Affinity and Partnership Marketing in UK Financial Services Series Prospectus January 2013 Web: www.finaccord.com. E-mail: info@finaccord.com 1
Prospectus contents Page Which titles have been published? What is the research? What methodology has been used? How does the sample break down? What is the difference between the unweighted and weighted analyses of partnerships? What is the structure of the reports? What are the key features of the research? How can the research be used? How can the PartnerBASE be used? Who can use the research? What are some of the key findings? What is the cost and format? How can the research be purchased? 3 4 5 6 7-8 9 10 11 12 13 14-16 17 18 Web: www.finaccord.com. E-mail: info@finaccord.com 2
Which titles have been published? Finaccord s Affinity and Partnership Marketing in UK Financial Services series extends to the following titles: Affinity and Partnership Marketing in UK Accident and Health Insurance Affinity and Partnership Marketing in UK Household and Home Emergency Insurance Affinity and Partnership Marketing in UK Life Insurance, Retirement Products and Financial Advice Affinity and Partnership Marketing in UK Motor and Breakdown Recovery Insurance Affinity and Partnership Marketing in UK Payment Cards and Consumer Finance Affinity and Partnership Marketing in UK Pet Insurance Affinity and Partnership Marketing in UK Travel Insurance Separate tables of contents are available for each of these studies on the relevant pages of the Finaccord website with this single marketing prospectus covering the entire series. In addition, a further report titled Affinity and Partnership Marketing in UK Commercial Non-Life Insurance is also available for which a separate report prospectus and table of contents can be obtained. Web: www.finaccord.com. E-mail: info@finaccord.com 3
What is the research? The Affinity and Partnership Marketing in UK Financial Services series provides unique insights and detailed intelligence into developments and opportunities in affinity and partnership marketing in financial services in the following broad and specific partner categories: not-for-profit affinity partners - charities; lifestyle organisations; professional associations; sports organisations; trade associations; trade unions; and universities; financial institutions - banks; building societies; credit and charge cards; credit unions; friendly societies; insurers; online aggregators and brokers; packaged accounts; and specialised lenders; commercial partners - airlines; automotive associations; automotive manufacturers; coalition loyalty schemes and frequent flyer programs; consumer product manufacturers; estate agency and property service firms; football and rugby clubs; internet, media and telecoms entities; online price comparison providers; retailers; travel companies; utilities; and the Post Office and other major brands (e.g. Saga, The Co-operative). Web: www.finaccord.com. E-mail: info@finaccord.com 4
What methodology has been used? The survey of 2,650 actual and potential affinity partners was carried out during the final quarter of 2012 and covers the vast majority of viable affinity distributors in the UK consumer financial services market. The research embraces the following information: for each affinity group or partner considered, whether it offers the financial product or service in question; if provided, whether the product or service is offered through one or more partnerships with external companies or in-house (including by means of a sister or subsidiary company); if provided through one or more partnerships with external companies, the identity of the partner(s) and the nature of the partnership(s). Web: www.finaccord.com. E-mail: info@finaccord.com 5
How does the sample break down? Commercial partners, 944 - of which 309 retailers, 243 travel companies, 80 internet, media and telecoms entities, 76 football and rugby clubs, 55 automotive manufacturers, 55 estate agency and property services firms, 43 utilities firms, 20 consumer product manufacturers, 20 online price comparison providers, 18 airlines, 12 coalition loyalty schemes and frequent flyer programs, eight automotive associations, four other major brands and the Post Office.. Not-for-profit affinity partners, 1,156 - of which 700 trade associations, 139 professional associations, 95 trade unions, 89 charities, 57 sports organisations, 45 universities and 31 lifestyle organisations. 550 financial partners of which 193 individual credit and charge cards, 70 insurers, 54 building societies, 54 specialised lenders, 48 banks, 40 online aggregators and brokers, 36 packaged accounts, 30 credit unions and 25 friendly societies. Web: www.finaccord.com. E-mail: info@finaccord.com 6
What is the difference between the unweighted and weighted analyses of partnerships? Finaccord's new series of studies on this subject incorporates a new analysis whereby it identifies not only the financial product providers with the most partnerships (overall, and within each category), but also computes 'weighted provider shares of partnerships' in order to highlight the providers that are likely to hold the most valuable relationships given the characteristics of their partners. Within affinity and partner categories (e.g. for banks in isolation), it does this by weighting partnerships in accordance with the UK traffic ranking for each organisation's website. Then, across all distributor categories combined, it also takes into account the approximate distribution share of the financial service in question of the category to which the organisations belong, as measured by Finaccord's Channel Metrics consumer research, and additionally incorporates the number of organisations in the category that offer the financial service in question so that the distribution share is divided across the number of active organisations. (The precise formulae and workings used can be obtained from Finaccord if needed.) An example of the impact of this approach, illustrating the differences that can emerge between the unweighted and weighted analyses of partnerships, is presented on the following slide. Web: www.finaccord.com. E-mail: info@finaccord.com 7
What is the difference between the unweighted and weighted analyses of partnerships? (cont.) Building societies offering household insurance Unweighted provider share of partnerships Equity Direct Broking, 4.8% other, 9.5% Weighted provider share of partnerships Gallagher Heath, 2.8% other, 2.7% RSA, 3.9% Legal & General, 7.1% RSA, 38.1% Aviva, 7.1% UK Insurance, 9.5% Gallagher Heath, 23.8% Source: Finaccord PartnerBASE UK Insurance dominates the weighted analysis because of its partnership with the Nationwide (and its subsidiary brands), by far the largest building society group in the UK. UK Insurance, 90.5% Web: www.finaccord.com. E-mail: info@finaccord.com 8
What is the structure of the reports? 0. Executive Summary: providing a concise evaluation of the principal findings of the report. 1. Introduction: offering rationale for the report, a detailed description of the methodology and associated definitions. 2. Market Overview: a bird s eye overview of the sector including provision rates by category of distributor for each product or service in scope plus analyses of both the unweighted and weighted share of partnerships of providers across all types of distributor combined. 3. Not-for-Profit Affinity Partners: a detailed investigation into the current status of partnerships for the product(s) and service(s) in question analysed separately (where relevant) for each of: charities; lifestyle organisations; professional associations; sports associations; trade associations; trade unions; and universities. 4. Financial Partners: as for chapter 3 but with separate analysis (where relevant) of: banks; building societies; credit and charge cards; credit unions; friendly societies; insurers; online aggregators and brokers; packaged accounts; and specialised lenders. 5. Commercial Partners: as for chapter 3 but with separate analysis (where relevant) of: airlines; automotive associations; automotive manufacturers; coalition loyalty schemes and frequent flyer programs; consumer product manufacturers; estate agency and property service firms; football and rugby clubs; internet, media and telecoms entities; online price comparison providers; retailers; travel companies; utilities; and the Post Office and other major brands (e.g. Saga, The Co-operative). Web: www.finaccord.com. E-mail: info@finaccord.com 9
What are the key features of the series? Key features of this series include: seven separate studies covering the following fields: accident and health insurance; household and home emergency insurance; life insurance, retirement products and financial advice; motor and breakdown recovery insurance; payment cards and consumer finance; pet insurance; and travel insurance; results drawn from the largest ever survey of 2,650 affinity and partnership marketing distributors for financial services in the UK; analyses of the share of partnerships of providers for each distributor category and across all categories combined on both an unweighted and weighted basis; accompanying PartnerBASE database with each report, providing a complete listing of all affinity and partnership marketing schemes in place, searchable by partner type, operating model and product provider. Web: www.finaccord.com. E-mail: info@finaccord.com 10
How can the research be used? You may be able to use this series of reports and the PartnerBASE databases that accompany it in one or more of the following ways: drill down into the detail lying behind affinity and partnership marketing schemes for the specific insurance and banking products in which you are interested; gain access to research that chronicles the vast majority of affinity and partnership marketing opportunities in UK financial services; understand not only which providers have secured the most partnerships but which are likely to hold the most valuable deals for each product or service; 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 armed with the best market and competitor intelligence available on this subject. Web: www.finaccord.com. E-mail: info@finaccord.com 11
How can the PartnerBASE be used? Filter by category Select operating model Organisation Type Product / service Offered? Operating model Partner(s) Magistrates Association Professional associations Life insurance Yes External IFA Parliament Hill / LifeSearch Manchester Credit Union Credit unions Life insurance Yes External underwriter CUNA Mutual Manning Stainton Estate agency and property Life insurance Yes External IFA Mortgage Advice Bureau Mansfield B.S. Building societies Financial advice Yes External IFA R A Cowen & Partners Market Harborough B.S. Building societies Financial advice Yes External IFA Skipton Financial Services Look up specific affinity partners Choose product / service Identify insurance partners Web: www.finaccord.com. E-mail: info@finaccord.com 12
Who can use the research? 1. Aggregators, brokers, IFAs and other intermediaries: affinity and partnership marketing schemes represent a growth opportunity in many of the financial services sectors considered as consumers migrate to alternative distribution interfaces and channels; 2. Banks and building societies: the report dealing with consumer finance and payment cards will be directly relevant while those focused on insurance will provide insights into where banks and building societies belong in the wider market for partnerships; 3. Insurance companies: understand the prospects for affinity and partnership marketing across each of the main lines of personal insurance and the extent to which partner organisations are opting increasingly for solutions based around intermediaries rather than the ultimate product providers; 4. Management consultancies: are you helping an organisation in any of the preceding categories with its distribution strategy? This research will help you to evaluate the options in affinity and partnership marketing, saving time and effort on researching the subject yourself. Web: www.finaccord.com. E-mail: info@finaccord.com 13
What are some of the key findings? 1) Across all 2,650 organisations researched, 342 (12.9%) were found to offer consumer finance (or other non-mortgage loans), mostly in conjunction with external finance providers or intermediaries % of all organisations offering product, and operating models used 100% 80% 60% 40% 20% Undisclosed Other Internal finance provider Captive finance provider Internal aggregator / broker External aggregator / broker Multiple external finance providers External finance provider 0% Source: Finaccord PartnerBASE Product offered Operating model (see legend) Web: www.finaccord.com. E-mail: info@finaccord.com 14
What are some of the key findings? (cont.) 2) Among the 80 internet, media and telecoms entities surveyed, initiatives are most in evidence for household and motor insurance but not present for either accident or home emergency cover Accident insurance At-retirement products Breakdown recovery insurance Consumer finance Credit cards Dental insurance Financial advice Health / hospital cash plans Home emergency insurance Household insurance Life insurance Motor insurance Personal / stakeholder pensions Pet insurance Prepaid cards Private medical insurance Travel insurance 0.0% 0.0% 5.0% 3.8% 3.8% 6.3% 8.8% 10.0% 10.0% 13.8% 13.8% 20.0% 20.0% 20.0% 22.5% 23.8% 23.8% Source: Finaccord PartnerBASE 0% 5% 10% 15% 20% 25% % of organisations offering product or service Web: www.finaccord.com. E-mail: info@finaccord.com 15
What are some of the key findings? (cont.) 3) When measured on an unweighted basis, RAC and the AA are found to hold an almost equal number of partnerships for breakdown recovery insurance across all distributor categories although the weighted analysis suggests that those of RAC are with larger organisations Unweighted provider share of partnerships Weighted provider share of partnerships other, 23.3% RAC, 17.6% other, 17.5% RAC, 22.8% Britannia Rescue, 3.4% Green Flag (UK Insurance), 4.2% Call Assist, 4.2% Mondial Assistance, 7.6% HMCA / Autohome Assistance, 10.3% Parliament Hill / First Call, 12.6% AA, 16.8% Call Assist, 3.4% Parliament Hill / First Call, 4.4% Comparison Creator (Auto Network UK), 6.7% AXA Assistance, 6.7% Mondial Assistance, 11.0% Green Flag (UK Insurance), 11.4% AA, 16.0% Source: Finaccord PartnerBASE Web: www.finaccord.com. E-mail: info@finaccord.com 16
What is the cost and format? Reports in the Affinity and Partnership Marketing in UK Financial Services series are available as standard Adobe Acrobat PDF documents and / or hard copies. The PartnerBASE databases that accompany them are in Microsoft Excel format. Costs for these studies are as follows: REPORT COST * Affinity and Partnership Marketing in UK Accident and Health Insurance Affinity and Partnership Marketing in UK Household and Home Emergency Insurance Affinity and Partnership Marketing in UK Life Insurance, Retirement Products and Financial Advice Affinity and Partnership Marketing in UK Motor and Breakdown Recovery Insurance Affinity and Partnership Marketing in UK Payment Cards and Consumer Finance Affinity and Partnership Marketing in UK Pet Insurance Affinity and Partnership Marketing in UK Travel Insurance 1,495 1,495 1,495 1,495 1,495 595 795 * For purchases of multiple reports in the UK Affinity and Partnership Marketing in UK Financial Services series, a discount scale is available: please contact Finaccord for further details. # VAT at the prevailing rate will be added to the basic price for UK-based buyers 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. Web: www.finaccord.com. E-mail: info@finaccord.com 17
How can the research be purchased? Simple. Just go to the relevant area of the Finaccord website available at http://www.finaccord.com/order_uk_apmr.htm and fill in the online order form, clearly indicating: report required type of corporate user licence, if required * billing name address and e-mail address purchase order number, if applicable Please allow up to one working day for the delivery of electronic copy by e-mail. * 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. Web: www.finaccord.com. E-mail: info@finaccord.com 18