Overview of Life Insurance Industry in Japan

Risk Management Course, FALIA Seminar Overview of Life Insurance Industry in Japan December 2 nd, 2015 The Life Insurance Association of Japan

Contents 2 I Basic Information of Japan P. 3-11 1. General Information 2. Economic Trends 3. Ageing Population II Life Insurance Market in Japan P. 12-30 III History of Life Insurance Industry in Japan P. 31-49 1. Before World War II 2. The Growth of Japanese Life Insurance Industry in the Postwar Period 3. After the Collapse of Bubble Economy IV The Life Insurance Association of Japan P. 50-66 1. Overview of 2. Role of 3. Response to the Great East Japan Earthquake Appendix P. 67-85 Appendix 1. Role of the Public and Private Sectors in Life Security Appendix 2. Supervisory System of Life Insurers in Japan Topic. Revision in Solicitation Regulations Appendix 3. Neighboring Industries

I Basic Information of Japan

I Basic Information of Japan 4 1. General Information Name Japan Area 377,914km2 (rank 60 th ) Population 127 million (rank 10 th ) Capital Language Tokyo Japanese Main Religion Shinto/Buddhism Government Trade Prime Minister: Shinzo Abe (Liberal Democratic Party) Import: crude oil, petroleum products, LNG (liquefied natural gas), clothes, coal, non-ferrous metal, semiconductor electric component Export: automobile, auto component, steel, semiconductor electric component, boats and ships, plastic, engines and turbines

I Basic Information of Japan 5 2. Economic Trends (1) Changes in Nominal GDP (2) Stock Price (The Nikkei Stock Average) (yen trillion) 600 500 400 300 200 100 0 1980 1982 1984 1986 1988 1990 1992 Source: IMF - World Economic Outlook Databases, Cabinet Office Nominal GDP (2014): 487.9 trillion yen Growth Rate (2014): 1.6% GDP per capita (2014): 3.839 million yen 1994 1996 1998 2000 2002 2004 2006 2008 2010 2012 2014 (yen) 45000 40000 35000 30000 25000 20000 15000 10000 5000 0 Source: Nihon Keizai Shimbun 18,683 yen (as of 2 nd November, 2015) 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 (3) Interest Rate (JGB 10-year yield) 9 (%) 8 7 6 5 4 3 2 1 0 Source: Ministry of Finance 0.316% (as of 2 nd November, 2015) (4) Yen-Dollar Exchange Rate (yen) 160 150 140 130 120 110 100 90 80 70 Source: Mitsubishi UFJ Research and Consulting 1 dollar = 120.57 yen (as of 2 nd November, 2015) 1990 1991 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015

I Basic Information of Japan 6 3. Aging Population (1) Population Demographics Aged 19 or under Aged 20-64 Aged 65-74 Aged 75 or over Population aging rate (aged 65~ to the total population) (ten thousands) 14,000 12,000 10,000 8,000 6,000 4,000 2,000 0 Total Population (Underlined number) Actual Projected 11,706 12,105 12,361 12,557 12,693 12,777 12,806 12,660 12,410 12,066 38.8 39.4 39.9 11,662 37.7 11,194 471 597 717 900 1,160 1,407 699 776 892 1,646 11,212 36.1 366 1,109 1,879 602 1,301 9,921 10,467 33.4 10,728 284 1,407 2,179 10,221 9,430 516 224 1,517 30.3 2,278 9,708 9,008 434 1,749 376 189 29.1 2,245 9,193 8,411 338 164 26.8 1,733 2,223 8,674 1,479 31.6 309 139 2,257 1,407 107 2,385 23 1,495 2,401 1,645 2,336 6,786 7,056 7,353 7,590 20.2 1,600 4,150 4,646 5,109 5,650 6,295 7,861 7,873 17.4 1,383 7,752 7,497 1,225 7,089 1,128 14.6 6,783 12.1 6,559 6,278 10.3 5,910 9.1 5,393 4,978 4,643 4,368 4,105 4.9 5.3 5.7 6.3 7.1 7.9 3,846 3,883 3,781 3,648 3,432 3,517 3,578 3,501 3,249 2,857 2,596 2,409 2,287 2,176 2,015 1,849 1,698 1,562 1,467 1,386 1,297 1,199 1,104 1950 1955 1960 1965 1970 1975 1980 1985 1990 1995 2000 2005 2010 2015 2020 2025 2030 2035 2040 2045 2050 2055 2060 (%) 45 40 35 30 25 20 15 10 5 0 Source : For the figures until 2010, Population Census, The Ministry of Internal Affairs and Communications For the figures from 2015, The result of the medium variant projection under Population Projection for Japan (as of January 2012), National Institute of Population and Social Security Research (Note) The total population from 1950 to 2010 includes the population of uncertain age. (2) Population Pyramid 1980 2010 2040 Aged 65 M F M F M F Aged 15 Source : For the figure of 1980, Population Census, The Ministry of Internal Affairs and Communications For the figure of 2010 and 2040, The result of the medium variant projection under Population Projection for Japan (as of January 2012), National Institute of Population and Social Security Research

I Basic Information of Japan 7 (3) Aging Population in the World 4.00 Papua New Guinea Total fertility rate (births per woman) (Year 2010) 3.50 3.00 2.50 2.00 1.50 1.00 Philippines Malaysia India Mongolia Uzbekistan Indonesia Vietnam Myanmar China Singapore Thailand USA Taipei New Zealand South Korea Australia Aging Population and Declining Birthrate France UK Germany Japan 0.50 0.0 5.0 10.0 15.0 20.0 25.0 Proportion of population aged 65 and over (% of total population) (Year 2011) Source: Asian Development Bank(ADB), National Institute of Population and Social Security Research

I Basic Information of Japan (4) Medical Expenses (a) Hospitalization Rate by Age Group (%) (Days) 12 90 80 10 70 8 60 50 6 40 4 30 20 2 10 0 0 (Age) (Age) (b) Average Days of Hospitalization by Age Group 8 (c) Lifetime Medical Expenses (Estimates in Fiscal 2009) Source: Patient Survey (2011), Ministry of Health, Labour and Welfare (ten thousand yen) 350 300 250 200 150 100 50 0 (Age) 104 Lifetime Medical Expenses Y23.00 million 57 41 34 36 46 54 59 67 82 Under 70 50% 103 0-4 5-9 10-14 15-19 20-24 25-29 30-34 35-39 40-44 45-49 50-54 55-59 60-64 65-69 70-74 75-79 80-84 85-89 90-94 95-99 100- Source: Ministry of Health, Labour and Welfare 131 165 204 256 286 266 200 70 or over 50% 107 40 9

I Basic Information of Japan 9 (5) Long-Term Care Expenses (a) Period of Unhealthy Condition = Average Life Expectancy at Birth Healthy Life Expectancy Male Female (Years) Year Average period of a life WITHOUT physical limitations Average period of a life WITH physical limitations Average life expectancy Average period of a life WITHOUT physical limitations Average period of a life WITH physical limitations Average life expectancy 2010 70.4 9.2 79.6 73.6 12.8 86.4 (b) Certification Rate of Needed Long-Term Care in 2011 By Age Group 786 718 2.9 6 23 43 13.6 614 84 449 28.4 Source: Ministry of Health, Labour and Welfare (ten thousand) Population Number of People Certified Certification Rate (%) 900 100 800 700 600 500 400 300 200 100 0 (Age) 49.1 263 74.5 145 128 129 108 65-69 70-74 75-79 80-84 85-89 90- Source: Survey of Long-Term Care Benefit Expenditures, Ministry of Health, Labour and Welfare; Ministry of Internal Affairs and Communications 90 80 70 60 50 40 30 20 10 0

I Basic Information of Japan (6) Employment and Asset Holdings of the Elderly (a) Labour Force Participation Rate of the Elderly Proportion of elderly employees to population by age group 10 (%) 100 60-64(Male) 65-69(Male) 60-64(Female) 65-69(Female) 90 80 70 64.7 65.4 65.9 67.1 70.8 72.5 71.4 70.6 70.8 71.3 72.2 74.3 60 50 40 30 20 44.4 43.8 45.0 45.7 46.9 47.8 46.9 46.8 46.3 46.9 48.8 50.5 41.0 42.5 42.9 44.2 44.2 44.5 46.0 47.6 37.5 38.4 39.0 39.0 23.3 23.8 23.7 24.6 25.6 25.5 26.3 26.9 27.1 27.8 29.3 30.5 10 0 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 Note that about 40% of unemployed elderly men are willing to work. Source: Labour Force Survey, Ministry of Internal Affairs and Communications

I Basic Information of Japan 11 (b) Assets of the Elderly Amounts of Savings and Yearly income per Household by Age Group of Household Head (million yen) 30 The Elderly 25 Savings(million yen) Yearly income(million yen) 24.14 24.82 20 17.82 15 10 5 2.51 4.89 6.89 6.17 10.45 7.41 8.13 5.7 4.54 0 (Age) ~29 30~39 40~49 50~59 60~69 70~ Source: Family Income and Expenditure Survey (2013), Ministry of Internal Affairs and Communications

II Life Insurance Market in Japan

II Life Insurance Market in Japan (1) Changes in Life Insurance Ownership Rate per Households 13 100 (%) 90 88 89.4 88.5 89.6 90.5 92.3 91.3 91.6 93.7 95 93 91.8 89.6 87.5 86 85.8 80 70 71 60 50 40 1965 1968 1970 1973 1976 1979 1982 1985 1988 1991 1994 1997 2000 2003 2006 2009 2012 Source: Japan Institute of Life Insurance: Consumer Survey Note: The data includes the total of private life insurance (including Japan Post Insurance), postal insurance and JA cooperative

II Life Insurance Market in Japan (2) Number of Life Insurance Policies Owned by Household 14 (Number) 6 5 4 4.1 4.1 4.3 4.8 5 4.9 4.6 4.3 4.2 4.2 4.1 3.8 3 3 2.7 2.8 3.2 2 1 0 1970197319761979198219851988199119941997200020032006200920122015 Source: Japan Institute of Life Insurance: Consumer Survey

II Life Insurance Market in Japan (3) Average Amount of Coverage per Household 15 (yen million) 50 45 40 35 30 25 20 15 10 5 0 1973 1976 1979 1982 1985 1988 1991 1994 1997 2000 2003 2006 2009 2012 2015 Source: Japan Institute of Life Insurance: Consumer Survey

II Life Insurance Market in Japan (4) Annual Premium Payment per Household 16 (thousand yen) 12.0% Proportion of annual premium to total annual income 800 10.0% 8.0% 700 600 500 6.0% 400 4.0% 2.0% 0.0% Annual premium 1979 1982 1985 1988 1991 1994 1997 2000 2003 2006 2009 2012 2015 300 200 100 0 Source: Japan Institute of Life Insurance: Consumer Survey

II Life Insurance Market in Japan 17 (5) Number of Individual Insurance Contracts New policies Policies in Force 18 (Number; million) 200 (Number; million) 16 14 12 10 8 6 1.43 12.78 1.57 13.40 1.60 1.47 14.89 14.41 1.57 15.05 180 160 140 120 100 80 60 18.99 19.76 121.91 127.21 20.43 136.02 20.48 143.88 20.50 151.73 4 40 2 20 0 2010 2011 2012 2013 2014 0 2010 2011 2012 2013 2014 Individual Life Insurance Individual Annuities Individual Life Insurance Individual Annuities Source: The Life Insurance Association of Japan

II Life Insurance Market in Japan 18 (6) Individual Insurance Share by Type New Policies (2014) Policies in Force (2014) Variable Annuity, 1.58 Others, 4.07 Variable Annuity, 1.53 Others, 4.18 Juvenile, 6.10 Fixed Annuity, 7.86 Whole Life, 24.49 Fixed Juvenile, 3.87 Annuity, 10.37 Whole Life, 29.60 Cancer, 10.68 Medical, 22.96 Term Life, 13.84 Endowment, 8.42 Cancer, 12.76 Medical, 18.55 Term Life, 11.25 Endowment, 7.89 Source: The Life Insurance Association of Japan

II Life Insurance Market in Japan 19 (7) Purpose of Life Insurance Ownership 0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 70.0% Medical or surgery expense 1 58.5% 56.3% Survivor 2 53.1% 60.5% Funeral expense 3 13.0% 12.5% Educational and marriage expenses of children 4 7.9% 10.9% Accident 5 7.7% 19.4% Post-retirement life 6 7.7% 8.9% 2015 2003 Saving 7 6.1% 7.1% Long-term care expense 8 2.9% 4.4% <Multiple choice question> Source: Japan Institute of Life Insurance: consumer survey

II Life Insurance Market in Japan 20 (8) Premium Income (yen billion) 40000 35000 30000 25000 Individual Life Insurance Individual Annuities Group Life Insurance Group Annuities Others 36,289 37,140 37,222 34,454 34,738 2,227 3,874 3,836 2,740 4,276 4,176 3,684 3,926 3,852 1,119 1,109 3,813 1,114 1,113 5,154 1,116 4,374 4,679 4,312 4,802 20000 15000 10000 20,448 22,734 24,099 22,721 24,546 5000 0 2010 2011 2012 2013 2014 Source: The Life Insurance Association of Japan

II Life Insurance Market in Japan 21 (9) Insurance Payment (yen billion) Claims Paid Annuities Paid Benefits Surrender Benefits Paid Other 40,000 33,681 35,000 32,049 31,209 31,686 2,918 2,155 30,000 2,445 3,225 34,953 3,947 25,000 5,799 5,680 5,867 8,000 8,772 20,000 15,000 3,976 2,876 3,805 3,135 3,937 4,054 3,360 4,500 4,066 5,197 10,000 5,000 17,244 16,143 15,296 14,308 12,971 0 2010 2011 2012 2013 2014 Source: The Life Insurance Association of Japan

II Life Insurance Market in Japan 22 (10) Profit (yen billion) 4500 Basic Profit Ordinary Profit 3500 2500 1500 2,236 2,261 1,702 2,893 2,670 2,463 2,556 2,153 2,193 1,803 1,755 1,731 1,602 1,465 1,332 3,308 3,063 3,017 2,690 2,638 2,422 2,503 2,144 2,019 2,034 1,480 1,419 500 632 526-500 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014-1500 Basic profit represents the profitability of the life insurance business. (1,001) *Basic Profit = Ordinary Profit - Capital Gain/Loss - Nonrecurring income/loss Source: The Life Insurance Association of Japan

II Life Insurance Market in Japan (11) Total Assets and Portfolio Yields Changes in Total Assets 23 400,000 350,000 300,000 250,000 200,000 150,000 100,000 50,000 0 Total Assets: 367 Trillion Yen (%) Other Foreign Securities, 2.62 Foreign Stocks, 1.67 Foreign Corporate Bonds, 9.20 Foreign Government Bonds, 6.46 5,855 12,893 Tangible Fixed Assets, 1.72 (As of the end of March 2015) Others, 9.54 Policy Loans, 0.84 Financial Loans, 9.19 Stocks, 6.18 26,258 Cash & Deposits, 1.53 Corporate Bonds, 6.77 JGB, 40.51 53,871 131,619 Local Government Bonds, 3.78 187,492 191,731 Portfolio Yields by Type of Assets Bonds (As of the end of March 2015) Domestic Stocks 209,879 Foreign Securities Financial Loans 320,691 Real Estate 367,255 1970 1975 1980 1985 1990 1995 2000 2005 2010 2014 Genera l Account Assets 2010 1.86 1.25 2.06 1.98 2.52 1.79 2011 1.91 1.56 2.91 1.94 2.27 1.92 2012 2.00 0.61 5.25 2.18 2.35 2.36 2013 1.95 5.14 4.60 2.15 2.43 2.40 2014 1.88 5.31 5.50 2.28 2.50 2.58 Source: The Life Insurance Association of Japan

II Life Insurance Market in Japan 24 (12) Changes in Asset Management Portfolio 100% 90% 80% 70% 60% 50% 40% 30% 20% 10% 0% Cash/Deposits & Call Loans Government Bonds Corporate Bonds Stocks Foreign Securities Policy Loans Financial Loans Tangible Fixed Assets Others 2.07 0.71 1.10 7.98 10.00 8.81 6.28 17.50 35.46 21.20 55.48 54.06 60.39 8.98 28.79 5.92 8.86 4.26 2.55 7.56 6.72 17.21 22.69 19.56 5.42 5.19 1.00 1.46 2.54 1.61 2.51 7.04 7.74 9.64 8.54 5.46 4.26 2.09 1.72 2.45 13.07 21.97 3.99 4.36 23.55 12.61 1.08 9.19 0.84 14.26 19.95 2.53 11.43 5.06 6.18 7.88 6.77 15.37 9.29 45.00 44.28 20.49 6.20 5.35 2.39 2.53 1950 1960 1970 1980 1990 2000 2010 2014 Source: The Life Insurance Association of Japan

II Life Insurance Market in Japan 25 (13) Distribution Channel (a) Share of Distribution Channel 2007 2013 Tied Sales Agents 56.7 49.7 House visit 38.8 31.4 Workplace 17.9 18.3 Direct Sale 5.7 5.8 Internet 1.0 1.5 TV, Newspaper, Magazine 4.7 4.3 Office of Insurer 11.2 15.8 Bank/Securities Firm 2.8 2.5 Bank 2.7 2.4 Securities Firm 0.1 0.1 Sales Agency 3.8 9.4 At the Counter - 3.4 Sales Representative - 6.1 Via Workplace or Labor Unions 6.3 6.6 Others 9.9 7.1 Source: FY 2013 Survey on Life Protection, Japan Institute of Life Insurance

II Life Insurance Market in Japan 26 (b) Number of Life Insurance Sales-Person (Thousand) 1,200 1,000 tied sales agents sales representatives at agencies 912 1,005 949 971 989 1,011 1,015 992 800 693 714 722 747 777 600 445 442 428 421 400 395 390 400 200 354 342 330 313 296 232 204 298 163 181 284 268 264 259 249 246 248 251 241 237 234 229 228 0 1990 1991 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 Source: The Life Insurance Association of Japan

II Life Insurance Market in Japan 27 (14) Japan s Position in the World Life Insurance Market <Life Insurance Premium Volume by country in 2013> <New Premium Written by company in 2013> Ranking Country Share in World Market Ran king Company name Ran king Company name 1 2 United States 19.90% Japan 14.00% 1 Axa S.A. 11 Japan Post Insurance Co.Ltd. 2 UnitedHealth Group Inc. 12 Prudential plc 3 United Kingdom 8.86% 4 France 6.51% 5 China 6.67% 6 Italy 5.47% 7 Germany 4.46% 8 South Korea 3.83% 9 Taiwan 2.98% 10 Australia 2.12% 3 Allianz SE 13 4 Assicurazioni Generali S.p.A. 14 5 Munich Reinsurance Co. 15 6 WellPoint Inc. 16 7 China Life Insurance (Group) Co. 8 State Farm Group 18 9 10 National Mutual Ins Fed of Agricultural Cooperatives 19 Kaiser Foundation Group of Health Plans Zurich Insurance Group Ltd. Nippon Life Insurance Co. People s Ins (Group) Co of China Ltd. Dai-ichi Life Insurance Co. Ltd. 17 Aetna Inc. Ping An Ins (Group) Co of China Ltd. Life Insurance Corporation of India 20 Humana Inc.

II Life Insurance Market in Japan (15) Life Insurance Companies in Japan 28 Total : 41 (as of July, 2015) Premium Income of Japanese Life Insurers in 2013 Japan Post 5,911.27 (Market Share:17.0%) Domestic: 21 Nippon Dai-ichi 4,824.67 (13.9%) 4,013.02 (11.6%) Non-Life subsidiaries: 4 Meiji Yasuda Sumitomo 2,518.64 3,615.58 (10.4%) (7.3%) Prudential 2,317.74 (6.7%) Foreign* : 16 Aflac 1,652.90 (4.8%) Branch offices: 3 *Foreign stake of 50% or more T&D MetLife MS&AD Sony 1,606.63 (4.6%) 1,390.39 (4.0%) 1,243.18 (3.6%) 1,127.21 (3.2%) (Note) Dai-ichi: Dai-ichi+Dai-ichi Frontier; Prudential: Gibraltar+Prudential+PGF; Sumitomo: Sumitomo+Medicare; Fukoku T&D: Taiyo+Daido+T&D; Sony: Sony+Aegon Sony; MS&AD: Aioi+Primary; Fukoku: Fukoku+Fukokushinrai; AXA: AXA Life+AXA Direct Tokio Marine 706.81 (2.0%) 641.17 (1.8%) Mitsui 544.48 (1.6%) 0 1,000 2,000 3,000 4,000 5,000 6,000 7,000 (yen billion) Source: The Life Insurance Association of Japan

III Life Insurance Market in Japan (16) Changes in Market Participants 29 Domestic Foreign Non-Life 60 2002: Bancassurance deregulation (in annuity sales) 2007: Complete lifting of the ban on Bancassurance (in all areas) 50 1997-2001: Financial Crisis in Japan 40 30 20 1996: Allowing non-life insurers to enter life insurance market through subsidiary 0 1 1 2 3 3 3 3 3 4 6 6 6 6 8 9 9 9 9 9 7 5 5 6 6 8 9 10 1416 11 1111 12 13 9 10 10 10 10 10 1918 1816 1516 9 9 9 9 7 7 6 4 4 17 18 1919 1717 18 17 16 10 2020202020202020202020202020202021212121 2325252525252525 2019 18191919191919 2121 141413131313 0 1971 1972 1973 1974 1975 1976 1977 1978 1979 1980 1981 1982 1983 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 Source: Financial Service Agency, The Life Insurance Association of Japan

II Life Insurance Market in Japan (17) Insurance Business Operation in Overseas 30 Germany Daido Life Nurnberger(5%(expected)) India Nippon Life Reliance Life(26%) Dai-ichi Life Star Union Dai-ichi Life(26%) Poland Meijiyasuda Life Europa Group(33.46%) Warta Group(30%) South Korea LifeNet Kyobo Lifenet Life(34%) Thailand Nippon Life Bangkok Life(25%) Dai-ichi Life Ocean Life(24%) Meijiyasuda Life Thai Life(15%(expected)) Indonesia Dai-ichi LIfe PT Panin Dai-ichi Life(40%) Sumitomo Life PT BNI Life(40%) Meijiyasuda Life PT Avrist(29.87%(expected)) Nippon Life PT Asuransi Jiwa Sequis Life (20% (expected)) China Nippon Life Nissay Greatwall Life(50%) Sumitomo Life PICC Life Meijiyasuda Life Founder Meiji Yasuda Life(29.2%) Vietnam Dai-ichi Life Dai-ichi Life Vietnam(100%) Sumitomo Life Bao Viet Holdings(18%) Australia Dai-ichi Lie TAL Dai-ichi Life(100%) USA Nippon LIfe Nippon Life Insurance Company of America(100%) Meijiyasuda Life Pacific Guardian Life(100%) Dai-ichi Life Protective Life Corporation (100% )

III History of Life Insurance Industry in Japan

III History of Life Insurance Industry in Japan Total Premium Income and GDP 32 (billion yen) 40,000 Proportion of total premium income to GDP 8% 35,000 7.14% 7% 30,000 25,000 4.69% 6.08% 6.13% 5.28% 5.62% 6% 5% 20,000 15,000 10,000 5,000 0 3.34% 15,480 27,321 30,762 26,941 28,333 34,454 2.61% 2.39% 1.53% 8,226 1.06% 3,981 1,800 92 255 Premium Income 1955 1960 1970 1975 1980 1985 1990 1995 2000 2005 2010 4% 3% 2% 1% 0% Average Number of Members of Ordinary Households 5.50 4.50 4.68 3.35 3.28 3.22 3.50 4.13 3.45 2.50 3.05 2.91 2.76 2.68 2.59 1.50 1955 1960 1970 1975 1980 1985 1990 1995 2000 2005 2010

III History of Life Insurance Industry in Japan 33 1. Before World War II (1) During Meiji Taisho Era (1898-1926) Payment of insurance benefits for deaths from wars, Spanish flu and Great Kanto Earthquake Increased awareness of the importance of life insurance Main products were changed from Whole Life Insurance to Endowment Insurance. The first life insurance company, Meiji Life, was set up in 1881, followed by the setting up of Teikoku Life in 1888 and Nippon Life in 1889. Many people started life insurance business following with the expansion of market, but most of them did not run its business in a statistical basis The Insurance Business Act was promulgated in 1900. This led to enhance the supervisory system, and many companies suspended their business The first mutual life insurance company, Daiichi Life, was set up in 1902. The government started to operate the postal life insurance business in 1916 in order to provide insurance coverage to low income people. (2) Early Showa Era (1926-1945) Endowment still remained popular as a main product. Main distribution channel had been initially agencies operated by persons of influence in local communities, but changed to tied sales agents. This caused intensifying sales competition and failure of small and medium sized life insurers. Major 5 life insurers (Nippon, Meiji, Teikoku, Daiichi and Chiyoda) began to have powers in the industry. The outbreak of WWII placed significant practical burdens on life insurers on a war footing. The defeat in war led to loss of assets abroad and sharp decrease in the value of securities held, which had devastating impacts on the asset position of life insurers. Besides, life insurers faced the need to make benefit payments for war deaths, the decrease of premium income due to low sales of new insurance contracts and the increase of operating costs due to inflation. Life insurers faced a critical situation for its business operation.

III History of Life Insurance Industry in Japan 2. The Growth of Japanese Life Insurance Industry in the Postwar Period (1) During the Postwar Economic Reconstruction (1945-1958) 34 The amount of policies in force had recovered in 1958 to the level of that before the WWII. With the progress of industrialization, the number of employees were increased and the welfare system of companies was developed. The need for group term life insurance was growing. In 1946, Financial Institutions Reconstruction and Readjustment Act was promulgated, which required life insurers to separate their insurance accounts into new and old accounts. Under the Act, life insurers conducted the reconstruction and readjustment procedures under its new accounts. Several stock insurance companies converted to mutual companies. The number of mutual life insurers increased to 16 companies. In 1946, monthly premium payment method, which had been initially allowed only to postal life insurance, was also allowed to private life insurance products offered by private life insurers. In 1947, The Month of Life Insurance was set to conduct promotion campaign for life insurance every November. * The Month of Life Insurance: Upon the proposal by J.P. Royston, the Insurance Commissioner of GHQ, the board meeting of passed the resolution to designate November as the Month of Life Insurance for the promotion of life insurance in September 1947. Since 1947, the promotion campaign for life insurance has been conducted every November as the industrial annual event, playing a key role to enhance penetration of life insurance. In 1948, the Act pertaining to regulation on insurance solicitation was promulgated. (Intensifying sales competition Need for the regulation to prevent illegal insurance solicitation) Life insurers started to employ many women as tied sales agents who conduct insurance solicitation and collection of premiums in their assigned areas.

III History of Life Insurance Industry in Japan 35 2. The Growth of Japanese Life Insurance Industry in the Postwar Period (continued) (2) Postwar High-Growth Era (1958-1988) The collapse of the traditional large family structure (population concentration into urban areas and trend toward nuclear families), the low employment rate of women The necessity for death coverage was widely getting to be acknowledged. The economic growth in Japan Increase in disposable income The society where all Japanese are middle class Increase in number of people who feel need for insurance coverage The success in door-to-door insurance solicitation by utilizing female workforce In 1955, endowment insurance with term rider was launched and became a main product. From the 1980s, whole life insurance with term rider became a main product. In the late 1980s, insurance products with savings element became popular in the context of high yielding. Until the mid-1990s, the insurance industry continued its growth during the high economic growth in Japan. The relaxation of regulations (such as liberalization of dividend to policyholders, approval of management of assets abroad) was promoted. Mass hiring and mass turn-over of tied sales agents came to be acknowledged as a big problem. In 1976, the three-year improvement program for the recruitment of sales agents was developed. In the 1980s, significant amount of unrealized profits was generated by the rise in land prices and stock prices. This led to the increase in expected interest rates and the payment of high dividends.

III History of Life Insurance Industry in Japan 36 The Month of Life Insurance The designated November as the month of life insurance and organized campaign activities. Member companies follow this activities and made a lot of efforts on their insurance sales in this month. The put a huge budget on this activities, making advertisement through the newspaper, radio, and TV to penetrate life insurance for people and call for the importance of life insurance. The Japan Institute of Life Insurance (JILI) was established in 1976, and the JILI took the promotion. National gate ball cup Slogan contest Essay contest (Life Insurance & Me) 1947- The designated November as the month of life insurance and organized campaign activities 1957- The budget increased year by year (not only for the event ), and the heavily focused on the following theme for the PR activities; Essence, function, mechanism of life insurance Social mission of life insurance, position of life insurance in financial service industry Develop leaflets to inform life insurance taxation system Develop the brochure of instructors (people s life and life insurance) Newspaper ad, magazine ad, develop poster, leaflets and banner TV and radio ad Conduct market survey Make the movie for advertisement Commendation of excellent staff Various sorts of activities had taken The continuously conducted activities for the month of life insurance, but the budget had kept decreasing year by year. The activity was ended in 2004. Enhancement of PR activities for the present days as the industry Exchange views with consumer administrative and consumer groups (from 1996) Take measures on the promotion of life insurers disclosure Advertisement on the position statement Japan Institute of Life Insurance (established in 1976) Promote PR activities from the long-term point of view as independent organization Research on awareness and the state of preparations for life security Hold symposiums Develop brochure for consumers Develop teaching materials for school, hold an essay contest for junior high school students Take measures for the promotion of life insurers disclosure Advertisement to promote accurate information of life insurance

III History of Life Insurance Industry in Japan 37 Changes in Product Portfolio (the number of new policies) Endowment Term Whole Life Medical Annuties Others 100% 90% 80% 70% 60% 50% 40% 30% 20% 10% 0% 11.38 9.80 12.37 16.89 20.99 18.64 0.77 4.30 0.10 21.87 1.62 1.78 5.13 1.28 0.42 35.47 1.23 1.57 8.61 3.86 7.70 1.49 5.51 17.69 10.53 87.00 81.81 83.35 12.24 77.78 79.36 73.79 47.00 36.64 18.91 13.25 11.78 8.95 6.98 10.17 10.05 7.97 13.50 9.44 14.36 13.58 21.16 12.32 33.30 33.63 14.71 35.43 23.00 22.45 31.53 27.75 24.49 23.02 12.67 24.55 17.73 9.29 13.84 14.52 17.68 12.51 9.83 4.58 12.63 8.42 1950 1955 1960 1965 1970 1975 1980 1985 1990 1995 2000 2005 2010 2014 Source: The Life Insurance Association of Japan

III History of Life Insurance Industry in Japan Total Assets and Portfolio Yields Changes in Total Assets 38 400,000 350,000 300,000 250,000 200,000 150,000 100,000 50,000 0 Total Assets: 367 Trillion Yen (%) Other Foreign Securities, 2.62 Foreign Stocks, 1.67 Foreign Corporate Bonds, 9.20 Foreign Government Bonds, 6.46 5,855 12,893 Tangible Fixed Assets, 1.72 (As of the end of March 2015) Others, 9.54 Policy Loans, 0.84 Financial Loans, 9.19 Stocks, 6.18 26,258 Cash & Deposits, 1.53 Corporate Bonds, 6.77 JGB, 40.51 53,871 131,619 Local Government Bonds, 3.78 187,492 191,731 Portfolio Yields by Type of Assets Bonds (As of the end of March 2015) Domestic Stocks 209,879 Foreign Securities Financial Loans 320,691 Real Estate 367,255 1970 1975 1980 1985 1990 1995 2000 2005 2010 2014 Genera l Account Assets 2010 1.86 1.25 2.06 1.98 2.52 1.79 2011 1.91 1.56 2.91 1.94 2.27 1.92 2012 2.00 0.61 5.25 2.18 2.35 2.36 2013 1.95 5.14 4.60 2.15 2.43 2.40 2014 1.88 5.31 5.50 2.28 2.50 2.58 Source: The Life Insurance Association of Japan

III History of Life Insurance Industry in Japan 39 Changes in Asset Management Portfolio Cash/Deposits & Call Loans Government Bonds Corporate Bonds Stocks Foreign Securities Policy Loans Financial Loans Tangible Fixed Assets Others 100% 90% 80% 70% 60% 50% 40% 30% 20% 10% 0% 2.07 0.71 1.10 7.98 8.81 6.28 10.00 17.50 21.20 55.48 54.06 60.39 8.98 28.79 5.92 8.86 7.04 7.74 9.64 8.54 5.46 4.26 2.09 1.72 35.46 23.55 12.61 19.95 14.26 2.53 11.43 5.06 6.18 2.45 7.88 6.77 13.07 15.37 4.26 7.56 2.55 9.29 6.72 17.21 21.97 45.00 44.28 22.69 20.49 19.56 3.99 5.42 4.36 5.19 1.00 1.46 6.20 2.54 1.61 2.51 5.35 2.39 2.53 1950 1960 1970 1980 1990 2000 2010 2014 1.08 9.19 0.84 Source: The Life Insurance Association of Japan

III History of Life Insurance Industry in Japan 3. After the Collapse of Bubble Economy (1989-2005) 40 Little growth in income Need for cutting down household expenses cancellation of insurance contracts or downsizing the coverage Trend to choose to remain single or postpone marriage Aging society with a declining birthrate Declining the need for death coverage The amount of contracts started to decrease after reaching its peak in the mid-1990s. Significant damage was caused in asset management due to the decrease in stock prices, the increase of bad loans, and continued extremely low interest rates. Negative spread where the actual investment returns fall below the expected interest rates, pressed the business management of life insurers. In 1996, the Insurance Business Act was fully revised (such as allowing mutual business entries by life and non-life insurers through subsidiaries, maintaining the financial soundness of insurers, and introducing policyholders protection funds). Reduction in dividend rate, raise in premium amount 7 life insurers failed during 1997-2001. Development of bankruptcy resolution system, and review of systems to maintain the financial soundness of insurers.

III History of Life Insurance Industry in Japan 41 Financial crisis in the 1990s (Y billion) Negative spread* Changes in economic situation The Japanese economy maintained favorable growth until 1989 mainly due to the expanding domestic consumption. However, stock prices and land prices plunged after peaking in 1989. Maintain low interest rate policy for a long time for monetary relaxation Impacts on the life insurance industry The amount of both new business and business in force declined affected by the economic downturn Lower investment yields caused large negative spread Financial condition deteriorated due to falling stock prices The ratio of stocks in insurers portfolios was 22% in 1990 (Y) 45000 40000 35000 30000 25000 20000 15000 10000 5000 0 Stock Price 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 600 400 200-800 -952.3-949.3-897.5-806.8-739.8-1,000 (Note) Total of major 4 companies (Nippon, Dai-ichi, Meiji Yasuda, Sumitomo) *Loss due to real portfolio yield rate fell below the expected interest rate (%) 9 8 7 6 5 4 3 2 1 0 0-200 -400-600 -135.5-196.0-107.5-286.7-276.8-37.7-292.5-550.0 Interest rate (10yr JGB) 246.3 436.5 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 Source: Bank of Japan, Financial Service Agency

III History of Life Insurance Industry in Japan Annual Premium Payment per Household 42 (thousand yen) 12.0% Proportion of annual premium to total annual income 800 10.0% 8.0% 700 600 500 6.0% 400 4.0% 2.0% 0.0% Annual premium 1979 1982 1985 1988 1991 1994 1997 2000 2003 2006 2009 2012 2015 300 200 100 0 Source: Japan Institute of Life Insurance: Consumer Survey

III History of Life Insurance Industry in Japan Bankruptcy cases of life insurers 43 Nissan Life Toho Life Daihyaku Life Taisho Life Chiyoda Life Kyoei Life Tokyo Life Yamato Life Procedure Administrative Administrative Administrative Administrative Judicial Judicial Judicial Judicial Excess liabilities (a)-(b) Approx. 302.9 (April 1997) Approx.650 (June 1999) Approx. 317.7 (May 2000) Approx. 36.5 (August 2000) Approx. 595 (October 13, 2000) Approx. 689.5 (October 23, 2000) Approx. 73.1 (March 31, 2001) Approx. 64.3 (October 17, 2008) Asset (a) (billion yen) Liability(b) (billion yen) 1,822.7 2,190 1,300 154.5 2,233 3,725 690 194.9 2,125.6 2,840 1,617.6 191 2,828 4,414.5 763.2 259.2 Relief Insurance Company Aoba Life (Prudential Life) GE Edison Life (Gibraltar Life) Manulife Life Azami Life (PGF Life) AIG Star Life (Gibraltar Life) Gibraltar Life T&D Financial Life Prudential Financial Japan Life (PGF Life) Aid amount by LIPPCJ (billion yen) 200 366.3 145 26.7 0 0 0 27.8 Changes in Policy Reduction of policy reserve No reduction 10% 10% 10% 10% 8% No reduction 10% (additional reduction for high-interest policy) Post-reduction expected interest rate 2.75% 1.5% 1.0% 1.0% 1.5% 1.75% 2.6% 1.0% Date of Resolution October 1, 1997 Transfer of contract March 1, 2000 Transfer of contract April 2, 2001 Transfer of contract March 31, 2001 Transfer of contract April 20, 2001 Conversion to a stock company (Restart business) April 3, 2001 Restart business October 19, 2001 Conversion to a stock company (Restart business) June 1, 2009 Restart business

III History of Life Insurance Industry in Japan 44 Efforts of Industry a) Accumulating Internal Reserves Yen Trillion 8 7 6 5 4 3 2 1 0 Internal Reserves (Total of major 4 companies) Absorbed impacts of the Lehman Shock *Internal Reserves: Total Capital + Capital Reserves + Price Fluctuation Reserves + Accumulated Fund for Price Fluctuation + Risk Reserves + Contingency Reserves Internal reserves was accumulated from 3 trillion to 7 trillion. (Note) Revision in Distribution Regulation: In accordance with the partial amendments to Ordinance for Enforcement of Insurance Business Act in 2002, the bottom limit of the distribution rate of surplus to policy dividends was brought down from 80% to 20% in order to secure adequate internal reserves in 2002. b) Stock Holding Source: disclosure of each company Trends in Amount and Ratio of Bonds and Stocks Total assets and stock holding 1990 2001 2014 Total assets 131.6 184.4 350.6 Stocks 28.9(21.9%) 24.7 (13.4%) 18 (5.1%) Cutting down trillion (Excluding JP Insurance) Source: The Life Insurance Association of Japan (billion yen) 140,000 120,000 100,000 80,000 60,000 40,000 20,000 0 Bonds Stocks Ratio of bonds to total assets Ratio of stocks to total assets 1991 1993 1995 1997 1999 2001 2003 2005 2007 2009 2011 2013 (%) 60.0 50.0 40.0 30.0 20.0 10.0 0.0

III History of Life Insurance Industry in Japan c) Duration of Bonds Breakdown of JGB by time of maturity (Total of major 4 companies) 2000 2013 Below 10yr to maturity 88.3% 29.1% Over 10yr to maturity 11.7% 70.9% Based upon disclosure of each company 45 d) Expected interest rate of new sales product (%) 9 8 7 6 5 4 3 2 1 0 1985-1993: 5.5% 1996-1998: 2.75% 2001-2012: 1.5% 2013-: 1.0% 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 e) Reduction of operating expense ratio to total premium income (%) 19.00 18.00 17.00 16.00 15.00 14.00 13.00 12.00 11.00 10.00 Expected interest rate Portfolio Yield of General Account Assets f) Accumulation of additional policy reserves In order to ensure further financial soundness and dissolve negative spread, some insurers started to accumulate additional policy reserves g) Changes in sales products Source: FSA, Shifted from saving type products (such as whole life insurance & endowment ) to protection type products (such as medical insurance). Started sales of adjustable interest funding life insurance

III History of Life Insurance Industry in Japan 46 Average Life Expectancy 95 90 85 80 75 Male Female 78.76 74.66 81.9 75.92 84.6 77.72 86.39 79.64 87.65 80.93 88.68 81.95 89.55 82.82 90.29 83.55 90.93 84.19 70 70.19 69.31 73.35 Estimated 65 65.32 60 1960 1970 1980 1990 2000 2010 2020 2030 2040 2050 2060 Source: Ministry of Health, Labour and Welfare; Ministry of Internal Affairs and Communications

III History of Life Insurance Industry in Japan 47 Resolution scheme Bankruptcy of life insurers Administrative procedure based on the Insurance Business Act (FSA) - Management order - Appointment of insurance administrator Judicial procedure based on Rehabilitation Law (courts) (since 2000) - Commencement of rehabilitation procedure - Appointment of rehabilitation trustee Types of relief Transfer of insurance contracts to a relief company Merger with a relief company Acquisition of stocks by a relief company Transfer of policies to PPCJ or subsidiaries Measures for resolution General debts reduction Policy reserves reduction Expected interest rate reduction Early surrender charge Policyholder Protection Corporation of Japan Functions Guarantee Coverage Financial Aid Representation of policyholders in rehabilitation procedures Preparation of a list of policyholders Exercise of voting rights 90% of policy reserve (in principle)

III History of Life Insurance Industry in Japan 48 <Policyholder Protection Scheme> <When a relief company exists> Insolvent insurance company PPCJ Transfer of insurance contracts, merger or stock acquisition Financial aid Relief insurance company <When a relief company does not exist> 1. Transfer of contracts to a bridge insurance company 2. Contracts undertaken directly by the PPCJ Insolvent insurance company PPCJ Insolvent insurance company PPCJ Transfer of contracts Investment in stocks (more than 50%) Transfer of contracts Bridge insurance company

III History of Life Insurance Industry in Japan 49 <Funding scheme> The size of protection funds based on the assumption of few bankruptcies in a decade Contribution Contribution of life insurers (per year): Y33 billion The amount is allocated to each member based on policy reserves and premium incomes Financial resources: Y400 billion Designed as pre-funded regime; however, post-funded in practice because of several bankruptcies in the early stage Loan and government assistance When the amount of financial aid exceeds its financial resources Borrow money from financial institutions (debt cap: Y460 billion) government guarantee is available The government subsidy is available if the amount of financial aid exceeds the debt cap extended until the end of March 2017

IV The Life Insurance Association of Japan

IV The Life Insurance Association of Japan 51 1. Overview of Name The Life Insurance Association of Japan () Foundation The was incorporated on 7 December 1908 Member Company Board Member Number of offices Purpose Main Activities 41 Companies (as of November 2015) The consists of all life insurance companies which are licensed under the Insurance Business Law. (Enrollment is not obligated by the law.) Representatives of life insurance companies and the association s full-time executives 54 offices The main office in Tokyo and 53 branch offices in all the prefectures. To promote the sound development of the life insurance industry in Japan, to maintain its liability, and thereby to contribute to improving quality of national life. Representing the opinions of life insurance industry Conducting research and taking statistics Development of voluntary guidelines Education Public relations Social contribution Consultation and Alternative Dispute Resolution Operating Life Insurance Network Center

IV The Life Insurance Association of Japan 52 <History> Year Item 1898 The Forum of Japanese Life Insurers was founded. 1905 The Forum of Japanese Life Insurers was reorganized into the Association of Japanese Life Insurers. 1908 The Association of Japanese Life Insurers was authorized as an incorporated association. 1942 The Life Insurance Control Association was founded. The Association of Japanese Life Insurers was renamed the Life Insurance Network, and most of its operations were transferred to the Life Insurance Control Association. 1945 The Life Insurance Council of Japan was founded to take over the operations of the Control Association after it was dissolved. The Life Insurance Network was renamed the Life Insurance Association of Japan (). All the operations of the Life Insurance Network were transferred to the. 2008 The marked the 100th anniversary since its foundation. 2014 The made a transition from an incorporated association to a general incorporated association.

IV The Life Insurance Association of Japan 53 Organization Chart: General Meeting Auditors Board of Directors Committees Local Committees Association Secretariat General Affairs Dept. Public Relations Dept. Administration & Education Dept. Planning Dept. Life Insurance Consultation Center Arbitration Advisory Committee Arbitration Council Research Dept. Joint System Office Life Insurance Consultation Office International Dept. Local Offices (53 Districts)

IV The Life Insurance Association of Japan 54 <Organization of Association> There are seven committees under the Board of Directors because the wide range of technical issues including solicitation and conclusion of insurance contract, maintenance and insurance payment, asset management and accounting are required to be discussed. Each committee is looking into its technical issues. The committees consist of representative from all member companies since the committees deal with the issues related to the entire industry. Current Issue Committee Agency Management & Educational Committee Financial Management Committee Group Pension and Insurance Committee Information Systems Committee Working Committee on Planning Working Committee on Agency Management Working Committee on Financial Management Working Committee on Group Pension Insurance Working Committee on Information Systems Working Committee on Legal Affairs Working Committee on Education Working Committee on Group Insurance Working Committee on General Affairs Working Committee on PR Operation Management Committee Working Committee on insurance for supporter of M&PHD Accounting Committee Working Committee on Accounting Actuarial Working Committee Working Committee on Underwriting Working Committee on Contract Maintenance Working Committee on Insurance Payout Working Committee on Medical Affairs

IV The Life Insurance Association of Japan 55 2. Role of (1) Research and study of theories and practices relating to life insurance a. Research on taxation and consumer protection measures relating to insurance b. Research on insurance regulations and supervisions of other countries in order to enhance the infrastructure of life insurance industry in Japan c. Research on matters of laws and accounting relating to life insurance business (2) Representing the Opinions of Life Insurance Industry a. Policy recommendation on tax breaks relating to life insurance contracts and for fulfillment of regulatory reform requests b. Representing the opinions on act amendments proposed by FSA and relevant ministries c. Representing the opinions and submitting recommendations to international organizations such as IAIS d. Representing the opinions on deliberations and exposure drafts of IASB

IV The Life Insurance Association of Japan 56 (3) Developing voluntary guideline In order to fulfil social responsibilities and business roles, the has defined a code of conduct for life insurance companies and their management/employees to follow and provides voluntary guidelines for practical handling and points to consider, to be reflected in their operations. <List of voluntary guideline> For appropriate representation of life insurance products Guidelines for Appropriate Representation of Life Insurance Products Guidelines for System related to Reviewing Materials for Soliciting Life Insurance Products For appropriate insurance payouts Guidelines for Appropriate Insurance Payout Procedures Guidelines for Advising Customers on How to File a Claim Guidelines for Developing Medical Certificates Guidelines for Insurance Claim Procedures on Great East Japan Earthquake For appropriate solicitation Guidelines for Policy Overview Guidelines for Warming Information Guidelines for Pre-contact Documentation Guidelines for the Sales of Life Insurance with Market Risks Guidelines for Obtaining Faithful Disclosure from Customers Guidelines for Appropriate Application or Underwriting of Life Insurance Policies Targeting Minors as the Insured For serving the Elderly Guidelines for Life Insurance Services for the Elderly For personal information protection Procedural Guidelines for Personal Information Protection in the Life Insurance Business Practical Guideline for Life Insurers Security Control Measures to Secure Personal Data Protection

IV The Life Insurance Association of Japan 57 (4) Life Insurance Consultation Center The was designated by the FSA as a designated dispute resolution body based on the Insurance Business Act, and therefore handles complaints and resolves disputes related to life insurance business and foreign life insurance business. In order to conduct those activities, the Life Insurance Consultation Center was established within the. The Center and its offices provide consultation and receive inquiries or complaints from policyholders or consumers. *Financial ADR system: Alternative conflict resolution procedures in financial sectors. The competent authority shall appoint the dispute resolution organization based on the law (came into force in October 2010) 1) Appropriate Handling of Inquiries and Complaints In the Life Insurance Consultation Center, expert consultants deal with inquiries and complaints from a neutral position. When the Center receives a request to resolve a complaint, it strives to reach an early settlement such as by making requests for a settlement and by mediating settlements with the life insurers involved. <Number of inquiries and complaints> 25,000 (FY) 20,000 15,000 10,000 5,000 0 6,898 4,362 8,908 10,148 7,616 6,458 7,076 6,623 5,697 5,463 5,186 12,966 14,256 11,110 9,989 10,100 8,156 9,593 7,844 7,437 6,083 6,067 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 General Inquiries Compaints

IV The Life Insurance Association of Japan 58 2) Operation of Arbitration Council When a customer files a complaint with the Center, the Center arranges the negotiation between the life insurer involved and the customer to reach a settlement. In principle, if they cannot reach a settlement within one month, the Center convenes the Arbitration Council to resolve the dispute. The Arbitration Council consists of 10 members (4 lawyers, 4 consumer advisors and 2 staff of the Life Insurance Consultation Center) and strives to achieve an appropriate resolution of the dispute. <Number of Filings for Procedures of the Arbitration Council> FY 2009 2010 2011 2012 2013 2014 Number 122 172 260 208 202 194

IV The Life Insurance Association of Japan 59 (5) Common-to-Industry Educational System for Life Insurance Solicitors Under the laws and regulations, tied sales agents and sales representatives at agencies need to be registered with the FSA to sell life insurance products as life insurance solicitors. The administers the General Course Exam to check the knowledge, quality and capacity of examinees required for their registration. The also operates the examination system for the Professional Course, Advanced Professional Course and College Course in order to better meet policyholders needs. In addition, the administers the Variable Life Insurance Sales Qualification Course Exam for insurance solicitors to sell variable life insurance/annuities. Orientation 1 Minimum: 1 day at a branch or other office of an insurer/ agency - Employment - Pre-registration Training Minim. 30 subjects for 8 days, 32 hours Initial 3-month Training Period (In total 45 subjects for 15 days, 60 hours) General Course Exam After passing the exam Registration as Agent with each Regional Finance Bureau 2 Post-registration Training Period Minim. 15 subjects for 7 days, 28 hours OJT (on the job training) for 1 month Trainings and Exams after being employed 3 1st Year 2nd Year 3rd Year Professional Course Exam After training for 2 days,10 hours or more After passing Advanced Professional Course Exam After passing College Course Exam (In total 6 subjects) Note: Variable Life Insurance Sales Qualification Exam After training for 2 days, 10 hours or more After passing Registration with the 2 1. In the case of agencies, they will hold a briefing session for business consignment before pre-registration training starts. 2. The registration after passing the General Course Exam will be made at each examinee s Regional Finance Bureau, while the registration after passing the Variable Life Insurance Sales Qualification Exam will be made at the. 3. This is a suggested sample training schedule to acquire sales skills in three years.