Report prospectus manufacturer-branded_dealer-intermediated_motor_insurance_road_assistance_emerging_global_markets

Manufacturer-Branded and Dealer-Intermediated Motor
Insurance and Road Assistance in Emerging Global Markets

Manufacturer-Branded and Dealer-
Intermediated Motor Insurance and Road
Assistance in Global Emerging Markets
Report Prospectus

March 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
What methodology has been used? 4
How do dealership surveyed break down? 5
Which manufacturer brands have been investigated? 6
What is the report structure? 7
What are the key features of the research? 8
How can the research be used? 9
How can the PartnerBASE™ be used? 10
Who can use the research? 11
What are some of the key findings? 12-15
What is the cost and format? 16
How can the research be purchased? 17



What is the research?
Finaccord’s report titled Manufacturer-Branded and Dealer-Intermediated Motor Insurance and
Road Assistance in Emerging Global Markets investigates the market for motor insurance and road
assistance linked to sales of new and used passenger cars to consumers through the automotive
trade distribution channel in ten important global markets.

Based on a survey of 765 dealers in Argentina, Brazil, China, India, Indonesia, Mexico, South
Africa, South Korea, Taiwan and Thailand plus an investigation typically covering between 30 and
40 automotive brands in each country, the study delivers valuable insights into these markets -
which were worth USD 20.15 billion in premiums and other revenues in 2011 - with fully
comparable and standardised market values.

In addition to this unique market data, the survey results measure the extent to which automotive
dealers and manufacturer brands actually intermediate motor insurance and road assistance in
each country, calculate average customer take-up rates at the point of sale, and explore
relationships between manufacturers or importers with external motor insurance and road
assistance providers for branded or endorsed programs.



What methodology has been used?
Finaccord’s survey of dealerships in emerging global markets was carried out between November
2011 and January 2012. The research embraces the following information:

• whether motor insurance and road assistance are marketed to purchasers of new and used
vehicles;
• if so, how many providers are used?
• if so, what are the identities of the providers used?
• if so, how do these differ between manufacturer-branded providers and independent suppliers?
• if so, what are the average take-up rates for buyers of new and used cars?

The results of this research provide unique data for dealer penetration rates, operating models,
provider share of partnerships, and customer take-up rates for motor insurance and road assistance
sold through this channel in each country.

Moreover, Finaccord’s manufacturer brand survey pinpoints programs organised by manufacturers or
their local importers in each country for motor insurance and road assistance, identifying the extent to
which these are offered through captive entities or in association with external partners. As such, this
constitutes a unique report with an unrivalled level of detail about countries that are key to the future
of the automotive industry.


How do dealerships
surveyed break down?
Taiwan, Toyota, 8.8%
7.8% Multi-
China, 13.1% Volkswagen,
marque,
South Africa, 5.8%
25.6%
7.8%
Hyundai,
Indonesia, 5.6%
India, 12.0%
8.5% Chevrolet,
5.1%
Maruti
Thailand, Suzuki, 5.0%
9.2% Brazil, 10.8%
Honda, 4.8%

Other Ford, 4.7%
Argentina,
9.8% Mexico, groups, Nissan, 3.9%
South Korea, 10.5% 25.0%
Mitsubishi, Fiat, 3.1%
10.5%
2.6%
Finaccord’s universe of dealerships includes 765 respondents in total spread across ten important
emerging markets including manufacturer-owned dealerships, franchised dealerships, multi-marque
dealerships and new and used car supermarkets. For a full list of the organisations contacted for the
research and included in PartnerBASE™, please contact Finaccord.



Which manufacturer brands
have been investigated?
Manufacturer brands investigated through the local offices of the manufacturers themselves or those
of their importers in at least one of the countries covered in this report are as follows:
Acura Chery Geely Jinbei MG Škoda
Alfa Romeo Chevrolet Gleagle Karry Auto MINI Smart
Alpheon Chrysler Great Wall Kia Mitsubishi Soueast Motor
Aston Martin Citroën Hafei Automobile Lamborghini Nissan Spyker
Audi Daihatsu Haima Land Rover Opel SsangYong
Baojun Dodge Hawtai Landwind Peugeot Subaru
Bentley Effa Hindustan Motors Lexus Porsche Suzuki
Besturn Emgrand Honda Liebao Proton Tata Motors
BMW Englon Hongqi Lifan Motors Ram Tobe
Buick FAW Hyundai Lincoln Rely Toyota
BYD Fengshen Infiniti Luxgen Renault Troller
Cadillac Ferrari Isuzu Mahindra & Mahindra Renault Samsung Volkswagen
Chana Fiat JAC Maruti Suzuki Riich Volvo
Changan Force Motors Jaguar Maserati Roewe WuLing
Changfeng Ford Jeep Mazda Saab Zhonghua
Changhe FXauto Jiangling Mercedes-Benz Seat Zotye Auto



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

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

2. Overview: comprising an overview of the market for manufacturer-branded and dealer-
intermediated motor insurance and road assistance across the ten countries. Analyses include:
trends in sales of new and used passenger vehicles; comparison of key metrics describing the
behaviour of dealers in this market; comparison of customer take-up rates at the point of sale; and
calculation of the size of the markets, in terms of both new and in-force premiums in each country,
for business intermediated by the automotive trade.

3. Argentina: an in-depth analysis of the market for manufacturer-branded and dealer-intermediated
motor insurance and road assistance in Argentina including: an overview of the market for new and
used passenger cars; dealer survey results including analysis of the use of motor insurance and
road assistance programs branded or endorsed by manufacturers as opposed to policies provided
by independent insurers; and manufacturer brand / importer survey results, including identification
of partners used for branded or endorsed schemes for motor insurance and road assistance.

4 - 12: Brazil, China, India, Indonesia, Mexico, South Africa, South Korea, Taiwan and Thailand (for all, contents as for Argentina).



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

• comparable and standardised data concerning manufacturer-branded and dealer-intermediated
motor insurance and road assistance covering a total of ten major emerging economies;

• provision of unique market size and segmentation data for these products generated from
Finaccord’s proprietary Global Automotive Financial Services Model;

• analysis of the average number of providers of motor insurance and road assistance used by
dealers and the degree to which they collaborate with non-tied companies in addition to tied
partners;

• in both the report and the accompanying PartnerBASE™ database, identification of providers of
motor insurance and road assistance used by dealerships;

• in both the report and the accompanying PartnerBASE™ database, identification of partnerships
between manufacturers or importers and external companies for branded or endorsed motor
insurance and road assistance schemes.



How can the research be used?
You may be able to use this report and the PartnerBASE™ that accompanies it in one or more of
the following ways:

• understand the current size and future potential of the market for manufacturer-branded and
dealer-intermediated motor insurance and road assistance in ten of the most important growth
economies in the world;

• appreciate the extent to which the automotive trade represents a viable distribution channel for
motor insurance in each country;

• benchmark the degree of competitive intensity recorded by the research for distributing motor
insurance and road assistance policies through the point of sale;

• identify the foremost competitors in each territory: have international companies such as Allianz,
AXA, Europ Assistance, MAPFRE and Zurich established themselves in each country, or do
national providers predominate?

• evaluate the potential for establishing partnerships with automotive brands or their local importers
for branded or endorsed motor insurance and road assistance propositions.


How can the PartnerBASE™ be used?

Understand dealer use of
Select country tied and non-tied providers

MOTOR INSURANCE
Total Number of
Dealer Country Brands distributed number of non-tied Partner(s)
schemes schemes

Disnave (Rio de Janeiro) Brazil Volkswagen 1 1 VIMAVI
Distribuidora Volkswagen Veracruz Mexico Volkswagen 4 3 ABA Seguros, AXA
DM & SM Mazda (Phuket) Thailand Mazda 4 1 Syn Mun Kong
Donford (Stellenbosch) South Africa BMW 1 0
Dong Dae Moon Benz (Seoul) South Korea Mercedes-Benz 1 0

Look up Identify product
Choose brands
specific dealers partners

Note: for this report, PartnerBASE also typically covers 30 to 40 manufacturer brands per country



Who can use the research?

1. Automotive manufacturers: this research provides a wealth of unique and valuable
benchmarking data allowing you to assess objectively the status of manufacturer-branded and
dealer-intermediated motor insurance and road assistance in key markets;

2. Insurance underwriters and assistance firms: what are the opportunities to increase or build
market share within the motor insurance and assistance markets of each country by means of
distribution alliances with manufacturers, importers or dealers?

3. Finance and leasing companies: in some countries, motor insurance policies are sold
alongside consumer finance and leasing packages, hence it is important for providers in these
areas to comprehend fully the opportunities in motor insurance;

4. Management consultancies: are you helping a manufacturer or insurance or assistance firm
with its strategy or evaluating how it can develop its business in manufacturer-branded and
dealer-intermediated motor insurance or assistance? Understand the current status of this
market across ten dynamic countries, saving time and effort on researching the subject
yourself.



What are some of the key findings?
1. Dealers in Brazil, China, Indonesia, Mexico, South Africa and Thailand
are least likely to rely solely on manufacturer brands’ tied providers

Product sources of motor insurance used by dealers, 2011

100%
Both
80%

60%
Non-tied only
40%

20% Tied only

0%
ARG BRA CHN IND IDN MEX ZAF KOR TWN THA Ave.

Source: Finaccord Global Automotive Financial Services Survey



What are some of the key findings? (cont.)
2. Over 90% of dealers in Taiwan offer motor insurance, with Fubon Insurance, Union Insurance
and First Insurance identifiable as the three leading non-tied providers used by dealers

% of dealers offering motor insurance and product source Provider share of partnerships, %
100% Taiwan Fire
other, 9.1% Fubon
and Marine
legendtrick Insurance,
Insurance,
19.4%
80% 4.9%

Both Chung Kuo,
6.1%
60%

Dealer (non-tied) Mingtai,
40% 7.1%
Union
Manufacturer / importer Insurance,
20% 18.0%
Taian, 9.3%

0%
Product offered Product source Shinkong First
(see legend) Insurance, Insurance,
Source: Finaccord Global Automotive Financial Services Survey 10.2% 15.8%



3. 40% of manufacturer brands in South Africa use an external provider for road assistance, and
the AA has captured two-thirds of these partnerships when weighted by new car registrations

% of manufacturer brands offering road assistance and operating model Weighted provider share of partnerships, %
100% Europ
Assistance,
legendtrick 5.4%
80%
Guardrisk
Insurance
60% Internal assistance provider (Alexander
Forbes),
27.3%
40%
External assistance provider
20%

AA, 67.3%
0%
Product offered Operating model
(see legend)
Source: Finaccord Global Automotive Financial Services Survey



4. Key findings from the executive summary include:

• the market for manufacturer-branded and dealer-intermediated motor insurance and road
assistance was worth in the region of USD 20.15 billion in 2011 in terms of gross written premiums
and other revenues, across these ten countries;

• this segments between USD 19.80 billion for motor insurance and USD 0.35 billion for road
assistance, and between USD 6.8 billion from new policies distributed during 2011 and USD 13.4
billion from in-force policies sold in previous years;

• in terms of the percentage of the total personal motor insurance market in each country accounted
for by the automotive trade, this channel achieves the highest distribution share in India at 79.3%,
compared to an average of 47.1% across the ten countries - this is vastly higher than the equivalent
figure of 6.9% recorded by Finaccord in Europe and underlines the importance of the automotive
trade as a distribution channel for motor insurance in most of these countries;

• unlike dealerships, manufacturer brands in China rarely offer motor insurance, which implies that
there may be a substantial opportunity for partnerships with these brands.



What is the cost and format?
Manufacturer-Branded and Dealer-Intermediated Motor Insurance and Road Assistance in Emerging
Global Markets is available as a standard Adobe Acrobat PDF document and / or hard copy. The
PartnerBASE™ that accompanies it at no further charge is in Microsoft Excel format. Costs for this
research set and other titles about automotive financial services are as follows:

REPORT PRICE *
Manufacturer-Branded and Dealer-Intermediated Motor Insurance and Road Assistance in Emerging Global Markets GBP 1,995
Automotive Finance and Leasing for Consumers in Emerging Global Markets GBP 1,995
Automotive Finance and Leasing for Consumers in Europe GBP 2,495
Consumer Automotive Financial Services in Eastern and South-Eastern Europe GBP 2,495
Consumer Automotive Financial Services in Emerging Global Markets GBP 3,995
Consumer Automotive Financial Services in Northern and Central Europe GBP 2,995
Consumer Automotive Financial Services in Southern and Western Europe GBP 2,995
Extended Warranties for New and Used Cars in Emerging Global Markets GBP 1,995
Extended Warranties for New and Used Cars in Europe GBP 2,495
Manufacturer-Branded and Dealer-Intermediated Motor Insurance and Road Assistance in Europe GBP 2,495

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_eu_afsr.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.


Report prospectus manufacturer-branded_dealer-intermediated_motor_insurance_road_assistance_emerging_global_markets

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Report prospectus manufacturer-branded_dealer-intermediated_motor_insurance_road_assistance_emerging_global_markets