There is strength in numbers.

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1 There is strength in numbers. l

2 CELEBRATING 40 PRODUCTS IN SEVEN YEARS FINANCIAL AND ADVISORY NEWSnews Match makers - FAnews spoke to Pierre van Huyssteen, Marketing Director of FSP Solutions, to uncover the drivers behind their success. What is the FSP Solutions business model? We are match makers specialising in instant gratification. We introduce groups of insurers to groups of intermediaries at the click of a button. Our product offering is more comprehensive than any other independent aggregator in the intermediated space in South Africa. We are not an underwriting manager. We partner with insurers and sell their product via their rating engines at their scientifically calculated rates. We provide one entry point for the intermediary to instantly access multiple insurer offerings via our Internet based application, or our call centre. What differentiates you from your competitors? There have been numerous attempts to copy our model. Still, our insurer partners write more policies through us than anywhere else where their rates are up against anti-selection, where that channel is not independent and objective. We do not influence the sale. Each insurer stands on equal grounds, the only differentiator is each insurer s individual rating methodology, brand and product offering. In most cases we do all the administration for policies written via our portal. Our intermediaries have one port of call to assist with all the administration. It hasn t been easy to establish this model? We were probably ahead of the market when we started out in 2003 and as a result it was difficult to partner with insurers that had at that stage not really invested in scientific rating engines. Back then, Portfolio Management was the flavour of the month and we believed from the outset that those days were numbered. We have done countless demonstrations for insurers through the years. The hard slog has fortunately paid off during the last couple of quarters. What systems do you use? We have developed our own Internet-based application and are constantly enhancing the system. It is a paperless, voice logged administration application. We outsource our claims functionality to ECA (Electronic Claims Administration),

3 Santam appreciates the value of all our intermediaries, especially when they re as innovative and passionate as we are. That is why it is such a pleasure to work with FSP. We re confident that because of their vision and like-minded thinking, our relationship will go from strength to strength.

4 our preferred outsourced partner which has its own claims application interfaced with ours. ECA currently manages claims for Hollard, MiWay, New National and Santam. Our IT and that of ECA is in-house and on hand for our exclusivity. What services do you of fer to intermediaries? We do partial or full life cycle administration and provide the intermediary 24/7 access to policy data and the system. The intermediary has one entry point to his entire client base, irrespective of the insurer offering. We assist with cancellation and client retention ratios and take care of all fulfilment and general administration. Why do insurers make use of the services of FSP Solutions? We are non-biased, independent and over time we have proven that our business model adds additional value to the existing value chain. We only deal with insurers that have rating engines and the process is a simple plug-and-play. We offer insurers innovation, integrity Lucas Bothma (FS P), Rene Ot to (M iway), Retha Botha (FSP) and business intelligence. And intermediaries? In most cases we do everything for the intermediary, besides sourcing the client. We are an independent, objective intermediated aggregator that gives the intermediary choice and access to the widest range of product offerings at a click of the button, or a quick call. What is the way forward? A couple of big players will have their rating engines on towards the end of the year to complete our bouquet. Some great system enhancements will be rolled out during this year, and we are implementing ITC rating scoring across the board. We look forward to increase our broker and insurer policy base exponentially. bert Bergh ma (FSP), Lucas Both risk), Al ham (Guard Ingrid Bore Albert Bergh Commercial Director FSP Solutions Pierre van Huysste en a (FS Bothm Lucas P) (FSP), Retha Botha (FS P), Leon Oosthuizen (Mi Way) (FSP)

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8 Commercial insurance: Technology and the web are only two of the factors that will influence the impact of the direct insurer on the corporate and commercial market currently monopolised by the traditional broker. The SME broker may find it more challenging to compete against the onslaught of the direct market, and more difficult to counter it with the inaccessibility of certain facilities and insurers, due to high production requests. Risk management Risk management is also increasingly becoming the responsibility of the broker and with current legislative changes and the impact of global warming, fresh categories of risk to be considered will definitely prompt a few insurers to expand their product offering. We have seen the launch of the Consumer Protection Act (CPA) and there will unquestionably be a spin-off in the commercial insurance environment. In partnering with a larger commercial portal, brokers will be kept in the loop about product enhancements and industry changes that influence the market. The right partners FSP Commercial strongly believes in the potential of brokers specialising in a certain market segment and being in the position to give competitive, yet sustainable options to their clients. Accessibility The main benefit for a broker to partner with a facility like FSP Commercial is the accessibility to a variety of facilities where commercial lines can be placed, ranging from aviation and marine to plant, all risk and travel insurance. Premium pressures due to economic circumstances and the underwriting cycle make it more difficult for a broker to deal with only a small selection of product suppliers. With re-insurers underwriting results also under pressure in the local market, there is also a need for placing collective policies. This might be challenging as the required experience and agencies need to be in place. Win-win situations Dealing with industry experts, whether specific insurers or underwriters, provides precious knowledge and information on certain lines where a broker might not feel comfortable with placing the business on their individual capability. When placing your clients via a group umbrella, it also provides you with the benefit of enjoying first-class service with the peace of mind of having a big brother to assist with rate negotiations and tiresome claims situations. The insurer or underwriter on the other hand, also has the benefit of lowering their operational expenses as there is an economy of scale saving with regards to marketing their product and servicing brokers. Although some UMAs still made underwriting losses, the annual FSB report noted that the average niche insurer made a substantial underwriting profit in comparison with those of the traditional insurer. The key in the process is to select the correct partners with a respectable track record and underwriting margins. FSP Commercial currently deals with 26 partners, varying from insurers specialising in most markets, to the smaller UMAs that focus on a specific field in Uncertainty is a likely part of any sales process, so when times get tough you have to equip yourself with the necessary tools to advance your offering beyond those of your competitors. FSP Commercial has developed a refined distribution system that will supply brokers with unparalleled products and support. Albert Bergh Commercial Director SP Solutions Lars Forssman (SCRM), Retha Botha (FSP), Steven Isaacs (Absa) Pierre van Huyssteen (FSP), Retha Botha (FSP), Lucas Bothma (FSP)

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