Bancaseguros

The head of the bancassurance channel of a fictional Spanish insurer sells life, home and payment protection cover through the 310 branches of a fictional regional bank in Extremadura and western Andalusia, under an exclusive distribution agreement that expires at the end of 2027.

The bank lives on commissions paid at the sale; the insurer lives on a book that lasts and does not end in complaints, refunds and redress.

Over four quarterly decisions the participant sets the commission scheme (upfront, volume bonus or level with a persistency and complaints top-up), the branch incentives and the format of the cover sold with loans (financed single premium, a tied sale or a cancellable monthly premium); how the demands-and-needs test is run, how the channel is monitored and what the spring sales plan pushes; what happens to unconsumed premium on early repayments, how to answer the bank when it asks for 10 more points of commission, and what to do about 9,000 payment protection policies mis-sold in 2026; and finally how the 2028-2030 agreement is renewed, whether payment protection is kept, withdrawn or redesigned, and how the sale is staffed and trained.

The model is deterministic: suitable and unsuitable sales per product follow from the incentives and controls, and unsuitable sales come back as complaints, refunds and a year-end provision. The score combines the quality of each decision with the net value of each quarter for the insurer and the share of suitable sales, and is capped when cover is imposed as a condition of the loan or unconsumed premium is withheld.

Spanish (primary, Spain) and English.

Una simulación de nivel intermedio para participantes que ya conocen los conceptos básicos de la materia, pensada para programas de máster y MBA.