Momentum Retail. Mark vd Watt 4 November 2015
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1 Momentum Retail Mark vd Watt 4 November 2015
2 Agenda Introduction to business unit Current structure / organogram Retail distribution review Client centricity Growth Excellence Looking ahead
3 Agenda Introduction to business unit Current structure / organogram Retail distribution review Client centricity Growth Excellence Looking ahead
4 Operating environment Distribution in flux / RDR Competition for static upper market Economic realities Risk business down Volatile markets Corporate strategies New regulations
5 Market dynamics (NMG survey) Class of advisers Change in market share Independent financial advisers -13% Aligned advisers * 6% Tied agents 16% Bank brokerages -11% Source: NMG Risk Survey
6 Trend of new business premium by Channel Swiss Re New Business Volume Survey Momentum Myriad Aug
7 Agenda Introduction to business unit Current structure / organogram Retail distribution review Client centricity Growth Excellence Looking ahead
8 Momentum Retail COO (Johann Jooste) Sales and Distribution (Vacant) Client and intermediary interactions (Teshlin Akaloo) Brand and marketing (Danie vd Bergh) Client Solutions (Teshlin Akaloo) Middle Market Segment (Frank Magwegwe) Finance (Jan Lotter) Human Capital (Vacant)
9 Agenda Introduction to business unit Current structure / organogram Retail distribution review Client centricity Growth Excellence Looking ahead
10 Retail Distribution Review
11 Agenda Introduction to business unit Current structure / organogram Retail distribution review Client centricity Growth Excellence Looking ahead
12 Online capabilities Online panel surveys Virtual group discussions
13 Neuro-marketing research Eye tracking
14 Multiply Education Platform LIKES IN A MONTH
15 April May June July August September October November December January February March April May June July August September New Users Accumulated Users Financial wellness take-up New Users Accumulated Users
16 New multiply partners
17 Multiply value proposition Mango R30,5 million Online Shop R9,0 million Pick n Pay R0,8 million Dis-Chem R9,0 million Momentum Health R6,3 million Myriad R61,4 million Cyclelab Ro,3 million The Pro Shop R0,3 million Gym R105,8 million
18 New brand properties
19 Strong client brand
20 ATL - Momentum Short Term Insurance
21 ATL - Myriad Critical illness campaign
22 Client value proposition Our approach to creating a Client Value Proposition
23 Education Client Value Proposition
24 Agenda Introduction to business unit Current structure / organogram Retail distribution review Client centricity Growth Excellence Looking ahead
25 Growth through diversification
26 Other new products
27 Growth through diversification
28 Middle market sales per product line F15 - Q1 F15 - Q2 F15 - Q3 F15 - Q4 F16 - Q1 Funeral Life MSP
29 Middle market channel split F15 - Q1 F15 - Q2 F15 - Q3 F15 - Q4 F16 - Q1 Call Centre MPAS
30 Middle market agency growth September December March June September Intern Trainee Adviser Experienced
31 Worth US$ 160 Billion Worth US$ 200 Billion Worth US$ 259 Billion Momentum Retail Segments Wealth creation & protection HIGH NET WORTH More Time Leaving a legacy & giving back Convenience 0.01% of entire SA population, yet form 35% of South Africa s total individual wealth Security & trust This excludes the undiscovered market
32 Growth through diversification
33 Market share for for brokers by by segment 35% 30% 30% 25% Market share (%) 20% 15% 18% 21% 15% 10% 9% MetLife Myriad 5% 5% 0% 0.6% 0.3% All Large Medium Small Mega Market Segment Swiss Re New Business Volume Survey Momentum
34 Market share for for tied tied agents by by segment 35% 30% 25% Market share (%) 20% 15% 10% 5% 10% 13% 10% 6% 5% 15% MetLife Myriad 0% 1% 0.4% Overall Large Medium Small Mega Market Segment Swiss Re New Business Volume Survey Momentum
35 Attracting more Financial Planners Jun 10 Jun 11 Jun 12 Jun 13 Jun 14 Jun 15 Sep 15*
36 Millions MFP business has more than doubled in 5 years Jun 10 Jun 11 Jun 12 Jun 13 Jun 14 Jun 15
37 Millions MFP business has more than doubled in 5 years Jun 10 Jun 11 Jun 12 Jun 13 Jun 14 Jun 15
38 Quality of business Lapses are down 67 % over the last 7 years 30% 25% 24% 20% 19% 15% 13% 10% 10% 10% 9% 9% 5% 6% 0% Jun 09 Jun 10 Jun 11 Jun 12 Jun 13 Jun 14 Jun 15 Sep 15 Benchmark MFP Lapse Ratio
39 Momentum Consult headcount
40 Call centre Health case count growth % % 45% % 36.7% 40% % 30.2% 32.0% 31.2% 22.2% 31.1% 27.5% 30.3% 25.8% 25.1% 35% 30% 25% 20% % % 100 5% Sep14 Oct14 Nov14 Dec14 Jan15 Feb15 Mar15 Apr15 May15 Jun15 Jul15 Aug15 Sep15 0% Case Count % of Total Health Sales
41 Call Centre Multiply case count growth % % 56.9% 55.5% 55.6% 59.2% 55.7% 60% % 47.6% 50% % % 39.3% 35.2% 40% % % % Sep14 Oct14 Nov14 Dec14 Jan15 Feb15 Mar15 Apr15 May15 Jun15 Jul15 Aug15 0% Case Count % of Total Multiply Sales
42 Agenda Introduction to business unit Current structure / organogram Retail distribution review Client centricity Growth Excellence Looking ahead
43 The quality of our products are market leading Momentum s quality is perceived to be one of the highest in the industry Source: SAcsi 2014 Q4 Life Insurance Report
44 Clients are more satisfied with our service While the Life Insurance Industry showed a 2.8 point decline Momentum was a the only brand to improve since 2013 The Life Insurance Industry showed a Source: SAcsi 2014 Q4 Life Insurance Report
45 Our clients are more willing to choose our brand again When asked how likely they are to choose their brand if they had to choose a life insurer again, Momentum clients scored the highest The Life Insurance Industry showed a Source: SAcsi 2014 Q4 Life Insurance Report
46 Improvement in mortality experience Mortality experience Counts Net Sum assured Expected
47 Impact of focus on quality Total mortality and morbidity basis changes and experience profits for the period F2011 F2015 R1.7 billion
48 Technology key enabler
49 Percentage of cases Myriad Self captured 90% 80% 70% 60% 50% 40% 30% 20% 10% 0% RSA Namibia
50 Agenda Introduction to business unit Current structure / organogram Retail distribution review Client centricity Growth Excellence Looking ahead
51 Introducing Voice Biometrics!!! Normal Agent time to identify Between 10 and 60 seconds Customers often get frustrated with having to remember things Excessive call handling and frustration when data is forgotten, or wrong Expensive password / details recovery Lost business when customers give up!
52 New technology F2016 CRM Wealth management solutions Web improvements Online fulfillment New mobile platform
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