TABLE OF CONTENTS 0.0 EXECUTIVE SUMMARY... 1

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1 TABLE OF CONTENTS 0.0 EXECUTIVE SUMMARY... 1 Gross written premiums for GAP insurance in Europe are worth over EUR 1 billion as increasing numbers of both dealers and manufacturer brands offer this product... 2 Three groups hold nearly 40% of distribution partnerships when weighted by the value of each market and specialist providers compete successfully with multinational insurers INTRODUCTION... 5 What is this report about?... 5 The focus of the report is on GAP insurance for new and used cars bought by individuals... 5 Rationale... 5 The provision of financial services is essential to support both car sales and profitability... 5 This report offers a detailed and unique analysis of the subject in Europe based on primary research... 5 Methodology... 5 Survey of dealers and manufacturers... 5 Market data... 8 Computation of market data is based on a variety of inputs including the results of the dealer survey... 8 External sources... 9 Definitions... 9 GAP insurance... 9 Operating models Tied and non-tied providers Abbreviations Exchange rates Graphical analyses PartnerBASE and market data annexe Finaccord REGIONAL OVERVIEW Passenger vehicle data Car parc Cars on the road have been growing most rapidly in Poland, Romania, Slovakia and Turkey New car sales to individuals New car sales in 2015 were almost 1 million less than they had been in mainly as a result of their collapse in Russia Used car sales In Poland, over 16 used cars were sold for every new car bought by an individual in compared to an equivalent ratio of just 2.4 in Belgium Sales by manufacturer groups Across the 20 countries VW group sells as many cars as its next two rivals combined which is partly a consequence of a fairly or very strong position in all countries researched Survey of automotive dealers and manufacturer brands Dealer survey results Across Europe, over 40% of dealers promote GAP insurance and this figure exceeds 80% in nine of the 20 countries Dealers in Russia utilise the highest number of GAP insurance providers and independent providers not feature at all in five countries The UK features the highest average take-up rates for GAP insurance on both new and used cars followed by France FINACCORD (09/2016) i

2 Manufacturer brand survey results Schemes endorsed by manufacturer brands are most evident in the Czech Republic and Slovakia but are entirely absent from Norway, Romania, Sweden and Switzerland Most manufacturer schemes are established directly with a single, external underwriter of GAP insurance Market size The Europe-wide market value is concentrated in a relatively small number of countries and there is no sign yet that restrictions on sales methods have constrained the UK market Away from the point of sale, there are at least eight independent providers of GAP cover in the UK The value of GAP insurance cover lies between EUR 3 million and EUR 70 million in nine other countries Competitor dynamics Covéa is the leading external underwriter thanks to its strength in the French market followed by Allianz, MAPFRE and AXA BNP Paribas, Munich Re and AmTrust also feature in the top ten by share of partnerships while other international competitors include MS&AD, QBE, Société Générale and Talanx AUSTRIA Introduction Passenger vehicle data New and used car sales have stagnated in line with Austria s sluggish economy Three manufacturer groups account for over a half of new car sales Survey of automotive dealers and manufacturer brands Dealer survey results Non-tied providers of stand-alone cover have yet to make an appearance in Austria Manufacturer brand survey results Two underwriters claim partnerships with manufacturer brands Market value BELGIUM Introduction Passenger vehicle data Sales of both new and used cars have flat-lined in recent years Three manufacturer groups account for over a half of new car sales Survey of automotive dealers and manufacturer brands Dealer survey results Dealers only offer the GAP insurance organised by their manufacturer brands or importers Manufacturer brand survey results and this product is available from only a minority of brands Market value CZECH REPUBLIC Introduction Passenger vehicle data Sales of new cars in the Czech Republic have expanded rapidly since VW group has strengthened further its position in the market for new car sales Survey of automotive dealers and manufacturer brands Dealer survey results The supply structure among non-tied providers of GAP insurance has altered in recent times as a consequence of the sale by QBE of its Czech business Manufacturer brand survey results The vast majority of manufacturer brands have an arrangement for selling GAP insurance with Allianz most prominent by weighted share of partnerships Combined analysis of results which means that it is also the dominant provider in the combined analysis Market value FINACCORD (09/2016) ii

3 6.0 DENMARK Introduction Passenger vehicle data Total new car sales rose consistently in every year from 2011 to although sales of new cars to individuals reached a peak in Three manufacturers accounted for more than 50% of new cars registered in Survey of automotive dealers and manufacturer brands Dealer survey results Manufacturer brand survey results Stand-alone GAP cover is on offer from only two manufacturer brands Market value FRANCE Introduction Passenger vehicle data Sales of new and used cars have picked up slightly from the trough reached in Three manufacturer groups account for over 70% of new car sales Survey of automotive dealers and manufacturer brands Dealer survey results Non-tied GAP insurance propositions are invariably intermediated by finance and leasing providers Manufacturer brand survey results Covéa Fleet is by far the leading non-captive insurer working with manufacturer brands Combined analysis of results A combined analysis attributes about half of the market to the leading competitor Market value GERMANY Introduction Passenger vehicle data New car sales to individual customers in Germany were around 150,000 lower in 2015 than in Three indigenous manufacturers accounted for almost 60% of new cars registered in Survey of automotive dealers and manufacturer brands Dealer survey results Non-tied GAP insurance products usually come via non-tied finance and leasing providers making RheinLand Versicherung and Société Générale Insurance significant providers in this context Manufacturer brand survey results The vast majority of significant brands have an official program in place for GAP insurance with at least eight providers competing for manufacturer relationships in this sphere Combined analysis of results Over three quarters of new business in the German market could be due to just three competitors Market value IRELAND Introduction Passenger vehicle data New car sales in Ireland increased rapidly in both 2014 and Three manufacturer groups account for over a half of new car sales Survey of automotive dealers and manufacturer brands Dealer survey results A significant proportion of Irish dealers distribute GAP insurance from non-tied providers Manufacturer brand survey results while seven manufacturer brands have a formal arrangement for this type of cover Combined analysis of results FINACCORD (09/2016) iii

4 MAPFRE Assistance Ireland is the clear market leader across dealer and manufacturer brand partnerships Market value ITALY Introduction Passenger vehicle data Sales of new cars picked up in both 2014 and as did those of used cars Fiat Chrysler remains dominant in terms of new car sales Survey of automotive dealers and manufacturer brands Dealer survey results In this field, the majority of active dealers concentrate on intermediating tied propositions Manufacturer brand survey results with three quarters of manufacturer brands researched having a formal arrangement and with BNP Paribas Cardif and AXA most visible as external providers Combined analysis of results making them rivals for first place in this market Market value NETHERLANDS Introduction Passenger vehicle data New car sales picked up again in 2015 following three straight years of consistent decline but sales of used cars fell in every year from 2011 to VW, PSA and Renault Nissan share close to a half of the new car market between them Survey of automotive dealers and manufacturer brands Dealer survey results Manufacturer brand survey results One manufacturer brand offers GAP cover on an indirect basis via finance contracts Market value POLAND Introduction Passenger vehicle data New car sales have been rising overall but to commercial and fleet buyers rather than to individuals whose main focus is on used cars, including imports VW, Renault Nissan and Toyota share over a half of the new car market between them Survey of automotive dealers and manufacturer brands Dealer survey results WAGAS is comfortably the leading player among non-tied providers of GAP insurance Manufacturer brand survey results The vast majority of manufacturer brands have an arrangement for selling GAP insurance with Cardif and AXA most prominent by weighted share of partnerships albeit with several other providers also visible in this sphere Combined analysis of results A combined analysis assigns over a third of the market to the leading provider Market value PORTUGAL Introduction Passenger vehicle data Both new and used car sales have recovered well from the trough of Three manufacturer groups account for over a half of new car sales Survey of automotive dealers and manufacturer brands Dealer survey results FINACCORD (09/2016) iv

5 A few Portuguese dealers have begun selling GAP insurance Manufacturer brand survey results but awareness of it seems to be low given the number of manufacturer brands with schemes for it Market value RUSSIA Introduction Passenger vehicle data Sales of new and used cars both fell precipitously in as a consequence of Russia s ailing economy Hyundai group has overtaken AvtoVAZ to become the market leader by new passenger car registrations Survey of automotive dealers and manufacturer brands Dealer survey results A clear majority of Russian dealers are now acting as distributors of GAP insurance sourcing cover both directly from insurers and via finance providers Manufacturer brand survey results Enthusiasm for GAP insurance among manufacturer brands is much less apparent Combined analysis of results A combined analysis attributes nearly a quarter of the market to the leading competitor Market value SLOVAKIA Introduction Passenger vehicle data Sales of used cars in Slovakia have been outpacing sales of new cars VW group's market share of new car sales has slipped back somewhat in recent years Survey of automotive dealers and manufacturer brands Dealer survey results Allianz and UNIQA are the leading non-tied providers of GAP insurance with QBE having discontinued its operations in Slovakia Manufacturer brand survey results BNP Paribas Cardif is likely to secure the most business as a partner of manufacturer brands Combined analysis of results Three providers may hold over 80% of this market between them Market value SPAIN Introduction Passenger vehicle data Spain s market for new car sales has recovered from the nadir of VW group leads the market for new car sales thanks to the strength of the SEAT and Volkswagen brands Survey of automotive dealers and manufacturer brands Dealer survey results No non-tied providers of GAP insurance are visible in Spain Manufacturer brand survey results and only three underwriters of manufacturer-branded programs are identifiable Market value TURKEY Introduction Passenger vehicle data Sales of both new and used cars have grown significantly in recent years Three manufacturer groups account for over a half of new car sales Survey of automotive dealers and manufacturer brands FINACCORD (09/2016) v

6 Dealer survey results It remains the case that few Turkish dealers offer GAP insurance as a stand-alone product Manufacturer brand survey results which is partly a consequence of the limited involvement of manufacturer brands Market value UK Introduction Passenger vehicle data The UK s new car market has been buoyant in recent years Over 10% of new car sales are due to manufacturer groups outside of the top ten Survey of automotive dealers and manufacturer brands Dealer survey results There are numerous non-tied providers of GAP insurance competing to distribute through dealers probably led by MAPFRE ABRAXAS, Car Care Plan and Premia Solutions Manufacturer brand survey results MAPFRE ABRAXAS also holds the highest weighted share of manufacturer brand partnerships with five other providers having picked up deals in this sphere Combined analysis of results The combined picture is one of a comparatively fragmented market Market value Regulatory intervention has yet to puncture the GAP insurance market FINACCORD (09/2016) vi

7 LIST OF GRAPHICS / TABLES 0.0 EXECUTIVE SUMMARY... 1 The UK is Europe's largest market for GAP insurance, followed by France, Germany and Italy... 2 Provision rates for GAP insurance among both dealers and manufacturer brands have increased constantly over the past decade... 3 Covéa, Allianz and MAPFRE are likely to be the three leading providers of GAP insurance in Europe INTRODUCTION... 5 Composition of car dealers surveyed by country and by manufacturer group, 2015 / REGIONAL OVERVIEW Passenger car parc in Europe segmented by country, New passenger car sales to individual customers in Europe, 2011 to New passenger car sales to individual customers in Europe segmented by country, New passenger car sales to individual customers in Europe segmented by country, 2011 to 2015 (table) Used passenger car sales in Europe, 2011 to Used passenger car sales in Europe segmented by country, Used passenger car sales in Europe segmented by country, 2011 to 2015 (table) New passenger car registrations in Europe, segmented by manufacturer group, New passenger car registrations in Europe, segmented by manufacturer group, 2015 (table) New passenger car sales for the top ten manufacturer groups in Europe segmented by country, New passenger car sales for the top ten manufacturer groups in Europe segmented by country, 2015 (continued) Percentage of dealers offering GAP insurance at the point of sale in Europe segmented by country, 2015 / Average number of providers used by dealers offering GAP insurance at the point of sale in Europe segmented by country, 2015 / Product sources used by dealers offering GAP insurance at the point of sale in Europe segmented by country, 2015 / Product sources used by dealers offering GAP insurance at the point of sale in Europe segmented by country, 2015 / 2016 (table) Average % of new car purchasers acquiring GAP insurance at the point of sale where offered in Europe segmented by country, 2015 / Overall % of new car purchasers acquiring GAP insurance at the point of sale in Europe segmented by country, 2015 / Average % of used car purchasers acquiring GAP insurance at the point of sale where offered in Europe segmented by country, 2015 / Overall % of used car purchasers acquiring GAP insurance at the point of sale in Europe segmented by country, 2015 / Percentage of manufacturer brands with arrangements for branded GAP insurance in Europe segmented by country, 2015 / Operating models used by manufacturer brands with arrangements for branded GAP insurance in Europe segmented by country, 2015 / Operating models used by manufacturer brands with arrangements for branded GAP insurance in Europe segmented by country, 2015 / 2016 (table) Approximate value of GAP insurance gross written premiums in Europe, segmented by country, Approximate size of the market for GAP insurance for new and used cars in Europe segmented by country, 2015 (table) Implied market shares of new business for GAP insurance in Europe segmented by competitor, Insurance groups active in GAP insurance in three or more countries in Europe, 2015 / FINACCORD (09/2016) vii

8 3.0 AUSTRIA Passenger car parc and new / used passenger car sales in Austria, 2011 to Passenger car parc and new / used passenger car sales in Austria, 2011 to 2015 (table) New passenger car registrations in Austria, segmented by manufacturer group, Provision of GAP insurance by dealers in Austria, 2015: provision rate, product sources and provider share of non-tied partnerships Provision of GAP insurance by manufacturer brands in Austria, 2015: provision rate, operating models and weighted provider share of partnerships Approximate value and segmentation of GAP insurance gross written premiums in Austria, BELGIUM Passenger car parc and new / used passenger car sales in Belgium, 2011 to Passenger car parc and new / used passenger car sales in Belgium, 2011 to 2015 (table) New passenger car registrations in Belgium, segmented by manufacturer group, Provision of GAP insurance by dealers in Belgium, 2015: provision rate and product sources Provision of GAP insurance by manufacturer brands in Belgium, 2015: provision rate, operating models and weighted provider share of partnerships Approximate value and segmentation of GAP insurance gross written premiums in Belgium, CZECH REPUBLIC Passenger car parc and new / used passenger car sales in the Czech Republic, 2011 to Passenger car parc and new / used passenger car sales in the Czech Republic, 2011 to 2015 (table) New passenger car registrations in the Czech Republic, segmented by manufacturer group, Provision of GAP insurance by dealers in the Czech Republic, 2015: provision rate, product sources and provider share of non-tied partnerships Provision of GAP insurance by manufacturer brands in the Czech Republic, 2015: provision rate, operating models and weighted provider share of partnerships Implied market shares of new business for GAP insurance at the point of sale in the Czech Republic, Approximate value and segmentation of GAP insurance gross written premiums in the Czech Republic, DENMARK Passenger car parc and new / used passenger car sales in Denmark, 2011 to Passenger car parc and new / used passenger car sales in Denmark, 2011 to 2015 (table) New passenger car registrations in Denmark, segmented by manufacturer group, Provision of GAP insurance by manufacturer brands in Denmark, 2015: provision rate and operating models FRANCE Passenger car parc and new / used passenger car sales in France, 2011 to Passenger car parc and new / used passenger car sales in France, 2011 to 2015 (table) New passenger car registrations in France, segmented by manufacturer group, Provision of GAP insurance by dealers in France, 2015: provision rate, product sources and provider share of non-tied partnerships Provision of GAP insurance by manufacturer brands in France, 2015: provision rate, operating models and weighted provider share of partnerships Implied market shares of new business for GAP insurance at the point of sale in France, Approximate value and segmentation of GAP insurance gross written premiums in France, GERMANY Passenger car parc and new / used passenger car sales in Germany, 2011 to Passenger car parc and new / used passenger car sales in Germany, 2011 to 2015 (table) New passenger car registrations in Germany, segmented by manufacturer group, Provision of GAP insurance by dealers in Germany, 2015: provision rate, product sources and provider share of non-tied partnerships FINACCORD (09/2016) viii

9 Provision of GAP insurance by manufacturer brands in Germany, 2015: provision rate, operating models and weighted provider share of partnerships Implied market shares of new business for GAP insurance at the point of sale in Germany, Approximate value and segmentation of GAP insurance gross written premiums in Germany, IRELAND Passenger car parc and new / used passenger car sales in Ireland, 2011 to Passenger car parc and new / used passenger car sales in Ireland, 2011 to 2015 (table) New passenger car registrations in Ireland, segmented by manufacturer group, Provision of GAP insurance by dealers in Ireland, 2015: provision rate, product sources and provider share of non-tied partnerships Provision of GAP insurance by manufacturer brands in Ireland, 2015: provision rate, operating models and weighted provider share of partnerships Implied market shares of new business for GAP insurance at the point of sale in Ireland, Approximate value and segmentation of GAP insurance gross written premiums in Ireland, ITALY Passenger car parc and new / used passenger car sales in Italy, 2011 to Passenger car parc and new / used passenger car sales in Italy, 2011 to 2015 (table) New passenger car registrations in Italy, segmented by manufacturer group, Provision of GAP insurance by dealers in Italy, 2015: provision rate, product sources and provider share of non-tied partnerships Provision of GAP insurance by manufacturer brands in Italy, 2015: provision rate, operating models and weighted provider share of partnerships Implied market shares of new business for GAP insurance at the point of sale in Italy, Approximate value and segmentation of GAP insurance gross written premiums in Italy, NETHERLANDS Passenger car parc and new / used passenger car sales in the Netherlands, 2011 to Passenger car parc and new / used passenger car sales in the Netherlands, 2011 to 2015 (table) New passenger car registrations in the Netherlands, segmented by manufacturer group, Provision of GAP insurance by manufacturer brands in the Netherlands, 2015: provision rate and operating models POLAND Passenger car parc and new / used passenger car sales in Poland, 2011 to Passenger car parc and new / used passenger car sales in Poland, 2011 to 2015 (table) New passenger car registrations in Poland, segmented by manufacturer group, Provision of GAP insurance by dealers in Poland, 2015: provision rate, product sources and provider share of non-tied partnerships Provision of GAP insurance by manufacturer brands in Poland, 2015: provision rate, operating models and weighted provider share of partnerships Implied market shares of new business for GAP insurance at the point of sale in Poland, Approximate value and segmentation of GAP insurance gross written premiums in Poland, PORTUGAL Passenger car parc and new / used passenger car sales in Portugal, 2011 to Passenger car parc and new / used passenger car sales in Portugal, 2011 to 2015 (table) New passenger car registrations in Portugal, segmented by manufacturer group, Provision of GAP insurance by dealers in Portugal, 2015: provision rate and product sources Provision of GAP insurance by manufacturer brands in Portugal, 2015: provision rate, operating models and weighted provider share of partnerships RUSSIA Passenger car parc and new / used passenger car sales in Russia, 2011 to Passenger car parc and new / used passenger car sales in Russia, 2011 to 2015 (table) New passenger car registrations in Russia, segmented by manufacturer group, FINACCORD (09/2016) ix

10 Provision of GAP insurance by dealers in Russia, 2015: provision rate, product sources and provider share of non-tied partnerships Provision of GAP insurance by manufacturer brands in Russia, 2015: provision rate and operating models Implied market shares of new business for GAP insurance at the point of sale in Russia, Approximate value and segmentation of GAP insurance gross written premiums in Russia, SLOVAKIA Passenger car parc and new / used passenger car sales in Slovakia, 2011 to Passenger car parc and new / used passenger car sales in Slovakia, 2011 to 2015 (table) New passenger car registrations in Slovakia, segmented by manufacturer group, Provision of GAP insurance by dealers in Slovakia, 2015: provision rate, product sources and provider share of non-tied partnerships Provision of GAP insurance by manufacturer brands in Slovakia, 2015: provision rate, operating models and weighted provider share of partnerships Implied market shares of new business for GAP insurance at the point of sale in Slovakia, Approximate value and segmentation of GAP insurance gross written premiums in Slovakia, SPAIN Passenger car parc and new / used passenger car sales in Spain, 2011 to Passenger car parc and new / used passenger car sales in Spain, 2011 to 2015 (table) New passenger car registrations in Spain, segmented by manufacturer group, Provision of GAP insurance by dealers in Spain, 2015: provision rate and product sources Provision of GAP insurance by manufacturer brands in Spain, 2015: provision rate, operating models and weighted provider share of partnerships Approximate value and segmentation of GAP insurance gross written premiums in Spain, TURKEY Passenger car parc and new / used passenger car sales in Turkey, 2011 to Passenger car parc and new / used passenger car sales in Turkey, 2011 to 2015 (table) New passenger car registrations in Turkey, segmented by manufacturer group, Provision of GAP insurance by dealers in Turkey, 2015: provision rate and product sources Provision of GAP insurance by manufacturer brands in Turkey, 2015: provision rate and operating models UK Passenger car parc and new / used passenger car sales in the UK, 2011 to Passenger car parc and new / used passenger car sales in the UK, 2011 to 2015 (table) New passenger car registrations in the UK, segmented by manufacturer group, Provision of GAP insurance by dealers in the UK, 2015: provision rate, product sources and provider share of non-tied partnerships Provision of GAP insurance by manufacturer brands in the UK, 2015: provision rate, operating models and weighted provider share of partnerships Implied market shares of new business for GAP insurance at the point of sale in the UK, Approximate value and segmentation of GAP insurance gross written premiums in the UK, FINACCORD (09/2016) x