Online DistributionAlan Ryder

September 11, 2017

Declining insurance ownership• A strong secular trend of fewer sales. • Older age sales for larger amounts prop up the top line

The ‘middle market’ in North America has become increasingly orphaned.

• Economics have made conventional distribution systems ineffective. • Younger buyers prefer online buying and self service.• This issue is top of mind with most life insurers in North America.• This is a market disruption and alternative markets can emerge.

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The Problem: The Underserved Middle Market

Increases the accessibility of life insurance• Self serve, adapting to the new economy• Cost effective and highly scalable

• Replaces high variable costs with modest fixed costs

Issues to overcome • How do we attract prospects and sell online?

• Life insurance has historically been viewed as ‘sold rather than bought’.

• How do we deliver point of sale underwriting and issue? • Point of sale underwriting involves a material re-engineering of the

underwriting process and requirements. • This is not just ‘automated underwriting’ but an integration of the sales and

underwriting processes.

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The Solution: Online Distribution

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2017 Online Distribution Symposium