MGA Model Evolution in Asia
A smaller startup has also seen success in the MGA market with
both internal and external factors contributing to its growth
Case study on Luma Health
Overview
> Offices in Thailand,
Vietnam, Myanmar
and Cambodia
> Founded in 2012
> Focuses on health
insurance for
individuals,
travelling
corporates and for
> Focuses on Thailand,
Key success factors
Value-for-
money
offering(s)
via digital
channels
where it insurers
Focus on
expats
>5,000 families and
companies
> In-house doctors who provide free consultation and
recommend best medical facilities
> Consumers view Luma's plans to be value-for-
money due to cheaper premiums and lifetime
renewal guarantee unlike other insurance
companies with age renewal limits
> Leveraging of mobile app and social media to
engage consumers and provide lifestyle advice e.g.
exercising
> Thailand imposed a mandatory health insurance
requirement¹) for expats with long stay visas 1) with
> As a result, Luma has focused on expats by offering
attractive insurance packages
- Expats can also choose to receive treatment in
certain countries in Europe
- Offices are staffed with multi-lingual speakers e.g.
German and French to support expats
1) Coverage requires a minimum of THB 40,000 for out-patient and THB 400,000 for in-patient medical bill coverage
Source: Luma Health, The Nation, Roland Berger
Roland
Berger
Luma
> There is an increasing
expat population in
Thailand, especially
among the Chinese,
which doubled in size
from 2011 to 2016, with
the average expat's
income increasing by
28k USD in 2018
> The increasing
attractiveness of
Thailand for expats
would lead to more
demand for expat
health insurance and
boost Luma's
performance
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