Affinity and Partnership Marketing in UK Commercial Non-Life Insurance

Transcription

1 Affinity and Partnership Marketing in UK Commercial Non-Life Insurance Report prospectus July

2 Prospectus contents Page What is the research? What is the rationale? What methodology has been used? How do the partner organisations surveyed break down? What is the report structure? What are the key features of the research? How can the research be used? How can the PartnerBASE be used? Who can use the research? What are some of the key findings? What is the cost and format? How can the research be purchased?

3 What is the research? Finaccord s report titled Affinity and Partnership Marketing in UK Commercial Non-Life Insurance is an updated study of insurance partnerships in place with commercial affinity groups in the UK. It is based on a survey of 1,280 actual and potential partners across eight categories, namely: banks and building societies; lifestyle organisations; online aggregators and brokers; professional associations; sports organisations; trade associations; trade unions; and others. The analysis of partnerships in commercial non-life insurance has been taken to an unprecedented level of depth by splitting out partnerships for five distinct lines of business: commercial property; commercial motor; commercial liability; commercial specialised (e.g. event cancellation, legal expenses, trade credit); and professional indemnity. The PartnerBASE database that accompanies the report details more than 1,400 product marketing initiatives for commercial non-life insurance identified by Finaccord, recording the operating models and partners used in each instance. Together, the report and database will provide you with the definitive guide to current and future opportunities in affinity and partnership marketing of commercial non-life insurance in the UK. 3

4 What is the rationale? Underwriters and brokers are constantly looking for ways to increase sales and profitability of commercial non-life insurance and to enhance their products: by finding more effective distribution channels; and by tailoring their policies to specific customer bases. This report and its accompanying PartnerBASE explore how different forms of commercial insurance are being distributed across a wide range of affinity groups, with particular attention paid to professional and trade associations for which policies are often specifically designed for particular sectors. As a result, this report gives a uniquely detailed understanding of both the partnerships in place for commercial property; commercial motor; commercial liability; commercial specialised and professional indemnity insurance, and the brokers and insurers most active in the development of commercial affinity programs. 4

5 What methodology has been used? The majority of Finaccord s survey of 1,280 actual and potential partner organisations in the UK was carried out between March and May The research embraces the following information: whether commercial non-life insurance products are offered by partner organisations to their members; if so, the nature of the operating model used (e.g. an external broker, a specific external underwriter via an external broker, a direct relationship with an external underwriter etc.); if so, the identities of the brokers and / or underwriters used? The results of this research provide unique insight into the provision of commercial liability, commercial motor, commercial property, commercial specialised and professional indemnity insurance by affinity partners to their members. The range of partner organisations researched and the detail captured by dividing commercial nonlife insurance into five lines of business makes this the most comprehensive study into the marketing of commercial non-life insurance through affinity partnerships yet published. 5

6 ALL ENTITIES Trade associations, 708 Trade unions, 87 How do the partner organisations surveyed break down? Banks and building societies 102 Lifestyle organisations, 38 Online aggregators / brokers, 40 Other, 108 Mining, minerals and utilities, 30 Professional associations, 141 Sports organisations, 56 Technology and telecoms, 27 Retailing and distribution, 59 Other miscellaneous, 37 Media, marketing and entertainment, 79 Manufacturing and packaging, 100 Finaccord s universe of 1,280 affinity groups is broken out in the chart above on the left, and the detailed composition for trade associations is shown on the right. Transport and tourism, 49 Agriculture and forestry, 32 Food, drink and healthcare, 48 Business and personal services, 167 TRADE ASSOCIATIONS ONLY Construction and engineering, 80 6

7 What is the report structure? 0. Executive Summary: providing a concise evaluation of the principal findings of the report. 1. Introduction: offering rationale and a detailed description of methodology. 2. Market Overview: including an overview of current provision of commercial non-life insurance through affinity partners for each of five types of cover: commercial liability, commercial motor, commercial property, commercial specialised and professional indemnity. The chapter compares the proportion of partner organisations offering each type of insurance across eight broad affinity categories, analyses the operating models in use for each type of insurance, and identifies the leading brokers and insurers for each product. 3. Affinity Categories: this chapter provides a systematic analysis of penetration rates, operating models, and broker and underwriter share of partnerships for the same five lines of business, split between the eight broad affinity categories and then further divided for each of the 11 subcategories of trade association. The seven overall categories are: banks, building societies and specialised lenders; lifestyle organisations; online aggregators and brokers; professional associations; sports organisations; trade associations; trade unions; and others. The 11 sub-categories of trade associations are: agriculture and forestry; business and personal services; construction and engineering; food, drink and healthcare; manufacturing and packaging; marketing, media and entertainment; mining, minerals and utilities; retailing and distribution; technology and telecoms; transport and tourism; and other miscellaneous. 7

8 What are the key features of the research? Key features of this study include: a comprehensive scheme-by-scheme overview of the types of commercial non-life insurance distributed by the 1,280 partner organisations investigated by the research; segmentation of results by type of cover with separate analyses for commercial property, commercial motor, commercial liability, commercial specialised and professional indemnity insurance; coverage of over 200 brokers and more than 50 underwriters with involvement in commercial lines affinity programs; identification of the partner categories and sub-categories in which these providers have established the most affinity relationships; availability of an accompanying PartnerBASE dataset which allows you to search the results of the research in a variety of ways including by partner organisation, by type of insurance and by broker and / or underwriter. 8

9 How can the research be used? You may be able to use this report and the PartnerBASE that accompanies it in one or more of the following ways: understand which types of commercial non-life insurance are sold through which types of affinity partner, including which sub-categories of trade associations; locate opportunities for new partnerships by identifying gaps by product and for specific partners; identify brokers and underwriters involved in schemes for different types of commercial non-life insurance and monitor the activity of your competitors in this channel; learn for each of 1,280 partner organisations included in the research what relationships they currently have in place for commercial non-life insurance; base your planning on the most detailed source of published market intelligence about affinity and partnership marketing in commercial non-life insurance that is currently available. 9

10 How can the PartnerBASE be used? Filter by category Separate fields for each line of business COMMERCIAL LIABILITY INSURANCE Organisation Type Offered? Operating model Partner(s) Napo Trade unions No National Access and Scaffolding Confederation Trade associations Yes External broker Jelf National Allotment Society Lifestyle organisations Yes External broker Vantage Insurance Services National Association for Voluntary and Community Action Trade associations Yes External underwriter via external broker Tennyson Insurance / Zurich National Association of Agricultural Contractors Trade associations Yes External broker Bluefin Look up specific affinity partners Note: for professional associations and trade associations / unions, PartnerBASE also includes the number of members. Choose operating model Identify insurance partners Finaccord Ltd., 2015 Web: info@finaccord.com 10

11 Who can use the research? 1. Insurance underwriters: gain the fullest possible understanding of the potential for winning affinity scheme business in commercial non-life insurance by line of business, by type of affinity partner and by broker; 2. Insurance brokers: over 200 brokers feature in this report, collectively accounting for the vast majority of all affinity partnerships, but the supply structure is fragmented - what is your company s share of partnerships and what are its opportunities? 3. Affinity partners: banks, building societies, online aggregators and other partners can assess their proposition in commercial non-life insurance against their competitors, to see where they have gaps and how these could be filled; 4. Management consultancies: are you helping an insurer or broker with its distribution strategy or evaluating how it can develop its business through affinity partnerships? Understand the current status of marketing commercial non-life insurance through affinity partnerships in the UK, to provide robust foundations for your analysis. 11

12 What are some of the key findings? 1. Over a quarter of organisations researched have an affinity scheme for commercial non-life insurance in six of the eight broad categories Banks and building societies 14.7% Lifestyle organisations Online aggregators / brokers 39.5% 47.5% Other 5.6% Professional associations 63.1% Sports organisations 92.9% Trade associations Trade unions 31.0% 45.8% Average 42.8% Source: Finaccord PartnerBASE 0% 20% 40% 60% 80% 100% % of organisations with an affinity scheme 12

13 What are some of the key findings? (cont.) 2. In a fragmented broker market, Towergate is involved in the most commercial affinity schemes while Hiscox is the underwriter most commonly identified BROKER SHARE OF PARTNERSHIPS Towergate, 9.4% Arthur J Gallagher, 7.7% Jelf, 5.5% other, 37.3% UNDERWRITER SHARE OF PARTNERSHIPS Hiscox, 25.7% other, 64.9% Source: Finaccord PartnerBASE Bluefin, 3.3% R K Harrison, 3.2% Perkins Slade, 2.6% T.H. March, 1.8% Willis, 1.6% AA, 3.2% ECIC, 3.8% Aviva, 3.8% Allianz, 4.1% UK Insurance, 4.7% AXA, 7.3% RSA, 10.2% 13

14 What are some of the key findings? (cont.) 3. Key findings from the executive summary include: 42% of all partner organisations in this study have arranged some form of commercial insurance to their members with a maximum rate of provision of 91.1% in the case of commercial liability cover set up by sports organisations; across all organisations, commercial liability is the type of insurance most likely to be offered, with a provision rate of 35.0%, followed by commercial property (23.2%), professional indemnity (also 23.2%), commercial specialised (19.5%) and commercial motor (12.1%); where commercial affinity schemes are in place, the average is for between two and three of these types of cover to be available; most commercial affinity schemes are organised through a broker with over 200 mentioned in conjunction with at least one initiative - in contrast, where final underwriters were identifiable, over 50 are involved in at least one program. 14

15 What is the cost and format? Affinity and Partnership Marketing in UK Commercial Non-Life Insurance is available as a standard PDF document. The PartnerBASE database that accompanies it is in Excel format. Costs for these studies plus related titles about various consumer financial services, are as follows: REPORT COST * Affinity and Partnership Marketing in UK Commercial Non-Life Insurance Affinity and Partnership Marketing in UK Accident and Health Insurance Affinity and Partnership Marketing in UK Household and Home Emergency Insurance Affinity and Partnership Marketing in UK Life Insurance, Retirement Products and Financial Advice Affinity and Partnership Marketing in UK Motor and Breakdown Recovery Insurance Affinity and Partnership Marketing in UK Travel Insurance 1,495 1,495 1,495 1,495 1, * For purchases of multiple reports, a discount scale is available: please contact Finaccord for further details. # VAT at the prevailing rate will be added to the basic price for UK-based buyers. Costs quoted are for a single office, single country licence only. For corporate user licence options, please see the next slide for further details. Invoices can be paid in EUR or USD, at the prevailing exchange rate, if preferred. 15

16 How can the research be purchased? Simple. Just go to the relevant area of the Finaccord web site available at and fill in the online order form, clearly indicating: report required type of corporate user licence, if required * billing name address and address purchase order number, if applicable Please allow up to one working day for the delivery of electronic copy by . * For the corporate user licence please choose one of the following options: 1. One office, one country: no supplement over and above basic cost of reports ordered 2. Multiple offices, one country: additional 20% over and above basic cost of reports ordered 3. Multiple offices, two to ten countries: additional 50% over and above basic cost of reports ordered 4. Global (unlimited offices in unlimited countries): additional 100% over and above basic cost of reports ordered VAT at the prevailing rate will be added to the price of any corporate user licence acquired by UK-based buyers. 16