Life Protection Metrics: Consumer Approaches to Protection-Related Life Insurance in Europe

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1 Life Protection Metrics: Consumer Approaches to Protection-Related Life Insurance in Europe Series Prospectus November

2 Prospectus contents Page What is the research? Which titles are available? What is the rationale? How does the consumer sample break down? Which distribution channels are researched? What is the structure of the overview report? What are the key features of the research? How can the research 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 Life Protection Metrics series of reports offers detailed and unique insights into the behaviour of consumers in the context of protection-related life insurance. It is based on a survey of over 6,000 consumers in France, Germany, Italy, Poland, Spain and the UK carried out in August and September Comprising both analytical reports and convenient data annexes in Excel format, the research covers five types of protection-related life insurance policy: risk life, critical illness, long-term income protection, short-term income protection and funeral expenses insurance. It measures take-up rates for these types of insurance (differentiating between policies bought separately and cover acquired via employee benefits packages) and analyses the effect of gender, age, annual household income, employment status and existence of dependents on propensity to acquire cover. It also shows the distribution channels and interfaces used by respondents to take out these products, highlighting the behaviour of consumers in the key age group which is generally most indicative of current sales patterns. Distribution channels vary by type of protection-related life insurance but can include direct sales by insurance companies (including insurance agents in some countries) plus a variety of other options as shown on slide 7; distribution interfaces include face-toface, online, inbound telephone, outbound telephone and postal sales. 3

4 Which titles are available? The Life Protection Metrics series is composed of seven separate publications: a European overview study, providing comparative analyses of the metrics gathered across all six countries, as well as the detailed results for each individual country; six country-specific titles, each providing the detailed results of Finaccord s investigation into consumer approaches to protection-related life insurance in a single country. The titles of these reports are as follows: Life Protection Metrics: Consumer Approaches to Protection-Related Life Insurance in Europe Life Protection Metrics: Consumer Approaches to Protection-Related Life Insurance in France Life Protection Metrics: Consumer Approaches to Protection-Related Life Insurance in Germany Life Protection Metrics: Consumer Approaches to Protection-Related Life Insurance in Italy Life Protection Metrics: Consumer Approaches to Protection-Related Life Insurance in Poland Life Protection Metrics: Consumer Approaches to Protection-Related Life Insurance in Spain Life Protection Metrics: Consumer Approaches to Protection-Related Life Insurance in the UK 4

5 What is the rationale? Finaccord has developed its Life Protection Metrics series of reports in order to fill the gap for detailed and reliable data regarding consumer behaviour in the under-documented market for protection-related life insurance across Europe. There is no other up-to-date, published information source providing insights into consumer approaches to life protection policies on a pan-european basis. In particular, the presentation for the first time of differentiated data for each of risk life, critical illness, long-term income protection, short-term income protection and funeral expenses insurance is unique; this casts new light on the types of protection-related life insurance that consumers buy in each of the six countries, emphasising the significant differences between them. An equally important motivation for publishing this series is that protection-related life insurance, like many other forms of insurance, continues to experience substantial changes to the way in which it is sold. Online sales are growing in importance and while direct sales by insurance companies and distribution via banks or financial advisers are usually most prominent across all types of policy, alternative channels are sometimes challenging this dominance.. 5

6 How does the consumer sample break down? The research for this study, which covers over 6,000 consumers across six European countries, was carried out during August and September A breakdown of each country s sample by age and annual household income is presented below. SEGMENTATION BY AGE SEGMENTATION BY ANNUAL HOUSEHOLD INCOME 100% 100% 65+ Upper 80% 80% % % Middle 40% % 20% % Lower % France Germany Italy Poland Spain UK 0% France Germany Italy Poland Spain UK 6

7 Which distribution channels are researched? Channel Risk life insurance Critical illness insurance Long-term income protection insurance Short-term income protection insurance Funeral expenses insurance Insurance company - direct or agent Insurance aggregator or comparison site Financial adviser or broker Bank or similar institution Supermarket or other retailer Firm of undertakers Employer (as voluntary benefit) Other Note respondents acquiring insurance as a fixed component of employee benefits packages or, in the case of critical illness insurance, as a feature of risk life insurance are also tracked although these are not included in the distribution channel analysis Source: Finaccord Life Protection Metrics Survey 7

8 What is the structure of the overview report? 0. Executive Summary: providing a concise evaluation of the report s key findings. 1. Introduction: describing the rationale for the research. 2. European Overview: this chapter provides a comparative analysis of the six countries, illustrating: the proportion of respondents who, at the time of the research, held each of risk life, critical illness, long-term income protection, short-term income protection and funeral expenses insurance; how the gender, age, annual household income, employment status and responsibility for dependents of survey participants affected the uptake of these forms of protection-related life insurance; whether respondents bought them as separate policies or acquired them as a fixed component of employee benefits packages; quantification of the relative importance of the possible distribution channels (as shown on slide 7); quantification of the relative importance of the possible distribution interfaces, namely face-to-face, online (segmented between use of regular computers, tablets and mobile phones), inbound telephone, outbound telephone and post; for both distribution channels and interfaces, results are broken out by age group, mainly in order to highlight the behaviour of the key constituency which is most indicative of current sales patterns. 3. France: this individual country chapter provides further analysis and discussion of the elements outlined above, along with some additional analyses (for example, distribution channels and interfaces used for each of risk life, critical illness, long-term income protection, short-term income protection and funeral expenses insurance plus claims frequency and acceptance data for short-term income protection insurance). 4-8: Germany, Italy, Poland, Spain and UK (all contents as for France). 9: Appendix: offering an outline of the methodology used, plus a full transcript of the online questionnaire. 8

9 What are the key features of the research? Key features of the reports in this series include: unique analyses showing penetration rates for five types of protection-related life insurance in each country, and how these percentages vary according to the profile of the respondent; segmentations of insured respondents between those making a decision to buy policies themselves and those acquiring cover as a fixed component of employee benefits packages; robust statistics illustrating the ways in which protection-related life insurance policies are acquired in each country, including direct sales by the insurance companies themselves or their agents plus distribution via banks and financial advisers; reliable information concerning the importance of online and offline sales for this type of cover, including a unique split of online sales by type of device used (i.e. regular desktop or laptop computers, tablets or mobile phones); inclusion of convenient consumer data files in an Excel format in addition to the main PDF reports. 9

10 How can the research be used? You may be able to use the reports in this series in one or more of the following ways: to understand the types of protection-related life insurance that are most popular in each country and the characteristics of consumers that buy them; to appreciate whether insured respondents bought their cover as a result of an active decision to do so or whether they acquired it passively through a group scheme; to evaluate the opportunities for distributing protection-related life insurance through alternative channels such as insurance aggregators or comparison sites: to what extent will borrowers buy through these means? to assess the apparent willingness of consumers to purchase these forms of cover online; given the types of device that online buyers report using, what is the scope for marketing more effectively to this audience? to avoid the need to re-enter information yourself by making use of the Excel-based consumer data files that accompanies the PDF studies. 10

11 Who can use the research? 1. Life insurance companies: firms with an interest in different types of protection-related life insurance in Europe will be able to arrive at a new understanding of the dynamics of this complex market, which can then be used for strategic planning and for new product development; 2. Banks: alongside financial advisers, banking institutions tend to constitute the most viable distribution alternative to direct and agency sales for the forms of protection-related life insurance considered; 3. Supermarkets and other retailers: major retail brands in a number of countries are active as distributors of protection-related life insurance and this research casts light on the extent to which they have carved out a significant distribution share in this sector; 4. Management consultancies: are you helping an underwriter or distributor of protection-related life insurance to improve its performance in this sector in France, Germany, Italy, Poland, Spain or the UK? If so, this research will provide you with unique insights into consumer behaviour in these markets. 11

12 What are some of the key findings? (cont.) 1. In country X, consumers are more likely to acquire three types of protectionrelated life insurance on a packaged basis than to buy them separately Risk life Critical illness Long - term income protection Bought separately Acquired on a packaged basis * Short - term income protection Funeral expenses 0% 20% 40% 60% 80% 100% % of respondents with each type of policy Note country X is defined in the research itself Note insurance acquired on a packaged basis refers to cover acquired as a fixed component of an employee benefits package or, in the case of critical illness insurance, as a feature of risk life insurance Source: Finaccord Life Protection Metrics Survey 12

13 What are some of the key findings? 2. In country Y, funeral expenses insurance is quite commonly acquired across all consumer groups although it is most widespread among the retired and the over 55 age group Employed Self-employed Retired Not in paid employment 38.9% 41.7% 39.4% 60.8% EUR 0-19,999 EUR 20,000-39,999 EUR 40, % 41.5% 51.3% % 43.3% 55.6% Male Female 41.0% 45.5% Average Note country Y is defined in the research itself Source: Finaccord Life Protection Metrics Survey % 0% 20% 40% 60% 80% 100% Take-up rates split by respondent group

14 What are some of the key findings? (cont.) 3. In country Z, distribution of protection-related life insurance within the key age group of recent buyers is largely dominated by face-toface sales via the insurance companies (or their agents) themselves % distribution split for all forms of protection-related life insurance combined 100% Other 6.2% Post 1.2% Retailer 6.2% Outbound telephone 7.4% Inbound telephone 8.6% Bank 12.3% 80% Financial adviser 8.6% Online 29.6% Aggregator 8.6% 60% 40% 20% Insurer (direct / agency) 58.0% Face-to-face 53.1% 0% Channels Note country Z is defined in the research itself Source: Finaccord Creditor Metrics Survey Interfaces 14

15 What are some of the key findings? (cont.) Key findings from executive summaries in this series include: on average, consumers in Poland have acquired the most forms of life protection cover whereas policies per respondent are lowest in Italy and the UK; excluding cover held passively as a fixed component of employee benefits packages, the penetration rates for risk life and critical illness insurance are highest in Poland while for long-term income protection insurance they are most advanced in Germany, and for funeral expenses insurance in Spain; taken as an average across all five forms of protection-related life insurance and all six countries, respondents aged from 35 to 54 with higher than average annual household income and with dependent children or other relatives are most likely to have acquired these forms of cover; with the notable exception of Germany, respondents aged between 18 and 34 are more likely to report having acquired types of protection-related life insurance online than their counterparts aged 35 or more; this is significant, as it indicates that an increasing proportion of new sales are being secured online. 15

16 What is the cost and format? All of the reports in the Life Protection Metrics series are available as standard PDF documents and Excel data annexes. Costs for the various titles in the series and for selected other pan-european consumer research studies are as follows: REPORT COST * Life Protection Metrics: Consumer Approaches to Protection-Related Life Insurance in Europe Life Protection Metrics: Consumer Approaches to Protection-Related Life Insurance in France Life Protection Metrics: Consumer Approaches to Protection-Related Life Insurance in Germany Life Protection Metrics: Consumer Approaches to Protection-Related Life Insurance in Italy Life Protection Metrics: Consumer Approaches to Protection-Related Life Insurance in Poland Life Protection Metrics: Consumer Approaches to Protection-Related Life Insurance in Spain Life Protection Metrics: Consumer Approaches to Protection-Related Life Insurance in the UK Aggregation Metrics: Consumer Approaches to Insurance Comparison Sites in Europe Card Protection Metrics: Consumer Approaches to Card Protection Insurance in Europe Creditor Metrics: Consumer Approaches to Payment Protection Insurance in Europe Home Assistance Metrics: Consumer Approaches to Home Emergency Insurance in Europe Warranty Metrics: Consumer Approaches to Extended Warranties for White, Brown and Grey Goods in Europe GBP 3,995 GBP 995 GBP 995 GBP 995 GBP 995 GBP 995 GBP 995 GBP 3,995 GBP 2,495 GBP 3,995 GBP 2,495 GBP 2,995 * VAT at the prevailing rate will be added to the basic price for UK-based buyers except for where the request is for hard copy only. 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. 16

17 How can the research be purchased? Simple. Just go to the relevant area of Finaccord s website 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 and one working week for the arrival of hard copy. * 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. 17

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