FOR REPRESENTATIVES' USE ONLY1/100 WOMEN An untapped opportunity Presented by: Michael Aziz, Vice-President, Sales Individual Insurance June, 2012

FOR REPRESENTATIVES' USE ONLY2/100 Monique F. Leroux Chair of the Board, President and CEO Desjardins Group

FOR REPRESENTATIVES' USE ONLY3/100 FOR REPRESENTATIVES' USE ONLY Proportion of purchases made by women or influenced by women: 20% of home purchases, influence 91% 52% of new vehicles (influence 80%) 65% of clothing 70% of travel decisions 80% of health spending 90% of women participate in financial decisions

FOR REPRESENTATIVES' USE ONLY4/100 In the US, since 1970, two out of three jobs are filled by women Women Men

FOR REPRESENTATIVES' USE ONLY5/100 Did you know that? Companies with three or more women on their senior-management teams scored higher on all nine organizational criteria than did companies with no senior-level women - McKinsey study Capability Leadership External Orientation Accountability Motivation Coordination & Control Innovation Direction Work Environment and Values

FOR REPRESENTATIVES' USE ONLY6/100 Women Entrepreneurs In Canada Trend For the past twenty years, the number of women entrepreneurs in Canada increased by over 200% (vs. 38% for men). Business Profile 85% have fewer than five employees Nearly half of businesses are sole proprietorships Particularly prevalent in the wholesale or retail (18%), professional services (16%) and information, culture and real estate (16%) Profile of the Female Entrepreneur 32% of entrepreneurs are under 40 years (compared to 21% of men) 54% have graduate or graduate degree (against 47% of men) 56% are active at home (same as for men) Women attach more importance than men on relationships with customers, relationships, mental well-being and balance between work and family. Financial Performance Their companies show good financial results, but on a smaller scale than those where men hold the majority position. Women entrepreneurs realize lower profits because their businesses are younger and smaller and are concentrated in service where the profit margin is lower.

FOR REPRESENTATIVES' USE ONLY7/100 Harvard Business Review

FOR REPRESENTATIVES' USE ONLY8/100 Six market segments based upon marital status (Female Economy, Michael J. Silverstein and Kate Sayre)

FOR REPRESENTATIVES' USE ONLY9/100 Unmet needs in investments, life insurance and credit cards

FOR REPRESENTATIVES' USE ONLY10/100 Harvard Business Review Financial services wins the prize as the industry least sympathetic to women – and one in which companies stand to gain the most if they can change their approach. - Michael J, Silverstein and Kate Sayre, The Female Economy

FOR REPRESENTATIVES' USE ONLY11/100 True story inspiring 36 years old mom, brain cancer survivor Webi.ca/strongerthancancer.ca

FOR REPRESENTATIVES' USE ONLY12/100 CI (eligible products only) submitted and issued cases

FOR REPRESENTATIVES' USE ONLY13/100 Sales Approaches for Women

FOR REPRESENTATIVES' USE ONLY14/100 Conclusions Hire more women to senior positions Recruit more women as advisors Target the women's market

FOR REPRESENTATIVES' USE ONLY15/100 Thank you