the impact of digitalisation (on critical...
TRANSCRIPT
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The Impact of Digitalisation (on Critical Illness)– with Insights from Gen Re’s Dread Disease Survey
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Historical Development of Gen Re’s DD Survey
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Mortality Pool• 162 million life years / 657,000 deaths
Disability Pool• 52 million life years / 107,000 claims
Annuity Pool• 92 million life years / 160,000 deaths
• 28 companies deliver portfolio information on an annual basis
• Annual analysis of data going back to 1994/96
• Presentation and reports for the participating companies
Monitoring of biometric risks (German market)
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CI policies in‐force at any timeduring 2012‐15
CI & death claims occurred (2012‐15)
PDS
Data Scope of the Survey
01/2012 12/2015
Observation Period: 4 years
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Overview of the Four Markets
• 8• 1.9 million• 15,800
• 8• 3 million• 33,300
• 9• 2 million• 20,700
• 14• 100 million• 1.12 million
China Hong Kong
SingaporeMalaysia
• Companies• Lifeyears• Claims
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“All the insurance players will be InsurTech but some InsurTechs have chosen to be insurers.”
- Matteo Carbone Key Opinion Leader on InsurTech
Impact of Digitalisation
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Online Insurer
Impact of Digitalisation
Established Insurer
Online Insurerace Platform/Broker
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What is InsurTech?
What is Insurance Digitalisation?
Impact of Digitalisation
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Impact of Digitalisation
• Big Data• AI• BlockChain• Cloud computing• Mobile Payment• Wearables• Genetics
• Internet Of Things• Unmanned Driving• Unmanned Aircraft• Automobile
Networking
• Sales• Distribution• Policy Application• Underwriting• Claim• Client Service• Product Design• Pricing• Data Analytics• Reinsurance
Insurance Processes Online/IT/Digital
InsurTech & Insurance Digitalisation
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“InsureTech = organisations where technology will prevail as the key enabler of the achievement to
strategic goals.”
- Matteo Carbone Key Opinion Leader on InsurTech
Impact of Digitalisation
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InsurTech and Impact Matrix
Impact of Digitalisation
Sales & Marketing
Application & Underwriting Claim Client
ServiceDesign & Pricing
Data Analytic Reinsurance
Big Data ★ ☆ ☆ ★ ★ ★
AI ★ ☆ ☆ ★
BlockChain ☆
Cloud Computing ☆ ☆ ☆ ☆ ☆
Mobile Payment ★ ★ ★ ★
Wearables ★ ★ ☆ ☆ ☆
Genetics ☆ ☆ ☆
★: (Widely) applied ☆: Early/experimental stage
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Online Insurance Business Pattern
Impact of Digitalisation
B2C B2A2C
O2O B2B??
• Individual consumer is major online target client
• Individual Critical Illness Productscould become an important and popular online product
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Impact of DigitalisationOnline CI Products around AsiaChina Mainland
YRT CI
Whole Life CI Sales support based on AI
CI linked to wearables
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Impact of DigitalisationOnline CI Products around Asia
Hong Kong
Online Term Cancer
YRT Medical Reimbursement
Dynamic PricingOnline Cancer Care
Taiwan Vietnam Tailand
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How to develop a- popular - sustainable- client-friendly- onlineCI Product?
Impact of Digitalisation
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Impact of Digitalisation
No. of Policy Sold = Flow Rate × Application Rate × Completion Rate
Among the 3 factors: Flow Rate is the King and the Heart of Online Insurance success.
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Impact of Digitalisation
• Flow rate – the no. of people passing by within a given time interval, e.g. per day, per month
• Measured by – UV/PV/No. of user/No. of active user etc.
• What is a good or a poor flow rate?
Flow Rate
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Impact of DigitalisationChina Top 1000 APPs Monthly Active Members (May 2018)
DataSource: https://qianfan.analysys.cn/refine/view/rankApp/rankApp.html
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Impact of Digitalisation
2 best‐selling online CI products due to the enormous daily flow rate from online giants
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Impact of DigitalisationMore Examples to show the power of flowrate …
Sales of CI Product higher through popular apps
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Impact of DigitalisationMore Examples to show the power of flowrate …
504,304 policies sold within 2 years, generating a total of RMB150 mn(AUD 30.2 mn) premium to Zhong An Online
Set up a record in Alipay Insurance Platform: on 11 Nov. 2016 20,000+ policies were sold within 1 day
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Impact of Digitalisation
Application Rate
• Factors affecting Application Rate• Client Segmentation and Positioning• Product Features• Pricing and Average Policy Size• Illustration Design• Promotion Event
• Insights from the Gen Re DD Survey can be used
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Insights from Gen Re’s DD SurveyCN Regional Difference – A/E Ratio, All Causes, Male
Life expectancy at birth, 2010
Source: National Bureau of Statistics, China Statistical Yearbook, 2012
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Impact of Digitalisation
What are popular product features in online CI Business
• YRT outperforms long-term CI product
• Simple and straight-forward outperforms complexity
• Integrated CI outperforms fragmented CI (to prevent anti-selection)
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Impact of DigitalisationPricing and Average Policy Size
• Pricing is key to the profitability of online CI business
• Sufficiently and accuratelyCaution when relying on data collected from wearables
• Average Policy Size is important for Application Rate
• Way to estimate the approporiate average policy size
Ave. Policy Size =
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Impact of Digitalisation
• Final shot before GOAL• Factors affecting Completion Rate
Questionnaire too strict or too long? Easy to understand?
Need to fill in endless personal information? Policy Premium easy to pay via online? Other (Quality of the Internet Connection)
• PM has a strong desire to make policy application most friendly and comfortable to users
Completion Rate
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Impact of DigitalisationAn Illustration: CI Product & Application Process from Zhong An online P&C
All screenshots are extracted from ZhongAn Official Apps
Login AI support CI recommended Features, Q&A Illustration Questionnaire Payment Details Done!
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• Disruptors kick off transformation
• Transformation of data, systems and culture required
• Skills to be acquired throughout the transformation:– start – in small steps– experiment style – learning in
focus groups– understood / accompanied /
supported by Management
Conclusions for successful transformation
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Visit genre.com for more info.
Thank Youand in particular to Steven Tan (Gen Re China)
Andres [email protected]
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Proprietary and Confidential | © General Reinsurance Life Australia Ltd.
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