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Bancassurance - Emerging trends



Though bancassurance has traditionally targeted the mass market, bancassurers have begun to finely segment the market, which has resulted in tailor-made products for each segment. The quest for additional growth and the desire to market to specific client segments has in turn led some bancassurers to shift away from using a standardized, single channel sales approach to adopting a multiple channel distribution strategy. Some bancassurers are also beginning to focus exclusively on distribution. In some markets, face-to-face contact is preferred, which tends to favour bancassurance development. Nevertheless, banks are starting to embrace direct marketing and Internet banking as tools to distribute insurance products. New and emerging channels are becoming increasingly competitive, due to the tangible cost benefits embedded in product pricing or through the appeal of convenience and innovation.

Finally, the marketing of more complex products has also gained ground in some countries, alongside a more dedicated focus on niche client segments and the distribution of non-life products. The drive for product diversification arises as bancassurers realise that over-reliance on certain products may lead to undue volatility in business income. Nevertheless, bancassurers have shown a willingness to expand their product range to include products beyond those related to bank products.

Strategic Challenges

These developments are expected to challenge traditional bancassurers in the following ways

  • The shift away from manufacturing to pure distribution requires banks to better align the incentives of different suppliers with their own.
  • Rising sales of non-life products, to the extent those risks are retained by the banks, require sophisticated products and risk management.
  • The sale of non-life products should be weighed against the higher cost of servicing these policies.
  • Banks will have to be prepared for possible disruptions to client associations arising from more frequent non-life insurance claims.
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