birla sun life insurance company limited
TRANSCRIPT
-
8/6/2019 Birla Sun Life Insurance Company Limited
1/56
Introduction
Birla Sun Life Insurance Company Limited was founded in 2001 as a privatelife insurance company in India. It is based in Mumbai in India. It operates
as a subsidiary of Aditya Birla Management Corporation Limited. It offers
life insurance and retirement solutions to individuals and corporates, as well
as for NRIs. The company also provides protection, savings, retirement,
children, rural, and rider plans for individuals; and protection solutions,
group superannuation plans, group gratuity plans, credit guard plans, and
single premium group term plans for groups. It sells its plans through multi
channel distribution network and Internet.
Birla Sun Life is a joint venture between Aditya Birla Group and Sun Life
Financial Inc. of Canada. It started operations in March 2001 after receiving
its registration licence from Insurance Regulatory Development Authority in
January 2001.
Birla Sun Life Insurance Company (BSLI), the life insurance arm of Aditya
Birla Nuvo, has brought in pioneering insurance-related wealth
accumulation products and services for individuals, groups and NRIs.
Innovatively designed, these products take care of the customers financial
security, or cater to their savings or retirement needs.
BSLI has contributed significantly to the growth and development of the life
insurance industry in India by introducing unique Unit Linked Life
Insurance Solutions, pure term plan and a slew of innovative products. By
adopting multi-distribution channels such as Direct Sales Force, alternate
1
http://www.sunlife.com/http://www.sunlife.com/http://www.sunlife.com/http://www.sunlife.com/ -
8/6/2019 Birla Sun Life Insurance Company Limited
2/56
channels and convenient points of purchase, including selling its policies
through the bancassurance route and through the internet, BSLI has
revolutionised the entire insurance policy-buying experience.
BSLI offers a spectrum of products to meet the growing needs of individuals
and group insurance through a multi channel distribution network. The
company has quadrupled its distribution network to over 600 branches and
more than 100,000 advisors. With a rapidly growing national footprint, the
company is now positioned to capture an increased market share in the fast
growing life insurance market.
Birla Sun Life Insurance Company Limited is the result of a joint venture
between The Aditya Birla Group and Sun Life Financial, a leading
international financial services organization. The AdityaBirla Group is the
second largest business house in India, with a turnover exceeding Rs 260
billion and an asset base in excess of Rs 180 billion. The group's market
capitalization is approximately Rs 150 billion. It has 7 lakh investors and
employs around 72,000 people. It is a multinational conglomerate in it's own
right, with 75 diversified business units in India and overseas, including
operations in Canada, USA, UK, Thailand, Indonesia, Philippines, Malaysia
and Egypt.
Sun Life Financial has evolved from a single mutual fund life insurance
company into one of the most highly rated insurance and wealthmanagement institutions in the world. Sun Life Financial group offers a
wide range of financial solutions to individuals and corporates and these are
in the areas of life, health and disability; pension funds and plans;
investment management; annuities and savings; trust, brokerage and
2
-
8/6/2019 Birla Sun Life Insurance Company Limited
3/56
banking. Sun Life Assurance Company of Canada, Sun Life's primary
insurance arm, is among the largest international financial services
organizations in the world, with assets under management of over US$ 201
billion.
The two groups have had a partnership in India for a long time in the areas
of asset management, retail distribution and stock broking. It was natural
therefore that when the insurance sector was opened up in India, the
partnership was extended to life insurance. Thus was born Birla Sun Life
Insurance Company Ltd.
The company has set for itself the following Business Management
Philosophy:
Vision : To be a world class provider of financial services to individuals
over their lifetime
Mission : To be the first preference of their customers as a leading
Integrated Insurance Provider of insurance solutions through superior value
creation and technology.
Core Values :
Operating with integrity to the very highest standards of business
conduct.
Always working with the customer's needs in mind.
Relentlessly pursuing excellence through the people they employ and
the work they do.
3
-
8/6/2019 Birla Sun Life Insurance Company Limited
4/56
Providing products and services that add value for customers, channel
partners and build value for the shareholders.
Goals : To be a world-class player in insurance business and amongst the
top insurers in the country.
Philosophy : To create value for all customers, rural and urban, big and
small.
Innovation : To lead with innovative product and customer service
offerings.
Professionalism : To adhere to strict compliance and professional
standards.
Technology : To achieve national connectivity using the backbone of
Aditya Birla information highway. To enable better customer service
standards through Superior Technology. To add web and call centers in a
phased manner.
Risk management against a huge loss is very necessary, and insurance is
transfer of risk from one entity to another. Several companies have come up
these days with life, health, medical and travel insurance. One such company
is Birla Sun Life Insurance. Providing a number of insurance products, Birla
Sun Life is a prestigious company to bond with.
Birla Sun Life Insurance Company Limited is a joint venture between the
Sun Life Financial Inc and the Aditya Birla Group. Birla Sun Life Insurance
was the first company in the sector of financial solutions to begin Business
Continuity Plan. In fact, policies were first issued by this insurance company
4
-
8/6/2019 Birla Sun Life Insurance Company Limited
5/56
on the Internet. This insurance provider company has pioneered the unique
Unit Linked Life Insurance Solutions in India. It is one of the top players in
the industry of Private Life Insurance Scheme.
The company believes in passion, integrity, speed, commitment and
seamlessness. The mission of the company is to help people with risk
management. It also helps in managing the financial situation of firms as
well as individuals.
Some of the Birla Life Insurance products include:
Insurance for protection
Insurance for retirement
Insurance for saving
Insurance for children
Insurance for riders
Insurance for rural
Birla Sun Life Insurance for Protection includes insurance such as Birla Sun
Life Insurance Term Plan and Birla Sun Life Insurance Premium Back Term
Plan. Birla Sun Life Insurance Term Plan is apt for those seeking insurance
benefits at economic costs. The plan covers all the liabilities and provides
absolute security. The minimum age limit for acquiring the insurance is 18
years and maximum is 55 years. One can pay the premium either annually,
monthly, quarterly or semi-annually. One can pay it through the ECS mode
of payment or on a one-time basis.
The Birla Sun Life Flexi SecureLife II- Retirement Plan is segregated into 2
5
-
8/6/2019 Birla Sun Life Insurance Company Limited
6/56
sections. One is the Accumulation or build up phase and the other is the
Annuity or the payout phase. With this plan one can enjoy tax benefits.
Surrender scheme is also applicable to this plan. One can give up the policy
after the 3 years of policy till the vesting age.
Other Birla Sun Life Insurance for Savings include:
Birla Sun Life Insurance Flexi Save Plus
Birla Sun Life Insurance Dream Plan
Birla Sun Life Insurance Gold-Plus II
Birla Sun Life Insurance ClassicLife Premier
Birla Sun Life Insurance PrimeLife Premier
Birla Sun Life Insurance Saral Jeevan Plan
Birla Sun Life Insurance PrimeLife
Birla Sun Life Insurance LifeCompanion
Birla Sun Life Insurance SimplyLife
Birla Sun Life Insurance Flexi Cash Flow
Birla Sun Life Insurance Flexi Life Line
Birla Sun Life Insurance Supreme-Life
Birla Sun Life Insurance Single Premium Bond
6
-
8/6/2019 Birla Sun Life Insurance Company Limited
7/56
Products
Birla Sun Life Insurance Co. Ltd. is a joint venture between Aditya Birla
Group, an Indian multinational corporation, and Sun Life Financial Inc, a
leading global insurance company. Birla Sun Life Insurance is distinguished
as the first company in the sector of financial solutions to begin Business
Continuity Plan. This insurance company has pioneered the unique Unit
Linked Life Insurance Solutions in India. Within 4 years of its launch, BSLI
became one of the leading players in the industry of Private Life Insurance
Scheme.
Birla Sun Life Insurance offers the following policies and products :
1. Protection Plans
Birla Sun Life Insurance Term Plan
Birla Sun Life Insurance Premium Back Term Plan
2. Saving Plans
Birla Sun Life Insurance Guaranteed Bachat Plan
Birla Sun Life Insurance Money Back Plus Plan
Birla Sun Life Insurance Gold-Plus II
Birla Sun Life Insurance Saral Jeevan Plan
Birla Sun Life Insurance Supreme-Life
Birla Sun Life Insurance Dream Plan
Birla Sun Life Insurance ClassicLife Premier
Birla Sun Life Insurance SimplyLife
7
-
8/6/2019 Birla Sun Life Insurance Company Limited
8/56
Birla Sun Life Insurance PrimeLife Premier
Birla Sun Life Insurance PrimeLife
Birla Sun Life Insurance Flexi Cash Flow
Birla Sun Life Insurance Flexi Save Plus
Birla Sun Life Insurance Flexi Life Line
Birla Sun Life Insurance Single Premium Bond
3. Health Solution Plans
BSLI Health Plan
BSLI Universal Health Plan
4. Retirement Plans
Birla Sun Life Insurance Freedom 58
Birla Sun Life Insurance Flexi SecureLife Retirement Plan II
5. Children Plans
Birla Sun Life Insurance Children's Dream Plan
6. Rural Plans
Birla Sun Life Insurance Bima Suraksha Super
Birla Sun Life Insurance Bima Dhan Sanchay
Birla Sun Life Insurance Bima Kavach Yojana
7. Group Plans
Birla Sun Life Insurance Group Unit Linked Plan
Birla Sun Life Insurance Group Protection Solutions
8
-
8/6/2019 Birla Sun Life Insurance Company Limited
9/56
Birla Sun Life Insurance Group Superannuation Plan
Birla Sun Life Insurance Group Gratuity Plan
Birla Sun Life Insurance Credit Guard Plan
Birla Sun Life Insurance Single Premium Group Term Plan
8. NRI Plans
Birla Sun Life Insurance PrimeLife Premier
Birla Sun Life Insurance PrimeLife
Birla Sun Life Insurance Flexi Life Line Plan
Birla Sun Life Insurance Flexi Save Plus Birla Sun Life Insurance Flexi Cash Flow
Birla Sun Life Insurance ClassicLife Premier
Birla Sun Life Insurance Single Premium Bond
Birla Sun Life Insurance SimplyLife
9
-
8/6/2019 Birla Sun Life Insurance Company Limited
10/56
Life Insurance
Insurance, in law and economics, is a form of risk management primarily
used to hedge against the risk of a contingent 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. Risk management, the practice of
appraising and controlling risk, has evolved as a discrete field of study and
practice.
Term life insurance is the original form of life insurance and is considered tobe pure insurance protection because it builds no cash value. This is in
contrast to permenant life insurance such as whole life, universal life, and
variable life insurance.
Term life insurance provides coverage for a limited period of time, the
relevant term. After that period, the insured can drop the policy or pay
annually increasing premiums to continue the coverage. If the insured dies
during the term, the death benefit will be paid to the beneficiary. Term
insurance is often the most inexpensive way to purchase a substantial death
benefit on a coverage amount per premium dollar basis.
Term insurance functions in a manner similar to most other types of
insurance in that it satisfies claims against what is insured if the premiums
are up to date and the contract has not expired, and does not expect a return
of Premium dollars if no claims are filed. As an example auto insurance will
satisfy claims against the insured in the event of an accident and a home
owner policy will satisfy claims against the home if it is damaged or
10
-
8/6/2019 Birla Sun Life Insurance Company Limited
11/56
destroyed by say an earthquake or fire. Whether or not these event will occur
is uncertain, and if the policy holder discontinues coverage because they
have sold the car or home the insurance company will not refund the
premium. This is a pure risk protection.
Thus, Life insurance or life assurance is a contract between the policy owner
and the insurer, where the insurer agrees to pay a sum of money upon the
occurrence of the policy owner's death. In return, the policy owner (or policy
payer) agrees to pay a stipulated amount called a premium at regular
intervals.
As with most insurance polices, life assurance is a contract between the
insurer and the policy owner (policyholder) whereby a benefit is paid to the
designated Beneficiary (or Beneficiaries) if an insured event occurs which is
covered by the policy. To be a life policy the insured event must be based
upon life (or lives) of the people named in the policy.
Insured events that may be covered include:
death,
accidental death
Life policies are legal contracts and the terms of the contract describe the
limitations of the insured events. Specific exclusions are often written into
the contract to limit the liability of the insurer; for example claims relating to
suicide, fraud, war, riot and civil commotion.
Life based contracts tend to fall into two major categories:
11
-
8/6/2019 Birla Sun Life Insurance Company Limited
12/56
Protection policies - designed to provide a benefit in the event of specified
event, typically a lump sum payment.
Investment policies - where the main objective is to facilitate the growth of
capital by regular or single premiums.
Principles of Insurance :
Insurance is based on the following principles :-
1. Indemnity
2. Utmost Good Faith
3. Risk
4. Insurable Interest
5. Causa Proxima
6. Mitigation of Loss
7. Subrogation
8. Contribution
12
-
8/6/2019 Birla Sun Life Insurance Company Limited
13/56
Research Methodology
Methodology adopted for the present project is that we are trying to study
the recruitment of insurance advisor and relevance of the various ULIP
schemes under Birla Sun Life Insurance the charges made in the schemes
and the impact it has on the sales of the insurance Policies. In the process of
the study we have made extensive interaction with the insurance agents and
the policy holders to find out what makes the policy sell among the
customers considering the fact that there are so many companies selling
insurance in the market.
We have made use of the following types of the data :
Secondary Data
The secondary data are those that have already been collected by
someone else and have already pass through the statistical process. It has
been collected from Internet, books, journals, and newspapers. In the
present study we have only made use of secondary data published in the
brouchers , web site, and the corporate communications released from
time to time by Birla Sun Life Insurance.
I. Secondary Data
Search Engines
13
-
8/6/2019 Birla Sun Life Insurance Company Limited
14/56
www.google.com
www.yahoo.com
II. Related Information Brochures
2. Research Design
The descriptive research design has been used in the present study .
We have only described the impact of charges on the policies of BirlaProject.
According to this design, the one determining frequency with which
something occurs or how two variables vary together.
Limitations:
The present project has made use of only the secondary sources of data so it
contains the limitations that come with secondary data.
The accuracy of the present project depends on the information available
from the data sources used.
14
-
8/6/2019 Birla Sun Life Insurance Company Limited
15/56
Recruitment Of Insurance Advisor
In the insurance company, I had to recruit insurance advisor by calling them
on phone and then to ask them to became insurance advisor. The manager
under whom I had worked, give me a list of names of person to whom I had
to call them to become insurance advisor. In this way I had conducted my
summer training. Now I will tell about of ULIP products of the company
which I had studied in my summer training period.
15
-
8/6/2019 Birla Sun Life Insurance Company Limited
16/56
ULIP (Unit Linked Insurance Plan) & Its Rationale
Meaning of ULIP
A ULIP is a unit linked insurance plan. This is the type of investment where
the characteristics of insurance and mutual fund are combined. Some part of
the money invested goes into the insurance cover and the remaining goes
into an asset class.
The three important things to remember about a ULIP are: -
Entry costs are high and the brokerage, commission
could be as high as 30% of the premium in the first year.
Management fee is low in a ULIP at around. The price of
an insurance cover is higher in a ULIP than in a plain vanilla insurance
policy. To that extent if a person has the time and inclination toresearch he would be better off buying separate insurance and mutual
funds.
In India one gets a tax rebate of a maximum of Rs.
100000 on investing in ULIPs.
For the generation of insurance seekers who thrived on insurance policies
with assured returns issued by a single public sector enterprise, unit-linked
insurance plans are a revelation.
Traditionally insurance products have been associated with attractive returns
coupled with tax benefits. The returns part was often so compelling that
16
-
8/6/2019 Birla Sun Life Insurance Company Limited
17/56
insurance products competed with investment products for a place in the
investor's portfolio.
Perhaps insurance policies then were symbolic of the times when high
interest rates and the absence of a rational risk-return trade-off were the
norms.
The subsequent softening of interest rates introduced a degree a much-
needed rationality to insurance products like endowment plans; attractive
returns at low risk became a thing of the past. The same period also
coincided with an upturn in equity markets and the emergence of a newbreed of market-linked insurance products like ULIPs.
While in conventional insurance products the insurance component takes
precedence over the savings component, the opposite holds true for ULIPs.
More importantly ULIPs (powered by the presence of a large number of
variants) offer investors the opportunity to select a product which matches
their risk profile; for example an individual with a high risk appetite can
shun traditional endowment plans (which invest about 85% of their funds in
the debt instruments) in favour of a ULIP which invests its entire corpus in
equities.
In traditional insurance products, the sum assured is the corner stone; in
ULIPs premium payments is the key component. ULIPs are remarkably
alike to mutual funds in terms of their structure and functioning; premium
payments made are converted into units and a net asset value (NAV) is
declared for the same.
17
-
8/6/2019 Birla Sun Life Insurance Company Limited
18/56
Investors have the choice of enhancing their insurance cover, modifying
premium payments and even opting for a distinct asset allocation than the
one they originally opted for.
Also if an unforeseen eventuality were to occur, in case of traditional
products, the sum assured is paid along with accumulated bonuses;
conversely in ULIPs, the insured is paid either the sum assured or corpus
amount whichever is higher.
Insurance seekers have never been exposed to this kind of flexibility in
traditional insurance products and it would be fair to say that ULIPsrepresent the new face of insurance.
While few would dispute the value-add that ULIPs can provide to one's
insurance portfolio and financial planning; the same is not without its
flipside.For the uninitiated, understanding the functioning of ULIPs can be
quite a handful! The presence of what seem to be relatively higher expenses,
rigidly defined insurance and investment components and the impact of
markets on the corpus clearly make ULIPs a complex proposition.
Traditionally the insurance seeker's role was a passive one restricted to
making premium payments; ULIPs require greater participation from both
the insured and the insurance advisor.
As is the case with most evolved investment avenues, making informed
decisions is the key if investors in ULIPs wish to truly gain from their
investments.
18
-
8/6/2019 Birla Sun Life Insurance Company Limited
19/56
Features of ULIP
The renovated ULIP would now be an open-ended tax saving cum insurance
plan. Minor children above the age of 12 are now eligible for insurance
cover and can join the plan, subject to the condition that the minor has
his/her own source of regular and independent income. The scheme would
also have a personal accident insurance cover of Rs 50,000. The minimum
and maximum investment limit, under the plan is Rs 15,000 and Rs 75,000,
respectively.
Payment can be made either, annually or semi-annually. A further option to
pay renewal contribution every month through pay roll may be introduced in
association with employers, subject to certain terms. The 10-year and 15-
year plans carry a bonus of 5 per cent and 7.5 per cent, respectively, payable
on maturity. Investors continuing in the plan after the maturity will get a
post-maturity bonus of 0.5 per cent of the target amount for each completed
year after the maturity date, provided the investor has not withdrawn any
amount earlier.
Advantages of ULIP
During the previous financial year (2006-07), most investors would have
interacted with their investment advisors and agents for tax planning. And
there's a fair chance that unit linked insurance plans featured prominently in
the advisor's recommendation. In recent times, few investment avenues
(especially in the tax-saving space) can claim to match ULIPs in terms of
their sheer popularity.
19
-
8/6/2019 Birla Sun Life Insurance Company Limited
20/56
ULIPs essentially combine the benefits of an insurance policy and a market-
linked investment. A certain proportion of the premium paid is invested in
market-linked instruments like equities and bonds (in line with the stated
mandate) and the balance is used to provide for the expenses incurred on
providing the investor with an insurance cover. Like most other products in
the tax-saving segment, ULIPs are also designed to achieve the twin
objectives of tax benefits and capital appreciation
The following are the benefits of ULIPs: -.
The attractive agency commission
An advisor selling a ULIP is likely to pocket a commission in the range
of 30.00 per cent of the premium paid in the first few years. Conversely,
an investment in a tax-saving mutual fund (which offers the same tax
benefits under Section 80C of the Income Tax Act) would fetch him an
upfront commission of 2.00-2.50 per cent of the investment value.
Also the commission in the following years (known as trail commission)
amounts to about 5.00 per cent for ULIP investments vis--vis around
0.70 percent in case of mutual funds. The attractive commissions on
ULIPs compared to other avenues like mutual funds and term plans
certainly works as a major incentive for the advisor. It is not difficult to
understand why an advisor would hard sell ULIPs to every prospective
insurance seeker regardless of whether ULIPs are suited to meet the
latter's needs.
20
-
8/6/2019 Birla Sun Life Insurance Company Limited
21/56
In India, insurance is sold, not bought
Traditionally, insurance has been bought for tax saving, rather than from
the perspective of insuring oneself. Hence, the 'insurance' aspect typically
takes a backseat. Furthermore, awareness among investors in terms of
insurance products tends to be low. Most rely solely on their insurance
agent for recommendations.
For most individuals, a term plan should be the first product to feature in
their insurance portfolios; investment-linked products like endowment
and ULIPs can be bought as and when the need arises.Term plans provide the insured's nominees with the sum assured if an
eventuality occurs during the term of the policy. There are no maturity
benefits; hence if the insured were to survive the policy term, he would
not get anything. Sadly, buying term plans is never considered because of
the mindset - "I have paid money (premium) towards the insurance
policy, so I should get a return".
Advisors under the pretext of allaying investors' apprehensions of not
getting any returns on maturity offer products like ULIPs. Such products
with their promise of providing returns easily catch the fancy of most
investors.
The stock market performance in the recent past
The sustained Bull Run in the equity markets over the past few years has
resulted in most market-linked investments witnessing considerable
growth. This has worked in favour of ULIPs as well. But one must take
21
-
8/6/2019 Birla Sun Life Insurance Company Limited
22/56
note of the fact that nearly all the ULIPs in the market are of recent origin
and they have not yet been tested over a prolonged bear phase.
Retail investors tend to get carried away by recent performances without
realizing that there is no guarantee that a similar performance will be
sustained in the future. The advisor on his part tends to underplay the
recent origin of ULIPs and instead utilizes their performance as a selling
proposition.
Flexibility offered by ULIPs
ULIPs offer the kind of flexibility that no insurance product can. For
example, investors can select a ULIP with an equity-debt combination
that is in line with their risk profile. A risk-taking investor would
typically select one with a high equity component, while a risk-averse
investor would opt for a debt-heavy one.
Also ULIP investors have the opportunity to 'manage' their monies.
When equity markets seem overheated, investors can shift their corpus
into a debt-oriented portfolio, and in the process insulate it from volatility
in the equity markets. Similar changes can be incorporated when the
investor's risk profile undergoes a change.
Then there are advantages like the top-up facility (which is like a one-
time premium payment) that can be used to gainfully utilize surplus
monies. Another reason for buying a ULIP is the benefit it offers, by
bundling insurance with an investment product. Thus for anyone who
22
-
8/6/2019 Birla Sun Life Insurance Company Limited
23/56
wants to avoid the hassle of taking care of numerous kinds of investment
and life insurance products, ULIPs can be a good option.
ULIP Vs Mutual Fund
Mode of investment/ investment amounts
Mutual fund investors have the option of either making lump sum
investments or investing using the systematic investment plan (SIP)
route, which entails commitments over longer time horizons. The fund
house lays out the minimum investment amounts.
ULIP investors also have the choice of investing in a lump sum (single
premium) or using the conventional route, i.e. making premium payments
on an annual, half-yearly, quarterly or monthly basis. In ULIPs,
determining the premium paid is often the starting point for the
investment activity.
This is in stark contrast to conventional insurance plans where the sum
assured is the starting point and premiums to be paid are determined
thereafter.
23
-
8/6/2019 Birla Sun Life Insurance Company Limited
24/56
ULIP investors also have the flexibility to alter the premium amounts
during the policy's tenure. For example an individual with access to
surplus funds can enhance the contribution thereby ensuring that his
surplus funds are gainfully invested; conversely an individual faced with
a liquidity crunch has the option of paying a lower amount (the difference
being adjusted in the accumulated value of his ULIP). The freedom to
modify premium payments at one's convenience clearly gives ULIP
investors an edge over their mutual fund counterparts.
Expenses
In mutual fund investments, expenses charged for various activities like
fund management, sales and marketing, administration among others are
subject to pre-determined upper limits as prescribed by the Securities and
Exchange Board of India.
For example equity-oriented funds can charge their investors a maximum
of 2.5% per annum on a recurring basis for all their expenses; any
expense above the prescribed limit is borne by the fund house and not the
investors.
Similarly funds also charge their investors entry and exit loads (in most
cases, either is applicable). Entry loads are charged at the timing of
making an investment while the exit load is charged at the time of sale.
Insurance companies have a free hand in levying expenses on their ULIP
products with no upper limits being prescribed by the regulator, i.e. the
Insurance Regulatory and Development Authority. This explains the
24
-
8/6/2019 Birla Sun Life Insurance Company Limited
25/56
complex and at times 'unwieldy' expense structures on ULIP offerings.
The only restraint placed is that insurers are required to notify the
regulator of all the expenses that will be charged on their ULIP offerings.
Expenses can have far-reaching consequences on investors since higher
expenses translate into lower amounts being invested and a smaller
corpus being accumulated. ULIP-related expenses have been dealt with
in detail in the article "Understanding ULIP expenses".
Portfolio disclosure
Mutual fund houses are required to statutorily declare their portfolios on
a quarterly basis, albeit most fund houses do so on a monthly basis.
Investors get the opportunity to see where their monies are being invested
and how they have been managed by studying the portfolio.
There is lack of consensus on whether ULIPs are required to disclose
their portfolios. During our interactions with leading insurers we came
across divergent views on this issue.
While one school of thought believes that disclosing portfolios on a
quarterly basis is mandatory, the other believes that there is no legal
obligation to do so and that insurers are required to disclose their
portfolios only on demand.
Some insurance companies do declare their portfolios on a
monthly/quarterly basis. However the lack of transparency in ULIP
25
-
8/6/2019 Birla Sun Life Insurance Company Limited
26/56
investments could be a cause for concern considering that the amount
invested in insurance policies is essentially meant to provide for
contingencies and for long-term needs like retirement; regular portfolio
disclosures on the other hand can enable investors to make timely
investment decisions.
Flexibility in altering the asset allocation
Offerings in both the mutual funds segment and ULIPs segment are
largely comparable. For example plans that invest their entire corpus in
equities (diversified equity funds), a 60:40 allotment in equity and debt
instruments (balanced funds) and those investing only in debt instruments
(debt funds) can be found in both ULIPs and mutual funds.
If a mutual fund investor in a diversified equity fund wishes to shift his
corpus into a debt from the same fund house, he could have to bear an
exit load and/or entry load.
On the other hand most insurance companies permit their ULIP inventors
to shift investments across various plans/asset classes either at a nominal
or no cost (usually, a couple of switches are allowed free of charge every
year and a cost has to be borne for additional switches).
Effectively the ULIP investor is given the option to invest across asset
classes as per his convenience in a cost-effective manner.
This can prove to be very useful for investors, for example in a bull
market when the ULIP investor's equity component has appreciated, he
26
-
8/6/2019 Birla Sun Life Insurance Company Limited
27/56
can book profits by simply transferring the requisite amount to a debt-
oriented plan.
Tax benefits
ULIP investments qualify for deductions under Section 80C of the
Income Tax Act. This holds good, irrespective of the nature of the plan
chosen by the investor. On the other hand in the mutual funds domain,
only investments in tax-saving funds (also referred to as equity-linked
savings schemes) are eligible for Section 80C benefits.
Maturity proceeds from ULIPs are tax-free. In case of equity-oriented
funds (for example diversified equity funds, balanced funds), if the
investments are held for a period over 12 months, the gains are tax free;
conversely investments sold within a 12-month period attract short-term
capital gains tax @ 10%.
Similarly, debt-oriented funds attract a long-term capital gains tax @
10%, while a short-term capital gain is taxed at the investor's marginal
tax rate.
27
-
8/6/2019 Birla Sun Life Insurance Company Limited
28/56
Difference between ULIP and Mutual Fund
BASIS ULIP MUTUAL FUNDInvestment
amounts
Determined by the investor
and can be modified as well
Minimum investment
amounts are determined
by the fund house
Expenses No upper limits, expenses
determined by the insurance
company
Upper limits for
expenses chargeable to
investors have been set
by the regulator
Portfolio
disclosure
Not mandatory Quarterly disclosures are
mandatory
Modifying asset
allocation
Generally permitted for free
or at a nominal cost
Entry/exit loads have to
be borne by the investor
Tax benefits Section 80C benefits are
available on all ULIP
investments
Section 80C benefits are
available only on
investments in tax-
saving funds
28
-
8/6/2019 Birla Sun Life Insurance Company Limited
29/56
How ULIP Can Make You Rich
Ever since unit-linked insurance plans (ULIPs) made their debut, they have
become a subject of much discussion and debate. On the one hand, they
were a trifle too complicated for individuals not yet exposed to the stockmarkets; on the other hand, they were much maligned because of the
'unusually high' costs.
As ULIPs made their presence felt, insurers were more open to discussing
the costs and how they evened out over the long term. This and the
flexibility that ULIPs offer became important points that made individuals
consider adding them to their portfolios.
Today, more individuals are open to using the ULIP-way to create wealth
over the long term. Here we outline exactly how ULIPs can help you fulfill
that responsibility.
If you are between 25 and 35 years of age
You are young, probably married and even have kids. If you are the sole
breadwinner in the family, then you have quite a few responsibilities to
fulfill right from planning for your child's education / marriage to
29
-
8/6/2019 Birla Sun Life Insurance Company Limited
30/56
planning for your own retirement to providing for the family in your
absence. The last responsibility is the most critical and ironically it is the
easiest and cheapest one of the lot to fulfill. At Personal, term insurance
is the cheapest way to get a life cover for you.
Term insurance is also insurance in its 'purest' form, in other words there
is no savings element in it, which ensures your premiums are very low.
There is no better product to provide for your family in case of an
eventuality and all individuals must consider taking a term plan.
Term insurance of course takes a huge burden off your chest as also your
wallet. But it still leaves you with a problem. If term insurance is only
going to take care of the 'risk' element, who is going to take care of the
'savings' part.
This is where ULIPs come in. Of course, that is not to say that ULIPs do not
have an insurance element, they do, but it is limited largely to the earlier
years.
So how can ULIPs help you save for child's education/marriage, planning
for retirement and other investment-related objectives? ULIPs can do all this
and more because they come with a lot of variety.
Consider this- except for term insurance (because it does not make sense),
just about every life insurance product has a ULIP option. So you have
endowment ULIP, children plan ULIPs and pension ULIPs. As a matter of
fact, there are some life insurance companies that only have ULIP products;
they don't have traditional endowment, pension and child plans at all!
30
-
8/6/2019 Birla Sun Life Insurance Company Limited
31/56
What that tells you is that if you are willing to take on some risk, a ULIP can
help you meet a lot of your financial objectives.
If you are looking to set aside some money for your child's education, the
5%-6% return on an endowment plan may not even take care of inflation, let
alone provide for a medical or MBA degree. The return you earn on a child
plan should not just counter inflation; it should be enough to cover the cost
of education.
And the way cost of education is spiraling, your insurance plan must work
very hard. Given their equity component, ULIPs are ideally placed to fulfill
this role.
As we mentioned before, ULIPs are flexible; there are various options
within a ULIP with the equity component varying right from 0% to 100%.
This ensures that you are able to select an option that best suits your risk
profile. Let us understand how ULIPs can be tailor-made to serve your
financial planning needs
.
You are in the 25-35 years age bracket. Your most pressing financial
objectives are providing for your child's future and your own retirement.
ULIPs can help you achieve both. Although you can take a single
endowment ULIP to achieve both objectives, we think it is more prudent to
make a demarcation between the needs and take separate ULIPs dedicated to
each objective.
Opt for a ULIP child plan to provide for your child's higher education,
marriage and seed capital for business to name a few needs. One-way to
31
-
8/6/2019 Birla Sun Life Insurance Company Limited
32/56
handle this multi-faceted objective is to take a ULIP money-back plan. This
way you get monies at regular intervals to address multiple needs.
The other important plan that individuals must consider taking earlier on
their lives is a pension plan. Building a corpus to face the rigours of
retirement should be given the priority it deserves.
Again, a long-term investment objective like retirement planning could do
with equity 'push'. Here is where a ULIP pension plan can add value to your
retirement portfolio. Likewise a ULIP endowment plan can help you meet
investment objectives like buying property or setting up a business for
instance.
If you are between 35 and 45 years of age
By the time you reach the 35-45-age bracket, some of your existing
ULIPs are probably nearing maturity. For instance, if you had taken a
ULIP child plan earlier on, it is likely to mature in this age bracket to
coincide with the need (higher education/marriage) you had in mind at
the time of taking the ULIP.
However, if you married late or did not begin planning your finances at
an early stage in your life, now is the time. If you haven't insured yourself
as yet, go for a term insurance plan.
The advantage of taking a term plan at a slightly advanced age is that you
have a better idea of how your lifestyle is likely to pan out going forward.
32
-
8/6/2019 Birla Sun Life Insurance Company Limited
33/56
In terms of costs, term plans remain your cheapest option no matter when
you take one.
You can opt for some of the ULIPs we mentioned for individuals in the
25-35 years age bracket depending on your needs. Unlike endowment,
which gets really expensive at an advanced age, ULIPs because of the
way they are structured do not turn out that expensive.
If you are over 45 years of age
In this age bracket, it is likely that you are insured. However, you still
need to review your insurance cover taking into consideration the
changes in your lifestyle, income, needs and financial commitments. Beef
up your insurance cover through a term plan.
By this time, your ULIP pension plan will have matured. You can then opt
for an annuity, immediate or deferred, depending on your requirements.
33
-
8/6/2019 Birla Sun Life Insurance Company Limited
34/56
Some Important Points About ULIP
Since ULIPs offer a lot of flexibility, you need to keep some points in mind
to optimize the benefits associated with them.
ULIP child plans/pension plans and even term insurance for most
individuals has been recommended. When you opt for these plans, it
is important that you do this after taking your insurance consultant
into confidence. He is the one who is going to help you with the
numbers, so you need to tell him exactly what you are looking for in
an insurance plan.
There is an insurance cover associated with ULIPs. Since it is also
likely that you have other insurance plans like term and/or
endowment, it is important you have a clear idea of exactly how much
your insurance cover is worth after considering all your insurance
plans. This number will prove helpful when you review your
insurance cover at regular intervals.
ULIPs also have an investment element. You are likely to have
investments in mutual funds, stocks, bonds and fixed deposits as well.
You need to add up the market value of all these investments while
34
-
8/6/2019 Birla Sun Life Insurance Company Limited
35/56
calculating your investment worth. This number will prove useful
when you wish to beef up your investments in a particular asset.
ULIPs derive their 'power to perform' from equities. When you have a
lot of aggressive ULIPs in your portfolio it means that you are
overweight on equities. Add to this your investments in stocks and
equity funds, and your exposure to equities increases even further. To
temper your equity exposure, it is generally advisable to opt for
conservative/balanced ULIPs (maximum 50% equity exposure).
Even if you are a high-risk investor, you must gradually shift your
assets to a conservative ULIP option as your age advances. Financial
prudence dictates that risk reduces as age increases; this needs to
reflect in all your investments including ULIPs.
Like with all investments, it is prudent to diversify your ULIP
investments. This is necessary due to several reasons with financial
prudence being the most important reason. Varying flexibility levels
in ULIPs across insurance companies is another factor that should
make you opt for a ULIP from more than one insurance company.
Varying level of expenses in ULIPs is another reason to opt for ULIPs
across insurance companies to keep expenses on the lower side
35
-
8/6/2019 Birla Sun Life Insurance Company Limited
36/56
5Steps To Selecting The Right ULIP
Understand the concept of ULIPs
Do as much homework as possible before investing in an ULIP. This way
you will be fully aware of what you are getting into and make an
informed decision.
More importantly, it will ensure that you are not faced with any
unpleasant surprises at a later stage. The experience suggests that
investors on most occasions fail to realize what they are getting into and
unscrupulous agents should get a lot of 'credit' for the same.
Gather information on ULIPs, the various options available and
understand their working.
Focus on your need and risk profile
Identify a plan that is best suited for you (in terms of allocation of money
between equity and debt instruments). Your risk appetite should be the
deciding criterion in choosing the plan.
As a result if you have a high risk appetite, then an aggressive investment
option with a higher equity component is likely to be more suited.
Similarly your existing investment portfolio and the equity-debt
36
-
8/6/2019 Birla Sun Life Insurance Company Limited
37/56
allocation therein also need to be given due importance before selecting a
plan.
Opting for a plan that is lop-sided in favour of equities, only with the
objective of clocking attractive returns can and does spell disaster in most
cases.
Compare ULIP products from various insurance companies
Compare products offered by various insurance companies on parameters
like expenses, premium payments and performance among others. For
example, information on premium payments will help you get a better
picture of the minimum outlay since ULIPs work on premium payments
as opposed to sum assured in the case of conventional insurance
products.
Compare the ULIPs' performance i.e. find out how the debt, equity and
balanced schemes are performing; also study the portfolios of various
plans. Expenses are a significant factor in ULIPs, hence an assessment on
this parameter is warranted as well.
Enquire about the top-up facility offered by ULIPs i.e. additional lump
sum investments that can be made to enhance the policy's savings
portion. This option enables policyholders to increase the premium
amounts, thereby providing presenting an opportunity to gainfully invest
any surplus funds available.
Find out about the number of times you can make free switches (i.e.
change the asset allocation of your ULIP account) from one investment
37
-
8/6/2019 Birla Sun Life Insurance Company Limited
38/56
plan to another. Some insurance companies offer multiple free switches
every year while others do so only after the completion of a stipulated
period.
Go for an experienced insurance advisor
Select an advisor who is not only conversant with the functioning of debt
and equity markets, but also independent and unbiased. Ask for
references of clients he has serviced earlier and crosscheck his service
standards.
When your agent recommends a ULIP from a given company, put forth
some product-related questions to test him and also ask him why the
products from other insurers should not be considered.
Insurance advice at all times must be unbiased and independent; also
your agent must be willing to inform you about the pros and cons of
buying a particular plan. His job should not be restricted to doing paper
work like filling forms and delivering receipts; instead he should keep
track of your plan and offer you advice on a regular basis.
Does your ULIP offer a minimum guarantee?
In a market-linked product, protecting the investment's downside can be a
huge advantage. Find out if the ULIP you are considering offers aminimum guarantee and what costs have to be borne for the same.
38
-
8/6/2019 Birla Sun Life Insurance Company Limited
39/56
Are ULIP Right For You
The introduction of unit-linked insurance plans (ULIPs) has been, possibly,
the single-largest innovation in the field of life insurance in the past several
decades. In a swoop, it has addressed and overcome several concerns that
customers had about life insurance liquidity, flexibility and transparency
and the lack thereof. These benefits are possible because ULIPs are
differently structured products and leave many choices to the policyholder.
Hence as a customer, you must carefully consider whether you can make
such a product work well for you. Broadly speaking, ULIPs are best suited
for those who have a conceptual understanding of financial markets and are
genuinely looking for a flexible, long-term savingscum-insurance solution.
Put simply, ULIPs are structured such that the protection (insurance)
element and the savings element can be distinguished and hence managed
according to ones specific needs. Traditionally, the savings element of
insurance has been opaque, giving policyholders no control over asset
allocation, no transparency, no flexibility to match ones lifestyle,
inexplicable returns and an expensive, complicated exit. ULIPs, by
separating the two parts within the same product, and managing them
independently, offer insurance buyers what no traditional policy had
continuous information about how their policy is working for them. Often,
people wonder whether its better to purchase separate financial products for
their protection and savings needs. Certainly, this is a viable option for those
who have the time and skill to manage several products separately.
39
-
8/6/2019 Birla Sun Life Insurance Company Limited
40/56
However, for those who want a convenient, economical, one-stop solution,
ULIPs are the best bet.
For Long Term Investment
If you are opting for long-term investment, it is better you go for equity
linked investment schemes. Longer the period of investment, greater the
chances of risk mitigation.
Nowadays, more and more parents are buying insurance policies for their
children. This not only takes care of expenses that may be incurred on
children's education, but also funding for their education abroad.
Life insurance as an investment for kids
This year, children's insurance has grown at 250% as compared to 100%
last year. Bajaj Allianz sold two times more policies this year than lastyear. This year, LIC (Life Insurance Corporation) sold three lakh policies
in the children's category. Looking at the market, LIC and Bajaj Allianz
are planning to increase the number of children's policies in the portfolio.
While this trend certainly seems to reveal that a lot of people are going for
child insurance policy, the questions really is how aware are they about
investments for children?
Investment consultant Sandeep Shanbhag says, "Demand for life insurance
policies has increased in the last couple of years. However, people think of
40
-
8/6/2019 Birla Sun Life Insurance Company Limited
41/56
insurance policies as a way of investment and PPF (Public Provident
Fund), RBI (Reserve Bank of India) bonds, equity mutual funds are
thought of as investment for adults. But it is not like that. There is no
product labeled as `for adults only'. Similarly, children's investment
products are not the only products that are meant for children. This kind of
mentality should go."
ULIP vs. normal insurance
Quite often, we are confused as to what are better ULIPs, normal insurance
or investment in mutual fund? Manpreet Singh, who is 34 years old, has
two kids. He has taken three ULIPs.
One was taken three years back for which he is paying Rs 12,000 every year
while for the other two he is paying Rs 2,000 per month. He wants to know
what is the best investment option - ULIPS or normal life insurance?
According to Yashmohan Prasad, Zonal Manager, HDFC Standard Life
Insurance, the difference between ULIPs (Unit Linked Investment Plans)
and traditional products is the way your money is invested.
In a traditional product, the companies invest the investible portion of the
premium as per IRDA (Insurance regulatory and Developmental Authority)
guidelines. "However in ULIP, the company's fund manager invests in
different asset classes and gives you three to four varieties of funds in one
policy. ULIP should be preferred if the investor is inclined towards the
market and feels that he should actively participate in fund management,"
41
-
8/6/2019 Birla Sun Life Insurance Company Limited
42/56
He adds that you should plan out with your fund manager if you think you
may require money at different stages. You should go for ULIP only if you
are comfortable with the markets.
Equity is best for the long term
Shanbhag feels, if you are opting for long-term investment, it is better
you go for equity linked investment schemes. Longer the period of
investment, there are more chances of the risk mitigation. But if you put
the entire amount in equity you may not be able to withdraw money at
your convenience, especially when the market is low.
"If you invest Rs 10,000 per year in PPF (Public Provident Fund), you will
get Rs 10,000 at the interest rate of 8% after 10 years. No insurance policy
will give you this kind of returns. So you go for a right mix of equity and
debt. I suggest that instead of taking insurance cover for your child; open a
PPF account in the child's name. Every year, deposit Rs 70,000 in the
account and when he/she turns 20, he will get Rs 32 lakh (Rs 3.2 million)."
42
-
8/6/2019 Birla Sun Life Insurance Company Limited
43/56
ULIP Capital Guarantee Scheme
A ULIP is an insurance product that offers you the best of both worlds-
insurance and investment. When you purchase a ULIP, a part of the
premium that you pay goes towards your insurance cover and meeting
administration expenses. The rest is channeled into an investment fund,
which works like a mutual fund. This investment fund invests in various
equity and debt financial instruments that fit within the pre-specified broad
criteria, which are outlined by the insurance company.
According, a fund may have a high-risk-high-return profile, where a
substantial portion of the corpus is invested into equities, while another may
have low-risk-low-return profile, where the investment options are largely
restricted to debt and money market instruments. Yet another kind may have
a balanced mix of equity and debt, rendering a medium-risk medium return
profile. This gives an investor the freedom to choose an investment option
that suits his or her risk profile.
Maturity Benefit
On maturity of the plan, you are entitled to receive the policy fund value.
This sum is equal to the number of units held by you multiplied by the
funds NAV.
43
-
8/6/2019 Birla Sun Life Insurance Company Limited
44/56
The Risk
The risk involved here is that due to the fluctuations in the market, the
policy fund value at the end of the plan term might be less than the sum of
the premiums paid throughout the policy.
The Solution Introduction of Capital Guaranteed ULIP
Capital guaranteed ULIP promise to return at least the net premiums (total
premium less mortality and administrative charges) paid by the policy
holder on maturity. In some cases, the sum guaranteed also includes
bonuses.
Of course, if the policy fund value exceeds the amount guaranteed, then
you are entitled to receive the policy fund value. In other words, they not
only offer the benefit of any upside in the market, but at the same time
protect the capital invested from being eroded.
Capital guaranteed ULIPs are long-term investment-cum-insurance plans,
which offer the opportunity to reap long-term capital appreciation through
an exposure to the markets, while at the same time, protecting investors
from any capital erosion.
Guaranteed plans cater to the risk-averse investors who are stuck with cash
or fixed income products which may fail to generate wealth over time, as
they may not meaningfully outpace the cost of living.
With the uncertainty and volatility prevailing in the stock Markets, ULIPs
with a capital guarantee come as a boon. They not only offer the Benefit of
44
-
8/6/2019 Birla Sun Life Insurance Company Limited
45/56
any upside in the market, but at the same time guaranteed the capital
invested.
Charges Of ULIP
Unit-linked life insurance offers the interesting option of combining
protection and tax advantages of life insurance with the attractive prospectsof investing in equities.
A unit-linked plan works on a minimum premium basis and not on a sum
assured one. You decide the amount you can contribute at regular intervals.
ULIP offers you insurance cover till your insurance needs are fulfilled,
beyond that it becomes an investment avenue.
How they compare?
To explain how ULIP works we will compare HDFC ULIP Endowment plan
with HDFC Endowment plan.
Premium
45
-
8/6/2019 Birla Sun Life Insurance Company Limited
46/56
In case of ULIP, you pay a minimum premium of Rs 10,000 per annum
irrespective of age and term of the policy. Premiums levels can be either
reduced or increased if premiums have been paid regularly for three years
and the unit fund value is at least Rs 15,000. The flexibility of increasing
premium contributions in an existing account helps policyholders manage
their cash flows.
In normal/traditional endowment plans the premium is calculated on the
basis of age and the term and the amount you pay, as premium remains the
same for the full term. The minimum premium is Rs 1,500 annually.
Sum assured
The sum assured depends on your age and the cover you take in case of
ULIP.
Depending on your age at entry, you may choose between 3 levels of cover
- low, medium or high.
In the traditional plan, the sum assured is calculated by age and term of the
policy to which premium factor is applied.
Top-ups
Apart from your regular contributions, in case of ULIP, you can also make
additional payments to increase the savings component. These top-ups do
46
-
8/6/2019 Birla Sun Life Insurance Company Limited
47/56
not affect the sum assured. Normal endowment policy does not offer you
these benefits.
Investment
You choose the fund where you want to invest your money. HDFC offers a
choice of five funds - liquid, defensive, secure managed, secure defensive
and growth. The Liquid Fund is the least risky with investments in bank
deposits and short-term money market instruments. Growth Fund is the
riskiest with an investment of up to 100% in equities.
In traditional insurance plans your money is invested keeping in view the
IRDA specification i.e. minimum 85% in debt with the balance in equities.
Charges?
As is the case with unit-linked plans, this plan, too, imposes charges, on
both the funds invested by the policyholder and by cancellation of units.
These charges vary depending on the kind of premium payment option
chosen (single or regular).
Other charges include a fund management charge of 0.80% of the fund
value per annum, apart from a flat fee of Rs 15 per month deducted by
cancellation of units
In case of ULIP, for the first 2 years the investment content rate is 73% of
the premium and for the remaining years 99%. Risk cover charges (for
47
-
8/6/2019 Birla Sun Life Insurance Company Limited
48/56
death sum assured, critical illness, accidental death) are charged for
canceling units on each monthly charge date, based on the persons age at
that time. n traditional plans, the charges are not disclosed. There is an
annual fee of Rs 150 for regular premium policies and Rs 300 for single
premium ones.
Returns
In case of ULIP, in an eventuality you receive the sum assured or fund
value whichever is higher and on maturity the fund value. In normal
endowment plan, in either case you receive the same benefit i.e. the sum
assured and vested bonus.
In case you stop paying premiums?
If this is in the first 3 years then in case of ULIP, on cancellation of the
policy before paying regular premium for 3 years, there is a charge of 25%
of the outstanding premiums due during this 3-year period. In case of normal
endowment the policy lapsesand nothing is paid back
If you stop paying premiums after 3 years, in ULIP you have the option to
make policy paid up, provided the policy has accumulated sufficient policy
value. At present this amount is Rs 15,000. If the fund value of a paid up
policy falls below Rs 15,000 then the policy is cancelled and the fund value
is returned to you. The risk cover continues for the sum assured even though
the policy has reached the paid up status.
48
-
8/6/2019 Birla Sun Life Insurance Company Limited
49/56
In traditional plan the policy becomes a paid up policy.
Medicals
In both the plans the norms for medicals are similar i.e. medicals are
compulsory.
ULIP Portfolio Reveal
The popularity of unit linked insurance plans (ULIPs) has increased
considerably over the past few years. Not surprisingly, this has coincided
with the attractive returns posted by the stock markets over this period.
ULIPs, being market-linked, mirror to a large extent, the gains/losses of the
stock markets. That is why its important for investors to evaluate a ULIP
portfolio objectively before considering investing in it.
ULIPs have been marketed as instruments that basically are a mutual fund
and more. In this note we evaluate the portfolios of some leading ULIP
plans on offer today by applying yardsticks that we apply to portfolios of
mutual fund schemes. Of course, there is no denying that ULIPs are
inherently different from mutual funds as they offer a life cover also.
Nevertheless, in our view, such a study will help individuals select ULIPs
that suit their profile and needs better.
49
-
8/6/2019 Birla Sun Life Insurance Company Limited
50/56
For our evaluation, we have considered the Aggressive ULIP plans from
four life insurance companies whose portfolios were available to us (as on
March 31, 2006).
Allocation to Equities
The allocation to equities differs across the four companies under study.
True to its investment mandate, HDFC Standard Life (HDFCSL) had
invested 100.0% of its corpus in equities. Kotak Life Insurance (KLI) had
invested 62.2% of its corpus in equities against a mandate to invest upto
80.0% of its assets in equities. The other two companies, ICICI PruLife
and Aviva, have adhered to the limits set out for them with 94.8%
(mandated to invest upto100% in equities) and 80.8% (mandated to invest
upto 85%) respectively.
In terms of market capitalisations, we have observed that the ULIPs under
review invest predominantly in large cap companies. However, Aviva is an
exception; it invests liberally in mid caps. This can be gauged from the fact
that close to half of its equity portfolio (i.e. approximately 42%) is invested
in midcap companies. This may not be the most prudent feature of a ULIP
that is investing individuals insurance monies. Investorswould do well to
appreciate that mid cap stocks typically tend to be high risk high return
investment propositions vis--vis their large cap peers.
All four insurers under review have invested in line with their investment
mandates. However, it is apparent that investment mandates for the
Aggressive ULIP plans vary significantly across insurers. On one hand,
you have a HDFCSL, which is necessarily invested upto 100.0% in
50
-
8/6/2019 Birla Sun Life Insurance Company Limited
51/56
equities, while on the other hand there is a KLI that can invest upto 80.0%
in equities. Another insurer Birla Sun Life Insurance Company (whose
portfolio for the Flexi Save Plus endowment plan we failed to acquire)
can invest only upto 35.0% of assets in equities in its Aggressive ULIP
plan. This kind of disparity in similar-natured ULIP offerings from
various insurers underscores the need for investors to make an informed
decision while buying ULIPs.
Top 10 Stocks
With respect to holdings in the top 10 stocks, HDFCSL is well diversified.
It holds 42.7% of its assets in its top 10 stocks. However, in terms of
number of stocks held, it remains the most concentrated with a total of 34
stocks in its portfolio.
ICICI PruLife had the most concentrated portfolio with 50.4% in its top 10
stocks. The total number of stocks it held (51 stocks) was the highest in its
peer group.
KLI comes across as the most diversified ULIP portfolio with only 25.7%
of its total holdings in the top 10 stocks. Likewise, Aviva with an
allocation of 28.0% is well diversified. Given that KLI and Aviva have an
equity cap in the 80%-85% range, their top 10 stock holdings are very well
diversified.
.
Sectoral Allocation
51
-
8/6/2019 Birla Sun Life Insurance Company Limited
52/56
In terms of sectoral allocation, ICICI PruLife emerges as the most
concentrated one with 65.0% of its assets in the top 5 sectors. So too is the
case with HDFCSL which holds 64.2% of its assets in 5 sectors.
Both Aviva and KLI fare better as compared to HDFCSL and ICICI
PruLife with 41.6% and 30.6% of assets in the top 5 sectors respectively.
Again, this comparison has to be seen in light of the lower equity
allocation for both these insurers.
Like with stock allocations, we believe that sectoral concentration can
expose a portfolio to above-average volatility. While such a strategy can
help the ULIP clock attractive returns during a market rally, it is likely to
expose investors to higher volatility when the markets witness a downturn.
With respect to the concentration in the portfolios, insurance seekers need
to appreciate that insurance companies invest monies from a very long-
term perspective; they are able to therefore take, say a 10-year call or a 20-
year call on a company or a sector. Since their inflows are committed and
locked in they are able to invest with greater freedom and also not
excessively worry about near term volatility.
Fund Management Charges (FMC)
Charges play an important role while calculating the returns on a portfolio- higher the charges; lower is the value of the investments. Over the long
term (over 15 years), charges have the potential to significantly impact the
returns generated by the ULIP portfolio.
52
-
8/6/2019 Birla Sun Life Insurance Company Limited
53/56
HDFCSL with an FMC of 0.80% surfaces as the most cost effective ULIP.
ICICI PruLife (FMC 1.50%) fails to redeem itself on this front. KLI (FMC
1.50%) and Aviva (FMC 1.00%) with additional expenses in the form of a
buy-sell spread fare poorly compared to the others alongside it. Simply put,
the buy-sell spread is the difference between the buying price and the
selling price at which the life insurance company buys and sells its units.
In addition to FMC, ULIPs also levy administration charges. Here too,
HDFCSL with charges of Rs 180 per annum (pa) emerges as the clear
leader. ICICI PruLife (Rs 720 pa) and Aviva (Rs 779 pa) fare poorly on
this front. For KLI, the administration charges are levied as a percentage of
the annual premium- for the first year, the charges are 7% for premium
upto Rs 20,000 pa and 3% for that portion of premium exceeding Rs
20,000 pa. Second year onwards, these charges drop to 4% (for premium
upto Rs 20,000 pa) and 2% (for premium exceeding Rs 20,000 pa). KLI
too fails to impress on this parameter.
Policy Returns
HDFCSL with a return of 86.7% for FY06 (financial year ending March
2006), towers head and shoulders over the competition. It has also
managed to outperform its benchmark, the BSE 100 (up 66.2%), by a wide
margin. Such a performance is not surprising given that the policy invests
its entire corpus in equities vis--vis peers. ICICI PruLife too fared well on
this front with 68.2% returns over FY06, although it just about managed to
outperform its benchmark, (BSE 100).
53
-
8/6/2019 Birla Sun Life Insurance Company Limited
54/56
Kotak with 49.2% returns over the said period fared poorly as compared to
its peers as well as its benchmark, the S&P CNX Nifty (up 64.6%). One
reason for the under-performance could be the controlled equity exposure
(62.2% as on March 31, 2006) as compared to its mandate (upto 80%).
Aviva (61.1%) managed to post reasonable returns vis--vis peers.
The evaluation of ULIP portfolios throws up some interesting learning:
The quality of data and its presentation need to improve significantly, if
investors, both existing and potential, are to be able to study portfolios andmake intelligent decisions.
ULIP portfolios need to be disclosed regularly. The reason you are seeing
only four ULIP portfolios is because others either dont disclose it or
disclose it only selectively.
By and large ULIP portfolios are well diversified in terms of stock
allocations, however we would like to see more diversification at the
sectoral level. As we have learnt with mutual funds, one without the other is
of little use during a market downturn like the one we are witnessing at
present.
54
-
8/6/2019 Birla Sun Life Insurance Company Limited
55/56
Conclusion
In the present study we have seen that the charges have minimal impact on
the sale of the scheme. It has been seen that Birla Sun Life has consistently
performed well in the insurance market of India. Following are some of the
figures of market performance to indicate this:
In this project, I had emphasized on Recruitment of Insurance Advisor and
about Unit Linked Insurance Plan (ULIP) schemes in the insurance
company. In the present scenario of this hectic lifestyle, it is very much
advisable that one should invest his / her money in ULIP plan.
In a laymans language it can be said that Unit Linked Insurance Plan
(ULIP) is life insurance solution that provides for the benefits of protectionand flexibility in investment. The investment is denoted as units and is
represented by the value that it has attained called as Net Asset Value
(NAV). The policy value at any time varies according to the value of the
underlying assets at the time.
55
-
8/6/2019 Birla Sun Life Insurance Company Limited
56/56
ULIP provides multiple benefits to the consumers: -
Life protection
Investment and Savings
Flexibility
Adjustable Life Cover
Investment Options
Transparency
Options to take additional cover against death due to accident
Disability
Critical Illness
Surgeries
Liquidity
Tax planning