The document discusses trends in the Indian insurance industry towards digital growth and online sales, noting that online life insurance premiums are expected to grow to 3-5% of annual new business by 2020, and outlines strategies for insurers to increase direct traffic and persistency through a focus on digital capabilities and personalized risk-based products tailored to customer profiles obtained online. It also addresses the role of agents and the potential for a platform to help customers select agents based on ratings and reviews.

2. Sales : 20X in 3 years
2
0
100
200
300
400
500
600
700
800
Sales Premium
Term Investment Health Motor Others Non insurance

3. We promote simpler, high utility products…and
product focus is clear
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Aggregator Retail industry
Pure Term Low cost ULIP Traditional Health Motor Other
Source: IRDA annual report 2010-11; Motor Report 2011, Health Report 2011; Management estimates of Aggregator Business

4. Industry product alignment & digital growth
easily provide a 20x in 5 years
Product
Premium 2014-
15
Online Premium
2014-15
Online % 2014-
15
Premium 2019-
20
Online Premium
2019-20
Online % 2019-
20
Motor 15,000 240 2% 30,000 6,000 20%
Health 6,000 150 3% 20,000 3,500 18%
Term 180 140 78% 4,000 3,200 80%
Investment 51,000 0 0% 30,000 1,200 4%
ULIP >1.5% 6,000 0 0% 10,000 1,000 10%
ULIP <1.5% 80 60 75% 10,000 4,000 40%
2 Wheeler 3,000 10 0.33% 6,000 1,500 25%
Stand Alone CI 20 10 50% 800 400 50%
Stand Alone PA 5 2 40% 200 100 50%
Travel 500 80 16% 1,000 500 50%
Total 81,785 692 1% 112,000 21,400 19%
4* Management Estimates; All figures in INR Cr

5. Traffic from Google is progressively expensive
Auction based on Cost per click No Auction but Merit based listing
REPLACEDBY
All insurers pay the same as opposed to an auction where the highest bidder gets the top position

6. A premier role in Insurance Education to help
customers make informed decisions

7. Sales predominantly come from Direct Traffic
0
5000
10000
15000
20000
25000
30000
35000
Direct SEM Others

8. Direct is the key!
No of enquiries '000
0
10
20
30
40
50
60
70
80
90
100
Apr-12
Jun-12
Aug-12
Oct-12
Dec-12
Feb-13
Apr-13
Jun-13
Aug-13
Oct-13
Dec-13
Feb-14
Apr-14
Jun-14
Aug-14
Oct-14
Dec-14
Feb-15
Term
Direct SEM Others Linear (Direct)
0
20
40
60
80
100
120
140
160
Apr-12
Jun-12
Aug-12
Oct-12
Dec-12
Feb-13
Apr-13
Jun-13
Aug-13
Oct-13
Dec-13
Feb-14
Apr-14
Jun-14
Aug-14
Oct-14
Dec-14
Feb-15
Investment
Direct SEM Others Linear (Direct)
0
10
20
30
40
50
60
70
80
90
100
Health
Direct SEM Others Linear (Direct)
0
10
20
30
40
50
60
70
80
90
Motor
Direct SEM Others Linear (Direct)

9. Known Benefits
• COA
• Operating Costs
Unknown Benefits
• Lapse Rate
• Data & Actuarial
• Claims
• Sticky Customers
• Brand
9

10. Persistency for private industry showing
mixed trends across all channels as
compared to last year
2625
5153
25
38
41
20
40
60
80
43
37th
33
13th 25th
%
61st
21
49th
61
8081
49
62
65
76
79
20
40
60
80
%
37th 49th 61st25th13th
22
54
2739
59
32
43
49
60
45
20
40
60
80
25th
%
49th13th 37th 61st
Agency Banca Brokers
CA & others Digital Direct sales force
Note: Persistency ratios are on premium, non-reducing balance basis
Source: FAIC Survey 2013,14; BCG analysis
2838
5654
30
41
46
5050
20
40
60
80
37th13th 25th
30
61st49th
%
28
31
40
5960
20
49
34
44
58
0
20
40
60
80
49th 61st13th 25th 37th
%
39
45
69
28
63
43
5254
61
65
20
40
60
80
%
61st49th37th25th13th
FY 2014FY 2013

11. Micro-segmentation and risk based products become viable
owing to wide range of inbound profiles

12. 12

14. Only 30% of global insurance sales never touch the internet
•
insurance approximately Rs. 250 crore, while
other insurance lines such as health and
travel make up approximately Rs. 150 crore.
Online life insurance sales are expected to
grow to 3-5 percent of the individual annual-
ised new business premium by 2020; and
14 percent for health insurance, 10 percent
for motor insurance and 19 percent for trav-
el insurance as per the BCG CCCI digital in-
fluence survey 2013. This amounts to Rs.
7,000-8,000 crore of new insurance sales in-
fluenced by digital today. BCG estimates the
Source:
Health insurance Property & CasualtyProtection / Term life
Indispensable interaction modes
100
80
60
40
20
0
%of owners
32%
54%
14%
100
80
60
40
20
0
%of owners
26%
61%
13%
100
80
60
40
20
0
%of owners
30%
54%
16%
RelationalHybridsRemote

15. View registered agents nearby
Choose your agent basis
Ratings, Reviews, Skills
The ‘Uber’ of Insurance
1
2
3
Ratings
Skills & Reviews