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The Tools To Better Manage Disruptions

The Tools To Better Manage Disruptions . “RIIA is where you learn about and deal with our industry ’ s disruptions before others even know about them. ”. The executive knowledge, producer training and consumer research needed to manage through disruptions in the r etirement markets .

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The Tools To Better Manage Disruptions

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  1. The Tools To Better Manage Disruptions “RIIA is where you learn about and deal with our industry’s disruptions before others even know about them.” The executive knowledge, producer training and consumer research needed to manage through disruptions in the retirement markets Expertise in Education Thought-Leadership Comprehensive Data Balance Sheet Cash Flows & Life-Cycle Profile Specific Products Client Relationship Risk Management Allocation Retirement Risk Profile

  2. Comprehensive Data 2012: RIIA’s Market Insight (RMI) Helps You Plan For and Manage Disruptions Manufacturers manage: • Business Plans and Budgets • Product Launch Performance • Sales and Marketing Requiring ComprehensiveData about: • Demand • Distribution Channels • Supply DataVendors deliver silo-specific: • Estimates • Forecasts • Actuals • The Comprehensive View Across the Industry’s Silos • The Comprehensive View Across Vendor Silos • Standardization and Validation

  3. RIIA Market Insight Program Advisory Board Strategic Direction & Guidance, Component Integration, Special Research Projects Partner Firms – Brightworks Partners, Cannex, Ernst & Young, Gallant Consulting, Healthview Services, Sagence Group Morningstar Equity Income Portfolio Insured Income Portfolio Unmanaged Income Portfolio Investment Analysis RMI 360 View of the Market Financial Profiles Future Financials Strategic Business Insights Current Demand Future Demand Spending Profiles Future Spending Price Waterhouse Healthcare Profiles Future Healthcare Profiles Product Sales & Channels Distribution Insurers Contracts Depository Trust & Clearing Corporation (The RIIA Views)

  4. RIIA Market Insight Program Featured Partner for Today’s Presentation Depository Trust & Clearing Corporation Insurance & Retirement Services

  5. DTCC Insurance & Retirement Services • DTCC, which through its subsidiaries provides clearing, settlement and information services is: • Industry owned • Operates at-cost • Settles the vast majority of securities transactions in the US ($1.7 quadrillion in 2011) • I&RS processed over $156 billion in annuity inflows and out flows in 2011 • Launched Analytic Reporting for Annuities in June 2011 • Analytic Reporting is an online information solution aggregating transaction data

  6. Cutting Edge Tracking Of Annuity Flows Organization of Analytic Reporting for Annuities Service Key Metrics Inflows Outflows Net flows Transactions Group, Sort, Slice and Calculate Market Share by Combinations of: Distributors Carriers Contracts Contract Entities • Owner • Annuitant • Financial Professionals • Firms • Financial Professionals • Firms • Products Competitor Set Channel Type Account Type Geography Product Type

  7. Distribution Channel Classification RIIA views of DTCC data use the following channel definitions: Channel Independent Wirehouse Regional Insurance Bank Other

  8. 2011 Annuity Flows by Channel In 2011, The RIIA Independent channel accounts for almost a third (28%) of the $90.2 Billion DTCC Annuity inflows 2011 Annuity Inflows ($MM) in RIIA Defined Distribution Channels Independent Others Bank Ins Regional Wirehouse TOTAL But the Independent channel accounts for almost half (45%) of the total net flows in DTCC’s non-captive channel transactions

  9. 2011 Annuity Flows by Type & Channel Looking at major product types, we see the Independent channel doing well in both Variable and Fixed Annuity product types… 2011 Flows ($MM) Independent Wirehs Regional Ins Bank Others All 18% Distributor A:98% Distributor B:17% Distributor C:-79% But performance of individual firms within a channel varies greatly

  10. Inflows by Account Type

  11. Retention by Account Type (Q1 2012) Retaining assets Losing assets

  12. Annuity Cash Flows by Geography

  13. Annuity CashFlows by Geography • Create custom sales territories • Benchmark performance in your territories against the aggregate of transactions processed by DTCC I&RS • Focus and re-focus sales and marketing activity • Evaluate the impact of sales and marketing programs • Determine relative success – did you outperform the aggregate

  14. Benefits of processing through DTCC I&RS • Over 124 carriers and 128 distributors, including the major clearing firms, process annuity and other insurance transactions through DTCC • Standards for processing transactions, commissions, positions and applications • Efficiencies • Transactions • Paying commissions • Collecting commissions • Driving additional value by delivering information services to support members business management and decision making process

  15. RIIA Market Insight Program Benefits • RIIA – Join us to direct a program of combined research and databases designed to present members with a “View Across the Silos” for the retirement income market • DTCC - Gain insight that will enable financial services firms to improve their business and use Analytic Reporting to monitor results relative to the market and segments of the market • Sagence - Work with a unique advisory firm specializing in helping organizations drive their businesses with information and insight

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