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Strategic Bancassurance Forum

Benefitting from bancassurance as the solution to the financial crisis by revisiting and mastering this winning strategy

The Gulf Hotel, Bahrain 11th & 12th April 2010

“To disregard the opportunity is equivalent to declaring defeat

The bancassurance scheme is a proven success internationally. This forum presents a remarkable opportunity where success stories and best practice solutions are presented on a ready platform for immediate and effective implementation.

Strategic Bancassurance Forum Benefitting from bancassurance as the solution to the financial crisis by revisiting and

Your Distinguished Chairperson:

Luc Metivier CEO Methaq Takaful Insurance Company

Featuring International Presentations by:

Peter Miller EVP, Head CIMBG Insurance Division CIMB Group Malaysia

Anand Pejawar Executive Director SBI Life Insurance India

Nadir Hassan Regional Sales Manager of Bancassurance & Wealth Management Faysal Bank Pakistan

Featured Speakers:

Nishant Singhi Global Head of Wealth Management & Products HSBC UAE

Shushmeet Trikha Head of Bancassurance & Retail Al Rajhi Bank

Manoj Kumar ACII, CPCU Executive Manager of Bancassurance Doha Bank

Noor Al Haji Assistant Manager – Personal Lines & Business Development Takaful International Co.

Bassam Semaan Senior Life Manager Arabia Insurance Cooperative Company

Rahul Sharma Head of Bancassurance Bank Muscat

Shyam Sankar Head of Bancassurance Allianz Takaful B.S.C.

This event is endorsed by the Chartered Financial Consultants and accredited with 12 CPE credits for all delegates who are members of the Chartered Financial Consultants

ISOFP members will receive 16 CPD accreditation points for full attendance at the

conference

Official Online Partner

Strategic Bancassurance Forum Benefitting from bancassurance as the solution to the financial crisis by revisiting and

Official News Site

Strategic Bancassurance Forum Benefitting from bancassurance as the solution to the financial crisis by revisiting and

Book and Pay

Book before 7th February 2010, pay only USD 2,095 Book before 7th March 2010, pay only USD 2,295 Book after 7th March 2010, pay full price USD 2,495

Featuring Half-day Workshop:

Streamlining the necessary bancassurance formulas to achieve product innovation and marketing excellence

Facilitated by

Vivek Kashyap Regional Sales Manager Canara HSBC OBC Life Insurance

Attend this informative event and gain practical insights into:

abreast

on

the

current

and

future

Keeping

development of

bancassurance in the region and abroad

Examining the challenges and opportunities faced by insurers and bankers both local and foreign

Capturing on the existence and rapid growth of bancassurance as a profitable business format

customer

database

through

customer

profiling and

Leveraging

behavioural analysis Applying proven multi-channel distribution and sales strategies in the Middle East market Matching your business development strategies with different product types offered Structuring a successful and long term partnership between bank and

insurer

*Early Bird & Group Discounts

Ask about our savings

Endorsers

Strategic Bancassurance Forum Benefitting from bancassurance as the solution to the financial crisis by revisiting and
Strategic Bancassurance Forum Benefitting from bancassurance as the solution to the financial crisis by revisiting and

Official Business Magazines

Strategic Bancassurance Forum Benefitting from bancassurance as the solution to the financial crisis by revisiting and
Strategic Bancassurance Forum Benefitting from bancassurance as the solution to the financial crisis by revisiting and
Strategic Bancassurance Forum Benefitting from bancassurance as the solution to the financial crisis by revisiting and

conferences

Day 1

Sunday 11th April 2010

  • 0800 Registration and morning coffee

  • 0830 Opening and welcome remarks from the Chairperson Revisiting the Bancassurance Concept

  • 0845 Session One – Keynote Presentation Assessing the vast growth potential of the bancassurance concept in the Middle East

Reengineering better strategies by delving into the key factors which motivate a bancassurance synergy

• Presenting the use and misuse of bancassurance synergy in the industry for future caution

• Highlighting the increase of insurance trend by presenting the relevant statistics

• Grabbing the head start by showcasing the main opportunities available in the bancassurance scheme

Shushmeet Trikha Head of Bancassurance & Retail Al Rajhi Bank

  • 0930 Session Two – Case Study Forming an effective pilot study in a bank’s vision of committing to Bancassurance: Examining cost implications

• Assessing the three development models – Distribution agreement, joint venture, full integration; and quantifying the best practices of these implementations

• Redefining the bancassurance model while adapting to the different phases of the economic cycle

• Effectively handling the introductory, transitional and full implementation stages of bancassurance to achieve desired outcomes

Manoj Kumar ACII, CPCU Executive Manager of Bancassurance Doha Bank

  • 1015 Morning refreshments & networking break

  • 1030 Session Three – Case Study Translating the bancassurance effectiveness to benefit both the bank and insurance organisations

• Setting up a successful model for the synergy which allows for a double win for both sides

• Investigating the impacts

of the bancassurance synergy on financial

institutions in the current turbulent market

Adopting the best products while improving the sales channels to the benefit of both parties

• Measuring the influence of various bancassurance projects undertaken in the banking sector while educating the workforce on the insurance market

Noor Al Haji Assistant Manager – Personal Lines & Business Development

Takaful International Co.

  • 1115 Session Four – Case Study Pinpointing the root cause of bancassurance complications by reviewing the bancassurance synergy

• Evaluating the importance of various individual interest when feeding the partnership

• Exploring

the

advantages

for

bancassurance model

the

two main stakeholders in the

• Choosing the right partner both from a bank’s and insurer’s point of view • Profiting from the bancassurance scheme by breaking into the premium market Peter Miller EVP, Head CIMBG Insurance Division CIMB Group

  • 1200 Prayer and networking luncheon

  • 1315 Session Five – Case Study Cultivating long term customer satisfaction by training and developing a skilled pool of sales representatives

• Enhancing the effectiveness of branch selling by properly qualifying the relevant staff to sell

• Appointing, and reiterate the reasons to appoint the right individuals from the bancassurance partnership to build a team of effective salespeople

• Equipping the staff with clear guidelines on selling and dealing with the customers in a long term basis

• Mapping various methods of implementing KPI and progressive benchmarks to further motivate the sales force

• Facilitating a proper framework to overcome conventional cross selling challenges

Nadir Hassan Regional Sales Manager of Bancassurance & Wealth Management

Faysal Bank Pakistan

Strengthening the Common Practice

  • 1400 Session Six – Case Study Realising the common compliance issues that may arise and clarifying the employees’ responsibility to the bancassurance unit

• Highlighting the general compliance issues that may arise in bancassurance operations and tackling them in the best suited manner

• Reconstructing the

compliance

practice

in

order

to introduce overall

improvements to enhance its speed and effectiveness

• Educating employees continuously on their role and responsibility to comply with bancassurance compliance to minimise general misconduct

• Ensuring quick response to common issues and risk mitigation techniques by the departmental heads

  • 1445 Afternoon refreshments & networking break

  • 1500 Session Seven – Panel Discussion Specifying the target market between Islamic and non-Islamic products in order to initiate effective market penetration

• Optimising on the potential for both Islamic and non-Islamic products in the Middle East market

• Recognising the difference of Takaful and non-Islamic products while taking into account the separate benefits for customers

Structuring the partnership in the most effective manner to cater to the widest market possible

Moderator:

Anand Pejawar Executive Director SBI Life Insurance India

  • 1545 Session Eight – Case Study Uncovering the key reasons for the lack of success in conventional bancassurance practice

• Reviewing the distribution channels available while avoiding the possibility of conflicts on a day to day basis

• Avoiding market and channel overlap through market segmentation

• Constructing a best fit cost effective solution to eliminate the common errors present in conventional bancassurance

Bassam Semaan Senior Life Manager Arabia Insurance Coorperative Company

  • 1630 Closing remarks from the Chairperson and end of day 1

Register Now Day 2 Contact Marketing at marcus evans Tel: +603 2723 6611 Monday 12th April
Register Now
Day 2
Contact Marketing at marcus evans
Tel:
+603 2723 6611
Monday 12th April 2010
Fax: +603 2723 6622
Email: justinel@marcusevanskl.com
0800
Morning coffee
1315
Half Day Workshop: Streamlining the necessary
bancassurance formulas to achieve product innovation and
marketing excellence
0830
Opening & welcome remarks from the Chairperson
Maximising the Potential of Bancassurance
Evaluating the recent trend of winning insurance products in
the Middle East region: Exploring best investment
opportunities
0845
Session One – Keynote Presentation
• Incorporating consumer lifecycle management and evaluating finances
required to channel into the most profitable products category
Pursuing international best practices to achieve operational
excellence in bancassurance
• Transforming current distributions channel to the best distribution channels
for the insurers to further enhance product development
• Tackling the constant changes of capital adequacy and product evolution to
achieve product innovation and practice effective customer service
• Devising the best product mixes in order to optimise current portfolio and
strength to expand customer base
Exceeding organisational expectations in product diversification by effectively
improving current distribution channels
Gaining the competitive advantage through continuous
product and marketing innovation
• Designing revolutionary product enhancements to cater to international
customers
• Reinventing the common Business Process Management concept to tailor all
business operations to ensure the end result are customer satisfactory
• Showcasing guidelines to effectively exceed your bancassurance partner’s
base requirements
Discovering new measures of product innovation while benefitting from long
term potential gains
Nishant Singhi Global Head of Wealth Management & Products
HSBC UAE
• Focusing
on
a
customer driven synergy
with the best services which
Bancassurance has to offer
0930
Session Two – Case Study
Adopting cost cutting measures by evaluating the feasibility
of integrating a complete and comprehensive bancassurance
model
• Revamping the commonly practiced communication flow in the hierarchy of
the partnerships to reduce red tape and further improve communication
channels
Boosting product sales by instilling customers confidence
during the recovering market
Justifying the importance of the synergy by utilising the power of distribution
• Capturing
the
opportunities
created
from
a
full-fledged centralised
• Justifying your products to overcome client doubts and reluctance to deal
with long term investments
bancassurance department
Leveraging existing core business platform in order to multiply revenue
streams
• Constructing the best product templates which effectively increases the
employee moral and confidence in product
• Revolutionising the idea that bancassurance is more than simply being a ‘one
stop shop solution’
• Proving the benefits of openly comparing and contrasting between various
theoretical schemes and the after sales service
Anand Pejawar Executive Director
SBI Life Insurance India
Attracting the public towards the idea of long term
investment opportunities and importance of insurance
coverage schemes by adopting marketing best practices
1015
Morning refreshments and networking break
• Effective market segmentation: Realising what the market really wants and
how to provide it
1030
Session Three – Case Study
• Ensuring customer faith by producing favourable products for long term
investment
Reinstating technology in the bancassurance scheme as a
powerful, yet feasible asset for the organisation
• Presenting a transparent and user-friendly product portfolio
• Quantifying the role of technology in bancassurance: Comparison to its
implementation in the banking industry
Transforming the product into a customer attracting magnet for more
effective closing and avoiding time wastage
• Evaluating the significance of ‘Service Orientated Architecture’ (SOA) on
bancassurance
Facilitated by:
Assessing the potential risks involved in the use of bancassurance technology
today
Vivek Kashyap Regional Sales Manager
Canara HSBC OBC Life Insurance
* Afternoon refreshments and networking break will be held at 1445
• Profiting
from
the
reach
of
technology and its
feasible methods of
implementation in the Middle East region
1630
Closing remarks from the Chairperson and end of conference
Shyam Sankar Head of Bancassurance
Allianz Takaful B.S.C.
About the Workshop Leader
1115
Session Four – Case Study
Presenting the necessary distribution challenges: The Bank
Muscat experience
Mr. Vivek Kashyap is currently the Regional Sales Manager of Canara HSBC
OBC Life Insurance.
• Determining the governors of the distribution model
• Successfully classifying and enforcing the distribution plan
• Exercising the need for required synergies with other distribution channels
• Conceptualising the scale up of the operation: A step by step assessment
• Formulating the necessary ingredients of the ‘chicken soup’ – The regulator’s
wish list
Rahul Sharma Head of Bancassurance
Bank Muscat
He possesses over a decade of retail sales experience in the Insurance, Banking &
Cross Selling sector. Vivek has worked with the best brands in India such as, Life
Insurance Corporation, State Bank of India, SBI Life, Max New York Life and
Canara HSBC Life ..
Mr Kashyap has played the key figure in establishing 3 new Insurance companies
in Bihar Orissa and Jharkhand which are SBI Life Insurance, Max New York Life,
and Canara HSBC Life. While at the State Bank of India, Mr Kashyap was Branch
Manager and worked closely with the Cross Selling Department (Responsible for
products related to Insurance, Mutual Fund & Cards which spans across the
whole of India).
1200
Prayer and networking luncheon
While at State Bank of India, Vivek was Branch Manager and worked closely with
the Cross Selling Department (Responsible for Cross Selling of Insurance, Mutual
Fund and Cards in India).
His most notable specialties cover Man Management, Team Building and Office
Administration and Training. He’s also proven his mettle in Tied Agency as well
as bancassurance and cross selling a variety of products. One of his tasks is in
maintaining relationships with a thousand over branches in the State of India and
Canara Banks which spread across Bihar Orissa and Jharkhand for insurance and
cross selling purposes.
marcus evans reserves the right to change the venue of, or speakers at the conference should circumstances require. © marcus evans

About the business partners

Why you cannot miss this event

Increasing the profit margins and eradicating losses are now top of the list of priorities for the Middle East financial industry. The financial crisis which had hit the region in 2008 have caused the industry to look very seriously into the concept of Bancassurance and new strategies which would focus on their current stance of leveraging themselves among the best in the business and regain the required margins set respectively.

The implementation of Bancassurance in other regions around the world has proven to successfully reap additional profits which in turn, further contribute to increase their distribution channels and expand their operations. Bancassurance has proven to be responsible for up to 30% of the overall profit margins for the top players who have implemented the scheme successfully. It is imperative for the financial institutions and those concerned to encourage the sharing of ideas and grab this opportunity to incorporate Bancassurance in overall operations for expansion of their customer base while tightening their grasp on the market.

The Strategic Bancassurance forum will reveal the best strategies implemented internationally, as well as further improvements and adapting the best schemes in the Middle East region. By attending this event you will learn from the best platform of international and local industry experts, who have been directly responsible for proven success in Bancassurance and beaten the odds by incorporating the correct process in setting up a working and effective system.

Who should attend

CEOs, CFOs, COOs, as well as Directors, Vice Presidents, Managing Directors, General Managers, Senior Managers and Heads of:

• Bancassurance • Alliances & Insurance • Priority Banking • Wealth Management • Retail Banking • Human Resources • Customer Relationship • Personal & Private Banking • Business Strategy & Development • Distribution • Product & Service Development • Sales & or Marketing • Information Technology

From across all financial institutions such as:

• Private Banks • Retail Banks • Retail Private Banking Arms • Investment Institutions’ Private Banking Arms • Fund/Investment Management Industry • Investment Banks • Life Insurance companies • General Insurance companies • Regulatory bodies • All relevant financial institutions associations

In-House Training Solutions

If you have a number of delegates with similar training needs, then you may wish to consider having an In-House Training solution delivered locally on-site. Course can be tailored to specific requirements.

For further details, please use the contact information given on the last page of this brochure.

marcus evans would like to thank everyone who has helped with the research and organisation of
marcus
evans
would like to thank everyone who
has helped
with
the research and
organisation of this event, particularly the speakers and their staff for their support and
commitment.

About the Endorsers

Chartered Financial Consultants is a professional designation specializing in corporate finance and business analysis promoted by the Institute of Financial Consultants. Email info@ifcphilippines.com for more information.

** Terms and conditions apply

The International Society of Financial Professionals (ISOFP) is a non-profit organization dedicated improving professional standards, career opportunities and networking opportunities for financial professionals worldwide. ISOFP offers its members special invitations to financial conferences, substantial discounts to events and professional certification through e-learning and classroom training programs. Certification programs are available for wealth management, retail banking, corporate banking, asset management, investment banking and insurance/risk management. ISOFP

is a US registered non-profit association with representative offices worldwide. For more information on ISOFP, please contact info@isofp.org

About the Official Business Magazines

Celebrating 10 years of publication, Gulf Business has remained the region's premier English-language business magazine. Gulf Business's country reports, landmark features and incisive analysis of business news reflects the local market like no magazine has done before. The definitive Middle East publication for meetings, incentive travel, conferences, exhibitions and events.

Middle East MICE & Events provides authoritative, informative and educational content for MICE bookers and event planners, hospitality industry professionals, venue managers, travel agents, airlines and government tourism departments. Catering for everyone from the secretary booking board meetings to leading multinational corporate executives, Middle East MICE & Events covers both in-bound and out-bound MICE business, with regular features including destination reports, what's new, people on the move and advice such as getting the basics right, site inspections and planners check-list. For more information, please visit: www.memicee.com

About the Official Online Partner

Zawya is an online business information and community platform focused on the Middle East. Headquartered in Dubai, Zawya has a global user base of over 350,000+ high-end business professionals. Zawya covers detailed information on the top 12,000+ companies in the Middle East with comprehensive live news coverage through the exclusive Zawya Dow Jones newswire service. Furthermore, the service provides industry news, macroeconomic reports, country statistics, stock market data as well as specialized databases such as IPO, Sukuk, Mutual Funds, Projects and Private Equity monitors.

In addition to subscription services, Zawya offers advertisers the ability to target the most affluent online audience with an interest in the MENA region. Zawya's online service caters to and attracts only serious professional users and decision makers as it has the only fee paying user base in the region. Visit us today at www.zawya.com

About the Official News Site

Maktoob.com was founded in the year 2000 as the world’s first Arabic/English email service. Since then, Maktoob has grown to become a full- service web portal, offering world-class communications and information tools that empower the Arab Internet user. Maktoob.com, the world’s largest Arab online community, offers everything from chat to discussion forums, from videos to music, from e-cards to mobile downloads, from news to the latest jokes and everything in between. Maktoob's main mission is to maintain and grow its position as the world’s leading Arab Internet portal by constantly offering its users a unique experience and by providing them with new services and products that encourage open communications and community building.

For more information about Maktoob, please visit http://www.maktoobgroup.com/maktoob_en.html

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Strategic Bancassurance Forum
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