2013 Asia Distribution Conference

Asia Distribution Conference Breakout Sessions WEDNESDAY, 20 November WEDNESDAY, 20 November WEDNESDAY, 20 November THURSDAY, 21 November 11:30 a.m. – 12:30 p.m. 1:30 – 2:30 p.m. 2:35 – 3:35 p.m. 10:10 – 11:10 a.m. Bancassurance Transforming Sales Success Factors in an Successful Bancassurance 7 Principles to Create a Focus Force Effectiveness ‘Open-Architecture’ Partnerships: From I Winning Bancassurance Bancassurance Model (Inception) to E (Execution) Partnership Tied Agency Life Agency Channels in Enhancing Your Reputation What Does It Take to Retain Transforming Sales Force Focus Asia — Examining the With Agents and Clients: & Engage Your Sales Effectiveness Evidence People, Process and Force to Build Long Term Technology Careers? Alternative Best Practices in Direct IFAs and Brokers in Increasing Penetration Microinsurance: Distribution Marketing Asia — The Road Less Through Takaful Distributing Insurance Focus Travelled? Products of Value to the Masses Thank You to Our Sponsors 2 Success Through Synergy WEDNESDAY, 20 NOVEMBER K. K. Loo Senior Vice President and 7:30 a.m. Registration Desk Opens Chief Agency Officer Manulife (Singapore) Pte Ltd. Ballroom Foyer, First Floor 8:45 – 8:50 a.m. Welcome and Opening Remarks Ballroom B Ian Watts, Moderator Senior Vice President & Managing 8:50 – 9:50 a.m. Opening Keynote Speaker Director, International Operations Understanding the Customer LIMRA, LOMA, LL Global, Inc. Bryan Smith Developing a distribution strategy is President & Chief Executive Officer far more complicated than simply Allianz Ayudhya Assurance Pcl., Thailand deciding which channels to use. An improper mix can cause a great deal of headaches, but when designed Competitive pressure has lifted consumer properly, channels will complement each other expectations with the same intensity in to maximize efficiency and profitability. This panel emerging and developed markets alike. of executives will share their insights on how they The only way to meet these expectations is to understand are currently balancing their channels, taking into them by increasing your knowledge of current and consideration the different channel and market potential clients; and increasing the availability and options, and realizing what it means to achieve usefulness of this information across your company. success through synergy. Learn how market leaders are excelling by giving customer information a critical role in strategy development. 11:00 – 11:30 a.m. Networking Break 9:50 – 11:00 a.m. Executive Panel Ballroom Foyer Managing Through Channel Conflict 11:30 a.m. – 12:30 p.m. Breakout Sessions Simon Bennett Session 1A (Bancassurance Focus) President Director & Chief Executive Officer Function Room 4 Commonwealth Life Indonesia Transforming Sales Force Effectiveness Andy Khoo Managing Director, The Centre for International Assessment Candy Yuen and Development Chief Distribution and Marketing Officer LIMRA Sun Life Financial Asia Enormous changes are sweeping our world. The ways that people interact, learn, shop, and buy are driving and responding to cultural shifts and technological innovations. Attend this session to learn how your company can leverage its strengths to respond to key changes and equip your sales representatives and managers with the tools they need to elevate performance. 3 Asia Distribution Conference Session 1B (Tied Agency Focus) Session 2B (Tied Agency Focus) Ballroom B Function Room 4 Life Agency Channels in Asia — Enhancing Your Reputation With Agents and Examining the Evidence Clients: People, Process and Technology Simon Drimer Ruth Fisk Managing Director Worldwide Managing Director, Insurance Pi Financial Services Intelligence OnBase by Hyland Software The facts speak for themselves. Being responsible for your company’s This session will take a hard data profitability can be challenging during a approach to analyzing life insurance time of constant disruption. How do you agency channels across Asia, with a special emphasis stay focused and ensure you are leveraging and extending on China, Hong Kong, Indonesia, and Malaysia. what you have today to provide greater value to your You will see how the channel has grown relative to agents and policyholders? This session will challenge your other channels; explore changes in agent productivity; current thinking and provide insight into how you can and examine key operational dimensions for modify your approach to managing products and services tied agencies, including recruitment, retention, to benefit current and future distribution channels. and poaching. Session 1C (Alternative Distribution Focus) Session 2C (Alternative Distribution Focus) Function Room 7 Function Room 7 Best Practices in Direct Marketing IFAs and Brokers in Asia — The Road Less Tim Gilmour Travelled? Chief Marketing Officer Mark Goodman AEGON Direct & Affinity Marketing Services Limited (ADAMS) Independent financial advisors and brokers represent a relatively small portion of life We have clearly entered a new era in insurance sales in most Asian markets, direct marketing. There are myriad new where agency and bank channels often rule methods for communicating directly with consumers, the roost. In this session, Mark will draw on and increasingly sophisticated metrics for evaluating his extensive industry experience in Europe, the Middle program effectiveness. Join Tim for a deep dive East, and Asia to assess the future prospects and key into the latest innovations, emerging best practices, change factors of IFAs and brokers in Asia — and explore and the solutions you need to address your the case for incorporating IFAs and brokers into life marketing challenges. insurance company distribution strategies. 12:30 – 1:30 p.m. Luncheon TEMPTations Restaurant (Ground Floor, East Wing) 2:35 – 3:35 p.m. Breakout Sessions Session 3A (Bancassurance Focus) 1:30 – 2:30 p.m. Breakout Sessions Function Room 4 Session 2A (Bancassurance Focus) Successful Bancassurance Partnerships: Ballroom B From I (Inception) to E (Execution) Success Factors in an ‘Open-Architecture’ Bancassurance Model Anand Pejawar Executive Director – Marketing Rod Shay SBI Life Insurance Company Ltd. Head of Distribution Solutions, Asia Swiss Re Anand will provide a case study analysis of a successful bancassurance partnership In an open architecture business model, as experienced by SBI Life in India. banks have no significant equity With more than a decade of successful experience behind investment in the insurer, and limit their them, his discussion will cover the broad array of factors, role to that of distributor — selling product from including how to choose the right joint venture partner, multiple competing insurers. Attend this session to and how to create and implement a well-integrated examine the inner workings of a successful program bancassurance model. and gain crucial insights for delivering a positive ROI. 4 Success Through Synergy Session 3B (Tied Agency Focus) THURSDAY, 21 NOVEMBER Ballroom B What Does It Take to Retain & Engage Your Sales 8:00 a.m. Registration Desk Reopens Force to Build Long Term Careers? Ballroom Foyer Rajan Kalia Co-Founder 8:45 – 10:00 a.m. General Session Salto Dee Fe Consulting Service Ballroom B This session will shine a light on managerial Bancassurance: Success Factors of Market behaviors that help engage and retain top Leaders sales talent. Rajan will focus on vital Bernard Retali competencies that should be developed and nurtured in President your frontline leaders to help them lengthen agent tenure LIMRA Europe, Middle East, by 30 percent or more. and Africa Session 3C (Alternative Distribution Focus) There are many paths to bancassurance Function Room 7 success, yet all market leaders follow certain “rules” to capture and keep market share. Bernard, whose career Increasing Penetration Through Takaful includes leadership positions at companies throughout Hassan Scott Odierno Europe, will analyze the models of several successful Partner bancassurers to reveal what they have in common. Actuarial Partners Consulting Takaful (Islamic insurance) has evolved in 10:10 – 11:10 a.m. Breakout Sessions Malaysia from being a specialized product for Session 4A (Bancassurance Focus) devout Muslims to a mainstream product Ballroom B accepted by Muslims and non-Muslims alike. Hassan will 7 Principles to Create a Winning review important basics of takaful and discuss how takaful Bancassurance Partnership can be designed, marketed, and presented to increase overall insurance penetration rather than compete with Parag Raja Senior Vice President and Head – conventional insurance. Axis Bank Relationship 3:35 – 4:00 p.m. Networking Break Max Life Insurance Company Limited Ballroom Foyer Max Life Insurance began as an agency- 4:00 – 5:00 p.m. General Session driven organization, while its peers were Ballroom B all large captive bancassurance players. Once firmly Regional Regulatory Trends Affecting Distribution established, however, the company launched a bancassurance strategy that now accounts for nearly Lennard Yong 50 percent of its sales. How have they achieved such Group Chief Distribution Officer rapid multi-channel sales growth? How have they built FWD Group Management Holdings Limited strong, sustainable, and high-performing partnerships Distribution is the key to the success for any with some of the nation’s largest banks? Learn the life insurer, and it has experienced significant seven principles that underpin their continued success. changes over the last decade. Since the global financial crisis

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