Bajaj Allianz Life to ride on increased ULIPs affinity post pandemic: CMO Mehra

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Bajaj Allianz Life Insurance’s recent survey to gauge the affinity of unit linked insurance plans (ULIPs) among customers showed their gaining popularity post the Covid pandemic as stock markets remain bullish.

BusinessLine interviewed Chandramohan Mehra, Chief Marketing Officer, who led the survey, to understand the way forward for the company on this front. Excerpts:

According to the survey findings, affinity towards ULIPs have increased post the pandemic. Have you seen a similar trend at Bajaj Allianz Life?

At Bajaj Allianz Life we are seeing a growth in ULIPs on account of several reasons. First, over the past few years, we have focused on adding new-age and innovative features to our ULIPs products such as RoMC (Return of Mortality Charges), zero allocation charges and zero policy administration charges. In addition other features such as loyalty additions, flexible mode of payments, range of fund options, and robust fund management are collectively making ULIPS one of the preferred long-term instruments for customers to meet their long term-goals, and in turn driving growth. During the first quarter of this financial year, we have recorded an almost 50 per cent growth over the last year in ULIP category.

Also see: ULIPs are gaining popularity, says Bajaj Allianz Life study

What’s the current mix of your ULIPs and traditional plans?

Our product mix is well balanced across the category range including ULIP, Traditional, Term and now Annuity. The ratio of ULIP to non-ULIP is approximately is 2:3. Our product expansion strategy is driven by unmet customers need gaps. An illustration of this is our recent introduction of the annuity product Bajaj Allianz Life Guaranteed Pension Goal which is gaining significant traction amongst customers on account of several features including guaranteed life-long regular income to meet their post-retirements goals, regular premium paying option in deferred annuity, and quick issuance, as the annuity products do not require medical tests.

How are you using the survey findings for your future strategy? Is your strategy going to change basis the findings?

Through suitable training and communication efforts we plan to reinforce the benefits of ULIPs which primarily include its immense flexibility, long term investment advantage, and added life insurance protection. Additionally, we will continue to focus our efforts on further simplifying the digital experience enabling frictionless ULIP related transactions across platforms, assets and devices.

Overall, our strategy is anchored on enabling the life goals of customers, and we will continue to make relevant interventions to add value to customers’ life goals journey with us.

In a post-Covid world, What kind of products are you focusing on?

There is an increased realisation amongst customers about the range of risks life insurance products cover. Pure term as a backup for family’s life goals, annuity to cover the risk of living long and market linked insurance products and traditional products to meet long term life goals. According to the survey, life insurance has emerged as the most preferred financial product with, 2 out of 3 Indians saying that they invest or intend to invest in life insurance to achieve their long term life goals such as retirement and child education. Keeping in line with the changing consumer needs, we are constantly expanding our product portfolio to cater to their diverse protection and investment needs.

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LS okays amendment in General Insurance Business (Nationalisation) Act

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The Lok Sabha on Monday approved amendments to General Insurance Business (Nationalisation) Act, 1972. This will help the government shed its shareholding in public sector general insurance companies.

Meanwhile, Finance Minister Nirmala Sitharaman has assured that the amended Bill will not take away the rights of anybody. This remark is in response to the allegation that the government is privatising insurance companies that will be against the interest of employees and policyholders.

Also read: Govt moves to shed stake in a general insurance co

“All these allegations are baseless. The government is not taking away rights of anyone. Private sector insurance companies are raising money from public and with the help of that, providing insurance products at lower premium,” she said while responding to allegations on the Bill from the opposition bench. Later the Bill got passed with voice vote.

Earlier on July 30, while introducing the Bill, Sitharaman had categorically said that apprehensions mentioned by the members are not well-founded at all. “What we are trying to in this is not to privatise. We are bringing some enabling provision so that the government can bring in public participation, Indian citizens, the common people’s participation in the general insurance companies,” she had said.

The amendment is a follow-up to the Budget announcement in which Sitharaman proposed ‘privatisation’ of one general Insurance company in the current financial year. On July 30, she said a public-private participation in general insurance industry will help get more resources which will bring in better technology infusion and also enable faster growth of such companies.

Three amendments

The Bill proposes three amendments. First one aims “to omit the proviso to section 10B of the Act so as to remove the requirement that the Central Government holds not less than 51 per cent. of the equity capital in a specified insurer”. The second one will insert a new section 24B “providing for cessation of application of the Act to such specified insurer on and from the date on which the Central Government ceases to have control over it.”

And the third one will insert “a new section 31A providing for liability of a director of specified insurer, who is not a whole-time director, in respect of such acts of omission or commission of the specified insurer which has been committed with his knowledge and with his consent.”

“With a view to providing for greater private participation in the public sector insurance companies and to enhance insurance penetration and social protection and better secure the interests of policy holders and contribute to faster growth of the economy, it has become necessary to amend certain provisions of the Act,” statement of objects and reasons of the Bill said.

As on date, there are four general insurance companies in the public sector – National Insurance Company Limited, New India Assurance Company Limited, Oriental Insurance Company Limited and the United India Insurance Company Limited. Now, Besides these, there is one re-insurer, General Insurance Corporation and one specialised one for agriculture insurance.

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Why demand for Covid health cover is infectious

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The Covid-19 pandemic has, in a way, redefined the perceptions around health insurance, acting as a catalyst for the growth of health cover.

According to insurers, it has given the biggest push to health insurance demand since liberalisation in the 1990s, triggering positive shifts in the perception, processes and products in the industry.

The catalytic impact of Covid on the health insurance scenario is quite phenomenal in terms of demand.

“There has certainly been an increase in demand for health insurance policies, owing to the awareness raised by Covid-19 pandemic,” TA Ramalingam, Chief Technical Officer, Bajaj Allianz General Insurance, told BusinessLine.

The perception about health insurance has changed from a mere tax-saving tool to an indispensable financial security tool.

“We have observed that there has been approximately a 40 per cent year-on-year increase in demand for health insurance policies,” said Ramalingam.

In a new trend, many customers are also looking to increase the sum insured of their base policy, he added.

There has been a realisation of the need to have an adequate cover to meet a major chunk of health expenditure in case of unforeseen risks such as Covid. “For instance, if a person has a ₹3 lakh health cover, they are looking to increase it to ₹5 lakh cover; a person with ₹5 lakh cover is interested in buying a ₹10 lakh cover. Additionally, they are also opting for super top-up policy to enhance their sum insured,” said Ramalingam.

According to Sanjay Datta, Head -Underwriting & Claims, ICICI Lombard General Insurance Company, there has been much learning from the Covid experience.

“One of the major learnings is the recognition of the need to have a risk product to cover oneself and one’s family members.

“The digital offerings, as well as customer awareness of digital solutions to meet health cover requirements, have also gone up. There has been a lot of streamlining of processes as well,” said Datta.

Product innovation and standardisation are now an integral part of the lexicon for all stakeholders – the Insurance Regulatory and Development Authority of India (IRDAI), industry players and customers.

Shift in demand

There are shifts in the nature of demand for health cover. Unlike last year, now there has been a decline in demand for Covid-specific health insurance policy for two reasons. “This is being driven by reduction in Covid cases in our country. Secondly, and more importantly, people are now looking to buy comprehensive health insurance policies,” said Ramalingam.

In a significant move, the insurance regulator had introduced standard Covid-specific products, Corona Kavach and Corona Rakshak, to be offered by non-life and life insurers mandatorily for a period of nine-and-a-half months in July last year.

Though the initial response was dull, the demand for Covid-specific cover picked up significantly between March and September 2020 in the backdrop of surging cases.

Assuming that there will be no third wave, general insurers expect greater demand for standard basic health cover policy, Aarogya Sanjeevani, introduced by the IRDAI before the attack of the pandemic.

It has been seen as a game-changer for health cover as it offers a simple, understandable basic health cover.

However, the product has been overshadowed by Covid concerns and people preferred Covid-specific policies to a standard health over. Once Covid becomes history, this product could catch the attention of general public, feel experts.

Claims

“Due to the second wave, we have seen more than 100 per cent of Covid claims in the first quarter of the current fiscal compared to the entire FY21. Covid-19 claims constitute around 45 per cent of overall health claims in Q1 FY22, compared to 17 per cent for the same period last year,” Ramalingam added.

However, insurers expect lower traction, going forward. There is already a declining trend of Covid cases in some parts of the country, and insurers are hopeful that as the vaccination drive gains more momentum, there could be an even more decline in the number of cases.

Is it sustainable?

While all these factors have boosted demand since April 2020, industry experts are also hoping that the new levels of demand for health insurance will be sustained, going forward.

“The massive surge in demand is a welcome trend. However, there are fears of the ensuing third wave all around, which might have contributed to increase in demand. We are keeping our fingers crossed that the situation attains normalcy,” said the CEO of a large private life insurer.

He also sees customer satisfaction as a challenge. “In most cases, an objective examination of Covid claims being made allows us to settle only a part of the claim, leading to disaffection. Insurance goes by defined norms in claim settlement. We need to educate customers, too, on this front,” said the CEO.

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Federal Bank board clears IFC’s Rs 916 crore investment, BFSI News, ET BFSI

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Mumbai: The International Finance Corporation (IFC) Group has invested Rs 916 crore in Federal Bank. In a notice to the stock exchange, the Kerala-based bank said that the board approved the decision in its meeting on July 23.

The board approved the allotment of 10.5 crore shares of face value Rs 2 to the IFC Group at an issue price of Rs 87.4. With this allotment, the paid-up capital of the bank has risen from 199.6 crore shares to 210.1 crore of Rs 2 each. The bank said in a statement that the decision by IFC to acquire 4.9% in the bank was a testimony to its belief in the brand and its operational efficiency.

As of end June 2021, mutual funds held 35.6% in the bank followed by foreign investors (24%) and insurance companies (10.8%). Individual shareholders and others held the remaining 29.3%. The investment from IFC comes at a time when the bank’s CEO Shyam Srinivasan received RBI’s approval for a three-year extension.

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Insurance frauds see an increase during pandemic, says survey

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Insurance frauds have increased during the Covid-19 pandemic and investigations have largely moved to digital channels, a new survey has revealed.

Significantly, more than one in four of the respondents or 27 per cent of those surveyed said insurance frauds have increased during the pandemic.

The findings are part of a survey on “Impact of Covid -19 Pandemic on Insurance Fraud Risk Mitigation and Investigation”, which was conducted by Insurance Institute of India with Lancers Network in collaboration with Association of Private Detectives and Investigators India and International Fraud Trading Group.

“There is also an overall increase in insurance fraud investigations after the onset of Covid-19, with 55 per cent of respondents confirming that their professional activities related to fraud-fighting have either increased overall or increased under a specific area of operation during the pandemic,” the report said.

About 68 per cent of the survey respondents said their organisations were already using digital solutions for investigations, while 19 per cent said they were in various stages of planning the transition to digital.

“The industry’s shift to digital fraud investigations is permanent, with 92 per cent of the respondents affirming that the increased use of technology in investigations would continue in the post-pandemic times. Of these, 71 per cent were specific that more emphasis would be on a digital approach,” it further said.

Significant losses

Insurance frauds are typically committed at the time of applications or claims and cost a whopping ₹45,000 crore every year to insurance companies. Nearly 70 per cent of these frauds are committed through false documents.

According to industry estimates, insurers lose close to 10 per cent of their overall premium collection to frauds.

“This survey confirms, the growing adoption of technologies like artificial intelligence and data analytics are enabling better and faster insurance investigations, which augurs well for the whole industry,” said Deepak Godbole, Secretary General, Insurance Institute of India.

The survey was conducted before the onset of the second wave of Covid-19 and reflects the views for the period from March 2020 till February 2021. Close to 60 industry executives representing various risk mitigation functions, including claims investigation, seeding, pre-issuance profile check, pay and recover, health reimbursement and underwriting participated in the survey.

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Covid claims for life insurers to rise but sector well prepared: Sumit Rai

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The number of Covid related claims for life insurers in the second wave of the pandemic is likely to be three to four times of the first wave, believes Sumit Rai, Managing Director and CEO, Edelweiss Tokio Life Insurance.

“Claims have increased significantly but typically they come with a lag,” Rai said, adding that most life insurers had anticipated it and are prepared for it.

“I don’t expect the impact to be very adverse and don’t think it will set the industry back very significantly,” he said in an interaction with BusinessLine. The impact of the higher claims will be visible on aspects like term pricing, he added.

Edelweiss Tokio settled 487 Covid related claims amounting to ₹45.82 crore in 2020-21. In the first quarter of this fiscal, it has settled 153 such claims of ₹16.39 crore.

RBI report

According to the Reserve Bank of India’s Financial Stability Report, July 2021, the life insurance industry received 22,205 claims worth ₹1,644.56 crore during 2020-21 where death was due to Covid and related complications, which amounted to 0.3 per cent of total premium income of the year.

“The pandemic did not have a significant impact on death claim settlement rates,” it noted.

However, there is concern among analysts that the spike in claims in the second wave could put pressure on the bottomline of insurers in the quarter ended June 30, 2021.

Kotak Life Insurance had said it expects to incur a loss of up to ₹275 crore in the quarter ended June 30, 2021 due to increased Covid claims.

Rai is, however, optimistic about the prospects of the life insurance sector and expects the industry will grow by 12 per cent to 15 per cent in the next few years. “This pandemic has given a fillip to life insurance. On a long term basis, industry will continue to do well,” he said.

Edelweiss Tokio expects to grow at a higher rate than the industry. “Our goal is to grow better than the industry at between 15 per cent to 20 per cent over the next two to three years,” he said, adding that the focus will be to be multi-channel. The insurer plans to launch a new term product as well as a guaranteed return product this fiscal.

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All you wanted to know about disability insurance

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Medical emergencies or accidents can happen anytime as has been witnessed since the outbreak of Covid-19. While the loss of a loved one is difficult to compensate for, insurance can soften the financial blow for the surviving family. This is especially true if you are the sole bread winner of your family.

There are times when accidents can lead to severe injury resulting in disablement, either mentally or physically, or both. While a term policy covers total permanent disablement, a personal accident policy is better when it comes to covering physical disabilities due to accidents. Health policies too have started providing cover for mental illnesses as well. Here is what you should do.

What’s different

Disabilities due to accidents are covered by both term insurance policy and personal accident policy, based on a doctor’s certification, but there lie differences in the coverage.

When it comes to term policies offered by all life insurers, the coverage for total permanent disability is offered mostly as rider. That is, as a policyholder you will have to purchase the accidental disability rider separately along with your term cover. Also, mostly only permanent total or permanent partial disability (of bodily parts) of the policyholder is covered in such term policies. Here, it is considered to be a permanent total/partial disability if it occurs within 180 days from the date of accident.

On the other hand, standalone personal accident policies offered by almost all health and general insurers, are specifically designed to cover disabilities, both permanent and temporary in nature. In case of immediate death due to accident the entire policy cover amount is paid to the nominee. It is paid even if death is caused within 12 months from the date of accident. A permanent total or partial disablement is an injury that occurs within 12 months from the date of the accident and prevents the insured from attending to his/her normal duties. A temporary disablement is an injury that occurs within seven days from the date of accident. However, this period could vary across insurers.

Compensation

Be it term insurance (rider) or personal accident cover, the policy terminates once the claims are paid. In case of permanent total disablement of the insured, most policies pay the entire the sum insured (SI) to the policyholder. Depending on the option chosen, the claim amount will be paid in lumpsum or over certain period.

But in the case of permanent partial disablement, depending on the extent of the impairment, the claim is paid. That is, the claim amount depends on the extent of the loss including the loss of hearing (both ears and one ear), loss of sight (both eyes and one eye) and fingers and toes. For instance, consider SBI General’s personal accident cover. If within 365 days from the date of the accident, the insured is partially disabled permanently with loss of hearing in both earns then 50 per cent of SI is payable. In case of loss of sight (both eyes) 100 per cent of SI is payable. Other bodily parts include, toes and fingers. In case of any other permanent partial disablement, the compensation will be decided based on doctor’s assessment.

On the other hand, in the case of disablement being of temporary nature as per the doctor’s certification, the insurers usually pay a specific sum each week up to certain weeks within the policy period. For instance, SBI General’s policy, pays 1 per cent of the SI or ₹10,000 per week whichever is lower with one week (compensation) as deductible. The benefit is payable for 104 weeks (in-built). In case of Max Bupa’s Health Assurance Plan, if the policyholder suffers temporary total disability (TTD) due to accident within 365 days from the date of accident, then the policy will pay 1 per cent of the SI per week up to 100 weeks. But note that, Max Bupa offers this as an optional cover. Similarly, in case of Saral Bima Suraksha, a standard personal accident cover introduced by IRDAI, TTD is offered as an optional cover. That is, the policyholder should pay additional premium to avail this cover.

Other optional covers include hospitalisation expenses due to accident, education grant (where SI is paid for the education of children up to a certain limit) and cumulative bonus. Funeral expenses are also offered by most insurers.

The sum insured for personal accident including the standard cover ranges from ₹1 lakh to ₹1 crore.

Mental illness

When it comes to mental illnesses, they get covered in your health policy while the same policy takes care of your hospitalisation expenses in case of any disability due to accidents From October 2020, the insurance regulator, IRDAI, has mandated all insurers to offer coverage to individuals with disability and people affected with HIV/AIDS and mental illnesses which includes depression, anxiety disorders, schizophrenia and bipolar disorders.

Therefore, those with a family history of mental illnesses and where it is likely for the insured person to acquire such an ailment can get coverage from his / her health insurer. But one may have to undergo 2-4 years of waiting period. Similarly, anyone suffering from a post-accident trauma or any other trauma (resulting in mental ailments) too will get coverage.

If the individual already suffers from a mental disability, he or she may be subject to medical underwriting and then be issued a health policyS Prakash, Managing Director, Star Health and Allied Insurance, says “In select cases, doctors in the underwriting department assess the level of mental illness or physical disability and suggest them a suitable health cover based on their affordability”

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Tata AIG hopeful to cross ₹10,000 crore premium mark in FY 22

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Private sector Tata AIG General Insurance is hopeful of expanding its footprint this fiscal despite challenges from the ongoing Covid-19 pandemic. The insurer is eyeing a premium of at least ₹10,000 crore and is set to launch new products in coming months.

“We are looking to cross about ₹10,000 crore mark overall this fiscal,” said Parag Ved, President and Head, Consumer Lines, Tata AIG General Insurance.

The company had gross direct premium underwritten of ₹8,402 crore in 2020-21 and a market share of 4.05 per cent.

Its gross premium underwritten grew by 15.29 per cent in the first three months of the current fiscal to ₹2,074.01 crore by June 30, 2021 compared to ₹1,798.97 crore a year ago.

“Despite the disruption from the pandemic, last year was a good year for us. Prior to the pandemic, we had made certain strategic investments and identified key areas two years back. Health was clearly identified as a very focussed product for us,” Ved said in an interaction with BusinessLine.

The insurer has worked out a strategy of creating a standalone health insurance kind of a set up, which has boosted its customer acquisition in the segment.

Expansion

Ved said the company has also invested in its distribution expansion in Tier 2 and 3 towns. It is now present in about 750 to 800 locations across the country from about 250 locations about four years ago.

“Now we have a resident representative either through an office or virtual office, which has helped us sustain our growth,” he said.

The insurer is also targeting the younger customer base through new products.

“We are planning to launch slightly digital first products for this segment of millennials and Gen Z, Ved said.

It is also planning to launch high sum insured products as well as disease specific products focussed at cancer care.

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Planning for son’s education, own retirement

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Nishant is 36 and works with an IT company in Pune. He has a 5-year-old son. Until now, he has focussed his energies on repaying the home loan, which he repaid completely 2 months back. Thus, he does not have many investments. In addition to this house, he has Rs ₹ 5 lakh in fixed deposits and ₹13 lakh in employees’ provident fund.

His net take-home monthly salary is ₹80,000. He can invest about ₹35,000 per month. Besides, his monthly contribution to EPF account, including employer contribution, is ₹11,500.

He wants to invest for his son’s higher education, for which he thinks he will need about ₹20 lakh (present cost) after 12 years. Besides, he wants to save for this retirement. He has not bought any insurance plan yet.

Buying insurance

Insurance is the first pillar of financial planning. In his case, getting insurance portfolio right is even more critical since he is the sole earning member in the family. There are three broad types of insurance plans that every earning member must buy: Life, Health and Accidental Disability Insurance.

While there are many ways to calculate life insurance cover requirement, a simple thumb rule is to buy a cover for 10-15 times the annual income. With his level of income, he can go for a life cover of ₹ 1.25-1.5 crore.

A term insurance plan is the best way to purchase a life insurance. This will cost him about ₹18,000-20,000 per annum. He can choose to pay annual premium in monthly installments too.

He has a health cover of ₹3 lakh from his employer. The coverage is clearly not sufficient for a family of three. He must buy a family floater health insurance plan of ₹10 lakh. That will cost him about ₹15,000 per annum.

He can buy accidental disability cover as a rider with a term plan or as a standalone plan. A rider with the term plan is cheaper because the scope of coverage is limited to total and permanent disability.

A standalone plan is more expensive, but it covers both partial and total permanent disability, temporary disability, and accidental death.

These insurance plans (life, health and accidental cover) will cost about ₹5,000 per month or Rs 60,000 per annum.

He has a fixed deposit of ₹5 lakh that can be considered towards medical and emergency fund.

Son’s education

For son’s education, he needs ₹20 lakh (present cost) in 12 years. At the inflation rate of 6 per cent per annum, the target nominal corpus will be ₹40 lakh in 12 years.

Assuming a return of 10 per cent on the portfolio over 12 years, he needs to invest ₹15,000 per month.

He can put this money into a hybrid fund or a multicap fund by way of SIP. He must gradually shift this money to debt as he moves closer to the goal.

For his retirement, he mentions that only 2/3rd of his current expenses will continue into retirement.

His current expense is ₹45,000 per month but that includes conveyance and school and tuition fee for his son.

His expected expenses during retirement will be ~ ₹30,000 per month (cost). Assuming a post retirement life of 30 years, inflation of 6 per cent per annum and that he can earn inflation matching returns during retirement, he needs to accumulate ₹4.3 crore in 24 years.

His current EPF corpus will grow to ₹80 lakh in 24 years . At assumed pre-retirement return of 10 per cent per annum, he needs to invest ₹32,000 per month.

He is already putting ₹11,500 per month by way of EPF. After accounting for regular expenses, insurance payments and investment for son’s education, he can invest an additional ₹15,000 per month (35,000 – 5,000 – 15,000).

His retirement portfolio is already debt heavy. He can split this amount between a largecap fund and a midcap fund, with heavier allocation to the former. He is investing less than he should. He must invest more when his cashflows permit. This should not be a problem since his best earning years are ahead of him.

He must understand all the goal calculations above are based on heavy assumptions about inflation and expected returns.

He must keep revisiting these assumptions and portfolio growth and make adjustments accordingly.

The writer is a SEBI-registered investment advisor and founder of personal financeplan.in

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Edelweiss Group divests stake in Edelweiss Gallagher Insurance Brokers

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Edelweiss Group on Friday announced the divestment of its 70 per cent stake in Edelweiss Gallagher Insurance Brokers Ltd (EGIBL).

“Gallagher, who previously held 30 per cent in the business, will now be acquiring all the remaining shares, taking its stake to 100 per cent,” it said in a statement, adding that the transaction is subject to approvals by the Insurance Regulatory and Development Authority of India.

In a regulatory filing, Edelweiss said the transaction is likely to be completed within 10 months.

A total of 37 lakh equity shares of ₹10 each representing 70 per cent of the paid up share capital of EGIBL will be sold for a consideration of ₹307.60 crore, in one or more tranches, it further said.

“In addition to the sale consideration, the company will also be entitled to receive a deferred contingent consideration based on the future revenue of EGIBL, in the manner set out in the Agreement,” it further said.

“This acquisition of the remaining shares of EGIBL will help enable a deeper integration with Gallagher’s global operations, helping scale up the business significantly,” Edelweiss Group further said, adding that it will also give clients access to a larger suite of insurance products and services.

The business will rebrand to Gallagher in the coming months.

Edelweiss Group will focus on growing its life and non-life insurance businesses.

Gallagher and Edelweiss entered into a partnership in May 2019. EGIBL offers general insurance solutions and operates across four areas of corporate, affinity and association, reinsurance and global and digital solutions.

“We believe in doing what is right for the business and the customer and integrating the business with Gallagher will give it a global edge and achieve our objectives. It also provides us with the flexibility to reallocate capital and invest in scaling up our fast-growing life and non-life insurance businesses, making this a win-win for both of us,” said Rashesh Shah, Chairman, Edelweiss Group.

“We view India as a key and strategic market for the insurance industry and for Gallagher, given its scale and growth potential, and we see many interesting opportunities for further development of the business,” said Vyvienne Wade, Gallagher Chairperson of Global Broking in Europe, Middle East, and Asia.

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