With insurance penetration at a mere 3-4% across the region compared to to 30% in developed economies and often exceeding 50% in Scandinavian economies.
"Bancassurance has the potential to produce a quantum jump in the penetration of long term insurance markets in all MENA countries." *
However, while bancassurance in MENA is growing in leaps and bounds, industry professionals are still struggling to make the most of its potential. Optimal returns in this market are strongly based on creating efficient and profitable relationships between the insurers and banks, seamless integration and communication, customer-centric strategies and dynamic distribution planning.
Bancassurance MENA will bring together leading regulators, insurers, banks, consultants and IT providers, to identify market growth strategies as well as models to improve the returns and profitability of this growing channel.
Through industry analysis, global and local best practice sharing, in-depth discussions and networking, the two-day conference will focus on the latest regulations, trends and developments in bancassurance, product development and innovation, new technologies and approaches to creating better efficiencies. It will look at effective strategies and structures for banks and insurers to improve and create successful long term partnerships.
Booking open Available Pune Call Girls Shivane 6297143586 Call Hot Indian Gi...
Bancassurance MENA Summit
1. BOOK before 14 November
and SAVE US$ 1,398
17 – 19 February 2014 •
The Address Hotel | Dubai Mall | Dubai | UAE
Increasing Market Penetration Through Sustainable Partnerships,
Greater Efficiencies And Customer Centric Strategies
FEATURING LEADERS IN BANCASSURANCE INCLUDING:
H.E. Ebrahim Obaid Al
Zaabi
Director General
Insurance Authority
UAE
Ahmad Ali Al Mamari
Director, Financial &
Technical Regulations
Capital Market Authority
Oman
George Beatty
GM for Consumer & Elite
Banking
National Bank Of
Abu Dhabi
UAE
Gautam Duggal
Regional Head, Wealth
Management, Priority
& International Banking
- Africa, Standard
Chartered Bank, UAE
Syed Adil Rehman
Head Wealth
Management
Dubai Islamic Bank
UAE
Colin Harrison
Regional Insurance,
Retail Banking & Wealth
Management
HSBC Bank Middle
East, UAE
D.J. Sengupta
Regional Head Insurance,
Europe, Middle East &
Africa,
Citibank
UAE
Emad Louis
Vice President, Head of
Barclays Direct Business
Barclays
Egypt
GAIN INSIGHT INTO INTERNATIONAL BEST PRACTICE IN:
Establishing a robust
Progressing bancassurance in
Developing bancatakaful
distribution channel
corporate banking channel
Nur Ain Ramli
Vice President & Head of Wealth
Management Department
Bank Muamalat Malaysia Berhad
Malaysia
Jitender (Kumar) Nangia
Vice President & Cluster Head
HDFC Bank
India
sed
Key Themes To Be Discus
MACRO-ECONOMIC OUTLOOK: REGIONAL
REGULATIONS AND TRENDS
BUILDING SUCCESSFUL BUSINESS
MODELS AND PARTNERSHIPS
• Successful partnership creation and execution
• Aligning bancassurance with corporate strategy
• Ensuring bancassurance is a major revenue source
FUTURE OPPORTUNITIES
•
•
•
•
Opportunities and trends in Bancatakaful
Bancassurance for businesses
Need and scope for private pension plans
Next steps for affinity distribution channels
Hospitality, retail, health, NBF and others
Headline Sponsor
JG Shields
Head, Bancassurance
Absa Business Banking
South Africa
•
•
•
Regional trends in insurance and bancassurance
Regulatory considerations to improve penetration
Attractiveness of bancassurance in the Middle Eastern
economic and regulatory environment
IT’S ALL ABOUT THE CUSTOMERS
•
•
Maintaining customer centricity in
bancassurance schemes and needs-based selling
Creating innovative products to remain
competitive and attract new customers
CREATING SEAMLESS OPERATIONS AND
COMMUNICATIONS
• Manpower planning to ensure talented personnel
• Leveraging technology as a key driver profitable growth
• Achieving efficiencies throughout the bancassurance chain
Media Partners
www.iirme.com/bancassurance
Organised By
2. Successfully leverage bancassurance to increase
profitability, market density and customer satisfaction
With insurance penetration at a mere 3-4% across the region compared to 30% in
developed economies and often exceeding 50% in Scandinavian economies, “Bancassurance
has the potential to produce a quantum jump in the penetration of long term insurance
markets in all MENA countries.”*
Bancassurance MENA brings together leading regulators, insurers, banks, consultants and IT
providers, to identify market growth strategies as well as models to improve the returns
and profitability of this growing channel.
Why BANKERS should
attend.
Why INSURERS should
attend.
1. Learn proven strategies for
maximising growth and profitability in
bancassurance from the region’s largest
banks
2. Overcome challenges in growing
market density to ensure increased
effectiveness including manpower
training, product innovation, leveraging
technology and developing a strong
distribution strategy
3. Understand insurers’ perspectives on
how to develop a successful strategic
partnership and establish clear
guidance on goals, expectations and
processes
4. Discover how to evaluate and access
profitable opportunities through
regional and international case studies,
with focus on: Bancatakaful, Pensions
and Corporate Bancassurance
5. Examine current and future
Government policies and their impact
on bancassurance structures, alliances
and models
1. Discover how to fully harness
bancassurance to increase market
density and profitability by
understanding bankers’ requirements
and constraints
2. Learn how to develop strategic long
term alliances with banks and establish
effective working relationships to
become the preferred partner
WHO WILL YOU MEET?
45%
Banks
7%
IT/Solutions
Providers
5%
Reinsurers
4%
30%
Life and General
Insurers
5%
Professional
Service Providers
4%
Brokers
Regulators
GEOGRAPHICAL BREAKDOWN
3. Understand how to add value to
your proposition for bankers by
understanding what services they value
most to ensure growth in market share
4. Identify how banks can help foster
profitable opportunities with new
products and segments, with focus on:
Bancatakaful, Pensions and Corporate
Bancassurance
5. Examine current and future
Government policies and its impact on
bancassurance structures, alliances and
models
UAE
Bahrain
Qatar
Oman
KSA
Kuwait
Rest of MENA
38
24
13
13
4
2
6
WHAT’S HAPPENING AT THE BANCASSURANCE MENA SUMMIT?
INTERACTIVE FORMAT
An ideal forum to meet and exchange views
with leading figures from the banking and
insurance sectors through dynamic roundtable
discussions, panel debates and workshops.
THE IMPACT OF BANCASSURANCE ON
GROWTH
Business critical updates from the region’s
top bankers on the strategic importance of
bancasurance to the banking community,
including current provisions for bancassurance,
its growth trajectory and the measures that
need to be addressed to improve its profitability.
FOCUS ON MAXIMISING PROFITS
Spend an afternoon dedicated to evaluating
the viable models to increase the profitability
of bancassurance with focus on developing
strategic partnerships, customer centricity and
sustainable bancassurance models. Gain in-depth
knowledge of how the major players in the
region are ensuring that bancassurance is a
major source of revenue and understand how
to evaluate strategies for market growth.
PRACTICAL TOOLS FOR OVERCOMING
CHALLENGES IN GROWTH
Hear regional and international best practices to
ensure effectiveness and growth with an emphasis
on the region’s most prominent challenges,
including establishing a robust distribution
strategy, developing product innovation, training
manpower, leveraging technology and creating
effective working relations to create a seamless
customer experience.
FOCUS ON CUSTOMER CENTRICITY
Appreciate how to make bancassurance
successful and increase market density by
supporting customer needs, developing
products and processes with the customer
in mind, as well as training bancassurance
personnel on needs-based selling.
EXAMINATION OF OPPORTUNITIES IN
BANCASSURANCE
Consider other real opportunities in
bancassurance including bancatakaful, pensions
and corporate bancassurance through regional
and international case studies.
HOSTED NETWORKING
This exclusive opportunity will enable you to
gain valuable face-to-face time with leading
regulators, bankers and insurers. This is a quick
and effective way to expand your business
network and generate key contacts in the
industry.
REGULATORY PARTICIPATION
Understand current and future bancassurance
policies from regional regulators on
bancassurance and examine how they will
impact your growth strategies.
BANKERS’ PARTICIPATION
Recognise how the most influential bankers are
penetrating the market to help strategise your
own business model.
INSURERS’ PARTICIPATION
Get critical updates from MENA’s biggest
insurers on current and forecasted trends and
opportunities that you can profit from.
* World Bank, The Insurance Sector in the Middle East and North Africa: Challenges and Development Agenda, November 2010
3. PLUS!
Top Benefits Of Attending:
� Understand how to maximise growth and profitability from the
region’s most successful banks and insurance companies
� Develop a rigorous plan for market penetration, growth and
success by developing a customer centric approach and
ensuring service quality
� Get critical updates on insurance and bancassurance in the
region including products, volumes, rates and other trends to
identify new market opportunities
� Examine the impact of current and future policy on your
bancassurance partnerships, structures and models
TWO Post-Event Seminars
Dedicated To Improving
Bancassurance Market
Penetration In MENA:
Wednesday, 19 February 2014
A
B
� Discover the key elements to the success of strategic and
sustainable alliances between banks and insurance companies
Building competencies to
increase service quality, customer
satisfaction and growth
Conducting segmentation and
assessing consumer behavior to
drive customer satisfaction and
product innovation ventures
BOOK BEFORE
14 NOVEMBER 2013
� Gain valuable face-to-face time with leading regulators, bankers
and insurers to expand your business network and generate key
contacts in the industry
AND SAVE UPTO US$1,398
WWW.IIRME.COM/BANCASSURANCE
SPONSORSHIP OPPORTUNITIES
The Bancassurance MENA Summit is a unique opportunity to raise your company’s profile in the
largest gathering of decision makers in the banking and insurance communities. With the increasing popularity
of bancassurance along with limited customer penetration, bankers are keen to create preferred partners
in the region and learn about proven strategies and technologies that will enable them to capitalise on this
growing channel.
How can you get involved and what is in it for you?
99 Chairing the summit to increase your visibility
99 Hosting closed door by-invitation-only meetings with VIP speakers and guests
99 Presenting specific content-driven sessions based on primary market research with
bankers, insurers and regulators
99 Hosting panel sessions such as the regional regulators’ keynote panel, bankers’ market
opportunity session or the head to head session between bankers and insurers
99 Leading in-depth workshops gives you the opportunity to spend an extended amount
of time on solving critical problems and becoming the preferred thought leader in these
areas
99 Moderating think tanks and round table discussions gives you the ability to gain firsthand market intelligence from your potential clients and to answer their most pressing
questions
Increase your visibility in the market through:
99 Tailored speed networking: Ensure that you have plenty of time to meet and identify
the right people from the start of the event
99 Hosted daytime and evening receptions: An informal setting is a great way to meet and
interact with your target market
99 Launching reports and tailored research: Position yourself as a market intelligence and
strategy consultant by pre- at- and post-event
99 Focused branding pre- at- and post-event through established media partners as well as
branding on event collateral
+971 4 335 2437
+971 4 335 2438
register@iirme.com
To find out more please contact
Claire Ledward
on +971 (0)4 407 2792
or sponsorship@iirme.com
www.iirme.com/bancassurance
4. CONFERENCE DAY ONE
Monday | 17 February 2014
10:50 Speed-Networking: Expand your business network and
create a competitive edge
This exclusive opportunity is a quick and effective way to expand
your business network, generate key contacts and win new deals in
this critical sector.
08:30 Registration and morning refreshments
08:50 Chairman’s opening remarks
Evaluating The Business Case For Bancassurance
11:20 Morning refreshments and networking break
09:00 Regulatory Update: Developing robust regulatory
frameworks to improve bancassurance penetration and
customer protection across the Middle East
Maximising Profit: Strategic Models And Partnerships
• Understanding how regulators are developing a framework that will
support the sustainable growth of bancassurance
• Assessing the differences in regulations across the GCC countries
including legislation on market entry, pricing models, commissions,
licensing, qualification and training, customer protection, transparency as
well as process mapping
• Evaluating future policy development in the region
H.E. Ebrahim Obaid Al Zaabi, Director General, Insurance
Authority, UAE
Ahmad Ali Al Mamari, Director, Financial & Technical Regulations,
Capital Market Authority, Oman
09:40 Market Analysis: Reviewing products, volumes, rates,
density and other trends in the insurance sector
and distribution channels to identify new market
opportunities
• How is the insurance sector in the Middle East faring when compared to
international markets?
• What volumes are being insured and how is the market set to grow?
• Evaluating product movements in the region for life, non-life and
corporate insurance
• Assessing key developing trends in insurance distribution: Are some
channels progressing better than others for certain products?
• Focus on bancassurance: Market share, premium volumes, takaful,
insurance density and insurance penetration
10:05 The Bancassurance Opportunity: Creating the business
case for bancassurance in the Middle Eastern economic
and regulatory environment
The financial crisis and more stringent regulations have driven many
banks to refocus their strategy away from credit-based products to
other incremental growth areas such as insurance. Bancassurance
has therefore become of more strategic importance to the banking
community globally. This session will examine current provisions for
bancassurance, the potential growth trajectory of the channel, and
the measures that need to be addressed to improve its profitability,
directly from the region’s biggest players.
• Evaluating the impact of the financial crisis and increasing global financial
regulations on bancassurance worldwide
• Is bancassurance an attractive a revenue stream for the region’s biggest
players?
• Calculating the price of bancasurance: Potential revenue gains vs.
resources deployed
• What regulatory, strategic and operational improvements are required
to improve the financial performance of bancassurance in the region?
George Beatty, GM for Consumer & Elite Banking, National Bank
Of Abu Dhabi, UAE
Gautam Duggal, Regional Head, Wealth Management, Priority &
International Banking - Africa, Standard Chartered Bank, UAE
Ashish Sood, Deputy CEO, Retail & Private Banking, Ahli Bank,
Oman
Syed Adil Rehman, Head Wealth Management, Dubai Islamic Bank,
UAE
+971 4 335 2437
+971 4 335 2438
11:50 Arm’s-Length Vs. Strategic Alliances: Is there a need to
evolve from simple cross-selling agreements to strategic
alliances in order to successfully work together and
increase profitability?
Bankers and insurers go ‘head to head’ outlining their key criteria for
successful partnerships.
• Understanding the key success factors in creating a strong bancassurance
partnership
• Evaluating banks’ criteria for a good venture and partnership
• Examining the vision and distribution strategies of insurers and
benchmarks for a beneficial collaboration
• Creating a mutually beneficial relationship: Establishing effective
governance strategies to provide clear guidance on goals, expectations
and responsibilities
• Optimising the execution of the bancassurance partnership
D.J. Sengupta, Regional Head Insurance, Europe, Middle East &
Africa, Citibank, UAE
Colin Harrison, Regional Insurance, Retail Banking & Wealth
Management, HSBC Bank Middle East, UAE
12:30 Corporate Strategy: Aligning bancassurance with
overall corporate strategy and creating a sustainable
bancassurance structure to harness growth
• Identifying key building blocks required for successful bancassurance
growth: People, products and processes
• Key factors in creating a sustainable model for bancassurance in a bank
in an under regulated market: Customer centricity, segmentation, product
innovation, training, transparency, checks and relationships
• Not just a stand-alone department: Strategies for ensuring complete
integration of bancassurance with the wider banking team
• Building efficiencies in product innovations, sales, processes and
communications to ensure a seamless experience for customers
Colin Harrison, Regional Insurance, Retail Banking & Wealth
Management, HSBC Bank Middle East, UAE
13:10 Lunch and networking break
14:10 Paradigm Shift: Developing a customer centric ethos to
increase competitiveness, market share and penetration
Is it preferable to act as a simple distributor of insurance products
and gain commissions, or to take on the role of an advisor and
support consumer needs?
• Building the business case: Evaluating the potential gains of shifting to a
customer centric approach
• Gaining competitiveness in the market through customer centric
strategies in the Middle East
• Building long term value: Understanding your customers’ needs and
creating customer-centric approaches
• Creating a holistic value proposition and optimising the bank/insurance
partnership by putting the client at the centre
CASE STUDY
• How has bancassurance regulation changed over the last few years and
how do these changes impact bankers and insurers?
STANDARD CHARTERED CASE STUDY
Vimalendra Singh, Director, Priority Banking, Standard Chartered
Bank, Bahrain
CITIBANK CASE STUDY
D.J. Sengupta, Regional Head Insurance, Europe, Middle East &
Africa, Citibank, UAE
register@iirme.com
www.iirme.com/bancassurance
5. 15:10 Through interactive discussions these roundtables will enable you
to gain in-depth knowledge of creating sustainable business models
and partnerships for bancassurance in the region. This will enable
bankers and insurers to share partnership criteria, align business
models to ensure integration, and create strategies to increase
market share and penetration in bancassurance.
16:50 Developing bancatakaful into a dynamic distribution
channel to gain competitive advantage
Learn how to eliminate challenges in bancatakaful to establish it
as a profitable and sustainable programme from a global leader in
bancatakaful.
• Comparing and contrasting conventional and takaful bancassurance
models, as well as where synergies can be created
Choose ONE of the following roundtables:
1.
2.
Creating sustainable bancassurance models
3.
• Understanding how the Malaysian regulatory frameworks have impacted
the growth of Bancatakaful in Malaysia and what the international
community can learn from their example
Developing long-term strategic partnerships
Optimising customer centricity
• Assessing the volumes and critical mass required in creating profitable
bankatakaful channels
15:40 Afternoon refreshments and networking break
• Which business lines are doing well and why? Which lines will perform
best in the future?
Evaluating The Potential For Bancatakaful In
The Middle East
• Improving product innovation through customer segmentation as well as
ensuring proper training for effective service quality
16:10 Bancatakaful: Analysing the trends, acceptance and
potential of bancatakaful in the region
Nur Ain Ramli, Vice President & Head of Wealth Management
Department, Bank Muamalat Malaysia Berhad, Malaysia
• Evaluating the evolution and performance of bancatakaful in the region
• Why does bancatakaful remain a comparatively modest segment and
what can be done to increase customer uptake?
17:30 Closing remarks and end of day one
BOOK BEFORE
• Identifying and overcoming the biggest challenges in bancatakaful: Lack of
knowledge, customer acceptance, product innovation, differentiation and
distribution capabilities
1 4 NOVEMBER 2 013
• Which segments, geographies, channels and business lines have and will
deliver the greatest success?
AND SAVE UPTO US$1,398
WWW.IIRME.COM/BANCASSURANCE
CONFERENCE DAY TWO
Tuesday | 18 February 2014
Practical Tools In Overcoming Challenges To Growth
09:00 Working Together: Developing efficient and effective working
relationships between bankers and insurers to ensure profitable
growth
This panel will highlight how insurers and banks can co-operate
more actively by aligning their business strategies and day-to-day
workings to make bancassurance more efficient, effective and
successful.
• Uncovering how banks and insurance companies are different in their
vision and operating processes, as well as how they can create mutually
beneficial relationships
• Developing robust training programmes to empower personnel and
improve working relationships
• Ensuring a customer first focus across all aspects of the banker-insurer
relationship
• Developing winning strategies for bancassurance schemes, determining
product ranges as well as creating successful sales and marketing
approaches
• Delivering a seamless experience for customers: Leveraging technology,
improving turnaround times as well as refining communications and
servicing in bacassurance processes
Frederic de Melker, Head of Retail Banking Egypt, Emirates NBD,
UAE
Sreenath Manghat, Head, Bancassurance Products & Services Consumer Banking, Bank Muscat, Oman
Amol Shah, Business Head Bancassurance, First Gulf Bank, UAE
+971 4 335 2437
+971 4 335 2438
INTERNATIONAL
CASE STUDY
08:50 Chairman’s opening remarks
09:50 Profit Improvement: Establishing a robust distribution channel
to ensure that bancassurance is a major revenue source
• Examining the key elements for building a strong distribution framework:
People, product and channels
• Aligning sales channels to bring in increased returns
• Distribution mix: Targeting the right segments through the right channels
with the right products
• Developing needs-based selling and distribution in India
• Reinforcing quality rather than volumes: Incorporating governance and
checks to ensure that there is no mis-selling of products
Jitender (Kumar) Nangia, Vice President & Cluster Head, HDFC
Bank, India
10:30 Morning refreshments and networking break
11:00 Product Innovation: Creating innovative bancassurance
products to maintain competitiveness, attract new customers
and build customer loyalty
Non-traditional distribution approaches require special products
and servicing
• Understanding how banks can help insurers to detect customer needs
and gain their trust
• Assessing how customer requirements and criteria differ from the
products already on offer
• Evaluating which models can be used for customising and streamlining
products to suit customer requirements and increase penetration
• Ensuring further development to increase volumes and availability of
suitable and timely products
• Implementing and modifying global experiences in product development
and delivery to suit the Middle East
BANK MUSCAT CASE STUDY
Sreenath Manghat, Head, Bancassurance Products & Services Consumer Banking, Bank Muscat, Oman
FIRST GULF BANK CASE STUDY
Amol Shah, Business Head Bancassurance, First Gulf Bank, UAE
CASE STUDY
08:30 Registration and morning refreshments
register@iirme.com
www.iirme.com/bancassurance
6. CONFERENCE DAY TWO
Tuesday | 18 February 2014
12:10 Leveraging Technology: Utilising technology as a key enabler for
driving profitable growth in bancassurance
This session will examine how ICT can drive up efficiencies in
processes, create seamless communications between banks, insurers
and customers as well as increase product innovation and support.
15:10 Corporate Bancassurance: Assessing the advantage of
developing bancassurance in the corporate banking arena for
strategic growth
• Understanding the difference in the value proposition of corporate and
personal bancassurance
• Integrating bancassurance to processes and operations within banks and
insurance companies to increase profitability
• Assessing the advantages of offering corporate bancassurance for the
growth of a bank by increasing the value proposition being offered
• Creating a seamless flow of information between existing banking and
insurance technologies such as CRM, internet banking, financial planning
as well as other applications and bancassurance channels
• Evaluating key elements in developing a successful business
bancassurance: Processes, products and people
• Assessing why bancassurace for corporate clients is yet to become
commonly available in the market and what will make regional banks
offer this in the future
• Building reconciliation between banks and insurers and generating
transparency
• Achieving multichannel support and analysis including customer
intelligence, analysis and segmentation, product development speed,
along with information security
JG Shields, Head, Bancassurance, Absa Business Banking, South
Africa
15:50 Afternoon refreshments and networking break
Do you provide technology solutions that can
improve bancassurance processes?
If so, contact Claire Ledward on
sponsorship@irrme.com
12:50 Lunch and networking break
13:50 Manpower Planning: Building competency and effectively
managing your talent to increase bancassurance activities
With the lack of regulations on qualifications and training, it is
extremely important to build competency within bancassurance
professionals to ensure service quality, customer satisfaction and
profitability.
• Building competency: Developing a training programme to address
technical topics, product specific knowledge, segmentation and sales
techniques
• Incorporating knowledge management models including providing
periodic updates on global advancement in bancassurance
16:20 Thinking Ahead: Evaluating the scope and opportunities across
bancassurance and other alternative distribution channels
These roundtables are a critical chance for bankers to discuss future
opportunities to increase growth through bancassurance, and for
insurers to discuss how to create more affinity channels to increase
insurance penetration in MENA.
Choose ONE of the following roundtables:
1.
A View To The Future Of Bancassurance: What works,
what doesn’t, what can be changed and where are the
opportunities?
2.
The World Of Alternative Distribution Beyond
Bancassurance: What is the scope of hospitality, retail,
health, NBF and other affinity channels in the region?
17:00 Chairman’s closing remarks and end of Bancassurance MENA
Summit
• Making sure staff know what you expect of them: Accurately
communicating cultural and social norms, reporting lines, relationships
with insurers, allocation of responsibility and compliance processes
• Employing easy-to-understand systems to ensure root causes of
turnover are addressed
• Customising competitive benefits that fit your target staff’s needs and
reinforce service quality
Emad Louis, Vice President, Head of Barclays Direct Business,
Barclays, Egypt
Assessing The Viability Of Future Opportunities In
The Middle Eastern Bancassurance Market
14:30 Introducing Pensions: Evaluating the need and scope for
delivering private pension plans in the Middle East to drive
customer satisfaction
Pensions are not mandatory for most in the region. Is there a
need to introduce pension products; will it help increase market
penetration; is it viable; and how it will work?
• Evaluating whether private pensions have been successful globally and
understanding their potential in the region
• Assessing evolving customer behavior and which segments pensions
would appeal to
• Assessing whether introducing private pension plans will increase market
share without additional distribution costs
• Are insurers looking to modify current products or introduce new ones
that suit the region to benefit from this untapped market?
+971 4 335 2437
+971 4 335 2438
register@iirme.com
www.iirme.com/bancassurance
7. POST CONFERENCE SEMINARS
Wednesday | 19 February 2014
Our in-depth post-conference workshops are designed for both bankers and insurers to learn in-depth strategies
on how to create incremental growth and improve market density in the Middle East
SEMINAR A:
SEMINAR B:
Practical tools for building competencies
to increase service quality, customer
satisfaction and growth
Seminar A runs from 08.30 – 12.30, with lunch served afterwards. Registration
begins at 08.00
Due to the lack of regulations on required qualifications for bancassurance
sales staff, there is a dearth of high-calibre sales people with adequate
training in the MENA region. This shortage inevitably leads to the sale
of unsuitable products, which has a significant long-term impact on both
reputation and revenue streams for banks.
To ensure an adequately skilled sales staff and safeguard long-term customer
loyalty, banks must deliver structured development programmes for staff in
order to empower employees and reward professional development.
This half day workshop designed specifically for banks will provide
proven strategies and programmes for developing exceptional sales staff
including:
99 Setting expectations: Accurately communicating culture, reporting
lines, relationship with insurers and allocation of responsibility
99 Communicating compliance frameworks, checks and priority
99 Developing skill: Training on technical topics, product specific
knowledge, segmentation, sales management and sales techniques
99 Training Bancassurance staff to improve operations between the
insurance and banking arms
99 Customising competitive benefits that fit your target staff’s needs
and reinforce service quality
LEAD THIS WORKSHOP
Practical strategies for conducting
segmentation and assessing consumer
behavior in the current market to drive
customer satisfaction and product
innovation
Seminar B runs from 13.30 – 17.30. Registration begins at 13.00
The key to success in bancassurance is to be able to identify the
opportunities available in a bank’s customer base by offering the right
financial planning solution to suit the customer’s needs. A robust
segmentation model is imperative to get a better understanding of the
customers, anticipate their needs and thereby offer the right solutions to
them to generate more profit for your organisation.
This workshop will provide banks and insurers with tools to conduct
effective customer segmentation by:
99 Evaluating the role of segmentation for product delivery
99 Examining possible approaches to segmentation such as slicing, life
stage and event trigger approach as well as understanding what
works well in the Middle East
99 Tools to identify which segments to target with which products and
through which channels
99 Identifying a range of innovative customer propositions for
profitable segments to ensure differentiation
99 Assessing how segmentation can be a powerful tool for creating
customisation and product innovation
99 Incorporating segmentation into future distribution strategies to
provide a common understanding of the key needs and wants of
customers
Workshop Leader
Manoj Kumar, President & Managing Director, Bancassurance
Consultants Worldwide Limited, UK
Manoj is the President & Managing Director of BCWL, i.e. “Bancassurance
Consultants Worldwide Limited” headquartered in UK and specializing
in Bancassurance Products design with equal emphasis on protection
as well as wealth management. His career spanning 26 years includes
working as Head of Insurance Company, Head of Bancassurance and
Head of Product Development with Banks and Insurance Companies
across Europe, Middle East and India. He is also the CEO of MNK Re, a
reinsurance broking firm based in London which complements by providing
reinsurance support to various Bancassurance protection products.
If you are interested in leading this workshop, please contact
Claire Ledward
on +971 (0) 4 407 2792
or sponsorship@iirme.com
INDUSTRY INSIGHT FROM OUR SPEAKERS
Despite some of the insurance markets maturing in GCC,
bancassurance distribution is still in its nascent stages. In some of
the markets like Oman, bancassurance is the way forward as it’s not
sustainable for any insurers to build its captive distribution considering
the huge landscape. I foresee insurers taking a more holistic approach
in the Middle East. Insurers would move away from a pure distributor
model to integrated holistic bancassurance models that manage the
Sreenath Manghat
Head, Bancassurance Products relationships effectively. Bancassurance will also expand from the
& Services - Consumer Banking traditional branch banking model to multi-channel/multi product
BankMuscat, Oman
distributions like telemarketing, digital and other alternate channels.
Syed Adil Rehman
Head Wealth Management
Dubai Islamic Bank
UAE
Bancassurance is practically a new concept
within the region and the potential for
growth over the next five years is immense.
The Bancassurance market in the GCC is
estimated to grow to US$ 1.2 billion by
2016. The key to this growth will be to
offer customers a whole range of insurance
solutions to suit their diverse needs.
+971 4 335 2437
+971 4 335 2438
JG Shields
Head, Bancassurance
Absa Business Banking
South Africa
Africa is one of the world’s
fastest growing economies. We
have to acknowledge the role
risk mitigation programs will
play to support a sustainable
growth profile. Bancassurance
will be a core instrument
in this program and will
subsequently grow equally fast.
Bancassurance is the backbone of any bank
from the perspective of an additional revenue
source. It is usually a stable and scalable
model, which grows with both organic and
inorganic growth of the bank.
It gives insurance companies a large
Jitender (Kumar) Nangia
Vice President & Cluster Head institution to work with, which reposes faith
HDFC Bank
in masses and enhances sales/reach further.
India
register@iirme.com
www.iirme.com/bancassurance
8. 17 – 19 February 2014
The Address Hotel | Dubai Mall | Dubai | UAE
Five Easy Ways To Register
+971 4 335 2437
+971 4 335 2438
register@iirme.com
IIR Holdings Ltd.
P.O Box 9428, Dubai, UAE
www.iirme.com/bancassurance
AZ3032
Please þ the session/s you wish to attend:
17-18 February
GROUP DISCOUNTS
AVAILABLE
19 February
¨ Conference
¨ Seminar A – AM
¨ Seminar B - PM
CALL: +971 4 335 2483
E-MAIL: a.watts@iirme.com
Super Early Bird
Book by
14 November 2013
Early Bird 1
Book by
5 December 2013
Early Bird 2
Book by
16 January 2014
Final Price
Book from
16 January 2014
onwards
Conference fees include documentation,
luncheon and refreshments. Delegates
who attend all sessions will receive a
Certificate of Attendance by email.
Conference & 2 Seminars
$3,099
$3,299
$3,499
$3,699
Conference & 1 Seminar
$2,499
$2,699
$2,899
$3,099
Conference Only
$1,899
$2,099
$2,299
$2,499
Seminar Only
$699
$799
$899
$999
All registrations are subject to our
terms and conditions which are
available at www.iirme.com/terms.
Please read them as they include
important information. By submitting
your registration you agree to be
bound by the terms and conditions
in full.
DELEGATE DETAILS
First Name:
Surname:
Job Title:
Company:
Address:
Postal Code:
Country:
Tel:
City:
Mobile:
Fax:
Email:
PAYMENTS
A confirmation letter and invoice will be sent upon receipt of your registration. Please note that full payment must
be received prior to the event. Only those delegates whose fees have been paid in full will be admitted to the event.
AVOID VISA DELAYS – BOOK NOW
EVENT VENUE:
CANCELLATION
ACCOMMODATION DETAILS
If you are unable to attend, a substitute delegate will be welcome in your place. Registrations cancelled more
than 7 days before the Event are subject to a $200 administration charge. Registration fees for registrations
cancelled 7 days or less before the Event must be paid in full. Substitutions are welcome at any time.
We highly recommend you secure your room reservation at the earliest to avoid last minute
inconvenience. You can contact the IIR Hospitality Desk for assistance on:
Tel: +971 4 407 2693
Fax: +971 4 407 2517
Email: hospitality@iirme.com
All registrations are subject to acceptance by IIR which will be confirmed to you in writing.
Due to unforeseen circumstances, the programme may change and IIR reserves the right to alter the venue
and/or speakers or topics.
MR/AS
FN
INVESTMENT
D
The Address Hotel, Dubai Mall, Dubai, UAE
Tel: +971 4 438 8888
N
Delegates requiring visas should contact the hotel they wish to stay at directly, as soon as possible.
Visas for non-GCC nationals may take several weeks to process.