legal protection insurance – the german lpi model rainer tögel warsaw, 3 th june 2014
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1
Legal protection insurance – The German LPI model
Rainer TögelWarsaw, 3th June 2014
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Agenda
Product structure
German legal framework
German LPI business model
Customer satisfaction
D.A.S. - Who we are
German market key figures
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D.A.S. 100 % owned by ERGO (Primary Insurance of Munich Re), ERGO 100 % owned by Munich Re
D.A.S. – Who we are
000
Structure as of 2014
VIWIS GmbH
100%
100 %100 %
100 %
D.A.S. Germany / Munich
100 %
ERGO / Duesseldorf
MR / Munich
4
D.A.S. - domestic and international market leader in the field of legal protection insurance
~ 60 % of D.A.S. GWP is outside Germany (CAGR 1990 – 2012: 10 %)
Worldwide market share of 16 %
D.A.S. – Who we are
• 16 countries in Europe• South Korea• Canada
Approx. 12 million customers worldwide
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D.A.S. Allianz RolandARAGÖragAdvocardHUK DeuragLVMR+V
Competitors
Number of LPI insurer
Germany - profitable mature LPI market (~ 42 % household penetration)
1
1
%%Market combined ratio in %1
For own account, gross, LOCAL GAAP
Source: GDV, Annual Reports, DI
D.A.S.
German market key figures
123456789
10
20112001 2002 2003 2004 20052006 20072008 2009 2010 2012
23 2631 33
4550 49 46 46 49
1976 1980 1985 1990 1995 2005 2008 2009 2010 2011
49
2012
101.399.1
97.494.2
98.7 98.099.3
2005 2006 2007 2008 2009 2010 2011
96.9
2012
Market volume in €m
Premiums written – for own account, gross, LOCAL GAAP
2012
3,343
2007 2008 2009 2010 2011
3,3293,2453,2233,2043,158
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42 % of the worldwide LPI market is in Germany
Source: European Association of Insurers (CEA), German Association of Insurers (GDV), Annual Reports, D.A.S. International research (DI)
Note: figures incl. add-on business, on local GAAP
TOTAL ~ €7.9 bn
World market split according to countries 2011
UK826
€m
Netherlands800
Germany3,329
France910
Belgium389
Austria444
Other1,187
TOTAL ~ €7.9 bn
ARAG723
(9.2%)
Axa~350
(4.4%)
Other~4,755(60.2%)
D.A.S. 1,073 (14.6%)
Generali~347 (~4.4%)
Allianz~636
(8.1%)
€m
World market split according to competitors 2011
TOTAL ~ €7.9 bn
UK826
World market split according to countries 2011
German market key figures
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Lines of LP-BusinessLines of LP-Business
LP as tenant / owner of real LP as tenant / owner of real estateestate LP as landlord of real estateLP as landlord of real estate
(“Family”) LP for private and occupational disputes(“Family”) LP for private and occupational disputes
Motor-LPMotor-LP
Commercial - LPCommercial - LP
Stand alone PoliciesStand alone Policies
Group PoliciesGroup Policies
IndividualsIndividuals CompaniesCompanies
PoliciesPolicies
Product structure
Broad range of LPI products
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German legal framework
LPI market in Germany highly regulated
Legal services only provided by independant lawyers (advocats)
MonopolyLPI is allowed to provide
legal services with inhouseresources (company lawyers)
Germany
Free choice of lawyerby customers
Provider/lawyers chosen by LPI´s
Germany
Free choice
Fixed fees by law
Freely negotiable fees
Germany
Fees
Highly regulated market unregulated free market
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German LPI business model
The change of business model
LPI market strategy until 2005
LPI market strategy
Effects:
- low customer satisfaction - customer wants more than cost reimbursement - customer wants access to law - customer wants solutions for every legal issue - customer wants preventive legal advice
Decrease in premiums !
LPI as cost reimbursementcompany
LPI provides legal serviceswith inhouse resources/
LPI-chosen lawyers
LPI as cost reimbursementcompany
LPI provides legal serviceswith inhouse resources/
LPI-chosen lawyers
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German LPI business model
Today´s business model – Squaring the circle (e.g. @ D.A.S.)
Customer
Lawyer (advocat)
Legal advice over the phone
Providing lawyers
Mediation
Document Check
Web check
D.A.S. App
b
road
ran
ge
of
leg
al s
ervi
ces
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Question: How pleased are you generally with the handling
of your legal matter/LPI case by D.A.S.?
Basis: 200 customers (138 telephone legal advice, 62 mediation), values in percentage
Debt collection
Legal support
Recommendation of lawyers
Legal advice over the phone
Mediation
Case management
Legal information
Final consultation
Elements of legal services
The majority of customers judge the service performance of D.A.S. extremely positiv
Customer satisfaction
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Legal protection insurance – The German LPI model
Rainer TögelWarsaw, 3th June 2014
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