Selling Insurance Products in India: The Commission versus Fee Debate


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Case Details:

Case Code : MKTG240
Case Length : 19 Pages
Period : 2008-2009
Pub Date : 2010
Teaching Note :Not Available
Organization : -
Industry : Insurance Industry
Countries : India

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Please note:

This case study was compiled from published sources, and is intended to be used as a basis for class discussion. It is not intended to illustrate either effective or ineffective handling of a management situation. Nor is it a primary information source.

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Excerpts Contd...

The Debate Rages On...

According to industry observers, there had been much debate over the nature of the financial advisory one should opt for i.e. whether it should be commission-based or fee-based. While some industry regulators and government agencies supported the elimination of the commission system, others were apprehensive about the fee-based model...

Looking Ahead

Though hit by a wave of criticism, the Swarup Committee finally submitted its report to the Indian finance minister Pranab Mukherjee on December 2, 2009. The report was discussed by a high-level coordinated committee of regulators...

Exhibits

Exhibit I: Premium Underwritten by Life Insurers
Exhibit II: Details of Individual Agents of Life Insurers
Exhibit III: New Business Premium (Individual and Group) of Life Insurers for 2007-08 Channel Wise
Exhibit IV: Commission Expenses of Life Insurers
Exhibit V: Commission Expenses Ratio
Exhibit VI: Recommendations of the Swarup Committee
Exhibit VII: Retention Ratio

  

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