Conference www.fleming.events Insurance Distribution Forum Middle East 10-11 October 2017 Dubai, UAE
Features: 15+ Speakers Panel Discussion on Regulatory Changes Round Table Discussion on Cross Selling Case Study Session Breakout session with Speakers Role of InsurTechs: Complementing Distribution Special Focus on Life & Family Takaful Distribution Strategies Use of Technology for better CX Key Topics Impact of regulations on distribution channels Role of InsureTechs in Insurance Distribution Aligning your channel to avoid channel conflicts Innovation in Life Takaful products and it's distribution Envisioning the future of Bancassrance in GCC Who should attend: CEO's, CDO's, CSO's, CMO's VP's, Director's & Head's, of Distribution & Sales, Financial lines & Consumer lines, Broker Relation, Alternative / e-channels Bancassurance Key Takeaways: Understand the current regulatory environment and its impact on distribution Ways to design distribution strategy to for future Enhancing your Brand Value to develop Brand Loyalty Ways to Develop Customer Centric Business Model Developing strategic partnerships for both insurers and distributors to achieve mutual success Advisory Committee: Frederik Bisbjerg Qatar Insurance Company Executive Vice President - Retail MENA Qatar Hasheer Kottal Mashreq Bank Vice President & Business Manager - Bancassurance, Anand Nair Abu Dhabi National Insurance Company Vice President - Broker Relations & Direct Business (DXB & NE), Head of Bancassurance & Alternative Distribution Tabrez Farooquee Takaful Oman Insurance SAOG Head of Bancatakaful & Marketing Sultanate of Oman
Speaker Panel Maher Afaneh Insurance Authority Financial Expert Stefano Nalin Al Rajhi Takaful Chief Distribution Officer Kingdom of Saudi Arabia Atinc Yilmaz Howden - Specialist Insurance Brokers Regional CEO - Turkey, The Middle East & Africa, Reena Vivek Zurich Middle East Chief Operating Officer Kamal Chhabra Union Insurance President Life, Affinity, Bancassurance & Personal Lines Frederik Bisbjerg Qatar Insurance Company Executive Vice President - Retail MENA Qatar Anand Nair Abu Dhabi National Insurance Company Vice President - Broker Relations & Direct Business (DXB & NE), Head of Bancassurance & Alternative Distribution Hasheer Kottal Mashreq Bank Vice President & Business Manager - Bancassurance, Jaydeep Sarkar Oman Insurance Company Senior Vice President Life Agency David Harris RSA Insurance Director - Distribution & Bahrain Tabrez Farooquee Takaful Oman Insurance SAOG Head of Bancatakaful & Marketing Sultanate of Oman Nameer Khan Mentor, Financial Services Disruptor, Digital Strategist, Sreenath Manghat Bank Muscat Head Insurance & Retail Wealth Sultanate of Oman Kyriakos Apostolides MetLife SVP, Head of Bancassurance EMEA Francoise Lamotte MetLife SVP, Head of Direct Distribution & Digital EMEA Aman Pal Singh MetLife - Gulf Head of IFA Business Debashish Maitra Salama Islamic Arab Insurance Co Assistant General Manager Family Takaful Sujata Das Qatar Insurance Company Online Marketing Manager - MENA
Sponsors & Partners Organized By Silver Partner Networking Partner Knowledge Partner Media Partner
DAY 1 10 th October 2017 08:00 Registration and Coffee 08:50 Opening remarks from the chair Regulations: Shaping Distribution 09:00 Unwinding Regulations: How will regulations impact the distribution channel? How regulators can come in to protect insurance companies? Analyzing the existing regulations and its impact on insurance industry across GCC Is their need for more regulation and transparency in the market? 09:25 Panel Discussion: From Circular 33 to Circular 12 and the way ahead Assessing its impact on Life Insurance sales The key adjustments insurers and distributors must make quickly in response to the regulations Is the draft regulation strong enough to protect investor s interest? Debashish Maitra, Salama Islamic Arab Insurance Co, Assistant General Manager Family Takaful, Atinc Yilmaz, Howden - Specialist Insurance Brokers, Regional CEO - Turkey, The Middle East & Africa, 09:55 Reserved for H3 Insurance and Mobility Solution 10:25 Networking Coffee Break & Refreshments Re-engineering Existing Insurance Distribution 11:20 How to design your distribution strategy to develop the insurance value chain? How to make competition irrelevant? How do insurers control the high costs associated with a distribution strategy? Data analytics for improving operational process for optimizing existing channels David Harris, RSA Insurance Director - Distribution, & Bahrain 11:45 Building the analytics infrastructure in times of data explosion Evaluate the existing Bancassurance multichannel distribution strategy within your organization and ensure they are product distribution fit to improve market share and profitability Strengthen existing Bancassurance operating model and distribution approaches via building the analytics infrastructure Enhance Bancassurance channel through online platform and develop innovative value propositions with the help of analytics Sreenath Manghat, Bank Muscat Head Insurance & Retail Wealth, Sultanate of Oman 12:10 Innovating Life & Family Takaful distribution strategies for better effectiveness. Understanding the ever changing demand of distributor and customers Optimizing distribution strategies for takaful Assessing the need for innovating new product and estimating the ROI associated. 12:35 Reserved for Sponsors 13:00 Networking Lunch Break 10:55 Multichannel Distribution strategy to significantly over perform the market Stefano Nalin, Al Rajhi Takaful, Chief Distribution Officer, Kingdom of Saudi Arabia
DAY 1 10 th October 2017 14:00 Developing strategic partnerships between insurers and distributors to achieve mutual success Defining the role of Agents and Brokers to develop better relationship Aligning distribution channel to avoid channel conflicts and target various customer segments Monitoring performance to enhance sales and customer service Jaydeep Sarkar, Oman Insurance Company Senior Vice President Life Agency, United Arab Emirates 14:30 Innovating life insurance products to attract the next generation of the region. How to make life insurance products more interesting for GEN Z Identifying the major bottlenecks in distribution of new products How can distributors be the source of innovation for these life products. Kamal Chhabra, Union Insurance President Life, Affinity, Bancassurance & Personal Lines, 15:00 Round Table Discussion: Cross-selling and Cooperation The attendees will be divided into groups where they will discuss and share their insights on the following points: What cross-selling activities are you doing? What cooperative partnerships are you involved in? What is the most unconventional cross-selling or partner channel you are using? Which cross-selling/partnership activities bring the highest income raise for you What products do you recommend for crossselling and partnership? 15:40 Closing remarks by chair 15:45 Farewell Coffee and End of Day 1
DAY 2 11 th October 2017 08:20 Registration and Coffee 08:55 Opening remarks from the chair Reimagining Insurance Distribution 09:00 Panel Discussion: From distribution dominance to distribution destruction Future of distributors as sales channel Understanding the consumers and business needs How Internet will disrupt the existing distribution trend MODERATOR: Aman Pal Singh, MetLife - Gulf Head of IFA Business, PANELISTS: Anand Nair, Abu Dhabi National Insurance Company, Vice President - Broker Relations & Direct Business (DXB & NE), Head of Bancassurance & Alternative Distribution David Harris, RSA Insurance, Director - Distribution, & Bahrain 09:30 Digital disruption to transform insurance distribution Current and expected share of digital channel in the sales process How digital tools are unlocking new opportunity for insurers, agents and brokers New business model & Assessing the ROI associated with the transformation Nameer Khan, Mentor, Financial Services Disruptor, Digital Strategist, 10:00 Role InsureTechs to complement the existing channels Assessing the impact of InsureTech Companies on GCC Insurance Marketing How can they compliment the growth of Distribution to have increased penetration rate? Role played by InsureTech specially for the growth of Life Insurance products Francoise Lamotte, MetLife SVP, Head of Direct Distribution & Digital EMEA 10:30 Developing a Robust Bancassurance for maximizing its potential across GCC Understanding the challenges for Bancassurance effectiveness Strategies to develop the channel for increased penetration rate Envisioning the future of Bancassurance in GCC region Hasheer Kottal, Mashreq Bank Vice President & Business Manager Bancassurance, 11:00 Networking Coffee Break & Refreshments 11:30 Adding insurance to the Banking Mix: Opportunities and Challenges Kyriakos Apostolides, MetLife, SVP, Head of Bancassurance, EMEA 12:00 PANEL DISCUSSION: Challenges on developing effective Bancasssurance model to increase life insurance penetration in the region. Kyriakos Apostolides, MetLife, SVP, Head of Bancassurance, EMEA Hasheer Kottal, Mashreq Bank, Vice President & Business Manager Bancassurance, United Arab Emirates Digital Customer Experience 12:30 Fintech and how this has and is continuing to enhance the customer experience. Reena Vivek, Zurich Middle East, Chief Operating Officer, 13:00 Networking Lunch Break
DAY 2 11 th October 2017 14:00 The changing landscape of Retail insurance in GCC and how will digitization help connect to the customers and provide better user experiences The Role of Digital in the Overall Marketing Mix Developing new services and solutions, not just a straight marketing concept Enhancing the Brand Value to develop Brand loyalty Frederik Bisbjerg, Qatar Insurance Company Executive Vice President - Retail MENA, Qatar 14:30 Case Study: Automating the insurance model to deliver enhanced customer experience Tabrez Farooquee, Takaful Oman Insurance SAOG, Head of Bancatakaful & Marketing, Sultanate of Oman 15:30 Panel Discussion: Digital Innovation and implementing new technology across distribution channels to add more value to the business and Customers Shifting towards a digitally-enabled Omnichannel distribution model How can agents use technology to improve efficiency and deliver a better consumer experience? How technology can develop after sales service? Nameer Khan, Mentor, Financial Services Disruptor, Digital Strategist, Hasheer Kottal, Mashreq Bank, Vice President & Business Manager Bancassurance, United Arab Emirates 16:00 Interactive Wrap-up Session by the Chair 16:15 Coffee Farewell and closure
Speaker & Panelist Biographies Frederik Bisbjerg, Qatar Insurance Company Executive Vice President - Retail MENA, Qatar Frederik Bisbjerg (born 1973 in Denmark) is working as Executive Vice President for Qatar Insurance Company (QIC), the largest composite insurer in the MENA region and one of the largest insurers in Asia Based in Doha, Qatar. He is managing the personal business lines alongside the motor fleet lines for the QIC Group, overseeing the operations and business development in Qatar, Oman, UAE and Kuwait. Prior to joining QIC, Frederik was running the worldwide operations of SOS International, then the largest travel claims and emergency assistance providers in the World. With SOS International, he established companies in China and expanded SOS International s Asian operations, securing the company a consistent two-digit growth. Frederik has a strong business acumen and is recognized for his ability to build businesses and create new, often previously unseen, alliances between business partners for mutual benefits. On the personal side, Frederik is deeply involved in portrait photography, driven by the fascination of the human psyche, using the portraiture to increase his understanding of human behavior and cultural differences. http:// frederikbisbjerg.com/ Tabrez Farooquee, Takaful Oman Insurance SAOG, Head of Bancatakaful & Marketing, Sultanate of Oman Tabrez Farooquee is currently working as Head of Bancatakaful & Marketing for the 1st full-fledged takaful company in Sultanate of Oman. Being a part of the pilot batch of Takaful Oman, he is responsible to set up the bancatakaful business from the scratch & also ensure that the company's presence in a virgin takaful market has the right exposure so as to create the right awareness of takaful and ensure positive acceptance so as to build brand equity and positive word of mouth towards the concept of takaful as a whole. His first assignment in the GCC was with pioneers in bancassurance business, First Gulf Bank, Dubai where he was a part of the startup team of bancassurance business, setting up & developing the sales & distribution teams & driving the sales for individual life & family takaful products. He later moved to AXA Insurance in Oman where he was instrumental in successfully setting up Himayati umbrella of products, comprising of both individual life & non life. Prior to joining Takaful Oman he was managing bancatakaful arm for Noor Takaful in Dubai for leading banks in UAE like Noor Bank, Dubai Islamic Bank, ADCB & Sharjah Islamic Bank. Having been part of 3 successful startups in bancassurance business in the region he has had the opportunity of working with both banks & Takaful/insurance company which puts him in a good stance to understand the bancatakaful business from a wider angle. David Harris, RSA Insurance, Director - Distribution, & Bahrain With a career spanning over 30 years across various leadership roles, David Harris brings with him a breadth of experience in general management, financial and commercial insight, and strategic leadership skills. In his current role as Director Distribution for RSA Insurance, David is responsible for overseeing development and growth strategies for the Direct and Affinity channels at RSA in addition to overseeing the business Marketing Strategy and delivery. Prior to his current role David was the Sales & Marketing Director for all distribution channels since 2008 when joining the organization. David s experience encompasses 19 years in The Middle East including three in The Kingdom of Saudi Arabia where he managed the Corporate business for the National Insurance Carrier, Tawanyia, managing a team of approximately 40 business development executives. Before leaving for The Middle East, David headed up the Retail Banking operations of three prestigious branches of The Royal Bank of Scoltland in The City of London where he was influential in managing the cultural change of the business from a traditional retail bank to a sales organization. His Career started in Insurance Broking but has diversified into Banking, Change Management, training, coaching and back to Insurance with eight different companies, predominantly international groups including HSBC, Lloyds TSB, Sedgwick and RSA. David is an Associate of The Chartered Insurance Association (ACII) and holds a BA (Hons) in Banking, Insurance and Risk management. Stefano Nalin, Al Rajhi Takaful, Chief Distribution Officer, Kingdom of Saudi Arabia Stefano Nalin is currently working as Chief Distribution Office in Al Rajhi Takaful with the responsibility to manage and develop all distribution channels. Since he joined the company in 2015, Al Rajhi Takaful moved in 2 years from the 5th to the 3rd position in the ranking of largest insurance companies in Kingdom of Saudi Arabia. Before he successfully managed the turnaround of the insurance arm of 5th largest Banking Italian Group Carriage and significantly contribute to the double digit growth and distribution footprint enlargement of Zurich Insurance. In the role of Head of Distribution for Zurich, he also covers the role of General Manager of Zurich Sim and responsible of the Zurich Way Tied Agents with the supervision and development of Zurich agents networks across multiple geographies. His back ground covers several key positions as Head of Distribution in multinational insurance companies like Winterthur (AXA) and All State with successful implementation of multichannel and direct distribution strategies. While he has experiences also in the banking sector (Banco Popolare), he initiated his career as a consultant in Accenture with responsibilities of projects across many financial industries and countries. Engineer and married with 3 kids, he enjoys free time being a spinning instructor. Kamal Chhabra, Union Insurance, President Life, Affinity, Bancassurance & Personal Lines, Mr Kamal Chhabra has spent over 25 years actively engaged in the industry, with experience in all aspects of Life, Bancassurance and Personal Lines. He signed one of the first Bancassurance agreements in the country and has managed over 37 Bancassurance relationships in the region, leading the disruptive growth in business for the last 22 years. Currently Kamal is with Union Insurance as President Life Bancassurance & Personal Lines. He joined UIC in 2012, bringing with him wealth of experience in Product Development, Reinsurance and Relationship Management. He believes in thinking out of the box with creativity, innovative offerings and tailor made solutions. On joining Union Insurance, he initiated the life and bancassurance portfolio. Today, Union Insurance has won many prestigious contracts in UAE and the region, is the fastest growing company and has become the market leader in Bancassurance. Before joining Union Insurance, Kamal worked for Oman Insurance Co, Dubai from 2000 to 2011. During his tenure, he started Bancassurance vertical and signed contracts with almost all the leading local and multinational banks. His last position in Oman Insurance was Executive Vice President Bancassurance. Before moving to the Gulf in 2000, he worked as a consultant to prestigious clients in the aviation and financial industries. He has been a speaker at many conferences on various subjects, especially, Bancassurance. He holds a Bachelor s degree in insurance from Delhi University, is a Post Graduate in Insurance Law and an Associate from the Insurance Institute of India. Aman Pal Singh, MetLife - Gulf, Head of IFA Business, United Arab Emirates Aman is a General Management and a senior insurance distribution specialist with over 20 years of International experience across Conventional Insurance, Takaful, Banking and Telecom domains. He is a respected leader and a team player and has managed various senior positions in India, Oman & UAE. In his current role, he is responsible for heading the IFA business for MetLife in the Gulf. Prior to this, he has worked in the UAE with Noor Takaful as the Assistant General Manager Sales & Distribution and with Zurich International life as a Senior Sales Manager, IFAs and Bancassurance. He has also worked in Oman as a General Manager with Muscat Life Assurance, Head Affinity Sales with RSA (Al Ahlia) and Regional Sales Manager, Bancassurance with Bank Muscat. Aman had started his career in India within the telecom industry and gradually moved to the financial sector with HDFC Standard Life, where he headed the Corporate Agency Channel across the five states of North India. He has also worked with Tata AIG as the North Zone Manager for the Alternate Distribution Channel. Aman graduated from DAV College, India and holds a Bachelor s degree in Arts.
Speaker & Panelist Biographies Hasheer Kottal, Mashreq Bank, Vice President & Business Manager Bancassurance, Hasheer Kottal is the Vice President & Business Manager, Bancassurance at Mashreq for its UAE, Qatar and Egypt businesses. In his current role, Hasheer is responsible for the management of overall Bancassurance business across the Retail, Private banking and SME segments for Mashreq. He is instrumental in the set up and execution of successful Bancassurance businesses in various organization across the region in both Life and non-life business. Hasheer has over 16 years of broad based experience within financial services industry in the Middle East covering launch, set up and management of distribution channels. Francoise Lamotte, MetLife, SVP, Head of Direct Distribution & Digital EMEA Françoise Lamotte joined MetLife in June 2015, as Head of Direct Distribution and Digital for the EMEA region. In this role, she oversees the growth and profitability of the fast growing EMEA direct businesses, selling and servicing products to consumers both through sponsorships agreements and directly in over 15 countries; and is in charge of leading the digital strategy and transformation for the region. She is a member of EMEA Executive Leadership team. Françoise brings over two decades worth of experience in the financial services industry, both in transformational business leadership as well as P&L management, focused on direct distribution, digital and innovation. She has worked in Japan, the US and Europe, before joining MetLife in Dubai. Françoise is a graduate from ESSEC Business and holds an MBA from MIT Sloan School of Management. She was also a scholar of the Japanese Government residing at Keio University. During her professional career, she has attended executive leadership programs at IMD Lausanne, Oxford Said Business School, and Harvard Business School. Atinc Yilmaz, Howden - Specialist Insurance Brokers, Regional CEO - Turkey, The Middle East & Africa, United Arab Emirates Atinc Yilmaz graduated with an MBA in Banking & Insurance, and has BSc in Business Administration, both from universities in Istanbul, and specialisation in Insurance & Investment in City University CASS Business School in London. He also attended Executive Leadership Programs of The Wharton School, University of Pennsylvania and JOCE, SIM of Singapore. He started his career as a Field Sales Agent and had since worked in various local companies, and also worked in London during and after his education period. He has over 25 years experience in the insurance industry in various roles, from reinsurance specialty to Regional CEO of international firms. His 22 years career with Marsh had introduced him with many roles; such as, director of large clients/risk management, executive director senior vice president and managing director for Marsh in Turkey, and country management leadership roles. He worked as CEO of Marsh Indonesia in Asia between 2009 and 2012 where achieved one of the highest growth success in the business while playing a key role in Marsh Asia Leadership Team. In the 2012, appointed as CEO of Marsh Emirates in the UAE and also worked as a member of Marsh Middle East Executive team. During his leadership tenure in the Middle East, successfully transformed the operation under his responsibility as one of the fastest growing operations and increased significantly the size and doubled the profit earnings as industry leader in its field in the entire Middle East and North Africa. In August 2017, Yilmaz has been appointed as Regional CEO of Hyperion Insurance Group s broking business, Howden in charge of Turkey, The Middle East and Africa regions. He has received various awards during his insurance career, including Marsh Europe Best Client Servicing Award in 2004, Best Country Performance Award on Power & Utilities in 2005 in EMEA and 2006 Top Global Performers Award of Marsh Inc. Jaydeep Sarkar, Oman Insurance Company, Senior Vice President Life Agency, Jaydeep Sarkar is the Sr. VP - Life Agency at Oman Insurance Company in UAE. He specializes in Life Insurance Channel Development and Wealth Management. He has more than 15+ years of vast experience in Insurance Industry in India and UAE. His experience constitutes, some of the reputed organizations like Allianz Bajaj, Reliance Insurance, Gateway Insurance Broker, etc. Jaydeep graduated from Narsee Monjee Institute of Management, India and holds MMS in Finance. Kyriakos Apostolides, MetLife, SVP, Head of Bancassurance, EMEA Kyriakos Apostolides is the Head of Bancassurance for EMEA at MetLife. He was appointed to this position in January 2012. Prior to his current role, Kyriakos served as the Regional Vice President for Bancassurance and Direct Marketing for MetLife Alico Central & Eastern Europe from 2007 till 2011. He was also a member of the Integration team for MetLife Alico CEE and participated in a number of Regional key Business Initiatives on Sales Management. Kyriakos joined Alico CEE Region in 2005, as the Regional Vice President for Agency. Before joining Alico, Kyriakos served in various sales positions within Insurance and Mutual Fund industries. Kyriakos has a Bachelor degree in Business Administration, with a major on Management and Organizational behavior, from the American College of Greece. Kyriakos is fluent in English and Greek.
Corporate Learning