit, mutual
fund benefit, investment growth benefit.

3. To study the various policies available to cater the needs of
differenr kinds of customers by the ING life insurance.
-the various plans like safal jeevan plan, high life plan,
child protection plan etc.,

4 To study also the different strategies methods followed by
the life insurance company.
-the various techniques followed by ING to attract the
new type of customers.

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RESEARCH METHODOLOGY:-
1. Primary Data
2. Secondary Data

1. Primary Data:
The primary data collected from making phone calls and
through fixing appointments with the customers.

2. Secondary Data:
The secondary data is collected from brochures, business world
magazines, advertisements in television.

Sample size:
- The sample size of my project is around 100 persons.

Random sampling:
Random sampling is a sampling technique where we select a
group of subjects (a sample) for study from a larger group (a
population). Each individual is chosen entirely by chance and each
member of the population has a known, but possibly non-equal,
chance of being included in the sample.

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TYPES OF PLANS IN ING VYSYA:-

There are different types of plans where the life maker clarifies the basic

reasons for buying life insurance and helps you to build a complete

financial plan for life.

1. Fulfilling life plan
2. Maximizing life plan
3. Safal Jeevan (endowment plan)
4. High life plus plan
5. Life plus plan
6. Creating life (child protection plan)
7. One life plan
8. ING positive life

1. FULFILLING LIFE
(ANTICIPATED WHOLE OF LIFE PLAN):

Fulfilling life is a plan from ING Vysya Life Insurance,
which is a combination of two very useful plans. Firstly it is a money
back policy and secondly a whole life plans up to the age of 85 years.
The benefits are occurred both in case of death and survival
occurring either within the term or a maturity.
Salient features

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 Periodic survival benefits at specified intervals, as a percentage of
sums assured.
 On survival after completion of age 85, full sum assured payable
as per first policy anniversary.
 Payment of full sum assured in case of life assured before the
completion of age 85.

2. MAXIMISING LIFE (MONEY BACK PLAN):

This plan offers asset building opportunity by returning
lump sum benefits at periodic intervals, along with providing life
risk cover during the term of the policy without deducting any
amount from the sum assured.

Salient Features
 Cash bonus, which can be utilized both to accumulate and gain on
interest, or take it and spend, or utilize the accumulated amount to
pay back premiums.
 Loan facility.
 Guaranteed surrender value.

3. SAFAL JEEVAN (ENDOWMENT PLAN):

The unique feature of the safal jeevan endowment plan is
that it provides an opportunity to decide on the cover of your policy.
It gives you the option to choose from a convenient range of fixed
terms and premiums. The plan ensures an easy and hassle free
process, yet offering you a comprehensive protection and savings

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proposition. Thus make it the simplest life insurance plan. Apart
from that it ensures.
 Death benefit: sum assured with non-guaranteed bonuses, if any
payable on death of the life assured.
 In-built accident cover: In case of death due to accident, an
additional benefit equal to the basic sum assured is payable.
 Maturity benefit: sum assured with non-guaranteed bonuses, if
any, payable on maturity.
 Mr. Koster said a recent product safal jeevan had been designed
specifically for the rural markets.

Salient Features

 Surrender value
 Surrender value is available after at least 3 full years premiums
are to be paid.
 Reduced paid up value
 After 3 full years premiums are paid, and if policy lapses due to
non-payment of premium, the policy becomes paid-up.
 Loan facility
 You can avail loan of up to 90% of the surrender value.

Available premium options:-

Yearly Half yearly Quarterly
Rs.2,000 Rs.1,000 Rs.500
Rs.2,500 Rs.1,250 Rs.625
Rs.3,000 Rs.1,500 Rs.750
Rs.3,500 Rs.1750 Rs.875
Rs.4000 Rs.2,000 Rs.1,000
Rs.5,000 Rs.2,500 Rs.1,250

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4. CREATING LIFE (CHILD PROTECTION PLAN):

⇒ Guaranteed Maturity Benefit (Payment In Case Of Death And At
Maturity)
⇒ Flexible Maturity Benefit Options
⇒ Built-In Waiver Of Premium Benefit
If you have children, you must have a creating
life child protection plan. This plan ensures that your child’s
future in secure in case of your untimely death. Creating life
also created a financial asset for your child.

Salient Features

 Rider benefit:

Term rider, accidental death rider, accidental death,
disability and dismemberment and waiver of premiums
rider.

 Loan benefit:

After paying a premium for three years, you will be eligible
for a loan.

 Maturity benefit:

Your child can either receive a lump sum or receive the
amount in 3 to 4 equal installments after the maturity date.

 Tax benefits:

Tax benefits under section 88 and section 10 are available
on all our life insurance plans and riders.

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PRODUCT FEATURES:-

1. ELIGIBILITY

• Minimum entry age-18years
• Maximum entry age-55years
• Maximum Maturity age-65years

PREMIUM PAYMENT TERM

Based Upon Your Current Age And The Life Cover Period, You
Can Choose To Pay Premium Between 10-25years.

PREMIUM PAYMENT OPTIONS:

≈ Annual
≈ Half yearly
≈ Quarterly
≈ Monthly

MINIMUM PREMIUM PAYABLE:

≈ Annual - Rs.6,000/-
≈ Half-yearly - Rs.3,000/-
≈ Quarterly - Rs.1,500/-
≈ Monthly - Rs.750

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5. HIGH LIFE PLUS (UNIT LINKED REGULAR
PREMIUM):-

It provides you with a life cover of your choice and also
enhances your investment opportunities to earn returns in line with
the market. In this policy the investment risk in investment
portfolio is borne by the policy holder.

Main features:-

• Maturity Benefit: This plan matures on completion of the chosen
policy term.
• Death benefit: On death before the policy maturity date, the sum
assured plus policy holders fund value will be payable.
• Partial withdrawal benefit: This plan offers you the additional
flexibility of opting for partial withdrawals any number of times
after completion of three policy years, provided the policy holders
fund values after such withdrawal is equal to at least one and half
years regular premiums. Partial withdrawals would not be allowed
in case the life assured is a minor till the attainment of age of
maturity.
• Surrender benefit: You can surrender your policy anytime after
completion of the third policy year. You will receive the policy
holders fund value less the applicable surrender charges as stated
below.
• Switch your fund: You have the flexibility to review the
performance of your unit linked funds periodically and switch

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investments from one unit linked fund to another. Two switches
per policy year are offered free of switching charges.
• Settlements options: You can opt to receive your maturity
benefit in a single lump.

ELIGIBILITY:

≈ Minimum entry age :0 year (age last birthday)
≈ Maximum entry age :70years
≈ Maximum maturity age :75years
≈ Minimum policy term :5years
≈ Maximum policy term :25years

MINIMUM PREMIUM:

Yearly Rs.50,000/-
Half-yearly Rs.25,000/-
Quarterly Rs.15,000/-
Monthly Rs.6,000/-

6. LIFEPLUS PLAN (A SAVING SOLUTION):-

This plan simplifies the process of taking unit linked
insurance. You can choose a convenient policy term of 10, 15 or
20 years. It allows you to invest and manage your investments at
your own pace as per your risk profile.

MAIN FEATURES:-

1. Maturity benefit: the policy matures on the completion of the
policy term chosen by the policy holder.

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2. Death benefit: on death before the policy maturity date, the
prevailing at that time or the fund value.
3. Partial withdrawal benefit: the plan offers you the additional

flexilibility of opting for a partial withdrawal on completion of 5th
policy year.
4. Surrender benefit: you can surrender your policy any time after
the third policy year. You will receive the fund value less the
applicable surrender charges.
5. Tax benefits: under the section 80c of the income tax act 1961 the
provisions are applicable to the policy holders.

Other features:

Eligibility:
≈ Minimum entry age : 10years
≈ Maximum entry age : 45years
≈ Maximum maturity age : 65years
≈ Premium payment terms : 10, 15 and 20years.
≈ Policy term : 10, 15 and 20years

The charges:

The plan offers complete transparency with respect to expenses
charged to you. The charges are as follows:
a) Policy administration charges
b) Premium allocation charges
c) Fund management charges
d) Switching charges
e) Surrender charges

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f) Mortality charges
g) Miscellaneous charges

7. ONELIFE (UNIT LINKED SINGLE PREMIUM):-

It is a plan that is much more than just insurance. A superlative
investment plan that gives you the unique option of making one
single lump sum payment and additional top-ups as per your
convenience.

Policy term:

The term of the policy is between 5 to 25 years.

Main features:-

1 Maturity benefit: this plan matures on the completion of the
chosen policy term. You will receive the balance amount
available in your individual policyholders account on the policy
maturity date.
2 Death benefit: the amount of death benefit depends upon the life
cover option chosen by you.
3 Partial surrender benefit: this plan you the additional flexibility
of opting for partial surrender any number of times after
completion of 5 policy years, provided the balance in the
individual policyholders account after such surrender is at least
Rs.25,000.
4 Surrender benefit: you can surrender your policy any time after
the first policy year. You will receive the balance amount

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available in your individual policyholder’s account less applicable
surrender charges.
5 Switch your fund: you have the flexibility to review the
performance of your investment plan periodically and switch
investments from one plan to another.

Tax benefits:

Amounts paid by you are eligible for tax benefits as applicable
under income tax act 1961.

Other features:-
Eligibility:

≈ Minimum Entry Age : 0 years (age last birthday)
≈ Maximum Entry Age : 70 years
≈ Maximum Maturity Age : 75 years
≈ Minimum Policy Term : 5 years
≈ Maximum Policy Term : 25 years

8. ING POSITIVE LIFE:
,

The policy highlights are flexible premium paying
options, no medical underwriting, flexible investment options,
systematic investment benefit and partial withdrawal process in
the life insurance.
ING Positive is targeted at the regular savings segment.
The plan is flexible so that it suits the profile of an individual

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customer from the ages 0 to 50 years. It allows the customer to
enter the plan for as low of Rs. 834 per month. The convenient
policy terms of 10, 15 or 20 years allows one to match life goals
to the policy terms. There is flexibility of premium paying term
from a minimum of three years to the policy term.
The premiums can be invested in a choice of five fund
options Debt, Secure, Balanced, Growth or Equity, based on an
individuals risk appetite. During the policy term, the customer has
an option to switch between these funds, or redirect future
premiums into the available option.
The plan also offers liquidity when needed by allowing one
partial withdrawal each year after the fifth policy year. On
maturity the fund balance available is paid. The maturity proceeds
can also be distributed over a five year period.

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LIMITATIONS:

⇒ The scope of the project is related with only punjagutta
branch and not with other.
⇒ The project is related to low income and middle
income people.
⇒ There is not much sufficient time to explain about the
various plans.

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ANALYSIS OF THE QUESTIONNAIRE

1. Are you willing to take a policy with ING?

CATEGORY Respondents
YES 65
NO 35
Interpretation:
As most of them have their own choice of taking policy in the
real world of competition in the market where ING also plays a
role of insurance sector, in my project survey where most of
them have a good opinion of about 65% with ING and the rest
35% are with negative opinion.

Respondents

NO, 35
YES
NO
YES, 65

33

2 Do you have any policy?
LIC ICICI HDFC TATA
48 30 12 10
Interpretation:
Most of my findings out of 100 have a good relation in the LIC
with 48%, 30% are for ICICI, 12% are for HDFC, 10% have a
policy with TATA life insurance.

60

50 48

40

30
30

20

12
10
10

0
LIC ICICI HDFC TATA

35

3.What type of benefit would you like to prevail?

DEATH MATURITY PARTIAL SURRENDER
52 26 12 10

Interpretation:
Out of total 100 policyholders, where most of them have like
their benefits in various categories, 52% are interested in death
process, 26% are interested in maturity process, 12% are for
partial, and 10% are for surrender process.

60 52
50
40
30 26 Series1
20 12 10
10
0
Y

AL

R
H

IT

DE
T

TI
UR
EA

R

N
D

AT

PA

RE
M

R
SU

36

4 What type of benefit you like in other insurance
companies?
HEALTH EARLY GROWTH GOLD
51 28 19 2
Interpretation:
Out of total 100, most of them have their own dislike and
liking about other insurance companies, where 51% are
interested into health plans, 28% are interested into early
protection plans, 19% are interested in easy growth plans, and
2% are only interested in gold plans of the insurance
companies.

60

51
50

40

30 28

19
20

10
2
0
HEALTH EARLY GROWTH GOLD

37

5. Do you want to know the plans of ING Vysya life
insurance?
YES 41
NO 59
Interpratation:
Into my total strength of 100 where 41% has agreed for ING
plans and rest 59% of them have NO interest about ING.

41
YES
NO
59

38

6 What type of plans do you wish to take with ING?
Safal jeevan retirement childprotection Freedom
40 30 20 10
Interpretation:
out of total 100 in the project most of the people who
wish to go for the plans of ING are, 40% are opted for
safal jeevan, 30% opted for retirement plan, 20% for
child protection plan, 10% for freedom plan.

45
40
40

35
30
30

25
20
20

15
10
10

5

0
safal jeevan retirement child protection freedom

39

7.What type of plans do you like with other insurance
companies?
wealth investment education Marriage
43 36 11 10
Interpretation:
Out of total 100 policyholders, 43% are for wealth plans,
36% are applied for investment, 11% are for education,
and 10% are applied for marriage.

50

45 43

40
36
35

30

25

20

15
11 10
10

5

0
wealth and health investment education marriage

40

8 What are plans you are looking to take in ING Vysya life
insurance?
Retirement Creating life Maximising Child
plan plan plan protection
49 19 18 14
Interpretation:
out of 100 persons, 49% are willing to go for retirements,
19% are for creating life, 18% are for maximising and 14%
are applied for child protection.

49
50

40 Retirement plan

30 Creating life plan

19 18
20 Maximising plan
14
Child protection
10

0
1

41

STUDY OF PEOPLE AT HYDERABAD IN
KUSHAIGUDA AREA
Name: Age:
Sex: D.O.B:
1.Do you have any policy?
A. If yes ( ) B. If no ( )
2. Are you willing to take a policy with ING?
A. If yes ( ) B. If no ( )
3. What type of benefit would you like to prevail?
A .Death B. Maturity
C. Partial D. Surrender
4. What type of benefit you like in other insurance
companies?
A. health benefit B. early age benefit
C. growth benefit D. gold benefit
5. Do you want to know the plans of ING Vysya life
insurance?
A. Yes B. No
6. What type of plans do you wish to take with ING?
A. safal jeevan B. retirement benefit
C. child protection plan D. freedom plan
7. What type of plans do you like with other insurance
companies?
A. wealth and health plan B. investment plan
C. education plan D. marriage plan

42

8. What are plans you are looking to take in ING Vysya life
insurance?
A. retirement benefit plan B. creating life

C. maximizing plan D. child protection

43

SUMMARY AND CONCLUSIONS:

- the study of my overall data relates with the different
techniques,methods,plans which are mainly benefit to the policy
holders. As my overall study gives a brief explanation of the various
plans followed by the ING vysya life insurance. My study mainly
summarizes about the various marketing techniques used by the ING
vysya life insurance to attarct the new type of customers where the
competition prevails in the market.

At last I briefly conclude that ING has very
much potential abilities to prevail in the market.

44

SUGGESTIONS
1. As more people are inclined towards taking ing vysya policy,

the market share should be captured by offering them more
value initially.
2. Customers are more interested in posthumous benefits the
procedures and settlements in cases of eventualities should be as
simple as possible, even door delivery of the settlement cheques
can be thought of if viable.
3. Health and pharma sectors has got maximum opportunities so tie

up with corporate hospitals can be throught of.
4. Homework is to be done in “freedom plan” and it should be
made more attractive.
5. ING Vysya should come up with new “Wealth Plans” in line
with copetitors as it got more takers in the market.
6. Child protection plan is not upto the mark so the policy is to be
improved and should be made more attractive.

45

BIBILOGRAPHY:

REFERED MARKETING BOOKS:
1. By Philip Kotler
2. By G.C.Beri
INTERNET SITES:
1. http://en.wikipedia.org/wiki/Marketing#Introduction
2. http://www.thetimes100.co.uk/theory/theory--marketing-
techniques--186.php
3. http://www.erfurtmarketing.co.uk/
4. http://www.ingvysyalife.com

REFFERED JOURNALS:
1. Brochures Of ING VYSYA life insurance.

2. Business World

3. Economic Times (brand equity)

4. 4ps Marketing

46

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