VINOD SAHARA

8/2/2019 VINOD SAHARA

http://slidepdf.com/reader/full/vinod-sahara 1/84

SUMMER TRAINING PROJECT REPORT

(MBA - 035)

ON

“A Comparative Analysis of Consumer Behavior in relation toHealthcare products of Sahara Care House with respect to other

brands present in the market”

AT

SAHARA CARE HOUSE,DELHI.

Submitted in Partial Fulfillment of

Master of Business Administration (MBA)

Programme: 2010 -12

Of

Gautam Buddh Technical University, Lucknow

Submitted by

VINOD KUMAR

(MBA - III SEMESTER)

(ROLL NO. - 1001470053)

Faculty of Management Science



Shri Ram Murti Smarak College of Engineering & Technology, Bareilly

Shri Ram Murti Smarak College of Engineering &

Technology, Bareilly (U.P.)

Faculty of Management Science

Certificate

This is to certify that Mr.Vinod Kumar, a regular student of MBA 2010 Batch has

undergone Summer Training in SAHARA CARE HOUSE, Delhi on the topic of A

Comparative Analysis of Consumer Behavior in relation to Healthcare products of

Sahara Care House with respect to other brands present in the market for a period

of...6.. week commencing from 13-06-2011 to 21-07-2011

This Summer Training Project Report embodies the facts and figure collected and

interpreted by him/her during the course of Training.

This Certificate is issued by the undersigned on the basis of the Summer Training

Certificate of the organization in which the student completed the Summer Training

during above period.

(Anant Kumar Srivastava) Date:

Head of Department Place: Bareilly



DECLARATION

I, VINOD KUMAR, Roll No 1001470053 a student of MBA third Semester

of SRI RAM MURTI SMARAK COLLEGE OF ENGINEERING AND

TECHNOLOGY, BAREILLY hereby declare that I have carried out

Summer training project on Topic “A Comparative Analysis of Consumer

Behavior in relation to Healthcare products of Sahara Care House with respect to

other brands present in the market” in SAHARA CARE HOUSE, DELHI.

I further declare that project work is my original work and no part of this report

has been published or submitted to anybody or university for award of any other degree

or Diploma.

VINOD KUMAR

MBA III Sem.

SR

MS CET, Bareilly



ACKNOWLEDGEMENT

I would really express my special and profound gratitude to my internal guide Ms.

Jasmine Kaur for kindly giving his consent for our training in this organization.

I am deeply grateful to Mr. ANUBHAV CHAUDHARY, Business Development

Head of SAHARA CARE HOUSE , for the cooperation extended by him to conduct

this study, advising me on this project report and furnishing the required information.

I am extremely grateful to the authorities of Sri Ram Murti Smarak College

Of Engineering & Technology, Bareilly for deputing me under NTPC Ltd., Singrauli

Sonbhabra (U.P.).

At the end, I would like to extend my special gratitude to

SAHARA CARE HOUSE, for sparing their valuable time and cooperating with us in

our study.

VINOD KUMAR

MBA III Sem.

SR

MS CET, Bareilly

Table of contents



INDEX NO. PARTICULARS PAGE NO.

I EXECUTIVE SUMMARY 7

II 8-10

1 INTRODUCTION TO INDUSTRY 11 – 21

1.1 Introduction of Health Insurance in India1.2 Policy Change in the Indian Insurance

market1.3 Investment policy in the Indian insurance

market1.4 Future of Indian Insurance Market1.5 Market Share of Health Insurance in India

2 COMPANY PROFILE 22 – 61

2.1.1 Sahara Group

2.1.2 Business Entities of Sahara Group

2.1.3 Business Entities

2.1.4 Profit Sharing Practices

2.2.1 About the Company

2.2.2.Presence of Operational Network

PART-A PLAN B-1 -Concierge Service (Primary

Product)

PART-B PLAN A & PLAN B-Healthcare Insurance

3 RESEARCH METHODOLOGY 62 – 70

3.1. Title

3.2. Objectives of the study

3.3. Type of Research

3.4. Scope of Study

3.5. Sources of Data

3.6. Sample Design

3.7. Sample size

3.8. Sample description

3.9. Research Instruments



3.10. Limitation of the study

4 DATA ANALYSIS AND INTERPRETATION 71 – 81

Data Analysis & Interpretation of Healthcare

Insurance along with Primary Services

5 SUMMARY OF FINDINGS 82 – 84

6 RECOMMENDATION AND CONCLUSION 85– 87

7 BIBLIOGRAPHY 88-89

8 ANNEXURES 90 – 93

Executive Summary

The purpose of the study is to find out the market potential of Health insurance along

with its associated Concierge services by Sahara as compared to other companies. Sahara

Care House is interested in finding out the sales potential of its services offered.



Specifically, the research objectives are to: Gauge the consumer sentiment on the various

services provided by the various companies in the city.

1 Identify areas of improvement on the various services provided by Sahara Care

House’s competitors.

2 Determine the type of services needed by the consumers of Sahara Care House.

3 To make the Comparative Analysis of Sahara Care House with its competitors.

5 Rank and evaluate the relative importance of the various products and its

associated products and services of Sahara Care House.

6 Gather and analyze the future aspirations of the customers with respect to the

product offerings.

7 To create the awareness of its products and services in the market, which has low

penetration.

Chapter-1

1.1 INTRODUCTION OF HEALTH INSURANCE IN INDIA



In mid 80’s most of the hospitals in India were Government owned and treatment was

free of cost. With the advent of Private Medical Care the need for Health Insurance was

felt and various Insurance Companies (New India Assurance, National Insurance

Company, Oriental Insurance & United Insurance Company) introduced Mediclaim

Insurance as a product.

According to recent news report health insurance continues to be the fastest growing

segment with annual growth rate of 25%. Health Premium has risen to Rs. 8100 crores in

2009-2010. As per the recent reports from various agencies the health sector has the

potential to become a Rs. 30000-crore industry by 2015. Estimates of leading Chambers

of Commerce also confirm these estimates.

On August 15, 2007 Prime Minister had announced Rs 2000 Crores for Health Insurance

for poor citizens and the impact of the same is being seen by us in the form of success of

RSBY (Rashtriya Swasth Bima Yojna ).

In 2010 with entry of various private Insurance companies now the customers have

choice of buying this insurance from 21 Insurance companies.



The Companies, which offer Health or Mediclaim Insurance at present, are;

1. Apollo DKV Insurance Company Limited.

2. Bajaj Allianz General Insurance Company Limited

3. Bharti AXA General Insurance Company Limited

4. Cholamandalam MS General Insurance Company Limited

5. Future Generali India Insurance Company Limited

6. HDFC General Insurance Company Ltd.

7. ICICI Lombard General Insurance Limited.

8. IFFCO Tokio General Insurance Company Limited

9. Max Bupa Health Insurance Company Limited

10. National Insurance Company Limited

11. New India Assurance Company Limited

12. Oriental Insurance Company Limited

13. Raheja QBE General Insurance Company Limited

14. Reliance General Insurance Company Limited

15. Royal Sundram Alliance Insurance Company Limited

16. SBI General Insurance Company Limited (Introducing Shortly)



17. Shriram General Insurance Company Limited

18. Star health and Allied Insurance Company Limited

19. TATA AIG General Insurance Company Limited.

20. United India Insurance Company Limited

21. Universal Sompoo General Insurance Company Limited

India is the only country where hospitalization insurance policy was being sold as Med

claim Insurance Policies. The very name gives a feeling to the insured that claim has to

be lodged. If motor insurance policy is not sold as motor insurance claim policy and

household insurance policy is not sold as household claim policy then why this is named

as Med claim?

In the recent years the trend has emerged that some Insurance companies have started

calling this product as Health Insurance.

Health Insurance and Med claim are two different names for the same product. The

change has started coming and now we have started calling it Health Insurance. ICICI

Lombard has even named it as Health Insurance Policy.

Calling is as Health Insurance is a positive way of looking at this Insurance. It also giving

us a feeling that we as a society have started moving from curative medical care to

preventive medical care.



According to sources in Oriental insurance it is being felt that mindset has started

changing over the last couple of years “ The new middle- class of India aspires for quality

healthcare service and doesn’t mind going to expensive hospitals like Apollo or Escorts.

There is no reason why healthcare insurance should not be successful with this class.

Rating Given by Consumer Voice

Name of

the

Company

Overal

l Rank

TP

A

Tangibilit

y

Proble

m

Solving

Reliabilit

y

Responsivenes

s

Assuranc

e

Empath

y

Tata AIG 1 2 2 1 1 1 1 1

HDFC

Chubb 2 2 1 1 2 2 2 2

Bajaj

Allianz2 2 1 1 2 2 2 2



ICICI

Lombard2 2 1 1 2 2 2 2

IFFCO

Tokio

2 2 1 1 2 2 2 2

Royal

Sundaram6 6 4 9 11 4 4 8

Oriental

Insurance7 10 8 6 4 7 9 7

Cholaman

-dalam8 5 10 7 10 8 7 6

New India

Assurance9 11 11 8 7 9 10 9

United

India

Insurance

10 8 9 11 9 10 8 10

National

Insurance11 9 7 10 8 11 11 11

(Source: www.healthinsuranceindia.org)

1.2 POLICY CHANGE IN THE INDIAN INSURANCE MARKET

The Insurance Regulatory Development Act, 1999 (IRDA Act) allowed the entry of

private companies in the insurance sector, which was so far the sole prerogative of the

public sector insurance companies. The act was passed to protect the concerns of holders

of insurance policy and also to govern and check the growth of the insurance sector. This

http://www.healthinsuranceindia.org/





new act allowed the private insurance companies to function in India under the following

circumstances:

• The company should be established and registered under the 1956 company Act

• The company should only the serve the purpose of life or general insurance or

reinsurance business

• The minimum paid up equity capital for serving the purpose of reinsurance

business has been decreed at Rs 200 crores

• The minimum paid up equity capital for serving the purpose of reinsurance

business has been decreed at Rs 100 crore

1.3 INVESTMENT POLICY IN THE INDIAN INSURANCE MARKET

• A policy known by the name of 'Health plus Life Combo Product', offering life

cover along with health insurance has been granted permission by the IRDA act

and insurance companies are allowed to provide it now.

• The FDI limit in the insurance sector has been capped at 26% for the foreign

marketers but the government is thinking to increase it to 49% and a bill of this

offer is pending at the Rajya Sabha

• A low cost pension scheme is supposed to be formed by the Pension Fund

Regulatory and Developmental Authority (PFRDA) on 1st April, 2010 to provide

social security to the poorest class.



• The compulsory ceding by every General Insurance Corporation (GIC) would go

on to stay at 10% under current regulations as specified by IRDA.

1.4 FUTURE OF INDIAN INSURANCE MARKET

As per the report of 'Booming Insurance Market in India' (2008-2011), concentration of

insurance markets in many developed countries of the world has made the Indian

insurance market more magnetic in terms of international insurance players. Furthermore,

the report says

• Home insurance sector is likely to achieve a 100% growth since home insurance

are made compulsory for housing loan approvals by the financial institutions.

• In the coming three years Health insurance sector is all set to become the second

largest business after motor insurance.



• During the period of 2008-09 to 2010-11 the non life insurance premium is likely

to have a growth of 25%.

1.5 MARKET SHARE OF HEALTH INSURANCE IN INDIA

Health Insurance is an important part of Indian Insurance market and it portfolio which

growing at the highest rate. Therefore various proposals are under consideration at

different levels with IRDA, Insurance Companies, Government Agencies & Corporate

bodies. According to newspaper reports some of these are:-

17 General Insurance Companies and 3 Health Insurance companies are at present selling

health insurance. During 2009-10 premium figure is estimated to have touched Rs. 8100

crores.

(1)- Number of stand alone Health Insurance companies is increasing at a slow pace. Star

Health was the first health insurance co and it was followed by Apollo Munich which

started operations in August 2007. Max Bupa has started operations in April 2010.

Religare is planning to start operations in near future but without any foreign partner.



(2)- In view of increase in medication as well as health care costs the sum assured limit of

Rs. 5,00,000 has been steadily increasing and now many companies are issuing policy of

Rs, 10,00,000. Max Bupa has introduced a product where even a policy of Rs, 50, 00,000

can be issued and that too to a person of 80 years. It is a good charge.

(3)- More and more life Insurance Companies are now selling Health Plans –which is a

combination of Health Insurance and Mutual fund. It is foreseen that SEBI view on

Mutual fund will have impact on this product also.

(4)- Hospitals/Pharma Co’s may become promoters / investors in health insurance

companies. It may result in better healthcare management as resources can be effectively

utilized for the welfare of the society. But reach can be limited as India is a very large

country. Contribution of 3 large corporates Max, Fortis & Apollo will be merely a

symbolic thing.

(5)- Our projections are that by 2015 Health Insurance premium will touch Rs, 35,000

crores and by 2025 it will be Rs, 4,00,000 crore industry.



2.1. ABOUT THE COMPANY

We understand the value of relationships

So we personalize our services for you…

Sahara Care House is an emotionally driven commercial enterprise offering various

services for Global Indians, who are settled overseas but have family and friends in India.

Sahara Care House offers many opportunities to reach out to their loved ones through a

bouquet of attractive services in 197 cities across India. Their services are rendered by

3500 dedicated Relationship Ambassadors who are on call 24x365 to assist you and make

your loved ones in India feel that you genuinely care for their well being.

Sahara Care House is a single window service platform offering more than 5000 products

and 60 services for Indians residing overseas Non-Resident Indians (NRIs) and Persons

of Indian Origin (PIOs). You can avail our services by either becoming a member or



transacting as a guest. Sahara Care House is an exclusive NRI service and concierge

service portal designed to help NRIs extend a helping hand to their family members and

loved ones in India. Rather than simply sending money at home, NRIs and PIOs can

assist their family members in emergency or routine life by selecting from our variety of

products and services categorized under Healthcare, Personalized, Utility and Shopping

Services. Under these four verticals Non-resident Indian (NRIs) may request for bill

payments, property management, legal and taxation services, school or college admission

information service, travel and leisure, visit by Relationship Ambassador and other

specialized concierge services. Guests may also take care of their loved one's health by

gifting them Individual or Preventive Healthcare Package.

Sahara care house is pioneer in concierge services across the India. We lead in concierge

services, corporate concierge services, NRIs help, NRI services and online shopping all

over India. One can rely on us for best serving organization in Utility services,

personalized services and health care services online through Sahara care house.

An absolute online shopping portal permits to request for services and track your request

self, making your life easier by giving these all on your door step. Availing three stages

for serving you better: Call centre access, help desk and Internet online shopping portal.

Sahara Care House is part of the Sahara India Pariwar, one of India's largest business

conglomerates with an asset base of over USD 10.87 billion. With a workforce of over

910,000 workers, it has a consumer base of nearly 90 million and 1707 offices across the

country. Its diversified business interests include Financial Services, Infrastructure and



Housing, Media and Entertainment, Retail Chain, Tourism and Hospitality,

Manufacturing, Services and Trading.

2.2. Genesis & Origin

Sahara India- a corporate, which believe that quality, is never an accident it is a result of

planning, team work and a commitment of excellence. Sahara India Pariwar is a multi-

business conglomerate with diversified business interest that includes finance, real estate,

media & entertainment, tourism & hospitality, and service & trading.

Sahara India Pariwar

Year 1978 in Gorakhpur, India

2010, headquarter in

Lucknow, India

Workers 3 9.10 lack

Dependents 15 45.50 lack

Asset Rs.2000 Over 10.87 Billion dollar



Establishments 1707

Sahara India Pariwar is a major entity on the corporate scene having diversified

business interests that include Finance, Infrastructure & Housing, Media &

Entertainment, Consumer Products, Manufacturing, and Services & Trading.

Quality is Their essence and we, at Sahara India Pariwar , have always stressed on the

Qualitative aspect. Consequently in this run for quality, quantity has always pursued us.

We look forward to reaching the zenith and reaffirm their commitment to the process of

sound nation-building.

CORE COMMITMENTS - OUR STRENGTH

• Emotion

• Discipline

• Duty

• No discrimination

• Quality

• Give respect

• Self-respect

• Truth

• Collective Materialism

• Religion

• Absolute Honesty



2.3 Visions, Mission &Values.

• What

A commitment of Sahara India Pariwar to the genuine needs and rights of anybody &

everybody - Be it to a depositor, newspaper reader, consumer.... all business

associates and Sahara India Family Members.

• Need

India needs effective consumer protection and protection of workers' genuine rights.

There are various agencies, promising protection & action. But no external body can

provide justice unless the company becomes 'QUALITY CONSCIOUS' WITH

STRICTLY NO DISCRIMINATION POLICY AND JUSTICE CONSCIOUSNESS

as its very dominating nature.



• Motto

We not only believe but practice NO DISCRIMINATION, JUSTICE & HIGH

QUALITY - means enthusiastic, productive performance of duty "KARTAVYA'

towards the consumer', workers' genuine satisfaction.

• Aim

To provide justice - be it a matter of the tiniest imperfection or injustice in Their

COMMITMENT - products or services. direct or indirect, short term or long term.

• Where

Kindly rush your grievances/suggestions or any queries related to Sahara India

Pariwar to the nearest Sahara establishment and/or to:

• Objective

At Sahara Care House, we believe in providing outstanding personalized services to

meet the needs of their customers worldwide and their families in India.

Their service solutions ensure convenience, value and absolute

satisfaction for their customers.

• Response Will Never Be Delayed and Justice Will Never Be Denied



2.4 Profit Sharing Practices

2.5. Business Entities



2.6 Business Ethos

Sahara Care House has imbibed the business ethos of credibility,

reliability and trust of Sahara India Pariwar.

'Security & Transparency' – Deep-rooted ethos and culture,

transparent business processes of Sahara Care House, combined

with the highest degree of professionalism.

'Trust' – Part of a respected and well established USD 10.87 billion

conglomerate of 32 businesses.

'Heritage' – History spanning 28 years, + 910,000 employees,

servicing 1 out of 17 Indians.

'Reliability' – 3500 'Relationship Ambassadors' across 197 cities



ensuring coverage of entire country.

'Dedication & Commitment' – Respect for human values;

sensitivity & responsiveness to customers' needs.

Sahara Care House – We understand your values, your needs

and concerns.



PLAN B-1



Concierge Services

(Primary Product)

We have four major verticals- Health Services, Utility Services, Personalized Services

and Shopping Services

Healthcare services

Complete Healthcare Services including Preventive Healthcare Checkup, Medicine

delivery, Ambulance arrangement, visit by Consultant, Lab investigations etc.

Utility Service

Allowing Members in any part of the world to pay their family’s Utility Bills, Property

and Legal Issues, Moving and much more. It is a service to help Member's family

members and friends in their day to day requirements.

Personalized services

A personalized service includes Travel, Tax Filing Services, Car Pick ups, etc. We help

NRI’s and their families in customizing their Travel and Leisure plans in India also. We

are also facilitating Matrimonial Services, Event Management, and Astrology Services

etc. We can assist members in getting information about their ancestors too by our

Family Root Search Service.

Shopping Services



Shopping services covers Flower and Gift purchases and delivery, Food delivery virtually

all needs. We at SCH help Indians to carry their sentiments with pleasant surprises for

their family, friends and relatives in India from time to time with wide range of over

15000 products. Not only on special occasions but just because they LOVE and CARE

for them!

PRODUCT & SERVICES

CONCIERGE SERVICES:

Sahara Care House -Product sheet

Membership Plan-B1 (Rs 6666/- Inclusive TAX)

Key attributes of Plan B1

1) Four major verticals

a) Healthcare services- checkup, medicine, Ambulance, visit by consultant,

lab investigation etc.

b) Utility services- pay utility bills, property and legal issues, and day-to-day

requirement.

c) Personalized services- travel, tax filling services, car pick up, etc. we also

provide matrimonial services, event management.

d) Gift & Shopping- Flowers and gift purchase and delivery.



2) Vacation Vouchers

This voucher entitles the member and members of one’s family/friends to a .

vacation for 7days and 8 nights

Could be availed 52 times in a year

In 4000+ resorts in 45 different countries

88 resorts in INDIA

AVAIL UPTO 50% TO 80% DISCOUNT ON LODGING

3) SAHARA CARE HOUSE Discount Voucher:-

The member will be entitled to avail a discount of 10% on all the purchases made on

the Sahara Care House Website.

4) SCH Privilege Card:-

Entitles you to avail discounts upto 25% on 1800 outlets across India.

Renewal Fee: - 3499 (Inclusive Tax)

CONCIERGE SERVICES:



Individual Healthcare Services

Designed to take care of the specific health needs of your loved ones, our Individual

Healthcare services are flexible enough to suit the varying health requirements of your

family members in India.

By availing this service, NRIs may offer their loved ones the convenience to get lab

investigations done, avail medicines and get access to ambulance and doctors while

sitting at home.

➢ Lab Investigation

➢ Home Visit by Consultants

➢ Medicine Delivery

➢ Arranging Specialist Consultations at Clinic

Preventive Healthcare Packages

Prepared by an eminent panel of doctors and specialists, our Preventive Healthcare

Packages are designed to identify medical problems before they develop into full-blown

conditions.

By taking advantage of our comprehensive bouquet of preventive medical services, NRIs

may make sure the health concerns of their parents and dear ones in India are being

carefully looked after.

➢ Master Health Check-up Plan



➢ Antenatal Care Plan

➢ Regular Health Check-up Plan

➢ Diabetes Care Plan

➢ Family Healthcare Plan

➢ Child Care Plan (0 - 13 years)

➢ Executive Healthcare Plan

We provide wide range of Document and Certificate facilitation services including

facilitation for birth certificates, marks transcripts, marriage certificate, death certificate

and encumbrance certificate in India. Our NRI friends can also post request for ration

card, passport and PAN card facilitation services.

Document & Certificate Facilitation in India

New Passport (City)

Additional Booklet (Other than City)

Passport for Minor (City)

New Passport (Other than City)

Passport for Minor (Other than City) Change in Name (City)

Birth Certificates from Municipal

Corporation, Taluka, Tehsil etc.

Change in Name (Other than City)

Degree School / College Certificate Change of Address (City)



Marriage Certificate

Duplicate Passport (City)

Death Certificate

PAN Card Facilitation

Duplicate Passport (Other than City) Encumbrance Certificate

Passport Renewal (City)

Marks transcripts

Passport Renewal (Other than City) Ration Card

Additional Booklet (City)

Essential Goods Delivery

Our Essential Goods delivery service is designed to make household shopping convenient

for your loved ones in India. On your request, our dedicated Relationship Ambassadors

will deliver grocery, toiletries and other household items at your loved one’s doorsteps.

➢ Grocery and Toiletry

➢ Grocery and Toiletry (Annual package of 25 orders)



Household Utility Bill Payment

By subscribing to our Household Utility Bill Payment services NRIs may bring much

relief in the lives of their family members in India. This means, your parents will never

have to stand in a queue to pay utility bills as our efficient Relationship Ambassadors will

take care of it all.

Telephone bill School fees payment

Mobile bill Monthly Package of max. 4 Bills

Water tax Yearly Package of max. 50 Bills

Corporation tax / House tax Legal Advisory Facilitation

Sahara Care House offers comprehensive Legal Advisory Facilitation service for NRIs

and their loved ones in India. Our portfolio of legal service take care of all important

legal aspects including legal opinion facilitation, legal documentation facilitation and

finding a lawyer service.

➢ Legal Opinion Facilitation

➢ Find a Lawyer

➢ Legal Documentation Facilitation



Legalization & Attestation of Documents

Our Legalization and Attestation of Documents service is of great benefit for NRIs who

wish to get any document attested or notarized for themselves or their loved ones in

India. On your request, our efficient Relationship Ambassadors will get your documents

attested from gazette officer, municipalities or Government bodies in India.

Property Management & Maintenance

Even while staying abroad, NRIs may assist their loved ones buy, sell or rent property in

India through Sahara Care House. Our Property Management and Maintenance service

also incorporate services like whitewashing, plumbing, carpentry, pest control etc to

assist your parents take care of their property in India.

Buy Property Water - Proofing

Sell Property Pest Control

Rent Your Property Carpentry

Search for Property on Rent Electrical Work and Maintenance

Painting/Whitewash Yearly maintenance Package (12 orders in a

year)



Plumbing

Relocation Services :

NRIs can now help their family members in India relocate without any hassles by taking

advantage of our dependable relocation service . A friendly Relationship Ambassador

will help your family in packing, moving and settling in with ease - whether it’s within

the same city or to another city.

Security Services :Our dependable Security Service offers Non-Resident Indians an

opportunity to ensure safety and security of their parents and loved ones in India. Our

very thoughtfully designed service category offers facilitation for security guards and hi-

tech security systems like central monitoring system, intruder alarm system and more.

➢ Security Guard

➢ Hi - Tech Security

Event Management :

Sharing your responsibilities in good times, we offer a comprehensive bouquet of event

management service in India. Be it planning for a wedding or birthday party, organizing



conferences and launches or simply booking movie or theatre tickets we assure quality,

efficiency and promptness in our service.

➢

Delivery of Movie Ticket / Concert or Event Ticket

➢ Arranging Birthday Party / Anniversary / Wedding functions

➢ Dinner reservations at requested hotel/restaurant

Family Root Search :

Our Family Root Search service is designed to help Non-Resident Indians (NRIs) and

Persons of Indian Origin (PIOs) trace their lineage and family roots in India. NRIs/PIOs

seeking most accurate information about their ancestors in India may post request for this

exclusive service.

Indian Culture & Heritage: Acquaint your loved ones with rich Indian culture and

heritage by sending books and CDs from our exclusive collection. Incorporating

knowledgeable products on yoga, classical Indian dance and music, mythology, heritage

coins and more, our collection of books and VCDs make great gift ideas for kids and

connoisseurs of Indian culture.

Tax Filing Facilitation Service :Sahara Care House offers personalized Tax Filing

facilitation services in India. NRIs may post request for this service for themselves or to



ease out tax filing process for their loved ones in India. The efficient service is rendered

through reputed Chartered Accountants and tax experts skilled to offer you solutions for

multifarious tax requirements.

Travel and Leisure :We take care of all your travel needs from booking affordable air

tickets, rail tickets to hotel reservation in luxury and budget hotels of India. Besides, we

also offer affordable tour packages to North, South, East and exotic North-East India.

Plan your tour with Sahara Care House today!

Visit by Relationship Ambassador :

Non-Resident Indians can request a visit of Relationship Ambassadors to look after their

parents or loved ones in India anytime during the year. Highly efficient and dedicated,

our Relationship Ambassadors will take care of your loved ones with the compassion of a

family member.

For a brief visit.(2 hours) For Night Stay

For a visit.( 4 hours) Home Visit by Relationship Ambassador for

one year (6 visits)

For Half Day (6 Hrs) Home Visit by Relationship Ambassador for

one year (12 visits)

For Full Day (12 Hrs) For 24 Hrs

Home Visit by Relationship Ambassador for

one year (24 visits)



HEALTHCARE INSURANCE

PLAN A

Membership Plan-A (Rs 11029 Inclusive taxes)

Key attributes of Plan A




b) Utility services- pay utility bills, property and legal issues, and day to day

requirement.



d) Gift & Shopping- Flowers and gift purchase and delivery.



2) Vacation Vouchers

This voucher entitles the member and upto 3 members of the family/friends to a

vacation for 7 days and 8 nights.



88 resorts in INDIA

AVAIL UPTO 50% TO 80% DISCOUNT ON LODGING

3) HEALTH COVE

The member and his family of 3(spouse & 2 dependent children below 21 years)

are covered by medical cover for Rs 2,00,000 under floater policy.

Cashless hospitalization

Age limit of 70 Years

No Pre Medical Test Required

Covers Pre Existing diseases(after 6 months of policy

endorsement)

Maternity benefit up to Rs 15000 for first 2 children.(after 9

months of policy endorsement)



Covers pre (upto 30 days) & post (up to 60 days) Hospitalization

expenses.

OPD expenses of 1% or Rs 2000

4) FREE ACCIDENTAL COVER :-This policy covers each family member against

accidental death of Rs 1,00,000 only.

5) HOUSEHOLD COVER :- Burglary, Fire, Earthquake and floods—this policy covers

the household of the purchaser against burglary, Fire, Earthquake and floods etc for

Rs 1,50,000.

6) Sahara Care House Discount Voucher:-




Entitle you to avail discounts upto 25% on 1800 outlets across India.

8) A sample Pack of 3 Health Supplements Free with your membership.

Renewal Fee: - Rs 6619 (Inclusive Tax)



Membership Plan-B (Rs 7777/- Inclusive TAX)




b) Utility services- pay utility bills, property and legal issues, and day-to-day

requirement.



d) Gift & Shopping- Flowers and gift purchase and delivery ,etc

2)Vacation Vouchers

This voucher entitles the member and upto 3 members of the family/friends to a

vacation for 7 days and 8 nights.



88 resorts in INDIA

AVAIL UPTO 50% TO 80% DISCOUNT ON LOADGING



2) SAHARA CARE HOUSE Discount Voucher:-




Entitle you to avail upto 25% discounts on 1800 outlets across India...

4) A sample Pack of 3 Health Supplements Free with your membership.

5) A REEBOK watch worth Rs.2000

6) Avail 20% discount by Husband, Wife and Two Children on ALL tests done

in Thyrocare Labs.

7) Get Accidental Insurance upto 8 lacs.(4 LACS EACH)

Renewal Fee:- Rs 3999 ( Inclusive Tax)



1. Comparison between SAHARACAREHOUSE & ICICI LOMBARD



SAHARA CARE

HOUSE

ICICI LOMBARD

1 DOCUMENTATION No Documentation

required

No Documentation required

2 SUM AMOUNT 2 L 2L-4L

3 FLOATER FACILITY Available Available

4 ENTRY AGE &

renewal period

3 months-70 years,

Lifelong renewal

3 months-60 years, Renewal

up to 65 yrs of age

5 CASH LESS FACILITY Yes, Tie up with 3500

hospitals

Yes, Tie up with 3500

hospitals6 REIMBURSEMENT

PERIOD

7 days 30 days

7 PRE EXISTINGDISEASE

6 months 4 years

8 PRE & POST

HOSPITALIZATION

Pre-30 days

Post-60 days

Pre-30 days

Post-60 days

9 PREMIUM 11027 for 1st year

6617 for every year if

you want to avail the

service for rest of your

life.

13743 for 3 years

20686 for 4 years

10 Maternity effect Yes No

11 Testing No testing required No health checkup up to the

age of 55yrs then only test

requirement is compulsory.12 Additional Benefits Household covers

Accidental death cover

includes in same

premium

Extra premium required for

these services

13 Additional Services Concierge services

Discount vouchersVacation voucher

Privilege cards

No additional service



2. Comparison between SAHARACAREHOUSE & BAJAJ ALLIAN



SAHARA CARE

HOUSE

BAJAJ ALLIANZ


required

No Documentation

required

2 SUM AMOUNT 2 L 2L-4L


4 ENTRY AGE &

renewal period

3 months-70 years 3 months-55years, renewal

up to 65 yrs.

5 CASH LESS FACILITY Tie up with 3500hospitals

Tie up with 2400 hospitals

6 REIMBURSEMENT

PERIOD

Within 7 days with

full amount

10% of co-payment is

deductable in non-network

hospital7 PRE EXISTING

DISEASE

Covers after 6

months

Covers after 4 years

8 PRE & POST

HOSPITALIZATION

Pre-30 days

Post-60 days

Pre-60 days

Post-90 days


6617 for every year if you want to avail the

service for rest of your

life.

2338(90days-25yrs)

2736(26yrs-40yrs)

3591(41yrs-45yrs)

5586(46yrs-55yrs)10 MATERNITY Yes,15000 for 1st 2

children

Not given

11 TESTING No testing required Testing required after

45years

12 ADDITIONALBENEFITS

Household coversAccidental death

cover includes in

same premium

Extra premium required forthese services

13 ADDITIONAL

SERVICES

Concierge services

Discount vouchers

Vacation voucher

Privilege cards




3.Comparison between SAHARA CARE HOUSE & TATA AIG



SAHARA CARE HOUSE TATA AIG


required

No documentation required

2 SUM AMOUNT 2 L 2 lacs after every 7 days

3 FLOATER FACILITY Available Yes

4 ENTRY AGE 3 months-70 years 5-55 Yrs

5 CASH LESS

FACILITY

Tie up with 3500 hospitals Available

6 REIMBURSEMENT

PERIOD

7 days 15 days

7 PRE EXISTING

DISEASE

6 months 4 years

8 PRE & POST

HOSPITALIZATION

Pre-30 days

Post-60 days

Pre-30 days

Post-90 days


6617 for every year if you

want to avail the service for

rest of your life.

18000 minimum premium,,

Constant for 5 years

10 Maternity effect Yes Not given

11 Testing No testing required Not required

12 Additional Benefits Household covers


includes in same premium

Extra premium required for these

services


Discount vouchers

Vacation voucher

Privilege cards




4. Comparison between SAHARACAREHOUSE & APOLLO MUNICH

SAHARA CARE APOLLO MUNICH



HOUSE


required

No Documentation required

2 SUM AMOUNT 2 L 2L


4 ENTRY AGE &

RENEWAL FACILITY

3 months-70 years

Lifelong renewal

3 months-60 years

Lifelong renewal

5 CASH LESS

FACILITY

In network hospitals ,tie

up with 3500 hospitals

In all major network hospitals

6 REIMBURSEMENT

PERIOD

7 days 15 days

7 PRE EXISTING

DISEASE

6 months 3 years

8 PRE & POST

HOSPITALIZATION

Pre-30 days

Post-60 days

Pre-30 days

Post-60 days & if you inform

them

5 days earlier as per doctor’s

prescription then the pre-hospitalization is 60 days and

post- hospitalization is 90 days.



want to avail the service

for rest of your life.

11315 every year and if the

policy remain unclaimed any

year then 10

% of the sum amount gets

added to the next years sum

amount till it becomes 50 %.

10 Maternity effect Yes, 15000 for 1st 2

children after 9 months

Yes , 15000- normal &

25000- Special case for 1st

2 children but only after 4 years.



11 Medical test required No Yes above 46 years of age.

5.Comparison between SAHARACAREHOUSE & MAX NEWYORK



SAHARA MAX NEWYORK


required

Only Photograph, Age proof &

Address proof is required

2 SUM AMOUNT 2 L 3L


4 ENTRY AGE 3 months-70 years, life

long

For child(0-18),Adult(18-65) &

Renewal Period is up to 75 yrs

5 CACH LESS FACILITY Tie up with 3500 hospitals Yes. available in over 4000+

network hospitals

6 REIMBURSEMENT

PERIOD

7 days After 1 Month

7 PRE EXISTING

DISEASE

6 months Not Cover

8 PRE & POST

HOSPITALIZATION

Pre-30 days

Post-60 days

Pre-no

Post-up to Rs. 3000



want to avail the service for

rest of your life.

Rs.15000

10 Maternity effect Yes No

11 Testing No testing required No test requirement

12 Additional Benefits Household covers


includes in same premium

Extra premium required for these

services


Discount vouchers

Vacation voucher

Privilege cards




CHAPTER - 2

RESEARCH METHODOLOGY



3.1. PROJECT TITLE

“A COMPARATIVE ANALYSIS OF CONSUMER BEHAVIOR IN RELATION TO

HEALTHCARE PRODUCTS OF SAHARA CARE HOUSE WITH RESPECT TO

OTHER BRANDS PRESENT IN THE MARKET.”

3.2. OBJECTIVES OF THE STUDY

The primary objective is to study, understand and analyze various aspects related to the

Health Insurance as well as to make people aware about the various plans of Sahara Care

House.

Health Insurance

➢ To identify the preferred Insurance company most preferred by the insurer

or potential insurance customers.

➢ To find out the perception of the customers of various insurance providers

➢ Satisfaction level of the regular services provided to its existing customers.

➢ Comparison of Sahara Care House products and services with Others in the

market

➢ What are the areas of improvement needed in the services of Sahara Care

House



➢ Which are the key features provided to the existing customer in other

companies that makes them feel loyal to the customers and therefore is able

to retain them.

➢ Impact of media and advertisement on customer purchase decision.

➢ To study the future purchase behavior of customer as well as the reason for

the same.

3.3. TYPE OF RESEARCH

The research undertaken for the study on “A COMPARATIVE ANALYSIS OF

CONSUMER BEHAVIOR IN RELATION TO HEALTHCARE PRODUCTS OF

SAHARA CARE HOUSE WITH RESPECT TO OTHER BRANDS PRESENT IN THE

MARKET” is a Survey research which is DESCRIPTIVE type.

3.4. SCOPE OF STUDY

The scope of the study on “A COMPARATIVE ANALYSIS OF CONSUMER

BEHAVIOR IN RELATION TO HEALTHCARE PRODUCTS OF SAHARA CARE

HOUSE WITH RESPECT TO OTHER BRANDS PRESENT IN THE MARKET” has

been restricted to find out the Perception, Preference and Consumer Behavior of the



existing customers of Sahara Care House and Other Health Insurance Companies and

comparison was done in the area of Delhi and NCR region only.

3.5. SOURCES OF DATA

Data Source:

In the study of “A COMPARATIVE ANALYSIS OF CONSUMER BEHAVIOR

IN RELATION TO HEALTHCARE PRODUCTS OF SAHARA CARE HOUSE

WITH RESPECT TO OTHER BRANDS PRESENT IN THE MARKET” both the

data were used.

1. Primary Data.

2. Secondary Data.

3.6. SAMPLING DESIGN

Type of Sampling Procedures:

Data Collection Plan:

The first of Research consisted of secondary data search from the

following sources:



1 Catalogues

2 Websites

In this, information about different Health Insurance in different area in

the Delhi and NCR region were collected. For the conclusive research,

questionnaires were developed on the basis of secondary data to

gather information on the research objective.

A Convenient Non-Probability Sampling was done to test these

questionnaires. In this sample of 10 people (on an average) was

picked up from the target population on convenience basis, so as to

determine the limitation and deficiencies in the questionnaires. The

final draft of the questionnaire (see Appendix) was then prepared on

the basis of the observations and inputs drawn from the visits to the

various customers and potential customers of different Sahara Care

House and its competitors. Out of the population, 100 for health

insurance consumers, were taken for the conclusive study, and then

finally filled these.

Types of Primary Data collected.

Demographic /Socioeconomic Characteristics:



Demographic and socioeconomic characteristics are sometimes called

“states of being” in that they represent the type of people. The factors

on which we worked upon are occupation and various sources of

income. Monthly income is also an important parameter but it is

difficult to verify.

Attitudes/Opinions:

Through the questionnaire we have tried to get hold of individual’s

preference, inclination and requirement from the products that the

Sahara Care House and its competitors deliver to its customer. Attitude

is an important notion in the marketing literature, since it is generally

thought that the attitudes are related to the behavior of individual.

Awareness/Knowledge:

They are used in marketing research refers to what respondents do or

do not know about the product. For instance, here we have tried to find



out the market awareness regarding the product of the Sahara Care

House and various facilities one can avail.

Intentions:

A person’s intentions refer to the individual’s anticipated or planned

behavior. We have tried to find out through the collected primary data

the intentions of the people in general about the product called

Concierge Services. In this project we have segregated the people as

per their intentions about the primary product, which is Concierge

services and its associated products and services offerings.

Motivation:

Through the questionnaire we have tried to find the hidden need or

want of an individual and have tried to find if these people can be

tapped as the potential customer for Sahara Care House.

Behavior:

Behavior concerns what subjects have done or are doing. Through the

questionnaire we have tried to find out the behavior of the individuals

regarding the product and their responses. If the responses are

favorable then the person can be said to be our potential customer.

The primary data serves as an important tool to measure the



behavioral trend of the customer. It helps in answering few vital

questions like:

➢ What are the primary requirement a customer would like see in

its health insurance?

➢ Where would an individual like to take or business with Sahara

Care House?

➢ What is he looking for in Travel Franchisee?

Thus, it helps to draw a comparison between the Purchase and the

observed behavior of the individuals.

Obtaining the Primary Data:

The data collection was primarily done through communication.

Communication involves questioning respondents to secure the

desired information, using a data collection instrument called

questionnaire. The questions were in writing and so were the

responses.

Part B: Competitor’s Analysis

Almost all the Insurance companies offer similar features and facilities

with their Health Insurance, therefore for existing customers of any



company to shift to another insurance; this is very rarely the criteria or

reason as the potential customers have already invested in other

company and needs to pay regular premium.

However few customers did choose Sahara Care House Health

insurance product because of its unmatched and exceptional products

offerings.

The level of service in terms of delivering whatever is promised, fast

response in case of problems, is the most important benefit that the

customers seek, from the company they have a Health Insurance with.

In case of a new customer, if a company approaches it first for opening

a health insurance with them, then there is a good chance for the

company of getting many future businesses from the deal. Aggressive

Marketing is the key to increasing the market share in this area, since

the market has a lot of potential both in terms of untapped market.

3.7. Sample size

Sample size refers to the elements to be included in the study. The

important decision that has to be taken while adopting a sampling



technique is the sample source. In this study the sample size of

respondent was limited to 100 for Health Insurance Industry.

3.8. Sample description

No research work can be under taken without the co-operation of the

respondents who are interviewed from whom data is collected.

Therefore respondents play a vital role in this type of study. The data

was collected through the questionnaire. The respondents were

existing customers of Sahara Care House as well as customers of other

insurance and tourism franchisees respectively in the Delhi NCR

region. Questionnaires were in the Form of:

A. Dichotomous

B. Structured or Closed ended

C. Open ended Questions.

3.9. Research Instruments:

To get the responds, the questionnaire method was used. In this study

the questionnaires was given to the customers of both Sahara Care



House and its competitors and were asked to answer the questions.

Respondents were contacted personally to get the necessary

information required for the completion of the survey.

The questionnaire used in this study was a structured one. Here the

questions were arranged in a specific order and were logically

interconnected for the research study. The advantage of the structured

questionnaire lies in the reduction of interviewer and interpreters bias.

The questionnaire was framed by keeping in mind the objective of the

study.

Process adopted:

➢ Gaining knowledge about the product:

Reading about the product was the first step undertaken. This

gave not only in depth knowledge about what is been offered by

other players but also proved useful while developing the

questionnaire.

➢ Steps in the Development of the Survey Instruments:

The main instruments required for survey was a well-developed

questionnaire. The questionnaire development took place in a

series of steps as described below:



Research objectives are being transformed into

information ob ectives.

The Appropriate data collection methods

have been determined

Step 2

Step 3

The information required for each objective is beingdetermined.

Step 4

Specific Questions/Scale Measurement

format is developed.

Step 5

Step 6

The number of information needed is

being determined.

Step 7

The questionnaire and layout is being

evaluated.

Step 8

Revise the questionnaire layout if needed.

The Questionnaire format is being finalized.

Step 1



➢ Customer Survey:

The people play an important part as a clear perception of people about the

product can be estimated and known. Studying the need levels of the people

regarding the product can be observed. It was very useful in knowing about the

requirements of the people.

➢ Referred to brochures and websites of competitors:

To understand the competitors product brochures and websites of various players

were referred and a competitive analogy of all the information is been made.

3.10. LIMITATION OF THE STUDY

1. Since, the study was done by conducting convenient sampling findings may not be

accurate.

2. Findings of the study are based on assumptions that the respondents have given

correct or reliable information.



3. This study was limited to the state of Delhi and NCR region only.

4. Sample size is small and has been restricted to 100 for Health Insurance compared

to the population.

5. Although there are 21 companies providing Health Insurance in the Indian market,

however only 12 companies have been taken for the comparison study.

DATA ANALYSIS AND INTERPRETATION

Which Health policy you are currently obtained?



ICICI Lombard 16

Bharti AXA Life 7

Reliance General Insurance 18

AVIVA HEALTH PLUS 12

Bajaj Allianz Health Guard 10

ICICI PRUDENTIAL LIFE INSURANCE 10

MAX NEWYORK LIFE INSURANCE 12

APOLLO MUNICH HEALTH

INSURANCE

2

BIRLA SUN LIFE INSURANCE 6

STAR HEALTHINSURANCE 6

Sahara Care House 1



Interpretation:

In this question ,it shows that most of the consumer prefer Reliance general Insurance . My

concern was to know which Health policy is mostly preferable by the consumer in premium

segment.Reliance general Life Insurance is mostly preferable .

Who has the heaviest influence your purchase decision?

Friend/ relative

45

Media advertisement30

Dealer10

collectively all15

Interpretation:

In this question I want to know the influence of the attributes towards the consumer purchase

decision. Majority is the friend and relatives, because they are very close to them on second

number media & advertisement.



How can you know about Health policies?

Advertisement 44

Friend 36

Others

Agents 14

6

Interpretation:

In this question people are getting informed about the product by which way. Most

of the consumer are getting informed through advertisement .

Perception of common people about Sahara India Pariwar?

Level No. of Responses

Highly Satisfied about company 15

Good 25

Neutral 65

Dissatisfied 5

Don’t know about company 5



If you change your current health policy in which company you will opt

for?



ICICI Lombard 5

Bharti AXA Life 8

Reliance General Insurance 12

AVIVA HEALTH PLUS 25

Bajaj Allianz Health Guard 10

ICICI PRUDENTIAL LIFE INSURANCE 12

MAX NEWYORK LIFE INSURANCE 10

APOLLO MUNICH HEALTH INSURANCE 5

BIRLA SUN LIFE INSURANCE 8

STAR HEALTHINSURANCE 6

Sahara Care House 9



Perception about Sahara Care House.

Brand is not known 65

Previously used & dissatisfied 0

Poor reputation of Sahara India Pariwar 25

other reasons 10



From where did you come in touch with Sahara Care House?

1) Print Media – Magazines, journals and newspapers

2) Television Media

3) Direct Sales Representatives ( including Tele calls)

4) Friends and Colleagues

5) Internet

6) Boards and Hoardings

7) Kiosks and Publicity

1 Print Media – Magazines, journals and newspapers 22

2 Television Media 1

3 Direct Sales Representatives ( including Tele calls) 47

4 Friends and Colleagues 10

5 Internet 12

6 Boards and Hoardings 1

7 Kiosks and Publicity 5



Which of the following (according to you) is the best medium to reach the customers?

1) Print Media

2) Television

3) Direct Sales Representatives ( including Tele calls)

4) Internet5) Boards and Hoardings

6) Kiosks and Publicity

1 Print Media 17

2 Television 24

3 Direct Sales Representatives ( including Tele calls) 19

4 Internet 22

5 Boards and Hoardings 11

6 Kiosks and Publicity 7

Total 100

Do you pay attention to internet advertisements of Sahara Care

House?

1) Yes

2) No



DATA TABLE

1 Yes 65

2 No 35

With the current health policy you are?

Level No. of Responses

Highly Satisfied 15

Satisfied 65

Neutral 15

Dissatisfied 0



Highly Dissatisfied 5

H0: customers are not satisfied with the current health policy.

H1: customers are satisfied with the current health policy.

Average 3.85

mu 3

stdev 0.857

sterror 0.0857

Z 9.9156

z(table) 1.64

We reject HO

Customers are satisfied with the health policy

Interpretation: in this question H1 is customers are satisfied with the current

health policy. It has been proved Ho is rejected and H1 is accepted.

FINDINGS:

➢ Consumer behavior is the study of when, why, how, and where people do or

do not buy. It blends elements from psychology, sociology, social

anthropology and economics. It attempts to understand the buyer decision

making process, both individually and in groups. It studies characteristics of

individual consumers such as demographic s and behavioral variables in an

attempt to understand people's wants. It also tries to assess influences on

consumer groups such as family, friends, reference groups, and society in

general

➢ Consumer Behavior or perception in relation to health care products of

sahara care house in respect to other brand is not so much positive.

➢ Most of the people are completely unaware about sahara care house.



SUMMARY OF FINDINGS

Findings of this project has been include products and services of Sahara Care House where

Sahara Care House provides its primary product and services of Concierge services, Healthcare

insurance associated concierge services.

6.1.HEALTHCARE INSURANCE

1. Insurance provider in the Healthcare industry has risen over the years and at present have 21

companies providing such products and services to various customers,therefore in the survey it

has been found that majority of the people in the survey already have such healthcare or life

insurance with them and is giving stiff competition to Sahara Care house in terms of only

healthcare insurance.But since,Sahara care house provides healthcare insurance with better

features and exclusive benefits and with concierge services,it has greater potentialty to

outperform than others in the industry,with better marketing and proper strategies to penetrate

further in the market,which has great potentialties.

2. The study was restricted to the findings of 11 competitors ans sahara care house and the rest of

the companies offering such services has been clubed as others.This was done inorder to make

better conclusion and drawing of comparison in respect to make admissible conclusion from this

study.

3. It has also been found that only Sahara Care House provides services such as Concierge

services,and various other associtaed benefits such merchandises,vacationa vouchers,sahara care



housediscount vouchers, sahara care house privilege cards along with healthcare insurance or

only concierge services in India.

4. Like many other i.e ICICI Prudential.Max Bupa,Aviva,etc Sahara Care house provides Floater

Cashless hospitalization facility for their healthcare insurance.However,it is only sahara carehouse who provides its cashless facility fixed every year(with flexible break up system for the

insurer and its spouse and Two children maximum).As the renewal charges for such services is

every year,therefore the all benefits is enjoyed as same every

year,unlike in others,where once hospitalization claim is made in the next event of another

hopitalization the approved amount decreases or needs to pay higher premium subsequently.

5. Iinsurance provider like,L.I.C.I,Sahara care house who provides healthcare insurance which

covers insurer,its spouse and two children,may face some challenges with ICICI Prudential as it

provides its services upto three chlidren.

6. Sahara care house is the only healthcare insurance provider who provides its services with

minimum age of 3 months and above,all other insurance provider needs to attain atleast 18 years

of age and above,for some its 25 years ICICI Lombard.This can give better advantage to sahara

care house to leior the potential customers who are in need of such services.

7. For taking any plan of Sahara Care house rwquires only an age proof and an identity

card,whereas all the other healthcare insurance require submission of various documents i.e.

medical fitness certificate from a certified or company allotted doctors, pre-existing disease

information, age certificate, details to regular medication taken, reports of existing diseases, etc.

It also gives more confidence and safety to its customers as the healthcare insurance is provided

by either New India Assurance or Oriental Insurance which is a government organization.

8. Only Max Bupa and Sahara Care House provides Maternity benefits to its insurance holders.

9. Sahara care house is the only healthcare insurance provider which gives all the benefits in one plan i.e.Accidental insurance and even House insurance registered under the insurer’s name.



6 .1 CONCLUSIONS

An emotional bonding, India's largest services and an online and offline product company SaharaCare House is an offering exclusively for Indians Residing Overseas (IRO’s), who havestrengthened India economically and earned great respect for the country and for all Indiansacross the world. To show gratitude and respect, Sahara Care House offers a "Single WindowService" for extending a caring hand to their families and friends back home in India through a bouquet of attractive services/ benefits.

The convenient non-probability survey was conducted in a sample size of 150 wherein thedistribution of the sample was made based on comparison of Sahara Care House with its other major Competitors, namely - ICICI Prudential, Bharti Axa, Max Bupa, etc for the healthcareinsurance. Although the number of respondents of each company varied, the information andcomparison were done extensively.

In the two months of Summer Internship, the experiences with the company’s colleagues and thesenior executives and Business Development had been great with lots of valuable learningactivities taking place. The On-Job Training with various customers of Sahara Care House andits competitors, were done by personal visits in this two months of durations and inputs extractedwith valuable inferences drawn for such activities. In the course of the On-Job Training, effortswere made to promote and make marketing of the various products and services of the company.

Learning, in terms of getting to know more how to interact with the potential customers rightfrom fixation of appointments, to generation of various Sales Lead, to follow up of previouslyvisits and working towards the conversion of potential sales were performed while making progress for the study.

Sahara Care House since its inception has more than 60000 customers in India. It has great potentialities in future as the products and services offered in the market is distinct in nature andcan make more penetrations in the coming days ahead.

With the advantage of Sahara India as an establishment of brand and with aggressive marketing

and Sales Promotional activities which is being undertaken gradually and periodically, it has thegreatest chance to make this brand a huge enterprise with its mass customer under its roof.



6 .2 RECOMMEDATIONS

The research undertaken for the study on “ A Comparative Analysis of Consumer Behavior inrelation to Healthcare products of Sahara Care House with respect to other brands present inthe market ” is done keeping in mind the different challenges it faces from significantly risingcompetitors in Healthcare Insurance business and its long term implications and profitability of the company.

Sahara Care House (a division of Sahara India Pariwar) has pioneered such services as ConciergeServices in India for the masses or general public with humble start in 27 th March, 2006, with avision to extend a platform for NRI’s or PIO’s to perform customized work for their loved onesin India, with a nominal amount. In 2008 it was extended to Indian consumer too with added

features. Even though it has greater products and services offerings in the market it has not beenable to add up customers robustly, but meagerly.

Therefore, with the help of surveys and extensive comparison done with its competitors andinferences drawn, I shall give some of the recommendations which shall help or pave a way tothe company to increase profitability more and add up more customers in the future.

1. Insurance is generally taken to make up the rising healthcare cost in metropolis and other places in India with rising number of diseases and also receive Income Tax exemptions under 80D of Income Tax Act, 1969. Therefore, it was found in the field visit with the potentialcustomers for sales that they were reluctant or refused to take products of Sahara Care House because the products do not come under income tax exemptions. Inclusion of such benefits with

its products and services shall make it at par with other competitors.

2. Companies like ICICI Prudential, Max Bupa and other provides its healthcare insurance for OPD charges or regular health check-up which is an important monthly or yearly expense for thecustomers. Therefore, Sahara Care House should include at least this facility, and then many potential customers may seek for Sahara Care House healthcare insurance product.

3. Despite extra ordinary features of Sahara Care House healthcare insurance, the knowledge of such product existing in the market is little known to others. Many customers did not knew aboutthe Sahara Care House before, therefore aggressive marketing and various promotional activitiescan increase the Brand Recognition of the company and its products like its other competitors.

4. With the advent of various diseases, coverage of various kinds of diseases should be includedor improvised according to the demand. With increase number of cases of H1N1 influenza andterrorism related accidents inclusion of this kind of diseases can open a new chapter in healthcareinsurance industry.



BIBLIOGRAPHY

BOOKS

1. Kothari C.R, Research Methodology-Research & Techniques, year-2008,Secondedition(reprint),New Age International Publishers,pg-80

2. Idbi-pg110-111

3. Nair Suja R, Consumer Behavior in Indian Perspective, year-2009, First edition, HimalayaPublishing House,pg-20

4. Leon G. Schiffman & Leslie Lazor Kanuk, Consumer Behavior, year-2004, Eight edition,Prentice Hall of India (Pvt) Ltd.(used as references)

5. Wilson Alan, Marketing Research-An Integrated Approach, year 2009, First edition(reprint),

Pearson Education Limited,(used ad references)

LINKS

http://www.healthinsuranceindia.org/comparision_with_various_parameter.asp

http://www.healthinsuranceindia.org/pre_comparative_chart.asp

http://rndinfo.com/exclusivehealthcare.html

www.economywatch.com/businessandeconomy- cached- Similar

www.iloveindia.com/economy-of-india/tourism-industry.html - Cached - Similar

www.business-standard.com/...business-model...insurance.../390230/ - Cached

www. toostep.com/idea/factors-affecting-indian-tourism-industry- - Cached - Similar

WEBSITES

www.search.ebscohost.com

www.emeraldinsight.com

www.saharacarehouse.com

www.saharacarehouse.in

www.wikipedia.org

ANNEXURE




http://www.emeraldinsight.com/

http://www.saharacarehouse.com/

http://www.saharacarehouse.in/




http://www.emeraldinsight.com/

http://www.saharacarehouse.com/

http://www.saharacarehouse.in/



QUESTIONNAIRE

Introduction

I am Vinod Kumar student of MBA from Shri Ram Murti Smarak College Of Engg. &

Tech... I am doing a research project on health Insurances policies . We would be grateful

if you could respond to the following questions.

Q1. Which Health policy you are currently using?

• ICICI Lombard• Bharti AXA Life• Reliance General Insurance• AVIVA HEALTH PLUS• Bajaj Allianz Health Guard

• ICICI PRUDENTIAL LIFE INSURANCE• MAX NEWYORK LIFE INSURANCE• APOLLO MUNICH HEALTH INSURANCE• BIRLA SUN LIFE INSURANCE• STAR HEALTHINSURANCE• Sahara Care House• Other ……………………….please specific

Q2. Which plan it is?

Q3. Who has the heaviest influence your decision?

(a) Friend/ relative (b) dealer

(c) Media advertisement (d) collectively all

Q4. From where did you get information about this Brand?

(a) Advertisement (b) friend

(c) Dealer (d) sales persons

(e) Others

Q5. With the current health policy you are,

(a) Highly satisfied (b) not satisfied

(c) Satisfied (d) strongly dissatisfied (e) Neutral



Q6. Are you satisfied with the service of health policy?

(a) Highly satisfied (b) not satisfied

(c) Satisfied (d) strongly dissatisfied (e) Neutral

Q7. Will you recommend your health Insurance policy to other?

(a) Yes (b) no

Q 8. Give rank to attributes in order of priority giving 1 highest and 8 to least important.

Floater Rank them

Brand name

Premium

coverage

PMT & documentation

Death Benefits

Maternity Benefits

Tax Benefits

Pre Existence disease

Q 9.Which health policy you would like to purchase next?

Q10. Do you pay attention to internet advertisements of Sahara Care House?

1) Yes

2) No

Q11.Your perception about Sahara India Pariwar?

• Highly Satisfied



• Good

• Neutral

• Dissatisfied

• Highly Dissatisfied

Q12. Your perception about Sahara Care House?

• Brand is not known previously used & dissatisfied• Poor reputation of Sahara India Pariwar Other reasons

Name:

Age :

Education

Occupation

Income

THANKS FOR YOUR COOPERATION