Series prospectus commercial_non-life_insurance_brokers_global

Commercial Non-Life Insurance Brokers – Global Series Prospectus

Commercial Non-Life
Insurance Brokers
Worldwide research across 25 countries
October 2012

Expertise in financial services
© Finaccord Ltd., 2012 Web: www.finaccord.com. E-mail: info@finaccord.com 1


Prospectus contents

Page

What is the research? 3
Which countries are covered? 4
What methodology has been used? 5
What is the structure of the reports? 6
What does the BrokerBASE™ deliver? 7
What does the market data annexe deliver? 8
What are the key features of the research? 9
How can the research be used? 10
Who can use the research? 11
What are some of the key findings? 12-14
What are the prices? 15
How can the research be purchased? 16



What is the research?
Finaccord’s series of country-specific reports about commercial non-life insurance brokers plus the
BrokerBASE™ datasets and market data annexes that accompany them investigate the size,
growth and structure of the market for broking of non-life insurance for businesses in 25 countries.
Brokers are the most important single distribution channel for commercial non-life insurance in a
number of territories; moreover, they are increasing their share of this market in many countries,
often at the expense of tied agents, and are often expected to continue growing their overall share
in future, in spite of the challenging economic circumstances.

The reports first provide unique data for the size, segmentation and growth of the commercial non-
life insurance market itself in each country. They then quantify the share of this market that is
intermediated by brokers and rank the leading brokers according to their revenues from commercial
non-life insurance, excluding income from other activities. These analyses are based on an
investigation covering over 700 brokers around the world, with a total ranging from ten to 60 in any
given country, depending upon the number and importance of brokers in that country. This makes
them by far the most detailed and comprehensive studies of this market ever published.



Which countries are covered?

Most recent Most recent Most recent
Country Country Country
update update update

Australia Oct-12 France Jul-12 Russia Jul-12
Austria Jul-12 Germany Jul-12 South Africa Nov-12
Belgium Jul-12 Ireland Jul-12 Spain Jul-12
Brazil Dec-12 Italy Jul-12 Sweden Jul-12
Canada Nov-12 Netherlands Jul-12 Switzerland Jul-12
China Dec-12 Norway Jul-12 Turkey Jul-12
Czech Republic Jul-12 Poland Jul-12 UK Jul-12
Denmark Jul-12 Portugal Jul-12
Finland Jul-12 Romania Jul-12



What methodology has been used?
Finaccord’s investigation into commercial non-life insurance brokers is being carried out on an on-
going basis with the most recent cycle of research beginning in March 2012. The core of this research
is an analysis of leading brokers in each country that combines telephone interviews with senior
executives with published information and company accounts. Reliable statistics concerning the
market share of brokers do not exist in most countries, and in no cases are revenues from commercial
non-life insurance shown separately from personal lines, life insurance and pensions, and employee
benefits. Therefore, these studies provide genuinely unique data to answer the following questions:
• how large is the commercial non-life insurance market in each country and how does it segment?
• what are the key regulatory issues in each country?
• what proportion of business is handled by brokers and how has this changed over the last five
years?
• who are the leading brokers in each market, by revenues and employee numbers?
 the BrokerBASE™ datasets rank the top ten to 60 commercial non-life brokers per country,
depending on the size of the broker industry in each case;
• what are the main strengths and areas of specialisation of these leading brokers?
• how concentrated or fragmented are commercial non-life insurance broking markets?
• how can commercial non-life insurance broking markets be expected to develop in future years?


What is the structure of the reports?
0. Executive Summary: providing a concise evaluation of the principal findings of the report.

1. Introduction: offering rationale, description of methodology and some definitions.

2. Market Analysis: an in-depth analysis of the market for commercial non-life insurance broking in
each country including: key regulatory developments; quantification and segmentation of
commercial non-life insurance over a five-year period (either 2007-2011 or 2008-2012 depending
upon the date of publication); brokers’ share of this market and quantification of broker fees and
commissions from commercial lines; analysis of broker market concentration; ranking of the leading
commercial non-life insurance brokers in each country by revenues; additional comments
concerning broker distribution strategies and specialisation; and forecasts for commercial non-life
insurance premiums, brokers’ market share and brokers’ revenues up to either 2015 or 2016 (again
depending upon the date of publication).



What does the BrokerBASE™ deliver?
Select broker
Commercial non-life
Broker network affiliation Total number of In-country Product
Country Broker broking revenues, 2011
/ strategic partnership employees, 2011 ranking 2011 specialism
(EUR million)

France Diot EOS RISQ 810 82.97 7
France Draber-Neff Assurances 62 3.12 36
France Dufaud Assurances 28 4.48 32
France Dynassurances 21 2.25 46 Motor / fleet
France Eurodommages 27 1.92 50

Select country View broker network Appreciate size of broking See most recent
affiliations / strategic revenues from commercial broker ranking by
Source: Finaccord BrokerBASE™ partnerships non-life insurance revenues from
country in question

Note - The BrokerBASE™ also includes each broker's website and UHC (ultimate holding company) if relevant, client
sector, client size and / or region, whether their transaction capability is purely offline, purely online or mixed, plus (for
most European countries) the broker's in-country ranking in 2007 for which data was published in previous research.



What does the market data annexe deliver?
COUNTRY X
For each country, the market data annexe
1) Size, segmentation and growth of the commercial non-life insurance market, gross direct written premiums, 2007 to 2011 provides the sample data shown to the left
EUR million 2007 2008 2009 2010 2011
Nominal
Real CAGR
plus a list of the top ten brokers ranked by
CAGR
commercial non-life insurance broking
Motor
Property
700
653
691
680
707
689
669
705
707
725
0.2%
2.6%
-1.9%
0.4%
revenues.
Liability 436 449 461 471 485 2.7% 0.5%
Legal expenses 282 294 311 322 331 4.1% 1.8%
MAT
Other
131
437
129
452
123
452
125
483
129
496
-0.5%
3.2%
-2.6%
1.0%
This annexe can be used as a convenient
source of data already in Excel format which
Total 2,639 2,695 2,742 2,774 2,873 2.1% -0.1%
means that there is no need for users to re-
2) Size of the commercial non-life market, brokers' share of this market and revenues earned from it, 2007, 2011 and 2015 enter data from the PDF report into their own
Nominal Nominal Excel worksheets.
EUR million / % 2007 2011 2015 CAGR CAGR
2007-2011 2011-2015

Commercial non-life premiums 2,639 2,873 3,237 2.1% 3.0%

Brokers' share of commercial
non-life premiums 47.6% 54.0% 60.0%

Brokers' revenue from
commercial non-life premiums 204 211 264 0.9% 5.8%

3) Market concentration measured as % of revenues earned from commercial non-life insurance broking, 2007 and 2011

Share of broking market 2007 2011

Top 3 brokers 28.4% 31.9%
Top 10 brokers 43.7% 47.5%



What are the key features of the research?
Key features of this research include:

• analysis of market size, growth, segmentation and trends for commercial non-life insurance
premiums: how much is the underlying insurance market worth in each country?

• quantification and forecast of the share of commercial non-life insurance premiums distributed by
brokers, the revenues they earn from commercial lines, and the importance of this sector to brokers;

• identification of the top ten to 60 brokers in each country specifically for commercial non-life
insurance business, with estimates for the revenue they generate from this sector alone and their
total employee numbers;

• detailed information concerning the structure of the broker market, including market concentration
for the top three and top ten brokers, the position of leading international brokers such as Aon,
Marsh and Willis, and the role of networks or alliances;

• availability of an accompanying BrokerBASE™ which provides key financial and other metrics for
the brokers included in each country, plus a convenient, supporting market data file, both in Excel
format.


How can the research be used?
You may be able to use these reports in one or more of the following ways:

• quantify the size and dynamism of the broker market for commercial non-life insurance in each of
20 European countries and five major non-European markets;

• utilise a single comprehensive source of information that deploys a uniform methodology to size
the underlying commercial non-life insurance market and to quantify brokers’ share of distribution;

• assess a range of potential business opportunities: from selecting the territory that offers the best
prospect for expansion, to targets for acquisition, to niche product development and ideas for
distribution partnerships;

• understand the competitive landscape in each country through its market concentration, the
importance of international brokers, and brokers' distribution strategies;

• identify leading brokers in each country, with coverage of competitors such as Arthur J. Gallagher,
Cabinet Bessé, GrECo International, Grupa MAK, Gruppo GPA, HUB International, Indwe Risk
Services, JLT, Lockton, Malakut, Meeùs, OAMPS Insurance Brokers, Renomia, Söderberg &
Partners, and Verspieren.


Who can use the research?
1. Insurers: these reports provide a unique analysis of the importance of brokers specifically for
commercial non-life insurance in each country. They will help you to judge if you have the right
distribution strategy for your business in each geography, and to identify if you are acquiring an
appropriate volume of business with each of the leading brokers.

2. Brokers: the reports enable you to quantify your market share specifically for commercial non-
life insurance, which cannot be done using any other published sources. Moreover, their
coverage of 25 countries helps you to plan international expansion or potential acquisitions,
and to identify your main competitors.

3. Technology companies: the growing importance of online trading of commercial non-life
insurance in certain countries means that there are opportunities for specialised IT service
providers to develop and promote systems that improve broker efficiency, service and broker-
insurer interaction.

4. Management consultancies: are you helping an insurance broker or underwriter with its future
strategy in commercial non-life insurance? Understand the current status of commercial non-
life insurance broking across 25 countries worldwide, saving time and effort on researching the
subject yourself.


What are some of the key findings? (cont.)
1. A fast-deteriorating environment brought about significant consolidation in
Spain's market for commercial non-life insurance broking between 2007 and 2011

Top 3 brokers Top 10 brokers

% share of commercial non-life insurance broking revenues
100%

80%

57.9%
60%
48.3%
41.2%
40% 32.9%

20%

0%
2007 2011
Source: Finaccord analysis



What are some of the key findings?
2. GrECo International is the largest commercial insurance broker in Austria, with an estimated
19.0% of the market - the next nine brokers hold close to 30% of the market between them

GrECo International, 19.0%

Other,
50.2% Broker A, 9.1%

Broker B, 3.9%

Broker C, 3.8%
Broker D, 3.7%
Broker E, 2.7%

Broker I, 1.7% Broker F, 2.2%
Broker H, 1.8%
Broker G,
2.0%
Source: Finaccord Commercial Non-Life Insurance Broking Survey



What are some of the key findings? (cont.)
3. In Australia, brokers dominate commercial non-life insurance distribution within
a market that is likely to have exceeded USD 2 billion in broking revenues in 2012

Revenues from commercial Brokers' share of commercial
non-life insurance broking non-life insurance premiums

Broking revenues (USD billion) Brokers' share of premiums
2.5 100%

2.0 80%

1.5 60%

1.0 40%

0.5 20%

0.0 0%
2008 2012 2016
Source: Finaccord analysis



What are the prices?
These reports about commercial non-life insurance brokers in different countries around the world
are available as standard Adobe Acrobat PDF documents and / or hard copies. The BrokerBASE™
datasets and market data annexes that accompany them at no further charge are in Microsoft
Excel format. Prices for each country are as follows:

Commercial Non-Life Insurance Brokers in...
Australia GBP 795 France GBP 595 Russia GBP 595
Austria GBP 595 Germany GBP 595 South Africa GBP 795
Belgium GBP 595 Ireland GBP 595 Spain GBP 595
Brazil GBP 795 Italy GBP 595 Sweden GBP 595
Canada GBP 795 Netherlands GBP 595 Switzerland GBP 595
China GBP 795 Norway GBP 595 Turkey GBP 595
Czech Republic GBP 595 Poland GBP 595 UK GBP 595
Denmark GBP 595 Portugal GBP 595
Finland GBP 595 Romania GBP 595

* For UK-based clients, VAT at the prevailing rate will be added to the basic price.
Costs quoted are for a single site user licence only.
For a corporate user licence, please see the next slide for further details.
Invoices can be paid in EUR, at the prevailing exchange rate, if preferred.



How can the research be purchased?
Simple. Just go to the relevant area of the Finaccord web site available at
www.finaccord.com/order_commercial_non-life_insurance_brokers_reports.htm and fill in the
online order form, clearly indicating:
• report required
• type of corporate user licence, if required *
• billing name
• address and e-mail address
• purchase order number, if applicable

Please allow up to one working day for the delivery of electronic copy by e-mail.

* For the corporate user licence please choose one of the following options:
1. One office, one country: no supplement over and above basic cost of reports ordered
2. Multiple offices, one country: additional 20% over and above basic cost of reports ordered
3. Multiple offices, two to ten countries: additional 50% over and above basic cost of reports ordered
4. Global (unlimited offices in unlimited countries): additional 100% over and above basic cost of reports ordered

VAT at the prevailing rate will be added to the price of any corporate user licence acquired by UK-based buyers.


Series prospectus commercial_non-life_insurance_brokers_global

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