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Affinity and Partnership Marketing Strategies in Insurance and Assistance in Europe

  • Publication Date:November 2005
  • Publisher:Finaccord
  • Product Type: Report
  • Pages:230

Affinity and Partnership Marketing Strategies in Insurance and Assistance in Europe

The report entitled Affinity and Partnership Marketing Strategies in Insurance and Assistance in Europe is a unique research publication dedicated to a broad investigation of affinity financial services in Europe with the focus on insurance and assistance services. It draws on the findings of around 100 interviews carried out over a 24-month period from September 2003 to August 2005 in order to assess the development of affinity and partnership marketing strategies in European insurance and assistance and to highlight examples of both insurance / assistance firms and partner organisations that embody best practice in this field. It covers the insurance and assistance sectors in equal measure and represents the most comprehensive source of intelligence on this important topic. In an increasingly mature market for insurance and assistance services in Europe, initiatives in affinity and partnership marketing represent some of the best opportunities for business growth in both domestic and international markets. Indeed, ultimately, affinity and partnership marketing strategy is a fundamental issue for all insurance and assistance entities given its potential to deliver superior revenue growth. As such, Affinity and Partnership Marketing Strategies in Insurance and Assistance in Europe delivers mission-critical insights allowing you to identify viable opportunities, learn from best demonstrated practice and to influence your own organisation's partnering strategy accordingly.

  • 0.0 Executive Summary
  • 1.0 Introduction
    • Finaccord
    • What Is This Report About?
    • The Concept Of Affinity Financial Services Is Broad Yet Relevant To Many Financial Insts.
    • What Is The Rationale?
    • Five Key Factors Underpin The Rationale For A Report About Affinity Financial Services In Europe
    • How Is The Report Structured?
    • What Is The Methodology?
    • Finaccord Has Completed Over 100 Primary Interviews For This Report
    • Errors, Omissions And Limit Of Liability
  • 2.0 Events And Implications: Two Years Reviewed
    • Introduction
    • Affinity And Partnership Strategies In Insurance And Assistance
    • August 2003
    • Legal & General- Three New Uk Bancassurance Deals
    • Pinnacle Insurance Targets Card Protection Market
    • Italy's Bancassurance Expert Strikes Up New Partnerships
    • El Corte Ingls To Market Mapfre Assistance Service
    • Rsa And Hbos To Terminate Household Link
    • September 2003
    • Bancassurance Helps Aviva To Number One Spot In Spain
    • Heath Lambert Holds Coventry Household Insurance Mandate
    • October 2003
    • Ergo And P&V Formalise Belgian Co-Operation Pact
    • Primary Insurance And Ryanair Launch In-Flight Travel Cover
    • Ras Steps Up Italian Disabled Motor Insurance Offering
    • Cardif Ties Up New Bancassurance Deal With Russian Bank
    • Usdaw Endows Uia With Exclusive Non-Life Endorsement
    • November 2003
    • Aegon Seals Spanish Bancassurance Link With Cam
    • Banco Sabadell And Intermon Oxfam Start Ethical Pension
    • December 2003
    • Cnp Establishes Retirement Savings Link With Matmut
    • Intesa Vita Receives Green Light For Start Of Full Operations
    • San Miniato Previdenza Gets Life Insurance Go-Ahead
    • Santander Adds Free Home Assistance To Credit Card Range
    • L&G In Mortgage Insurance Tie With Hbos Division
    • Barmer To Distribute Huk Supplemental Healthcare Insurance
    • January 2004
    • First Assist Wins Travel Mandate From Barclaycard
    • L&G Launches Term Assurance Through Sainsbury's Bank
    • Aok / Dkv In Private Health Insurance Tie For German Market
    • Uki Partnerships Forges New Stroud & Swindon Link
    • February 2004
    • Banks Gain Ground In German Life And Pensions Market
    • Eureko And Rabobank Establish Closer Links In The Netherlands
    • Uk Building Societies Engineer Insurance Provider Re-Shuffles
    • March 2004
    • Mutua Madrilea In Tie With Repsol And Aon Gil Y Carvajal
    • Sainsbury's Links With Aig For Health Insurance Product
    • Marsh Launches New Creditor Insurance Policy In Germany
    • Dkv Creates New Health Insurance Distribution Deals
    • Friends Provident Hammers Out Affinity Deal With Irons
    • April 2004
    • Cnp In Distribution Deal With French Retailer Casino
    • Uk's Prudential Creates Healthcare Link With Discovery
    • Aviva Grows Italian Bancassurance Activities With Bpu
    • Daimler Chrysler Selects Norwich Union For Insurance
    • May 2004
    • Allianz Unit In Slovakia Forges Pension Partnerships
    • Cnp Launches Unpmf Retirement Savings Plan For Members
    • Mondial Assistance Chosen By Mitsubishi Across 33 Countries
    • Mlp Ties Up New Affinity Marketing Deals In Germany
    • Virgin Money And Uki Partnerships Combine For General Insurance
    • Erste Bank And Wiener Stdtische Still Co-Operating
    • Heath Lambert Seals Household Policy Link With Upmystreet.Com
    • Unipol Broadens Bancassurance Exposure In Italy
    • June 2004
    • Aon Gains Essential Travel Insurance Broking Account
    • Banca Intesa And Generali Link For Slovakian Venture
    • Uniqa Secures Italian Bancassurance Deal With Veneto Banca
    • Huk Coburg Heralds Barmer Health Insurance Link
    • July 2004
    • Millennium Bcp In Portuguese Joint Venture With Fortis
    • Cattolica Extends Bancassurance Co-Operation With Bpvn
    • Cis Seeking To Develop Affinity Programs In The Uk
    • Crdit Agricole Re-Organises French Bancassurance Firms
    • First Assist Wins New Travel Cover Contract With Barclaycard
    • Heath Lambert Creates New On-Line Home Insurance Deal
    • August 2004
    • Asstel Forges New Insurance Alliance With Tchibo
    • Axa Germany Partners With Miles & More Loyalty Program
    • Norwich Union Deepens Link With Co-Operative Bank
    • September 2004
    • Mlp Secures Pension Advice Mandate With Hartmannbund
    • Rubicon Assists Argos With Personal Lines Re-Launch
    • Auchan's Banque Accord Launches Motor Insurance
    • Contract Win Makes Groupama A Leader In Travel Insurance
    • Mondial Assistance And Ryanair Launch New Travel Contracts
    • Allianz Commences Life Insurance Partnership In Russia
    • October 2004
    • Aib Partners With Vivas For Irish Health Bancassurance Deal
    • Legal & General Wins Bradford & Bingley Distribution Mandate
    • Caisses D'pargne Re-Configure Non-Life Insurance Strategy
    • Allianz Secures Non-Life Bancassurance Deal With Czech Bank
    • Norwich Union And West Bromwich Link For Household Policy
    • November 2004
    • Ceos Take Increasing Interest In Uk Flexible Benefits Provision
    • Uk Employees Express Discontent With Health Benefits
    • Employers In Spain Slow To Offer Pensions To Staff
    • Achmea Links With Healthnet To Provide Health-Related Aid
    • Ras Launches Cheap Insurance Scheme For Opera Lovers
    • Cnp Gains Major Bancassurance Agreement In Italy
    • December 2004
    • Cattolica Buys Out Remaining 50% Stake In Bancassurer
    • Pacifica Increases Shareholding In Bancassurance Rival
    • Norwich Union Firms Up Non-Life Deal With Leeds & Holbeck
    • Aegon And La Mondiale Forge Closer European Links
    • Firstassist Ties With Bradford & Bingley For Travel Solutions
    • January 2005
    • Barclays Bank Moves Towards Insurance Tie With Norwich Union
    • February 2005
    • Mlp Deepens Links With German Medical Professionals
    • Aviva Snaps Up The Rac In 1.1bn Cash And Share Bid
    • Allianz Reports Strong Bancassurance Progress In Germany
    • French Partners Reveal Bancassurance Vision
    • March 2005
    • Nab Group Switches To Multi-Tied Life Insurance Strategy
    • Ace European Group Establishes Dedicated Affinity Division
    • Ergo Subsidiaries Gain Distribution Deal With Postbank
    • Fortis Wins 10-Year Insurance Mandate With Age Concern
    • April 2005
    • Eureko And Rabobank Broaden Existing Co-Operation
    • Heath Lambert And Lloyds Tsb Forge Insurance Alliance
    • Norwich Union Renews Distribution With Skipton Building Society
    • Assistance Firms Secure New Uk Travel Trade Mandates
    • Standard Life Joins National Australia Group Banks' Panel
    • May 2005
    • Mondial Assistance Develops Dynamic Insurance For Easyjet
    • Cnp's Age D'or Services Initiates Co-Operation With Sncf
    • Cattolica Unveils Non-Life Bancassurance Venture With Bpvn
    • Barclays Launches Select Choice Planning Service
    • June 2005
    • Barclays Increases Non-Life Insurance Sales By Over 100%
    • Mapfre Asistencia Links With Diners Club For Travel Insurance
    • Heath Lambert Creates Deal With Stroke Association
    • Prudential Uk Launches Pru@Work Worksite Proposition
    • Cardif Pinnacle Partners With Ace For Home Crisis Cover
    • Grupo Santander Creates Global Insurance Unit
    • Winterthur Ties With Midas For Automotive Loyalty Program
    • July 2005
    • Europ Assistance Gains New Uk Travel Insurance Mandate
    • Aegon Unveils New Bancassurance Joint Venture In Spain
    • Heath Lambert Wins Web-Based Home Insurance Accounts
  • 3.0 Market Profiles
    • Introduction
    • Benelux
    • Views Differ With Regards To The Future Outlook
    • Case Study - Ethias: Diversifying Distribution Channels In Belgium
    • New Distribution Partnerships Remain On The Agenda For Future Development
    • France
    • Groupama Has Been Endorsed By The Fdration Nationale Des Ans Ruraux ...
    • The Outlook For Worksite Marketing Of Personal Lines Insurance Is Mixed
    • The Msis Are Seeking To Expand Their Offering Into New Financial Sectors
    • Affinity Initiatives Should Multiply As Insurers Seek New Distribution Conduits
    • Case Study - Cnp: Displaying A Gallic Flair For Distribution Deals
    • Case Study - The Msis: The Feeling's Mutual
    • Affinity Marketing Through Employee Groups Is A Long-Established Concept...
    • Direct Writing Mutuals Control One Third Of The French Non-Life Insurance Market
    • Three Umbrella Organisations Preside Over The French Mutual Sector
    • Mutual Insurers Tend To Benefit From A High Degree Of Customer Loyalty
    • Do Mutual Insurers Represent A Viable Partnering Opportunity For Outsiders?
    • Groupama And Mutuelles Du Mans Create Bank Joint Ventures With Local Institutions
    • The Mutuals Are Also Extending Their Presence In Wider European Markets
    • The Mutuals Offer A Key To Partnership-Based Participation In French Retail Financial Services
    • Germany
    • Different Types Of Partner Offer Differing Degrees Of Potential
    • Product In-Fill Partnerships Between Insurers Are Also Viable
    • Financial Institutions Are Waking Up To The Potential Of The 'Grey' Market
    • Increasingly Frugal Employers Light The Touchpaper Of Worksite Marketing...
    • Distribution Is Increasingly A 'Bottleneck' Issue For Insurance Companies...
    • Italy
    • Italian Banks Trail Their European Counterparts In Non-Life Bancassurance
    • Sportass Occupies A Unique Position Among Sports Organisations
    • Union Vita And Unipol Dominate Affinity Marketing Through Trade Unions
    • Other Not-For-Profit Entities Are Becoming Involved In Affinity Insurance
    • The Automotive And Travel Trades Also Play A Role In Insurance Distribution
    • However, Further Development Of Affinity And Partnership Marketing Is Inevitable
    • Case Study - Cattolica Assicurazioni: Negotiating The Bancassurance Maze
    • Premium Income Of €2bn Generated From Two Major Bank Partnerships...
    • Several Major Banks Are Re-Organising Their Bancassurance Interests...
    • Scandinavia
    • The Development Of Affinity Insurance Is An Important Pan-Nordic Trend
    • Denmark: Trade Unions Stand Out As The Dominant Affinity Channel
    • Finland: Diverse Approaches To Affinity Marketing Characterise The Finnish Market
    • Norway: Strong Development Opportunities For Both Commercial And Personal Lines
    • Sweden: Marketing Through Automotive Entities Is Both Effective And Long-Established
    • Spain
    • Many Affinity Marketing Initiatives Are Currently At A Local Or Tactical Level...
    • Automotive Manufacturers And Major Retailers Are Already Quite Active...
    • Worksite Marketing Is Limited To 'Convenios' For Staff Discounts
    • Affinity And Partnership Marketing Of Insurance Should Constitute A Growth Sector
    • Uk
    • Affinity Schemes Grow In Importance For Personal General Insurers
    • Pan-Financial Co-Operation The Key To Effectively Serving Many Affinity Groups
    • Partnership Marketing Contracts With Financial Institutions Are Highly Sought After
    • Auto. Manufacturers And Estate Agents Likely To Step Up Their Insurance Marketing Activities
    • Most Major Players In Personal General Insurance Need A Strategy For Forming Partnerships
    • Case Study - Combined Insurance: A Face-To-Face Affinity Focus
    • Combined Insurance Places The Emphasis On Face-To-Face Distribution...
    • Affinity And Worksite Marketing Activity Is Most Developed In The Uk...
    • Raising Consumer Awareness Of Accident And Health Policies Remains A Major Challenge
    • Central And Eastern Europe
    • Background
    • Croatia: The Lack Of An Insurance Culture Impedes Affinity Development
    • Czech Republic: Affinity Opportunities In Motor Insurance
    • Hungary: The Importance Of Brand Underpins Affinity Potential
    • Poland: Automotive And Retailing Entities Offer Good Partnering Prospects
    • Slovakia: Few Insurers Yet Oriented To The Requirements Of Affinity Business
    • Slovenia: Excellent Growth Prospects In The Region's Most Developed Market
    • Key Axes For Development In Affinity Insurance
    • European Assistance Markets
    • Multiple Factors Drive The Development Of Assistance Concepts...
    • Some Consolidation Is Likely In The Uk Assistance Market
    • Affinity Brokers
    • A New Breed Of Affinity Brokers Is Revolutionising Insurance Intermediation
    • Case Study - Aon Affinity: Rolling Out Best Affinity Practice In 30 Countries
    • Affinity Insurance Revenues Rise By 16% Worldwide In 2003
    • Global Expertise Under-Scored By 'Best Affinity Model'
    • Aon Affinity Embraces A Broad Range Of Insurance Marketing Concepts
    • Aon Affinity Aims To Develop Specific Expertise In Its Target Markets
    • Aon Affinity's Worksite Marketing Activity Varies By Country
    • Affinity Schemes Continue To Offer Growth Opportunities For Aon
    • Case Study - April Group: France's 'Insurance Architect' Re-Defines Partner. Marketing
    • An 'Insurance Architect' With A Unique Vision Of The Insurance Value Chain
    • Organic Growth And Acquisitions Help Turnover To Over €200m In 2002
    • April Group Also Displays Market-Leading Innovation In Creditor And Travel Insurance
    • Duplication Of Winning Concepts In Overseas Markets Will Fuel International Growth
    • Unique Positioning Is Key To April's Success In Insurance Partnership Marketing
    • Case Study - Bdml Group: Providing Integrated Solutions To High Profile Brands
    • The Rise Of Brandassurance Spurs The Creation Of Bdml Group...
  • 4.0 Trends And Opportunities In Major Partner Categories
    • Introduction
    • Automotive Associations
    • Local Automotive Associations Compete Against The International Organisations
    • The Rac, Too, Is Seeking To Grow Its Share Of Financial Services Intermediation...
    • Portugal's Acp Has Partnered With Banco Bpi For Growth In The Banking Market
    • The Rac Is Seeking To Triple Its Portfolio Of Insurance Customers
    • Case Study - Autoclub Repsol: A Revolution In Spanish Motoring
    • The Launch Of Autoclub Repsol Was Assisted By A Substantial Existing Infrastructure...
    • Autoclub Repsol Utilises Three Main Types Of Distribution Channel...
    • Football Clubs
    • Credit Cards Are The Most Commonly Marketed Football-Related Financial Product
    • Savings And Lending Products Enjoy Greater Popularity Than Insurance
    • Five Uk Clubs Stand Out For Their Major Involvement In Affinity Financial Services
    • Many European Clubs Are Interested In Branding Out Into Affinity Finance
    • Bayern Munich's Activities May Pave The Way For Affinity Development In Germany
    • Barclaycard Is Using The Manchester United Brand In International Markets
    • Manchester United Seeks To Convert Fans To Customers
    • Southampton Fc Takes A Hands-On Approach To Affinity Financial Services...
    • Intelligent Finance Adopts An Alternative Approach To Affinity Financial Services
    • European Football Clubs Set To Increase Affinity Finance Activity
    • Case Study - Manchester United: Reaching Goals In Global Markets
    • Man. United Has The Most Active Involvement In Marketing Financial Services To Supporters
    • Rapid Growth Has Been Achieved In The Number Of Affinity Cards Issued Overseas...
    • The Club Has Exceeded Expectations From Marketing Mortgages In The Uk...
    • Further Development Of Affinity Finance Can Be Anticipated In Both The Uk And Abroad
    • Loyalty Schemes
    • Germany Plays Host To Europe's Largest Multi-Partner Loyalty Schemes
    • The Happydigits Program Has Added Several Important Partners Since Launch...
    • Payback Cardholders Redeem Around €6 Million In Points Each Month
    • Happydigits Constitutes Mastercard's Largest Co-Branded Program In Germany...
    • In Future, Payback Expects To Add New Partners In Selected Sectors
    • More Than 50% Of Professional Associations Offer No Financial Services Whatsoever
    • Austria
    • Belgium
    • France
    • Germany
    • Ireland
    • Italy
    • Netherlands
    • Spain
    • Switzerland
    • Uk
    • Over A Quarter Of Associations Will Seek To Expand The Financial Benefits Offered
    • Case Study - Association Of Secondary Teachers In Ireland: Future Expansion Likely
    • Five Main Factors Motivate The Provision Of Affinity Financial Services...
    • Financial And Other Benefits Will Become An Increasingly Integral Aspect Of Membership
    • Case Study - Mlp: Gradually Graduating Overseas
    • Profiting From The Provision Of High Quality Advice-Led Services
    • Mlp Should Capitalise On Crises In Retirement Savings And Healthcare In Germany
    • Its Unique Partnership-Based Business Model Is Fundamental To Its Success
    • Mlp's Focus On The Graduate Affinity Group Should Pay Long-Term Dividends
    • Staffing Policy Envisages Graduates Serving The Needs Of Other Graduates
    • Mlp's Goals Include The Transferral Of Its Business Model Into International Markets
    • Mlp Is Planning For Prudent Growth In 2003 And Beyond
    • Case Study - Nederlandse Orde Van Advocaten: Organising Collect. Bargaining Power
    • Balie Plus Was Created In 1997 To Serve The 85% Of Members Who Are Small Businesses...
    • Carrefour: Active In Retailer Financial Services Since 1981
    • M&S Money: Snapped Up By Hsbc In July 2004
    • Tesco: A Portfolio Of 1.5m Motor Insurance Policies In Force
    • Asda: Wal-Mart's Uk Unit Seeks To Replicate Tesco's Success In General Insurance
    • Sainsbury's: Personal Lending Balances Reach 1bn By October 2003
    • Wm Morrison: Safeway Takeover Paves Way For Broader Financial Services Proposition
    • Continental European Retailers Are Also Making An Impact In Financial Services
    • El Corte Ingls: Leveraging Loyalty To Its Brand To Promote Financial Services
    • Eroski: Diversification Into Life And Non-Life Insurance
    • Ica And Ikea: Leading The Retailer Finance Charge In Sweden
    • Vroom & Dreesman: Pioneering Personal Insurance Sales In The Netherlands
    • Auchan: Banque Accord Cards In Issue Advance To 3.4m Worldwide In 2003
    • Casino: Creates Banking Joint Venture In Partnership With Cofinoga
    • Some Retailers Use In-House Models For Store Card And Loan Finance Provision
    • Complementary Opportunities Exist For Retailers Of Healthcare And Beauty Products
    • Tchibo, Coop Italia, Royal Ahold: Experimental Financial Services
    • Financial Services Will Be Increasingly Central To Retailers' Strategic Development
    • Case Studies - Asda, Marks & Spencer And Sainsbury's In General Insurance
    • Wal-Mart, Through Asda In The Uk, Makes Financial Services A Strategic Priority
    • Sainsbury's Aims To Provide Quality Insurance At Competitive Prices...
    • Marks & Spencer Seeks To Leverage Customers' Trust In Its Brand...
    • Case Study - Banque Accord: Pursuing International Opportunities
    • Customer Numbers Worldwide Increase By 14% To 4 Million In 2004...
    • Partnerships Are Fundamental To Banque Accord's Growth Aspirations...
    • Case Study - Ikea: Building A Pan-European Financial Presence
    • Ikano Counts As Many As 3,500 Employees Europe-Wide
    • Ikano Banken Tackles Mainstream Banks Head On In The Swedish Market
    • In The Uk, Ikano Financial Services Works With Third Party Retailers
    • Ikano Is Active In Product Warranties As Well As Household And Travel Insurance
    • Ikea's Expanding Retail Operations Pave The Way For Further Financial Services Growth
    • Case Study - Tchibo: Pioneering Retailer Finance In Germany
    • Tchibo Is Now Active In Both The Lending And Insurance Arenas...
    • Tchibo's Physical Outlets Are Used Primarily For Promotional Purposes...
    • Case Study - Tesco Personal Finance: Eyeing International Growth
    • Tesco Has Been The Uk's Leading Retailer For Nearly A Decade...
    • Teliasonera's Participation In Financial Services Is Driven By Several Objectives
    • Trade Unions
    • Finaccord's Research Covers 175 Trade Unions In 10 Countries
    • Motor And Household Insurance Are The Products Most Commonly Endorsed By Unions
    • Unions In The Netherlands And Uk Are Most Likely To Intermediate Financial Services
    • Several Considerations Drive Trade Union Involvement In Affinity Marketing
    • Case Studies - Amicus / T&Gwu: New Approaches To Member Benefits
    • Trade Unions Seek Genuine Value From Affinity Finance Deals
    • Financial Partners Must Meet Increasingly Tough Selection Criteria
    • Take-Up Rates Vary According To The Specific Product Or Service In Question
    • Amicus Is Considering The Future Introduction Of Automatic Member Benefits
    • Case Study - Lo: Broadening Involvement In Affinity Marketing
    • Lo Is Active In Affinity Marketing Of Both Banking And Insurance Services...
  • 5.0 Worksite Marketing
    • Introduction
    • Definitions - Core, Flexible And Voluntary Benefits
    • Worksite Marketing Usually Breaks Down To Three Different Levels Of Provision...
    • Core Benefits
    • Flexible Benefits
    • Voluntary Benefits
  • Graphics / Tables
    • The Affinity Financial Services Universe
    • The Three Winners In Successful Affinity And Partnership Marketing Schemes
    • Banks, Cards Issuers And Other Entities Interviewed For The Report
    • Partner Organisations Interviewed For The Report
    • Prominent Mutual Insurers In France: Premium Income, Customer Numbers And Customer Focus
    • Financial Services Activity Of Leading Automotive Associations In Europe
    • Financial Services Activity Of 80 Leading European Football Clubs
    • Financial Services Activity Of 80 Leading European Football Clubs (Cont.)
    • Pan-European Penetration Rates For Financial Services Marketed Through Professional Associations
    • Current And Future Provision Of Financial Services By Professional Assocs., Segmented By Country
    • Financial Services Activity Of Top 80 Retailers In Europe
    • Financial Services Activity Of Top 80 Retailers In Europe (Cont.)
    • Overview Of Involvement In Affinity Financial Services Of Trade Unions In Europe
    • Credit Card And Travel Insurance Activity Of 50 Leading Travel And Leisure Companies In Europe
    • Worksite Marketing Is Complementary To The Core Benefits Package, Not In Conflict
    • Worksite Marketing: Balancing A Triangle Of Needs
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