Kotak Life Insurance

EXECUTIVE SUMMARY Monopoly of LIC has been broken to make Indian Insurance to change its face and pace to tap the market and to make the new challenges in it. Insurance in India is not about India only; it is an open sector for the private players. The name which you would see in Indian insurance market is something like: BAJAJ (Indian company) + Allianz (foreign player), TATA (Indian company) + Aig (foreign player) and so many like them. Companies now are tapping a lot of ways to capture the market and hence adopting different ways to hold the large portion of the market. My project was to understand the different marketing strategies adopted by the companies to increase their market share and along with it meeting their own targets to achieve the position of no.1 in respective field or segment of the market. My summer training learning helped me a lot to complete my project in order to learn a lot of things of the corporate. As a project trainee the first task given to me was to understand the basic behaviour of the consumer in order to manipulate the market according to the our target competition. For this we did developed a questionnaire and I did my survey in important location of Jodhpur, Jaipur.

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ABOUT INSURANCE Insurance may be defines as social device to protect the economic value of the Life and other assets. Under the plan of Insurance a group of people are brought together and their share of money is pooled to manage the loss suffered by any of them. in its basic form is defined as “ A contract between two parties whereby one party called Insurance insurer undertakes in exchange for a fixed sum called premiums, to pay the other party called insured a fixed amount of money on the happening of a certain event." In simple terms it is a contract between the person who buys Insurance and an Insurance company who sold the Policy. By entering into contract the Insurance Company agrees to pay the Policy holder or his family members a predetermined sum of money in case of any unfortunate event for a predetermined fixed sum payable which is in normal term called Insurance Premiums. Insurance is basically a protection against a financial loss which can arise on the happening of an unexpected event. Insurance companies collect premiums to provide for this protection. By paying a very small sum of money a person can safeguard himself and his family financially from an unfortunate event.

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For Example if a person buys a Life Insurance Policy by paying a premium to the Insurance company , the family members of insured person receive a fixed compensation in case of any unfortunate event like death. There are different kinds of Insurance Products available such as Life Insurance, Vehicle Insurance, Home Insurance, Travel Insurance, Health or Mediclaim Insurance etc. Insurance, in law and economics, is a form of risk management primarily used to hedge against the risk of potential financial loss. Insurance is defined as the equitable transfer of the risk of a potential loss, from one entity to another, in exchange for a premium and duty of care.

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Characteristics of Insurance 1. Sharing of Risk 2. Cooperative device 4. Payment on event of happening of any special event 5. The amount of payment depends on the size and type of loss. 6. The success of Insurance business depends on the law of large number of people insured against similar risk. 7. Insurance is a business which spreads the loss and the risk of few people in the large Number of people. 8. The insurance is a plan in which insured transfer his risk to insurer. 9. Insurance is a legal contract

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ORIGINE OF INSURANCE Almost 4,500 years ago, in the ancient land of Babylonia, traders used to bear risk of the caravan trade by giving loans that had to be later repaid with interest when the goods arrived safely. In 2100 BC, the Code of Hammurabi granted legal status to the practice. That, perhaps, was how insurance made its beginning. Life insurance had its origins in ancient Rome, where citizens formed burial clubs that would meet the funeral expenses of its members as well as help survivors by making some payments. As European civilization progressed, its social institutions and welfare practices also got more and more refined. With the discovery of new lands, sea routes and the consequent growth in trade, medieval guilds took it upon themselves to protect their member traders from loss on account of fire, shipwrecks and the like.

Origin in India Insurance in India can be traced back to the Vedas. For instance, yogakshema, the name of Life Insurance Corporation of India's corporate headquarters, is

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Derived from the Rig Veda. The term suggests that a form of "community insurance" was prevalent around 1000 BC and practiced by the Aryans. Burial societies of the kind found in ancient Rome were formed in the Buddhist period to help families build houses, protect widows and children. Bombay Mutual Assurance Society, the first Indian life assurance society, was formed in 1870. Other companies like Oriental, Bharat and Empire of India were also set up in the 1870-90s. It was during the swadeshi movement in the early 20th century that insurance witnessed a big boom in India with several more companies being set up. As these companies grew, the government began to exercise control on them. The Insurance Act was passed in 1912, followed by a detailed and amended Insurance Act of 1938 that looked into investments, expenditure and management of these companies' funds. By the mid-1950s, there were around 170 insurance companies and 80 provident fund societies in the country's life insurance scene. However, in the absence of regulatory systems, scams and irregularities were almost a way of life at most of these companies.

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As a result, the government decided nationalizes the life assurance business in India. The Life Insurance Corporation of India was set up in 1956 to take over around 250 life companies. For years thereafter, insurance remained a monopoly of the public sector. It was only after seven years of deliberation and debate - after the RN Malhotra Committee report of 1994 became the first serious document calling for the reopening up of the insurance sector to private players -- that the sector was finally opened up to private players in 2001.

The evolution of Insurance in India can be summarized as

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KINDS OF INSURANCE Insurance is divided in two basic zones:1. General Insurance 2. Life Insurance

About General Insurance Insurance of the non life assets are called general insurance, this includes loss of asset against water, fire, earthquake etc. With the detarrification in the Indian Market in General Insurance the monopoly of the general Insurance public sector’s companies has been broken. With the entrance of the new private player market innovative technique has been introduced to capture the markNon-life insurance companies have products that cover property against Fire and allied perils, flood storm and inundation, earthquake and so on. There are products that cover property against burglary, theft etc. The non-life companies also offer policies covering machinery against breakdown, there are policies that cover the hull of ships and so on. A Marine Cargo policy covers goods in transit including by sea, air and road. Further, insurance of motor vehicles against damages and theft forms a major chunk of non-life insurance business.

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In respect of insurance of property, it is important that the cover is taken for the actual value of the property to avoid being imposed a penalty should there be a claim. Where a property is undervalued for the purposes of insurance, the insured will have to bear a ratable proportion of the loss. For instance if the value of a property is Rs.100 and it is insured for Rs.50/-, in the event of a loss to the extent of say Rs.50/-, the maximum claim amount payable would be Rs.25/- (50% of the loss being borne by the insured for underinsuring the property by 50%). This concept is quite often not understood by most insured. Personal insurance covers include policies for Accident, Health etc. Products offering Personal Accident cover are benefit policies. Health insurance covers offered by non-life insurers are mainly hospitalization covers either on reimbursement or cashless basis. The cashless service is offered through Third Party Administrators who have arrangements with various service providers, i.e., hospitals. The Third Party Administrators also provide service for reimbursement

claims.

Sometimes

the

insurers

themselves

process

reimbursement claims. Accident and health insurance policies are available for individuals as well as groups. A group could be a group of employees of an organization or holders of credit cards or deposit holders in a bank etc. Normally when a group is covered, insurers offer group discounts.

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Liability insurance covers such as Motor Third Party Liability Insurance, Workmen’s Compensation Policy etc offer cover against legal liabilities that may arise under the respective statutes— Motor Vehicles Act, The Workmen’s Compensation Act etc. Some of the covers such as the foregoing (Motor Third Party and Workmen’s Compensation policy) are compulsory by statute. Liability Insurance not compulsory by statute is also gaining popularity these days. Many industries insure against Public liability. There are liability covers available for Products as well. There are general insurance products that are in the nature of package policies offering a combination of the covers mentioned above. For instance, there are package policies available for householders, shop keepers and also for professionals such as doctors, chartered accountants etc. Apart from offering standard covers, insurers also offer customized or tailor-made ones. Suitable general Insurance covers are necessary for every family. It is important to protect one’s property, which one might have acquired from one’s hard earned income. A loss or damage to one’s property can leave one shattered. Losses created by catastrophes such as the tsunami, earthquakes, cyclones etc have left many homeless and penniless. Such losses can be devastating but insurance could help mitigate them. Property can be covered, so also the people against Personal Accident.

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A Health Insurance policy can provide financial Relief to a person undergoing medical treatment whether due to a disease or an injury.

Name of Life General Company  Royal Sundaram Alliance Insurance Company Limited  Reliance General Insurance Company Limited.  IFFCO Tokyo General Insurance Co. Ltd  TATA AIG General Insurance Company Ltd.  Bajaj Allianz General Insurance Company Limited

 ICICI Lombard General Insurance Company Limited  Apollo DKV Insurance Company Limited  Future Generally India Insurance Company Limited  Universal Sompo General Insurance Company Ltd.  Export Credit Guarantee Corporation Ltd.  HDFC-Chubb General Insurance Co. Ltd.

 Bharti Axa General Insurance Company Ltd

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About Life Insurance Life Insurance is insurance for you and your family's peace of mind. Life insurance is a policy that people buy from a life insurance company, which can be the basis of protection and financial stability after one's death. Its function is to

help

beneficiaries

financially

after

the owner of the policy dies.

It can also be a form of savings in the long run if you purchase a plan, which offers the option of contributing regularly. Additionally, a little known function of life insurance is that it can be tied in with a person's pension plan. A person can make contributions to a pension that is funded by a life insurance company. These are considered private pension arrangements. In addition, you should also make a list of what you feel needs to be protected in your family's way of life. With a life insurance policy in place, you can: •

provide security for your family

•

protect your home mortgage

•

take care of your estate planning needs

•

look at other retirement savings/income vehicles

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Life Insurance in India Life Insurance in India existed from long time. The modern concept of Insurance was brought by Bruisers in India, and Oriental Insurance Company was the first Insurance Company who did Insurance for the Indian in 1818 and was established in Calcutta nowadays Kolkata. Then due to no interference of government in it, private market players ruled the market as they want to, that is why government intervened in between to protect the interest of the mass and to safeguard the money involved in it. Government took the initiative and banned the private players to involve in Insurance market. All private companies were took over by Government and Insurance market was turned to Public sector and Life Insurance Corporation of India was formed in 1956 to make the Insurance reachable at remote areas and that even by low premiums or better said as affordable premium so as to secure their life. From the beginning of Insurance in India till now a lot of changes have been made but the most significant change was in 1999, when IRDA was formed. IRDA means Insurance Regulatory and Development Authority. This was formed to rethink upon opening the insurance sector for the Private players again but along with that to have a check upon those private players an IRDA has to act as a governing body to safeguard the interest of the public hose money is involved in it From

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that time i.e. from the year 2001 insurance sector was opened for the private players too. Since then Insurance Sector is on the boom and business is flourishing and a lot of private players are coming into business. Here the private players doesn’t indicate to Indian Private Companies but also foreign players are also involved in it, but to manage the money flow in and outside the country IRDA takes care of the contribution of the money by foreign partners of private insurance companies. To control that IRDA has set a limit of FDI i.e. 26%.

Name of Life Insurance Company 1. Kotak Mahindra Old Mutual Life Insurance Limited 2. HDFC Standard Life Insurance Company Ltd. 3. Max New York Life Insurance Co. Ltd. 4. ICICI Prudential Life Insurance Company Ltd.\ 5. Birla Sun Life Insurance Company Ltd. 6. Tata AIG Life Insurance Company Ltd. 7. SBI Life Insurance Company Limited . 8. ING Vysya Life Insurance Company Private Limited 9. Bajaj Allianz Life Insurance Company Limited

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10. MetLife India Insurance Company Ltd.

11.Future Generally India Life Insurance Company Limited 12.IDBI Fortis Life Insurance Company Ltd. 13.AMP Sanmar Life Insurance Company Limited. 14.Sahara India Insurance Company Ltd. 15.Aviva Life Insurance Co. India Pvt. Ltd. 16.Shriram Life Insurance Company Ltd. 17. Aegon Religare Life Insurance Company Ltd.

18.Reliance Life Insurance 19.Star Union Dai-chi life Insurance 20.Oriental Life Insurance

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MAJOR PLAYER OF INSURANCE IN INDIA

The Life Insurance Corporation of India (LIC) is the largest life insurance company in India and also the country's largest investor. It is fully owned by the Government of India. It also funds close to 24.6% of the Indian Government's expenses. It was founded in 1956.Headquartered in Mumbai, which is considered the financial capital of India, the Life Insurance Corporation of India currently has 8 zonal Offices and 101 divisional offices located in different parts of India, at least 2048 branches located in different cities and towns of India along with satellite Offices attached to about some 50 Branches, and has a network of around one million and 200 thousand agents for soliciting life insurance business from the public. Over its existence of around 50 years, Life Insurance Corporation of India, which commanded a monopoly of soliciting and selling life insurance in India, created huge surpluses, and contributed around 7 % of India's GDP in 2006. The Corporation, which started its business with around 300 offices, 5.6 million policies and a corpus of INR 459 million, has grown to 25000 servicing around 180 million policies and a corpus of over INR 3.4 trillion.

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Bajaj Allianz

General

Insurance

Company

Limited is a joint venture between Bajaj Finserv Limited (recently demerged from Bajaj Auto Limited) and Allianz AG. Both enjoy a reputation of expertise, stability and strength. Bajaj Allianz General Insurance received the Insurance Regulatory and Development Authority (IRDA) certificate of Registration on 2nd May, 2001 to conduct General Insurance business (including Health Insurance business) in India. The Company has an authorized and paid up capital of Rs 110 crores. Bajaj Finserv Limited holds 74% and the remaining 26% is held by Allianz.

Tata AIG Life Insurance Company Limited (Tata AIG Life) is a joint venture company, formed by the Tata Group and American International Group, Inc. (AIG). Tata AIG Life combines the Tata Group’s pre-eminent leadership position in India and AIG’s global presence as one of the world’s leading international insurance and financial services organization. The Tata Group holds 74 per cent stake in the insurance with AIG holding the balance 26 per cent. Tata AIG Life Insurance Company was licensed by Insurance Regulatory and Development Authority to operate in India on February 12, 2001 and started on April 1, 2001.

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Max New York Life Insurance Company Ltd. is a joint venture between New York Life; a Fortune 100 company and Max India Limited; one of India's leading multi-business corporations. The company has positioned itself on the quality platform. In line with its vision to be the Most Admired Life Insurance Company in India, it has developed a strong corporate governance model based on the core values of excellence, honesty, knowledge, caring, integrity and teamwork. The strategy is to establish itself as a Trusted Life Insurance Specialist through a quality approach to business. Incorporated in 2000, Max New York Life started commercial operation in 2001. In line with its values of financial responsibility, Max New York Life has adopted prudent financial practices to ensure safety of policyholder's funds. The Company's paid up is Rs. 1,782 crore.

ICICI Prudential is a joint venture between ICICI Bank and Prudential plc engaged in the business of life insurance in India. ICICI Prudential is the largest private insurance company and second largest insurance in India after LIC. ICICI Prudential Life Insurance Company is a joint venture between ICICI Bank, a premier financial powerhouse, and prudential plc, a leading international 18

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 Life's capital stands at Rs. 37.72 billion (as on March, 2008) with ICICI Bank and Prudential plc holding 74% and 26% stake respectively. For the year ended March 31, 2008, the company garnered Retail New Business Weighted premium of Rs. 6,684 crores, registering a growth of 68% over the last year and has underwritten nearly 3 million retail policies during the period. The company has assets held over Rs. 30,000 crore as on April 30, 2008.ICICI Prudential Life is also the only private life insurer in India to receive a National Insurer Financial Strength rating of AAA (Ind) from Fitch ratings. The AAA (Ind) rating is the highest rating, and is a clear assurance of ICICI Prudential's ability to meet its obligations to customers at the time of maturity or claims.For the past seven years, ICICI Prudential Life has retained its leadership position in the life insurance industry with a wide range of flexible products that meet the needs of the Indian customer at every step in life.

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INSURANCE REGULATORY AND DEVELOPMENT AUTHORITY (IRDA) The Insurance Regulatory and Development Authority (IRDA)[1] is a national agency of the Government of India, based in Hyderabad. It was formed by an act of Indian Parliament known as IRDA Act 1999, which was amended in 2002 to incorporate some emerging requirements. Mission of IRDA as stated in the act is "to protect the interests of the policyholders, to regulate, promote and ensure orderly growth of the insurance industry and for matters connected therewith or incidental thereto."

The law of India has following expectations from IRDA 1. To protect the interest of and secure fair treatment to policyholders; 2. To bring about speedy and orderly growth of the insurance industry (including annuity and superannuation payments), for the benefit of the common man, and to provide long term funds for accelerating growth of the economy; 3. To set, promote, monitor and enforce high standards of integrity, financial soundness, fair dealing and competence of those it regulates;

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4. To ensure that insurance customers receive precise, clear and correct information about products and services and make them aware of their responsibilities and duties in this regard; 5. To ensure speedy settlement of genuine claims, to prevent insurance frauds and other malpractices and put in place effective grievance redressal machinery; 6. To promote fairness, transparency and orderly conduct in financial markets dealing with insurance and build a reliable management information system to enforce high standards of financial soundness amongst market players; 7. To take action where such standards are inadequate or ineffectively enforced; 8. To bring about optimum amount of self-regulation in day to day working of the industry consistent with the requirements of prudential regulation.

Duties, Powers and Functions of IRDA Section 14 of IRDA Act, 1999 laysdown the duties,powers and functions of IRDA (1) Subject to the provisions of this Act 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 subsection (1), the powers and functions of the Authority shall include,

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(a) Issue to the applicant a certificate of registration, renew, modify, 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 re-insurance 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;

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(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; (o) 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.

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FUNCTION OF THE INSURANCE PRIMARY FUNCTION:1. Provide protection: - As risks controlling is not in the hands of anyone completely that is why Insurance Company provides the risk protection. 2. Collective bearing of loss: - Insurance Company would have to accept the loss and give respective claims as for the sake of contract that has been done between the company and the insured. 3. Assessment of Risk: - There should be the proper assessment of the risk so as to charge the correct and legible premium to insure the subject matter of insurance. 4. Provide the certainty: - As the losses appear from the uncertainty so Insurance Company would have to provide the certainty of absorbing the loss so as to protect the insured under the risk in which he has been insured. SECONDARY FUNCTION:1. Prevent Loss: - Insurance cautious businessman and individuals to adopt suitable device to prevent unfortunate consequences of risk by observing safety instructions. 2. Small capital to large risk: - Small capital is demanded to cover the risk of the large capital.

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ABOUT KOTAK MAHINDRA OLD MUTUAL LIFE INSURANCE

Kotak Group and Mahindra Group had their partnership 1985 between Uday Kotak and Mr. Mahindra. Kotak Mahindra is in business since 1985, and insurance part of their business came into existence in the year 2001.

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Evolution of Insurance business in Kotak Mahindra business is like this:-

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As stated above Kotak Mahindra Life Insurance has Joint venture with Old Mutual plc. Old Mutual Plc is the 12th largest Insurance Company in the world. It has its base of over 4 million life assurance policyholders. It has one of the best “Payouts” among insurers in the world. It has one of the best “Solvency Ratios” among insurers in the world. A FTSE 100 financial services group and ranks as a Fortune Global 500 company. The Old Mutual group manages in excess of 239 billion pounds in funds (Dec’06). The company is 160 years old and has prominent presence in the United States and the United Kingdom.

Fact of Kotak Mahindra Old Mutual Life Insurance:• Old Mutual plc. Is a world class international financial services company, with the operations in life insurance, asset management and banking? It is one of the big players in the U.S., U.K. and the African Continent. • Over 150 Years of experience in Life Insurance. • One of the best ‘returns’ amongst insurers worldwide. • Base of over 3.8 million Life assurance policyholders. • A FTSE 100 Financial services group, and ranks as Fortune Global 500 Company. • 3rd largest insurer listed on London Stock Exchange.

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• The Old Mutual group manages in excess of $235 billion in funds i.e., a total asset base of more than Rs. 11 Lakh core. • South Africa’s largest life insurance, banking & mutual funds company • AUM : US $ 306 billion

Kotak Groups Companies:•

KOTAK MAHINDRA BANK LTD

•

KOTAK MAHINDRA CAPITAL COMPANY LTD

•

KOTAK'S INTERNATIONAL BUSINESS

•

KOTAK MAHINDRA PRIME LTD

•

KOTAK SECURITIES LTD

•

KOTAK MAHINDRA ASSET MANAGEMENT COMPANY

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If we look at the status of Kotak Life Insurance’s market share in comparison of other private company in comparison of premium earned:-

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If we talk the growth of Insurance industry’s private players in recent years, the data will reflect:-

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TOP 10 LIFE INSURANCE COMPANIES IN INDIA 1. LIC (Life Insurance Corporation of India) still remains the largest life

insurance company accounting for 64% market share. Its share, however, has dropped from 74% a year before, mainly owing to entry of private players with innovative products and better sales force. 2. ICICI Prudential Life Insurance Co Ltd is the biggest private life

insurance company in India. It experienced growth of 58% in new business premium, accounting for increase in market share to 8.93% in 2007-08 from 6.97% in 2006-07. 3. Bajaj Allianz Life Insurance Co Ltd has reported a growth of 52% and its

market share went up to 6.98% in 2007-08 form 5.66% in 2006-07. The company ranked second (after LIC) in number of policies sold in 2007-08, with total market share of 7.36%. 4. SBI Life Insurance Co Ltd in terms of new number of policies sold, the

company ranked 6th in 2007-08. New premium collection for the company was Rs 4,792.66 crore in 2007-08, an increase of 87% over last year.

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5. Reliance Life Insurance Co Ltd Total collected was Rs 2,792.76 crore and

its market share went up to 2.96% from 1.23% a year back. It now ranks 5th in new business premium and 4th in number of new policies sold in 200708. 6. HDFC Standard Life Insurance Co Ltd with an income of Rs 2,680 crore

in FY2007-08, registering a year-on-year growth of 64%. Its market share is 2.88% and it ranks 6 th among the insurance companies and 5th amongst the private players. 7. Birla Sun Life Insurance Co Ltd market share of the company increased

from 1.22% to 2.11% in 2007-08. The company moved to the 7th position in 2007-08 from 8the a year before, pushing down Max New York Life insurance company. 8. Max New York Life Insurance Co Ltd has reported growth of 73% in

2007-08. Total new business generated was Rs 641.83 crore as against Rs 387.51 crore. The company was pushed down to the 8th position from 7th in 2007-08.

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9. Kotak Mahindra Old Mutual Life Insurance Ltd the fiscal 2007-08, the

company reported growth of 80%, moving from the 11th position to 9th. It captured a market share of 1.19% in 2007-08. Last year the company doubled its branch network to 150 from 74. 10. Aviva Life Insurance Company India Ltd ranking dropped to 10th in

2007-08 from 9th last year. It has presence in more than 3,000 locations across India via 221 branches and close to 40 bancassurance partnerships. Aviva Life Insurance plans to increase its capital base by Rs 344 crore. With the fresh investment, total paid-up capital of the insurer would go up to Rs 1,348.8 crore.

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RANKING OF INSURANCE RETURN ON INVESTMENT

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STRUCTURE OF KOTAK LIFE INSURANCE: MANAGING DIRECTOR: - MR. GAURANG SHAH  CFO; - G. MURALIDHAR  VICE PRESIDENT TRAINING AND MANAGEMENT DEVELOPMENT:

- MR. ARUN PATIL  VICE PRESIDENT HR: - MR. SUGATA DUTTA  VICE PRESIDENTS DISTRIBUTION DEVELOPMENT AND

PLANNING: - MR. KAMLESH VORA  APPOINTED ACTUARY: - JOHN BRYCE

Its hierarchy in Kotak Life Insurance is like this:-

Managing Director CFO

Sales Head

Marketing Head

HR & Admin

Appointed Actuary

CIO

Training Head

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MARKETING TEAM STRUCTURE:

Marketing Head Production & Brand Head Product Manager

Brand Manger

Channel Development Head

Regional Mkt Manager

Channel Development Team

Trade Marketing Manager Asst. Marketing Managers

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KOTAK’S PRODUCT FOR INDIVIDUAL LIFE INSURANCE  KOTAK RETIREMENT INVESTMENT PLAN (New)  KOTAK SMART ADVANTAGE PLAN  KOTAK SAFE INVESTMENT PLAN 2  KOTAK CHILD ADVANTAGE PLAN  KOTAK SUKHI JEEVAN  KOTAK CAPITAL MULTIPLIER PLAN  KOTAK FLEXI PLAN  KOTAK RETIREMENT INCOME PLAN (UNIT-LINKED)  KOTAK RETIREMENT INCOME PLAN (NON UNIT-LINKED)  KOTAK COMPLETE COVER GROUP PLAN  KOTAK ETERNAL LIFE PREMIER SHIELD  KOTAK HEAD START ASSURE WEALTH  KOTAK HEAD START FUTURE PROTECT  KOTAK EASY GROWTH PLAN (1.25 TIMES)  KOTAK EASY GROWTH PLAN (5 TIMES)

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Traditional Plans: ENDOWMENT PLAN  KOTAK TERM PLAN

Kotak’s Product for Group Life Insurance: KOTAK SUPERANNUATION GROUP PLAN  KOTAK GRATUITY GROUP PLAN

Additional features; RIDERS, NOMINEES, LIFE GUARD

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

KOTAK SMART ADVANTAGE PLAN

Make every rupee work for your happiness In this policy, the investment risk in the investment portfolio is borne by the policyholder. Why should we invest in Kotak smart advantage? Every step in our life brings with it newel earnings. We are determined to make the best of it, so that we can look forward to a great future. How we shape our tomorrow depends greatly on how we build on our today. Kotak Life Insurance introduces Kotak Smart Advantage, a great combination of investment with insurance, to put our savings to work today. It is a market linked plan with 100% premium allocations helping us to accumulate wealth systematically, over the long-term. Kotak Smart Advantage is a great combination of investment with insurance designed to enable you to make the best use of your hard-earned money that puts you right ahead.

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Key Highlights •

Guaranteed returns of up to 275% of your first year premium at maturity.

•

Assured bonus additions at regular intervals during the policy term to enhance your fund value.

•

100% allocation of your premiums from second year onwards to maximize your earning potential.

•

A unique3 fund offering you the maximum Opportunity for growth.

•

Option to maximize protection your loved ones.

•

Tex Benefits to avail under 80 C and section 10 (10D) of the Income Tax Act, 1961

How does this plan work? Kotak Smart Advantage optimizes the return on your premiums paid through a smart mix of assured additions and 100%1 premium allocation.

Your

first

year’s

premium

contributes

towards

guaranteeing you an Assured Addition Advantage that boosts your fund value at regular intervals throughout the term of the policy. The

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Longer your premium paying term, the higher will be the value of the advantage. The Assured Addition Advantage is a powerful combination of two benefits: A. Fixed Advantage The Fixed Advantage benefit is an assured value guaranteed at the end of your premium payment term. This benefit is calculated as a percentage of your first year premium depending on the premium payment term chosen, provided your policy is in force and all premiums are fully paid up to date.

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B. Dynamic Advantage The Dynamic Advantage benefit is an assured bonus addition credited to your fund value at the end of every 10th, 15th, 20th, 25th and 30th policy year. This benefit will be calculated as a percentage of the average value of funds in the three years preceding the benefit allocation, provided your policy is in force and all premiums are fully paid up to date.

The Assured Addition Advantage lets you enjoy the benefits of a fixed assurance and a dynamic benefit directly linked to your fund value, to help you tread comfortably and swiftly towards your goals. Further, the plan makes your money work smarter for you through 100%1 premium allocation in each policy year from second year

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Onwards, in the funds of your choice. On maturity of your policy, you will receive the Fund Value and the Fixed Advantage benefit, provided your premiums are always fully paid up to date. The Dynamic Advantage benefit would have already been credited in the Fund Value at the specified intervals to accumulate more for you at the end.

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 What can you gain by investing in Kotak Smart Advantage? Smarter Avenues for Growth Smart investing is based on the fundamental idea of regular savings and the power of compounding, which is a great way to multiply your money. It makes small savings transform into jackpots if planned with a long-term vision and right investment fund options. Kotak Smart Advantage, with its power-packed and well-defined fund options, gives you unmatched benefits to maximise your earnings potential. Each of these funds is carefully crafted to suit your individual long-term needs.

You can distribute your investments across one or more funds based on your needs and goals, keeping in mind your time horizon and risk appetite.

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You also have the convenience of switching your monies between funds to balance your needs and risk appetite at different stages of life. Smarter Financial Protection for your loved ones Kotak Smart Advantage allows you to shoulder all your responsibilities to the fullest. In the unfortunate event of loss of life, your beneficiary will receive a life cover3 benefit equal to the higher of: • Basic Sum Assured; OR • Fund Value plus the Fixed Advantage benefit You have the flexibility to choose any multiple of your first year premium as the Basic Sum Assured according to your lifestage needs, subject to underwriting conditions. Smarter Savings to avail Tax Benefits You can avail of tax benefits under Section 80C and Section 10 (10D) of Income Tax Act, 1961. Tax benefits are subject to change in the tax laws. You are advised to consult your Tax Advisor

46

Eligibility – A Ready Reckoner

47

Plan Snapshot 25-year-old Dinesh realizes the benefits of astute financial planning and wants to save for the long term in a systematic way. He is looking for a plan that gives him the comfort that his savings are being put to work from day one and optimizes his growth potential in the long run. Dinesh has found the solution to his needs in Kotak Smart Advantage. Given below is an illustration of the benefits payable to him for an annual premium of Rs. 40,000 for a 30 year term with a guaranteed basic sum assured of Rs. 600,000:

48

Optimal Financial Planning In 5 Easy Steps Now that you are aware of the Kotak Smart Advantage details, here’s how you can structure your financial planning in 5 easy steps:

49

 KOTAK SAFE INVESTMENT PLAN II Kotak Safe Investment Plan II is a unit linked plan that combines

the

benefits

of

insurance and capital market returns into one. This plan from the

stable

of

Kotak

Life

Insurance is a true reflection of the

company's

essence:

innovation that will benefit the investor. What makes investing in Kotak Safe Investment Plan II truly unique is that you enjoy a Guaranteed Maturity Value on your investment, with varying degrees of equity exposure depending on your risk appetite. So, if the market value of your units is higher, you reap the benefits, with the peace of mind that whilst in a bear market your investment is under-pinned and safe by the Guaranteed Maturity Value. And there's more, the returns are totally tax-free*. Please note that in this policy, the investment risk in the investment portfolio is to be borne by the policyholder. However,

50

Kotak Life Insurance offers you a Guaranteed Maturity Value on this plan to safeguard against the downside risk of falling markets. Why should you invest in Kotak Safe Investment Plan II? Kotak Safe Investment Plan II is an ideal investment option: • If you have never invested in the equity markets, for the fear of loss of capital. With Kotak Safe investment Plan II, you need not worry about losing your capital as you have the downside risk protected by way the Guaranteed Value. • If you have been an investor in debt markets, you could switch a portion of your funds to equity markets via Kotak Safe Investment Plan II. The plan offers you the potential to earn higher returns with the safety net of a Guaranteed Maturity Value. • If you are an aggressive investor in equities, you could protect the downside risk in a bear market by investing a portion of your funds in the Kotak Safe Investment Plan II. What you are essentially doing is that while you enjoy equity returns, your money is protected from abysmal lows and market vagaries by way of a Guaranteed Maturity Value.

51

Key Features • Fund Options The capital markets offer a spectrum of investment options. Similarly Kotak Safe Investment Plan II has an entire range of fund options: For the risk averse we have the Guaranteed Gilt Fund and for aggressive investors, we offer the Guaranteed Growth Fund. With the expertise of Kotak backing your investments, we ensure that your risk profile and investment objectives are suitably matched. • Guaranteed Maturity Value Most investors who stay away from equity do so not because they do not want to earn higher equity linked returns but because they fear loss of capital. To protect their money from capital losses they invest in low return debt instruments. We, at Kotak Life Insurance, having understood this concern of our investors have developed a unique proposition of a Guaranteed Maturity Value, underpinning your investment in equity. This unique position arises from the fact that the plan offers an option to invest up to 80% in equity via the Guaranteed Growth Fund. On reaching maturity, the Company would pay out the Guaranteed Maturity Value or the market value of units, whichever is higher. Which means that when the markets are in a bull phase, you will enjoy the market linked returns delivered on your portfolio. However, in a bear 52

Market, your investment is still safe as you are sure of getting the Guaranteed Maturity Value. In a nutshell, “Bulls You Win and Bears You Win”. The Guaranteed Maturity Value applies where all premiums have been paid up-todate at maturity and will be reduce where partial withdrawals from the Main Account have been made. On maturity, you can withdraw the entire maturity proceeds and the policy would terminate. If the need is not immediate, you can just let the amount multiply or withdraw up to 50% of the proceeds. • Top-up premium Besides regular premiums, whenever you have excess money, you can invest it by way of top-up premiums, without any commitment to bring them again in the coming year (subject to a maximum of 25% of the cumulative premiums paid till that date). You can invest your surplus money across a combination of our Dynamic Funds and units bought from this amount will be held in separate Supplementary Accounts for each top-up. In the event of maturity or death, you would receive the market value of these topup units. Partial Withdrawals/ Surrender Kotak Safe Investment Plan II allows you early exit options through partial withdrawal of funds or complete surrender of the policy. With this plan, you can your access top-up amount in the investment after rd completion of the 3 policy year, with no penalty charges from year 7 onwards (subject to retaining a minimum balance of one annualized basic premium). You may access your

53

top-up Amount in the Supplementary Account for funds without any charges. The top-up premiums should complete a lock-in period of 3 years from the date of investing the top-up amount before you can access the investment. Withdrawals will be allowed only after the life insured attains the age of 18. The Guaranteed Maturity Value will be reduced to factor in the withdrawals made by you. • Limited Premium Payment If you wish to pay off all premiums over a short period of time, instead of the full term, we have the Limited Premium Payment option for you. This option allows you to pay off your premiums over tenure shorter than your policy term. Under this option, you can pay off your premiums over 3, 5, 6, 7, 10 or 15 years. • Death Benefit Life is uncertain and you would not want to take a chance when it comes to your loved ones. Depending on your existing life cover and he need you have, this plan allows you to choose your life cover - the sum assured on death: • High Cover: Policy Term x Annual Premium. • Low Cover: Greater of (5 x Annual Premium, 0.5 x Policy Term x Annual Premium).

54

In the event of unfortunate death, your beneficiary would get the sum assured (less any withdrawals made during the 2 years immediately preceding death) or market value of units in the Main Account whichever is higher. Plus, if you have invested any top-up premiums, then you would get back the market value of units in the Supplementary Account. After attaining the age of 60, all the partial withdrawals made after the age of 58, will be deducted from the Death Benefit. Where the life insured is a minor, the Death Benefit during the first 5 years of the policy term or below the age of 18, will only be the greatest of all premiums paid (excluding rider premiums) and the value of the units.

• Advantages • Enjoy unlimited upside from capital markets with a downside Protection guarantee on your maturity value • Flexibility in premium payment: Limited Premium Payment Option and Full Term payment option • Tax free* switching across fund categories • Increase contribution at will by way of top-up premium • Easy exit options

55

Charges Premium Allocation Charge There is an initial advice and distribution charge related to policy issue that is a percentage of the premium received. The net premium % invested in year 1 is 86% and from year 2 onwards is 96.5%. For topup premiums, the allocation will be 97.5%. Policy Administration Charge To meet the administration and support infrastructure cost, there is an administration charge recovered by liquidation of units. In the first year, the administration charge would be 7% of the annual premium, for premium up to Rs. 20,000. For portions of the premium over Rs. 20,000, the charge would be 3%. In subsequent years, for portions of premiums below and above Rs. 20,000 the charge would be 4% and 2% respectively. Fund Management Charge The fund management charge is towards managing your moneys efficiently, to earn you handsome returns and protect your downside risk. Annual Fund Management charge, adjusted in NAV is: • Guaranteed / Dynamic Money Market Fund - 0.6% • Guaranteed / Dynamic Gilt Fund - 1.0% • Guaranteed / Dynamic Bond Fund - 1.2% • Guaranteed / Dynamic Floating Rate Fund -1.2% • Guaranteed / Dynamic Balanced Fund - 1.3%

56

• Guaranteed / Dynamic Growth Fund - 1.5% Surrender / Partial Withdrawal Charge There is no surrender allowed in the first 3 policy years. Thereafter the charge is 3% in year 4, 2% in year 5, 1% in year 6 and 0% from year 7 onwards. No surrender charges apply to the Supplementary Account. Two withdrawals a year are free (including after maturity). Thereafter Rs. 500 per withdrawal is charged. Switching Charge The first four switches in a year are free. Rs 500 will be charged for every additional switch. Mortality Charge This is the cost of life cover and will be levied by cancellation of units on a monthly basis. Miscellaneous Charges The charges for alteration in policy contract (such as change in sum assured, change in policy term, change in premium mode, etc.) are Rs. 500/-. For premium redirection a fee of Rs. 100/- will be charged. Please note, in the event of experience being worse than expected, the Company reserves its right to impose charges not beyond the level mentioned below: • The Fund Management and Administration charges may be increased in future but only if a change takes place for all the participants in that Fund and on prior written notice to the policyholder.

57

• The administration charge will not be increased by more than 40% from the original level, for the first 10 years and 100% after 10 years. • The surrender charge on Supplementary Account may be increased to a maximum of up to 5% of the value of units after the third policy year. • The switching and withdrawal charges may be increased to a maximum of Rs. 1000.

Eligibility

58

 KOTAK CHILD ADVANTAGE PLAN "What is Kotak Child Advantage Plan?" The Kotak Child Advantage Plan is an investment plan designed to meet your child's future financial needs. It's a plan that gives your child the "azaadi" to realize his dreams. The plan is a participating plan with a 15-day free look period. "Who can avail of this plan?" HOW OLD DOES THE CHILD HAVE TO BE TO AVAIL OF THIS PLAN? FOR WHAT TERM CAN I AVAIL OF THIS PLAN? WHAT IS THE MAXIMUM SUM ASSURED ALLOWED UNDER THIS PLAN?

Minimum age - 0 years Maximum age -17 years 10 - 30 years Rs.25,00,000

59

"What are the advantages of this plan?" • On Maturity, you would receive the sum assured plus the bonus addition. Bonus addition is the amount in the Accumulation Account*, in excess of the sum assured. • The balance available in the Accumulation Account is invested in various financial instruments (as per IRDA regulations) so your money works hard to earn more for your child. • The Automatic Cover Maintenance facility ensures the policy remains in force even if you miss premium payments. This facility is available after the first three years of the Term. • You can take a loan against this plan, after the policy has been in force for at least three years. • You have the option of paying premiums quarterly, half yearly or yearly. • You have the benefit of a 15 day free look period. "What value-adds can you opt for?" You may avail of these value adds for a nominal premium at the time of taking the plan. The aggregate premium of the value-adds should not exceed 30% of the basic policy premium.

60

Life Guardian Benefit: In case of the unfortunate death of the premium payer, this benefit keeps the policy alive by waiving all future premiums on the policy.

Accidental Disability Guardian Benefit: In case the premium payer is permanently disabled as a result of accident, this benefit keeps the policy alive by waiving all future premiums on the policy.

Tax Benefit: Section 80C, 10(10D) of Income Tax Act, 1961 would apply. You are advised to consult your tax advisor for details.

"How does this plan work?" Mr. Sanjay Gupta is a 30-year-old professional and has a 6-year-old son. To secure his child's future, Mr. Gupta decides to buy the Kotak Child Advantage Plan. He wants to buy a plan with a sum assured of 5 lakh, term of 15 years, so that when the child is 21 years old, he has at least Rs.5 lakh to invest in his education/ career etc.

61

Mr. Gupta buys the Kotak Child Advantage Plan along with both the value-adds offered with the basic plan. Description KOTAK CHILD ADVANTAGE PLAN PREMIUM LIFE GUARDIAN BENEFIT PREMIUM ACCIDENTAL DISABILITY GUARDIAN BENEFIT

Premium 31,857 1,225 155

PREMIUM Total Annual Premium Paid

33,237

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"What happens in the event of death of the

life

insured?"

In the event of the unfortunate death of the insured during the term of the plan, the following would become payable: •

If the policy has been in force for five years or if the life insured is at least 18 years old, the beneficiary will receive either the Sum Assured or Accumulation Account whichever is higher, as on the date of death.

•

If the death occurs within five years from commencement of policy and if the insured is less than 18 years old, the death benefit would be either the total of all premiums paid so far or the surrender value at that time, whichever is higher.

"General exclusion" In case the life insured commits suicide within 1 (one) year of the plan, no benefits outlined in the plan would be payable. No claim under the Kotak Life Guardian Benefit would be admitted if, within one year of the date of issue of this policy, the premium payer commits suicide, whether being sane or insane at the time of committing suicide.

63

No claim under the Kotak Accidental Disability

Guardian

Benefit

would

be

admissible in the following circumstances: (1) The premium payer suffers from self-inflicted injuries, attempt to suicide, insanity, immorality, committing any breach of law or being under the influence of drugs, liquor etc. (2) Where the premium payer is engaged in aviation or aeronautics other than as a passenger on a licensed commercial aircraft operating on a scheduled route. (3) The premium payer suffers injuries from war (whether war is declared or not), invasion, hunting, mountaineering, motor racing of any kind, other dangerous hobbies or activities, or having been on duty in military, Paramilitary, security or police organization.

64

 KOTAK SUKHI JEEVAN Life is unpredictable, but the earlier you plan for your future, the more likely are you and your family to reap the rewards. Introducing ‘Sukhi Jeevan’, a long-term savings and protection plan from Kotak Life Insurance that allows you to plan for your changing needs at every step of life - be it saving for your kids, or your retirement. It helps you prepare for important milestones and, most importantly, it ensures your family is secure when life dishes up harsh misfortunes.

How does this plan benefit me? Savings for your needs You would have different financial needs to be met and investing small amounts in a disciplined manner will help you accumulate a sizeable lump sum. To structure a plan that is ideal for your needs, it is important for you to estimate the amount of lump sum required for your goals, i.e. the sum assured.

65

Based on this, you would have to set aside small amounts to have an accumulated lump sum. Enjoy bonuses Each year, the company would declare a simple reversionary bonus on the sum assured of your policy, from the surplus earned on its participating policy funds. The bonus, once declared, is guaranteed and would be paid on maturity of the policy or in the event of death. An interim bonus would be paid in case of a death claim during the course of the year. Also, if you have paid all your premiums regularly for 15 or more years, a terminal bonus may be paid by way of a reward for disciplined savings over the long-term. Help your kids reach their dreams, or enjoy your retirement On maturity, you will receive the sum assured along with all the bonuses declared on the policy. You are likely to require money as your children begin pursuing higher education and considering careers, marriage and family. As the years roll on, you may choose to cease working or slow down your business activities, and there may be expenses that need to be met. Since all these expenses come along at different times and in varying amounts, this plan allows you the flexibility to utilize your accumulated kitty in a phased manner after maturity. At the end of the term, you can withdraw the entire maturity proceeds and the policy would terminate.

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Provide protection along the way for your loved ones Provided the premiums are paid regularly, if you meet your unfortunate demise during the policy term, from the second year on, your beneficiaries will receive the full sum assured, along with the reversionary bonus declared and interim bonus, if any. In year 1, on accidental death, they will receive the sum assured plus bonus, and on natural death, return of the premiums paid (less any rider premium and extra premium). In case the life insured is a minor, the death benefit will be a return of premiums paid if death occurs within 5 years from the date of commencement or before attainment of age 18, whichever is earlier. Similarly, in the event of permanent accidental disability, installments will be paid out, should you select the Permanent Disability rider available at a small additional premium. The life cover will continue.

67

How do I apply for this plan? Step 1: Decide the total amount you require on maturity (sum assured). Step 2: Decide the term of the policy depending on the goals that you have in mind. If you would like to choose a term of 15 years, given below are premiums for a few combinations of age and sum assured.

Eligibility

68

Other terms Surrender On receipt of all the premiums for a period of at least 3 consecutive years, the policy shall acquire a guaranteed surrender value from that time on. The guaranteed minimum surrender value will be 30% of all premiums paid to date, excluding the first year’s premium and any other extra premiums. The Company may consider paying an enhanced surrender value, which will not be less than the guaranteed surrender value as stated above. Grace period There is a grace period of 30 days from the due date for payment of premium for the yearly and half-yearly mode, and 15 days for the monthly mode. Lapses Where the premiums for the first 3 policy years are not paid within the grace period, the policy together with the rider benefit, shall lapse from the due date of unpaid premiums. A lapsed policy can be revived within 2 years of the date of lapse by payment of arrears of premiums with interest and collection charges. After payment of 3 years premiums, if future premiums are not paid within days of grace and you have not opted for surrender, an extended risk coverage period of 2 years or up to the date of maturity, whichever is earlier, is

69

Provided by default. The benefit payable on death during this extended risk coverage period of 2 years is the sum assured plus any accrued bonuses, less any unpaid premiums due at the date of death. Paid up On receipt of at least 3 years premiums and after completion of 3 full policy years, you can elect to stop paying future premiums and make the policy paid up. The rider benefits will cease and the policy will cease to participate in future profits. The benefit payable on death, within 2 years from the date of the first unpaid premium, will be the sum assured plus any accrued reversionary bonuses up to the date of the first unpaid premium, less any unpaid premiums due at the date of death. This benefit of payment of sum assured will be available only if death happens during the 2 years following the policy becoming paid up for the first or second time during the policy term. If death occurs any time after the policy becomes paid up for the third or subsequent time during the policy term, only the reduced paid up value and vested bonuses will be payable. The sum assured will be reduced by a factor equal to the proportion of the number of premiums paid to the total number of premiums payable.

70

Policy revivals The policy may be revived within 2 years from the date of the first unpaid premium by making payment of the arrears of premiums with interest and collection charges. Any revivals after six months from the due date of unpaid premium will require production of evidence of good health. Loans Loans will be granted once the policy acquires a surrender value. The loan will be a maximum of 80% of the surrender value, available at a market related rate of interest. Interest will be compounded and payable semi-annually. Accidental death In the event of accidental death during the first year, the benefit will become payable subject to the following: 1. This benefit is in full force on the day of the accident. 2. The life insured has sustained any bodily injury directly and solely from the accident, which has been caused by outward, violent and visible means. 3. The death occurs within 120 days of the date of the accident due to such injury as stated above, solely, directly and independently of all other causes of death.

71

 LONG LIFE SECURE PLAN Both joys and successes come with

their

fair

share

of

uncertainties – uncertainties you constantly strive to insulate your family

from.

Protecting

your

family and ensuring their comfort has always been your primary concern and key responsibility. All responsibilities require careful planning; for yourself and your family, for the present and the future. Careful planning is all about the right investment strategy secured with appropriate protection - a necessary cushion to face the unexpected events of life. To ensure that your investments give maximum protection to secure your family’s future and their financial independence, we at Kotak Life bring to you the Kotak Long Life Secure Plus plan. It is a unit-linked plan that gives you the dual benefit of: • Fulfillment of your family goals without any obstacles

72

• Comfort

of

meeting

unplanned

events head on

Enhanced Protection for Your Family Superior Protection Life is uncertain, so when it comes to your family’s future, you would not want to leave anything to fate. Your absence is bound to leave an irreplaceable void in the life of your family. At such a trying time, Kotak Long Life Secure Plus can ensure that the dreams you aspired for your family, don’t remain unfulfilled. Moreover, it will assist in meeting the planned and unplanned financial obligations your family may face under such a circumstance. This plan provides you the following benefits1 on death of the life insured: •

100% of the Sum Assured paid out immediately

•

plus Fund Value

An additional “Lump sum Benefit*”, on death of the policyholder, equal to your outstanding premiums (i.e. basic premium x number of outstanding installments) is added into the policy fund. This corpus of the fund value and additional “Lump sum Benefit” would be available immediately or by way of equal semi-annual installments for 5 years (settlement option9).

73

Timely Protection Accidents are a harsh reality that no one can ever be prepared for. In the unfortunate event of a permanent accidental disability, all plans tend to go awry. However, in such circumstances, Kotak Long Life Secure Plus steps in as a complete protection plan. The additional “Lump sum Benefit” equal to your outstanding premiums (i.e. basic premium x number of outstanding installments) will also be paid by Kotak Life in case of a permanent accidental disability2 of the policyholder. This will ensure that your policy continues with an immediate lump sum addition into your fund account. The planned amount for your dreams continues to accumulate with no future premium payment obligations. In this way, Kotak Long Life Secure Plus ensures that neither you nor your family loses out on the benefits you had originally planned for. Boosted Protection Kotak Long Life Secure Plus offers you a range of options to ensure comprehensive protection throughout the policy term for your family against any eventuality. You can opt for additional rider benefits for protection against critical illnesses and accidental death. In case of a critical illness, a portion of the sum assured will be immediately made available to you and your family.

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Should an unfortunate accident lead to a sudden demise, an additional benefit would be paid out on opting for the accidental death benefit (ADB) rider.

Accessible Protection With costs being different for every need, the financial requirements for your family’s comfort would change from time to time. Kotak Long Life Secure Plus is designed in a way that it takes these changing needs and unfortunate emergencies into account. •

You can access your investments after completion of the 3rd policy year by way of partial withdrawals or surrender. There will be no surrender charges from year 11 onwards.

•

On maturity you can avail of the full fund value and the policy terminates OR selects the settlement option. Through this option you can elect to receive a percentage of the maturity proceeds in cash and the balance by way of pre-selected periodic installments, for up to 5 years after maturity (settlement period)9. All insurance cover will cease on the maturity date of the policy.

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Enhanced Protection for Your Growing Investments Protected Growth Economic stability is an important aspect to consider while planning for your family’s future security. After all, costs and needs only keep increasing as the years go by. This makes it important for your investments to grow alongside too. Equity exposure is essential to keep pace, but it Rquires you to keep a constant eye on the volatile market. Switching your money efficiently from one fund to another to balance risk and return is not an easy task. Understanding this, Kotak Long Life Secure Plus brings you the unique Dynamic Floor Fund, which allows you to enjoy the benefits of a rising capital market, but actively trims back your equity exposure during a slump, thus locking in your gains and shielding your savings from the market volatility.

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Eligibility – A Ready Reckoner

77

Illustration Mr. Dutt is a 35-year-old professional, working in a private organization. He lives with his dependent parents, wife and child. He is looking for ways and means of protecting his family and their future from unexpected vagaries of life. He also needs a plan that allows his hard-earned savings to grow, but with adequate protection - A plan that protects his family’s interests and goals, come what may. Mr. Dutt has the perfect solution in Kotak Long Life Secure Plus. Given below is an illustration of the benefits payable to Mr Dutt in different scenarios with a sum assured of Rs. 500,000:

Net yield (gross of mortality charges) at 6% investment return 4.59% Net yield (gross of mortality charges) at 10% investment return 8.50%

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Charges Premium allocation charges An allocation charge that is a percentage of the premium received is levied. The first premium will be allocated at the NAV12 of the date of commencement of the policy and the subsequent renewal premiums will be allocated at the NAV prevailing on the date of receipt of the premiums13. The table below gives you details of the percentage of premium invested in each policy year:

The Premium allocation after year 10 would be 100%. For Top up premiums, the allocation will be 99%.

79

Fund management charge (FMC) To manage your money efficiently, thereby enabling you to earn handsome returns, an annual fund management charge that is a percentage of the fund value, is applicable. Here are the details for your easy reference:

Administration charge A nominal flat fee of Rs. 75 per month in year 1 and Rs. 40 per month from year 2 onwards inflating at 5% every year is recovered by monthly deduction of units. Administration charges for annual premiums of Rs. 1 Lac and above are waived. The renewal administration charge at the prevailing level is re-instated where premiums are reduced below Rs.1 Lac. In ACM mode, the renewal administration charges will continue to apply at the prevailing level. Partial withdrawal charge Partial withdrawal is not allowed in the first 3 policy years. The partial withdrawal charge expressed as a percentage of the amount withdrawn is as follows : 5% in the 4th and 5th year, 2.5% from the 6th to 9th year, 1% in the 10th year and no charges thereafter. There is an additional charge of Rs. 500 per withdrawal for the third and subsequent withdrawal in a policy year.

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Mortality and Disability charge This is the cost of life cover, calculated as per thousand Sum at Risk (Basic Sum Assured + Lump sum Benefit) which will be levied by cancellation of units on a monthly basis. The indicative mortality charge per thousand sum at risk for a healthy individual will be:

Lifelong Security in 5 Easy Steps Now that you are aware of the Kotak Long Life Secure Plus details, here’s how you can ensure your family’s comfort and happiness in 5 easy steps.

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 KOTAK CAPITAL MULTIPLIER PLAN Kotak is the only plan of its kind that allows the return to be enjoyed beyond maturity. It is a kind of super endowment plan that offers the bonus every year, and also offers the facility to increase the investment and it also offers the facility to withdraw the money as when wants to over a 15 year period post maturity, apart from that additional life cover of 10%, which is over and above the life cover which has been opted. Other Features like surrender to the policy can be opted out of any medical urgency, following riders can be opted:· Preferred term Benefit · Accidental Death Benefit · Permanent disability Benefit · Critical Illness Benefit · Life Guardian Benefit · Accidental Disability Guardian Benefit

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

KOTAK ENDOWMENT PLAN

"What is Kotak Endowment Plan?" Kotak Endowment Plan is a protection plan that covers your life and at the same time ensures that your money does not lie idle. It invests a portion of your premium in financial instruments and ensures a considerable growth in savings. This is a participating plan (with profits). Who can avail of this plan?" HOW OLD DO YOU HAVE TO BE TO AVAIL OF THIS PLAN? FOR WHAT TERM CAN I AVAIL OF THIS PLAN? WHAT IS THE MAXIMUM AGE THAT THE PLAN CAN COVER YOU TILL?

Minimum age - 18 years Maximum age - 65 years 10-30 years 75 years

What are the advantages of this plan?" 1. On maturity, you would receive the sum assured plus the bonus addition. Bonus addition is the amount in the Accumulation Account*, in excess of the sum assured. 2. The amount available in the Accumulation Account is invested in various financial instruments (as per IRDA regulations) so your money works harder for you.

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3. The Automatic Cover Maintenance facility ensures the policy remains in force even if you miss premium payments. This facility is available after the first three years of the term. 4. You can take a loan against your policy, after the policy has been in force for at least three years. 5. You have the option of paying premiums quarterly, half yearly or yearly. You also have the flexibility to pay premiums through the full term of the policy or pay it for a fixed term of 3, 5, 7, 10 or 15 years. 6. You have the benefit of a 15-day free look period. "What value-adds can you opt for?" You may avail of the following value-adds for a nominal premium at the time of taking the plan, subject to the aggregate premium on all value-adds not exceeding 30% of the basic plan premium.

Term Benefit / Preferred Term Benefit: In the event of death during the term of this benefit, the beneficiary would receive an additional death benefit amount, which is over and above the sum assured. The maximum term benefit you can avail of is equal to the basic sum assured.

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Accidental Death Benefit: This benefit provides an additional amount (over and above the basic sum assured) to the beneficiary in the event of the accidental death of the life insured. The maximum cover available under this benefit is equal to the basic sum assured (subject to a maximum of Rs.10 lakhs). Permanent Disability Benefit: This benefit provides financial support in case of your permanent disability due to an accident. The amount payable is over and above the basic sum assured and would be paid out as an annuity. The maximum Permanent Disability Benefit that you can avail of is equal to the basic sum assured (subject to a maximum of Rs.10 lakhs). Critical Illness Benefit: This benefit can be taken with the basic life insurance policy to provide financial support in the event of medical emergencies. On the first occurrence of critical illness during the term of the policy, you would receive a portion of the sum assured to reduce your financial burden in this emergency. The maximum Critical Illness Benefit that you can avail of is equal to half the basic sum assured subject to maximum of Rs. 20 lakhs Life Guardian Benefit: This benefit can be availed of, only in a case where the life insured and the propose are two different individuals. In case of the unfortunate death of the propose, this benefit keeps the policy alive by waiving all future premiums on the policy.

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Accidental Disability Guardian Benefit: In case the proposer is permanently disabled as a result of an accident, this benefit keeps the policy alive by waiving all future premiums on the policy. This benefit is available also where the life insured is the proposer.

"How does this plan work?" Mr. Sanjay Gupta, who is 30 years old, decides to buy a Kotak Endowment Plan for a sum assured of Rs. 5,00,000 for a 20-year term for his wife, who is aged 28. Mr. Gupta decides to take the Life Guardian Benefit as a rider to the plan. He does this to provide enhanced security and protection to his wife. The annual premiums paid by Mr. Gupta are as follows Amount (Rs.) Kotak Endowment Plan Premium 22,552 Life Guardian Benefit Premium 1,106 Total Annual Premium Paid 23,658 What would be the payout maturity? On maturity Sanjay Gupta would receive the sum assured or Accumulation Account, whichever is higher. Assuming that the Accumulation Account grows at a rate of 6%, the payout on maturity would be Rs. 6,93,800. At a growth rate of 10%, the maturity amount payable would be Rs. 10,97,700.

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 KOTAK ETERNAL LIFE PLANS Kotak Eternal Life Plans are participating whole life plans that provide enhanced protection till the golden age of 99. The plans provide for a high cover at lower premiums, cash lump sum benefits at desired stage and a way to care

for

your

spouse

in

the

second

innings

of

life.

With guaranteed protection for life, opportunity to create wealth, and comprehensive cover options, these plans provide you with a perfect financial solution to suit your needs. "What can Eternal Life do for you?" • Provides you with lifelong protection which continues well beyond retirement to ensure that your loved ones remain secure, irrespective of the uncertainties in life. • Enables a high amount of insurance cover at affordable premiums which takes into account your growing responsibilities and keeps pace with your increasing needs. • Offers liquidity for planned and unplanned needs so that you have access to your money when you need it the most, adding to your comfort and security at important stages in life.

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"Why Eternal Life Plan?" •

Permanent and complete protection till your 99th birthday o

Insurance cover that extends well beyond 60-70 years, to protect your loved ones till you turn 99

o

Guaranteed Death Benefit till age 99

o

A complete protection package guarding you against risk of Death, Disability* as well as Critical Illness^

•

Adequate protection to meet your growing needs o

High amount of insurance cover that is almost 25-45 times the initial premium paid

o

Regular bonuses# that boost guaranteed death benefit to provide for higher protection during and after the premium payment term

•

Cash lump sum to fulfill your dreams o

A significant cash lump sum paid at the end of the premium payment term to secure your dreams (Bonuses# accumulated till the end of the premium paying term)

o

In case of emergencies, loan facility can be provided to help you tide through adversities.

•

Increased choice through a range of plan options o

Increasing Premium Option that keeps income and offers affordable protection from the start

o

A few years of premium payment (option to choose between 10-40 years) offers a lifetime of protection

o

Special rates for females and non-smokers (For Sum Assured greater than Rs. 10 lakhs)

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"How does the product work?" Step 1: Choose your life cover - the basic Sum Assured, based on your existing insurance cover and needs. Step 2: Decide the number of years you wish to pay premiums, based on your personal and financial goals. Step 3: Choose a plan from two unique variants based on premium option preference. Step 4: Receive a lump sum Cash Benefit at the end of your Premium Payment term. Step 5: Get guaranteed protection till your 99th birthday and enjoy the potential for additional bonus boosts to your life cover along the way!

Key Features: • Lifelong cover protection till age 99 with a few years of premium payment. • Higher Protection at affordable premiums • Complete safeguard against uncertainties of Accidental Disability# and Critical Illness^ • Lump sum Cash at the end of the premium payment term • Premiums that match your preference and lifestyle • Tax Benefits under Sec 80C and Sec 10(10) D.

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 KOTAK MONEY BACK PLAN "What is Kotak Money Back Plan?" The Kotak Money Back Plan not only covers your life, it also assures you a certain percent of the sum assured as cash payment at regular intervals of every 5 years. It is a savings plan with the added advantage of life cover and regular cash inflow. This plan is ideal for planning special moments like a wedding, your child's education or purchase of an asset etc. This is a participating plan

"What are the advantages of this plan?" • The plan not only covers your life but also provides you with a survival benefit payout every 5 years. • In the unfortunate event of death of life insured, the beneficiary would receive the death benefit. The death benefit keeps increases by 7% of the sum assured every year. • On maturity, you would receive the sum of the Survival Benefit, Bonus addition* and Guaranteed addition**.

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"What do you receive on maturity of this plan?" On maturity, you would receive the sum of the Survival benefit, Guaranteed addition and Bonus addition. The table below illustrates the survival benefit pay out for every Rs.1000 of sum assured. Survival Benefit Payouts (in Rs.)

15-year Plan Survival Benefit Guaranteed Addition 20-year Plan Survival Benefit Guaranteed Addition 25-year Plan Survival Benefit Guaranteed Addition

Payout for every Rs. 1000 Sum Assured 5th year

10th year

15th year

20th year

250 -

250 -

500 200*

200 -

200 -

200 -

400 300*

150 -

150 -

150 -

150 -

25th year

400 400*

*The Bonus Addition, if any, is payable over and above these benefits

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DIFFERENT METHOD OF MARKETING ADOPT BY KOTAK Using Brand name KOTAK and its effect can be seen as previously Kotak Life Insurance needed a name Old Mutual with its name but now people Kotak by the name of Kotak only not by the name of OM Kotak.

Kotak always expressed itself as always close to Customers with the help of:• Advertising • Merchandising • Corporate Stationery •

Tele Marketing is marketing the product through telephone. The most important aspect of Tele Marketing is COLD CALLING, HOT CALLING, and OBJECTION HANDLING.

•

Cold Calling means Calling to the unknown telephone number for the first time and that even without knowing the respondent.

•

Hot Calling means Calling to already approached person for the further response.

• Objection Handling means to handle the type of objection that may arise while calling.

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• That is what we have done in our Tele Marketing in our summer training. •

By different type of calling we used to generate the LEAD for the further business. CHANNEL MARKETING Distribution Network of Individual Life Insurance Business in India

Direct selling part includes Tele marketing through advertisements etc. Brokers are the one who can sell the insurance product of a lot of company and is appointed by the company but works for the individual and earn brokerage through company. Life Advisors is the name given to the traditional “Agent” which we often hear. Life Advisor is the one who can sell the insurance product of only one company and commission is what he earns in reference to the business provided by him.

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MARKETING STRATEGY OF ALL THE COMPANIES IS DIFFERENT BESIDES THE LOT OF SIMILARITY IN THE PRODUCTS. If we see the data then we will find that Kotak Mahindra Life Insurance has very less number of branches according to the latest data in annual report of 2006-2007 by IRDA, Kotak Mahindra Life Insurance has 75 branches, but the premium that they offer to Insurance Industry is 971 cores, and the number of life advisors are not much if we compare it to other companies so from where does this Premium is amounting this much, it shows that Kotak focuses on big business houses, i.e. they are much desperate for their business with elephant then humming birds. If we see the things in a different fashion then we will find that the Kotak is having the shield of Guaranteed Maturity Value which is the feature which a few company (Max New Year Life) has. No doubt the company is having a long list of the product with them. Variety is there as in the range of the product varies from Child product to retirement solutions, but there focus is in CHILD PLAN as their CHILD PLAN; KOTAK HEADSTART WEALTH ASSURE PLAN was a huge success.

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SWOT ANALYSIS Strength: • Money Power, which makes them ignorant about the gestation period • Brand image, business experience, and innovative products • The agents are very selectively chosen have excellent communication skills • Service quality, which is crux of their mission • Large network branches which is helped to customer for the payment • Strong and popular brand name.

Weaknesses • High targets for financial advisors and for the sales departments. • Many competitors in the market offer same product by the title difference the premium and offerings. • Sustainable to Rick associated with investment in money market. • Try to catch middle-lower level people also. • Lack of awareness about insurance among people • Less coverage in Rural Areas

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Opportunity • Huge market is laterally untapped; out of estimated 320 millions insurable markets only 20% of the population is insured. •

Health insurance and pension schemes, an estimated market potential of approximately $15 billion

•

Kotak Life Insurance should give the insurance coverage both to the parent and child so that their life could be covered in both cases. The Customer doesn’t mind paying some extra premiu7m for that.

• Fast growing economy.

Threats •

Players like bajaj and birla sun life with low premium for the similar plans Entry of many other private companies with equally strong experience and financial strength of foreign partners making the competition difficult and saturating the urban markets.

•

Current Govt. Policies do not encourages gross domestic saving. If the tax liability of the services class rises, the customer will have little money to invest.

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•

LIC has woken up from sleep and is following competitive strategies. Its huge surplus in life fund gives a capability to lodge price

war.

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RESEARCH METHODOLOGY SOURCE OF DATA Data’s are the useful information or any forms of document designed in a systematic and standardize manner which are used for some further proceedings. One of the important tools for conducting marketing research is the availability of necessary and useful data. Some time the data are available readily in one form or the other and some time the data are collected afresh. The sources of Data fall under two categories, Primary Source and Secondary Sources.

Primary Data-

the primary data was collected through the following

activities: Filled the Insurance Industry related questionnaire to managers of a select group of companies And Paper Conversation

Secondary Data- the secondary data was collected through the following: Online Research material of the Various Financial Institution directly or indirectly involved with Insurance Industry, Secondary Data used in External Source of Information Like internet, magazine, paper cutting.

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OTHER SOURCE  Information Sources Information has been sourced from namely, books, newspapers, trade journals, and white papers, industry portals, government agencies, trade associations, monitoring industry news and developments, and through access to access to more than 3000 paid databases.

 Analysis Method The analysis methods include the following: Ratio Analysis, Historical Trend Analysis, Linear Regression Analysis using software tools, Judgmental Forecasting and Cause and Effect Analysis etc.

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OBSERVATION & CONCLUSION • Kotak is spreading its channel of distribution •

75 was the number of branches that Kotak had it in 2006-2007 and their target is to open 135 branches till the end of the calendar year 2008.

•

Number of Life Advisor has increased over time. E.g. At the beginning of financial year 2006-2007, Kotak had 12,523 Life Advisors which turned to 24485 at the end of the end of the financial year 2007.

• Kotak focuses on large business house inspire of capturing the smaller business. •

Less action on tale-marketing and dependence on individual life advisors is much there.

•

Weak Infrastructure as there was hardly any place left open for the interaction with the customer.

• Too much work load on operations’ department • Lack of database on which work (calling) can be done. • High commitment of Sales Managers toward the work.

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BIBLIOGRAPHY 1. Money Outlook, 2008 edition 2. Marketing Management, Kotler & Keller 3. Principles of Life Assurance, IC-23 4. Practice of Life Assurance, IC-02 5. IC-33 6. IRDA Annual Report, 2008-2009

Websites:1. www.irdaindia.org 3. www.insuranceworld.com 4. www.findarticles.com 5. www.kotaklife.com

Special Thanks to: Wikipedia, the free encyclopedia.htm  http://www.google.com  http://www.economywatch.com/business-and-financial/IPO-industry

Other sources:1. The Economic Times 2. Blogs by admin

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