HOW INDIAN INSURANCE COMPANIES CAN RESPOND TO CORONAVIRUS - MCKINSEY
←
→
Page content transcription
If your browser does not render page correctly, please read the page content below
Insurance Practice
How Indian insurance
companies can respond
to coronavirus
To navigate the next normal, Indian insurers must consider the
potential recovery scenarios and act quickly and decisively.
by Pranav Jain, Sandeep Kumar, Prasad Lad, Sanchit Suneja, and Prerit Varun
© fizkes/Getty Images
May 2020As the COVID-19 pandemic continues to unfold, decreased by 22.6 percent between December 31,
what began as a health crisis is quickly turning into 2019, and April 9, 2020, and this impact will likely
a financial one. The global economy is in turmoil and last until Q4 2020. In India, share prices in the
expected to shrink significantly. Although potential insurance sector dropped by 25.9 percent during
scenarios depend on virus spread and the readiness the same period (Exhibit 1).
of public-health systems to respond,¹ McKinsey
analysis suggests that global financial-rebound This sharp decline in the insurance sector has been
scenarios show GDP reverting to precrisis levels as largely due to the operational and balance-sheet
early as Q4 2020 or as late as Q3 2022.² India will challenges posed by the crisis, including disruption
likely face similar scenarios.³ in new business and policy servicing as well as
drops in interest rates and pressure on in-force
The outbreak has already heavily affected the blocks with rate-sensitive guarantees.⁴
global insurance sector; the insurance index
1
For more, see “COVID-19: Implications for business,” April 2020, McKinsey.com.
2
For more, see Sven Smit, Martin Hirt, Kevin Buehler, Susan Lund, Ezra Greenberg, and Arvind Govindarajan, “Safeguarding our lives and our
McK Insurance
livelihoods: 2020
The imperative of our time,” March 2020, McKinsey.com.
3
For more, see Rajat Gupta and Anu Madgavkar, “Getting ahead of coronavirus: Saving lives and livelihoods in India,” April 2020, McKinsey.com.
4 India insurance
For more, see Anshuman Acharya, David Hamilton, Pradip Patiath, Zachary Surak, Grier Tumas Dienstag, and Jasper van Ouwerkerk, “Insurance
Exhibit
resilience in1aof 6 changing coronavirus world,” April 2020, McKinsey.com; and Ramnath Balasubramanian, Alexander D’Amico, Aditi Jain, Nick
rapidly
Milinkovich, and Karthi Purushothaman, “Maximizing the value of in-force insurance amid enduring low returns,” April 2020, McKinsey.com.
Exhibit 1
India’s financial sector has faltered because of the COVID-19 pandemic.
Market performance of Indian and global insurance companies, index (100 = Dec 31, 2019)
110 xx Delta, in pp², 12/31/19
vs 04/09/20
TP World Insurance 22.6
100
NIFTY 50 25.1
90
Insurance sector¹ 29.5
80
Financial services 38.4
70
60
50
December January February March April
1
DS Insurance Index (Thomson Eikon).
2
Percentage point.
Source: Thomson Eikon; McKinsey analysis
2 How Indian insurance companies can respond to coronavirusPotential recovery scenarios confidence is likely to drop, recovering only at
Two scenarios outline ways in which the current the end of 2021. In this scenario, the economic
pandemic might unfold and its implications on recovery might be pushed to mid-2022.
India’s economy:
— Delayed recovery. Recovery could be delayed
if an intermittent or partial lockdown were to
Effect on insurance
In life insurance, low interest rates pose a risk
remain in place for up to two months (starting
to the profitability of existing nonparticipating
March 25, 2020). With an economic slowdown
portfolios (Exhibit 2). Insurers’ existing unit-linked
in Europe and the United States, Indian exports
insurance plan (ULIP) portfolio assets will be mostly
could face pricing pressure. Eventually, supply
unaffected, as customers will likely bear the brunt of
chains could be restored, and a near-complete
the impact. However, new ULIP books and insurers’
economic recovery could take place by mid- to
bond and equity investments will likely drag for the
late 2021.
next few quarters.
— Prolonged contraction. A prolonged spread
of the virus could see the lockdown enforced In general insurance, motor claims are expected
for more than two months. India might see an to decline, given fewer vehicles on the road amid
initial drop, and economic recovery might take lockdowns, and there may be a significant drop
longer as resurgence occurs in pockets. This in motor insurance premiums after lockdowns
McKscenario
Insurance may2020
lead to economic slowdown end (Exhibit 3).5 However, insurers may see an
Indiaacross
insurance
all major regions in the world. Consumer uptick of business-continuity insurance claims
Exhibit 2 of 6
5
F
or more, see Ari Chester, Sylvain Johansson, Steven Kauderer, Erwann Michel-Kerjan, and Andy Pinkes, “Coronavirus response: Short- and
long-term actions for P&C insurers,” April 2020, McKinsey.com.
Exhibit 2
In life insurance, the impact of the crisis will be most visible in the value of
unit-linked insurance plan (ULIP) portfolio assets.
Possible impact of scenarios on life insurance business on planned GWP¹
Favorable impact Moderately unfavorable impact Considerable unfavorable impact
Delayed Prolonged Delayed Prolonged
Channel recovery contraction Product recovery contraction
Digital Protection
Bancassurance N/A Savings par N/A
Corporate brokers N/A Savings nonpar
Direct N/A ULIP
Agency
1
Gross written premiums.
How Indian insurance companies can respond to coronavirus 3India insurance
Exhibit 3 of 6
Exhibit 3
While motor claims are expected to decline, business continuity, commercial
risk, and health insurance claims may increase.
Possible impact of scenarios on general insurance business on planned GWP¹
Favorable impact Moderately unfavorable impact Considerable unfavorable impact
Delayed Prolonged Delayed Prolonged
Channel recovery contraction Product recovery contraction
Digital Retail health
Commercial risk
Corporate brokers
and fraud
OEM Motor
Agency N/A Travel and PA²
Bancassurance N/A Business continuity N/A
Fire N/A
Marine N/A
Crop N/A N/A
Group health N/A N/A
1
Gross written premiums.
2
Personal accident.
and commercial-risk claims due to the economic upskilled and reskilling workforce. Insurers in the
slowdown, though effects will vary for small Indian market could benefit from thinking through a
and midsize businesses compared with larger comprehensive and ambitious response across five
corporations. If cases of COVID-19 increase horizons: resolve, resilience, return, reimagination,
significantly, a spike in health insurance claims will and reform (Exhibit 4).
likely follow.
Resolve (May 2020)
The first step in navigating the crisis is addressing
How to respond to the crisis the immediate challenges that COVID-19 presents
Although the crisis has created uncertainty, it has for the workforce, customers, and business
also offered a time to think more deeply about partners. Leaders of Indian insurers can prioritize
innovation, improved customer experiences, two actions: managing personnel well-being and
fundamentally different cost structures, and an supporting customers.
4 How Indian insurance companies can respond to coronavirusIndia insurance
Exhibit 4 of 6
Exhibit 4
India insurers would benefit from implementing a multiyear response.
Five Rs response horizons
1 2 3 4 5
Resolve Resilience Return Reimagination Reform
Current month Q1 FY 2021 Q2–3 FY 2021 Next 6 months Next 1–2 years
• Managing personnel • Streamlining claims • Implementing digital • Innovating the • Undertaking strategic
health and remote management underwriting and product portfolio moves to build a
working processes automated renewals strong industry
• Modernizing
position (eg,
• Supporting customers • Optimizing costs • Focusing on distribution channels
ecosystem play)
investment and cash
management • Focusing on mergers
and acquisitions
Managing personnel well-being. Many Indian consequent response to various challenges; hosting
insurers have already implemented policies such town halls, retrospectives, or role-modeling sessions
as minimizing in-person meetings and scaling to regularly engage with personnel and form a
work-from-home arrangements. Minimizing cohesive group identity; and communicating among
in-person meetings encourages customers functions through internal-messaging platforms.
to opt for digital self-service and paperless
processes to avoid field visits—though protocols Supporting customers. Indian insurance companies
to minimize contact for unavoidable field visits could take a three-pronged approach to customer
should still be put in place. Meanwhile, working outreach: communicate policy changes to support
from home requires unambiguous expectations: patients, clarify the focus on health and well-
insurers can establish decision and escalation being, and explain changes in policies for improved
paths and clear workflows (with well-defined monetary assistance.
roles and responsibilities) to facilitate handovers.
Managers can define objectives and key results Insurers can start by informing customers about
(OKRs) and key performance indicators (KPIs) to their COVID-19 coverage and related policy
communicate goals to teams and track progress. inclusions through emails and text messages. For
For example, multiple insurers in Asia and globally example, multiple insurance companies across Asia
have completely shifted noncritical activities to have expressly stated that their medical plans will
remote operations. To that end, policies that ensure cover the treatment of coronavirus. Next, insurers
employees have the necessary tools and resources can offer telemedicine and preventive healthcare
to collaborate are essential; IT teams must prepare to facilitate digital claims processing. Finally,
for an increase in capacity of critical services and insurers can support COVID-19 patients by allowing
heightened cybersecurity needs. deferred repayments and providing “hospicash”
benefits, discounts on copays, and so forth. Insurers
Insurers can also implement other soft practices could also launch products with COVID-19 coverage
to facilitate a smooth experience for employees. and engage with regulators to expedite the approval
These include providing regular updates about process, as well as announce monetary-relief
the outbreak’s impact on the company and its packages for COVID-19 patients.
How Indian insurance companies can respond to coronavirus 5Resilience (January to March 2021) customer touchpoints by taking advantage of digital
Beginning sometime in the first quarter of 2021, and analytics.
Indian insurers could address some near-term
cash-management challenges, increase customer- Focusing on investment and cash management.
service capacity, and stabilize operations. We Insurers could create a detailed plan to return the
suggest actions on two fronts: streamlining claims business back to scale quickly by optimizing liquidity
management and optimizing costs. management. This can involve implementing
dynamic balance-sheet management—with
Streamlining the claims-management processes. capital infusion in high-yield areas only, to manage
As the economy starts to recover from the impact of solvency—engaging with regulators to temporarily
the lockdown and economic activity resumes, it will reduce or suspend solvency requirements, altering
be critical to simplify claims processes. Insurance the product mix to focus only on less capital-
companies could prepare for this by upgrading intensive products during this period, and stopping
chatbots and interactive-voice-response systems the sale of endowment products to reduce capital
to reduce turnaround times and free up agent requirements. Finally, insurers can consider
capacity. Some of the largest insurers in Asia have de-risking ULIP products by shifting the investment
already taken similar steps by fast-tracking claims portfolio to safer instruments.
or allowing for submission via online messaging
platforms. Insurers can also reduce field visits Reimagination (April to December 2021)
by opting for alternatives powered by artificial Indian insurers could plan for a discontinuous shift
intelligence and image-processing technologies. between the second and fourth quarters of 2021,
reinventing themselves by innovating the product
Optimizing costs. Insurers could focus on cash portfolio and modernizing distribution channels.
management by improving efficiency in operations
and reducing costs by renegotiating contracts Innovating the product portfolio. In the
(using zero-based budgeting), consolidating reimagination phase, insurers might consider
vendors, and employing competitive bidding. selling more capital-efficient products with
better flexibility and convenience—for instance,
Return (April to September 2021) products such as those that are preapproved and
In quarters two and three of 2021, Indian insurers sum assured without underwriting and medical
could begin detailing a plan to return the business checkups for specific segments in partner banks.
to scale quickly by focusing on two priorities: They can also offer insurance products for specific
digitizing underwriting and renewals and focusing risks (for example, life insurance for covering
on investment and cash management. COVID-19) and reward life-insurance customers
for maintaining a healthy lifestyle. For example,
Implementing digital underwriting and automated one Indian online insurer has already launched a
renewals. Insurers could benefit from digital and coronavirus insurance product that can be sold
automation tools to support a return to normalcy. To through its partner program. Finally, insurers could
start, they can update policy-issuance guidelines offer life protection coupled with health insurance
for prevention and incident response, as well as for critical illnesses or a few key diseases.
engage with regulators to seek approval for Central
Know Your Customer exemptions to simplify policy Modernizing distribution channels. To start,
issuance. They could also focus on improving digital insurers can consider establishing a digital agency
underwriting to maximize reach among customers. channel with end-to-end online recruitment,
Finally, insurers can also implement autorenewal including selection, interview, and contracting as
for the majority of cases and reduce the number of well as online training with videos and FAQs. They
6 How Indian insurance companies can respond to coronavirusmight encourage sales forces and intermediaries on whether the economy experiences a prolonged
to abandon paper-based processes and move contraction or a delayed recovery. They could also
entirely online to improve productivity, as well as consider consolidation and expansion opportunities
revise reward and recognition schemes for agents via mergers and acquisitions.
and intermediaries to emphasize performance-
based incentives. Finally, they can rapidly drive the Undertaking strategic moves to a build strong
adoption of digital channels, not only for standard industry position. Insurers could be well advised to
requests but also for new requests arising from take stock of their cash positions and investigate
the crisis. For example, a large Chinese insurer key areas that could enable their strong survival in
provides an online health-service application that either scenario (Exhibit 5).
has seen a significant uptick in new registrations in
the past few months. In the case of a prolonged contraction, insurers
could consider investing significantly in direct-
Reform
McK (2020 to2020
Insurance 2022) to-customer channels to reduce dependence
As the most disruptive
India insurance impacts of the virus fade, on intermediaries and reduce commission costs;
Indian insurers
Exhibit 5 of 6 could look to sustain long-term focusing on artificial intelligence to promote
competitiveness through some strategic big bets— bancassurance and improve efficiency; hiring
though the best opportunities may differ depending high-skilled workers who can enable a truly digital
Exhibit 5
Insurers can base their strategy response on the potential recovery scenarios.
Potential strategic moves to strengthen insurers’ position
Delayed recovery Prolonged contraction High level Average level Low level
Strategic moves Level of . . . Predictions
Impact Familiarity
Direct-to-customer (D2C) and D2C could become one of the key channels to cater to
digital play the next generation of customers.
AI-driven bancassurance Proactively identifying, underwriting, and selling to the
partner bank's customer base via analytical models will
create cross-sell opportunities.
Ecosystem platform to A single platform will meet various needs of customers.
support health
Premier agency channel Premier agency channel could significantly increase annual
premium equivalent per active agent, with each premier
agent contributing 3–4× productivity of an average agent.
Prolonged contraction could have a longer Delayed recovery could affect two quarters, after which
impact on economy, thus restricting cash spend to insurers can use strategies to build strong positions.
only key strategic bets.
How Indian insurance companies can respond to coronavirus 7and agile organization; improving retention by Focusing on mergers and acquisition. Insurers may
stepping up employee satisfaction; and reducing consider merging with players with complementary
dependence on legacy operations to increase or supplementary skill sets. On the flip side, they
resilience for future risk scenarios. may prefer to acquire small insurtech start-ups after
regaining normalcy, given the win–win scenario:
If recovery is delayed, insurers may want to take start-ups get scale and capital, and favorable
the above actions and also focus on building or valuations make acquisitions lucrative to insurers.
participating in ecosystems. Steps might include
embedding insurance journeys into customer
ecosystems, providing a single interface for all A practical way to get started
financial services, and using digital and analytics Some insurers are responding to COVID-19 by
to facilitate transitions between services. Insurers establishing a nerve center to guide immediate
could also invest in building a premier agency with action and tackle evolving challenges (Exhibit 6).⁶
highly productive agents (that is, active agents
McK Insurance 2020who each generate three to four times the annual The core objective of this nerve center would be to
India insurance premium equivalents compared with those at a manage the COVID-19 situation across the five Rs. It
Exhibit 6 of 6 regular agency).
6
For more, see Mihir Mysore and Ophelia Usher, “Responding to coronavirus: The minimum viable nerve center,” March 2020, McKinsey.com.
Exhibit 6
Managing through the COVID-19 crisis requires new architecture in the form of a nerve center.
A team of teams with clear responsibilities and decision-making authority
Integrated operations COVID-19 board subcommittee Advisory panel
• Elevated decision authority Decide • Epidemiological
• Operating cadence COVID-19 leadership team • Economic or business
• Risk maps projections
• Situation reports • Political
• Legal
Scenario planning Strategic moves Workforce Customer Regulatory Cash and financial
protection and transparency and outreach stabilization
• Planning scenario • Portfolio of actions
based on (including productivity support
• Quick approvals of • Dynamic
epidemiological immediate- new products or balance-sheet
• Encourage tiering • Customer outreach
outcomes medium-, and enhancements management to
(all/some/no through fact-based
• Issue maps long-term strategic maintain solvency
working from home) communication • Engage for solvency
moves)
• Tracking leading • Establish protocols • Provide preventive requirements • Push sale on
indicators (decision • Identify and select products with low
for in-person healthcare support • Seek approval for
triggers) to plan opportunities based capital needs
meeting via chatbots and issuing insurance
action steps on delayed recovery
• Two-way telemedicine with provision of • De-risk market-
or prolonged
contraction communications • Monetary support to delayed health linked ULIP portfolio
with employees affected customers check-up for new by moving to safer
policies investments
• Tech and security
backbone
• Formalize remote
working mechanism
Discover Design Deliver
8 How Indian insurance companies can respond to coronaviruscould mobilize resources across three dimensions— with regulators on issues of solvency and
scenario planning, strategic moves, and integrated new product approvals, de-risk the financial
operations—balancing immediate action with the position of the insurer by pushing products with
flexibility to tackle evolving challenges. low capital requirements, and move the ULIP
portfolio to safer instruments.
As a team of teams, the nerve center could have the
following responsibilities:
— Maintain multiple business scenarios and Insurance company leaders must act decisively
identify the most relevant one based on the to overcome the disruption created by COVID-19
market conditions. and the resulting lockdown in India. In choosing
solutions, the preference could be for pragmatic
— Record observations to craft a trigger-based and fast rather than perfect. In addition to
portfolio of strategic moves. approaching the landscape across the five Rs,
insurers could employ frontline engagement,
— Understand situation reports and risk maps, and execution discipline, and organizational culture to
act as an elevated authority that owns the timing help rebuild momentum and make their changes
and facilitation of strategic decision making. stick—even in this most challenging of times. The
ultimate goal would be to build more resilient
— Deliver on aligned initiatives to ensure a smooth
operations as insurers adapt to the next normal.
experience for employees working from home,
establish customer-outreach protocols, engage
Pranav Jain, Sanchit Suneja, and Prerit Varun are consultants in McKinsey’s Mumbai office, where Prasad Lad is a
partner. Sandeep Kumar is an associate partner in the Delhi office.
Copyright © 2020 McKinsey & Company. All rights reserved.
How Indian insurance companies can respond to coronavirus 9Contact
For more information, please contact:
Prasad Lad
Partner, Mumbai
Prasad_Lad@McKinsey.com
Sanchit Suneja
Consultant, Mumbai
Sanchit_Suneja@McKinsey.com
10 How Indian insurance companies can respond to coronavirusYou can also read
