The Italian Asset Management market

key figures Research Department

1. Overview Open-end funds: AuM, flows & Asset classes Open-end funds: Distribution Mandates and the insurance market 2. The European Investment Fund Industry Net assets & sales by fund / fund group domicile 3. Savings & Wealth Household saving rate: trend & int l comparison Household financial portfolio & private pension plans

The Italian AM market (Jan 2016: August 2017) % +11.7 +16.2 +0.7 +28.4 +29.1 +7.9 +11.0 +19.0 M7+M8 +0.6% Perf. 2,032 +20.5 +3.0% 1,944 +27.9 II I 1,010 +35.2 50% 1,833 Mand. 935 +55.7 2016 Perf. 51% 993 951 49% 50% 1,022 Funds 898 Dec 2015 Dec 2016 Aug 2017 4

Net flows (monthly data) 25 20 15 10 5 0 5 10 bn Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug 2014 2015 2016 2017 Monthly data. Source: Assogestioni. 5

Product breakdown +10.6 +0.39 +28.1 M7+M8 +0.28 M7+M8 +16.1 +16.0 +6.0 IV 2017 I 2016 III Open end Funds Retail Mandates (discretionary portfolios) II +1.5 +0.5 M7+M8 129 6% 4% 43 50 972 48% 3% 881 43% +0.06 2016 III +0.69 IV +0.11 2017 I II Closed end Funds Institutional Mandates +7.4 +2.3 II +9.4 0.8 II M7+M8 +1.0 2016 III 0.5 IV 2017 I +2.7 2016 III +1.3 IV 2017 I 6

Long term trend bn, yearly data. Source: Assogestioni. 7

Top 15 Groups AuM (August 2017) Net flows 2017 :M8 2016 0% 3% 6% 9% 12% 15% 0% 2% 4% 6% 8% 10% GENERALI 482 24% EURIZON 300 15% +18.3 FIDEURAM 4% AMUNDI POSTE ITALIANE 4% 199 10% ANIMA HOLDING 60% BLACKROCK UBI BANCA 3% n.a. n.a. 12% ALLIANZ MEDIOLANUM 2% AZIMUT 74% BNP PARIBAS AXA BANCO BPM ARCA JPMORGAN AM 82% 14% bn 0 20 40 60 80 100 120 140 160 0 3 6 9 12 15 0 2 4 6 8 10 Funds Mand. x%: Mkt share + Net sales as % AuM 8

Dec 2013 557 30% 28% Open-end funds: domicile breakdown Dec 2016 901 Aug 2017 972 43% 26% 31% 42% 80 70 60 +30.4 +44.7 2017 :M8 Domestic +10.2 Round Trip +18.0 True Cross Border +26.6 20 50 16 40 12 30 20 +32.2 +28.5 +26.3 +23.5 +20.3 8 10 +8.8 4 +5.3 0 0 2014 2015 2016 2017 I II M7+M8 AuM & net flows, bn. 10

Long term trend: open-end funds Pioneer previously Round-Trip 9% bn, yearly data. Source: Assogestioni. 11

Top 15 Groups (open-end funds only) AuM (August 2017) Net flows 2017 :M8 2016 0% 3% 6% 9% 12% 15% 0% 4% 8% 12% 16% EURIZON 149 15% +11.9 +12.7 FIDEURAM AMUNDI 4% 12% +7.5 GENERALI BLACKROCK 7% 8% n.a. +8.9 n.a. ANIMA HOLDING MEDIOLANUM 5% 6% 53% AZIMUT 3% JPMORGAN AM UBI BANCA ARCA 70% INVESCO 2% PICTET AM FIDELITY SCHRODERS n.a. Q1 n.a. DEUTSCHE BANK 81% bn 0 20 40 60 80 100 120 Domestic Round Trip True Cross Border x%: Mkt share 0 1 2 3 4 5 + 0 2 4 6 8 Net sales as % AuM 12

Asset Class breakdown TOTAL 21% 9% 3% 42% 23% DOMESTIC 8% 9% 2% 39% 41% 248 bn 26% ROUND TRIP 17% 7% 5% 47% 24% 295 bn 31% TRUE CROSS BORDER 35% 11% 41% 10% 402 bn 43% 0% 20% 40% 60% 80% 100% Equity Balanced Money Market Bond Flexible Hedge June 2017. 13

Equity & balanced funds AuM (June 2017) Net flows 2017 II 2016 0% 5% 10% 15% 20% 0% 3% 6% 9% 12% ITALY EURO AREA 5% 5% EUROPE 21% AMERICA 13% PACIFIC AREA 5% EMERGING MKTS 9% SPECIAL. COUNTRY 4% GLOBAL 24% SPECIAL. SECTOR 10% OTHER 4% BALANCED +10.2 +4.4 bn 0 10 20 30 40 50 60 70 80 90 0 1 2 3 4 0 1 2 3 4 Domestic Round Trip True Cross Border x%: Mkt share + Net sales as % AuM 14

Money mkt, Bond, Flex & Hedge funds AuM (June 2017) Net flows 2017 II 2016 0% 5% 10% 15% 20% 25% 0% 6% 12% 18% 24% MM FUNDS ITALY 1% EURO GOV. SHORT T. 5% EURO GOV. M/L TERM 8% EURO CORPORATE / HY 10% DOLLAR AREA 3% GLOBAL 7% EM 7% MIXED 21% SPECIALIZED 18% FLEX (BOND) 21% +13.6 FLEX 221 +8.4 +13.4 HEDGE bn 0 20 40 60 80 100 120 140 Domestic Round Trip True Cross Border x%: Mkt share 0 1 2 3 4 5 + 0 3 6 9 12 Net sales as % AuM 15

The Italian fund market is retail-oriented Open-end funds 3 rd party funds Direct distribution DPM Unit Linked Institutional Retail investors End of 2015 data. 17

Banks dominate the retail fund distribution landscape (1) 145 bn 347 bn Financial Advisors Bank branches Top 5 groups Top 10 groups Total Top 5 groups Top 10 groups Total AuM of funds distributed to Italian retail clients (direct investment). End of 2015 data. 18

Banks dominate the retail fund distribution landscape (2) Italian ManGroups 80 bn 243 bn Financial advisors captive 93% Banks Foreign ManGroups 65 bn 103 bn 3 rd party 80% AuM of funds distributed to Italian retail clients (direct investment). End of 2015 data. 19

Banks: no more dependent on funding from retail investors... 30 20 10 0 10 20 30 40 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 Retail Bank Bonds Domestic and Round Trip Funds Foreign Funds Quarterly flows, bn. Source: Assogestioni, Bank of Italy. 20

25... and urged to sustain profitability through non interest-based sources of revenues 10 20 9.5 15 10 5 0 5 9 8.5 8 7.5 7 6.5 10 6 15 Q1 Q2 Q3 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 2009 2010 2011 2012 2013 2014 2015 2016 2017 5.5 Funds flows,captive Man.Cos. (l.) Net interest margin (r.) bn. Source: Assogestioni, bank balance sheets (Top 5 groups). 21

Distribution of 3 rd party funds: FAs more open than Banks... Banks FAs Distributors - Open Architecture level (3rd party fund incidence) 28% aver. 42% aver. ( bn) End of 2015 data. 22

The more open the distributor...... the higher the proportion of foreign ManGroups funds Italian ManGroups Foreign ManGroups Distributors - Open Architecture level (3rd party fund incidence) ( bn) End of 2015 data. 23

Regional breakdown (channels) FAs Banks End of 2015 data. 24

Distinction by type of retail investors (1) 138 bn 354 bn HNWI Mass-Affluent AuM of funds distributed to Italian retail clients (direct investment). End of 2015 data. 25

Distinction by type of retail investor (2) Italian ManGroups 57 bn 234 bn HNWI Mass-Affluent Foreign ManGroups 74 bn HNWI 81 bn Mass-Affluent AuM of funds distributed to italian retail clients (direct investment). End of 2015 data. 26

3 rd party funds: private segment more open than Mass Affluent Mass/A. Private Distributors - Open Architecture level (3rd party fund incidence) 24% aver. 54% aver. ( bn) End of 2015 data. 27

Regional breakdown (clients) End of 2015 data. 28

Mandates: AuM & Net Sales trends AuM (June 2017) Net flows 2017 II 2016 0% 2% 4% 6% 8% 0% 3% 6% 9% 12% DISCRETIONARY MANDATES (GPF) 4% DISCRETIONARY MANDATES (GPM) 10% PENSION PLANS 9% INSURANCE PRODUCTS (TRADITIONAL) 614 61% INSURANCE PRODUCTS (UNIT & INDEX L ED) 8% 13% OTHER 8% bn 0 20 40 60 80 100 Foreign Co. Domestic Co. x%: Mkt share 0 1 2 3 4 + 0 3 6 9 12 Net sales as % AuM 30

Top 15 Groups (mandates only) AuM (August 2017) Net flows 2017 :M8 2016 0% 2% 4% 6% 8% 0% 3% 6% 9% 12% 15% GENERALI 397 39% EURIZON FIDEURAM 5% 151 15% +5.5 AMUNDI 8% POSTE ITALIANE ALLIANZ AXA 3% 4% 8% 79% 5.1 + 6.8 UBI BANCA BNP PARIBAS 2% +24% BANCO BPM ANIMA HOLDING 1% 89% CREDITO EMILIANO BLACKROCK CREDIT SUISSE n.a. +21% n.a. 31% BANCA ESPERIA AZIMUT 94% +26% bn 0 10 20 30 40 50 60 70 80 90 Retail 0 1 2 3 4 Instit. x%: Mkt share + 0 1 2 3 4 5 Net sales as % AuM 31

Insurance Mandates & Captive/Affiliated Insurers GENERALI INVESTMENTS GENERALI ASSICURAZIONI (Gr.) EURIZON CAPITAL / FIDEURAM INTESA SANPAOLO VITA (Gr.) POSTE ITALIANE POSTE VITA Italian Market: 35% 317 361 PIONEER INVESTMENTS UCB (JV AVIVA / ALLIANZ / CNP) ALLIANZ ALLIANZ ASS. (Gr.) Italian insurance market (Dec 2016) AXA AXA ASS. (Gr.) AMUNDI CREDIT AGRICOLE VITA BANCO POPOLARE BP (JV AVIPOP / POPOLARE VITA) 621 80% UBI BANCA UBI BANCA (JV AVIVA / LOMBARDA VITA) BNP PARIBAS BNPP CARDIF VITA bn 0 30 60 90 120 150 Mandates Technical Res. bn, December 2016. Source: Assogestioni, balance sheets. 32

Dec. 2004 Max Unit&Index l. Life Insurance Market: long-term trend June 2017 7% Funds 27% Bonds 66% Dec. 2016 Dec. 2002 bn, yearly data. Source: Ania, Ivass. 33

Top 10 Life Insurance Groups Technical Reserves (Dec 2016) Flows 2016 2015 0 4 8 12 16 20 24 0 4 8 12 16 20 24 GENERALI INTESA SANPAOLO Generali Ass./Generali Italia/Alleanza Ass./BG Vita Intesa Sanpaolo Vita/Fideuram Vita POSTE ITALIANE 55% ALLIANZ UNIPOLSAI AVIVA Allianz/Creditras Vita Unipolsai/Popolare Vita/Bim Vita/Arca Vita 70% BNP PARIBAS AXA MEDIOLANUM CATTOLICA 85% bn 0 10 20 30 40 50 60 70 80 90 100 110 120 130 0 4 8 12 16 20 24 Class III (unit/index) x%: Mkt share Class I & Other + Net flows 0 4 8 12 16 20 24 Premiums 34

Top 10 Unit&Index Linked Groups Technical Reserves (Dec 2016) Flows 2016 2015 0 1 2 3 4 5 6 7 0 2 4 6 8 10 INTESA SANPAOLO Intesa Sanpaolo Vita/Fideuram Vita ALLIANZ MEDIOLANUM GENERALI OLD MUTUAL POSTE ITALIANE Allianz/Creditras Vita Generali Ass./Generali Italia/Alleanza/BG Vita 54% 71% CNP ASSURANCES AVIVA UNIPOLSAI AXA 90% bn 0 5 10 15 20 25 30 35 0 1 2 3 4 5 6 7 0 2 4 6 8 10 x%: Mkt share + Net flows Premiums 35

Net Assets by fund domicile 3,944 +7% +6% +5% +6% 14,894 1,968 +4% +9% 1,873 +5% +6% 1,536 +5% 1% 2,231 +7% +10% 62% Ucits AIF 93% Spezialf. 36% MM 555 +3% +7% 309 +4% +6% 38% 17Q2 16 Growth rate Germany 13% France 13% UK 10% Switzerland 4% Italy 2% Luxembourg 26% Ireland 15% Europe 100% 2017Q2 bn. Source: Efama, AFG, BVI. 42% 41% 37

Net sales by fund domicile Italy 8% 6% 4% 2% +0% +2% +4% +6% +8% France 8% 6% 4% 2% +0% +2% +4% +6% +8% Germany 8% 6% 4% 2% +0% +2% +4% +6% +8% 14% II IV I III I II IV III II I +8 +8 +27 2017% 2016 2015 2014 2013 2012 +41 +40 +21 +55 +110 +149 UK 8% 6% 4% 2% +0% +2% +4% +6% +8% Luxembourg 8% 6% 4% 2% +0% +2% +4% +6% +8% Europe 8% 6% 4% 2% +0% +2% +4% +6% +8% II II III IV I IV I III I II +4 2016 +20 2017 2015 2014 2013 2012 +151 +99 +298 +9.7 +507 +455 +721 Net sales as a % of AuM. Yearly data in bn. Source: Efama, BVI. 38

Net Assets by fund domicile Long-term growth 300 250 200 150 Ireland Luxembourg UK France Germany 100 Italy 50 2009 2010 2011 2012 2013 2014 2015 2016 2017 Q2 Index values. Source: Efama. 39

Net Assets by fund group domicile 3,944 +7% +6% +5% +6% 14,894 2,588 +4% +8% Exp 10% 2,206 +4% +7% 2,891 +4% +4% Exp > 90% 60% 2,231 +7% +10% 62% Domestic Funds Ucits Domestic Funds AIF 1,119 +7% +5% 628 +4% +7% 36% 38% Luxembourg Funds Irish Funds 17 Q2 Growth rate 16 Germany 24% France 15% UK 47% Switzerland 50% Italy 51% Luxembourg Ireland Europe 2017Q2. bn. Foreign (Round-trip) share in %. Est. on Efama, Assogestioni, ALFI & IFIA data. 40

Net sales: fund domicile vs. fund group domicile Italy 8% 6% 4% 2% +0% +2% +4% +6% +8% France 8% 6% 4% 2% +0% +2% +4% +6% +8% Germany 8% 6% 4% 2% +0% +2% +4% +6% +8% +14% +15% IV III 2017 III 2016 I II IV III 2015 II I UK 2014 2013 2012 8% 6% 4% 2% +0% +2% +4% +6% +8% Luxembourg 8% 6% 4% 2% +0% +2% +4% +6% +8% Europe 8% 6% 4% 2% +0% +2% +4% +6% +8% I II I II I III IV II III IV 2017 2016 2015 2014 2013 2012 Net sales as a % of AuM. Fund domicile (blue), fund group domicile (black). Est. on Efama, Assogestioni, ALFI, IFIA & BVI data. 41

Household saving rates in Europe 25% 25% 20% 20% 15% 15% 10% 10% 5% 5% 0% 95 96 97 98 99 00 01 02 03 04 05 06 07 08 09 10 11 12 13 14 15 16 17 Q1 0% EU avg Italy Germany France UK Gross household saving rates. Source: Eurostat. 43

Household financial portfolio breakdown Total Issued by banks Total Listed Italy bn % % % % % % % 1995 1,809 38.0% 22.5% 1.9% 19.2% 2.8% 5.8% 9.3% 2000 3,058 22.8% 16.5% 6.3% 29.3% 5.4% 16.9% 10.5% 2005 3,898 23.4% 18.9% 7.0% 28.0% 2.4% 10.9% 14.8% 2010 3,695 30.4% 19.6% 10.0% 19.8% 1.9% 7.8% 18.1% 2014 4,038 30.9% 12.7% 6.1% 22.9% 1.6% 9.7% 19.8% 2016 4,168 31.9% 8.7% 3.3% 22.0% 1.3% 11.5% 21.9% 2017 Q1 4,199 31.6% 8.4% 2.9% 21.8% 1.3% 12.0% 22.6% 2017 Q1 Total Asset Currency & deposits Bonds Stocks Investment funds Pension funds & life pr France 5,193 28.0% 1.2% n.a. 21.1% 4.7% 5.5% 36.8% Germany 5,853 39.0% 2.7% n.a. 10.8% 5.5% 10.4% 30.7% UK 7,756 23.8% 1.7% n.a. 8.4% 2.6% 2.0% 60.3% USA 72,131 13.4% 5.6% n.a. 35.8% n.a. 11.0% 32.5% %. Source: Eurostat, OECD, BCE, Deutsche Bundesbank. High level of direct investment (~ 30%) Decreasing amounts of bank issued bonds (3.3%) Negligible level of listed shares. High level of unlisted ones. Funds: rise until 1999 (18%) then down, then again up. Pensions/life product: up but still too modest. 44

Managed products in household portfolios Investment funds Pension funds & life products 20% 18% 16% 14% 12% 10% 8% abnormally high? 70% 60% 50% 40% 30% 6% 4% 2% 0% too low? 95 96 97 98 99 00 01 02 03 04 05 06 07 08 09 10 11 12 13 14 15 16 17 Q1 95 96 97 98 99 00 01 02 03 04 05 06 07 08 09 10 11 12 13 14 15 16 17 Q1 20% 10% 0% Italy France Germany United Kingdom USA Source: Eurostat, OECD, BCE, Deutsche Bundesbank. 45

Private pension plans at a glance (2nd & 3rd pillar) (,000) Member breakdown 7,787 22,757 34.2% 21.0% 2008 Employees 5,788 17,310 33.4% 21.7% Self employed 1,999 5,447 36.7% 19.0% (,000) % '16 % '08 % ( m) % GDP Vehicle breakdown 7,787 100% +8% +60% 151,278 9.0% 2016 Working pop. (est.) Membership rate Contractual p.f. 2,597 33% +7% +27% 45,931 Open p.f. 1,259 16% +19% +58% 17,092 Ind. Insurance Plans (PIP) 3,281 42% +8% +138% 30,642 Ante 1993 p.f. ('pre existing') 654 8% +1% 5% 57,538 Membership rate 2016 Members Assets Source: Covip, Istat, RGS. 46

key figures Research Department