1. Quick Tour International Market Development
International Markets
Market Intelligence June 2010
FOR MANAGING AGENTS AND BROKERS

2. Content Click Box to navigate International Markets Strategic Review
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Content
International Markets
Strategic Review
Click Box to navigate
Market Development Factors
2010 Priorities

3. International Markets
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
International Markets
From Team structure to key priorities…

4. Lloyd’s Senior Management Team
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Lloyd’s Senior Management Team
Peter Levene Chairman
Richard Ward CEO
1 Operations
Jose Ribeiro Director
International Markets
Speaker Notes
Luke Savage Director
Tom Bolt Director
Sean McGovern Director
Sue Langley Director
The Lloyd’s Management team.
For detailed biographies on each member please go to
As at September 2007
Finance, Risk Management & Operations
Performance Management
North America & General Counsel
Market Operations

5. International Markets
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
International Markets
Jose Ribeiro
Operations
Kevin Reeves Marianna Papadakis Carys Lawton
Market Development
Matthew Chandler
John Threshie
Market Intelligence
Filip Wuebbeler
Govind Ratnam Bruno Davila Alex Milne
Gabriel Anguiano
Mike Egerton
Market Development
Stephen Moore
Edward Pennock
Broker Relationship Management
Alan Taylor
Sarah Hinton
For a list of key contact details > Resources
LATIN AMERICA
EUROPE
ASIA PACIFIC
CHINA
JAPAN
Northern Europe: Benno Reischel
Asia: TBC
Marco Castro*
Eric Gao
Iain Ferguson
Southern & Eastern Europe & Africa: Enrico Bertagna
UK & Ireland: Keith Stern
* as country manager for Brazil

6. What is Operations? Establish New Offices where required
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
What is Operations?
APPROPRIATE REPRESENTATION for Lloyd’s in key territories. Lloyd’s has the appropriate representation in key territories to meet regulatory requirements and the adequately support the Lloyd’s market. Establishment of new offices.
Establish New Offices where required
Define Operating Models
Assess implications of Control Framework
Coordinate Overseas
Renew / Audit as necessary
Risk Matrix
COMPLY WITH GUIDANCE for Lloyd’s international network. The international network operates in accordance with Lloyd’s guidelines / compliance framework; effectively mitigating risks.
HAS APPROPRIATE REPRESENTATION
COMPLY WITH GUIDANCE
Focus Magazine
Presentations
Rep Induction Programme
Human Resources
Rep Conference
Systems
Property
COMMUNICATE
SUPPORT
COMMUNICATE profile and value of international network. The profile and value of the international network is communicated to and understood by the Lloyd’s market
SUPPORT & DELIVERY of services to international offices and staff. The international network, including all overseas staff, receive the support they require in performing their functions (inc. HR, property, systems).
DELIVER
Support new licence initiatives
consistent approach
efficiently with a
Deliver Services to the market
DELIVER services to the market. Services to the market are delivered efficiently and in a consistent approach.

7. What is Market Development?
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
What is Market Development?
UNDERSTAND Managing agents & brokers appetite. Annual CEO Survey to managing agents and brokers to gauge appetite for market development.
Annual CEO Survey
Market Presentations
Market Groups
Regional Watch
Quick Tour
ACT AS BRIDGE between country managers and market. Help support managing agents wanting to do international business by acting as a bridge to the country manager and also by encouraging support to international promotional events.
UNDERSTAND
ACT AS A BRIDGE
Events
Country Development Plans
DELIVER
COORDINATE
DELIVER wide range of international promotional events. Work with Lloyd’s Events Team to deliver a wide range of promotional events for Lloyd's internationally and advertise these events to managing agents and brokers.
COORDINATE country managers business plan. Coordinate & oversee the annual country business plan and international markets budget setting exercise.
EXPLORE
Global Opportunities
EXPLORE opportunities for licence development. Work with managing agents and brokers to explore opportunities for licence development in both established markets and new markets

8. 20% Geographic split of Lloyd’s – Overview 2009 Lloyd ’ s
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
20%
2009 Lloyd ’ s
Gross Written
Premiums
GBP 21,973m 6% 9%
16%
45% 4%
US & Canada UK
Europe
Central Asia & Asia Pacific
Other Americas
Rest of the world
Source: Lloyd’s, Annual Report, (March 2010),

9. Geographic split of Lloyd’s – Overview
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
US 41%
UK 20%
Europe 16%
Other Americas 6%
Central Asia & Asia Pacific 9%
Rest of the World 4%
Canada %
Source: Lloyd’s, Annual Report, (March 2010),

10. Geographic split of Lloyd’s – by class
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Other Americas
Reinsurance 75%
Property 8%
Casualty 8%
Marine 4%
Energy 2%
Aviation 2%
Motor 1%
Central Asia & Asia Pacific
Reinsurance 47%
Casualty 25%
Property 14%
Marine 6%
Energy 4%
Aviation 3%
Motor 1%
Rest of the World
Reinsurance 61%
Casualty 13%
Property 9%
Marine 8%
Aviation 4%
Energy 3%
Motor 2% 6% 4% 4% 6% 9% 9%
2009 Lloyd
2009 Lloyd
2009 Lloyd
2009 Lloyd ’ ’ ’ ’ s s s s
Gross Written
Gross Written
Gross Written
Gross Written
45%
45%
16%
16%
Premiums
Premiums
Premiums
Premiums
GBP 21,973m
GBP 21,973m
GBP 21,973m
GBP 21,973m
Reinsurance 28%
Motor 22%
Casualty 21%
Property 20%
Marine 7%
Energy 1%
Aviation 1%
Europe
US & Canada
Reinsurance 31%
Property 31%
Casualty 20%
Energy 10%
Marine 5%
Aviation 2%
Motor 1%
20%
20%
20%
20%
Reinsurance 28%
Motor 22%
Casualty 21%
Property 20%
Marine 7%
Energy 1%
Aviation 1% UK
Source: Lloyd’s, Annual Report, (March 2010),

11. Licence Network
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
*See: for detailed access routes + exemptions
US Excess & Surplus
Reinsurance only
Lloyd's is specifically registered or licensed to write reinsurance business only.*
Insurance + Reinsurance
52 territories where Lloyd’s is licensed to underwrite insurance and reinsurance business.*
Reinsurance from outside the territory
Territories where Lloyd’s is not registered or licensed but can transact cross-border reinsurance business.*

12. Licence Network
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
1990s EU legislation allows Lloyd’s to carry on insurance in other EEA member states on an establishment & services basis
Lloyd’s Japan established
Lloyd’s Asia established
EU establishment licence Spain
Lloyd’s becomes an onshore re-insurer in China
‘Admitted reinsurer’ status in Brazil and EU establishment licences in Poland and Austria
EU establishment licence in Portugal

13. Office Network Europe North America Europe Type
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Europe
North America
Europe 4 1 3 3 1 2 2
Type
Market Development Scope
Territories 4
Local underwriting with co-located Syndicates
(or via a Lloyd’s regulated entity); Country Manager with Market Development Role
China
Japan
Singapore
South Africa
Australia, Hong Kong (SAR)
Benelux, France, Germany, Ireland, Italy, Poland, Spain, Sweden, Switzerland
Brazil 3
Country Manager with Market Development Role 2
Country Representative for regulatory requirements
Cyprus, Greece, Israel, Malta
New Zealand
Austria, Denmark, Norway, Portugal
Argentina, Belize, Chile
Namibia, Zimbabwe 1
Country Representative for minimum regulatory requirements

14. Core Activities involved
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Market Development Decision Matrix 1
CANDIDATE TERRITORIES 2
RESEARCH OPPORTUNITIES 3
RESEARCH APPETITE 4
BUSINESS CASE
Building Blocks
INITIAL RESEARCH
> Global Opportunities INITIAL APPETITE
> CEO Survey
> LMA / LIIBA
EXTERNALOPPORTUNITY
> Governments
> Regulators
FURTHER RESEARCH
> Legal & Regulatory Opportunities > Regional Watch
RESEARCH VISIT
MARKET CONSULTATION
> Market Survey > Follow-up with managing agents and brokers
MARKET VISIT (if appropriate)
BUSINESS CASE
> Strategic Fit > Cost / Benefit Case
Core Activities involved
MARKET DEVELOPMENT STEERING GROUP (SG)
SG + EXECUTIVE TEAM (ET)
ET DECISION
ET + FRANCHISE BOARD DECISION
Internal
Discuss whether to continue
Discuss whether to continue
Assess mandate to continue
Licence decision

15. Strategic Review From Licences, Coverholders to initiatives… CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Strategic Review
From Licences, Coverholders to initiatives…

16. Strategic Review: Licences
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Strategic Review: Licences
Strategic priorities
China – subject to Franchise Board approval, pursue China direct licence
India – lobby for recognition of Lloyd’s & ability to write onshore reinsurance
Other
Turkey – lobby for ability to do coverholder business on a direct basis
Czech Republic – seek an establishment licence
Hungary – explore options for Lloyd’s to do coverholder business on a freedom of services basis (not service company business)
Asia – Clarify reinsurance coverholder permissions in Asia
Africa – Review licence permissions in Africa

17. Strategic Review: Coverholder Initiatives
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Strategic Review: Coverholder Initiatives
“..The development of the coverholder channel, subject to proper and appropriate controls, will be a particular area of focus, with the objective of improving both awareness and the efficiency of this distribution channel” (Lloyd’s Strategy 2010 – 2012)
Technology & Standards > We want to improve operational efficiency of the coverholder distribution model through information standards and taking advantage of e-trading opportunities.
Routes to market > We want to make the route to market for new coverholder business as simple and transparent as possible.
Coverholder experience > We want to make life easier for a coverholder to do business with Lloyd’s.

18. Strategic Review: Coverholder Initiatives
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Strategic Review: Coverholder Initiatives
Technology & Standards
Enhance coverholder processes and operations
Continue to roll out common standards (ACORD standards) across delegated authority business in support of a move towards electronic processing
Continue to enhance and promote the use of Lloyd’s coverholder management database (Atlas)
Improve the coverholder claims process

19. Strategic Review: Coverholder Initiatives
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Strategic Review: Coverholder Initiatives
Route to Market
IMPROVE ROUTE TO MARKET
Develop improved Lloyds.com content
Develop pre-approval process for new coverholders
Develop new (in country) coverholder intelligence
Create marketing and educational materials for use by brokers, managing agents and Lloyd’s international offices
Develop Lloyd's coverholder directories
Develop European coverholder event in London
Complete market roll out of Atlas

20. Strategic Review: Coverholder Initiatives
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Strategic Review: Coverholder Initiatives
Coverholder Experience
IMPROVE Coverholder Experience
Pilot the translation of model delegated authority wordings into local languages
Enhance coverholder branding
Develop coverholder clubs in priority territories:
Develop periodic coverholder e-news letter
Develop coverholder education & training
Develop a coverholder hanbook
Streamline coverholder audit arrangements
Introduce coverholder RM programme

21. Strategic Review: European Initiatives
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Strategic Review: European Initiatives
New initiatives to support strategy
European coverholder events – new events to attract potential new coverholders and develop existing coverholders
European coverholder / SME events
Marine events, business leader lunches, MBA course presentations
European office offerings – pilot a new service offering to support local cover holders and public tenders, subject to market support
New opportunity focussed intelligence: -
New class of business intelligence and new coverholder intelligence to identify potential coverholders
Benelux – new Lloyd’s office and country manager (see prior slide)
Restructuring of Europe into 3 regions to increase focus on execution of country plans and new initiatives

22. Strategic Review: UK Initiatives
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Strategic Review: UK Initiatives
New initiatives to support strategy
UK Market Intelligence – develop UK intelligence product (Regional Watch)
Head of UK & Ireland – recruit new manager to develop UK country plan and take forward UK events and promotional initiatives
UK regional events - quarterly regional events to promote Lloyd’s and support MAs wishing to develop their UK portfolio

23. Strategic Review: Asian Initiatives
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Strategic Review: Asian Initiatives
Asia
Singapore – facilitate broader class of business offerings, ensure franchise and underwriting standards applied and upgrade business processes to support subscription market.
Regional promotional events – 360° event in Singapore and promotional events in South Korea & Vietnam
China
Develop the platform through new MA participation, new lineslip and product offerings, integrating the new business development team. Ensure franchise and underwriting standards applied.
Japan
Develop the platform through new MA participation, new market development group, new office opening and promotional event and facilitating new broker classes of business. Ensure franchise standards applied supported by new IT platform.

24. Strategic Review: Emerging Markets
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Strategic Review: Emerging Markets
New initiatives to support strategy
Russia, Mexico, South Korea & Vietnam – conduct promotional events to raise Lloyd’s profile in these emerging markets
Russia market development visit (Moscow)
Mexico market development visit (Mexico City / Monterrey)
Assess whether there is a business case – for opening a Lloyd’s office in Russia and/or Mexico after these events
New market intelligence – targeted at Lloyd’s brokers for Russia, Mexico, Brazil and Middle East
Middle East – we will look again at what is going on this region in the second half of the year

25. Strategic Review: Operations
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Strategic Review: Operations
2010 Strategic priorities
IT systems and business processes – new Japan IT system and business processes to support growth in the platform and new management information system for China.
Lloyd's Single Global IT Network – connect 4 offices to global IT network (South Africa, Sweden, Benelux, and TBC)
Franchise standards – ensure standards are applied in China, Japan & Singapore
Key person dependency – ensure continuity if country manager absence
European office model – streamline Italian office services and use new enhanced processes in other countries

26. Strategic Review: Broker Relationship
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Strategic Review: Broker Relationship
Ask the brokers where we can help them and add value
Gather structured broker feedback also from country managers to understand broker distribution strategies and issues
Develop insight on key strategic issues for ‘top 30’ brokers
Develop relationships with brokers outside the ‘top 30’
Maintain and develop Lloyd's relationship with LIIBA
Establish steering group to develop a plan and implement the distribution deliverables of the Strategic Plan
Manage the registration process for new Lloyd's Brokers
Support inwards visits by key (re) insurance clients

27. Strategic Review: Promotional activity
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Strategic Review: Promotional activity
Promotional activity & events
360°Events – London & Singapore (>
Class of business events
Coverholder focused events & initiatives
Industry speeches, business leader lunches / dinners
Promotion of Lloyd’s at key Industry events
Insurance Institute / MBA presentations
Inwards broker & cedant visits
Opportunity focused presentations to agents & brokers (>

28. Strategic Review: Promotional Materials
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Strategic Review: Promotional Materials
Making it easier to do business at Lloyd’s
New promotional materials:
Broker & coverholder marketing collateral
Regional & country brochures
E-news letters
Coverholder directories
Local language websites & relevant marketing materials
New Market Intelligence for brokers – for Mexico, Russia, Brazil and the Middle East (>

29. Market Development Factors
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Market Development Factors
From Market Intelligence to Events…

30. Key Factors of market development
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Key Factors of market development
Licence Network
Office Network
Hard
Factors
Market Development
CEO Survey
Events Programme
Coverholder Initiatives
Broker Relationship Management
Soft
Factors
Market Intelligence

31. Market Intelligence Team
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Market Intelligence Team
TEAM OF ANALYSTS LOOKING AT INSURANCE MARKETS FROM A GEOGRAPHIC PERSPECTIVE
ANALYSIS AND ADVICE
> WORLD CLASS MARKET INTELLIGENCE Provide and enhance world class market intelligence to Lloyd’s > BUSINESS PARTNER Act as a business partner to Heads and Country Managers.
> Provide and enhance world class market intelligence. > Develop an understanding of Lloyd’s market’s strengths and weaknesses in key territories. > Business partner to Managers.
REGIONAL FOCUS
> REGIONAL ACCOUNT MANAGER Relationship manager with Lloyd’s Head / Country Manager - Filip Wuebbeler: France, Germany, Poland, Nordic Area - Govind Ratnam: China, Japan, Singapore, Australia, Hong Kong, Ireland - Bruno Davila: US, Canada, Italy, Spain - Alex Milne: Switzerland, South Africa > EVENTS SUPPORT Support Lloyds international events.
> Maintain and develop intelligence with regional focus. > Support Lloyd’s visits, briefings (supporting Chairman’s Briefing in conjunction with Events Team) and supporting Market Events with Presentations on their key territory.
LICENCE DEVELOPMENT
> CROSS FUNCTIONAL DEVELOPMENT TEAMS Work with cross-functional teams to develop Lloyd’s Market Development Agenda.
> Playing a leading role in Lloyd’s Market Development Agenda by working with colleagues to identify new licence opportunities and prepare business cases for licence and office development.

32. 1 2 Market Intelligence Products QUICK TOUR GLOBAL OPPORTUNITIES
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Market Intelligence Products
…explains the Lloyd’s history, market structure and results
…2010 priorities for Lloyd’s International Development
…and has country profiles where Lloyd’s has an office.
> 1
QUICK TOUR
…provides a summary of indicators on key economies
…has a downloadable spreadsheet for Managing Agents
…which provide industry standard business indicators.
> 2
GLOBAL OPPORTUNITIES

33. Market Intelligence Products
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Market Intelligence Products
MARKET PRESENTATIONS
…summarise trends in Lloyd’s key insurance markets
…provide overviews of the Lloyd’s office in this market
…and highlight market opportunities for Lloyd’s.
> 3
REGIONAL WATCH
…provides market intelligence on Lloyd’s key markets
…Brokers have access to a number of basic overviews
…Managing Agents have access to detailed intelligence.
> 4

34. Market Intelligence Account Managers
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Europe
Europe BD GR FW AM AM
Account Manager
Territories FW
Filip Wuebbeler
France, Germany, Poland, Nordic Region
China
Japan
Singapore, Australia, Hong Kong (SAR) South Africa
Ireland GR
Govind Ratnam BD
Bruno Davila
Italy, Spain
Brazil
US, Canada AM
Alex Milne
Switzerland UK

35. Market Intelligence 1H 2010 Successes (1 of 2)
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Market Intelligence 1H 2010 Successes (1 of 2)
Account Manager
Territories
Summary
OUTPUT FW
Filip Wuebbeler Manager, Market Intelligence
Poland
Analysis of Lloyd’s coverholder opportunities in the Polish market 4 5
Market Presentation looking at Poland’s Marine Market 3
France
In Market Visit to France with focus on reinsurance market analysis 4
Germany
Market Presentation on German insurance market 3 4
Nordic Countries
Market Presentation on Nordic insurance market 3 4
Europe
European Market Access Study looking at Lloyd’s distribution channels 5 BD
Bruno Davila Analyst, Market Intelligence
Brazil
Market Presentation looking at Brazil and Lloyd’s opportunities 3 4
Mexico
Market information with focus on the reinsurance market 4
Canada
Market Presentation looking at Canada and Lloyd’s opportunities 3 4 US
In Market Visit to US to enhance market analysis 4
Spain
Policy Production Guidelines Workshop 5
DOWNLOAD AT:
>QUICK TOUR >GLOBAL OPPORTUNITIES >MARKET PRESENTATIONS
>REGIONAL WATCH >RESOURCES 1 2 3 4 5

36. Market Intelligence 1H 2010 Successes (2 of 2)
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Market Intelligence 1H 2010 Successes (2 of 2)
Account Manager
Territories
Summary
OUTPUT GR
Govind Ratnam Analyst, Market Intelligence
Japan
Market Presentation looking at Japanese market and Lloyd’s Japan Inc. 3 4
Ireland
Market Presentation looking at the Irish insurance market 3 4
South Africa
In Market Visit to South Africa with focus on regional opportunities 4
Hong Kong
Lloyd’s position and market overview in new Regional Watch 4
Australia
Market overview by territories and class of business 3 4 AM
Alex Milne Analyst, Market Intelligence
Russia
Market overview and key market players 4 UK
Market overview and key market players (work in progress)
DOWNLOAD AT:
>QUICK TOUR >GLOBAL OPPORTUNITIES >MARKET PRESENTATIONS
>REGIONAL WATCH >RESOURCES 1 2 3 4 5

37. Market Intelligence vision
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Market Intelligence vision
“Providing world class market intelligence on the world’s insurance markets”
2010 Priorities
> Building intelligence on the UK shared via Regional Watch
> Opportunity focused Market Presentations from Lloyd’s Country Managers
> 4 In Market Visits in European territories to build & share intelligence
> Building intelligence to better capture profitability of business classes

38. CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Events Programme
Changes in approach for 2010, following the country planning process:
Increase support and coordination from London - both Market Development and Marketing / Communications Team
Introduction of planning template
Providing a broad range of local events
Greater ownership by the Country Manager
Increased focus on Market Presentations in London
Increase in number of events
2008 – 58
2009 – 73 (+26%)
2010 – 148 (+103%)
Launch of Marketing Toolkit
Introduction of event types and ‘how to run an event’ guide
Meet the Market Event
Inwards Promotional Event
Class of Business Event
Third Party Event
Coverholder Networking Event

39. CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Marketing Toolkit
Provide guidance and a framework for Country Managers when planning events within their local market
Raise the level of consistency that the attendees received when attending a ‘Lloyd’s Event’
Guidance sits on the Marketing Toolkit under the following types:
Lloyd’s Meet the Market Event
Class of Business Event
Lloyd’s Participation at Third Party Events
Cocktail Reception - Enhanced in 2010
360 Event
Country Manager Inward Promotional Visit
Coverholder Network
Office Opening (will be produced in phase II)
Chairman’s Visit (will be produced in phase II)
Market Development Visit (will be produced in phase II)

40. “Meet the Market Event”
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
“Meet the Market Event”
‘A Lloyd’s hosted full day event that promotes and raises the profile of the Lloyd’s Market within the local market.
A key aspect of this event is the replica of the Lloyd’s Underwriting Room – Boxes are available for MAs, CHs and Lloyd’s Brokers to host and meet with the local market’
Event Programme (Spanish Insurance Week)
09.30   Opening 
10.00   Round table: Kidnap & Ransom. Legal framework and
Practical Examples, Point of view: Insured, Legal
Expert, Negotiator and Insurer
11.30   Coffee Break                     
12.00   Round table. Medical Malpractice. Experience and
solutions, Point of view: Doctor Legal Expert
& Insurer   
13.30   Closing remarks and cocktail
REPLICA OF THE UNDERWRITING ROOM
At the same time, there will also be a room with an estimate of 30 networking tables, where CH, MA and Lloyd's brokers could meet the main Spanish players. Lloyd's Iberia helped organise the meetings.

41. “Class of business Event”
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
“Class of business Event”
‘A Lloyd’s hosted full or half-day event that promotes and raises the profile of the Lloyd’s Market and a specific class of business (or coverholder model) within the local market’
Event Programme (Hamburg)
15.00 Coffee and registration
15.45 Introduction by Volker Eutebach (Lloyd’s Market Relations Manager for Germany and Austria)
15.50 Keynote speech – Jose Ribeiro (Lloyd’s Director, International Markets)
16.10 Lloyd's update – Volker Eutebach
16.40 Neil Roberts (LMA) - Developments in the London Marine Market
16.50 Coffee break
Simon Stonehouse, Brit Syndicates Ltd. (Marine Hull Underwriter and Chairman of the Joint Hull Committee)
17.25 Nicholas Schymyck, R J Kiln & Co. (Head of Research and Development)
17.50 Finish (closing remarks from Volker Eutebach)
18.00 Cocktail reception / Networking Session (possible branded tables)

42. “Third Party Event” (supported by Lloyd’s)
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
“Third Party Event” (supported by Lloyd’s)
‘‘Lloyd’s presence and involvement at events organised by third parties (typically industry associations and bodies). There are three broad categories of involvement at third party events; Sponsorship (of an event or part of an event), Speaking or presentation slot and Lloyd’s function during or alongside an event (e.g. reception, dinner or lunch)’
Event Programme (AMRAE)
Day 1
12.00 – Conference opens (Lloyd’s hospitality suite available for Lloyd’s Managing Agents, Coverholders and Brokers to use throughout the event for meetings)
19:30 – 21:00 Richard Ward Dinner, with key Senior French Brokers
21:00 – 22:00 AMRAE official cocktail party
Day 2
08:30 – 09:30 Richard Ward Breakfast, with key Risk Managers
10:00 – 11:00 Press conferences in Lloyd’s suite
11:30 – 12:30 Lloyd’s Cocktail Reception and Richard Ward’s welcoming
Use of the hospitality suite throughout the event for meetings (MA’s, Coverholders, Lloyd’s)

43. “Inward Promotional Visit”
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
“Inward Promotional Visit”
“A Lloyd’s-hosted full or half-day event that showcases and promotes the Lloyd’s brand to a select group of local industry stakeholders to include”
Event Programme (Irish Insurance Institute Visit to Lloyd’s)
11.30 Group Arrival at Lloyd's Reception (Met by CM & Phil McCarthy) followed by registration (collect business cards from delegates)
Keynote Welcome (Given by Chairman / CEO / Director or Country Manager if none in attendance/if appropriate)
Official Tour of Lloyd's
Presentation on Lloyd’s by CM and/or Market Development team
Buffet Lunch (with selected guests from Lloyd’s market, as appropriate)
Presentation by Lloyd’s Market stakeholder
Presentation on Lloyd's Regulatory Environment (if appropriate)
15.00 Formal Close by CM

44. “Coverholder Networking Event”
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
“Coverholder Networking Event”
“A Lloyd’s hosted event with CM presentation for local Lloyd’s Coverholders, which aims to support our Coverholders by providing a networking platform to discuss areas of mutual interest and share experiences”
Event Programme (Ireland Coverholder Launch Event)
Guest arrival/introductions
Welcome by CM followed by PowerPoint Presentation in Boardroom (Inc. Key messages, Lloyd’s overview in region, how local Lloyd’s office can assist CH, etc)
Keynote speech by Jose Ribeiro (Inc. Key messages,
Lloyd’s Strategic Plan and focus on Coverholders)
Photo Presentation to Lloyd’s Coverholder by CM/JR
Lunch buffet – extended networking session
Formal close by CM Programme
15.00 Formal Close by CM

45. Managing Agent Appetite 2009
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Managing Agent Appetite 2009
Feedback from 2009 Managing Agent and Broker CEO Survey – Developing Vs. Established Markets
Established Markets
Developing Markets 2 6 7 10 14 8 4 3 1
Russia
South Korea
Vietnam
India
Mexico
Turkey
Middle East
ACTIVE IN COUTNRY, STRONG INTEREST IN DEVELOPING BUSINESS
NOT YET ACTIVE IN COUNTRY, VERY INTERESTED IN LLOYD'S PRESENCE AND ITS DEVELOPMENT
New licence development and office decisions are driven be the interests of the market
Research and development decisions are driven by MA and Broker interest
Market Intelligence focus is on those territories where Lloyd’s is established with a physical presence… UK 23 2
Australia 19 2
Italy 16 4
Canada 18 1
Spain 15 2
Singapore 14 2
France 12 5
Kentucky 14 1
Nordic Region 11 6
Illinois 14 1
Ireland 11 3
Hong Kong 13 1
Germany 11 5
Brazil 13 5
Switzerland 10 6
Japan 12 1
Netherlands 8 5
Austria 5 6
South Africa 11 5
Portugal 3 7
China 11 2
Poland 1 7
USVI 10 1
ACTIVE IN COUTNRY, STRONG INTEREST IN DEVELOPING BUSINESS
NOT YET ACTIVE IN COUNTRY, VERY INTERESTED IN LLOYD'S PRESENCE AND ITS DEVELOPMENT
…And also those developing countries where Lloyd’s has no presence
Market Intelligence aims to provide a platform for analysis and discussion on both established and developing countries
Source: Market Survey 2009 – Based on feedback from 38 Managing Agents and 19 of the top 30 Brokers

46. Managing Agent & Broker Appetite 2009
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Managing Agent & Broker Appetite 2009
Feedback from 2009 Managing Agent and Broker CEO Survey – Europe
Managing Agents’ Development Interests
Managing Agents’ Distribution Interests UK 23 2
Nordic Region 22 14
Italy 16 4
Netherlands 22 12 1
Spain 15 2
Germany 21 13 1
France 12 5
France 21 13 1
Nordic Region 11 6
Austria 22 12
Germany 11 5 UK 20 12 1
Switzerland 10 6
Portugal 20 13
Ireland 11 3
Switzerland 18 11 2
Netherlands 8 5
Italy 20 11
Austria 5 6
Spain 19 10
Portugal 3 7
Poland 1 7
Poland 18 10 1
Ireland 17 9 5 10 15 20 25 30 5 10 15 20 25 30 35 40
Active in country, strong interest in developing business
Interested in developing brokered business
Interested in developing coverholder business
Not yet active in country, strong interest in entering the market
Interested in setting up a service company
Brokers’ Development Interests
Brokers’ Distribution Interests UK 15 1 UK 8 9 5
Nordic Region 12 1
Nordic Region 9 7 3
France 10 1
Germany 10 6 2
Spain 8 3
Spain 8 7 3
Germany 10
Italy 8 7 2
Italy 9 1
France 6 8 2
Ireland 7 3
Ireland 7 6 2
Netherlands 8 1
Austria 5 6 2
Portugal 6 3
Switzerland 6 4 2
Poland 6 4 1
Poland 8
Netherlands 5 3 2
Switzerland 7
Portugal 4 3 1
Austria 5 2 5 10 15 20 25 2 4 6 8 10 12 14 16 18
Interested in developing business as a wholesale broker
Interested in developing coverholder business
Active in country, strong interest in developing business
Interested in other development (e.g. retail dev, local office)
Not yet active in country, strong interest in entering the market
Source: Market Survey 2009 – Based on feedback from 38 Managing Agents and 19 of the top 30 Brokers

47. 2010 Priorities From Licence Development to Market Visits… CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
2010 Priorities
From Licence Development to Market Visits…

48. 2010 Priorities – Licence Development
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
> Europe
Czech Republic EXPLORE: COVERHOLDER LICENCE Seeking and Establishment Licence for conducting coverholder business
Hungary EXPLORE: COVERHOLDER LICENCE Explore options for conducting coverholder business
Turkey LOBBY: DIRECT BUSINESS ON EU BASIS Lobby for ability to do coverholder business on a direct basis.
>
…summarises Lloyd’s current global licence positions

49. 2010 Priorities – Licence Development
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
> IMEA
> Asia Pacific
India LOBBY: LLOYD’S RECOGNITION Lobby for Lloyd's recognition & ability to write onshore Reinsurance business
China EXPLORE: DIRECT LICENCE Clarify direct operating model options & evaluate options and assess market appetite for options
Africa REVIEW: LICENCE POSITIONS Review licence permissions in key territories.
Asia Pacific REVIEW: COVERHODLER LICENCE POSITIONS Clarify RI coverholder permissions
>
…summarises Lloyd’s current global licence positions

50. 2010 Priorities – Market Visits
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
> Emerging Markets
Russia CONDUCT: MARKET DEVELOPMENT VISIT Establish Market Development Group and conduct market development visit with Lloyd’s Market Participants
Seminars / Networking Opportunities with local market participants
Mexico CONDUCT: MARKET DEVELOPMENT VISIT Establish Market Development Group and conduct market development visit with Lloyd’s Market Participants (depending on appetite)
Vietnam CONDUCT: PROMOTIONAL VISIT Promotional visit to raise Lloyd’s profile
South Korea CONDUCT: PROMOTIONAL VISIT Promotional visit with regional participation (e.g. Hong Kong & Singapore.)
Seminars / Networking Opportunities with local market participants
>
…lists Lloyd’s Events by date & location

51. 2010 Priorities – Market Intelligence
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
North America REGIONAL WATCH MONTHLY UPDATES California, Texas, New York, Florida, Illinois, Kentucky
REGIONAL WATCH QUARTERLY UPDATES Pennsylvania, New Jersey, Georgia, Louisiana, South Carolina MARKET PRESENTATIONS Canada & US
Europe REGIONAL WATCH MONTHLY UPDATES Germany, France, Italy, Russia, Spain, Netherlands, Poland, Sweden, Switzerland, Norway, Austria, Denmark, Finland, Ireland
REGIONAL WATCH QUARTERLY UPDATES Turkey, Belgium, Greece, Czech Republic, Romania, Israel, Hungary MARKET PRESENTATIONS All Type 3 Offices
NEW MARKET INTELLIGENCE MARKET PRESENTATIONS Develop new opportunity-focussed presentations by Country Managers IN MARKET VISITS Develop new class of business intelligence in 4 European markets
BROKER INTELLIGENCE Develop new market intelligence for brokers on key emerging markets.
UK REGIONAL WATCH Develop a UK Regional Watch product for publication by end Q1 2010
Latin America REGIONAL WATCH MONTHLY UPDATES Brazil & Mexico
REGIONAL WATCH ANNUAL UPDATES Argentina, Venezuela, Colombia, Chile & Peru MARKET PRESENTATIONS Brazil
IMEA REGIONAL WATCH MONTHLY UPDATES South Africa
REGIONAL WATCH QUARTERLY UPDATES India, Saudi Arabia, UAE, Qatar, Bahrain REGIONAL WATCH ANNUAL UPDATES Iran, Nigeria, Algeria, Pakistan, Kuwait, Egypt, Bangladesh, Kenya, Sri Lanka MARKET PRESENTATIONS South Africa
Asia Pacific REGIONAL WATCH MONTHLY UPDATES Japan, China, Australia, Hong Kong, Singapore
REGIONAL WATCH QUARTERLY UPDATES South Korea, Vietnam REGIONAL WATCH ANNUAL UPDATES Indonesia, Taiwan, Thailand, Malaysia, Philippines, New Zealand, Macao MARKET PRESENTATIONS All Type 3 & Type 4 Offices
>
…lists all Market Intelligence products

52. "This document is intended for general information purposes only.
CONTENT
International Markets
Licence Network
Office Network
Market Intelligence
Events Programme
Broker Relationship
CEO Survey
Coverholder Initiatives
Disclaimer
"This document is intended for general information purposes only.
Whilst all care has been taken to ensure the accuracy of the information Lloyd's does not accept any responsibility for any errors or omissions.
Lloyd's does not accept any responsibility or liability for any loss to any person acting or refraining from action as a result of, but not limited to, any statement, fact, figure, expression of opinion or belief contained in this document".