Legal protection insurance – The German LPI model
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Legal protection insurance – The German LPI model Rainer Tögel Warsaw, 3 th June 2014. German market key figures. Agenda. D.A.S. - Who we are. Customer satisfaction. D.A.S. 100 % owned by ERGO (Primary Insurance of Munich Re), ERGO 100 % owned by Munich Re. D.A.S. – Who we are.

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Legal protection insurance – The German LPI model

Rainer Tögel

Warsaw, 3th June 2014


Agenda

German market key figures

Agenda

D.A.S. - Who we are

Customer satisfaction


D a s 100 owned by ergo primary insurance of munich re ergo 100 owned by munich re
D.A.S. 100 % owned by ERGO (Primary Insurance of Munich Re), ERGO 100 % owned by Munich Re

  • D.A.S. – Who we are

  • Structure as of 2014

  • 000

  • MR / Munich

  • 100%

  • ERGO / Duesseldorf

  • 100 %

  • D.A.S. Germany / Munich

  • 100 %

  • 100 %

  • 100 %

  • VIWIS GmbH


D a s domestic and international market leader in the field of legal protection insurance
D.A.S. - domestic and international market leader in the field of legal protection insurance

  • 16 countries in Europe

  • South Korea

  • Canada

Approx. 12 million

customers

worldwide

  • D.A.S. – Who we are

  • Worldwide market share of 16 %

  • ~ 60 % of D.A.S. GWP is outside Germany (CAGR 1990 – 2012: 10 %)


Germany profitable mature lpi market 42 household penetration
Germany - profitable mature LPI market (~ 42 % household penetration)

  • Market volume in €m

  • Premiums written – for own account, gross, LOCAL GAAP

3,343

3,329

3,245

3,223

3,204

3,158

2007

2008

2010

2009

2011

2012

2001

2002

2003

2004

2005

2006

2007

2008

2009

2010

2011

2012

  • German market key figures

  • Number of LPI insurer

50

49

49

49

46

46

45

  • 1

33

31

26

23

1976

1980

1985

1990

1995

2005

2008

2009

2010

2011

2012

  • Competitors

%

  • Market combined ratio in %1

  • For own account, gross, LOCAL GAAP

1

D.A.S.

  • D.A.S.

  • Allianz

  • Roland

  • ARAG

  • Örag

  • Advocard

  • HUK

  • Deurag

  • LVM

  • R+V

1

101.3

2

99.3

99.1

98.7

98.0

3

97.4

96.9

4

94.2

5

6

7

8

9

10

2005

2006

2007

2008

2009

2010

2011

2012

Source: GDV, Annual Reports, DI


42 of the worldwide lpi market is in germany
42 % of the worldwide LPI market is in Germany penetration)

  • German market key figures

  • World market split according to countries 2011

  • World market split according to competitors 2011

  • World market split according to countries 2011

  • €m

  • €m

  • Belgium

  • 389

  • Germany

  • 3,329

  • Other

  • ~4,755

  • (60.2%)

  • D.A.S.

  • 1,073 (14.6%)

  • Austria

  • 444

UK

826

  • ARAG

  • 723

  • (9.2%)

  • UK

  • 826

  • TOTAL ~€7.9 bn

  • Netherlands

  • 800

  • TOTAL ~€7.9 bn

  • TOTAL ~€7.9 bn

  • Allianz

  • ~636 (8.1%)

  • Axa

  • ~350

  • (4.4%)

  • Generali

  • ~347 (~4.4%)

  • France

  • 910

  • Other

  • 1,187

Source: European Association of Insurers (CEA), German Association of Insurers (GDV), Annual Reports, D.A.S. International research (DI)

Note: figures incl. add-on business, on local GAAP


  • Broad range of LPI products

Lines of LP-Business

Policies

Motor-LP

Stand alone Policies

(“Family”) LP for private and occupational disputes

LP as tenant / owner of real estate

LP as landlord of real estate

Individuals

Companies

Commercial - LP

Group Policies


Germany penetration)

Germany

Free choice

Provider/lawyers chosen

by LPI´s

Free choice of lawyer

by customers

Germany

Fees

Freely negotiable

fees

Fixed fees by law

  • German legal framework

  • LPI market in Germany highly regulated

Highly regulated market

unregulated free market

Monopoly

LPI is allowed to provide

legal services with inhouse

resources (company lawyers)

Legal services only provided

by independant lawyers (advocats)


LPI market strategy until 2005 penetration)

LPI provides legal services

with inhouse resources/

LPI-chosen lawyers

LPI as cost reimbursement

company

Decrease in premiums !

LPI market strategy

  • German LPI business model

  • The change of business model

Effects:

- low customer satisfaction

- customer wants more than cost reimbursement

- customer wants access to law

- customer wants solutions for every legal issue

- customer wants preventive legal advice

LPI provides legal services

with inhouse resources/

LPI-chosen lawyers

LPI as cost reimbursement

company


  • Customer

  • German LPI business model

  • Today´s business model – Squaring the circle (e.g. @ D.A.S.)

Lawyer (advocat)

  • Legal advice over

  • the phone

  • Mediation

broad range of legal services

  • Document Check

  • Web check

  • D.A.S. App


The majority of customers judge the service performance of d a s extremely positiv
The majority of customers judge the service performance of D.A.S. extremely positiv

  • Customer satisfaction

  • Elements of legal services

  • Question: How pleased are you generally with the handling of your legal matter/LPI case by D.A.S.?

  • Recommendation of lawyers

Legal advice over the phone

Mediation

  • Debt collection

  • Case management

  • Legal information

  • Legal support

  • Final consultation

  • Basis: 200 customers (138 telephone legal advice, 62 mediation), values in percentage


Legal protection insurance – The German LPI model D.A.S. extremely positiv

Rainer Tögel

Warsaw, 3th June 2014


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