BUDGET 2012-2013

BUDGET % B2B 2012-2013 2011-2012 % B2A 2011-2012

POLICIES

7200000

101.41

119.11

FPI (IN CRORES)

9100

84.26

137.41

PERFORMANCE OF W.Z.O. AS ON 30.06.2012

ZONE POL SINGLE PREMIUM (lac) NON-SINGLE PREMIUM (lac) TOTAL PREMIUM (lac)

Absolute Volume

890817 (873421) 1.99 (-16.78)

58041 (69886) -16.95 (-58.57)

43038 (44754) -3.83 (-28.62)

101080 (114640) -11.83 (-50.46)

% Variation

% Bud. Ach.

12.37 (12.30)

17.07 (10.78)

7.55 (10.36)

11.11 (10.61)

FIGURES IN BRACKET INDICATE LAST YEAR

TOP 5 DIVISIONS OF ZONE AS ON 30.06.2012

ABSOLUTE VOLUME
DIVISION
POL

DIVISION

S. P. (LACS)
6824.52

DIVISION

N.S.P
(LACS)

DIVISION

T.P.
(LACS)

Ahmedabad

66400

Surat

Ahmedabad

3458.48

Ahmedabad

10096.07

Surat

65943

Ahmedabad

6637.59

Thane

2928.59

Surat

9628.26

Thane

61169

Vadodara

4018.56

Surat

2803.74

Thane

6701.08

Nagpur

56016

Thane

3772.48

Gandhinagar

2398.62

Vadodara

5831.56

Nashik

54337

Gandhinagar

3368.15

Nagpur

2347.78

Gandhinagar

5766.77

TOP 3 & BOTTOM 3 DIVISIONS OF ZONE AS ON 30.06.2012

% GROWTH RATE
DIVISION

POL
24.45

DIVISION

SP
31.07

DIVISION

NSP
12.56

DIVISION

TP
17.36

Surat

Bhavnagar

Gandhinagar

Bhavnagar

Gandhinagar

15.66

Gandhinagar

16.71

Vadodara

5.03

Gandhinagar

14.95

Goa

12.26

Surat

16.21

Nanded

2.65

Surat

11.33

Mumbai 1

-6.41

Nagpur

-33.00

Kolhapur

-10.63

Thane

-22.29

Kolhapur

-11.91

Mumbai 1

-44.59

Mumbai 2

-12.97

Amravati

-30.54

Satara

-17.59

Amravati

-45.94

Amravati

-14.54

Mumbai 1

-30.79

TOP 3 & BOTTOM 3 DIVISIONS OF ZONE AS ON 30.06.2012

% ACH TO BUDGET
DIVISION POL DIVISION SP DIVISION NSP DIVISION TP

Surat

14.92

Surat

24.37

Nashik

9.73

Gandhinagar

14.20

Vadodara
Bhavnagar Satara Nanded Amravati

14.68
14.33 10.24 9.69 8.77

Gandhinagar
Bhavnagar Mumbai 4 Mumbai 1 Amravati

23.72
22.02 12.73 11.07 10.95

Aurangabad
Gandhinagar Vadodara
Nadiad Mumbai 1

9.21
9.09 6.38 6.34 6.10

Surat
Bhavnagar Mumbai 3 Amravati Mumbai 1

13.95
13.22 9.44 8.22 8.06

ALL INDIA N.B.PERFORMANCE OF WESTERN ZONE AS ON 30.06.2012

ABSOLUTE %GROWTH % ACH TO BUDGET

RANK
POL S.P N.S.P. 890817 58041 43038 2nd 1st 1st 1.99 -16.95 -3.83

RANK
3rd 3rd 5th 12.37 17.07 7.55

RANK
5th 7th 4th

T.F.P.I. 101080

1st

-11.83

3rd

11.11

4th

3 YEARS WESTERN ZONE PERFORMANCE

2009-10
% SHARE TO CORP

2010-11

% SHARE TO CORP

2011-12

% SHARE TO CORP

POL

6621711

17.05

6203962

16.76

6044951

16.92

SA

105955.09

24.75

111452.50

23.71

123153.68

24.20

FPI

886520.29

20.64

880454.35

19.98

662267.31

22.89

WESTERN ZONE PERFORMANCE AS ON 30.06.2012 % SHARE TO CORP

POLICIES
SUM ASSURED (in crs) FPI (in lacs)

890817

16.28

18351.64

22.08

101079.69

21.07

RATIO OF SP : NSP

AS ON 31.03.11
SP(IN LACS) NSP(IN LACS) 544367 336086 880453 62:38

AS ON 31.03.12
337831 324437 662268 51:49

AS ON 30.06.2012
58041 43039 101080 57:43

TOTAL RATIO

Activisation of Agents & A2B of Zone

For The Month
April 2011 May 2011 April 2012 Activisation of Agents (%) 36.41 40.13 28.84

% A2B
2.96 4.70 2.49

May 2012
June 2011

38.87
39.74

3.56
2.95

MDRT FOR LAST 4 YEARS

YEAR 2009 2010 2011 NO OF MDRT 705 1339 2405

2012
2013 (As on 30.6.2012)

2039
204

AGENCY STATISTICS
AS ON 31.03.2011
OPENING BALANCE
241451 31440 20672 59884 -7772 233679

AS ON 31.03.2012
233679 37497 24714 65974 -3763 229916

AS ON 31.05.2012
229916 3019 2581 8868 -3268 226648

RECRUITED
REINSTATED TERMINATED NET ADDITION CLOSING BALANCE

AGENCY STATISTICS
TOTAL NO. OF AGENTS

% of Active Agents

Qualified Agents for the period

% of Qualified agents

31.05.2012

226648 (229680)

51.58 (53.13)

7045 (6766)

3.11 (2.95)

31.03.2012

229916 (233679)

97.64 (97.08)

127748 (134555)

55.56 (57.58)

FIGURES IN BRACKET INDICATES LAST YEAR

CLUB MEMBERS

2009-2010 CORPORATE CLUB CM ZM DM BM

2010-2011

2011-2012

32 5899 4429 7275 13788

42 7159 5320 8632 16042

71 8563 6506 10045 18258

DIST TOTAL

8526 39981

7017 44212

6196 49639

SHARE OF CORPORATE CLUB MEMBERS TO ZONE

% Share to Zone As on POL FPI (lac) POL FPI

31.3.2012 (31.3.2011)

19842 (23682)

10283.84 (12378.54)

0.33 (0.38)

1.55 (1.41)

15.6.2012 (15.6.2011)

1570 (2045)

747.55 (1158.89)

0.24 (0.31)

1.07 (1.23)

PERFORMANCE OF CORPORATE CLUB AGENTS (% GROWTH/DEGROWTH)

(% GROWTH/ DEGROWTH) POSITIVE 0 TO -25 -25 TO -50 -50 TO -75 MORE THAN -75
POL (NO. OF AGENTS) As on 15.6.2012 FPI (NO. OF AGENTS) As on 15.6.2012 POL FPI (NO. OF AGENTS) (NO. OF AGENTS) As on 31.3.2012 As on 31.3.2012

21 12 11 14 13

26 4 5 15 21

27 17 17 9 1

26 9 18 14 4

Corporate Club Members

No. of No. of exits Repeaters No. of New No. of No. of Agents from previous from previous entrants reentrants year year 29 35 32 42 71

Year

Consistant sustainers

2007-08 2008-09 2009-10 2010-11 2011-12

22 24 26 38

13 8 16 33

7 11 6 4

0 3 4

14

List of Consistant Sustainers

Division Aurangabad Goa Mumbai I Mumbai I Mumbai I Mumbai III Mumbai III Mumbai IV Mumbai IV Mumbai IV Nagpur Nagpur Rajkot Surat Branch 95E 91F 909 916 916 888 91C 908 923 923 973 971 811 868 Agency code 2926983 25991F 610324 64916 796916 121888 8098191C 347908 423923 1104923 1307973 1268997 3180811 516868 Name of Agent M.C. Karad P N Joshi P S Mehta R S Satoskar A V Hirlekar S Sohoni R G Inamdar R K Shetty H M Shah R H Jain S K Somani B V Parekh C G Gadhia N M Shetty

Corporate Club : Top performer

Top 3 Corporate Club From Mumbai FPI (lakh) 451.95 108.23 50.10 37.38 81.59 187.25 Top 3 Corporate Comm. Normal* Club From except Planwise Share Comm. Mumbai Total Prem. Planwise (2,10,15%) FPI (lakh) % 599.07 89.29 77.89 163.60 27.50 40.16 30.81 118.67 46.76 1193.75 1051.02 108.23 139.39 37.38 77.89 245.19 214.75 40.16 30.81 75.20 579.24 46.76 2646.02 21.02 16.23 13.94 5.61 11.68 36.78 4.30 2.01 4.62 11.28 11.58 7.01 146.07

PLAN
808-JEEVAN VRIDDHI 165-JEEVAN SARAL 178-JEEVAN TARANG 190-AMULYA JEEVAN 090-MARRIAGE END 149-JEEVAN ANAND 189-J AKSHAY- VI 804-SAMRIDHI PLUS 014-ENDOWMENT 048-ENDOW LTD 175-BIMA BACHAT 147-N J SURAKSHA

14.4%
11.1% 9.5% 3.8% 8.0%

25.2%
2.9% 1.4% 3.2% 7.7%

75.20 460.57 1452.27

7.9%
4.8% 100.0%

Total

Loss due to exit from Corporate Club membership

Benefits Office Allowance + Additional (Laps<10%) Festival Advance (Interest on 20000) Fringe Benefits Telephone Stationary Incentive for attending MDRT meet Reimbursement Out of pocket Car advance Total Maximum 175000 10000 2000 Minimum 125000 700 ( CM Club)

15000 5000

15000 3000

80000 50000
200000 (interest on 20 lac) 537000

80000 15000
60000 (interest on 6 Lac) 298700

AVERAGE PRODUCTIVITY OF AGENTS FINANCIAL YEAR

2011-12 2010-11 2009-10 2008-09 2007-08

NO. OF AGENTS
229916 233679 241451 224002 200671

AVG. PRODUCTIVITY NOP 26 26 27 27 33 FPI (LACS) 2.88 3.76 3.67 3.44 3.67

AVERAGE PRODUCTIVITY OF DEV. OFFICERS

AVG. PRODUCTIVITY FINANCIAL YEAR NO. OF DEV. OFFICERS NOP FPI (LACS) Average Agents per Dev. Officer

2011-12 2010-11 2009-10 2008-09 2007-08

5440 5571 4989 4836 4660

1111 844 984 866 968

121.74 140.84 156.75 125.76 132.61

42 39 44 38 33

SHARE OF SBAs TO ZONE

% Share to Zone As on No. of SBAs POL FPI (lac) POL FPI

31.3.2012 (31.3.2011)

330 (338)

757310 (845331)

93371.10 (134951.48)

12.53 (13.63)

14.10 (15.33)

31.5.2012 (31.5.2011)

338 (337)

60215 (68957)

7064.22 (11548.75)

11.66 (12.66)

12.82 (13.96)

PERFORMANCE OF SBAs (% GROWTH/DEGROWTH)

(% GROWTH/ DEGROWTH)
POL (NO. OF SBAs) As on 31.5.2012 FPI (NO. OF SBAs) As on 31.5.2012 POL (NO. OF SBAs) As on 31.3.2012 FPI (NO. OF SBAs) As on 31.3.2012

POSITIVE 0 TO -25 -25 TO -50 -50 TO -75

96 126 104 12

49 60 117 97

113 191 25 1

48 90 142 50

MORE THAN -75

16

TOP 5 SELLING PRODUCTS ON FPI BASIS AS ON 30.06.2012

PLAN
808-JEEVAN VRIDDHI

FPI (IN LACS)

23340.98

POL
46017

175-BIMA BACHAT

17257.35

19764

165-JEEVAN SARAL (W/P)

13740.44

310406

149-JEEVAN ANAND

9206.12

103901

189-JEEVAN AKSHAY- VI

5850.68

1366

TOP 5 SELLING PRODUCTS ON POL. BASIS AS ON 30.06.2012

PLAN
165-JEEVAN SARAL (W/P)

POL
310406

FPI (IN LACS)

13740.44

149-JEEVAN ANAND 014-ENDOWMENT ASSURANCE (W/P) 179-NEW BIMA GOLD

103901

9206.12

77998

1988.92

51929

2104.63

808-JEEVAN VRIDDHI

46017

23340.98

ADDITION OF AGENCY TARGET AND ACTION PLAN

Net Agency addition 20% 40% by 1st quarter June 2012 30% by 2nd quarter September 2012 Balance by the end of 3rd quarter December 2012 DTC to strive 80% pass% by June 2012 DTC to train all Dev. Officers/CLIA on new syllabus by 31st May 2012 Chapter Specialist from Dev. Officers/CLIAs Know your Agent drive by 15th May 2012 Objective->Purification of Agency Master, Business Planning, Monthly Activity, Commission Doubling, Club membership(Corporate ) and MDRT, Prospective Club Membership. Club members to be activised every month,to ensure no one losses the Club Membership. Segment wise activisation Wealth Manager- 100% Financial Advisor- 80% LIC Advisor- 60% LIC Micro Ins.- 40%

ADDITION OF AGENCY TARGET AND ACTION PLAN Contd..

New beginners scheme to be popularized in order to activate Agents recruited prior to January 2012 should be made qualified Agent 15% to 20% by June 2012. Agents recruited in January 2012 and there after should be qualified Agent 45% by September 2012. Doubling income- 45% of Agents should double their income for the entire year by 30th September 2012. MDRT- Identify and act COT/TOT/Corporate Club.

AGE 35 JEEVAN VAIBHAV WITH ST (YIELD CHART)

Year 0 1 2 3 4 5 6 7 8 9 10

1 -98688 200000 0 0 0 0 0 0 0 0 0 102.65

2 -100000 0 200000 0 0 0 0 0 0 0 0 41.42

3 -100000 0 0 200000 0 0 0 0 0 0 0 25.99

4 -100000 0 0 0 200000 0 0 0 0 0 0 18.92

5 -100000 0 0 0 0 200000 0 0 0 0 0 14.87

6 -100000 0 0 0 0 0 200000 0 0 0 0 12.25

7 -100000 0 0 0 0 0 0 200000 0 0 0 10.41

8 -100000 0 0 0 0 0 0 0 200000 0 0 9.05

9 -100000 0 0 0 0 0 0 0 0 200000 0 8.01

10 -100000 0 0 0 0 0 0 0 0 0 225000 8.45

JEEVAN VRIDDHI & JEEVAN VAIBHAV AS ON 30.6.2012

PLAN NOP FPI (LAC) % SHARE TO TOTAL NOP FPI

JEEVAN VRIDDHI

46017

23340.98

5.17

23.09

JEEVAN VAIBHAV

2540

3532.04

0.29

3.49

BIMA BACHAT AT A GLANCE AS ON 30.6.2012

% GROWTH PLAN NOP FPI (LAC)

NOP

FPI

BIMA BACHAT

19764 (13171)

17257.35 (12939.29)

150.06 133.37

FIGURES IN BRACKET INDICATES LAST YEAR

To, All Sr. Divisional Managers Under Western Zone. The Competent Authority has floated a New Business Competition for Branch Marketing Officials (Chief Manager / SBM / BM / BM(S) / ABM(S)) STRATEGIC IMPLEMENTATION PROGRAMME - SIP for the period 01.04.2012 to 31.03.2013. It is based upon accumulation of credit points on various counts. Redemption of credit points will be announced time to time by Z.O during the year. The terms & conditions of which are as follows:A) ACTIVISATION : If 40% or more agents are active in a month, the Branch will be eligible for 40 Credit Points for every such month subject to performance is done in minimum of 6 months of the year other than March 2013. In the above condition, if in any particular month, activisation of agents is 50% instead of 40%, the Branch will be eligible for 60 Credit Points instead of 40 Credit Points for every such month. In the above condition, if in any particular month, activisation of agents is 60% instead of 50%, the Branch will be eligible for 80 Credit Points instead of 60 Credit Points for every such month. B) Doubling of Agents Commission: If commission of 25% or more agents are doubled in a month, the Branch will be eligible for 40 Credit Points for every such month subject to performance is done in minimum of 6 months of the year other than March 2013. In the above condition, if in any particular month, commission of 30% agents is doubled instead of 25%, the Branch will be eligible for 60 Credit Points for every such month. In the above condition, if in any particular month, commission of 40% agents is doubled instead of 30%, the Branch will be eligible for 80 Credit Points for every such month. Note: For the above condition, while calculating the percentage, Commission paid to the new agents with tenure of 1 year or less year of agency shall be excluded.

C) Agency Growth : i) The Branches showing positive variation in the total number of agents at the end of the year shall be eligible for 200 Credit Points AND a) Shall be eligible for another 40 Credit Points for every such month in which the branch shows 10% or more positive variation & Shall be eligible for 80 Bonus Credit Points for each such month when the positive variation is 20% or more. ii) For each month with zero termination additional 80 Credit Points for every such month. D) PDOs : All such Branches having PDOs on their roll and the PDOs are confirmed during the year, the concerned Branch will earn 200 Credit Points per PDO, if the PDO is confirmed without any extension. AND Credit Points will be 120 only instead of 200 if the PDO is confirmed with extension.

Value of Credit points :

Every Block of 10 Credit Points will be equivalent to Rs.250/- & is payable to per individual Branch Marketing official. Redemption of Credit Points: Redemption of Credit Points will be allowed at the end of every quarter for which Z.O. will issue necessary instructions. GENERAL CONDITIONS: 1.All other conditions (save as modified in this competition) are applicable in accordance with Central Office circular Ref.:Mktg / Oprns / ZD / 12 / 2009 dated 08.07.2009. 1.Zonal Manager reserves the right to add or delete or modify any of the rules of the competition. In case of doubts or dispute, his decision will be final and binding on all participants. Only the proposals introduced with full proposal deposit and completed during the competition period will be taken into account. All the Divisions are requested to take maximum advantage of the competition.

To, All Sr. Divisional Managers Under Western Zone The Competent Authority has floated a New Business Competition for Divisional Marketing Officials (Sr. DM / MM / M(S)) STRATEGIC IMPLEMENTATION PROGRAMME - SIP for the period 01.04.2012 to 31.03.2013. It is based upon accumulation of credit points on various counts. Redemption of credit points will be announced time to time by Z.O during the year. The terms & conditions of which are as follows:A) ACTIVISATION : If 40% or more agents are active in a month, the Division will be eligible for 40 Credit Points for every such month subject to performance is done in minimum of 6 months of the year other than March 2013. In the above condition, if in any particular month, activisation of agents is 50% instead of 40%, the Division will be eligible for 50 Credit Points instead of 40 Credit Points for every such month. ii) In the above condition, if in any particular month, activisation of agents is 60% instead of 50%, the Division will be eligible for 60 Credit Points instead of 60 Credit Points for every such month. B) Agency Growth : i) The Divisions showing positive variation in the total number of agents at the end of the year shall be eligible for 200 Credit Points AND a) Shall be eligible for another 40 Credit Points for every such month in which the Division shows 10% or more positive variation & Shall be eligible for 60 Bonus Credit Points for each such month when the positive variation is 20% or more. ii) For each month with zero termination additional 60 Credit Points for every such month. C) Shatakveer/ Ardh Shatakveer/ Millionarie/ Half Millionarie : Credit Points will accrue for a Division if agents under captioned category increase for the F.Y 2012 13 over the last F.Y 2011 - 12 & will be as under:% Increase Eligible Credit Point 1) 50% 170 2) 80% 240 3) 100% or more 300

Note:For the above condition while calculating the percentage, those agents will be excluded who have been demoted from higher category. i.e. Shatakveer to Ardh Shatakveer & from Millionarie to Half Millionarie. D) Agents Club Membership Conservation (includes both Distinguished as well as Corporate Club Members): Credit Points will accrue for the captioned category of agents of last Financial Year 2011 12 for their conservation in the Current Year (by way of continuation as well as elevation) & shall be as under: % Conservation of individual Eligible Credit Points Club Member Agent 1) 100% 250 2) 95% 200 3) 90% 170 Note: For the above condition while calculating the percentage, those agents will be excluded who have been demoted from higher category. i.e. Chairman Club to Zonal Manager Club, Branch Manager Club to Distinguished Club etc. BUT such agents will be included as Conserved Category who get elevated i.e. Zonal Manager Club to Chairman Club, Branch Manager Club to Divisional Manager Club etc.

Value of Credit points :

Every Block of 10 Credit Points will be equivalent to Rs.300/-. Redemption of Credit Points: Redemption of Credit Points will be allowed at the end of every quarter for which Z.O. will issue necessary instructions. GENERAL CONDITIONS: 1. All other conditions (save as modified in this competition) are applicable in accordance with Central Office circular Ref.:Mktg / Oprns / ZD / 12 / 2009 dated 08.07.2009. 1. Zonal Manager reserves the right to add or delete or modify any of the rules of the competition. In case of doubts or dispute, his decision will be final and binding on all participants. Only the proposals introduced with full proposal deposit and completed during the competition period will be taken into account. All the Divisions are requested to take the maximum advantage of the competition.