1. Aviva Dhan Sanchay –
An overview

2. Aviva Dhan Sanchay The product positioning Positioning – Savings Plan
Key Drivers
Pay as you go
Partial Withdrawals
Target Audience
Individuals with an irregular income stream
Individuals with regular income but seeking flexibility to pay as per convenience
Customers seeking no downside to their savings
Features to appeal
Flexible premium payment
Partial withdrawals
High Sum Assured
No lapsation
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3. No downside to investment
Aviva Dhan Sanchay
The overall proposition 1/2
The Sales Pitch
Aviva Dhan Sanchay is an insurance plan that works like your personal savings account by providing:
The option to deposit any amount of premium and at any point of time into your insurance account
Option to withdraw money from your account after 3 policy years
High life cover; equal to 10 times your first premium
A life cover that doesn’t lapse* even if you are unable to pay your subsequent premiums
Pay as you go
Continued protection
No downside to investment
Aviva Dhan
Sanchay - What’s New?
Pay premiums at your
convenience – No date or
amount for premiums due
All policy benefits continue even if subsequent premiums are not paid*
Investment risk borne by Aviva – Value of premium allocated to not decrease barring fee
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* Subject to minimum balance in the Policyholder Deposit Account being Rs. 500

4. Aviva Dhan Sanchay The overall proposition 2/2 Benefit Illustrations
Assumptions: 30 year old male, Initial & subsequent premiums = Rs. 10,000 p.a., Growth rate at 10%
Assumptions: 30 year old male, Initial & subsequent premiums = Rs. 10,000 p.a., Growth rate at 6%
Scenario 1
Rs. 10,000 p.a. paid every year for 10 years (total Rs. 1 lakh)
Policyholder Deposit Account Value at maturity = Rs. 152,393
Scenario 2
Rs. 10,000 p.a. paid every alternate year (total Rs. 50,000)
Policyholder Deposit Account Value at maturity = Rs. 74,166
Scenario 3
Rs. 10,000 p.a. paid only for first 3 years (total Rs. 30,000)
Policyholder Deposit Account Value at maturity = Rs. 53,790
Scenario 1
Rs. 10,000 p.a. paid every year for 10 years (total Rs. 1 lakh)
Policyholder Deposit Account Value at maturity = Rs. 121,717
Scenario 2
Rs. 10,000 p.a. paid every alternate year (total Rs. 50,000)
Policyholder Deposit Account Value at maturity = Rs. 58,100
Scenario 3
Rs. 10,000 p.a. paid only for first 3 years (total Rs. 30,000)
Policyholder Deposit Account Value at maturity = Rs. 37,650
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Policyholder Deposit Value at maturity is after Service Tax

5. Policyholder Deposit Account
Aviva Dhan Sanchay
How does the product work
Initial Premium paid
(less premium allocation fee)
Policyholder Deposit Account
Additions:
- Quarterly Interest
- Subsequent premiums (less Premium Allocation Fee)
Deductions:
- Policy Administration Fee
Mortality Premium
Service Tax
Death Benefit:
Sum Assured +
Policyholder Deposit Account Value
Partial Withdrawals :
Allowed after 3 years
Maturity Benefit:
Policyholder Deposit Account Value
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6. Aviva Dhan Sanchay Best of both worlds ULIPs Traditional plans
Transparency
All charges are clearly shown
No transparency with respect to charges
- Flexibility to increase/decrease premium
- Flexibility to make top-ups
- Flexibility to make partial withdrawals
Flexibility
No flexibility
Volatile –
Investment value may increase or become negative
Secure –
Investment will not be subject to any downside
Growth
What is Aviva Dhan Sanchay
For a ULIP customer
For a Traditional customer
A ULIP like product with no downside
Traditional product with ULIP like transparency & flexibility
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7. Product Specifications
Aviva Dhan Sanchay –
Product Specifications

8. Aviva Dhan Sanchay The Product Specifications
Aviva Dhan Sanchay – A variable premium Universal Life Product
Entry Age
18 – 50 years
Policy Term (PT)
10 years
Premium Payment Term (PPT)
You can pay any amount >=500, at your convenience as and when and as long as you want (within the 10 year policy term)
Premium Payment Frequency
There is no fixed premium payment frequency. You can pay any amount >=500, at your convenience as and when you want, after the policy issuance
Annual Premium
At inception – Minimum: Rs 2,500; Maximum: Rs 30,000
Subsequent premiums – Minimum: Rs 500; Maximum: not exceeding Rs. 1 lakh per year (including initial premium)
Sum Assured
10 x First premium (Initial premium paid)
Maximum Rs. 3 lakhs (per life)
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9. Aviva Dhan Sanchay –
Features

10. Aviva Dhan Sanchay What makes it unique
A policy that allows flexibility in premium payment:
You need to pay an initial premium of Rs. 2,500 to 30,000
Premiums can be paid on any date after the policy is inforced subject to a minimum of Rs. 500
Maximum premium that can be paid in any of the policy years can be Rs. 1 lakh (including the initial premium)
Maximum premium in each of the last 2 years is restricted to 150% of the average premium paid in first 8 years
A policy that does not lapse:
The policy does not lapse even if subsequent premiums are not paid
If the Policyholder Deposit Account Value goes below Rs. 1,000, an intimation will go to the customer to pay premium towards the policy to enjoy the benefits
If the Policyholder Deposit Account Value goes below Rs. 500, the Policyholder Deposit Account value, if any, will be paid to the customer and the policy will be terminated
A policy that provides an additional flexibility of Partial Withdrawals:
Allowed two times in a policy year after completion of three policy years
Minimum amount of withdrawal is Rs.1,000 subject to a minimum balance of Rs. 1,000 after withdrawal
Maximum withdrawal allowed is 50% of Policyholder Deposit Account Value, as on date of withdrawal
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11. Benefits for the customer
Aviva Dhan Sanchay –
Benefits for the customer

12. Aviva Dhan Sanchay The Benefits The interest payouts:
Interest will be declared in the beginning of every quarter and will be credited to the Policyholder Deposit Account (PDA) at the end of the quarter
Interest will be credited basis the average monthly balance in the PDA
Interest once credited becomes guaranteed
There is no guarantee on future interest payouts
The Maturity Benefit:
The Policyholder’s Deposit Account Value is payable on maturity
The Surrender Benefit:
Policyholder can surrender the policy after 2 policy years
The Policyholder Deposit Account Value less the surrender fee shall be paid to the policyholder, subject to Market Value Adjustment if any
No surrender fee is charged if the policy is surrendered after completion of 5 policy years
Market Value Adjustment:
Market Value Adjustment (MVA) may be applied by the company on the date of surrender payment, based on the need for the company to realize the investments and the market value of the assets as on that date. The MVA shall not be applicable in case of death or maturity
The Death Benefit:
On the death of the insured Sum Assured along with the Policyholder Deposit Account Value shall be paid to the nominee
Tax Benefits
Tax benefits will be as per prevailing tax laws
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13. Aviva Dhan Sanchay –
Product Fees

14. Aviva Dhan Sanchay The Fee structure Premium Allocation Fee
Premium paid
At inception
Subsequent premiums upto 3 policy years
4th policy year onwards
Rs. 500 – 2,499 NA
7.5% 5%
Rs. 2,500 – Rs. 9,999
20%
Rs. 10,000 – Rs. 30,000
15%
Rs. 30,001 and above
Mortality Premium
There will be a level mortality premium applicable based on the age of insured at inception of the policy. This will be deducted every month from the Policyholder Deposit Account basis the Sum Assured.
Policy Administration Fee
There is a fixed administration fees of Rs. 20 per month. This will be deducted from the Policyholder Deposit Account
Surrender Fee
This will be applicable if the policy is surrendered within first 5 policy years. Surrender value is subject to Market Value Adjustment
Service Tax and Education Cess – Applicable separately as per the prevailing rates (current rate is 10.3%)
Year of Surrender
Surrender Fee (as a percentage of PDA Value)
Upto Year 5
20%
Year 6 onwards
Nil
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15. Aviva Dhan Sanchay –
The opportunity

16. The Revenue Opportunity Access to new market segments
Aviva Dhan Sanchay
A whole new opportunity 1/2
The Revenue Opportunity
Access to new market segments
This product provides a new opportunity for enhancing your commission earnings
The total commissions that can be earned over a 10 year term (with premiums being paid every year for 10 years) from Aviva Dhan Sanchay vis-à-vis a ULIP product like Aviva Sachin Century are shown below:
- This comparison clearly indicates that Dhan Sanchay offers a higher potential for earning commissions
Customers with irregular / seasonal
income
Compulsion to pay premiums on due date is a barrier
Low income segment
Paying high premiums is a barrier
Who are these customers:
Professional e.g. lawyers,
doctors
Traders, Shop-keepers
Farmers
Small-businessmen etc.
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17. Targeting the lost opportunity
Aviva Dhan Sanchay
A whole new opportunity 2/2
Targeting the lost opportunity
Ease of Sale
Post cap on charges, min. ticket size has gone up to Rs. 10,000
In 2009, products like Pension Plus, Sachin Century Plan & Easy Life Plus had a significant number of policies coming from low ticket:
Aviva Dhan Sanchay can serve as the replacement product for this segment
DGH limit upto Rs. 1,00,000 Sum Assured & Non-Medical thereafter
A policy that never lapses (provided min. account balance is Rs. 500)
Quarterly compounding of interest
Interest, once credited, is guaranteed
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18. Thank You