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Tendinte in Bancassurance Bucuresti , Martie 2013 Mihai Popescu Director General

Tendinte in Bancassurance Bucuresti , Martie 2013 Mihai Popescu Director General Ergo Asigurari de Viata SA. Tendinte in Bancassurance Agenda. ERGO and Munich Re Group. Dezvoltarea Bancassurance in piete mature si emergente. Istoric al Bancassurance in Romania.

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Tendinte in Bancassurance Bucuresti , Martie 2013 Mihai Popescu Director General

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  1. Tendinte in Bancassurance Bucuresti, Martie 2013 Mihai Popescu Director General Ergo Asigurari de Viata SA.

  2. Tendinte in Bancassurance Agenda ERGO andMunich Re Group Dezvoltarea Bancassurance in pietemature si emergente Istoric al Bancassurance in Romania Produsele: Simple si Profitabile NoiTehnologii, DiversificareDistributiei International Competence Center Bancassurance

  3. Tendinte in BancassuranceMunich Re Group Belgium Munich Re (Group)* Reinsurance Munich Health Primary insurance • Celmai mare institutie de administrare a riscurilor • 130 experientainternationala • Prime Brute Anuale*:€ 52 Miliarde • VenituriNete 2012: € 3.2 Miliarde • 47.000 angajati Asset management • Active investite: € 214 Miliarde • Fonduri ale investitorilorinstituionalisiindividuali. Date la 31 Dec 2012 *aceastaenumerareesteincompleta si nu prezintadetaliicompleteprivindactionariatul.

  4. Tendinte in BancassuranceGrupulERGO pescurt Operatiuni in 30 tari Peste 40 milioaneclienti in intreagalume € 4Miliarde capital Peste50.000 angajati Marci GlobaleRecunoscute in Aria de Specializare: Legal Assistance, Travel Insurance and Health

  5. Tendinte in Bancassurance ERGO’s Strategic Bancassurance Partnerships ParteneriStrategici in Bancassurance • International Competence Center Bancassurance (ICCB)in Vienna pentru a sustineexpansiunea in Bancassurance in Europe siAsia • Aproape30 partneriate cu banci in Europa • Focus pedezvoltareaoperatiuniorinternationale • € 4.1 Miliardevenituri din prime ale subsidiarelorinternationale, • € 1.5 Miliarde Prime Brute Subscrise dinBancassurance BALTIC REGION Since 2010,112 branches RUSSIA Since 2012,46 branches Since 2009,123 branches POLAND GERMANY Since 2008, 1041 branches Since 2001, 780 branches VIETNAM Since 2009, 173 branches Since 2010,360 branches GREECE AUSTRIA & CEE* Since 2009, 2544 branches * Cooperation with UniCredit in CEE: Slovakia, Slovenia, Hungary, Romania, since 2008 * Cooperation with Sberbank in CEE: Slovakia, Slovenia, Croatia, Czech Republic, Hungary, since 2000 INDIA International Competence Center Bancassurance

  6. TendinteActuale in Bancassurancein Europa/ECE Europa/ECE • Tendinta de a privatizasistemele de pensiisi de sanatate. • BancAsiguratoriicreazamodele precise de segmentare a clientilor (e.g. Activi/ pensionari, high spenders/savers) • Crestereaproportiei de vinzari Non-Life in Banci • Asiguratoriiincearcamutareafocusului de la produsele single premium (cu profit mic) la produselecu prime recurente; profitabilepetermen lung • In o parte a ECE, piata de bancassurance nu esteincasaturata • In Europa de Vest, 33 % dinclienti au macar o polita de asigurareprinbancalorcurenta. • Cota de piata a Bancassurance in cresterein tarile ECE, in mare parte determinata de asigurariatasateproduselor de creditare • Produsele de asigurare cu componenta de economisire au o cota mare in Bancassurance in special in tarile in care existaavantajefiscalesemnificative. • Produsele Index Linked continua sa fie atragatoare, datoritapotentialului de crestere cu garantii ale capitalului. • Avind in vederedeficitul de pensieasteptat, produsele cu componenta de economisirevor continua sajoace un rol important. • Necesitatea de veniturifaramobilizare de capital determinabancilesaacordeatentiemaritaasigurarilor, cu impact in culturaprivindrelatia cu clientii. International Competence Center Bancassurance Source: ICCB research, World Bank

  7. Tendinte in Bancassurance Noileexigenteprivindcapitalul pot conduce le separarealiniilor de business Banking-Asigurarisistabilirea de parteneriatestrategice in defavoareacompaniilor captive. Apr. 2010 Sept. 2010 Feb. 2011 Oct. 2009 Mar. 2011 Decision to sell off Insurance operations. The end of Fortis brand. Zurich & Santander strategic agreement AIA & ICBC strategic partnership HSBC sells off General Insurance business to AXA & QBE and enters exclusive partnerships Mapfre & Caja Madrid Buy-out of Joint-Venture 2009 2010 2011 2012 In 2009, banking operations were sold. Fortis insurance business changes its name to Ageas. Fortis, the 20th largest business worldwide in 2007, disappears. Long-term and strategic bancassurance partnership between American International Assurance (AIA) & Commercial Bank of China (ICBC), the largest listed bank in the world. 25-year strategic distribution agreement in Latin America. Zurich Financial Services acquires 51% of Santander Life, pension and general insurance for 1.7bn USD. Caja Madrid acquired the 48.97% equity stake held by the insurer in the Banco de Servicios Financieros while Mapfre bought the 12.5% shareholding of the savings bank in Mapfre Internacional. The objective of this 188.6mn EUR recon-figuration was for the two organisations to concentrate more fully on their core businesses As partofthebank’s on-goingstrategytoexternaliseitsgeneralinsurancebusinessesandfocus on itscorebankingactivities, HSBC soldaround USD 1.2 billionworthofitsgeneralinsurancesubsidiariesto AXA and QBE. In combineddealswortharound USD 444 million, AXA will acquirevarious HSBC businesses in Asia, Hong Kong, Mexico andSingapore. QBE will acquireHSBC’sArgentinegeneralinsuranceoperationsfor USD 784 million. Additionally, Bothinsurers enter an exclusive, 10-year partnership. ING announces the plan to sell its insurance business due to a restructure imposed by the European Commission. Current status 2013 ING already sold the Latin-American and Asian business. Beneficiile determinate de sinergia de a detineInstitutiiBancaresi de Asigurari in perspectivasunt in dezbatere International Competence Center Bancassurance Sources: The Economist, Life Insurance International, Finaccord

  8. Tendinte in BancassurancePropunereacatre client ClientulBancar • Secventapropuneriicompatibila cu necesitatilesiserviciilebancarepe care le foloseste la momentulrespectiv • Segmentareutilizindtoateinformatiiledisponibile (cash disponibil, obligatii, info demografice, alteasigurari) • Produsceia in considerareparticularitatileinteractiunii cu clientul (e.g. retea, telefon, e-mail, online) • Win-Win-Win

  9. Tendinte in BancassuranceCredit Protection Insurance –InformatiiGenerale Valoareapietei de CPI in 12 tari in studiu in Europa de Nord, Centrala, Est * este de ~EUR 13.28 Miliarde GWP in 2011; (CPI Global GWP Annual EUR 55 Miliarde.) ( pt referinta, in Europa in 2011 total GWP EUR 1,100 bn, din care EUR 651 bnLife). In 2015, estimareaeste ca CPI vaatinge EUR 17.64 Miliarde, adica CAGR 7.4%; *tarile in studiu:Austria, Czech Republic, Denmark, Finland, Germany, Norway, Poland, Romania, Russia, Sweden, Switzerland, Turkey CPI acoperariscurivariate. Celemaiuzualeacopeririinclud: • Plata IntregiiDatoriicatrebanca in caz de DecessauInvaliditate. • Plata rambursarilorprogramate pt o perioadadefinitat (6-12 luni) in caz de InvaliditateTotalaTemporarasau a unui Diagnostic cu o BoalaGrava SAU • in cazulSomajuluiIndemnizat • (cu unelelimitari de aminare, eliminarepentru a preveniantiselectia, fraudasi a mentine UW simplificat) Source: ERGO Research, Finaccord Report Creditor Insurance in Northern, Central and Eastern Europe 2011

  10. 2003 2005 2008 2012

  11. ScurtIstoric al dezvoltarii Bancassurance in Romania 2003 2005 2008 2013 • Pionierat • Start retail banking • -credite de consum, ipotecare • -carduri/atm • -dezvoltareserviciiclienti retail • Conflict prioritati • Pioneri: • CPI- credite de consum, carduri, ipotecare • Unit Link regular (Stejar/ Brad, Start/Practic ) • Re-pozitionare • Diminuare CPI • Reducereretele-traficclienti • Presiunepe cash disponibil client • Noireglementari: licentiere-transparenta • Cresterecosturi • Conflict prioritati • Maturizare: • Dezvoltarecompanii captive • Asigurari-contributieimportanta in P&L • Competitiepesolutii pt banci • Diversificareproduse: Banca pt locuinte, • Leasing, FonduriInvestitii • TeleMarketing • PENSII P2 : • IFN-jucatoriactivi in Bancasurance • Integrare • Asigurari- linie de business • focus pevinzare • valoareadaugata client • acoperireriscuriportofoliu! • reglementari credit- • Norma 10 garantiireale-mobiliare

  12. Tendinte in BancassuranceNoi le tehnologii, abordari multi-chanel in cadrulbancassurance INTERNET MOBILE ATMs Incadrare in reglementari Transparenta-protectiaconsumatorului Clientii au noicerinte de mobilitate, flexibilitate (24/7) si comunicare (on line) International Competence Center Bancassurance

  13. Multumesc!!! Mihai Popescu Director General Ergo Asigurari de Viata SA.

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