bancassurance agenda_ final version

Global Bancassurance& Alternative Distribution Channels Conference

Theme: “Looking into the future of Bancassurance”

MAIN TOPICS TO BE ADDRESSED:• The Emerging Trends of Alternative Distribution from a Regional and Global Perspective• The Future of Bancassurance in Emerging and Matured Markets• The Key Issues in Managing and Controlling Multiple Alternative Distribution Channels• The Role of Bancassurance in Distribution of Insurance Products• Best Customer-Centric Practices In Insurance distribution

21st & 22nd May, 2015 Prague, Czech Republic

Bronze Sponsor Media Partners

Alan LeachDirectorFinaccord Ltd., UK

Mihkel MandreHead of Business Development,Member of the BoardSwedbank Life Insurance SE,Estonia

Gueorgui Tzvetanov-MeyerSenior Bancassurance ManagerERGO International, Vienna

Lisa ForsheyHead Business BancassuranceBarclays, South Africa

Speakers Chairman

Haluk OngorenProject ManagerAcerPro, Turkey

Roumen GalabinovRegional DirectorIUC Insurance & ReinsuranceBroker, Turkey

Rakesh SudhakaranHead of BancassuranceAffinity & Partnerships – Middle EastZurich Insurance, UAE

Bugra BalabanProject Manager AcerPro, Turkey

Patrick AbelaGlobal Business Development ManagerAXA, France

Piotr CzublunAttorney of LawCzublun Trebick, Poland

Clemens GantarHead of Product MarketingRaiffeisen Versicherung, Austria

Amol ShahHead of Personal BankingNon-Lending ProductsFirst Gulf Bank PJSC (FGB), UAE


Theme: “Looking into the future of Bancassurance”

Although there exist countless alternative distribution channels today, Bancassurance stands out when it comes to finding creative ways to optimize the distribution of insurance products.

The concept of Bancasurance is significantly gaining popularity around the globe. Bancassurance focuses on creating value by identifying, monitoring, adapting customer-centric approach and above all establishing a strong partnership between banks and insurance companies for their mutual benefit.

The aim of the two-day Global Bancassurance & Alternative Distribution Channels Conference is to analyze the latest business opportunities and innovative solutions in Bancassurance and alternative distribution channels by listening to expertsfrom Banks and Insurance industry. The event will also forecast the future of Bancassurance to enable both banks and insurers to be proactive and stay on top of their business.

Who Should Attend:• Top executives: Presidents, VP’s,

CEO’s, COO’s, General Directors/Managers• Bancasurance Directors/Managers• Heads of Bancassurance• Heads of Distribution Channels• Sales and Marketing Directors/Managers• Life & Non-Life Product Directors/Managers• Heads of Business Strategy• Business Development Officers• Insurance Regulators• Underwriters• Customer Relationships & Segmentation

Target Audience:• Banks• Life & Non-Life Insurance companies• Solution providers• Consultants

Corporate ParityTel: +420 228 881 189 Email: [email protected]

www.corporateparity.com

Day one 21st May 2015Theme: “Looking into the future of Bancassurance”

08.30 Early Coffee and Registration08.55 Opening Address from the Chairman1. EMERGING TRENDS IN BANCASSURANCE & ALTERNATIVE DISTRIBUTION CHANNELS09.00 Case StudyGlobal Trends in Distr ibution Systems Used for Insurance• Defining the distribution universe for insurance products

- traditional channels; non-traditional channels; channels and interfaces.

• International perspectives in insurance distribution - bancassurance; car dealers and manufacturers; mobile phone network operators; retailers.

Alan Leach - DirectorFinaccord, UK

12.20 LUNCH TIME13.40 Case StudyThe Benefits of a Bancassurance Partnership for the Bank• Evolution of financial services industry• Delivering the full financial proposition through a

Bancassurance partnership• The benefit of Bancassurance to the BankLisa Forshey - Head Business BancassuranceBarclays, South Africa

14.20 Case StudyBancassurance Poland – how the regulator has changed the market?• The market overview• New regulations implemented by KNF (The Polish Financial

Services Authority)• New bancassurance models established by the market• The future of the bancassurance in Poland – is there still a

place for new players• The Polish case – warning for another marketsPiotr Czublun - Attorney of LawCzublun Trebick, Poland

10.20 Networking Coffee Break2. BEST STRATEGIES IN CREATINGSUSTAINABLE DISTRIBUTION CHANNELS10.50 Case StudyEnhancing Distribution Channels• Current banking sales-channels for insurance-products• Which products fit which sales-channel• Different sales-approach related to the sales-channel• Future banking sales-channelsFinaccord, UK

11.30 Round Table Panel DiscussionThe Future of Bancassurance in Emerging and Matured Markets• Factors Contributing to the Growth of Bancassurance• Regulatory Perspective• What does the Future hold for Bancassurance

16.20 Case StudyThe Role of Bancassurance in the CEE countries• Banking market potential• Main challenges for insurers and banks• Trends of customer perception• Questions & AnswersGueorgui Tzvetanov-MeyerSenior Bancassurance ManagerERGO International, Austria

17.00 Chairman’s Closing Remarks End of the Conference!!!18.00 Tour around Prague

15.00 Networking Coffee Break15.30 Round Table Panel DiscussionHow Insurers, Brokers and Agents Can Win Together in a Multi-channel Insurance Market• The role of brokers in today’s multi-channel environment• Brokers: Offering services beyond insurance sales• What lies in the future for brokers?• How to keep a good sales agent

GatewayPro and BancassurancePro• GatewayPro is gateway system that integrates insurance

companies with banks, insurance agencies and brokers.• BancassurancePro is a web based online comparable

insurance platform for banks which minimize the process of the operation of Quote and Policy


Bugra BalabanProject ManagerAcerPro, Turkey

Alan LeachAmol Anil Shah

Eser Karaismailoglu

Alan LeachEser Karaismailoglu

Gueorgui Tzvetanov Roumen Galabinov

Rakesh SudhakaranAbela Patrick

Clemens Gantar - Head of Product MarketingRaiffeisen Versicherung, Austria

9.40 Case Study



Day two 22nd May 2015Theme: “Looking into the future of Bancassurance”

08.30 Early Coffee and Registration08.55 Opening Address from the Chairman3. GIVING ATTENTION TO THE CUSTOMER09.00 Case StudyBest Customer-Centric Practices in Insurance distribution• How to optimize the bank-insurance partnership by putting

the client in the center• Client data sharing- are there any challenges?• Taking the focus from the products and placing it on the

customer• Understanding your customer needs and expectationsPatrick AbelaGlobal Business Development Manager AXA, France

10.30 Networking Coffee Break4. TRADITIONAL VS. ALTERNATIVEDISTRIBUTION CHANNELS

11.00 Case StudyInsurance Distribution in Bulgaria• Insurance brokers distribution• Insurance agency network distribution• Alternative distribution channels- banks, supermarkets,

petrol stations and othersRoumen GalabinovRegional DirectorIUC Insurance & Reinsurance Broker, Turkey

12.30 LUNCH TIME

14.00 Round Table Panel DiscussionWhat does the Future holds?• Possibilities of alternative distribution channels• How to switch to the alternative channels without negative

impacts on clients and profits.Adamantios ChatzistylisClemens GantarMihkel Mandre

5. INNOVATION AND TECHNOLOGY 15.00 Case StudyDigitalization Opportunities in Iife Insurance• Distribution channel developments from agents to sales in

internet.• Can life insurance be sold and service provided in digital

channels, internet?• Standardization vs flexibility: products, customer, operational

aspects.• Direct vs physical channels – can those be integrated?• Importance of IT and business co-operationMihkel MandreHead of Business Development, MoBSwedbank Life Insurance SE, Estonia

15.45 Chairman’s Closing Remarks16.00 Networking Coffee Break End of the Conference!!!

The Allure and Challenges of changing Consumer Market• The rules are changing: Assessing the “New Normal” for

Bancassurance• LEARNINGS: Customer Insights and Challenges• OPPORTUNITIES: Aren’t customer concerns

opportunities?• ACTIONS: A Middle East case study

Amol ShahHead of Personal Banking Non-Lending ProductsFirst Gulf Bank PJSC (FGB), UAE

11.45 Case StudyBancassurance Growth through Digital Innovation• Bancassurance and banking client relationship• Digital Channels - The Future• Profitability & Sustainable Bancassurance revenue model• The 3 mantras to success

Rakesh SudhakaranHead of Bancassurance,Affinity and Partnerships – Middle EastZurich Insurance Company Limited, UAE

Alan LeachEser Karaismailoglu

9.45 Case Study



Speaker Profile Global Bancassurance& Alternative Distribution Channels Conference

Alan LeachDirectorFinaccord Ltd., UK

Mihkel MandreHead of Business Development, Member of the BoardSwedbank Life Insurance SE, Estonia

Gueorgui Tzvetanov-MeyerSenior Bancassurance ManagerERGO International, Vienna

Lisa ForsheyHead Business BancassuranceBarclays, South Africa

Alan has responsibility for developing relationships with clients from the financial and other sectors at an international level. With a background

in strategic research and consulting, Alan has extensive pan-European and global experience in areas that include affinity and partnership marketing, automotive financial services, bancassurance, customer behaviour, extended warranties and insurance for consumer products, retailer financial services, and travel insurance and assistance. Moreover, projects in which he has been involved include benchmarking card-related loyalty schemes for a major international payment card company, evaluating opportunities in creditor insurance in China, India, South Korea and Taiwan, and analysing automotive finance competitors and products across multiple European countries. Formerly, Director of Financial Services Consulting at Datamonitor, Alan is a fluent speaker of English, French, Italian and Spanish and can be contacted at [email protected].

Gueorgui Tzvetanov-Meyer is Senior Bancassurance Manager at ERGO International, in Vienna. Gueorgui has extensive experience in business development, institutional sales and

bancassurance. He has been working for more than fourteen years in the insurance industry in Central and Eastern Europe. Gueorgui is originally from Bulgarian, started his career in Vienna and he is fluent in four languages. In his international career he has gained experience in several markets and has developed deep understanding of cultural differences across central and eastern Europe. He holds a Master Degree in Business Economics and Management from the University of Economics and Business Administration Vienna

Mihkel has worked more than 17 years in financial and life insurance field in Swedbank in Estonia with a recent

years focus to Baltic markets. He started in 1997 from banking and insurance products sales and customer service and has reached up to life insurance company management.

He is strategic, committed, hardworking, analytical, innovative, open and forward looking. Professional in managing business, projects, processes and people. He received his master degree from Estonian Business School and has studied also in London Business School. During his career he has also received two talent awards. One of them is “Hansa Badge” in 2005 due to setting up life insurance operations in Latvia and “Group Products Simplicity Award”in 2013 due to finding customer friendly solutions while lowering the number of products and decreasing product complexity.

Successfully working banc assurance company, being a market leader in Baltics, successfully integrated employees and teams across countries, upgraded product portfolio, digitalized and automated processes, turned life insurance business fully available in internet bank and as well launched tele-underwriting are some of achievements he is proud of.

He has family and three children with whom he likes to spend time. He also likes various sports end sometimes participates in bicycle and skiing marathons.

Lisa has been with Absa/Barclays since 2002 and is currently responsible for the growth of the Bancassurance Proposition in the Business Bank. Her role is to

drive increased penetration of WIMI products and services into the Business Bank customer base, through increased collaboration, shared goals and common measurements.

Prior to taking up this position, she was the Head of Sales and Service for Retail Bank, leading the front line teams across the branch network comprising more than 750 branches across 6 regions with more than 11,500 colleagues serving 10 million customers.

From 2009 to 2011, she was the Head of Segments and Customer Experience for Business Bank, looking after Mid Corporate and Commercial Segments in more than 40 offices across South Africa. Lisa was also responsible for the driving the Customer Experience Strategy for the whole of Business Bank.

From 2007 to 2009, Lisa ran the Corporate Segment in the Corporate and Business Bank, growing the Bank’s Corporate Banking presence and increasing NPBT more than 700%, off of a low base.

Before taking on the challenge of Corporate Segment, Lisa held various positions in the Commercial Property Finance Division.

Having completed a Bachelor of Business Administration in Finance at the University of New Mexico in 1986, Lisa began her career with Wells Fargo Bank in San Francisco. She has also worked for Bank of America in San Francisco. Lisa relocated to South Africa in 1996 and worked for Standard Bank of South Africa, before joining Absa/Barclays.




Rakesh SudhakaranHead of BancassuranceAffinity and Partnerships – Middle EastZurich Insurance, UAE


Amol ShahHead of Personal Banking Non-Lending ProductsFirst Gulf Bank PJSC (FGB), UAE

Haluk Ongoren has Mathematics degree from Bogaziçi University, one of the most leading universities in Turkey. Later on he had completed his mBA and currently he is a

PhD candidate on Finance and Banking. He has a 15 years of experience on IT banking both in conventional and Islamic banks. He started his career as an auditor in Toprakbank and continued to work as system analist in alBaraka Turk Participation Bank, which is one of the biggest Islamic banks in Turkey. He was the head of IT Strategy & Governance Department in alBaraka Turk for the last 4 years.

He has extensive managerial experience in different areas namely audit, internal control and Information Technology departments covering risk management, information security, enterprise architecture, compliance, continual systemic improvement and governance. Currently, he is working in Acerpro as Assistant General Manager. He is married and has two sons age at 1 and 12.

Bugra Balaban has a degree on Foreign Language Education Department from Bogazici University, one of the most leading universities in Turkey. He worked as an English teacher and a

private tutor for a few years. Later on he switched to the IT field as he felt more comfortable and flexible with his skills in business development. He started to work in AcerPro as a business development manager in 2010, accomplished many projects.For the last 2 years, he has been living in the States and giving service as a consultant in business and strategy development for the IT investors. International companies seeking a share in the US market find him and ask for investment opportunities. He is single and father of 2 cats named Edith and Chris ☺

Rakesh joined Zurich Insurance Company in January 2012 and is

currently the Head of Bancassurance, Affinity and Partnerships (General Insurance). He also holds the additional responsibility of Global Leader for Bancassurance Best Practices Community at Zurich General Insurance. He is a seasoned financial services professional with rich bancassurance experience having worked with both Insurers and Banks. He has over 15 years’ of combined experience, including 10 years in the Middle East market. Before joining Zurich, he held various senior positions in the Middle East, including Vice President for Bancassurance & Investments at Mashreq Bank and Bancassurance Director for the Gulf region with ALICO (Metlife ALICO). He was instrumental in pioneering bancassurance distribution arrangements and implementing growth strategies in the region, including Zurich’s recent exclusive distribution agreement with HSBC in the Middle East and FGB strategic partnership among others.

In his current role at Zurich, Rakesh leads the retail distribution initiatives in the Middle East with a vision to propel the insurance penetration and product density in the region through strategic partnerships, cutting edge distribution, customer friendly processes and innovative propositions.

Rakesh holds an MBA in Marketing & Finance and speaks fluent English and Hindi.

Amol has over 13 years of financial industry experience covering senior positions in Life, General Insurance

and Consumer Products in the UK, UAE and India. He holds a Bachelor’s Degree in Commerce from University of Pune, India and obtained professional qualifications from IIM Ahmedabad, IFS School of Finance UK and CFA Society of the UK.

Before joining FGB, Amol was with Citibank in London, where he was instrumental in driving Insurance distribution in the UK & Europe. He has also gained hands on experience in Sales, Project Management, Customer Value Management, amongst many other important business areas from his 6 year stay with Aviva Life Insurance in India.

Amol successfully built the largest Bancassurance franchise in the MENA region, launched many innovative and market leading propositions which has received several international recognitions for its excellence in product design, customer service and distribution. He has recently won prestigious awards like “Most Innovative Service Provider” at 2015 MENA Insurance Awards, “Best Bancassurance Products” at Banker Middle East UAE Products Awards 2014, “New Market Trailblazer of the year” at 2014 MENA Insurance Awards 2014, “Best Bancassurance Business in the Middle East’ by The Banker Middle East Industry Awards 2013 and “Best New Product, Middle East” by International Advisor Awards 2012

In addition to the practical experience and ideal academic background, he has attended a number of executive training programmes world over. He has also been involved in pioneering a Walkathon to raise funds for underprivileged children in association with Concern India Foundation






Clemens GantarHead of Product MarketingRaiffeisen Versicherung, Austria

Piotr CzublunAttorney of LawCzibulin Trebick, Poland

Roumen GalabinovRegional Director IUC Insurance & Reinsurance Broker, Turkey

Patrick Abela Global Business Development ManagerAXA, France

Clemens Gantar, born in 1976, is an Austrian and Swedish citizen. He holds a Master Degree of the Vienna University of Economics and Business

Administrations and took as his major Insurance Economics. For more than 15 years he has been working in the insurance-industry. Starting as a sales-representative, he continued his working-career as Productmanager for Retail and Corporate for various lines-of-business in different companies. He got broad international experience by working for the CEE-market and staying in Sweden being responsible for Western Europe as a Business Analysist.

For over 5 years he has now been working for Raiffeisen Insurance in different positions and different responsibilities. Today as Head of Productmanagement he is responsible for the retail-portfolio of the Austrian market and functions as a link between the insurance-company and the independent sales-channel

Roumen Galabinov is a Regional Director at IUC Broker, Istanbul, Turkey. He has more than 20 years experience in banking and in life and

non-life insurance. Previously he was an executive director of Health Insurance Company Nadejda AD and a Country Manager at Greco Broker, Austria. Before that he was an Executive Director of Life and Non-Life Insurance Companies of VIG, Austria. He was also a Deputy Chairman of the Financial Supervision Commission in Bulgaria. Roumen has banking and bancassurance experience in AIG Life and ING Bank.He holds a PhD in Insurance from the University of national and Worlds Economy in Sofia, Bulgaria.

Piotr Czublun is an attorney at law, focused on the business needs of the Client. He has achieved the highest standards of provided services thanks

to many years of work in leading legal companies. For more than 4 years he was associated with a well-known international legal corporation, as the leader of the financial services sector and the IT law practice. For many years he has provided comprehensive legal advice to business Clients in various sectors.

His extensive knowledge and broad experience in the field of insurance law were recognized in March 2013 by his nomination for the position of a member of the European Commission Expert Group on European Insurance Contract Law.

Patrick is an accomplished Life insurance professional with a strong commercial drive and proven ability at

creating and developing businesses in a variety of international market places. His career has spanned over seven major life insurance Companies (ALICO, Proxima, Winterthur, British American, Cigna Life, Genworth Financial and AXA Creditor), and fluently speak three languages: French, English and Arabic.

Patrick’s technical expertise lies in the area of Life Insurance (life, health, retirement, saving schemes, employee benefits, etc.), on both an individual and group basis. Over the past fifteen years, he has specialized in Payment –lifestyle- Protection Insurance (PPI) and A&H direct marketing.

Patrick has varied management assignments in different countries, always in the Life Insurance Industry. He has also worked on a number of “start-up” businesses, such as the implementation of PPI for Cigna Life in Europe and the re-launch of its direct marketing activities in seven European countries, after its divesture of its Property and Casualty operations to ACE.

His responsibility at Genworth Financial was to consolidate the relationships with our major Global multinational partners, mostly financial companies, banks and retail channels.

He joined AXA Creditor in January 2011 as head of sales for South Europe, The Middle East, Turkey, North Africa & Serbia where he helped to develop Lifestyle Protection solutions, auto financial GAP & Extended warranty covers, and affinity products sold through tele-marketing.



For more information, please contactCorporate ParityTel: +420 228 881 189Email: [email protected]

Sponsor Profile

Thank you for being a part of this event.We look forward to see you again

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21st & 22nd May 2015, Prague, Czech Republic

bancassurance agenda_ final version

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