OVERSEAS BUSINESS DEVELOPMENT: GOALS, OPPORTUNITIES, RISKS Dmitry GARMASH Deputy Managing director, Ph.D., MBA Unity Re Ltd 14 th All-Russian reinsurance conference 25 March 2010 – Hotel ‘National’, Moscow

Russian in-ward reinsurance market – 43 billion RUR Overseas business share – 10 billion RUR Gradual share growth - 5,3% (2006)  24% (2009) Growth for 5 years – about 25% per annum Territories: 40% - former USSR, 60% - pure overseas Overseas business segment

Overseas business segment dynamics Source: Federal Service for Insurance Supervision

18% 60% 15% 5% 2% Territorial sources

Double based – market growth for  crisis …! Globalization and active development of emerging markets world-wide Cycle phaze  stable demand for alternative R/I capacity Geographical expansion & growth of broking Financial & technical strengthening of Russian (re)insurers Very competitive domestic market Tight & saturated competition domestically  search for new sources of business from abroad Grounds for development

LOBPure overseas business, million USD Business from former USSR, million USD Property20500 Energy15250 CAR/EAR20300 Marine hull60150 Aviation hull1075 Available local R/I capacity

Key goals of development «Drifting in a stream» Extreme scantiness of ‘pure domestic market player’ strategy Diversification of business sources Diversification of portfolio Compensation of decaying domestic R/I premiums Support of captive projects No strategy for ‘global player’

Common classes: PD, CAR, Marine Facultative – up to 75-80% Major strategy - supporting market Clear ‘regionality’ of business – by geography & structure Internationality – inc. all +/- of business customs & practice Major & the only channel – broker! Stake on support of large-scale projects Accounts’ high deviation by risk quality and pricing Basic characteristics of business

Financial strength, available capacities  crisis Business base in any way remains - Russia & CIS! Rating requirements & legislative restrictions Reasonable segmentation of available business by reinsurers’ quality (BBB and higher vs all others) Very limited: distribution channels, market expansion strategies, marketing plans Growth base – struggle for clear differentiation, reputation and distribution channels Where is the interest of potential investors? Barriers for further development

Low ‘portfolioness’ and light playing of the law of large numbers No role for real corporate underwriting Claims settlement = follow the fortune Significant CAT-exposure Documentary issues & procedures variation per region Trust & experience: reinsurer is manipulated by broker Much more close binding to regional macroeconomic trends & factors Major risks

Thanks for your attention! Unity Re Ltd. T: F: W: