Exceeding insurance boundaries to be a better insurer

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Myra Mathews
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1 Exceeding insurance boundaries to be a better insurer Unipol s approach to innovation with some examples Andrea Pezzi Innovation & New Business Solutions Director London, 19 th October 2017

The key forces that impact the Italian insurance market Snapshot of the Italian insurance market 2 Direzione Innovation & New Business Solutions Source: Monitor Deloitte analysis on

University Press, «FoM»; press clippings.

2013) Physical channels leading with a growing supporting role of direct channels Technology Number of insurance black boxes in Italy (mln) 6 Mln +16% 10,8 Mln 2016 2020E Demography

2 The key forces that impact the Italian insurance market Snapshot of the Italian insurance market 2 Direzione Innovation & New Business Solutions Source: Monitor Deloitte analysis on ANIA; IVASS; Audiweb; Wall Street Journal, June ; ISTAT and CENSIS; Finaccord 2016; UN, Department of Economic and Social Affairs World urbanization prospects Deloitte University Press, «FoM»; press clippings. Italian insurance market Decreasing Life business profitability in a «zero interest» context Decreasing Motor technical profitability (CoR 16 ~98%, +10 p.p. vs. 2013) Physical channels leading with a growing supporting role of direct channels Technology Number of insurance black boxes in Italy (mln) 6 Mln +16% 10,8 Mln E Demography & economy Italian population > 65y.o. (% of population) 22% 33% - 8% Italian families expenditure 2015 vs Key trends of the Italian insurance market Customers % hybrid customers as of today Competitive landscape ~7% penetration by dealer/ car maker Government & Regulatory more than 53% unsatisfied of welfare and health public services

Unipol Group and UnipolSai Key players with distinctive

since 1963 Leader in Italy in Non-Life Business, particularly

black boxes) Over 14mln insured customers and ~12,5bl direct

000 point of sales Over 14,000 employees 586mln premium in

customers satisfied) 3 Direzione Innovation & New Business

3 Unipol Group and UnipolSai Key players with distinctive assets in the Italian insurance market In Insurance business since 1963 Leader in Italy in Non-Life Business, particularly Motor, and in telematics in Europe (3,6 mln customers with black boxes) Over 14mln insured customers and ~12,5bl direct premium income Largest agency network in Italy with ~ point of sales Over 14,000 employees 586mln premium in 2016 (+11% vs 2015) ~6 Mln of customers (9 out of 10 customers satisfied) 3 Direzione Innovation & New Business Solutions Source: Unipol website Operating model «best of breed» with new technologies

4 Unipol approach to Innovation A strategy focused on core insurance business to face current trends with a dedicated division Strategic goals and key drivers of the Strategic Plan and a new division dedicated to Innovation Strategy Vision and make it happen New valueadded solutions for Agency customers Digital and integrated multichannel management IOT e Big Data Innovation Scouting and startup Approach 4 Direzione Innovation & New Business Solutions

Unipol approach to Innovation Key competencies and

private stakeholders to capture synergies with

from well-established business practices Implementing

Scouting & Networking Advanced analytics and Big Data

% of success Portfolio Unifying initiatives in a

5 Unipol approach to Innovation Key competencies and specific methodologies Networking with public and private stakeholders to capture synergies with on-going initiatives Innovative methodologies Distance from well-established business practices Implementing predictive analytics with internal and external data Scouting & Networking Advanced analytics and Big Data Adopting Agile methodologies to reduce time to market of pilots projects Design Prototyping Industrialization & pilot & Roll out Agile prototyping % of success Portfolio Unifying initiatives in a single panel to mitigate risks and success rate 5 Direzione Innovation & New Business Solutions

6 Unipol approach to Innovation Areas for innovation initiatives Main innovation ecosystems and key areas of Innovation New mobility Digital Household Properties Innovation ecosystems Health Telematics AI/ Robotics 6 Direzione Innovation & New Business Solutions

UnipolSai GO: instant travel insurance policy Micro-coverage on the go via App UnipolSai GO The

it, in few minutes Easy and entirely mobile purchasing experience The insurance with the Ability to

Satispay Buy right before departure with coverage readily active!

7 UnipolSai GO: instant travel insurance policy Micro-coverage on the go via App UnipolSai GO The travel insurance policy you need, when you need it, with a click Where you want it, when you want it, in few minutes Easy and entirely mobile purchasing experience The insurance with the Ability to capture digital users and millenials Easy payment system via App with credit cards, PayPal or Satispay Buy right before departure with coverage readily active! included Luggage coverage, flight and injury assistance From 1 New up e cross-selling opportunities 7 Direzione Innovation & New Business Solutions

8 UnipolSai GO: instant travel insurance policy Micro-coverage on the go via App DEMO The app Your last-minute travel insurance 8 Direzione Innovation & New Business Solutions

9 UnipolSai GO: instant travel insurance policy Micro-coverage on the go via App DEMO Quotation process WHERE: Italy Europe World WHEN: Min 2 days Max 30 days 9 Direzione Innovation & New Business Solutions

travelers COVERAGE: Luggage: 1 to 5 Assistance:1,40 to 10

10 UnipolSai GO: instant travel insurance policy Micro-coverage on the go via App DEMO Quotation process HOW MANY: Max 9 travelers COVERAGE: Luggage: 1 to 5 Assistance:1,40 to 10 Flight injury: 3 10 Direzione Innovation & New Business Solutions

UnipolSai GO: instant travel insurance policy Micro-coverage on the go via App DEMO Policy holder personal data and privacy PERSONAL DATA: Name Address Tax Code (unique

11 UnipolSai GO: instant travel insurance policy Micro-coverage on the go via App DEMO Policy holder personal data and privacy PERSONAL DATA: Name Address Tax Code (unique identifier in Italy) & mobile number PRIVACY: Marketing & Profiling Geo-localization (fraud detection and analytics) 11 Direzione Innovation & New Business Solutions

12 UnipolSai GO: instant travel insurance policy Micro-coverage on the go via App DEMO Contract signature SIGNATURE: OTP via SMS 12 Direzione Innovation & New Business Solutions

13 UnipolSai GO: instant travel insurance policy Micro-coverage on the go via App DEMO Payment PAYMENT OPTIONS: Credit Card PayPal Satispay (Italian mobile payment solution) 13 Direzione Innovation & New Business Solutions

14 UnipolSai GO: instant travel insurance policy Micro-coverage on the go via App DEMO Purchase completed POLICY DOCUMENTATION: In App (always available) Sent by 14 Direzione Innovation & New Business Solutions

interests Keeping and improving bonus malus class Coverage and extra-services always included (es.

15 Innovative long term car rental in your UnipolSai Agency The insurance policy that includes your car! Innovative long term car rental: the first insurance that includes your car Wide choice of customizable cars in stock for delivery Individual motor insurance policy financed at 0 interests Keeping and improving bonus malus class Coverage and extra-services always included (es. Kasko, replacement car, winter tires) Favourable car insurance excess and no hidden penalties The insurance that includes your car Black box always included along with value added services Sell back your old car to offset first maxi - instalment 15 Direzione Innovation & New Business Solutions 1 Excess on Kasko lower than ~50% compared to competition

16 Innovative long term car rental in your UnipolSai Agency Innovative marketing tools for customers 16 Direzione Innovation & New Business Solutions

17 Conclusion and key takeways 1 Going beyond traditional business boundaries 2 Increase touchpoint opportunities with customers 3 Extending customer relationship leveraging on positive emotions 17 Direzione Innovation & New Business Solutions

2020 Targets Δ % vs FY16 Operating profit mln > +60% Operating ROE 2 10% +4 p.p. Dividend per share > 0.50 ~ +50%

2020 Targets Δ % vs FY16 Operating profit mln > +60% Operating ROE 2 10% +4 p.p. Dividend per share > 0.50 ~ +50% Società Cattolica di Assicurazione - Società Cooperativa Sede in Verona, Lungadige Cangrande n.16 C.F. 00320160237 Iscritta al Registro delle Imprese di Verona al n. 00320160237 Società iscritta all'albo