TUW SKOK, Poland

This study discusses microinsurance services being provided by TUW SKOK. The study argues that TUW SKOK, though purposefully does not provide microinsurance, it provides insurance services to a niche segment that is below the reach of other insurance companies in Poland.

The study outlines the following key lessons that could be learned from the experience of TUW SKOK:

• TUW SKOK's structure is largely organized around an outsourced model with the central agency being a brokerage agency owned by TUW SKOK, credit unions and the foundation;
• TUW SKOK followed a staggered marketing practice. It first catered to the credit union and only after establishing itself did it service the retail industry;
• It has ensured access to a captive market by its partnership with the credit unions;
• Greater sale success can be achieved if the product is integrated with the activities of the credit union staff;
• Incentives should be biased toward the union rather than the staff to ensure large management buy out in the sale process;
• TUW SKOK products are very simple in design and hence easy to administer;
• Almost all TUW SKOK products have monthly payment alternative to facilitate affordability;
• Credit union partnership ensures that premium collection is simple and is done by the credit union;
• TUW SKOK has an innovative saving completion product that is a contractual saving product with the insurance being provided between the goal of saving and what has actually been saved in case of death or disability.