Affinity and Partnership Marketing in UK Accident and Health Insurance

Transcription

1 Brochure More information from Affinity and Partnership Marketing in UK Accident and Health Insurance Description: Finaccord's report titled Affinity and Partnership Marketing in UK Accident and Health Insurance represents the most detailed research ever undertaken on this sector and is one of seven studies in the latest series of publications. Drawing on the results of a survey of 2,650 organisations, the report analyses the penetration, operating models and provider share of relationships of affinity and partnership marketing schemes for accident insurance, private medical insurance, health / hospital cash plans and dental insurance. These include: banks; building societies; charities; friendly societies; internet, media and telecoms entities; lifestyle organisations; professional associations; retailers; trade associations; and trade unions. Moreover, the PartnerBASE database that accompanies the report provides the granular detail behind the analysis, detailing each of 525 affinity and partnership marketing initiatives traced by Finaccord in these sectors. In addition, the latest analysis identifies not only the providers of accident and health insurance with the most (overall, and within each category) but, for the first time and using a proprietary formula devised by Finaccord, also computes 'weighted provider shares of ' in order to highlight the providers that are likely to hold the most valuable relationships given the characteristics of their partners. You may be able to use this report and associated PartnerBASE database in one or more of the following ways: - drill down into the detail lying behind affinity and partnership marketing schemes for accident insurance, private medical insurance, health / hospital cash plans and dental insurance; - gain access to research that chronicles the vast majority of affinity and partnership marketing opportunities in these four areas; - understand not only which providers have secured the most but which are likely to hold the most valuable deals for each of accident insurance, private medical insurance, health / hospital cash plans and dental insurance; - benchmark the competitive position of your own organisation in affinity and partnership marketing and spot opportunities for displacing rivals; - plan your future affinity and partnership marketing strategy in accident insurance, private medical insurance, health / hospital cash plans and dental insurance armed with the best market and competitor intelligence available on this subject. Together, the report and PartnerBASE database will provide you with the definitive guide to current and potential affinity and partnership marketing opportunities in UK accident and health insurance. Contents: 0.0 EXECUTIVE SUMMARY 1.0 INTRODUCTION Background Rationale Affinity and partnership marketing remains an important, strategic topic for financial institutions as the ability of affinity and corporate partners to compete effectively has evolved over time Methodology Organisations investigated

2 Finaccord's research covers a total of 2,650 actual and potential partner organisations representing virtually all entities that could be significant in this field Calculation of weighted provider share of Finaccord's methodology identifies providers that are likely to hold the most valuable relationships by means of formulae that take into account not only UK traffic rankings for organisations' websites but also distribution shares for each financial product or service by organisation category and the total number of organisations in each category that actually distribute the product Definitions Financial products Operating models PartnerBASE syntax Finaccord UK affinity and partnership marketing publications UK consumer research publications 2.0 MARKET OVERVIEW Affinities and in UK accident and health insurance Accident insurance Finaccord s research identified 137 schemes for accident insurance involving an external partner over 60 of which were attributable to the category of trade associations Almost two thirds of affinity schemes for accident cover are organised through an external broker Only RSA is ranked among the top providers in both the weighted and unweighted analysis By outright number of deals, HMCA, ACE European Group and Perkins Slade lead the pack Private medical insurance Over 180 affinity partners distribute private medical cover in association with external providers with at least one initiative traced in 16 of the 30 categories considered Over 40 schemes are based around a direct relationship with an external underwriter Bupa is ranked second by share of in both unweighted and weighted terms AXA benefits from deals with the AA, the British Chambers of Commerce, Churchill, Saga and Tesco Health / hospital cash plans Six out of seven not-for-profit affinity partner categories host at least one initiative in this domain

3 Where available, health / hospital cash plans are quite commonly organised directly with an underwriter By outright number of, HMCA and Private Health Partnership are the leaders Chartis lays claim to the partnership that contributes the most in weighted terms Dental insurance 57 of 87 non-internal schemes for dental insurance are promoted via trade associations Initiatives in this realm are usually organised in partnership with a single, external broker A total of 24 companies are active as providers of dental cover in one form or another six of which rank among the top eight in both the unweighted and weighted analysis with Simplyhealth emerging as the category leader when using the latter measure 3.0 NOT-FOR-PROFIT AFFINITY PARTNERS Charities The websites of the National Trust and Great Ormond Street Hospital attract the most UK traffic Accident insurance is marketed by just one charity with the same provision rate applying for private medical insurance although more charities distribute health or hospital cash plans Lifestyle organisations The category of lifestyle organisations embraces a diverse range of entities Four schemes for accident insurance are visible among lifestyle organisations Four lifestyle organisations have an arrangement in place for promoting private medical insurance although only the Ramblers' Association offers health or hospital cash plans to its members Professional associations The combined membership of professional associations comes to just under 4 million All programs for accident insurance sold by professional associations are set up via brokers among which just one holds more than one partnership Well over a third of professional associations have organised a scheme for private medical insurance

4 Parliament Hill runs member benefit schemes on behalf of over 30 professional associations making it the dominant provider in this sector by both unweighted and weighted share HMCA also holds a significant number of in this arena although it is overtaken by Bupa and Westfield Health in weighted terms Seven other providers of private medical cover are involved in deals either directly or indirectly 13 professional associations promote health or hospital cash plans to their members with dental cover available in 11 cases Sports organisations This category includes bodies to which individual sports clubs, practitioners and trainers may belong Over a half of sports organisations centrally organise accident cover on behalf of their members Perkins Slade holds the highest number of for accident cover with sports organisations although there are over 20 providers competing for mandates in this arena including specialists such as Sportscover, which operates at an international level Just five sports organisations promote private medical cover to their members with this number dropping to three in the field of both dental cover and health / hospital cash plans Trade associations Finaccord has extended its coverage in this category to a total of 700 associations Over 60 trade associations have a scheme in place for accident insurance Accident cover forms a component of the benefits package offered by HMCA to 15 trade associations and a further five providers were found to be involved in three initiatives each with the remainder spread thinly across over 30 other brokers and underwriters Over 80 trade associations intermediate private medical cover with Private Health Partnership, Bupa and HMCA identifiable as the dominant providers in a field numbering over 20 competitors in total Private Health Partnership has built up its portfolio of trade association partners over more than 20 years Schemes for health and hospital cash plans are also comparatively numerous Private Health Partnership and HMCA are also prominent in this domain...

5 ... with Westfield Health and Giles Healthcare ranked third and fourth respectively in weighted terms The picture for dental insurance is largely comparable to that for health / hospital cash plans Trade unions There are around 6.4 million trade union members in the UK Over a quarter of trade unions have established a distribution partnership for accident insurance Four providers work with two or more trade unions and over ten others with one each The rate of provision for private medical insurance is lower than that for accident insurance although rises again for health and hospital cash plans Ten providers lay claim to at least one trade union relationship for this product with the key deal held by Protego Group and its partner, Bolton & District Hospital Saturday Council Protego Group also controls three out of six trade union distribution for dental cover Universities The Open University's website attracts more UK traffic than that of any other UK-based university Three universities maintain a facility for alumni to acquire private medical insurance 4.0 FINANCIAL PARTNERS Banks Several challenger banks have emerged to compete with the major incumbents and further structural changes to the market are likely to occur in future years Only two banks promote accident insurance to customers although they are both major names with a similarly limited field apparent in the cases of private medical cover and health / hospital cash plans Friendly societies Finaccord's research covers 25 of the larger friendly societies in the UK among which Liverpool Victoria is by far the largest

6 Two friendly societies underwrite their own private medical cover while one uses an external provider Simplyhealth maintains a link with Family Investments for health cash plans Insurers Over 70 insurance underwriting brands can be broken down into four main sub-categories Most insurance brands that offer accident insurance underwrite their own policies internally although there are some in both this field and that of private medical insurance Other types of health cover distributed by insurance brands are only ever underwritten internally Online aggregators and brokers The market for online aggregation and broking has become more concentrated in recent years as a result of a number of factors including the challenge thrown up by cashback websites Just two entities in this category distribute accident insurance although ten times as many maintain an interest in selling private medical cover benefiting ActiveQuote, the category leader in both unweighted and weighted terms The enthusiasm of online aggregators and brokers diminishes for both health / hospital cash plans and dental cover Packaged accounts The number of customers with a packaged account has grown rapidly in recent years although possible regulatory intervention clouds the future outlook A handful of packaged accounts incorporate bundled accidental death insurance Specialised lenders The category of specialised lenders includes a variety of different types of institution with many new competitors having emerged in the wake of the 'credit crunch' Two deals are visible for specialised accident cover, both underwritten by the same insurance provider...

7 ... and four for health and hospital cash plans 5.0 COMMERCIAL PARTNERS Automotive associations In addition to the AA and RAC, six other organisations fall within this partner category AXA PPP's partnership with the AA makes it the dominant provider in weighted terms Coalition loyalty schemes and frequent flyer programs The websites of four loyalty schemes are ranked in the top 5,000 by number of UK visitors Two loyalty schemes allow members to earn 'currency' by purchasing private medical insurance Internet, media and telecoms entities This category embraces many organisations with extremely high UK website rankings which can have a substantial impact on the analysis of weighted partnership shares Almost all initiatives for private medical cover in this category are run via external aggregators or brokers In weighted terms, Moneysupermarket.com and Aviva Health hold with strong potential with all other providers apart from BeatThatQuote.com reduced to a marginal position in this area Two of Moneysupermarket.com's media spill over to health and hospital cash plans rising to three in the case of dental insurance Retailers Among retail brands, Amazon's website attracts the most UK traffic, followed by those of Tesco and Argos ADMS Europe is used as a provider of accident insurance by the Shop Direct Group and AXA PPP for private medical insurance by Tesco For dental insurance, two retailer-branded schemes are visible The Post office and other major brands

8 Several major organisations are considered separately as they do not fit easily in the other categories Among these, the website of the Post Office pulls in the most UK visitors, followed by that of Saga Among the five organisations considered, only Saga distributes accident or health insurance policies LIST OF GRAPHICS / TABLES 0.0 EXECUTIVE SUMMARY 1.0 INTRODUCTION The affinity and partnership marketing universe Organisations investigated, segmented by broad category 2.0 MARKET OVERVIEW Affinity and partnership marketing schemes for accident insurance in the UK: penetration by category of partner Affinity and partnership marketing schemes for accident insurance in the UK: operating models Affinity and partnership marketing schemes for accident insurance in the UK: unweighted and weighted provider share of Affinity and partnership marketing schemes for private medical insurance in the UK: penetration by category of partner Affinity and partnership marketing schemes for private medical insurance in the UK: operating models Affinity and partnership marketing schemes for private medical insurance in the UK: unweighted and weighted provider share of Affinity and partnership marketing schemes for health / hospital cash plans in the UK: penetration by category of partner Affinity and partnership marketing schemes for health / hospital cash plans in the UK: operating models Affinity and partnership marketing schemes for health / hospital cash plans in the UK: unweighted and weighted provider share of Affinity and partnership marketing schemes for dental insurance in the UK: penetration by category of partner Affinity and partnership marketing schemes for dental insurance in the UK: operating models Affinity and partnership marketing schemes for dental insurance in the UK: unweighted and weighted provider share of 3.0 NOT-FOR-PROFIT AFFINITY PARTNERS Charities offering accident insurance: provision rates and operating models Charities offering private medical insurance: provision rates and operating models Charities offering health / hospital cash plans: provision rates and operating models

9 Charities offering health / hospital cash plans: unweighted and weighted provider share of Lifestyle organisations offering accident insurance: provision rates and operating models Lifestyle organisations offering accident insurance: unweighted and weighted provider share of Lifestyle organisations offering private medical insurance: provision rates and operating models Lifestyle organisations offering private medical insurance: unweighted and weighted provider share of Lifestyle organisations offering health / hospital cash plans and dental insurance: provision rates and operating models Top 40 professional associations in the UK ranked by member numbers, 2012 (table) Professional associations offering accident insurance: provision rates and operating models Professional associations offering accident insurance: unweighted and weighted provider share of Professional associations offering private medical insurance: provision rates and operating models Professional associations offering private medical insurance: unweighted and weighted provider share of Professional associations offering health / hospital cash plans: provision rates and operating models Professional associations offering health / hospital cash plans: unweighted and weighted provider share of Professional associations offering dental insurance: provision rates and operating models Professional associations offering dental insurance: unweighted and weighted provider share of Sports organisations offering accident insurance: provision rates and operating models Sports organisations offering accident insurance: unweighted and weighted provider share of Sports organisations offering private medical insurance: provision rates and operating models Sports organisations offering private medical insurance: unweighted and weighted provider share of Sports organisations offering health / hospital cash plans and dental insurance: provision rates and operating models Top 80 trade associations in the UK ranked by member numbers, 2012 (table) Top 80 trade associations in the UK ranked by member numbers, 2012 (table) (continued) Trade associations offering accident insurance: provision rates and operating models Trade associations offering accident insurance: unweighted and weighted provider share of Trade associations offering private medical insurance: provision rates and operating models Trade associations offering private medical insurance: unweighted and weighted provider share of Trade associations offering health / hospital cash plans: provision rates and operating models

10 Trade associations offering health / hospital cash plans: unweighted and weighted provider share of Trade associations offering dental insurance: provision rates and operating models Trade associations offering dental insurance: unweighted and weighted provider share of Top 40 trade unions in the UK ranked by member numbers, 2012 (table) Trade unions offering accident insurance: provision rates and operating models Trade unions offering accident insurance: unweighted and weighted provider share of Trade unions offering private medical insurance: provision rates and operating models Trade unions offering private medical insurance: unweighted and weighted provider share of Trade unions offering health / hospital cash plans: provision rates and operating models Trade unions offering health / hospital cash plans: unweighted and weighted provider share of Trade unions offering dental insurance: provision rates and operating models Trade unions offering dental insurance: unweighted and weighted provider share of Universities offering private medical insurance: provision rates and operating models Universities offering private medical insurance: unweighted and weighted provider share of 4.0 FINANCIAL PARTNERS Banks offering accident insurance: provision rates and operating models Banks offering accident insurance: unweighted and weighted provider share of Banks offering private medical insurance: provision rates and operating models Banks offering health / hospital cash plans: provision rates and operating models Friendly societies offering private medical insurance: provision rates and operating models Friendly societies offering health / hospital cash plans: provision rates and operating models Insurers offering accident insurance: provision rates and operating models Insurers offering accident insurance: unweighted and weighted provider share of Insurers offering private medical insurance: provision rates and operating models Insurers offering private medical insurance: unweighted and weighted provider share of Insurers offering health / hospital cash plans: provision rates and operating models Insurers offering dental insurance: provision rates and operating models Online aggregators and brokers offering accident insurance: provision rates and operating models Online aggregators and brokers offering private medical insurance: provision rates and operating models Online aggregators and brokers offering private medical insurance: unweighted and weighted provider share of Online aggregators and brokers offering health / hospital cash plans: provision rates and operating models

11 Online aggregators and brokers offering health / hospital cash plans: unweighted and weighted provider share of Online aggregators and brokers offering dental insurance: provision rates and operating models Online aggregators and brokers offering dental insurance: unweighted and weighted provider share of Packaged accounts offering accident insurance: provision rates and operating models Specialised lenders offering accident insurance: provision rates and operating models Specialised lenders offering health / hospital cash plans: provision rates and operating models Specialised lenders offering health / hospital cash plans: unweighted and weighted provider share of 5.0 COMMERCIAL PARTNERS Automotive associations offering private medical insurance: provision rates and operating models Automotive associations offering private medical insurance: unweighted and weighted provider share of Coalition loyalty schemes and frequent flyer programs offering private medical insurance: provision rates and operating models Coalition loyalty schemes and frequent flyer programs offering private medical insurance: unweighted and weighted provider share of Internet, media and telecoms entities offering private medical insurance: provision rates and operating models Internet, media and telecoms entities offering private medical insurance: unweighted and weighted provider share of Internet, media and telecoms entities offering health / hospital cash plans: provision rates and operating models Internet, media and telecoms entities offering health / hospital cash plans: unweighted and weighted provider share of Internet, media and telecoms entities offering dental insurance: provision rates and operating models Internet, media and telecoms entities offering dental insurance: unweighted and weighted provider share of Retailers offering accident insurance: provision rates and operating models Retailers offering private medical insurance: provision rates and operating models Retailers offering private medical insurance: unweighted and weighted provider share of Partnerships of the Post Office and other major brands offering accident insurance, private medical insurance, health / hospital cash plans and dental insurance Ordering: Order Online - Order by Fax - using the form below

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