Data. Analytics. WealthScapes September 13, Insights. Results.

Transcription

1 Data. Analytics. WealthScapes 2017 September 13, 2017 Insights. Results.

2 Today s presenters Peter Miron Vice President Demographic and Economic Data Catherine Pearson SVP & Practice Leader Finance Rupen Seoni SVP & Practice Leader NFP - Fundraising Environics Analytics

3 Agenda Introductions and Housekeeping Overview of WealthScapes 2017 Updates Canada s Financial Climate Toronto versus Vancouver Real Estate Markets Case Studies Financial Case Study Fundraising Case Study Questions Environics Analytics

4 housekeeping Listen-only Use the Q&A feature in your WebEx interface Technical difficulties? Presentation deck will be available at: environicsanalytics.com/webcasts Environics Analytics

5 Today s presenters Peter Miron Vice President Demographic and Economic Data Catherine Pearson SVP & Practice Leader Finance Rupen Seoni SVP & Practice Leader NFP - Fundraising Environics Analytics

6 Agenda Introductions and Housekeeping Overview of WealthScapes 2017 Updates Canada s Financial Climate Toronto vs Vancouver Real Estate Markets Case Studies Financial Case Study Fundraising Case Study Questions 6 Presentation will be available at: environicsanalytics.com/webcasts

7 WealthScapes 2017 Summary Detailed measures of assets, debt and wealth of Canadian households as of December 31, financial and investment statistics One-year historical data to better understand of trends Based on over 30 different data sources including privacy-friendly aggregated data from Bank of Canada, Canada Revenue Agency, Equifax, Statistics Canada and The Teranet-National Bank Controlled to accepted totals used by Chief Economists 100% Canadian coverage: Built at the disseminationarea level and actioned at the six-digit postal code Used by financial institutions, investment firms, charities, retailers and more 2017 Environics Analytics

8 A Neighbourhood-Level Balance Sheet Canadian Average Values per Household Assets $910,022 $821,815 Debts $139,387 $133,549 Liquid Assets $278,038 $251,630 Consumer Debts $39,551 $38,555 Savings $95,710 $90,622 Credit Cards $6,258 $6,056 Demand Deposits $56,613 $52,472 Lines of Credit $17,754 $17,795 Term Deposits $39,097 $38,150 Secured Lines of Credit $12,989 $13,283 Investments $182,328 $161,009 Unsecured Lines of Credit $4,765 $4,512 Bonds $8,833 $8,732 Loans $15,539 $14,704 Investment Funds $101,505 $90,926 Mortgage Debt $99,836 $94,994 Segregated Funds $12,890 $12,286 Mutual Funds $88,615 $78,640 Net Worth $770,635 $688,267 Stock $71,990 $61,350 Real Estate $485,011 $428,367 Primary Real Estate $372,011 $329,666 Other Real Estate $113,000 $98,701 Employer Pension Plans $146,973 $141, /08/2015

9 A Neighbourhood-Level Balance Sheet Average Values per Household, 2016 St. John s Victoria St. John s Victoria Assets $763,132 $1,208,616 Debts $152,690 $153,267 Liquid Assets $203,974 $357,856 Consumer Debts $41,944 $37,111 Savings $69,009 $125,263 Credit Cards $6,931 $6,169 Demand Deposits $45,644 $73,521 Lines of Credit $15,601 $20,555 Term Deposits $23,366 $51,743 Secured Lines of Credit $10,978 $14,731 Investments $134,964 $232,592 Unsecured Lines of Credit $4,622 $5,823 Bonds $3,406 $13,761 Loans $19,412 $10,386 Investment Funds $82,445 $124,842 Mortgage Debt $110,746 $116,038 Segregated Funds $11,444 $14,904 Mutual Funds $71,002 $109,937 Net Worth $610,442 $1,055,468 Stock $49,113 $93,990 Real Estate $382,459 $669,814 Income $103,033 $94,981 Primary Real Estate $299,211 $516,547 Other Real Estate $83,248 $153,267 Recreation Expenditure $5,199 $5,511 Employer Pension Plans $176,699 $180, /08/2015

10 Seven Dimensions of Household Wealth A 360 View of Household Finances Savings Mortgages + Investments Net Worth Consumer Debt +Real Estate Pensions 10 26/08/2015

11 Applications Includes product holdership and balances Append to customers and prospects Identify spending power Measure dollars per household and per holder Measure untapped potential for financial products Calculate market share and wallet share Locate and learn about geographic hotspots 11 26/08/2015

12 Canadian Financial Data 9 Datasets 12

13 WealthScapes Daytime Summary Detailed measures of assets, debt and wealth of Canadian households as of December 31, 2016 apportioned to the daytime location of their adult population Captures both wealth, financial behaviour and spending power of the households decision makers at their daytime location 75 financial and investment statistics All assets and debts are apportioned to the household population 15+ and then carried to their usual daytime location Built using WealthScapes, DaytimePop and a p ij matrix of the flows of household population % Canadian coverage: Built at the disseminationarea level and linkable to the six-digit postal code Environics Analytics

14 WealthScapes Daytime Construction Methodology Household financial behaviour is allocated evenly across all household population 15+ within the nighttime/source DA (i) Commuter flows for household population 15+ between source DA (i) and destination DA (j) are added to household population 15+ that is not employed with a usual place of work Financial behaviour is then aggregated by destination DA (j) Environics Analytics

15 WealthScapes Fundraiser Summary Detailed measures of expenditures and income for 2017 and wealth as of December 31, 2016 Amalgamation of key predictors of charitable donations from AgeByIncome, HouseholdSpend, LiquidAssets and WealthScapes Core package includes details on household total, disposable and discretionary income, key aggregate wealth statistics and charitable contributions Two additional packages improve scoring where the age of the prospect is know: household income and separately liquid assets by age of household maintainer 100% Canadian coverage: Data is published at the six-digit postal code as averages per household to facilitate list appends Environics Analytics

16 Giving Charitable Donations per Household, 2017 $1,500 $1,000 $500 $0 Canada BC AB SK MB ON QC Atlantic Territories $1,500 $1,000 $500 $0 Toronto Montréal Vancouver Ottawa Calgary Edmonton Québec Winnipeg Saskatoon Charitable contributions to religious organizations Contributions to other charitable organizations 16 26/08/2015

17 Financial Suite Alignment All add up and align Financial suite is designed to be internally consistent Results add up across households, consumption, balances and values for each geography and each year within the same vintage Definition of disposable and discretionary income has been aligned across all datasets and reflects revisions to the HouseholdSpend and FoodSpend methodology Environics Analytics

18 Agenda Introductions and Housekeeping Overview of WealthScapes 2017 Updates Canada s Financial Climate Toronto vs Vancouver Real Estate Markets Case Studies Financial Case Study Fundraising Case Study Questions Environics Analytics

19 New for 2017 Real Estate Estimates Now Incorporate HPI Data Primary residence value estimates now incorporate data from The Teranet National Bank Regional and Property Type Sub-Indices TM This data enhances the WealthScapes estimates by providing sub-metropolitan level estimates of house price inflation Teranet-National Bank House Price Index TM are trademarks of Teranet Enterprises Inc. and National Bank of Canada used under license. Δ Housing Stock Δ Tenure Δ Prices Δ Primary Real Estate Value 19 26/08/2015

20 Agenda Introductions and Housekeeping Overview of WealthScapes 2017 Updates Canada s Financial Climate Toronto vs Vancouver Real Estate Markets Case Studies Financial Case Study Fundraising Case Study Questions Environics Analytics

21 Economic Climate Asset Trends 150% 125% 100% Cumulative Return 75% 50% 25% 0% -25% -50% Source: National Post, 2015 Bank of 2016 Canada, Bloomberg, Teranet, S&P/TSX Composite Total Return Index S&P500 Total Return Index (CDN$) FTSE TMX Canada Universe Bond Index Teranet - NB Environics National Analytics Composite House Price Index calculations 21 26/08/2015

22 Economic Climate Oil Trends $140 $120 $100 Price per Barrel ($USD) $80 $60 $40 $20 $ Western Canada Select Brent Crude Source: Alberta Energy, US. Energy Information Administration, Environics Analytics calculations 22 26/08/2015

23 Economic Climate Debt Trends 20.0% 175% 17.5% 150% Share of Household Income 15.0% 12.5% 10.0% 7.5% 5.0% 118% 125% 8.2% 8.1% 136% 138% 140% 141% 141% 142% 144% 7.2% 6.9% 6.8% 6.5% 6.3% 6.2% 5.9% 5.8% 148% 125% 100% 75% 50% Share of Household Income 2.5% 25% 0.0% Year Interest Paid (Left Axis) Debt (Right Axis) Source: Bank of Canada, Statistics Canada, Environics Analytics calculations 0% 23 26/08/2015

24 Canada at a Glance Canadian Household Assets, Debts and Net Worth Stock Primary Investment Funds Other Bonds Term Deposits Demand Deposits Assets Liabilities & Net Worth Mortgages Credit Cards Loans Lines of Credit Net Worth 24 26/08/2015

25 Canada at a Glance Canadian Average Values and Growth Rates per Household 2016 Growth 2016 Growth Assets $910, % Debts $139, % Liquid Assets $278, % Consumer Debts $39, % Savings $95, % Credit Cards $6, % Demand Deposits $56, % Lines of Credit $17, % Term Deposits $39, % Secured Lines of Credit $12, % Investments $182, % Unsecured Lines of Credit $4, % Bonds $8, % Loans $15, % Investment Funds $101, % Mortgage Debt $99, % Segregated Funds $12, % Mutual Funds $88, % Net Worth $770, % Stock $71, % Real Estate $485, % Primary Real Estate $372, % Other Real Estate $113, % Employer Pension Plans $146, % 25 26/08/2015

26 The (Other) Big Three Pull Ahead Net Worth per Household $1,400,000 $1,200,000 $1,000,000 $800,000 $600,000 $400,000 $200,000 $0 $1,400,000 $1,200,000 $1,000,000 $800,000 $600,000 $400,000 $200,000 $0 17.2% 9.6% 14.2% 12.0% 5.1% 6.4% 6.7% 5.4% 5.7% Canada BC AB SK MB ON QC Atlantic Territories 17.0% 19.4% 9.0% 8.5% 10.4% 6.2% 7.8% 5.6% 6.4% Toronto Montréal Vancouver Ottawa Calgary Edmonton Québec Winnipeg Saskatoon /08/2015

27 The Differing Wealth Concentrations Net Worth Components per Household, 2016 $1,600,000 $1,200,000 $800,000 $400,000 $0 -$400,000 Canada BC AB SK MB ON QC Atlantic Territories $1,600,000 $1,200,000 $800,000 $400,000 $0 -$400,000 Toronto Montréal Vancouver Ottawa Calgary Edmonton Québec Winnipeg Saskatoon Liquid Assets Real Estate Employer Pension Plans Debt 27 26/08/2015

28 Real Estate, The Protagonist Net Worth and Component Change per Household, 2015 to 2016 $200,000 $150,000 $100,000 $50,000 $0 -$50,000 Canada BC AB SK MB ON QC Atlantic Territories $200,000 $150,000 $100,000 $50,000 $0 -$50,000 Toronto Montréal Vancouver Ottawa Calgary Edmonton Québec Winnipeg Saskatoon Net Worth Liquid Assets Real Estate Employer Pension Plans Debt 28 26/08/2015

29 With Risks, Come Rewards Liquid Assets by Type, 2016 $600,000 $500,000 $400,000 $300,000 $200,000 $100,000 $0 Canada BC AB SK MB ON QC Atlantic Territories $600,000 $500,000 $400,000 $300,000 $200,000 $100,000 $0 Toronto Montréal Vancouver Ottawa Calgary Edmonton Québec Winnipeg Saskatoon Savings Investments 29 26/08/2015

30 Lower but Varied Savings Rates Average vs. Expected Liquid Assets per Household, 2016 $25,000 $20,000 $15,000 $10,000 $5,000 $0 -$5,000 -$10,000 $25,000 $20,000 $15,000 $10,000 $5,000 $0 -$5,000 -$10,000 Canada BC AB SK MB ON QC Atlantic Territories Toronto Montréal Vancouver Ottawa Calgary Edmonton Québec Winnipeg Saskatoon Net Savings 30 26/08/2015

31 Home Sweet Home Real Estate Holdings per Household $1,200,000 $1,000,000 $800,000 $600,000 $400,000 $200,000 $0 $1,200,000 $1,000,000 $800,000 $600,000 $400,000 $200,000 $0 19.9% 17.4% 13.2% 3.8% 3.0% 6.2% 5.3% 4.8% 7.3% Canada BC AB SK MB ON QC Atlantic Territories 19.7% 21.8% 5.9% 3.9% 6.9% 4.3% 4.0% 6.4% 2.0% Toronto Montréal Vancouver Ottawa Calgary Edmonton Québec Winnipeg Saskatoon /08/2015

32 A Rising Tide of Pensions EmployeR Pension Plan Assets per Household $300,000 $250,000 $200,000 $150,000 $100,000 $50,000 $0 $300,000 $250,000 $200,000 $150,000 $100,000 $50,000 $0 3.6% 3.1% 2.8% 2.8% 3.4% 3.2% 5.1% 3.6% 1.6% Canada BC AB SK MB ON QC Atlantic Territories 4.0% 4.7% 3.4% 4.8% 2.4% 2.2% 3.1% 3.4% 4.0% Toronto Montréal Vancouver Ottawa Calgary Edmonton Québec Winnipeg Saskatoon /08/2015

33 Debt Growth Outpaces Incomes... Debt-to-Disposable Income 300% 250% 200% 150% 100% 50% 0% 300% 250% 200% 150% 100% 50% 0% 3.6% 2.7% 3.0% 3.0% 1.5% 1.7% 1.1% 2.2% 2.8% Canada BC AB SK MB ON QC Atlantic Territories 5.9% 5.2% 3.5% 2.9% 1.5% 3.7% -3.8% -0.4% 2.2% Toronto Montréal Vancouver Ottawa Calgary Edmonton Québec Winnipeg Saskatoon /08/2015

34 ... but Real Estate Outpaces Debt Mortgage-to-Real Estate Value 35% 30% 25% 20% 15% 10% 5% 0% 35% 30% 25% 20% 15% 10% 5% 0% -1.8% -2.4% 0.7% -1.1% -2.2% -7.2% 0.4% -9.9% -9.7% Canada BC AB SK MB ON QC Atlantic Territories 3.4% -2.3% -2.2% -1.7% -2.4% -1.2% -9.7% -9.9% -9.1% Toronto Montréal Vancouver Ottawa Calgary Edmonton Québec Winnipeg Saskatoon /08/2015

35 Agenda Introductions and Housekeeping Overview of WealthScapes 2017 Updates Canada s Financial Climate Toronto vs Vancouver Real Estate Markets Case Studies Financial Case Study Fundraising Case Study Questions Environics Analytics

36 Toronto and Vancouver Net Worth Growth driven by Real Estate Net Worth Net Worth Change Components $1,400,000 $200,000 $1,200, % 19.4% $180,000 $160,000 $1,000,000 $140,000 $120,000 $800,000 $600,000 $400, % $100,000 $80,000 $60,000 $40,000 $20,000 $200,000 $0 Toronto Vancouver Rest of Canada $0 Toronto Vancouver Rest of Canada Net Worth Real Estate Liquid Assets Employer Pension Plans Debt 36 26/08/2015

37 Toronto and Vancouver The Real Estate Effect The wealth effect is the induced consumption driven by a change in perceived wealth Estimates vary of the magnitude of the wealth effect The common consensus is that a $1 increase in real (permanent) change in real estate values results in a 5 increase in consumption Similar in practice to consumer confidence Toronto Disposable Income: $85,568 Wealth Effect: + $6,920 Vancouver Disposable Income: $79,452 Wealth Effect: + $8, /08/2015

38 A Great Year 2016 in Review Net worth (up 12.0%) High-gear growth in Toronto and Vancouver driving Ontario and British Columbia Alberta did very well as did Calgary and Edmonton All of Canada did very decently; low-growth Saskatchewan was still up 5.1% Liquid assets (up 10.5%) Stock markets performed phenomenally well but households stopped saving Real estate (up 13.2%) Jaw-dropping growth in Toronto and Vancouver; low and steady real growth elsewhere Pensions (up 3.6%) Pension value growth stalled due to rising long-term interest rates Debt (up 4.4%) Debt-to-disposable income ratio growing but debt service ratio still declining 38 26/08/2015

39 Today s presenters Peter Miron Vice President Demographic and Economic Data Catherine Pearson SVP & Practice Leader Finance Rupen Seoni SVP & Practice Leader NFP - Fundraising 2017 Environics Analytics

40 By the Numbers: 600,000+ constituents 303,476 Alumni - 245,500 Addressable living Alumni (Mail/ ) 31,000 FTE Students Parents Friends of Staff Organizations 2017 Environics Analytics

41 GIVING CAPACITY Constituency Gift Potential Constituent Records Age Engagement/involvement Last Gift Frequency/How Often giving History Data Services Constituency WealthScapes Potential Strong Moderate Weak 2017 Environics Analytics

42 Overall Results: Identified and ranked top prospects for Development team/officers Have established tiers of prospects that can be tracked year over year 85% of database was prioritized Can adapt the tiers to most requests or funding requests Predictive model results MG model, top 200 prospects = 30-40% MG model, top 500 prospects = 40-50% Quickly declines there after top 500 prospects Fundraising Engaged results 2011/2012 = 30.47% 2016/2017 = 50.1% 2017 Environics Analytics

43 Today s presenters Peter Miron Vice President Demographic and Economic Data Catherine Pearson SVP & Practice Leader Finance Rupen Seoni SVP & Practice Leader NFP - Fundraising 2017 Environics Analytics

44 Average Canadian Profile Real Estate wealth Demographics % Own their home Avg. Value: $537,960 39% Hold a mortgage Avg. Balance: Mortgage-toreal estate ratio $255,616 23% Own Secondary real estate Net worth $770,635 Household income $94,365 Discretionary income $48,964 Liquid Assets $278,038 Debt-to-Asset Ratio 0.18 Families of 3 or more 39% Households with Children 41% University Education 24% Immigrant Population 22% Note: Dollar figures represent the average amount per holder 2017 Environics Analytics

45 Potential use cases with wealthscapes Goals SIZE MARKET OPPORTUNITY INCREASE RELEVANCY IMPROVE MARGINS INCREASE ENGAGEMENT REDUCE ATTRITION Custom Segments Personas Economic Segments Propensity Models At-Risk Model tools Potential client Value actions Identify new opportunities to diversify clients Increase digital adoption and enhance client experience Match services levels to client needs Prioritize offers based on client behaviours Proactively identify and engage clients at-risk 2017 Environics Analytics

46 Enhance the client journey using wealthscapes Acquisition Acquire clients in high net worth neighbourhoods Enhance your view of new clients by filling in data gaps Set realistic growth targets using market data Acquisition Onboarding Develop a 360 view of your client with multiple data sources Customize digital experiences to meet client needs Align agency and front-line staff to client needs Onboarding Engagement & Retention Identify opportunities to engage clients through a gap analysis Determine a client s next best products Use Economic Segments to identify up-sell opportunities Engagement & Retention Advocacy 2017 Environics Analytics

47 Top 5% High Net Worth Next 15% Mass Affluent Develop a baseline of Canadian wealth Size market Market Household Lower 80% Less affluent Use WealthScapes to quantify and locate wealth in canada opportunity 47 Acquisition

48 Top 5% High Net Worth Determine how your client portfolio compares to the market Market Household Next 15% Lower 80% Mass Affluent Less affluent Determine where your clients fit within each wealth bracket 48 Acquisition

49 Top 5% High Net Worth Find more high net Next 15% Mass Affluent worth households 49 Acquisition Market Household Lower 80% Less affluent FSA locate them on the ground Total Liquid Assets % of Toronto CMA M5R 24,269,537, M4W 21,503,721, L4J 20,674,983, L6J 19,237,842, M9A 17,922,299, M5P 17,868,379, M4V 17,683,469,

50 Top 5% High Net Worth Age Under 25 Age Next 15% Mass Affluent Age Cater to their Age Age lifestyle and product needs Market Household Lower 80% Less affluent Age Age 75+ Understand who they are 50 Acquisition

51 Remove the blinders 51 Acquisition

52 LIMITED ENHANCED Enhance your view of new clients using multiple data sources Loan Application Age Income Debt Inquiry Credit Score Own vs Rent Lifestage Discr. Income Total Savings Secondary RE Debt : Asset Mortgage : RE Rent $ Renovations $ 52 Acquisition Financial Concern

53 Top Decile Clients Use wealthscapes data to enhance the performance of propensity models Propensity Model 53 Acquisition

54 Differentiate top decile clients Integrate other rich data to differentiate top performers based on lifestage and financial wellness Propensity Model 54 Acquisition

55 Align brand and messaging to align to corporate objectives Identify gaps in product/service offer 55 Acquisition Propensity Model Understand Their Lifestage Strong Investment Portfolio Retirement Planning Transfer of Wealth Strong Debt Portfolio Disciplined to Save Accumulating Wealth No Nest Egg Live Cheque to Cheque Own Home Young Families

56 Use market data to set realistic targets And match talent Branch A Branch B Total $ Mkt. Share Total $ Mkt. Share 56 Acquisition Deposits Investments Mutual Funds Mortgages GICs Lines of Credit $150M $145M $1.5B $400M $200M $196M 35% 15% 25% 39% 42% 55% Deposits Investments Mutual Funds Mortgages GICs Lines of Credit $250M $100M $860M $1.2B $400M $275M 44% 10% 32% 39% 81% 24%

57 Limited insights on what we know about a client Wealth Chequing Account - $21,000 Channel Home Branch & Tenure Data Source Banking Relationship Demographics Age 57 Onboarding

58 Enhance your understanding of a client s needs by leveraging multiple data sources M5S 0A6 Wealth Chequing Account - $21,000 Mortgage - $220,000 TFSA - $15,000 Line of Credit - $35,000 Real Estate - $530,000 Channel Home Branch & Tenure Online Banking Preferences Mobile App Usage Discount Brokers Data Source Banking Relationship 58 Onboarding Demographics Age Income Family Lifestage Home ownership Ethnicity Education Lifestyle Sports & Leisure Travel Behaviour Shopping Behaviour Loyalty Programs Media Preferences

59 Develop a 360 view of your target client using a persona Optimize Experiences online by Combining wealth profile with digital insights Online Service Channels Digital Sales Initiatives Website design Social media marketing Mobile App Development 59 Onboarding

60 Full Persona Creative Brief Script Tailor content Simplify content to align with the users Detailed Marketing Customer Experience Moderate Creative Agency Media Partner Simple Branch Staff Call Centre Reps. needs Digital Other Corporate Departments Digital Partner 60 Onboarding

61 TFSA Gap Analysis Use a gap analysis to determine opportunities to acquire new clients Market gap 58% of HHs hold a TFSA with competitors Product Penetration 42% of HHs hold a TFSA with you Acquisition 83% of TFSA dollars are held with competitors Market share 17% of TFSA dollars are held with you 61 engagement

62 TFSA Gap Analysis Use a gap analysis to determine opportunities to acquire new clients Market gap 58% of HHs hold a TFSA with competitors Product Penetration 42% of HHs hold a TFSA with you Acquisition 83% of TFSA dollars are held with competitors Market share 17% of TFSA dollars are held with you And identify opportunities to x-sell and up-sell to deepen your relationships Client gap 45% of clients Do not hold a TFSA with you Client Product Holdership 55% of Clients hold a TFSA with you engagement 65% of your client s TFSA Wallet is held with a competitor Wallet Share 35% You have 35% of your client s TFSA wallet 62 engagement

63 WealthScapes unlocks a clients potential value Potential Client Value Current Client Value 63 engagement

64 Use Wealthscapes to build client potential value at the product category level Deposits Investments Mortgages Consumer Debt Deposit Value Investment Value Mortgage Value Consumer Debt Value 64 engagement

65 Balanced Approach 25% 25% 25% 25% Build economic model to align to corporate objectives Deposit Approach 40% Deposits: Investments: 30% 15% 15% WealthScapes Value Adjusted by Age Wallet Share WealthScapes Value Adjusted by Age Wallet Share Mortgages: WealthScapes Value Adjusted by Age Wallet Share Own vs. Rent Consumer Debt: WealthScapes Value Adjusted by Age Wallet Share Debt Utility Deposit potential Investment potential Mortgage potential Consumer Debt potential POTENTIAL VALUE BY CUSTOMER 65 engagement

66 align service levels and resources based on economic segments 66 engagement Identifying hidden opportunities Prioritize efforts to increase engagement with key marketing segments and new clients Potential Value service Clients: Dollars: Avg. Portfolio: Clients: Dollars: Grow Avg. Portfolio: Better utilization of lower cost channels and resources 24% 8% $16,500 61% 12% $13,650 Current Value retain High touch and personalized services Tailoring 1:1 Clients: Dollars: Avg. Portfolio: Clients: Dollars: Avg. Portfolio: 5% 45% $498,000 10% 35% $364,000 maintain Responsive service levels with minimum opportunity for upsell/cross-sell Maintain existing relationships

67 Presentation will be available at: environicsanalytics.com/webcasts Questions? Teranet-National Bank House Price Index TM data and marks are used with the permission of Teranet Enterprises Inc. and National Bank of Canada. The contents of this work and any product to which it relates are not endorsed, sold or promoted by Teranet, NBC nor any of their suppliers or affiliates. None of Teranet, NBC, nor their third party data licensors nor any of their affiliates make any express or implied warranties, and expressly disclaim all warranties of merchantability, fitness for a particular purpose or use, adequacy, accuracy, timeliness or completeness with respect to the work product and any product it relates to. Without limiting the foregoing, in no event shall Teranet, NBC, their third party licensors or their affiliates shall be subject to any damages or liabilities for any errors, omissions or delays of the dissemination of the Index nor be liable for any direct, special, incidental, punitive or consequential damages, even if they have been advised of the possibility of such damages, whether in contract, tort, strict liability or otherwise.

68 Slides and recording at: environicsanalytics.com/webcasts Contact information by Industry leaders For Finance, Insurance, Tourism & Telecommunications Contact: Catherine Pearson For Retail, Real Estate, Media & Entertainment Contact: Michele Sexsmith For Public, Automotive, Packaged Goods & Not-for-Profit Contact: Rupen Seoni For Product Specific Information Contact: Peter Miron