Finance and Treasury

Bancassurance and Insurance Distribution Channels

Insurance sold alongside another product is bought with less attention than insurance sought deliberately, which produces high volumes, thin understanding and a claims experience that damages both partners. This course covers building a channel that survives its own success. Delegates work through channel economics and the true cost of acquisition through each route, including branch, agency, direct, digital and embedded partnerships. Product suitability for a channel is addressed, since a product requiring explanation cannot be sold at a teller counter. Partnership structures and revenue sharing follow, along with who owns the customer and who carries the conduct risk. Sales process, staff training and the incentive design that produces mis selling are covered directly. Disclosure and the evidence that a customer understood what they bought follow. Persistency, lapse and the early cancellation that indicates a sales problem are addressed. The course closes on complaints, on regulatory conduct expectations and on measuring channel quality rather than volume.