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Ståle Frausing – Head of Broker & International Dept. Oslo, 22. June 2011 Consequences of the...
Transcript of Ståle Frausing – Head of Broker & International Dept. Oslo, 22. June 2011 Consequences of the...
Ståle Frausing – Head of Broker & International Dept.
Oslo, 22. June 2011
Consequences of the commission ban in the Norwegian insurance market
Vital- part of DnB NOR, Norway’s leading Bank
Pre-tax operating profit before write-downsNOK million
The DnB NOR Group's market capitalisationNOK billion
• 2.300.000 retail bank customers• 200.000 corporate clients• Market leader in all main segments• 11.000 employees in Norway and 3.000 abroad• Specialized in Shipping, Energy and Sea-food abroad
* 1EUR=8NOK, 1USD=5,5NOK, 1GPB=9NOK
•Norway’s largest provider of individual
and group life insurance and pension
savings
•Life insurance– 1 million retail customers– 26 000 agreements with companies,
municipalities and public enterprises
Vital
Our marketplace- Brokers operate solely in corporate market
• Personnel insurance
> Workman Compensation, mandatory covers paid by
employer
> Group Life, standard cover in most industries
> Limited demand for Health-Insurance
• Disability & Old Age Pension
> 1 million Individuals in minimum mandatory DC-scheme• > 1 million Individuals in medium/high-contribution
DC-schemes or DB-schemes,
Disability-cover is normally included.
Insurance brokers in Vital
• 35% of the pension market and 60% of personal insurance is covered by brokers
• Vital is doing business with 23 brokers of which “the big 4” represents 80% of the volume
• The 3 largest brokers are international: AON, Willis and Mercer
• Commission-ban was introduced in Norway in 2004 for non-life insurance and in 2007 for life-and pension-insurance.
Consequences of the commission ban
Providers introduced a 2-price system
-Broker’s customers received a rebate representing provider's lower cost of service
Brokers started to bill their customers for their services - brokers' loyalty shifted from the provider to the customer
- increased competition between brokers focusing on brokers ability to
- give administrative relief for customers- consulting in connection with customers EB program- achieve lower prices
Brokers' business model - professionalism
Commision ban has not yet led to structural changes in the industry, but the business models has been greatly professionalized
• Several firms focuses less on day-to-day value chain and more at high-value- consulting: - running tenders - renegotiates rates - adapt and change pension plans, such as the transition from DB to DC
• Billing Models: a) Basic solutions covering access / x-consulting hours + tender every x year
b) Basic solutions + separate pricing of transformation from DB to DC, change and tender
c) Basic + profit-share linked to price decrease
Most brokers have managed this adaptation in a good way. AON delivered a verygood 2010 with 20% profit margin.
Vital customers:What matters most to your business when choosing a pension provider?
150+ employees
År 150+
2010 59
8 %
16 %
19 %
44 %
22 %
25 %
23 %
13 %
23 %
27 %
20 %
11 %
28 %
16 %
22 %
16 %
0 % 10 % 20 % 30 % 40 % 50 % 60 % 70 % 80 % 90 %
Effektivkundebetjening
God rådgivning
God avkastning
Gode priser
Nevnt som viktigtste
Nevnt som nest viktigste
Nevnt som tredje viktigste
Nevnt som fjerde viktigste
good prices
good returnon assets undermgt.
good advice &consulting
efficient customer service
mentioned # 1 importantmentioned # 2 importantmentioned # 3 importantmentioned # 4 important
Consequences
For customers:• The former brokers were well paid in the form of comission from suppliers
without necessarily doing a good job for the customer. • Now we have brokers working for the customers and they are depending
of showing their value - otherwise they will loose the client to other brokers.- better consulting- lower cost of pension and personnel insurance
For providers:• Previously, we lived well in a sheltered competitive climate. • Today we are experiencing very strong competition where the market is
highly price focused as a result of the brokers need to show value to his client.- pressure on margins / pricetariffs / underwriting- need to cut costs to maintain earnings