Ch 11: General business environment, 1 Flashcards

1
Q

Summary Card

A
  • Distribution channels - general
  • Insurance intermediaries
  • Tied agents
  • Own salesforce
  • Direct marketing
  • Influence of distribution channel
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
2
Q

Discuss the propensity to purchase products

1.2.2

A
  • Depends on inclination of PH & power of insurer to sell.
  • Power= knowledge + info
    • Imbalance bet buyer and seller.
    • Creates opp to exploit PH. => regs prevent this
  • Insurer risks selling products that dont MCN
    • Lapse risk, Persistency, Reputational
    • Min risk by clear policy wording, ensure behave professionally.
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
3
Q

List the factors in the general business environment which affect a life insurer’s business (8)

Another useful acronym from CA1/ARM

(CREATE GREAT LISTS)

A

DERLF PEP

  1. Distribution channels used and their impact
  2. Economic environment
  3. Regulatory contraints/opportunities
  4. Legal environment
  5. Fiscal regime
  6. Propensity of consumers to purchase products
  7. Expenses and commission
  8. Professional guidance

Useful CA/ARM list for the external environment within which insurer’s operate

  • Competition & the underwriting Cycle
  • Regulation
  • Environmental & Ethical considerations
  • Accounting standards
  • Tax
  • Economics (interest rates, inflation, economic growth, exchange rates)
  • Governance (corporate)
  • Risk management (operational, credit, market)
  • Experience from overseas
  • Adequacy of capital and solvency requirements
  • Trends (demographics
  • Lifestyle
  • International practice
  • Social trends
  • Technological changes
  • State benefits
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
4
Q

List 4 distribution channels used by life insurance companies

A
  • Insurance intermediaries/independant financial advisors
  • Tied agents
  • Own salesforce
  • Direct marketing
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
5
Q

Describe insurance intermediaries (5)

How they work (3)

How they are remunerated (2)

Who initiates the sale (1)

A
  • Salespeople act indpendantly of any insurer
  • Aim to find contract that best meets clients’ situation/needs (premium and benefits)
  • Provide expertise and time to find right product.
  • AKA: independant financial advisors and insurance brokers
  • Remunerated via
    • commission pmts from companies whose products they sell
    • fee from clients
  • Sales often client-initiated, however, can also promote themselves e.g. initiating periodic reviews
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
6
Q

Describe tied agents

How they work (3)

How they are remunerated (1)

Who initiates the sale (1)

A
  • Work solely on behalf of one or several insurers i.e. offer clients only products of those companies
  • Where tie is to multiple companies, sometimes product ranges are mutual exclusive, but often overlap
  • Typically employees of bank or other similar financial institution
  • Remunerated via commission pmts or salary plus bonuses by companies to which they’re tied
  • Sales often client-initiated, but tied agents may actively engage in selling.
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
7
Q

Describe an insurer’s own salesforce

How they work (1)

How they are remunerated (1)

Who initiates the sale (1)

A
  • Usually employees of insurer and only sell products of that company
  • Remunerated by commission and salary or mixture of both
  • Usually the salesperson initiates the sale, making use of client lists or purchased leads (however, client my initiate any further sales)
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
8
Q

List 4 forms of direct marketing

A
  • Internet selling
    • useful for without profits contract (simple)
    • quote online
    • apply online
  • Press advertising
    • short application form
    • give telephone number or address
  • Telephone selling
  • Mailshots (promotional/advertising letters sent in batches)
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
9
Q

State 3 features of life insurance contracts that will be affected by the distribution channel used

A
  • Contract design
  • Contract pricing
  • Demographic profile
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
10
Q

State how the choice of distribution channel can affect contract design (3)

A
  • Higher clients’ financial sophistication, greater possible complexity
  • Products sold via direct marketing may be less complicated than products sold face to face
  • Insurer using multiple distribution channels may sell different versions of same product, varying by channel
  • Policy should appear simple even when it is not
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
11
Q

State how choice of distribution channel can affect contract pricing

Underwriting level (4)

Need for competitive pricing of contracts (5)

Other aspects impacting competitive terms (4)

Assumptions (3)

A
  • Effect of demographic assumptions through underwriting
    • underwriting level should reflect demographic assumptions used in pricing
    • strict underwriting for intermediaries
      • intermediaries reprsent client’s best interests, may thus encourage anti-selection
      • customers likely high net worth => higher insurance cover
      • prices need to be competitive
    • low underwriting: low sum assured;+> direct marketing
    • overly complicated underwriting = barrier to entry
    • Withdrawal rates dep on level of fin soph, initiation of sale, MCN
  • Effect of need for competitive terms wrt price of contract (ITOD)
    • intermediaries recommend most competitive option
      • other things being equal, commission may be distinguishing factor, if market unregulated, offer more of this
    • tied agents should not damage good name
      • products should be reasonably competitive, however there’s no direct comparison (as tied to particular company’s prods)
    • own salesforce not usually in competitive position
      • e.g salesperson correctly recommends 15 yr-term assurance, but client may not shop around for better/best deal
    • direct marketing depends on target market
      • for financially sophisticated (e. financial paper) terms will need to be compeitive, less so for less financially unsophisticated
  • Sales also depend on
    • innovative features/attractive options
    • complex prods difficult to compare
    • savings products compete on investment performance too
    • compeition on customer service/admin support
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
12
Q

How might choice of distribution channel used affect the demographic profile of contracts sold?

(1,4)

(1,1)

(1,1)

(1,1)

A
  • Different distribution channels would attract diffferent demographic profiles differing by
    • Financial sophistication
    • Income:
      • Mortality/Lapse experience: correlated with income/financial sophistication
  • Creates class selection
    • People can be classified by charac that affect mort experience.
    • Tgt mkt of dbn channel => effect experience eg smokers
  • Independent intermediaries
    • more sophisticated customers, wealthier on average than public, will tend to seek out advice to managing more complex finaicial affiars
  • Tied agents
    • variety of people differeing incomes/financial sophistications, certain minimum level implied by having bank account
  • Direct marketing e.g. downmarket tabloid newspaper
    • leas financially sophisticated, relatively low income levels
  • withdrawal affected by financial sophistication: customers having buyer’s guilt
    • unsophisticated customer more likely to do this, as hasn’t done research, or through deliberate mis-selling => lapses
How well did you know this?
1
Not at all
2
3
4
5
Perfectly