Davy Irish Equity Market Conference. Irish Life Retail. Kevin Murphy Chief Executive - Ireland Retail
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1 Davy Irish Equity Market Conference Irish Life Retail Kevin Murphy Chief Executive - Ireland Retail London 18th May 2006
2 Retail Products Distribution Market Packaged Investment Products Savings Brokers Individuals Pensions Bonds Sales Force Co.Directors Protection Products Mortgage Bancassurance Self-employed Family Employees 1 Davy Irish Equity Market Conference
3 Size of Market - Products Sales* m Savings 105 (10%) Pensions 495 (46%) Investment bonds 288 (27%) Protection 176 (17%) 1,064m *APE basis 2 Davy Irish Equity Market Conference
4 Size of Market - Distribution Sales* m Brokers 468 (44%) Sales Force 213 (20%) Bancassurance 383 (36%) 1,064m *APE basis 3 Davy Irish Equity Market Conference
5 Distribution/Product Mix Brokers 20% 50% 30% Bancassurance 30% 35% 35% Direct 45% 45% 10% Life Pensions Investment Bonds 4 Davy Irish Equity Market Conference
6 Recent Market History m 1200 Equity Bull Market Equity Market crash Retail Life Market Sales SSIA s Economic Recovery & Mortgage Boom Davy Irish Equity Market Conference
7 Market outlook positive Strong demand for mortgages First timers - rising incomes, asset values and inherited wealth Pensions from small company owners SSIA maturities in 2006/ Davy Irish Equity Market Conference
8 Irish Life Market Share Retail Market Share 22.6% in 2005 Share winners/losers over last 5 years Irish Life +6.5% Bank of Ireland +4.4% Ark Life -7.4% Hibernian -4.4% 7 Davy Irish Equity Market Conference
9 Why? Distribution Technology Brand Reach Depth Point of Sale After sales service Customer Proposition Investment story 8 Davy Irish Equity Market Conference
10 Distribution Reach & Depth Direct Sales Brokers Bancassurance Onesource Institutions Productivity Segmentation Buy in Selling Direct Selling ptsb & Process from Bank Sales process process 9 Davy Irish Equity Market Conference
11 Technology Investment CRM Electronic Sales Process Professional consultation replaces traditional sales process Engaging customer experience Every activity measured Fully integrated with Call Centre epos Online application and underwriting High quality service experience Trebling new business processing productivity Back Office Integrated customer centric Back Office system Enable launch of self service facilities Doubling existing business productivity 10 Davy Irish Equity Market Conference
12 Brand -Treating Customers Fairly Product Transparency Only financial company in Ireland or UK to have Plain Englished full product range. Needs-based advice Award winning Siebal point of sale advice process 94% of customers say they would recommend Customer Satisfaction Focus on doing best what matters most to customers Customer Satisfaction Index increased +2.6% to 79.1% in 2005 Staff profit share payout linked to improvements in customer satisfaction 11 Davy Irish Equity Market Conference
13 Brand - Investment Competence ILIM - Moneymate Awards Fidelity Bloxham Property 12 Davy Irish Equity Market Conference
14 Brand - Promoting Consensus 13 Davy Irish Equity Market Conference
15 Retail Strategy Distribution + Technology + Brand Market Share Gains + Growth in Value of New Business 14 Davy Irish Equity Market Conference
16 Retail 2005 Delivery 2005 Sales +33% Market Share +1.4% Life VNB +72% 15 Davy Irish Equity Market Conference
17 Sales Distribution Mix m % Brokerage % Ptsb % Institutions % Direct Business % Total % 16 Davy Irish Equity Market Conference
18 Sales Driving Forces External Retail Results Construction Boom + Protection Service = Protection up 26% First Timers + Bancassurance Activity = Investment Bonds up 29% New Wealthy + Pensions Speculation = Pension up 36% Investment Performance + New pension Plan = Brokerage up 41% 17 Davy Irish Equity Market Conference
19 Outlook 2006 Mortgages External Retail Results New distribution New wealth Very Positive SSIAs 18 Davy Irish Equity Market Conference
20 Demographics drive mortgages '000 Over 25 Completions (rhs) ' Housing Supply & Demand Davy Irish Equity Market Conference
21 Adding Retail Distribution 20 Davy Irish Equity Market Conference
22 New Wealth boosts pensions Spending by Income Decile 1st 2nd 3rd 4th 5th 6th 7th 8th 9th 10th Pension Fund Domestic Services Hotels & Expenditure Abroad Private Health Insurance Meals Away from Home Clothing & Footwear Entertainment Mortgage Repayments & Home Insurance Personal Services Food Rent & Other Charges Fuel & Light Tobacco 19 Davy Irish Equity Market Conference
23 SSIA opportunity 22 Davy Irish Equity Market Conference
24 Davy Irish Equity Market Conference Irish Life Retail Kevin Murphy Chief Executive - Ireland Retail London 18th May 2006
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