SOUTH AFRICAN LONG-TERM INSURANCE INDUSTRY LANDSCAPE REPORT

COMPILED: DECEMBER 2019

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REPORT OVERVIEW

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The South African Long-Term Insurance Industry Landscape Report (116 pages) provides a dynamic synthesis of industry research,

examining the local and global Long-Term Insurance Industry from a uniquely holistic perspective, with detailed insights into the current

market dynamics and stakeholder positioning – from market size, industry trends, industry drivers & challenges, to competitor and product

analysis.

For the Global Long-Term Insurance Industry Section:

What are the current market dynamics (overview, market environment, industry association, and key regional markets –

advanced and emerging markets) of the Global Long-Term Insurance industry?

Who are the key Global InsurTech firms?

What are the Global Long-Term Insurance industry trends, drivers, and challenges?

For the South African Long-Term Insurance Industry Section:

What are the current market dynamics (overview, market environment, and market dynamics) of the South African Long-Term

Insurance industry?

What who are the key InsurTech firms in South Africa?

What are the South African Long-Term Insurance industry trends, drivers, and challenges?

For the South African Long-Term Insurance Competitor Analysis Section:

Who are the key market players (financial institutions and insurance companies) in the South African Long-Term Insurance

industry?

What is the core strategy of each key player in the Long-Term Insurance industry?

What is the brand positioning, marketing, and advertising overview for each key player?

What Long-Term Insurance products are offered by each key player?

SOME KEY QUESTIONS THE REPORT WILL HELP YOU TO ANSWER:

SCREENSHOTS FROM REPORT

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116 page report filled with detailed charts, graphs, tables and insights

By country, the US continued to be the largest Long-

Term Insurance market in 2018. However, China is set to

become the largest insurance market by the mid-2030s,

surpassing the US. The Chinese market has witnessed

significant growth, increasing its premium share from

0% in 1980 to 11% in 2018. In addition, China’s global

premium share is set to reach 20% by 2029.

❑ In terms of Long-Term Insurance specifically, the US was the

largest market in 2018, contributing US$593 billion, as illustrated

in the graph below. This was followed by Japan and China.

443

71 54 22

0100200300400500

Emerging Asia(incl. China)

Latin America andCaribbean

Middle East andAfrica

Emerging Europeand Central Asia

REGIONAL EMERGING LONG-TERM INSURANCE MARKET SIZES: 2018* (IN US$ BILLION)

934

650 647

0

200

400

600

800

1,000

Advanced EMEA Advanced Asia-Pacific US and Canada

REGIONAL ADVANCED LONG-TERM INSURANCE MARKET SIZES: 2018* (IN US$ BILLION)

*Estimated

Regionally, in terms of Long-Term Insurance, advanced

EMEA represented the largest advanced regional market

in 2018, whilst emerging Asia-Pacific (including China)

represented the largest emerging regional market, as

illustrated in the graphs below.

SAMPLE FROM REPORT:GLOBAL KEY MARKETS REGIONAL OVERVIEW

7

593

334 313

236165

125 102 98 9654

0

100

200

300

400

500

600

700

UnitedStates

Japan China UnitedKingdom

France Italy Taiwan SouthKorea

Germany Canada

TOP 10 LONG-TERM INSURANCE MARKETS: BY COUNTRY IN 2018* (IN US$ BILLION)

Source: SwissRe_Sigma3_2019; SwissRe2 Image Source: Icon-library.net; Strategy-business; Postoffice; Iemasfinancialservices

*Estimated

SAMPLE FROM REPORT:SA INDUSTRY TRENDS

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❑ As such, the popularity of luxury funerals has also had an influence on

the Long-Term Insurance industry, with approximately 18.9 million

South Africans currently having funeral cover and more South Africans

increasing their life and funeral policies to cover the costs of a lavish

funeral. This figure is expected to increase as luxury funerals become

more popular.

❑ In light of this growing trend of luxury funerals, it is expected that Long-

Term insurers will take advantage of this opportunity and customise

their funeral cover offering to include luxury add-ons which address

clients needs as well as by attracting new clients.

Luxury Funerals Becoming More Popular

❑ In recent years, South Africans have started spending more on so

called ‘luxury funerals’ with funeral parlours noticing an increase in

special requests, ranging from lavish funeral services and items to

modes of transportation. This represents an opportunity for the

Long-Term Insurance industry, whereby insurers could customise

their funeral policies to address the needs of consumers.

❑ An increase in special requests, such as coffins with imported

luxury domes, flower arrangements, WiFi, soft sofas, red carpets,

transporting the coffin in a luxury German hearse or helicopter

have resulted in the trend of luxury funerals. This has resulted in

many South Africans spending up to approximately a year’s salary

on a funeral.

❑ According to the president of the National Funeral Director’s

Association of South Africa, Lawrence Konyana, South Africans

are spending between R100,000 and R200,000 on a funeral for

their loved ones as people are inspired by high-profile funerals

and reality TV. Furthermore, it is estimated that South Africans

spend approximately R10 billion annually on funeral accessories.

❑ The location of the grave has also become a popular topic of

conversation. For example, a 8-person family plot in Nasrec

Memorial Park could range from R24,500 to R360,000 depending

on the location and view of the plot. This price also includes luxury

add-ons such as plants and benches.

Source: SABCNews; Moneyweb; PressReader Image Source: CityPress

SAMPLE FROM REPORT:DISCOVERY LIFE LTD FINANCIAL PERFORMANCE

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According to Discovery Limited’s Audited Results and

Cash Dividend Declaration for the year ended 30 June

2019, the group’s operating profit decreased from

approximately R8.3 billion in 2018 to approximately R7.5

billion in 2019 as illustrated by the adjacent table.

❑ The adjacent graph also illustrates the Discovery Group’s

normalised profit from operations for established businesses. The

Discovery Life segment contributed the largest proportion of

normalised profit from operations, contributing approximately R3.2

billion for the year ended 30 June 2019. This was followed by

Discovery Health valued at approximately R3.0 billion in 2019.

❑ However, the group reported that Discovery Life’s normalised

operating profit had declined by 9%, from approximately R3.5

billion in 2018 to approximately R3.2 billion in 2019. The

normalised operating profit was affected by high-value mortality

claims in the first half of the year.

❑ Despite economic pressure and a declining market, the segment’s

new business annualised premium income increased by 6% from

R2.2 billion in 2018 to R2.3 billion in 2019. The increase was

coupled with market share growth of 31% in the retail affluent

sector.

❑ The group also reported that gross inflows under management

increased by 11%, with Discovery Life posting an increase of 9%

from R11.1 billion in 2018 to approximately R12.2 billion in 2019.

Source: DiscoveryAuditedResults2019 Image Source: KissPNG; TheNounProject; Free; Vitality; Vlife; Vitality2; Discovery

Discovery Limited Annual

Results (In ZAR Million)

Year Ended

30 June 2019 30 June 2018

Insurance Premium Revenue R43,036 R36,685

Net Insurance Premium

RevenueR37,441 R32,329

Net Income R57,253 R52,800

Profit from Operations R7,536 R8,260

Profit for the Year R6,614 R5,735

3,2303,044

966758

578

60

0

500

1,000

1,500

2,000

2,500

3,000

3,500

Life Health Invest VitalityHealth VitalityLife Vitality

DISCOVERY LIMITED’S NORMALISED PROFIT FROM OPERATIONS IN ESTABLISHED BUSINESSES FOR THE

YEAR ENDED 30 JUNE 2019 (IN ZAR MILLION)

Despite being a mutual assurance society and funeral

service provider, AVBOB positions its brand as a

company that does not sell death but rather sells their

clients a sense of hope.

❑ With roots dating as far back as 1918, the company started off as

a benevolent fund and burial society. Today, AVBOB has

developed its product offering by becoming a one-stop solution for

funeral services, as they provide an array of death insurance and

burial options, as well as a single life insurance product offering.

❑ The company’s commitment to putting its clients first and its

unwavering pledge to excellence and ever improving customer

service essentially reaffirms its tagline or slogan which is ‘we’re

here for you’

❑ In 2019, AVBOB attained a number of achievements. AVBOB was

amongst the top company's in the 2018/19 Ask Afrika Orange

Index, which measures best practice in service across various

industries. More specifically, AVBOB achieved the highest service

score within the Funeral/Burial Services industry category in 2019.

❑ In addition, AVBOB has taken on a social conscious role whereby

it provides its social media followers with advice on wellness. This

has been achieved through the company’s #AVBOBFamily

#AVBOBWellness campaign. Through this campaign the company

motivates it followers to take on healthy lifestyles and also

spreads awareness on health matters such as diabetes.

Source: MarkLives; AskAfrika; Twitter; AVBOB IR 2019; BusinessInsider Image Source: Facebook; Twitter; Facebook; LinkedIn; FB2; FB3; FB4; AffianceF

AVBOB’s Social Media Following – w/c 18 November 2019

N/A168,662 2,170 2,982

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❑ Furthermore, in terms of its holistic approach to life, AVBOB has recently

introduced an environmentally friendly alterative to flame-based

cremation known as "Aquamation“. With the implementation of this

project the company estimates that 20-30% more ash remains are

returned to the family.

SAMPLE FROM REPORT: AVBOB - BRAND AND ADVERTISING

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Products/ Services

Critical/Severe Illness Cover X X

Disability Cover X X X

Education Cover X

Expense/Debt Protector Cover(e.g. debt, expenses, loans)

X X

Funeral Cover X X X X X

Impairment Cover

Income Protector X

Life Insurance X X X X X X X

Critical Illness Benefit X X X X

Disability Benefit X X X X

Education Benefit X X

Expense/Debt Protector Benefit (e.g. debt, expenses, loans)

X

Funeral Benefit X X X

Income Protector Benefit X

Terminal Illness Benefit X X

Retirement Annuity X X X X X

SAMPLE FROM REPORT:LONG-TERM INSURANCE PRODUCT MATRIX SUMMARY

Source: 10X; 1Life; ARL; ARL2; ARL3; AlexF; AlexF2; Assupol; Assupol2; AB; AB2; Clientele; Clientele2; Dis Image Source: 10X; 1Life; ARL; AlexF; Assupol; AVBOB; Clientele; Discovery

2. Global Long-Term Insurance Industry (25 pages):

2.1 Global Industry Overview: LONG-TERM INSURANCE PREMIUMS (BY LINE OF BUSINESS IN PERCENTAGE): 2018* (Graph)

2.2 Global Insurance Association

2.3 Global Market Environment: CONTRIBUTION TO ANNUAL REAL LONG-TERM PREMIUM GROWTH BY REGION UNTIL 2020* (IN PERCENTAGE POINTS) (Graph)

2.4 Global Key Markets: Regional Overview: REGIONAL ADVANCED LONG-TERM INSURANCE MARKET SIZES: 2018* (IN US$ BILLION); REGIONAL EMERGING LONG-TERM

INSURANCE MARKET SIZES: 2018* (IN US$ BILLION); TOP 10 LONG-TERM INSURANCE MARKETS: BY COUNTRY IN 2018* (IN US$ BILLION) (Graphs)

2.5 Global Key Markets: Advanced Markets

2.6 Global Key Markets: Emerging Markets

2.7 Global Insurtech Firms

2.8 Global Industry Trends

2.9 Global Industry Drivers

2.10 Global Industry Challenges

1. Executive Summary (3 pages):

1.1 Global Industry Snapshot

1.2 South African Industry Snapshot

1.3 Industry Drivers & Restraints

TABLE OF CONTENTS

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TABLE OF CONTENTS

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3. South African Long-Term Insurance Industry (17 pages):

3.1 South African Industry Overview: Long-Term Insurance Industry: NET PREMIUMS SEGMENTED BY CLASSES OF POLICIES FOR THE SIX MONTHS ENDED JUNE: 2017

VS 2018 (IN PERCENTAGE) (Graph)

3.2 South African Industry Overview: Long-Term Insurance Complaints Overview: COMPLAINTS RECEIVED SEGMENTED BY TYPE: 2018 (IN PERCENTAGE) (Graph)

3.3 South African Ombudsman Report: Nature of Complaints of Cases Finalised (Table)

3.4 South African Ombudsman Report: Complaints Data (Table)

3.5 South African Market Environment: FINANCIAL OVERVIEW OF TOP INSURERS 2018 (Table)

3.6 South African Market Dynamics: SA LIFE INSURANCE CUSTOMER SATISFACTION INDEX: 2018 (IN INDEX POINTS) (Graph)

3.7 South African Insurtech Firms

3.8 South African Industry Trends

3.9 South African Industry Drivers

3.10 South African Industry Challenges

4. South African Long-Term Insurance Competitor Analysis (58 pages):

4.1 South African Long-Term Insurance Competitor Analysis: Financial Institutions (15 pages)

4.1.1 Absa Life Limited: Overview

4.1.2 Absa Life Limited: Financial Performance: ABSA GROUP INTERIM RESULTS (IN ZAR MILLION); ABSA SOUTH AFRICA’S LIFE INSURANCE NET INSURANCE PREMIUM

INCOME FOR THE PERIOD ENDED 30 JUNE: 2018 VS 2019 (IN ZAR BILLION) (Table and Graph)

4.1.3 Absa Life Limited: Brand and Advertising

4.1.4 Capitec Bank: Overview

4.1.5 Capitec Bank: Financial Performance: CAPITEC BANK HOLDINGS LIMITED’S INTEGRATED ANNUAL RESULTS (IN ZAR THOUSAND); CAPITEC’S HEADLINE EARNINGS

FOR THE YEAR ENDED 28 FEBRUARY 2019: 2018 VS 2019 (IN ZAR BILLION) (Table and Graph)

4.1.6 Capitec Bank: Brand and Advertising

4.1.7 FNB: Overview

4.1.8 FNB: Financial Performance: FIRSTRAND ANNUAL RESULTS (IN ZAR MILLION); FNB’S NORMALISED PROFIT BEFORE TAX BY SEGMENT FOR THE YEAR ENDED 30

JUNE 2019 (IN ZAR MILLION) (Table and Graph)

4.1.9 FNB: Brand and Advertising

4.1.10 Nedgroup Life: Overview

4.1.11 Nedgroup Life: Financial Performance: NEDBANK INTERIM RESULTS (IN ZAR MILLION); NEDBANK’S HEADLINE EARNINGS (2018 VS 2019) (IN ZAR MILLION)

(Table and Graph)

4.1.12 Nedgroup Life: Brand and Advertising

4.1.13 Standard Insurance Limited: Overview

4.1.14 Standard Insurance Limited: Financial Performance: STANDARD BANK GROUP INTERIM RESULTS (IN ZAR MILLION); GROUP HEADLINE EARNINGS: 2018 VS 2019 (IN

ZAR BILLION) (Table and Graph)

4.1.15 Standard Insurance Limited: Brand and Advertising

TABLE OF CONTENTS

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4. South African Long-Term Insurance Competitor Analysis (Continued) (58 pages):

4.2 South African Long-Term Insurance Competitor Analysis: Insurance Companies (40 pages)

4.2.1 10X Investments: Overview

4.2.2 1Life: Overview

4.2.3 1Life: Brand and Advertising

4.2.4 African Rainbow Life: Overview

4.2.5 Alexander Forbes: Overview

4.2.6 Alexander Forbes: Financial Performance: ALEXANDER FORBES ANNUAL RESULTS (IN ZAR MILLION); OPERATING INCOME FOR ALEXANDER FORBES’ REGULATED

ENTITIES: 2019 (IN ZAR MILLION) (Table and Graph)

4.2.7 Alexander Forbes: Brand and Advertising

4.2.8 Assupol Life: Overview

4.2.9 Assupol Life: Financial Performance: ASSUPOL HOLDING FINANCIAL RESULTS (IN ZAR THOUSAND); ASSUPOL’S NET INSURANCE BENEFITS AND CLAIMS BY

INDIVIDUAL BENEFITS FOR THE YEAR ENDED 30 JUNE 2019 (IN ZAR MILLION) (Table and Graph)

4.2.10 Assupol Life: Brand and Advertising

4.2.11 AVBOB: Overview

4.2.12 AVBOB: Financial Performance: AVBOB GROUP INTEGRATED ANNUAL FINANCIAL RESULTS (IN ZAR THOUSANDS); AVBOB PREMIUM REVENUE FOR THE YEAR

ENDED 30 JUNE: 2018 VS 2019 (IN ZAR MILLION) (Table and Graph)

4.2.13 AVBOB: Brand and Advertising

TABLE OF CONTENTS

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4. South African Long-Term Insurance Competitor Analysis (Continued) (58 pages):

4.2 South African Long-Term Insurance Competitor Analysis: Insurance Companies (Continued) (40 pages)

4.2.14 Clientèle Limited Group: Overview

4.2.15 Clientèle Limited Group: Financial Performance: CLIENTÈLE LIMITED GROUP INTEGRATED ANNUAL REPORT (IN ZAR THOUSANDS); CLIENTÈLE LIMITED GROUP’S

HEADLINE EARNINGS FOR THE YEAR ENDED 30 JUNE: 2018 VS 2019 (IN ZAR MILLION) (Table and Graph)

4.2.16 Clientèle Limited Group: Brand and Advertising

4.2.17 Discovery Life Ltd: Overview

4.2.18 Discovery Life Ltd: Financial Performance: DISCOVERY LIMITED ANNUAL RESULTS (IN ZAR MILLION); DISCOVERY LIMITED’S NORMALISED PROFIT FROM

OPERATIONS IN ESTABLISHED BUSINESSES FOR THE YEAR ENDED 30 JUNE 2019 (IN ZAR MILLION) (Table and Graph)

4.2.19 Discovery Life Ltd: Brand and Advertising

4.2.20 Hollard Life Assurance: Overview

4.2.21 Hollard Life Assurance: Financial Performance: HOLLARD GROUP ANNUAL FINANCIAL STATEMENTS (IN ZAR THOUSANDS); THE HOLLARD GROUP’S NET

INSURANCE CLAIMS FOR THE YEAR ENDED: 2017 VS 2018 (IN ZAR BILLION) (Table and Graph)

4.2.22 Hollard Life Assurance: Brand and Advertising

4.2.23 Just: Overview

4.2.24 Liberty Holdings: Overview

4.2.25 Liberty Holdings: Financial Performance: LIBERTY HOLDINGS INTERIM RESULTS (IN ZAR MILLION); LIBERTY GROUP EARNINGS CONTRIBUTION BY SEGMENT FOR

THE SIX MONTHS ENDED 30 JUNE 2019 (IN ZAR MILLION) (Table and Graph)

4.2.26 Liberty Holdings: Brand and Advertising

TABLE OF CONTENTS

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4. South African Long-Term Insurance Competitor Analysis (Continued) (58 pages):

4.2 South African Long-Term Insurance Competitor Analysis: Insurance Companies (Continued) (40 pages)

4.2.27 Momentum Metropolitan Holdings: Overview

4.2.28 Momentum Metropolitan Holdings : Financial Performance: MOMENTUM METROPOLITAN HOLDINGS FINANCIAL RESULTS (IN ZAR MILLION); MOMENTUM

METROPOLITAN HOLDINGS DILUTED NORMALISED HEADLINE EARNINGS FOR THE PERIOD ENDED 30 JUNE: 2018 VS 2019 (IN ZAR MILLION) (Table and Graph)

4.2.29 Momentum Metropolitan Holdings: Brand and Advertising

4.2.30 Old Mutual: Overview

4.2.31 Old Mutual: Financial Performance: OLD MUTUAL GROUP’S INTERIM RESULTS (IN ZAR MILLION); OLD MUTUAL PERSONAL FINANCE’S RESULTS FROM OPERATIONS

FOR THE SIX MONTHS ENDED 30 JUNE 2019 (IN ZAR MILLION) (Table and Graph)

4.2.32 Old Mutual: Brand and Advertising

4.2.33 OUTsurance: Overview

4.2.34 OUTsurance: Financial Performance: OUTSURANCE FINANCIAL RESULTS (IN ZAR MILLION); OUTSURANCE’S NORMALISED EARNINGS BY REGION FOR THE YEAR

ENDED 30 JUNE 2019 (IN PERCENTAGE) (Table and Graph)

4.2.35 OUTsurance: Brand and Advertising

4.2.36 PPS: Overview

4.2.37 PPS: Financial Performance: PPS INTEGRATED REPORT (IN ZAR THOUSANDS); PPS TOTAL REVENUE FOR THE YEAR ENDED 31 DECEMBER: 2017 VS 2018 (IN ZAR

BILLION) (Table and Graph)

4.2.38 Sanlam: Overview

4.2.39 Sanlam: Financial Performance: SANLAM INTERIM RESULTS (IN ZAR MILLION); SANLAM’S GROUP EQUITY VALUE BY GROUP OPERATIONS FOR THE SIX MONTHS

ENDED 30 JUNE 2019 (IN ZAR BILLION) (Table and Graph)

4.2.40 Sanlam: Brand and Advertising

TABLE OF CONTENTS

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4. South African Long-Term Insurance Competitor Analysis (Continued) (58 pages):

4.3 South African Long-Term Insurance Competitor Analysis: Product Matrix (3 pages)

4.3.1 Financial Institutions Product Matrix (1 page)

4.3.1.1 Long-Term Insurance Product Analysis – Critical/Severe Illness Cover; Disability Cover; Education Cover; Expense/Debt Protector Cover (e.g. debt,

expenses, loans); Funeral Cover; Impairment Cover; Income Protector; Life Insurance (Critical Illness Benefit; Disability Benefit; Education Benefit;

Expenses/Debt Protector Benefit (e.g. debt, expenses, loans); Funeral Benefit; Income Protector Benefit; Terminal Illness Benefit); Retirement Annuity –Comparative product analysis for Absa Life Limited, Capitec Bank, FNB, Nedgroup Life, and Standard Insurance Limited

4.3.2 Insurance Companies Product Matrix (2 pages)

4.3.2.1 Long-Term Insurance Product Analysis – Critical/Severe Illness Cover; Disability Cover; Education Cover; Expense/Debt Protector Cover (e.g. debt,

expenses, loans); Funeral Cover; Impairment Cover; Income Protector; Life Insurance (Critical Illness Benefit; Disability Benefit; Education Benefit;

Expenses/Debt Protector Benefit (e.g. debt, expenses, loans); Funeral Benefit; Income Protector Benefit; Terminal Illness Benefit); Retirement Annuity –Comparative product analysis for 10X Investments, 1Life, Alexander Forbes, African Rainbow Life, Assupol Life, AVBOB, Clientèle Limited Group, Discovery Life Ltd, Hollard

Life Assurance, Just, Liberty Holdings, Momentum Metropolitan Holdings, Old Mutual, OUTsurance, PPS, and Sanlam

TABLE OF CONTENTS

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