International Association for the Study of Insurance Economics Études et Dossiers Extract from Études et Dossiers No. 342 KIDI International Conference 2007 New Risk Management Environment and Strategy Seoul, 6 September 2007 & Montepaschi Vita Annual Forum 2007 Insurers and Banks: Complementarity and Competition Rome, 12 October 2007 March 2008 Working Paper Series of The Geneva Association Association Internationale pour l'etude de l'economie de l'assurance The Geneva Association - General Secretariat - 53, route de Malagnou - CH-1208 Geneva Tel.: +41-22-707 66 00 - Fax: +41-22-736 75 36 - secretariat@genevaassociation.org - www.genevaassociation.org
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The Paradigms of the Value - Insurance Companies and Banks: Complementariness and Competition. How to Produce the Highest Value from the Cooperation Between Banks and Insurance Companies Fausto Marchionni 1 EVOLUTION OF THE INSURANCE OFFER (1/3) NON-LIFE MARKET DISTRIBUTION CHANNELS ANALYSIS IN THE RANGE 2002- Data source: ANIA 80,0 60,0 40,0 20,0-2002 2003 2004 MARKET SHARE % Agents Broker (*) Direct selling Bank branches Financial Advisors CHANNELS 2002 2003 MARKET SHARE % 2004 AVERAGE 2002- Agents 86,1 85,2 85,3 84,5 84,2 85,1 Broker (*) 7,5 7,5 7,6 7,7 7,5 7,6 Direct selling 5,3 6,0 6,0 6,2 6,6 6,0 of which internet and call selling 1,5 2,2 2,4 2,6 2,7 2,3 Bank branches 1,0 1,2 1,0 1,5 1,7 1,3 Financial advisors TOTAL Total Gross Premiums 32.918 34.950 26.267 37.253 38.178 2 6-1
EVOLUTION OF THE INSURANCE OFFER (2/3) LIFE MARKET ANALYSIS OF THE DISTRIBUTION CHANNELS IN THE RANGE 2002- Data source: ANIA 70,0 60,0 50,0 40,0 30,0 20,0 10,0-2002 2003 2004 MARKET SHARE % Bank branches Agents Direct selling Financial Advisors Broker CANALI 2002 2003 MARKET SHARE % 2004 AVARAGE 2002- Bank branches 56,3 58,9 58,6 60,6 59,0 58,7 Agents 19,6 18,3 18,6 18,2 19,9 18,9 Direct selling 8,9 10,9 12,6 12,4 11,7 11,3 Financial Advisors 14,3 11,2 9,5 7,6 8,5 10,2 Broker 0,9 0,7 0,7 1,2 0,9 0,9 TOTAL Total Gross Premiums 55.294 62.780 65.627 73.471 69.378 3 EVOLUTION OF THE INSURANCE OFFER (3/3) INCREASE OF THE PERCENTAGE OF THE FINANCIAL ACTIVITIES INVESTED IN PRODUCTS WITH GROWING FINANCIAL COMPONENT MORE INTEREST IN INVESTMENT FUNDS AND SHARES ANSWER BY THE INSURANCE COMPANY SHIFT FROM THE OFFER OF COVER PRODUCTS TO THE OFFER OF INVESTMENT AND SAVING PRODUCTS 4 6-2
INSURANCE PRODUCTS PORTFOLIO: TREND 1987-2007 (Values %) (possesso personale escluse polizze aziendali) Source: Eurisko Prometeia March 2007 (Osservatorio sui risparmi delle famiglie) 5 A NEW OPPORTUNITY TO TAKE: SUPPLEMENTARY ALLOWANCE Penetration of Retirement Products (Premiums/GDP) Holland Switzerland UK Spain France Belgium Germany 124,9% 117,4% 7% 9,1% 5,8% 4,2% 3,9% Italy 2,8% Deep gap with respect to the main European countries that could be covered also with the enforcement of the reform on the supplementary allowance 6 6-3
MAIN LIFE BANCASSURANCE AGREEMENTS IN ITALY Bank Group Insurance Vehicles Insurance Partner (1) Premiums ( mln) MKT Share - Life Branches Eurizon Vita Veicolo dedicato 3.716 5,4% 3.286 Intesa Vita Generali (5) 6.103 8,8% 2.240 CreditRas Vita Ras (5) 4.170 6, 2.992 Aviva Aviva Italia Holding (51%) 1.964 2,8% 2.742 Cnp Capitalia Cnp (57,5%) 2.331 3,4% 2.001 BPV Vita 720 1, 792 (2) Fondiaria-Sai (5) Novara Vita 889 1,3% 418 Eurovita Assicurazioni (3) Aviva (4) Aviva Previdenza Aviva (5) (4) 792 1,1% 570 Unipol 218 0,3% 403 Aviva Vita Aviva (5) 755 1,1% 1.182 UBI Vita Veicolo dedicato 325 0,5% 1.182 Lombarda Vita Cattolica Ass (50,01%) 1.376 2, 811 MPS Vita Axa (5) 1.777 2,6% 1.608 Quadrifoglio Vita Unipol (5) 838 1,2% 295 Arca Vita (5) Consorzio 603 0,9% 1.181 Bipiemme Vita Fondiaria-Sai (51%) 757 1,1% 711 Antonveneta Vita Lloyd Adriatico (5) 888 1,3% 1.009 BNL Vita Unipol (5) 3.148 4,5% 727 Po Vita Fondiaria-Sai (5) 932 1,3% 665 Centro Vita Cardif (49%) 631 0,9% 553 Berica Vita Cattolica Ass (5) 225 0,3% 528 Vicenza Life Cattolica Ass (5) 212 0,3% (1) Italian GAAP. The premiums do not take into account the production of San Paolo Life (Eurizon Vita), Fineco Life (Cnp Capitalia) and MPS Life (MPS Vita) (2) The new Gruppo Banco Popolare signed an agreement with Fondiaria-Sai for the sole right of bancassurance on: ex-bpvn network as from January 2008; on ex-reti Bancarie (BPI) network as from May 2009; on the remaining part of ex-bpi network as from January 2010 (3) Share of indirect holding; Aviva controls 5 of Finoa, which owns 8 of Eurovita Previdenza (4) Distribution agreement between Aurora Assicurazioni (Unipol) and Reti Bancarie (BPI) (5) Cooperative company whose some of the main shareholders are BPER, BP Sondrio and Meliorbanca Source: ANIA-Companies balance sheets at 31/12/ 7 LIFE BANCASSURANCE OF FONDIARIA SAI GROUP AGREEMENT WITH BANCA POPOLARE DI MILANO AGREEMENT WITH CARIPARMA & PIACENZA AGREEMENT WITH BANCA POPOLARE NOVARA 51% 49% 5 5 5 5 Contribution Products development Training and netwok assistance Actuarial services and Risk Management (Health) claims handling Contribution Distribution network Technical reserves management Portfolio management and BPM Vita liquidity On the 27 December, Fondiaria-Sai and Cassa di Risparmio di Parma & Piacenza (Credit Agricole Group) announced the signature of an agreement that extends the bancassurance distribution agreement for at least further 12 months Fondiaria-Sai and Banco Popolare have extended the agreement with Novara Vita all through 2007 Banco Popolare and Fondiaria-Sai signed an agreement on the 31 st may 2007 for the development of an exclusive strategic partnership in the bancassurance activity of Banco Popolare in Life business and Social Security Business data Data in million (Italian GAAP) Gross Premiums Technical reserves 627 3.255 757 3.499 Increase % +7% +4 Business Data Data in million (italian GAAP) Gross Premiums Technicla reserves 665 2.893 932 3.558 Increase% +23% +4 Business Data Data in million (italian GAAP) Gross Premiums Technicla reserves 683 2.767 889 2.947 Increase% +7% +3 8 6-4
NON-LIFE BANCASSURANCE IN EUROPE National bancassurance market in non-life class premiums FROM NOTHING IN 1990 TO A REAL CHANNEL IN RATINGS 9% 5-9% 1-4% 11% 2% 2% Bancassurance market share 8% 1% 2% 1 1 1 6% 7% 9% 2% 5% 0,3% 1 6% 1,7% 2 1 Data source: Danmark, Finland, Greece, Norway, Sweden, Switzland and Germany (Giornale delle Assicurazioni sept. 06). Italy data ANIA-Annual report 2007. Remaining EEC countries (August 2008) 9 MAIN NON-LIFE BANCASSURANCE AGREEMENTS IN ITALY Gruppo Bancario Veicolo assicurativo Partner assicurativo Premi ( mln) MKT Share - Vita Sportelli (1) EurizonTutela Veicolo dedicato 99 0,3% 2.968 (2) CreditRas Assicurazioni Allianz (5) 85 0,2% 2.992 Capitalia Assicurazioni Fondiaria SAI (5 ) 38 % 2.001 Novara Assicura Aviva 2 0, 418 UBI Assicurazioni Veicolo dedicato 250 0,6% 1.182 (3) Mps Assicurazioni Danni Axa 65 0,2% 2.053 Fondiaria SAI n.a. n.a. 711 Arca Assicurazioni Veicolo dedicato 76 0,2% 1.181 Antonveneta Assicurazioni Lloyd Adriatico (5) 38 0, 1.009 ABC Assicura Cattolica (5 ) 2 0, 528 Carige Assicurazioni Veicolo dedicato 565 0,5% 512 Credem assicurazioni Assurances Mutuelles de 24 % 447 France A.M. (5 ) (1) Sanpaolo Group branches, after Cassa dei Risparmi di Forlì e della Romagna branches (2) Distribution agreement on Unicredit Banca S.p.A., Unicredit Banca per l Impresa S.p.A. and Unicredit Private Banking branches, (3) The number of branches includes, besides those of MPS Group, the branches of Banca Monte Parma and Banca Popolare di Spoleto, banks outside the Group Source: ANIA, Companies balance sheets at 31/12/ (branches) 10 6-5
NON-LIFE BANCASSURANCE OF FONDIARIA SAI GROUP AGREEMENT WITH CAPITALIA AGREEMENT WITH BANCA POPOLARE DI MILANO 50 51% 49% 51% 49% NEWCO DISTRIBUTION AGREEMENT Contribution Claims settlement network Know-how Commercial support in nonlife class Outsurcing activities Contribution 4 bank network 1.821 branches 1.510 financial advisors 4 million customers The project of non-life bancassurance with BPM provides for the incorporation of a Newco that will be effective as from 1/1/08. The Newco, through ten-year lasting distribution agreements, will distribute non-life insurance products on BPM Group network. 11 BANCA SAI Banca Sai in Fondiaria Sai Group Business Model It was founded in 2001 with the registered office in Torino and it develops and promotes the sale of bank and handled saving products, achieving a concrete integration amoung insurance, financial and bank offer. Banca Sai controls 10 of Finitalia, a company that offers the Group s customers funding and insurance premiums division services. CHANNELS Banca Sai branch offices Financial representatives Group Agencies Online channel COMMERCIAL MODEL PRODUCTS Handled savings Bank products Fundings CUSTOMERS Gruppo Bancario Corporate/institutional Retail Small Business 10 10 10 SOME SYNTHESIS DATA 1.490 financial advisors Handled Mass 600 mil (of which 516 Sai AM) 158 mil supplied fundings 2.050 agencies with Finitalia mandate 12 6-6