Positioned to Win with Banks/Credit Unions and Regional Broker Dealers Brad Powell President Institutional Marketing Group.

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Presentation transcript:

Positioned to Win with Banks/Credit Unions and Regional Broker Dealers Brad Powell President Institutional Marketing Group

Bank Marketplace History (Bank Premium as a Percentage of Total Industry Premium) *Data through June 2002 Source: Kehrer & Associates

Industry Wide Bank Annuity Premium *Data as of June 2002 Source: Kenneth Kehrer Associates (In Billions)

Total Bank Annuity Industry Rankings Fixed Annuities 1. AIG/American General 2. Aegon/Transamerica 3. GE Companies 4. Nationwide 5. Allstate Life Group 6. Jackson National Life 7. Keyport 8. John Hancock 9. Lincoln National 10. Western-Southern Total Annuities 1. AIG/SunAmerica 2. Aegon/Transamerica 3. Hartford 4. Nationwide 5. GE Companies 6. Allstate Life Group 7. Keyport 8. Jackson National 9. John Hancock 10. Lincoln National Source: Kenneth Kehrer Associates

Industry Rankings: Fixed & Total Annuities – Through Second Quarter 2002 Total Annuities 1. AIG/SunAmerica 2. Aegon/Transamerica 3. Hartford 4. Nationwide 5. John Hancock 6. Allstate Financial 7. SunLife Financial/Keyport 8. GE Companies 9. Jackson National 10. Lincoln National Fixed Annuities 1. AIG/American General 2. Aegon/Transamerica 3. John Hancock 4. Nationwide 5. Allstate Financial 6. GE Companies 7. SunLife / Keyport 8. Jackson National Life 9. Lincoln National 10. Hartford Source: Kenneth Kehrer Associates

Proprietary vs. Private Label Proprietary Annuity: ▲ Bank manages the underlying assets associated with the product sold – Fixed income for fixed annuities – Sub-account funds for variable annuities Private Label Annuity: ▲ Insurance company modifies or creates annuity to fit particular needs of the bank, without bank management of assets

History Of IMG *Sales through June 2002

Reasons For Success ▲ Commitment to a broad and competitive product line ▲ Flexible delivery style ▲ Service

Flexibility ▲ Dedicated advisors ▲ Platform representatives ▲ Hybrid sales force

Typical Success Story Community First Bank ▲ 6 week bank-wide JNL-sponsored marketing campaign ▲ $28.4 million in fixed and variable annuity sales ▲ Previous annuity sales non-existent

Key Issues ▲ Consolidation/sales ▲ Proprietary products vs. private label ▲ Revenue sharing/margin pressure ▲ Shrinking universe

Future: Banks Are Where The Money Is ▲ Results from a recent survey concluded more bank customers are seeking financial advice from banks ▲ Banks are uniquely positioned to service the largest U.S. affluent segment – The Mass Affluent: – 5 Million households – $3.7 Trillion in investable assets Source: Cerulli and Associates