The document discusses developing, marketing, and managing micro-insurance products and partnerships. It describes different types of micro-insurance providers and intermediaries. It also outlines MicroEnsure's intermediary model, with the intermediary negotiating with insurance companies on behalf of clients. Key factors for establishing partnerships with micro-insurance providers are discussed, including product development, transaction costs, administration, and staff training. The document concludes by describing some innovative micro-insurance products and the marketing of micro-insurance services through education.
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3.
“Microfinance: From Best Practice to Next Practice”
2010 RBAP-MABS NATIONAL ROUNDTABLE CONFERENCE
June 2-3, 2010
Hyatt Hotel and Casino, Malate, Manila
Developing, Marketing, and Managing Micro-Insurance
Products and Partners
Presented by: William H. Martirez
Country Manager, MicroEnsure Philippines
4. Micro insurance Providers
Insurance and insurance-like providers
Life and Non-life Insurance Companies
Cooperative Insurance Societies (CIS)
Insurance/Service Cooperatives
Mutual Benefit Associations (MBAs)
Preneed Companies
Health Maintenance Organizations (HMOs)
Intermediaries
- entities or individuals such as brokers and agents
- facilitate provision of insurance services by licensed insurance providers
Brokers act on behalf of the clients in the purchase of insurance products
Agents act on behalf of the insurance companies in the solicitation of insurance
business
5. Managing Micro insurance Products and Partners
The Intermediary Model
Risk Carrier
• Insurance Company
• Reinsurance Company
• Cell Captive
Front Office Back Office
• MFIs, • Systems – Data Capture/
• Rural Banks Reporting
• Aid Agencies • TPA – Claims Servicing
• NGOs • Product Design/Negotiation
• Retail • Training and Education
6. Managing Micro insurance Products and Partners
The Intermediary Model
MICROENSURE AS AN INTERMEDIARY
Negotiates with insurance companies on behalf of clients to keep premiums to a minimum
Aim is to achieve sustainability for insurance companies, product distributors, and clients
Effective Product Distribution
Work in partnership with organizations that are currently serving the poor such as
microfinance organizations, rural banks, as well as humanitarian organizations that are
providing non-financial services
Sophisticated MIS system / Back Office Processing
ey to minimizing the cost of micro insurance
K
racks details of clients covered, collects premiums and administers claims.
T
Extensive market research and insurance expertise
Products designs that address the real financial risk management needs of
the poor
7. Establishing Partnership to Micro insurance Provider
Important Factors:
1. Products and Product Development
an insurance provider that
an understand the needs of the clients.
C
an understand operational realty of the Bank
C
hould be able to design a product that is more suitable for all
S
parties
2. Transaction cost
anagement Information System for transacting insurance business
M
n insurance provider/intermediary that benefits from a wider
A
client bases and global reach can fund such an overhead
nvestment in system reduces transaction cost
I
perating efficiencies
O
8. Establishing Partnership to Micro insurance Provider
Important Factors:
3. Administration
est equip to handle administration relating to claims processing
b
4. Additional channel of sale
5. Staff training and Client Education
6. ange of Sustainable Product
R
7. Distribution Network/Linkages
8. echnological Enhancement
T
9. xpertise and experience in insurance and microfinance
E
10. equired no capital outlay on the part of bank
R
9. Innovations: Micro insurance promotion and service delivery
Automated Insurance Management System
A critical component in the timely and cost effective provision of
micro insurance services to Rural Banks and MFIs
A state-of-the-art technology that specializes in the following:
Data encoding
Large volume data processing
Data Management
Insurance Claims Processing
Data Synchronization
Automated Reports
10. Marketing Micro insurance Services
Identify target market
Determine the main messages to convey
Protection
Solidarity
Optimism
Trust
Three Step marketing Process
Raise awareness Cultivate an
- About insurance understanding of Activate the
- About a specific insurance (costs market
insurer/intermediary and benefits
Source: Protecting the Poor, A Micro insurance Compendium edited by Craig
Churchill
11. Marketing Micro insurance Services
A major hurdle for marketing insurance to the poor is the lack of differentiation
between microinsurance and conventional insurance products
Client education
esigned to promote understanding of the options for managing risk
d
xplain the fundamental concepts underlying insurance and the terms that define
e
it so that the poor can determine what is the most suitable option in their
particular case
Development of comic books in clients' local languages
rovide an understanding of insurance in an informative and easily
p
understandable format.
Materials are the result of in-depth research into client understanding and
attitudes concerning insurance
12. Innovative insurance products:
Security/insurance for the entire family
Loan redemption
- fire and calamity assistance
- unemployment insurance
- daily hospital income benefit
Micro housing insurance
- fire, lightning, typhoon, flood, earthquake, volcanic eruption, landslide)
- evacuation assistance and family personal accident insurance
Protection to micro entrepreneurs and their tools of trade
- property insurance
- burglary/housebreaking
- personal accident insurance
- money, securities and payroll
- electronic equipment insurance
- fidelity guarantee
Climate responsive index products
- weather index based crop insurance for drought/dry spell, excess rain, and typhoon wind
speed
13. THANK YO U
MICROENSURE PHILIPPINES
Website: www.microensure.com
Email: william.mar.rez@microensure.com
Phone: (033) 329 0729; (033) 320 0387
(02) 893 9752