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Bancassurance MENA Summit

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With insurance penetration at a mere 3-4% across the region compared to to 30% in developed economies and often exceeding 50% in Scandinavian economies. …

With insurance penetration at a mere 3-4% across the region compared to to 30% in developed economies and often exceeding 50% in Scandinavian economies.

"Bancassurance has the potential to produce a quantum jump in the penetration of long term insurance markets in all MENA countries." *

However, while bancassurance in MENA is growing in leaps and bounds, industry professionals are still struggling to make the most of its potential. Optimal returns in this market are strongly based on creating efficient and profitable relationships between the insurers and banks, seamless integration and communication, customer-centric strategies and dynamic distribution planning.

Bancassurance MENA will bring together leading regulators, insurers, banks, consultants and IT providers, to identify market growth strategies as well as models to improve the returns and profitability of this growing channel.

Through industry analysis, global and local best practice sharing, in-depth discussions and networking, the two-day conference will focus on the latest regulations, trends and developments in bancassurance, product development and innovation, new technologies and approaches to creating better efficiencies. It will look at effective strategies and structures for banks and insurers to improve and create successful long term partnerships.

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  • 1. BOOK before 14 November and SAVE US$ 1,398 17 – 19 February 2014 • The Address Hotel | Dubai Mall | Dubai | UAE Increasing Market Penetration Through Sustainable Partnerships, Greater Efficiencies And Customer Centric Strategies FEATURING LEADERS IN BANCASSURANCE INCLUDING: H.E. Ebrahim Obaid Al Zaabi Director General Insurance Authority UAE Ahmad Ali Al Mamari Director, Financial & Technical Regulations Capital Market Authority Oman George Beatty GM for Consumer & Elite Banking National Bank Of Abu Dhabi UAE Gautam Duggal Regional Head, Wealth Management, Priority & International Banking - Africa, Standard Chartered Bank, UAE Syed Adil Rehman Head Wealth Management Dubai Islamic Bank UAE Colin Harrison Regional Insurance, Retail Banking & Wealth Management HSBC Bank Middle East, UAE D.J. Sengupta Regional Head Insurance, Europe, Middle East & Africa, Citibank UAE Emad Louis Vice President, Head of Barclays Direct Business Barclays Egypt GAIN INSIGHT INTO INTERNATIONAL BEST PRACTICE IN: Establishing a robust Progressing bancassurance in Developing bancatakaful distribution channel corporate banking channel Nur Ain Ramli Vice President & Head of Wealth Management Department Bank Muamalat Malaysia Berhad Malaysia Jitender (Kumar) Nangia Vice President & Cluster Head HDFC Bank India sed Key Themes To Be Discus MACRO-ECONOMIC OUTLOOK: REGIONAL REGULATIONS AND TRENDS BUILDING SUCCESSFUL BUSINESS MODELS AND PARTNERSHIPS • Successful partnership creation and execution • Aligning bancassurance with corporate strategy • Ensuring bancassurance is a major revenue source FUTURE OPPORTUNITIES • • • • Opportunities and trends in Bancatakaful Bancassurance for businesses Need and scope for private pension plans Next steps for affinity distribution channels Hospitality, retail, health, NBF and others Headline Sponsor JG Shields Head, Bancassurance Absa Business Banking South Africa • • • Regional trends in insurance and bancassurance Regulatory considerations to improve penetration Attractiveness of bancassurance in the Middle Eastern economic and regulatory environment IT’S ALL ABOUT THE CUSTOMERS • • Maintaining customer centricity in bancassurance schemes and needs-based selling Creating innovative products to remain competitive and attract new customers CREATING SEAMLESS OPERATIONS AND COMMUNICATIONS • Manpower planning to ensure talented personnel • Leveraging technology as a key driver profitable growth • Achieving efficiencies throughout the bancassurance chain Media Partners www.iirme.com/bancassurance Organised By
  • 2. Successfully leverage bancassurance to increase profitability, market density and customer satisfaction With insurance penetration at a mere 3-4% across the region compared to 30% in developed economies and often exceeding 50% in Scandinavian economies, “Bancassurance has the potential to produce a quantum jump in the penetration of long term insurance markets in all MENA countries.”* Bancassurance MENA brings together leading regulators, insurers, banks, consultants and IT providers, to identify market growth strategies as well as models to improve the returns and profitability of this growing channel. Why BANKERS should attend. Why INSURERS should attend. 1. Learn proven strategies for maximising growth and profitability in bancassurance from the region’s largest banks 2. Overcome challenges in growing market density to ensure increased effectiveness including manpower training, product innovation, leveraging technology and developing a strong distribution strategy 3. Understand insurers’ perspectives on how to develop a successful strategic partnership and establish clear guidance on goals, expectations and processes 4. Discover how to evaluate and access profitable opportunities through regional and international case studies, with focus on: Bancatakaful, Pensions and Corporate Bancassurance 5. Examine current and future Government policies and their impact on bancassurance structures, alliances and models 1. Discover how to fully harness bancassurance to increase market density and profitability by understanding bankers’ requirements and constraints 2. Learn how to develop strategic long term alliances with banks and establish effective working relationships to become the preferred partner WHO WILL YOU MEET? 45% Banks 7% IT/Solutions Providers 5% Reinsurers 4% 30% Life and General Insurers 5% Professional Service Providers 4% Brokers Regulators GEOGRAPHICAL BREAKDOWN 3. Understand how to add value to your proposition for bankers by understanding what services they value most to ensure growth in market share 4. Identify how banks can help foster profitable opportunities with new products and segments, with focus on: Bancatakaful, Pensions and Corporate Bancassurance 5. Examine current and future Government policies and its impact on bancassurance structures, alliances and models UAE Bahrain Qatar Oman KSA Kuwait Rest of MENA 38 24 13 13 4 2 6 WHAT’S HAPPENING AT THE BANCASSURANCE MENA SUMMIT? INTERACTIVE FORMAT An ideal forum to meet and exchange views with leading figures from the banking and insurance sectors through dynamic roundtable discussions, panel debates and workshops. THE IMPACT OF BANCASSURANCE ON GROWTH Business critical updates from the region’s top bankers on the strategic importance of bancasurance to the banking community, including current provisions for bancassurance, its growth trajectory and the measures that need to be addressed to improve its profitability. FOCUS ON MAXIMISING PROFITS Spend an afternoon dedicated to evaluating the viable models to increase the profitability of bancassurance with focus on developing strategic partnerships, customer centricity and sustainable bancassurance models. Gain in-depth knowledge of how the major players in the region are ensuring that bancassurance is a major source of revenue and understand how to evaluate strategies for market growth. PRACTICAL TOOLS FOR OVERCOMING CHALLENGES IN GROWTH Hear regional and international best practices to ensure effectiveness and growth with an emphasis on the region’s most prominent challenges, including establishing a robust distribution strategy, developing product innovation, training manpower, leveraging technology and creating effective working relations to create a seamless customer experience. FOCUS ON CUSTOMER CENTRICITY Appreciate how to make bancassurance successful and increase market density by supporting customer needs, developing products and processes with the customer in mind, as well as training bancassurance personnel on needs-based selling. EXAMINATION OF OPPORTUNITIES IN BANCASSURANCE Consider other real opportunities in bancassurance including bancatakaful, pensions and corporate bancassurance through regional and international case studies. HOSTED NETWORKING This exclusive opportunity will enable you to gain valuable face-to-face time with leading regulators, bankers and insurers. This is a quick and effective way to expand your business network and generate key contacts in the industry. REGULATORY PARTICIPATION Understand current and future bancassurance policies from regional regulators on bancassurance and examine how they will impact your growth strategies. BANKERS’ PARTICIPATION Recognise how the most influential bankers are penetrating the market to help strategise your own business model. INSURERS’ PARTICIPATION Get critical updates from MENA’s biggest insurers on current and forecasted trends and opportunities that you can profit from. * World Bank, The Insurance Sector in the Middle East and North Africa: Challenges and Development Agenda, November 2010
  • 3. PLUS! Top Benefits Of Attending: � Understand how to maximise growth and profitability from the region’s most successful banks and insurance companies � Develop a rigorous plan for market penetration, growth and success by developing a customer centric approach and ensuring service quality � Get critical updates on insurance and bancassurance in the region including products, volumes, rates and other trends to identify new market opportunities � Examine the impact of current and future policy on your bancassurance partnerships, structures and models TWO Post-Event Seminars Dedicated To Improving Bancassurance Market Penetration In MENA: Wednesday, 19 February 2014 A B � Discover the key elements to the success of strategic and sustainable alliances between banks and insurance companies Building competencies to increase service quality, customer satisfaction and growth Conducting segmentation and assessing consumer behavior to drive customer satisfaction and product innovation ventures BOOK BEFORE 14 NOVEMBER 2013 � Gain valuable face-to-face time with leading regulators, bankers and insurers to expand your business network and generate key contacts in the industry AND SAVE UPTO US$1,398 WWW.IIRME.COM/BANCASSURANCE SPONSORSHIP OPPORTUNITIES The Bancassurance MENA Summit is a unique opportunity to raise your company’s profile in the largest gathering of decision makers in the banking and insurance communities. With the increasing popularity of bancassurance along with limited customer penetration, bankers are keen to create preferred partners in the region and learn about proven strategies and technologies that will enable them to capitalise on this growing channel. How can you get involved and what is in it for you? 99 Chairing the summit to increase your visibility 99 Hosting closed door by-invitation-only meetings with VIP speakers and guests 99 Presenting specific content-driven sessions based on primary market research with bankers, insurers and regulators 99 Hosting panel sessions such as the regional regulators’ keynote panel, bankers’ market opportunity session or the head to head session between bankers and insurers 99 Leading in-depth workshops gives you the opportunity to spend an extended amount of time on solving critical problems and becoming the preferred thought leader in these areas 99 Moderating think tanks and round table discussions gives you the ability to gain firsthand market intelligence from your potential clients and to answer their most pressing questions Increase your visibility in the market through: 99 Tailored speed networking: Ensure that you have plenty of time to meet and identify the right people from the start of the event 99 Hosted daytime and evening receptions: An informal setting is a great way to meet and interact with your target market 99 Launching reports and tailored research: Position yourself as a market intelligence and strategy consultant by pre- at- and post-event 99 Focused branding pre- at- and post-event through established media partners as well as branding on event collateral +971 4 335 2437 +971 4 335 2438 register@iirme.com To find out more please contact Claire Ledward on +971 (0)4 407 2792 or sponsorship@iirme.com www.iirme.com/bancassurance
  • 4. CONFERENCE DAY ONE Monday | 17 February 2014 10:50 Speed-Networking: Expand your business network and create a competitive edge This exclusive opportunity is a quick and effective way to expand your business network, generate key contacts and win new deals in this critical sector. 08:30 Registration and morning refreshments 08:50 Chairman’s opening remarks Evaluating The Business Case For Bancassurance 11:20 Morning refreshments and networking break 09:00 Regulatory Update: Developing robust regulatory frameworks to improve bancassurance penetration and customer protection across the Middle East Maximising Profit: Strategic Models And Partnerships • Understanding how regulators are developing a framework that will support the sustainable growth of bancassurance • Assessing the differences in regulations across the GCC countries including legislation on market entry, pricing models, commissions, licensing, qualification and training, customer protection, transparency as well as process mapping • Evaluating future policy development in the region H.E. Ebrahim Obaid Al Zaabi, Director General, Insurance Authority, UAE Ahmad Ali Al Mamari, Director, Financial & Technical Regulations, Capital Market Authority, Oman 09:40 Market Analysis: Reviewing products, volumes, rates, density and other trends in the insurance sector and distribution channels to identify new market opportunities • How is the insurance sector in the Middle East faring when compared to international markets? • What volumes are being insured and how is the market set to grow? • Evaluating product movements in the region for life, non-life and corporate insurance • Assessing key developing trends in insurance distribution: Are some channels progressing better than others for certain products? • Focus on bancassurance: Market share, premium volumes, takaful, insurance density and insurance penetration 10:05 The Bancassurance Opportunity: Creating the business case for bancassurance in the Middle Eastern economic and regulatory environment The financial crisis and more stringent regulations have driven many banks to refocus their strategy away from credit-based products to other incremental growth areas such as insurance. Bancassurance has therefore become of more strategic importance to the banking community globally. This session will examine current provisions for bancassurance, the potential growth trajectory of the channel, and the measures that need to be addressed to improve its profitability, directly from the region’s biggest players. • Evaluating the impact of the financial crisis and increasing global financial regulations on bancassurance worldwide • Is bancassurance an attractive a revenue stream for the region’s biggest players? • Calculating the price of bancasurance: Potential revenue gains vs. resources deployed • What regulatory, strategic and operational improvements are required to improve the financial performance of bancassurance in the region? George Beatty, GM for Consumer & Elite Banking, National Bank Of Abu Dhabi, UAE Gautam Duggal, Regional Head, Wealth Management, Priority & International Banking - Africa, Standard Chartered Bank, UAE Ashish Sood, Deputy CEO, Retail & Private Banking, Ahli Bank, Oman Syed Adil Rehman, Head Wealth Management, Dubai Islamic Bank, UAE +971 4 335 2437 +971 4 335 2438 11:50 Arm’s-Length Vs. Strategic Alliances: Is there a need to evolve from simple cross-selling agreements to strategic alliances in order to successfully work together and increase profitability? Bankers and insurers go ‘head to head’ outlining their key criteria for successful partnerships. • Understanding the key success factors in creating a strong bancassurance partnership • Evaluating banks’ criteria for a good venture and partnership • Examining the vision and distribution strategies of insurers and benchmarks for a beneficial collaboration • Creating a mutually beneficial relationship: Establishing effective governance strategies to provide clear guidance on goals, expectations and responsibilities • Optimising the execution of the bancassurance partnership D.J. Sengupta, Regional Head Insurance, Europe, Middle East & Africa, Citibank, UAE Colin Harrison, Regional Insurance, Retail Banking & Wealth Management, HSBC Bank Middle East, UAE 12:30 Corporate Strategy: Aligning bancassurance with overall corporate strategy and creating a sustainable bancassurance structure to harness growth • Identifying key building blocks required for successful bancassurance growth: People, products and processes • Key factors in creating a sustainable model for bancassurance in a bank in an under regulated market: Customer centricity, segmentation, product innovation, training, transparency, checks and relationships • Not just a stand-alone department: Strategies for ensuring complete integration of bancassurance with the wider banking team • Building efficiencies in product innovations, sales, processes and communications to ensure a seamless experience for customers Colin Harrison, Regional Insurance, Retail Banking & Wealth Management, HSBC Bank Middle East, UAE 13:10 Lunch and networking break 14:10 Paradigm Shift: Developing a customer centric ethos to increase competitiveness, market share and penetration Is it preferable to act as a simple distributor of insurance products and gain commissions, or to take on the role of an advisor and support consumer needs? • Building the business case: Evaluating the potential gains of shifting to a customer centric approach • Gaining competitiveness in the market through customer centric strategies in the Middle East • Building long term value: Understanding your customers’ needs and creating customer-centric approaches • Creating a holistic value proposition and optimising the bank/insurance partnership by putting the client at the centre CASE STUDY • How has bancassurance regulation changed over the last few years and how do these changes impact bankers and insurers? STANDARD CHARTERED CASE STUDY Vimalendra Singh, Director, Priority Banking, Standard Chartered Bank, Bahrain CITIBANK CASE STUDY D.J. Sengupta, Regional Head Insurance, Europe, Middle East & Africa, Citibank, UAE register@iirme.com www.iirme.com/bancassurance
  • 5. 15:10 Through interactive discussions these roundtables will enable you to gain in-depth knowledge of creating sustainable business models and partnerships for bancassurance in the region. This will enable bankers and insurers to share partnership criteria, align business models to ensure integration, and create strategies to increase market share and penetration in bancassurance. 16:50 Developing bancatakaful into a dynamic distribution channel to gain competitive advantage Learn how to eliminate challenges in bancatakaful to establish it as a profitable and sustainable programme from a global leader in bancatakaful. • Comparing and contrasting conventional and takaful bancassurance models, as well as where synergies can be created Choose ONE of the following roundtables: 1. 2. Creating sustainable bancassurance models 3. • Understanding how the Malaysian regulatory frameworks have impacted the growth of Bancatakaful in Malaysia and what the international community can learn from their example Developing long-term strategic partnerships Optimising customer centricity • Assessing the volumes and critical mass required in creating profitable bankatakaful channels 15:40 Afternoon refreshments and networking break • Which business lines are doing well and why? Which lines will perform best in the future? Evaluating The Potential For Bancatakaful In The Middle East • Improving product innovation through customer segmentation as well as ensuring proper training for effective service quality 16:10 Bancatakaful: Analysing the trends, acceptance and potential of bancatakaful in the region Nur Ain Ramli, Vice President & Head of Wealth Management Department, Bank Muamalat Malaysia Berhad, Malaysia • Evaluating the evolution and performance of bancatakaful in the region • Why does bancatakaful remain a comparatively modest segment and what can be done to increase customer uptake? 17:30 Closing remarks and end of day one BOOK BEFORE • Identifying and overcoming the biggest challenges in bancatakaful: Lack of knowledge, customer acceptance, product innovation, differentiation and distribution capabilities 1 4 NOVEMBER 2 013 • Which segments, geographies, channels and business lines have and will deliver the greatest success? AND SAVE UPTO US$1,398 WWW.IIRME.COM/BANCASSURANCE CONFERENCE DAY TWO Tuesday | 18 February 2014 Practical Tools In Overcoming Challenges To Growth 09:00 Working Together: Developing efficient and effective working relationships between bankers and insurers to ensure profitable growth This panel will highlight how insurers and banks can co-operate more actively by aligning their business strategies and day-to-day workings to make bancassurance more efficient, effective and successful. • Uncovering how banks and insurance companies are different in their vision and operating processes, as well as how they can create mutually beneficial relationships • Developing robust training programmes to empower personnel and improve working relationships • Ensuring a customer first focus across all aspects of the banker-insurer relationship • Developing winning strategies for bancassurance schemes, determining product ranges as well as creating successful sales and marketing approaches • Delivering a seamless experience for customers: Leveraging technology, improving turnaround times as well as refining communications and servicing in bacassurance processes Frederic de Melker, Head of Retail Banking Egypt, Emirates NBD, UAE Sreenath Manghat, Head, Bancassurance Products & Services Consumer Banking, Bank Muscat, Oman Amol Shah, Business Head Bancassurance, First Gulf Bank, UAE +971 4 335 2437 +971 4 335 2438 INTERNATIONAL CASE STUDY 08:50 Chairman’s opening remarks 09:50 Profit Improvement: Establishing a robust distribution channel to ensure that bancassurance is a major revenue source • Examining the key elements for building a strong distribution framework: People, product and channels • Aligning sales channels to bring in increased returns • Distribution mix: Targeting the right segments through the right channels with the right products • Developing needs-based selling and distribution in India • Reinforcing quality rather than volumes: Incorporating governance and checks to ensure that there is no mis-selling of products Jitender (Kumar) Nangia, Vice President & Cluster Head, HDFC Bank, India 10:30 Morning refreshments and networking break 11:00 Product Innovation: Creating innovative bancassurance products to maintain competitiveness, attract new customers and build customer loyalty Non-traditional distribution approaches require special products and servicing • Understanding how banks can help insurers to detect customer needs and gain their trust • Assessing how customer requirements and criteria differ from the products already on offer • Evaluating which models can be used for customising and streamlining products to suit customer requirements and increase penetration • Ensuring further development to increase volumes and availability of suitable and timely products • Implementing and modifying global experiences in product development and delivery to suit the Middle East BANK MUSCAT CASE STUDY Sreenath Manghat, Head, Bancassurance Products & Services Consumer Banking, Bank Muscat, Oman FIRST GULF BANK CASE STUDY Amol Shah, Business Head Bancassurance, First Gulf Bank, UAE CASE STUDY 08:30 Registration and morning refreshments register@iirme.com www.iirme.com/bancassurance
  • 6. CONFERENCE DAY TWO Tuesday | 18 February 2014 12:10 Leveraging Technology: Utilising technology as a key enabler for driving profitable growth in bancassurance This session will examine how ICT can drive up efficiencies in processes, create seamless communications between banks, insurers and customers as well as increase product innovation and support. 15:10 Corporate Bancassurance: Assessing the advantage of developing bancassurance in the corporate banking arena for strategic growth • Understanding the difference in the value proposition of corporate and personal bancassurance • Integrating bancassurance to processes and operations within banks and insurance companies to increase profitability • Assessing the advantages of offering corporate bancassurance for the growth of a bank by increasing the value proposition being offered • Creating a seamless flow of information between existing banking and insurance technologies such as CRM, internet banking, financial planning as well as other applications and bancassurance channels • Evaluating key elements in developing a successful business bancassurance: Processes, products and people • Assessing why bancassurace for corporate clients is yet to become commonly available in the market and what will make regional banks offer this in the future • Building reconciliation between banks and insurers and generating transparency • Achieving multichannel support and analysis including customer intelligence, analysis and segmentation, product development speed, along with information security JG Shields, Head, Bancassurance, Absa Business Banking, South Africa 15:50 Afternoon refreshments and networking break Do you provide technology solutions that can improve bancassurance processes? If so, contact Claire Ledward on sponsorship@irrme.com 12:50 Lunch and networking break 13:50 Manpower Planning: Building competency and effectively managing your talent to increase bancassurance activities With the lack of regulations on qualifications and training, it is extremely important to build competency within bancassurance professionals to ensure service quality, customer satisfaction and profitability. • Building competency: Developing a training programme to address technical topics, product specific knowledge, segmentation and sales techniques • Incorporating knowledge management models including providing periodic updates on global advancement in bancassurance 16:20 Thinking Ahead: Evaluating the scope and opportunities across bancassurance and other alternative distribution channels These roundtables are a critical chance for bankers to discuss future opportunities to increase growth through bancassurance, and for insurers to discuss how to create more affinity channels to increase insurance penetration in MENA. Choose ONE of the following roundtables: 1. A View To The Future Of Bancassurance: What works, what doesn’t, what can be changed and where are the opportunities? 2. The World Of Alternative Distribution Beyond Bancassurance: What is the scope of hospitality, retail, health, NBF and other affinity channels in the region? 17:00 Chairman’s closing remarks and end of Bancassurance MENA Summit • Making sure staff know what you expect of them: Accurately communicating cultural and social norms, reporting lines, relationships with insurers, allocation of responsibility and compliance processes • Employing easy-to-understand systems to ensure root causes of turnover are addressed • Customising competitive benefits that fit your target staff’s needs and reinforce service quality Emad Louis, Vice President, Head of Barclays Direct Business, Barclays, Egypt Assessing The Viability Of Future Opportunities In The Middle Eastern Bancassurance Market 14:30 Introducing Pensions: Evaluating the need and scope for delivering private pension plans in the Middle East to drive customer satisfaction Pensions are not mandatory for most in the region. Is there a need to introduce pension products; will it help increase market penetration; is it viable; and how it will work? • Evaluating whether private pensions have been successful globally and understanding their potential in the region • Assessing evolving customer behavior and which segments pensions would appeal to • Assessing whether introducing private pension plans will increase market share without additional distribution costs • Are insurers looking to modify current products or introduce new ones that suit the region to benefit from this untapped market? +971 4 335 2437 +971 4 335 2438 register@iirme.com www.iirme.com/bancassurance
  • 7. POST CONFERENCE SEMINARS Wednesday | 19 February 2014 Our in-depth post-conference workshops are designed for both bankers and insurers to learn in-depth strategies on how to create incremental growth and improve market density in the Middle East SEMINAR A: SEMINAR B: Practical tools for building competencies to increase service quality, customer satisfaction and growth Seminar A runs from 08.30 – 12.30, with lunch served afterwards. Registration begins at 08.00 Due to the lack of regulations on required qualifications for bancassurance sales staff, there is a dearth of high-calibre sales people with adequate training in the MENA region. This shortage inevitably leads to the sale of unsuitable products, which has a significant long-term impact on both reputation and revenue streams for banks. To ensure an adequately skilled sales staff and safeguard long-term customer loyalty, banks must deliver structured development programmes for staff in order to empower employees and reward professional development. This half day workshop designed specifically for banks will provide proven strategies and programmes for developing exceptional sales staff including: 99 Setting expectations: Accurately communicating culture, reporting lines, relationship with insurers and allocation of responsibility 99 Communicating compliance frameworks, checks and priority 99 Developing skill: Training on technical topics, product specific knowledge, segmentation, sales management and sales techniques 99 Training Bancassurance staff to improve operations between the insurance and banking arms 99 Customising competitive benefits that fit your target staff’s needs and reinforce service quality LEAD THIS WORKSHOP Practical strategies for conducting segmentation and assessing consumer behavior in the current market to drive customer satisfaction and product innovation Seminar B runs from 13.30 – 17.30. Registration begins at 13.00 The key to success in bancassurance is to be able to identify the opportunities available in a bank’s customer base by offering the right financial planning solution to suit the customer’s needs. A robust segmentation model is imperative to get a better understanding of the customers, anticipate their needs and thereby offer the right solutions to them to generate more profit for your organisation. This workshop will provide banks and insurers with tools to conduct effective customer segmentation by: 99 Evaluating the role of segmentation for product delivery 99 Examining possible approaches to segmentation such as slicing, life stage and event trigger approach as well as understanding what works well in the Middle East 99 Tools to identify which segments to target with which products and through which channels 99 Identifying a range of innovative customer propositions for profitable segments to ensure differentiation 99 Assessing how segmentation can be a powerful tool for creating customisation and product innovation 99 Incorporating segmentation into future distribution strategies to provide a common understanding of the key needs and wants of customers Workshop Leader Manoj Kumar, President & Managing Director, Bancassurance Consultants Worldwide Limited, UK Manoj is the President & Managing Director of BCWL, i.e. “Bancassurance Consultants Worldwide Limited” headquartered in UK and specializing in Bancassurance Products design with equal emphasis on protection as well as wealth management. His career spanning 26 years includes working as Head of Insurance Company, Head of Bancassurance and Head of Product Development with Banks and Insurance Companies across Europe, Middle East and India. He is also the CEO of MNK Re, a reinsurance broking firm based in London which complements by providing reinsurance support to various Bancassurance protection products. If you are interested in leading this workshop, please contact Claire Ledward on +971 (0) 4 407 2792 or sponsorship@iirme.com INDUSTRY INSIGHT FROM OUR SPEAKERS Despite some of the insurance markets maturing in GCC, bancassurance distribution is still in its nascent stages. In some of the markets like Oman, bancassurance is the way forward as it’s not sustainable for any insurers to build its captive distribution considering the huge landscape. I foresee insurers taking a more holistic approach in the Middle East. Insurers would move away from a pure distributor model to integrated holistic bancassurance models that manage the Sreenath Manghat Head, Bancassurance Products relationships effectively. Bancassurance will also expand from the & Services - Consumer Banking traditional branch banking model to multi-channel/multi product BankMuscat, Oman distributions like telemarketing, digital and other alternate channels. Syed Adil Rehman Head Wealth Management Dubai Islamic Bank UAE Bancassurance is practically a new concept within the region and the potential for growth over the next five years is immense. The Bancassurance market in the GCC is estimated to grow to US$ 1.2 billion by 2016. The key to this growth will be to offer customers a whole range of insurance solutions to suit their diverse needs. +971 4 335 2437 +971 4 335 2438 JG Shields Head, Bancassurance Absa Business Banking South Africa Africa is one of the world’s fastest growing economies. We have to acknowledge the role risk mitigation programs will play to support a sustainable growth profile. Bancassurance will be a core instrument in this program and will subsequently grow equally fast. Bancassurance is the backbone of any bank from the perspective of an additional revenue source. It is usually a stable and scalable model, which grows with both organic and inorganic growth of the bank. It gives insurance companies a large Jitender (Kumar) Nangia Vice President & Cluster Head institution to work with, which reposes faith HDFC Bank in masses and enhances sales/reach further. India register@iirme.com www.iirme.com/bancassurance
  • 8. 17 – 19 February 2014 The Address Hotel | Dubai Mall | Dubai | UAE Five Easy Ways To Register +971 4 335 2437 +971 4 335 2438 register@iirme.com IIR Holdings Ltd. P.O Box 9428, Dubai, UAE www.iirme.com/bancassurance AZ3032 Please þ the session/s you wish to attend: 17-18 February GROUP DISCOUNTS AVAILABLE 19 February ¨ Conference ¨ Seminar A – AM ¨ Seminar B - PM CALL: +971 4 335 2483 E-MAIL: a.watts@iirme.com Super Early Bird Book by 14 November 2013 Early Bird 1 Book by 5 December 2013 Early Bird 2 Book by 16 January 2014 Final Price Book from 16 January 2014 onwards Conference fees include documentation, luncheon and refreshments. Delegates who attend all sessions will receive a Certificate of Attendance by email. Conference & 2 Seminars $3,099 $3,299 $3,499 $3,699 Conference & 1 Seminar $2,499 $2,699 $2,899 $3,099 Conference Only $1,899 $2,099 $2,299 $2,499 Seminar Only $699 $799 $899 $999 All registrations are subject to our terms and conditions which are available at www.iirme.com/terms. Please read them as they include important information. By submitting your registration you agree to be bound by the terms and conditions in full. DELEGATE DETAILS First Name: Surname: Job Title: Company: Address: Postal Code: Country: Tel: City: Mobile: Fax: Email: PAYMENTS A confirmation letter and invoice will be sent upon receipt of your registration. Please note that full payment must be received prior to the event. Only those delegates whose fees have been paid in full will be admitted to the event. AVOID VISA DELAYS – BOOK NOW EVENT VENUE: CANCELLATION ACCOMMODATION DETAILS If you are unable to attend, a substitute delegate will be welcome in your place. Registrations cancelled more than 7 days before the Event are subject to a $200 administration charge. Registration fees for registrations cancelled 7 days or less before the Event must be paid in full. Substitutions are welcome at any time. We highly recommend you secure your room reservation at the earliest to avoid last minute inconvenience. You can contact the IIR Hospitality Desk for assistance on: Tel: +971 4 407 2693 Fax: +971 4 407 2517 Email: hospitality@iirme.com All registrations are subject to acceptance by IIR which will be confirmed to you in writing. Due to unforeseen circumstances, the programme may change and IIR reserves the right to alter the venue and/or speakers or topics. MR/AS FN INVESTMENT D The Address Hotel, Dubai Mall, Dubai, UAE Tel: +971 4 438 8888 N Delegates requiring visas should contact the hotel they wish to stay at directly, as soon as possible. Visas for non-GCC nationals may take several weeks to process.

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