2013 Event Program - Limra

p r o g r a m

conference program
Wednesday, 19 June, 2013
5:30 p.m.
Welcome Reception
Thursday, 20 June, 2013
7:30 a.m.
Registration – Tower Ballroom Foyer
8:45 a.m.
Opening Remarks – Tower B
9:00 – 10:00 a.m.
Opening Keynote Speaker – Tower B
The Art & Science of Commercialising
the Customer Opportunity
Maryan Broadbent
Group Chief Customer Officer
AIA
The size of the protection gap is well
documented, and so are the possibilities
customer-centric insurance offers. Translating the
concept of customer-centricity into a differentiated
customer experience has the potential to greatly change
the industry. But how well are we doing? And what can
we learn from bringing the consumer perspective into
our businesses?
10:00 – 10:30 a.m.
Networking Break – Tower Ballroom Foyer
10:30 a.m. – 12:00 p.m.
CEO Panel – Tower B
Finding the Opportunities
Lance Tay
Chief Executive Officer
Tokio Marine Life Insurance Singapore Ltd.
Steve Jin
President & Chief Executive Officer
Hontai Life Insurance Company
Taiwan
William Kuan
President Director
PT Prudential Life Assurance
Saloon Tham, Moderator
Regional General Manager, Life & Health
Allianz SE, Singapore Branch
New regulations. Cultural, economic, and
technological shifts. Increasing consumer
demands. Today’s executives must lead their company
through myriad challenges to achieve profitable results.
The most successful CEOs face these challenges head
on to find the hidden opportunities within them —
building on core values while being open to innovative
ideas and techniques for driving growth. This panel of
seasoned CEOs will candidly share their viewpoints,
experiences, and strategies for finding the opportunities
that make them so successful.
12:00 – 1:20 p.m.
Lunch – Tower A
2

1:20 – 2:20 p.m.
Concurrent Sessions 1-3
Session 1 – Tower B
iGrowth Effectiveness: How Mobility,
Distribution, and Operational Effectiveness
Changed the Rules
Vijay Chavan
Co-Founder and Executive Director
C2L BIZ Solutions Inc
Consumer technologies have changed
the rules for our industry. Now mobility
is the name of the game and it is having a tremendous
impact on distribution channels and the back office.
To remain competitive, your company must adapt
its processes to meet changing realities in market
expectations. Come to this session to learn best
practices happening in our industry and to exchange
with peers on a lively, yet challenging, topic.
Session 2 – Azalea Room
Driving Takaful
Syed Ismail Alhabshi
Principal Consultant (Takaful)
IBFIM
The road to takaful success is not
about enjoying the scenery, it’s about
paying attention to the signposts that provide
meaningful direction. Attend this session to learn
key information about the signposts that make
your journey easier to navigate.
Session 3 – Magnolia Room
Fishing for Growth Opportunities By
Building a Better Customer Experience
B Ashwin
Chief Operating Officer
ING Vysya Life Insurance Company
Conventional market expansion alone
no longer generates suitable growth
in India. Learn how ING Vysya Life has created new
opportunities by focusing on customer interactions
and the customer experience. In this case study,
Ashwin will discuss how the company has successfully
established a dedicated relationship vertical that has
improved customer retention and generated higher
top-ups than the overall portfolio. He will also examine
their initiative to identify high-propensity-to-buy
segments for ING Life’s bancassurance customer base.
2:30 – 3:30 p.m.
Concurrent Sessions 4-6
Session 4 – Magnolia Room
Winning in a Digital World: The Power of
Direct Marketing to Deliver Results Today
Lisa Watson
Chairman
Direct Marketing Association of Singapore
Regional Segment Manager
Hewlett-Packard Asia Pacific
Nothing may be more important to marketers today
than the ability to truly leverage the assets of the digital
world — because those who effectively do so are the
ones who will win. In this session, Ms. Watson will share
the latest data on the digital environment in Asia Pacific
as well as case studies and success stories from around
the world. You will hear how the most successful
marketers are going back to direct marketing basics to
create powerful customer experiences across multiple
communications channels, including digital print!
Session 5 – Azalea Room
How Can Western Multinationals Perform
More Successfully in Asia?
Gordon Perchthold
Senior Advisor
Managing Across Asia
Academic research over the past two
decades has found that few Western
multinationals (none in insurance) perform as well in
Asia as in their home region. What does this mean for
the growth objectives of Western multinationals now
that Asia is the hub of global economic growth? This
presentation will discuss the barriers that have prevented
Western multinationals from performing better in Asia
and the actions necessary to overcome them. Executives
will leave this session reassessing some of their preconceptions
and equipped with actionable ideas to enhance
the performance of their business in Asia.
3

Session 6 – Tower B
The Dangers of Reviewable Products
Darshan Singh
Head of Actuarial Services
Pacific Life Re Limited
Singapore Branch
Peter Erlandsen
Managing Director, Asia
Pacific Life Re Limited
Singapore Branch
At a time when people are searching for
certainties and guarantees, many executives share an
opinion that critical illness insurance sales are poised
to soar to new heights. But will they? The speakers will
review key factors driving the future of critical illness
insurance, and delve into the dangers of under-pricing
these products in the face of expected deteriorations.
He will also discuss whether customers and advisors
truly understand reviewability and what can be
learned from other markets about reviewable business.
3:30 – 4:00 p.m.
Networking Break – Tower Ballroom Foyer
4:00 – 5:00 p.m.
General Session – Tower B
What Brought Us Here Will Take Us There;
A Re-commitment to Winning Principles
Mark Wallis, CLU,ChFC, CFP, CLF
Chief Agency Officer
Zurich Life Insurance Hong Kong
Much of what is done successfully is
rooted in basic principles, yet we often
ignore these principles and try to reinvent the process.
Through understanding and a re-commitment to the
winning principles that brought us here, we can move
forward on our journey of success.
5:30 p.m.
Evening Reception – Tower A
This special reception will immerse you in the brilliant
flavors, sights, and sounds of Singapore’s multicultural
heritage. Talented musicians will delight your
ears, and local craftspeople will share their expertise
in garland weaving, ketaput weaving, batik painting,
and Chinese calligraphy.
Friday, 21 June, 2013
8:45 – 8:50 a.m.
Welcome Back – Tower B
8:50 – 9:50 a.m.
General Session – Tower B
Maximizing Potential within Aging Society Segments
Rob Burr
Head of Life & Health Asia, Managing Director
Swiss Re
Aging populations are having a tremendous
impact on the life insurance industry. What new
challenges are they creating for our industry and your company?
What must we do to take advantage of this fast-growing segment?
Mr. Burr will review key data and examine future determinants.
9:50 – 10:50 a.m.
General Session – Tower B
Internationalizing Asia: How to Adapt to New Risks
Alvin Y. Lee
Executive Director, Risk Management Analytics
MSCI Inc.
Insurance companies in Asia face an uncertain
investment environment driven by reductions
in net income due to lower local bond yields and increasing
capital requirements from regulators. How will your company
overcome these challenges and build a robust strategy for
increasing investment returns and controlling risk? Asia’s
deregulation delivers many opportunities for insurers to
internationalize their portfolios and improve returns and
margins through effective multi-asset strategies.
10:50 – 11:15 a.m.
Networking Break – Tower Ballroom Foyer
11:15 a.m. – 12:15 p.m.
General Session – Tower B
Creating Today’s Learning Culture
Jacqueline (Jacquie) Lucas
Director of International Programs
The Centre for International Assessment and Development
LIMRA
Building today’s sales organization goes
way beyond the recruiting process. It’s about ensuring that
your company delivers upon the recruiting promise and
provides the right mix of training opportunities to support
today’s recruits and develop them into the sales leaders of
tomorrow.
4

12:15 – 1:30 p.m.
Luncheon – Tower A
1:30 – 2:30 p.m.
Concurrent Sessions 7 & 8
Session 7 – Tower B
The Rapidly Evolving Future of Bancassurance
Michael B. Marshall
Corporate Vice President, International Research
LIMRA
As bank penetration of insurance markets
continues to grow, the models for success
are changing. Due to a tightening of capital requirements
and an increase in technology-driven customer preferences,
bancassurance is being forced into a more targeted,
challenging realm. Michael will explore the channel’s
future and identify elements that will drive profitability.
Session 8 – Azalea Room
The Era of Big Data and Implications for
Insurance
Na Jia
Senior Partner and Chief Marketing Officer
ReMark International
The enabling forces and challenging
hurdles of Big Data are beginning to
impact our industry. Attend this session to delve into
the consequences of this revolutionary force and examine
its impact on how people consume media, how people
behave toward sales promotion, and how business is
conducted.
2:35 – 3:35 p.m.
Concurrent Sessions 9 &10
Session 9 – Tower B
Driving Growth with Learning
Mark Adel, FLMI, FFSI, AAPA, AIRC
Second Vice President, Education and Training
LIMRA and LOMA
Can your company successfully drive
growth if your employees are not learning?
Will your organization be able to act on valuable opportunities
if your work force lacks the industry knowledge,
skills, and motivation to excel? In this session you will
learn about proven approaches and new practices that
insurers are using to drive growth with learning and
professional development.
Session 10 – Azalea Room
Voluntary Employee Benefit Programs:
A Cost Effective Way To Grow Your Business
Gaurang Pandya, MBA, CFP
Vice President, Global Strategic Initiatives
Prudential Financial, Inc. (PFI)*
Pavan Virmani
Head, Group Sales
Aviva Ltd.
William J. Velto, Moderator
President and CEO
The Velto Group Inc.
Executives on this panel will share their
experiences on how they have developed
successful voluntary employee benefit strategies in Asia
and other regions. Attend this panel session to learn
how companies can grow their middle market business,
increase policyholder persistency, and also recruit and
retain quality agents/advisors by offering voluntary
employee benefits.
3:35 – 4:00 p.m.
Networking Break – Tower Ballroom Foyer
4:00 – 5:00 p.m.
Closing Keynote Speaker – Tower B
Driving Sustainable Growth: Building a Business
that Prospers in Good Times and in Bad
William Toppeta
Senior Adviser
Promontory Financial Group, LLC
The stakeholders in every business
want sustainable growth. Building an
enterprise that endures requires laser-like focus on a
number of key areas as well as tremendous discipline.
What are the salient focal points for leaders which will
lead to long-term success?
5:00 p.m.
Adjournment
*Disclaimer: Prudential Financial, Inc. of the United States is not affiliated with
Prudential plc. which is headquartered in the United Kingdom. 5

speaker biographies
Mark Adel, FLMI, FFSI, AAPA, AIRC
Second Vice President, Education and Training
LIMRA and LOMA
Adel’s primary role is to provide learning solutions that meet
the needs of insurers and their employees. The tools he employs
include LOMA designations, e-learning, instructor-led training,
and custom learning paths. After joining LOMA in 1997
to write industry textbooks, he moved to his current position
in Product Management. Before LOMA, he spent 18 years in
group insurance, first as a Contract Analyst at Aetna, and then
at Prudential Financial as Regional Director of Contracts, where
he was responsible for Compliance, Contract Issue, and New
Business.
Syed Ismail Alhabshi
Principal Consultant (Takaful)
IBFIM
Tuan Syed co-founded an audit and taxation company in
1988 before joining Syarikat Takaful Malaysia in 1991. In 2004
he became responsible for managing commission data related
issues and oversaw a team that piloted a project enabling the
sale of Family Takaful products through designated salaried
sales staff. In 2008 he joined Takaful Ikhlas Sdn. Bhd. as
the Assistant Vice President of the Financial Institution
Department, Marketing Division, and General Manager
of the IIUM Endowment Fund (IEF), a division under the
International Islamic University. During his tenure at IEF he
was awarded the 2009 Most Creative Zakat Agent, managing
to collect a total of RM14 million in donations during the
two year period. Tuan Syed is now the Principal Consultant
with IBFIM and has been instrumental in preparing a license
to practice examination for aspiring agents, the Takaful Basic
Examination (TBE). He is also an IBFIM accredited trainer.
Ashwin B
Chief Operating Officer
ING Vysya Life Insurance Company
Ashwin B joined ING Life India as the Chief Operating
Officer in August 2008, and is responsible for leading the
Operations and Customer Services, Project Management,
Business Analytics, and Corporate Services functions. He has
also recently been entrusted with the responsibility of setting
up and building the group business. Ashwin has 25 years of
experience in sales, customer service, and operations across
the life insurance, retail banking, and consumer durables
industries. He received a degree in mechanical engineering
from IIT Roorkee and has done Masters in Management
Studies from NMIMS (Mumbai) in Marketing and Finance.
Maryan Broadbent
Group Chief Customer Officer
AIA
A mathematician by training, Maryan has specialized for almost
20 years in understanding consumer behaviour and translating it
into action, in both client and consultant roles. She has developed
and applied these principles in a career that has included strategy
and marketing at RBS, customer centricity roles at GE Consumer
Finance and Alico, and as Chief Customer Officer at MetLife
International. Having worked in the UK, Australia, and Japan,
Maryan is now Group Chief Customer Officer for AIA in Hong
Kong, where she works with AIA’s 16 markets. Maryan has long
been an advocate of combining multiple data sources with left
and right brain thinking to bring the voice of the
customer into business decisions.
Robert Burr
Head of Life & Health Asia, Managing Director
Swiss Re
Burr has over 25 years’ experience in life and health re/insurance,
and has held senior roles within global marketing and advertising
agencies. At these agencies he specialized in the financial services
sector, with clients such as American Express and Standard
Chartered Bank. Burr joined Swiss Re in 2011, where he leads life
and health reinsurance client management and marketing activities.
In this role, Burr is responsible for ensuring that the needs of
clients are met with innovative strategies and products. He also
sits on the Emerging Markets Committee, committed to expanding
Swiss Re’s presence in Asia. Before joining Swiss Re, he was
Vice President and Chief Marketing Officer for Sun Life Financial,
Asia, where he oversaw Asia’s product development process
and the integration of marketing insights into this process. Prior
to this, Burr was Vice President, Marketing, AIG Life, a role which
included managing their accident health business across Asia.
Vijay Chavan
Co-Founder and Executive Director
C2L BIZ Solutions Inc
Chavan has 28 years’ experience in the IT industry, creating and
establishing companies, conceptualizing and architecting insurance
enterprise platforms, and improving business development
plans. He has spent over 23 years in the insurance industry and
has created a world-class enterprise platform (IP) for the global
insurance industry. Within five years of founding C2L BIZ Solutions,
a company focused on providing business and IT solutions
to global Insurance industry, Chavan has released 8 successful IP’s
addressing evolving business challenges faced by global insurance
carriers. His extensive IT knowledge, global experience, understanding
of industry challenges and trends, and ability to conceptualize
solutions with measurable business outcomes makes him
a leading authority on technology and client business.
7

Peter Erlandsen
Managing Director, Asia
Pacific Life Re Limited
Singapore Branch
Peter Erlandsen leads the Pacific Life Re Asia team to develop
innovative, client-centric reinsurance solutions for its clients.
He has over 25 years life insurance industry experience,
working for several multi-national companies in six countries
and on four continents. These companies include MetLife,
Manulife, Winterthur Life, and Swiss Re. Erlandsen’s experience
is broad and covers areas such as marketing, product
design, financial reporting, and capital and process improvement.
He is also an actuary and accountant.
Na Jia, FSA
Senior Partner and Chief Marketing Officer
ReMark International
Jia is a Fellow of the Society of Actuaries with over 12 years
of experience advising life insurers and reinsurers. She is a
recognised expert in marketing strategy, product development,
and pricing for direct distribution who has consulted to leading
financial institutions including Bank of China Insurance,
Hyundai, Generali, ING, Prudential, Great Eastern, Etiqa/
Maybank, Takaful Ikhlas and Manulife. Jia is currently Chief
Marketing Officer of ReMark International. Prior to joining
the direct marketing consultancy industry, she worked for
Swiss Re in Australia, Switzerland, the United Kingdom, and
South Korea.
Steve Jin
President & CEO
Hontai Life Insurance Company, Taiwan
Prior to joining Hontai, Jin served as president and CEO of
Prudential Life of Taiwan where he oversaw all management
and operation functions providing individual life insurance
products to the Taiwan marketplace. Other past roles for Jin
include Managing Director for The Prudential Insurance
Company of America where he successfully built agencies in
California and Hawaii, as well as vice president and Chief
Marketing Officer for Life of Georgia in Taiwan. In this
position, he guided the agency force to substantial growth in
size and productivity. Jin was also a top sales manager and
assistant general manager for New York Life in Texas before
transferring to international operations.
William Kuan
President Director
PT Prudential Life Assurance
As President Director for PT Prudential Life Assurance,
Indonesia, William leads their insurance operations and business
development in Indonesia. He has been with Prudential
for more than 13 years, having held senior roles at Prudential
Malaysia across various functions including Finance, Strategy
and Partnership Distribution. In 2006, he was appointed Chief
Financial Officer and in 2010 assumed the role of President and
Chief Executive Officer of Prudential Indonesia. William holds
an MBA from RMIT University, Australia, and has also completed
The Strategic Leadership Program from the University
of Oxford, England. Professionally, he is a Fellow Member
of the Australian Society of CPAs (FCPA) and a qualified
Chartered Accountant. Currently he is serving as Co-Chairman
of The Indonesian Life Association (AAJI).
Alvin Y. Lee
Executive Director, Risk Management Analytics
MSCI Inc.
Alvin Lee and his team work with institutional investors, asset
managers, and institutions to analyze the enterprise investment,
credit, and counterparty risks of their investment, trading,
lending, and intermediary activities. Mr. Lee was previously
Head of Asia at RiskMetrics Group, which was acquired
by MSCI in 2010. Before that, he was a Vice President at
JP Morgan, where he led their risk management solutions
and advisory services for Asian institutions, as well as product
development. Mr. Lee holds Bachelors and Masters degrees in
Engineering from Stanford University.
Jacqueline (Jacquie) Lucas
Director of International Programs
The Centre for International Assessment and Development
LIMRA
As the Director of International Programs for LIMRA’s
Centre for International Assessment and Development,
Lucas is responsible for updating existing content and marketing
materials, building client and trainer relationships, and
providing consulting expertise to help our business partners
reach and exceed their professional business goals. Prior to
LIMRA, Lucas spent 12 years with AXA Equitable, a member
of the global AXA Group. While there, she held many positions
with a wide range of responsibilities including field training,
running several large branch organizations, and maintaining
AXA’s training content to identify, develop and implement
training solutions designed to support recruiting effectiveness,
veteran productivity, and management development. Lucas
holds Series 7, Series 66, and Series 24 FINRA licenses.
8

Michael B. Marshall
Corporate Vice President, International Research
LIMRA
Marshall, who joined LIMRA in 2012, directs LIMRA’s international
research program, which conducts a wide variety of
research on markets throughout the world. He supervises and
conducts research on distribution, consumer behavior and
sentiment, products, retirement, and technology, identifying
insights and trends valuable to members as they grow their business
and enter new markets. Prior to joining LIMRA, Marshall
spent 22 years with New York Life, culminating as corporate vice
president and director of research. In that capacity, he became
a recognized industry expert on studying distribution trends
and consumer behavior. He is a founding member of the
Financial Industry Research Study Team, established in 1994
and represented by senior researchers from leading life and
investment companies, research suppliers and industry
organizations. Marshall is a graduate of Oberlin College and
received his M.B.A. from Harvard Business School.
Gaurang Pandya, MBA, CFP
Vice President, Global Strategic Initiatives
Prudential Financial, Inc. (PFI)
With over 20 years of industry experience, Pandya has
extensive background in business development, marketing,
sales, distribution, and field operations. Pandya assumed his
current role in 2010, and supports PFI’s life insurance joint
venture in China. He joined PFI in 1994 in its mutual funds
product development area, where he helped develop wrapfee-based
programs for the retirement plans market and
a similar program for offshore clients. In 1995 he moved
to the marketing and field development division of PFI’s
U.S. Individual Insurance Group, supporting over 10,000
insurance agents. He then joined the company’s International
Alternative Distribution Group in 1999 to develop operations
infrastructure for their start-up business in Japan, including
finance, marketing, distribution, sales promotion, systems, call
center, and Internet. From 2002 until early 2005, Pandya was
responsible for business development in Europe, notably in
Germany and The Netherlands. He then joined International
Investments in 2005 and was responsible for global marketing
and client services.
Prudential Financial, Inc. of the United States is not affiliated with Prudential plc. which is
headquartered in the United Kingdom.
Gordon Perchthold
Senior Advisor
Managing Across Asia
Perchthold has worked throughout Asia for half of his 30 year
career. A management consultant, partner, and/or managing
partner with Accenture, Deloitte and its spin-off in Japan
(ABeam Consulting), The RFP Company, and his successor
firm Managing Across Asia, Perchthold has conducted over 150
projects for over 50 multinational management teams across
21 countries to restructure their Asia regional office, develop
regional and country level business strategies and operating
models, facilitate management workshops, structure and
execute multi-country projects leveraging and building capabilities
of internal client resources, and directed/project manage
numerous implementation initiatives. He co-authored “Extract
Value From Consultants: How to Hire, Use, and Fire Them”
to help users of consulting services to realize better business
results from using consultants, particularly in Asia.
Darshan Singh
Head of Actuarial Services
Pacific Life Re Limited, Singapore Branch
Darshan has primary responsibility for pricing and financial
reporting for Pacific Life Re Singapore Branch. He guides
clients in matters related to product development, distribution
strategy, pricing, actuarial training, regulatory filing of products
and rates, and the development of tailored reinsurance solutions
to optimize financial needs. He has worked extensively
with clients to assist in pricing and experience analyses, as well
as wider product development including tiered CI products,
simplified issue products, longevity swaps, and critical illness
/ disability income hybrid products. He has been active in the
industry through presenting at UK and Asian actuarial conferences,
membership of conference organizing committees, and
professional working groups.
Lance Tay
Chief Executive Officer
Tokio Marine Life Insurance Singapore Ltd.
Prior to Tay’s current appointment, he was a Senior Vice
President and Head of Partnership Distribution at Tokio Marine.
Lance has over 28 years experience in the life insurance industry
and has held various senior positions in Singapore and the
region, including as Deputy CEO of John Hancock Singapore
and as CEO of John Hancock Indonesia. Prior to joining Tokio
Marine, he was the Chief Marketing Officer of AIA Singapore
where he oversaw the marketing operation, product development
& management and all profit centers of the company.
Saloon Tham
Regional General Manager, Life & Health
Allianz SE, Singapore Branch
Tham joined Allianz Asia Pacific as Regional Head of Life
Insurance in October 2012. Previously, he was Regional President
for ACE Life, managing the company’s life operations in
China, Hong Kong, Taiwan, Korea, Thailand, Vietnam and
Indonesia. At ACE, Tham also set up a new life Insurance
business for their strategic partner in China, Huatai Insurance
(General) Company. With over 20 years of experience in the
life insurance industry, Tham has held leadership positions at
New York Life Insurance in the U.S., Taiwan, Indonesia, and the
Philippines.
9

William Toppeta
Senior Adviser
Promontory Financial Group, LLC
Toppeta leverages his extensive high-level industry experience
and Promontory’s resources to strategically guide insurers as
they navigate an environment of increasing global competition,
mounting pressure for cross-border regulatory standardization,
heightened governance, and post-crisis financial stresses. Before
joining Promontory, Toppeta was President of MetLife’s non-
U.S. operations, responsible for all of the company’s insurance
and employee-benefits business in over 60 countries. In this role
he worked closely with numerous regulatory authorities around
the world. During his career with MetLife, he also was President
and CEO of MetLife’s Canadian business, head of client services
and chief administrative officer in the U.S., led the company’s
U.S. retail business and agency sales force, and held senior legal
positions and served on the board of Metropolitan Property
and Casualty Insurance Co. He is a member of the Council on
Foreign Relations and of the New York Bar. He is a director and
former chairman of the Coalition of Service Industries and
trustee of Fordham University.
William J. Velto
President and CEO
The Velto Group Inc.
Velto is President and CEO of The Velto Group, an international
marketing and distribution consulting firm that specializes
in the creation and execution of voluntary benefits distribution
strategies worldwide. Velto and his team have successfully created
local distribution strategies in over 30 countries during the
past 8 years. Their processes have included tied agents, brokers,
and banks in their distribution strategy and the use of face to
face, statement marketing, and e-commerce for enrollments.
Velto is the former Worldwide CEO of AIG’s International
General Insurance Company’s Voluntary Employee Benefits Division.
His prior experiences include distribution and product
line executive positions with MetLife and Allstate’s Workplace
Division. Velto is a past president of the Mass Marketing Insurance
Institute and a member of LIMRA’s Worksite Marketing
Advisory Committee. In addition, he has served on the Insurance
Carriers’ Voluntary Employee Benefit Board and as Chair
of the Northeast Mass Marketing Directors Study Group.
Pavan Virmani
Head, Group Sales
Aviva Ltd.
Virmani has worked in the life and health insurance industry
in Asia for more than a dozen years. During that time, he has
led business divisions and initiatives in bancassurance, business
development, distribution, and mergers and acquisitions
throughout the Asia-Pacific. Virmani has been with Aviva for
seven years, leading group insurance distribution since January
2010. Aviva Ltd. is a market leader in Singapore’s employee benefits
and healthcare segment, insuring over 600,000 customers
and 3,000 companies — and committed to serving its customers
and building an ever-stronger, sustainable business.
Mark S. Wallis, CLU, ChFC, CFP, CLF
Chief Agency Officer
Zurich Life Insurance Hong Kong
With an extensive background of country and regional management
in Asia, Wallis has over 30 years of experience in the
insurance and financial services industry. He began his career
in North America as a life insurance agent and advanced into
a variety of field management roles, receiving several national
awards at New York Life. In 2002 he moved to Seoul to become
EVP and CDO of New York Life International (NYLI).
In 2004, Wallis joined AIA (AIG) as Regional Vice President,
APLO, to establish the firm’s regional strategy for distribution
development and best practices. In 2008 he returned to NYLI
in a regional role working in Shanghai and Chengdu to develop
agency distribution. Wallis currently serves as the Chief Agency
Officer for Zurich Life Insurance Hong Kong and provides
distribution support for other Zurich Agency markets in Asia.
A native of the United States and raised in Hong Kong, he has a
strong passion for life insurance and its benefits.
Lisa Watson
Chairman, Direct Marketing Association of Singapore
Regional Segment Manager, Hewlett-Packard Asia Pacific
In Asia since 1991, Watson is an expert business and marketing
specialist with agency, technology, and consulting experience.
She is an active advocate of the direct marketing industry and
has served as Chairman of the Direct Marketing Association
of Singapore since 2002. She also sits on the Global Advisory
Board of the U.S. Direct Marketing Association and the
Advertising Standards Authority of Singapore. Watson joined
Hewlett-Packard in 2010 after more than 20 years of helping
clients increase their returns on marketing investment through
strategies, skills, and technology that leverage the power of
data and intelligence. She had founded her own company, Ibis
Intelligence Services, in Singapore in 2001, and one of her key
assignments was as a senior director with Oracle Corporation.
Prior to this she spent over 15 years in advertising and direct
marketing agencies including Leo Burnett, Young & Rubicam,
Wunderman, and OgilvyOne. Watson has worked with clients
in numerous industries and geographies, from Apple to Procter
& Gamble, to Xerox/Fuji Xerox.

hotel map
11

21 st Annual Strategic Issues Conference
19-21 June, 2013 • Shangri-La Hotel • Singapore
SCHEDULE AT A GLANCE
Wednesday, 19 June
5:30 p.m. Welcome Reception
Thursday, 20 June
7:30 a.m. Registration Reopens TOWER FOYER
8:45 – 9:00 a.m. Opening Remarks TOWER B
9:00 – 10:00 a.m. Opening Keynote Speaker
10:00 – 10:30 a.m. Networking Break
10:30 a.m. – 12:00 p.m. CEO Panel
12:00 – 1:20 p.m. Luncheon TOWER A
1:20 – 2:20 p.m. Concurrent Sessions
1. iGrowth Effectiveness: How Mobility, Distribution, and
Operational Effectiveness Changed the Rules TOWER B
2. Driving Takaful AZALEA ROOM
3. Fishing for Growth Opportunities by Building a
Better Customer Experience MAGNOLIA ROOM
2:30 – 3:30 p.m. Concurrent Sessions
4. Winning in a Digital World: The Power of Direct
Marketing to Deliver Results Today MAGNOLIA ROOM
5. How Can Western Multinationals Perform More
Successfully in Asia? AZALEA ROOM
Friday, 21 June
8:45 – 8:50 a.m. Opening Remarks TOWER B
8:50 – 10:50 a.m. General Sessions
10:50 – 11:15 a.m. Networking Break
11:15 a.m. – 12:15 p.m. General Session
12:15 – 1:30 p.m. Luncheon TOWER A
1:30 – 2:30 p.m. Concurrent Sessions
7. The Rapidly Evolving Future of Bancassurance TOWER B
8. The Era of Big Data and Implications
for Insurance AZALEA ROOM
2:35 – 3:35 p.m. Concurrent Sessions
9. Driving Growth with Learning TOWER B
10. Voluntary Employee Benefit Programs: A Cost Effective
Way to Grow Your Business AZALEA ROOM
3:35 – 4:00 p.m. Networking Break
4:00 – 5:00 p.m. Closing Keynote Speaker
Thank You to Our Sponsors
6. The Dangers of Reviewable Products TOWER B
3:30 – 4:00 p.m. Networking Break
4:00 – 5:00 p.m. General Session TOWER B
5:30 p.m. Evening Reception TOWER A
mark your calendars!
Join us next year for the
22nd LIMRA & LOMA
Strategic Issues Conference
in Taiwan, 18-20 June, 2014!
005719-513-(562-51-2-J28)