Shaping The Future Of Insurance In The Middle East
By Driving Efficiencies, Increasing Penetration and Sustaining Growth
Conference Day One: Tuesday, 12 May 2015
08:30 Registration and morning refreshments
09:00 Chairman’s opening remarks
Michael Faulkner, Editor, Insurance Day, UK
KEY STAKEHOLDER CONGRESS
09:15 Tapping Potential: Discussing how the insurance industry can work together to build trust and awareness in
the region to increase market growth and penetration
Moderated by: Mohammed Ali Riyazuddin Londe, Analyst, Moody's
Dr. Sven Rohte, Chief Commercial Officer, DAMAN, UAE
Mark Cooper, Country Manager, Lloyd’s, UAE
Ghassan Marrouche, Chief Executive Officer, Noor Takaful, UAE
Franck Heimburger, Country Manager UAE, AXA Insurance (Gulf), UAE
10:15 MENA Insurance Review: Taking stock of recent market developments and lessons learnt, to develop
strategy going forward
Sanjay Jain, Director, MENA Insurance Advisory, EY, UAE
11:00 Speed-Networking: Expand your business network and create a competitive edge
A quick and effective way to expand your business network, generate key contacts and win new deals.
11:20 Morning refreshments and networking break
INTERNATIONAL KEYNOTE
11:50 Global Insurance Review: Tracking global insurance market trends to develop robust strategies for business
growth in the Middle East
Cameron Murray, Head of UK, Ireland, Middle East & Africa, Lloyd's, UK
12:30 The Global Risk Makeover: Cutting edge information on new regulatory compliance and how risk
management is transforming business decisions today
Scott Lim, Senior Manager, Dubai Financial Services Authority, UAE
13:10 Lunch and networking break
INSURANCE LEADERS ROUNDTABLE
14:10 Where Is The Sector Headed: Expert insight on which geographies, product lines and distribution channels
will drive volumes and profitability in 2015
Moderated by: Kevin Willis, Director - Financial Institution Rating Services, Middle East & Africa Sector Specialist,
Standard & Poor's, UAE
George Kabban, Chief Executive Officer, UIB (DIFC) Ltd, UAE
Prem Sagar, Chief Executive Officer, ACR ReTakaful MEA, Bahrain
Jabran Noor, Executive Director - Actuarial & Risk Management, Tajweez Advisory Co., Bahrain
MULTI-STAKEHOLDER CONGRESS
14:50 Shariah Compliant Products: Converting potential into real growth and sustaining momentum for takaful
products in the Middle East
Amer Daya, Chief Executive Officer, Al Hilal Takaful, UAE
Mohamed El Dishish, Chief Executive Officer, EmiratesRE, UAE
Rached Diab, Executive Director Operations - General, Aman Insurance
15:30 Afternoon refreshments and networking
16:00 ROUNDTABLE DISCUSSIONS
Through interactive discussions, these roundtables give you the opportunity to open up strategies for taking
advantage of increasing volumes and driving profitability; driving market penetration and reach and for increasing
premium income and margins. After 30 minutes, a spokesperson from each roundtable will present a summary.
Choose one of the two roundtables:
Health Insurance:
David T. Youssef, Managing Director,
NowHealth International, UAE
Life Insurance:
Xavier Arputharaj, EVP, Life & Medical,
Orient Insurance, UAE
16h45 Closing remarks and end of day one
Michael Faulkner, Editor, Insurance Day, UK
Conference Day Two: Wednesday, 13 May 2015
09:00 Chairman’s opening remarks
Michael Faulkner, Editor, Insurance Day, UK
INDUSTRY LEADERS KEYNOTE ROUNDTABLE
09:10 Opportunity Or Threat: Industry perspectives on recent regulatory changes with a focus on increased capital
requirements and market consolidation
Moderator: Hatim Maskawala, Managing Director, Badri Management Consultancy, UAE
Raed Haddadin, Chief Legal & Compliance Officer, ADNIC, UAE
Dr. Saif Al Jaibeji, Regional General Manager, Middle East & Africa, Optum, UAE
Gautam Datta, Chief Executive Officer, Al Madina Insurance Company, Oman
Prem Sagar, Chief Executive Officer, ACR ReTakaful MEA, Bahrain
KEY STAKEHOLDER CONGRESS
09:55 Driving Customer Centricity: Developing a customer centric ethos to increase competitiveness, market share
and penetration in retail lines
Moderator: Dr. Saif Al Jaibeji, Regional General Manager, Middle East & Africa, Optum, UAE
Tamer Saher, Director – Business Development, RGA Reinsurance Company Middle East Limited, UAE
Ramzi Ghurani, General Manager, Petra Insurance Brokers, UAE
Hatim Maskawala, Managing Director, Badri Management Consultancy, UAE
10:40 Morning refreshments and networking break
11:10 Product Innovation: Developing and underwriting innovative products specifically designed for the region to
maintain competitiveness, attract new customers and build loyalty
Jabran Noor, Executive Director - Actuarial & Risk Management, Tajweez Advisory Co., Bahrain
11:55 Global Risks: Understanding how to identify, manage, mitigate & transfer risk in a changing risk landscape
in Middle East & North Africa
Neil B Irwin, Managing Director, Marsh, UAE
12:40 Lunch and networking break
13:40 Claims: Understanding the key policy requirements and avoiding the pitfalls in the claim making process to
maximize the settlement potential
Ian Peters, Risk Consulting & Claims Practice Leader, MENA Region, Marsh, UAE
RETAIL LINES
14:25 Building Partnerships: Tools for developing mutually beneficial relationships with key affinity partners
Dr. Dennis Sebastian, Regional Health Director, RGA Reinsurance Company Middle East Limited, UAE
15h10 Afternoon refreshments and networking
COMMERCIAL LINES
15:40 The Human Factor: Building competency and effectively managing your internal talent pool to deliver
customer satisfaction and growth
Richard Schofield, Executive Director, TON Training & Business Consultancy, UAE
16:25 Chairman’s closing remarks and end of Insurance Leaders Forum 2014
Michael Faulkner, Editor, Insurance Day, UK
Post-Conference Seminar: Thursday, 14 May 2015
Practical tools for building competencies in insurance underwriting and sales to increase market penetration and
growth
Due to the lack of regulations on required qualifications for insurance staff, there is a dearth of high-calibre
underwriters and sales people with adequate training in the MENA region. This shortage inevitably leads to the sale
of unsuitable products, which has a significant long-term impact on both the reputation and revenue streams for the
industry.
To ensure an adequately skilled sales staff and safeguard long-term customer loyalty, insurers must deliver
structured development programmes for their own staff and partners in order to empower employees and reward
professional development.
This half day workshop designed specifically for insurers will provide proven strategies and programmes for
developing exceptional underwriting staff including:
 Setting expectations: Accurately communicating culture, reporting lines, relationship with insurers and
allocation of responsibility.
 Communicating Checks: Developing an understanding of compliance frameworks, checks, priorities and
claims handling.
 Developing sales skills: Training on technical topics, product specific knowledge, segmentation, sales
management and sales techniques.
 Developing underwriting skills: Technical training on underwriting fundamentals, policy coverage of various
product lines and how they differ, techniques for developing individual underwriting knowledge and skills as
well as integrated risk management.
Richard Schofield, Executive Director, TON Training & Business Consultancy, UAE
Vikas Shukla, Executive Director, TON Training & Business Consultancy, UAE
Workshop runs 9am – 2pm, with breaks for refreshments and lunch