Muhammad Khan Memon

Bancassurance Quarterly Update Business Performance - Q3 2018 Millions - Booked 85 84 Issued 68 65 70 52 60 52 50 50 32 40 30 Quarter Target 77 -37% 38 29 27 31 23 20 10 0 0 8 Central East Central West North Participating Branches South IBG CIBG Zero Branches Branches contributing 50% of Business 120% 100% 160 98% 96% 151 140 88% 83% 81% 80% Total Branches 147 123 120 80% 92 100 60% 86 80 60 40% 20% 40 20% 19% 17% 12% 4% 2% 28 18 13 20 18 11 Central East Central West North South IBG Central East CIBG Central West North 5 1 0 0% South IBG CIBG YTD September 2018 Performance Group Wise Breakup Booked Business Central East Central West North South IBG CIBG Total Issued Business 103,781,143 96,305,904 230,663,512 194,454,967 141,477,073 1,817,125 768,499,724 98,738,153 89,511,027 222,034,415 191,263,804 133,893,502 1,767,125 737,208,026 Target Conversion Ratio Achievement 53% 95% 61% 93% 78% 96% 76% 98% 70% 95% 8% 97% 68% 96% Targets 195,000,000 157,275,000 296,190,000 254,925,000 202,500,000 22,500,000 1,128,390,000 Booked Business 76,227 231 250 150 255 222 195 200 100 139,294 78,191 58,051 Targets 296 300 Average Premium per Policy 93,245 Issued Business 350 Millions Group 203 - 104 99 141 134 96 90 50 72,685 Central East Central West North South IBG Central East CIBG 2 2 Central West North South IBG 23 CIBG Sales Analysis Group Total No. of Branches Central East Central West North South IBG CIBG Total Participating Branches - 100% 100% 98% 99% 97% 100% 99% Branches contributing 50% of Business Business per Branch 18% 28% 24% 14% 15% 20% 18% 1,128,056 1,119,836 1,569,140 1,580,935 936,934 363,425 1,272,351 Participating Branches QoQ Average Business per branch/month Central East 125,340 124,426 174,349 175,659 104,104 40,381 141,372 Branches Contributing 50% of Business 28% 30% 20% 10% 0% 18% Central West North South 24% IBG CIBG 20% 14% 15% CIBG 88% 92% 93% 83% 95% 95% 96% 98% 98% 98% 98% 100% 95% 92% 88% 100% Q2 Q3 YTD 80% 97% 81% 99% YTD Cancellations Central East 0.0 IBG 100% Central West North South 40.0 20.0 South 89% Q1 18% North 60% Total Millions Central East Central West 80% IBG CIBG Total 27.7 3.9 1.9 8.4 8.0 5.6 IP/Product Wise Analysis Product/Insurer Booked Business Roshni - Education Plan Rida - Marriage Plan Sahara - Retirement Plan Kamil - Takaful Savings Plan Rahat - Women's Plan Rehnuma - Small Ticket Plan Kohsar - With built-in Health Ins. Kafeel - Health Insurance Plan Jubilee Life Insurance Total Alfalah Insurance - Nigehban Plan Danish - Education Takaful Plan Tadbeer - Savings Takaful Plan Tahaffuz - Small Ticket Takaful Plan Zeenat - Women's Takaful Plan Shifa - Health Takafu Plan IGI-Life Total Grand Total No. of Cases 206,977,336 58,177,482 186,849 202,842,017 425,263 42,903,676 113,759,628 1,455,400 626,727,651 295,000 77,032 138,010,615 56,000 356,726 2,976,700 141,477,073 768,499,724 2,-,981 7 1,-,-,-,856 8,999 Average Ticket Size 95,206 106,552 62,283 102,394 60,752 22,127 406,284 9,096 88,396 5,566 25,677 91,946 18,667 50,961 8,704 76,227 85,398 Average productivity (Cases) per Branch p.m. Average Business per Branch p.m. 153,723 1.74 1.37 104,104 JLI IGI JLI IGI Claims & Renewal Status Cluster Wise Claim Status Millions Pending Paid 70 58 60 50 20 35 32 13 10 18 17 10 4 10 5 1 2 3 0 Central East Central West 3rd Year Renewal Persistency North South IBG Central East 59% CIBG 60% 61% IBG 72% 25 25 22 21 2nd Year Renewal Persistency 96 Claims 88 Claims Pending Declined 22% 20% 48 40 30 No. of Claims by Status Declined 258 Claims Paid 58% South 53% Central East 65% CIBG 60% Central West 58% IBG 71% North 60% Central West 69% 66% South 59% North 65% CIBG YTD 2018 - Bancassurance Customer Complaints Complaints by Source Open/Re-assigned - - Resolved - 20 2 27 12 2 3 6 Complaints by Status Complaints by Type Closed 7 3 5 Type of Complaint Erroneous Premium Deduction Mis-Selling/Commitment Delayed Refund Delayed Cancellation Policy Documents Not Received Delay in Policy Renewal Total Open Complaint Ratio *Resolved Complaints = Complaints resolved by relevant stake holder but are yet to be reviewed by CMU No. of Complaints -% Open/Re-assigned Resolved 2% 1% 97% Closed