1. Serving the Cause of Public Interest Indian Actuarial Profession 23rd India Fellowship Seminar Management of expenses and Relevance of 17D rules post Product Regulations 2013 (SA2) Guide – Sunil Sharma Presenters Aparna Manoj Mhatre Abhishek Verma Kshitij Sharma 18 June 2015 Mumbai

2. www.actuariesindia.org 2 Index  Extant Regulation  Product Regulation 2013 – Expense Controls  Expense Analysis - Indian Life Insurance Companies  Expense Management  Questions

3. www.actuariesindia.org 3 Extant Regulation

4. Section 17-D of Insurance Rules 1939  Defines allowable expenses of management in life-insurance business (i)For Immediate/ deferred Single Premium Annuities: 5% of all premiums received during the year (ii) For Immediate/ deferred Regular/ Limited Premium Paying Annuities: 10% of all first year's premiums; and 4% of all renewal premiums, received during the year. (iii) on other Single Premium policies 5% of all premiums received during the year (iv) one-twentieth of 1% (i.e. 0.05%) of the average of the total sums assured for reduced paid up policies (less reinsurances) at the beginning and end of the year. (v) an amount computed on the basis of the percentages dependent on age of the insurer's life-insurance business as specified in the table below: www.actuariesindia.org 4

5. Section 17-D of Insurance Rules 1939 www.actuariesindia.org 5 Duration of insurer's life insurancePercentage of premiums (less re-Duration of insurer's business life insurance business insurances) received during the year other than premiums referred to in items (i) and (ii) above in yearsof first year's premiumsof renewal premiums 0-410020 5-796.519 8-109318 After the tenth year, if the insurer's business in force-(a) is less than two crores of Rupees9018 is less than five crores of rupees but not less than two crores of rupees9017 (c) is less than ten crores of rupees but not less than five crores of rupees9016 (d) is not less than ten crores of rupees9015

6. Section 40 B of Insurance Act, 1938 Limitation of expenses of management in life insurance business—  1. Every life insurance company in India has to furnish, statements in the prescribed form certified by an actuary on the basis of premiums currently used by him in regard to new business in respect of mortality, rate of interest, expenses and bonus loading, to the IRDA  2. After the 31st day of December, 1950, no insurer shall, in respect of life insurance business transacted by him in India, spend as expenses of management in any calendar year an amount in excess of the prescribed limits and in prescribing any such limits regard shall be had to the size and age of the insurer and the provision generally made for expenses of management in the premium rates of insurers:  Provided that where an insurer has spent such expenses in any year an amount in excess of the amount permissible under this sub ‑ section, he shall not be deemed to have contravened the provisions of this section, if the excess amount so spent is within such limits as may be fixed in respect of the year by the Authority after consultation with the Executive Committee of the Life Insurance Council constituted under section 64F, by which, the actual expenses incurred may exceed the expenses permissible under this sub ‑ section. www.actuariesindia.org 6

7. Section 40 B of Insurance Act, 1938  3. In respect of any statement mentioned in sub ‑ section (1), the Authority may require that it shall be submitted to another actuary appointed by the insurer for the purpose and approved by the Authority, for certification by him/ her, whether with or without modifications.  Every insurer transacting life insurance business in India shall incorporate in the revenue account— (a) a certificate signed by the chairman and two directors and by the principal officer of the insurer, and an auditor’s certificate, certifying that all expenses of management in respect of life insurance business transacted by the insurer in India have been fully debited in the revenue account as expenses, and (a) (b) if the insurer is carrying on any other class of insurance business in addition to life insurance business an auditor’s certificate certifying that all charges incurred in respect of his life insurance business and in respect of his business other than life insurance business have been fully debited in the respective revenue accounts. (b) www.actuariesindia.org 7

8. Recent Revisions Impact of new Insurance Act Discussion paper issued by IRDA www.actuariesindia.org 8

9. 9 Product Regulation 2013 - Expense Controls

10. www.actuariesindia.org 10 Product Regulation 2013: Commission cap For both Linked and Non-linked products: Commission charged to the customer capped: Separate limits for individual and group business For example, for all distribution channels except Direct marketing: Other than pension Products  2% of the single premium policy  For regular premium policy, cap as per table below: (*) The maximum commission Premium Paying Terms Maximum Commission If any form as % of premium 1st year2 & 3 YearSubsequent Years 5157.5/5(*)5 6187.5/5(*)5 7217.5/5(*)5 8247.5/5(*)5 9277.5/5(*)5 10307.5/5(*)5 1133/30(*)7.5/5(*)5 >= 1235/30(*)7.5/5(*)5

11. Product Regulation 2013: Commission cap Pension Products  2% of the single premium policy  7.5% of the first year's premium 2% of each renewal premium. If commission significantly different between distribution channels:  Appointed actuary to justify the difference  Justify how the difference is allowed in pricing www.actuariesindia.org 11

12. Reflect actual expenses incurred Within Statutory ceilings of commission and expenses Do not exceed limits specified www.actuariesindia.org 12 Product Regulation 2013: Discontinuance charge For Linked Products, obligation to recoup expenses associated only with discontinuance:

13. Product Regulation 2013: Discontinuance charge www.actuariesindia.org 13 For example, the discontinuance charge levied on regular premium policies follow below limits: Policy year of Discontinuance Max Discontinuance Charges where annualized premium up to Rs.25,000/- Max Discontinuance Charges where annualized premium above Rs.25,000/- 1Lower of 20% * ( AP or FV/policy account value) subject to a max of Rs3000 Lower of 6% * ( AP or FV/policy account value) subject to a max of Rs6000 2Lower of 15% * ( AP or FV/policy account value) subject to a max of Rs2000 Lower of 4% * ( AP or FV/policy account value) subject to a max of Rs5000 3Lower of 10% * ( AP or FV/policy account value) subject to a max of Rs1500 Lower of 3% * ( AP or FV/policy account value) subject to a max of Rs4000 4Lower of 5% * ( AP or FV/policy account value) subject to a max of Rs1000 Lower of 2% * ( AP or FV/policy account value) subject to a max of Rs2000 >=5Nil

14. Other Controls Charging Caps Surrender charge cap on the fund based group products For linked products, cap on the fund management charge of 135bps For linked products, cap on the guarantee charge of 50bps For linked products, charges can fluctuate between min. and max. but cannot vary more than 1.5 times during the first 5 years Indirect Controls For non linked participating products, Constitution of with profits committee(WPC)  WPC to sign-off expenses allocated to the participating fund and in the asset share calculation www.actuariesindia.org 14

15. www.actuariesindia.org 15 Expense Analysis – FY 2014-15

16. Expense Ratios www.actuariesindia.org 16

17. Commission Ratios – Line of Business www.actuariesindia.org 17

18. Opex Ratios www.actuariesindia.org 18

19. Opex Ratios – Line of Business www.actuariesindia.org 19

20. Portfolio Turnover www.actuariesindia.org 20

21. Agency Channel www.actuariesindia.org 21

22. Key Dependencies Business volume – Single premium can distort the picture Persistency Business mix – Significant impact on commissions payable – Group business more expense efficient? Distribution Channel – Bancassurance generally more expense efficient – New channels (e.g. Online sales, common centers) – Improvement in agent productivity critical www.actuariesindia.org 22

23. www.actuariesindia.org 23 Expense Management

24. Business growth Below Expectation business growth Insurer maintains excess capacity Relationship selling can result in poor persistency Force utilization of inefficient distribution channels Higher portfolio turnover requires constant endeavors to grow www.actuariesindia.org 24

25. Other factors Increasing cost base Expense inflation Cost of regulation / compliance Expense inflation Sufficient / relevant information unavailable for monitoring Uncoordinated decision making Focus on top-line growth www.actuariesindia.org 25

26. www.actuariesindia.org 26 Any Questions?