2. Profit from being an at retirement prophet Paul Harrison Vince Smith-Hughes Prudential

3. Retirement Planning Specialist Segmentation – Client Needs > 10 years to Retirement < 18 Months to Retirement At Retirement In Retirement Client choice?Advisor options?

5. Retirement Market Opportunity Source ONS Annual Mid-year Population Estimates for England and Wales, Mid 2011

8. Source ONS Health Expectancies at birth and at age 65 in the United Kingdom, 2008–2010

9. UK retirement income market – Rolling Year Q2’11- Q2’12 Source - ABI Q2 2012 *Includes SIPP Drawdown High Low Pensioner Investment Risk Low Pensioner Longevity Risk High Annuities with shared Risks £0.9bn (5.4%) Flexible Annuities Variable Annuities Middle Market With-Profits Fixed Term Guaranteed Lifetime Annuities £14.1 bn (80.7%) HIGH CAPITAL Income Drawdown* £2.4bn (13.7%) LOW CAPITAL Guaranteed Lifetime Annuity: Annuities (C,UL,PLA) Annuities with Shared Risk: With profits Annuities Income DD: Income DD incl. SIPP for DD

10. Maximising the benefit of planning Pre-RetirementAt Retirement Reducing penal tax rates, - 40%, 50% child benefit clawback, personal allowance etc Spread investment income to make use of personal allowances Use of carry forward to maximise reliefConsider risk on all levels Salary SacrificeBeware of negative pound cost averaging Gain 50% tax relief not 45% Mix and matching of solutions can often be desirable ‘Aim’ for £21,000 tax free incomeConsider phasing in and out of drawdown NI Record Drawdown is ‘lower risk’ than at most other times Warm up letters Third party pension contributions for IHT effectiveness

11. What’s your Proposition? Pre Retirement – At Retirement – Post Retirement Call to action? Retirement proposition? Maximise tax relief in run up to retirement Bespoke your at retirement advice