Listen to an experienced, global panel of insurance professionals present, discuss and answer your questions on the theme of “Digital Insurance Distribution - Ecosystem Products”. Brought to you by The Digital Insurer and sponsored by KPMG

1. 1
Webinar: Digital Insurance
Distribution – Ecosystem Products

2. Our Panelists

3. Discussion agenda
1
Presentations:
Fabian Fischer: Competitive advantage - how massUp enables small
insurance business
Tobias Taupitz: Affinity based distribution – a model for success
Moray MacLennan: Ecosystem models in China
2 Questions and Answers
3 Snap Poll – share your view

4. Questions & Answers
How to participate:
If you have a question please type into the Q&A area
If you have a comment please type in the chat area
Session format:
The moderator will use a combination of his own questions
and those from the audience

5. Fabian Fischer @ massUp
Competitive advantage – how massUp enables
small business insurance

6. We are the B2B Partner for affinity insurance.
For every sales channel. Worldwide.

7. Covering risk globally,
product design, pricing and
underwriting
Technical API „plug &
play“ solution for all
channels
Payment, policing,
contract and claims
management
1.
White label products
2.
Turnkey SaaS
3.
Complete fullfilment
The digital MGA

8. Our products „from the shelf“
We develop and manage insurance
programmes and cover:
 Gadget (Mobile, tablet, laptop)
 White goods, multi household
 Mobility insurances (car, bike)
 All risk policy for all goods up to 1.500
Euro
 More special insurances like Cyberrisk,
Flight Delay, etc.
Electronics Travel & Mobility Lifestyle Pets
Sports equipmentMusical instruments Assistance products Industrial goods

9. massUp System
Receives order, does payment,
creates policy, delivers to customer
Website, social MobileOnline-Shops Campaigns and offlineCash machines
massUp insurance SaaS:
The technology to sell through every channel.

13. Clients and partners
with trust in massUp.

14. Tobias Taupitz @ Laka
Affinity based distribution – a model for
success

15. October 2017
Insurance that’s unlike anything
you have seen before.

16. WHY
 Traditional insurance model is flawed
− Customers pay for a promise to be reinstated
− Insurers often [perceived as] reluctant to fulfil promise
− Wrong incentives - a higher loss ratio means less profits
 Customers have strong views on current offerings
“Their starting point
always seems to be to find
a way to not pay […]
despite the company
having accepted the
premium for many years
prior to that”
“Exclusions that include
every day situations are
pointless. Why would I
want an insurance policy to
cover me only if I adhere to
abnormal behaviours”
INSURANCE IS DEEMEDA NECESSARY EVIL AND FRAUDOFTENCONSIDEREDA MINOR OFFENCE

17. HOW
 Laka introduces a cost-plus business model to align
customers’ and insurers’ interests
 We only get paid when acting in our customers’ best
interest, settling their claims
 Customers pay actual cost of claims at the end of month
 The maximum payment is capped at market rate
− Never pay more than with competitors but benefit
from significant savings if fewer claims occur
 Behavioural scorecard used for superior risk
assessment and control
FOR ONCECUSTOMERSCAN ONLYWIN - A STARK CONTRASTTOTODAY’SWORLD

18. WHAT
 Cover for high value bicycles for theft, damage and loss
 Example:
 UK’s shortest and simplest policy wording,
no excess or loss of value
 More products to be announced in due course
COVER FOR HIGHVALUE BICYCLES (THEFT, DAMAGE, LOSS)AS PROOFOF CONCEPT
 Customers join risk pool
 No premiums paid upfront
1
 Claims settled instantly through
working capital
2
 Claims cost are shared amongst
members of the group, up to a cap
3

19. WHAT’S NEXT
 Product launch in the UK end of October -
cover for high value bicycles - as part of the FCA Sandbox
 Partnership with a large retail insurer to be announced
 Pay-in-arrears model reduces friction inTakaful insurance
− Test case prepared for South East Asia
− Partnerships for distribution and reinsurance
actively explored
 Seed round to be announced shortly
 We are building up an entity in SEA -
anyone interested in the proposition
(GM, product manager, marketing, tech)
get in touch
LAKA ISTURNING INSURANCE ON ITS HEAD

20. Tobias Taupitz
tobi@laka.co.uk
Insurance that’s unlike anything
you have seen before.

21. Moray MacLennan @ Vitality Group
Ecosystem models in China

22. Ping An Group was established in 1988
and has developed into a personal
financial services group with insurance,
banking and investment, as well as an
emerging internet finance business.
Figures 31 Dec 2016 at 31 Dec exchange rate (1CNY = 6.94USD)
1,200,000 +
LIFE INSURANCE AGENTS
$110 USD bn+
REVENUE
$11 USD bn+
NET PROFIT
137million+
Individual Financial Customers
376 million+
INTERNET USERS
264million+
APP Users
Largest health insurer
in South Africa
20-years experience
specialist health
insurance
Founded in South Africa in 1992,
Discovery has evolved from a health
insurance company into a diversified and
multinational financial services group,
differentiated by it’s Vitality program.
Partnered with the
best insurers globally

23. Source: Oliver Wyman, China Insuretech 2016 report
Total value 2020
USD 700bn
CAGR 13%
Life
USD 500bn
Non-life
USD 200bn
2015 2020
Market
Doubled in size
2000-2006
The Chinese
insurance
market is
HUGE!

24. Fintech
adoption is
HIGH!
CHINA
69%
Average adoption
33%
Source: Oliver Wyman, China Insuretech 2016 report

25. Things are
changing
FAST!
Paradigm
Products
Distribution
DISRUPTION+
TIME +

26. Distribution
E-commerce ecosystems

27. Products
Destination ecosystems | O to O
PA Good Doctor
USERS
150m registered
TRAFFIC
DATA
UNMET
NEEDS
PRODUCTS
SERVICES
RISK MANAGMENT
INTERACTIONS
430k daily peak

28. Paradigm
Sector ecosystems | O + O
Patient Provider Payment
Hospitals
Clinics
Physicians
Pharmacies
Check-up
Centres
Other Medical
Institutions
Health Management
Platform
Ping An Good Doctor
Health Service Chain
Ping An Wangjia
Clinics
Insurance
Social Health
Insurance
Ping An SHI Platform
Information Platform: Ping An Health Cloud
220+ cities
650m+ people
Connects
500k
clinics
Enhanced risk control
Integrated payment
Diversified service
Optimized protection

29. No sector is
immune!

30. 2
30
Questions & Answers
How to participate:
If you have a question please type into the Q&A area
If you have a comment please type in the chat area
Session format:
The moderator will use a combination of his own questions
and those from the audience

31. Snap Poll3
31
Q. What percentage of all insurance sold will be bought as a
stand-alone product vs part of a bundled product / service
proposition in 2035?
1. <5%
2. 5-20%
3. 21-50%
4. >50%
How to participate:
Just respond to the question when it appears on your screen

32. Announcements
A FEW TICKETS STILL AVAILABLE FOR 2017 ASIA CONFERENCE |
SINGAPORE, 2ND Nov
http://asia2017.the-digital-insurer.com/
• Following the success of the 2016 Asia conference in Hong Kong we
are holding our 2nd annual Asia conference in Singapore. Limited
tickets are still available for Asia’s most relevant digital insurance
event. Attend to vote for award winners

33. Post webinar activities
Recording will be emailed to registered participants
Our next webinar is on the 29th November on the topic of “Customer engagement in a
connected world”.
Register here for the next webinar: https://www.the-digital-insurer.com/event/digital-
insurer-webinar-customer-engagement-connected-world/
Please give us your feedback
If you would like to follow up with any of the panelists
- Hugh Terry: hugh.terry@the-digital-insurer.com
- Simon Phipps: simon.phipps@the-digital-insurer.com
- Fabian Fischer: fabian.fischer@massup.de
- Tobias Taupitz: tobias@laka.co.uk
- Moray MacLennan: Moray.MacLennan@vitalitygroup.com