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EMPOWERING INSIGHTS
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WWW.SANLAMBENCHMARK.CO.ZA
ALL ABOUT THE INDIVIDUAL
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WWW.SANLAMBENCHMARK.CO.ZA
Consultant Survey Pre-Covid
TOP TRENDS
0%
5%
10%
15%
20%
25%
TechnologicalInnovation
MemberFocus
IntegratedSuite
Flexibility PriceReductions
GenerationShift
Focus on Pre-Retirees
CapitalProtection
Indexation ImpactInvesting
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WWW.SANLAMBENCHMARK.CO.ZA
Consultant Survey Pre-Covid
TOP TRENDS
0%
5%
10%
15%
20%
25%
TechnologicalInnovation
MemberFocus
IntegratedSuite
Flexibility PriceReductions
GenerationShift
Focus on Pre-Retirees
CapitalProtection
Indexation ImpactInvesting
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WWW.SANLAMBENCHMARK.CO.ZA
Consultant Survey Pre-Covid
TOP ADVICE TRENDS
0.00%
2.00%
4.00%
6.00%
8.00%
10.00%
12.00%
14.00%
16.00%
18.00%
20.00%
Costs of benefits andservices
Provision of financial advicethrough to members
Standard disciplines Prescribed assets More time to be dedicated tomember education
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WWW.SANLAMBENCHMARK.CO.ZA
Consultant Survey Pre-Covid
TOP ADVICE TRENDS
0.00%
2.00%
4.00%
6.00%
8.00%
10.00%
12.00%
14.00%
16.00%
18.00%
20.00%
Costs of benefits andservices
Provision of financial advicethrough to members
Standard disciplines Prescribed assets More time to be dedicated tomember education
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Consultant Survey Pre-Covid
CHANGING NATURE OF ADVICE
0.00%
5.00%
10.00%
15.00%
20.00%
25.00%
Member Communication Member Engagement Impact Members Use Data to Impact Members
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PARADIGM SHIFT
Member’s experience of retirement fundsEnable better decisions
Engagement
Data
Role of Umbrella FundsChanged expectations of Consultants & Service Providers
Reduced complexity
> 1,000,000 members joined over the past decade
Default Regulations
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EMOTIONAL IMPACT
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STATS SA ALL TOLD COVID-19 SURVEY
UNDER PRESSURE
8% lost jobs during the lockdown26% experienced reduction in income during lockdown10% increase in persons reporting no income during lockdown19% indicate that lockdown will have a major impact on ability to meet financial obligations12% concerned about short term impact of Covid on financial situation67% concerned about long term impact of Covid on financial situation
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WWW.SANLAMBENCHMARK.CO.ZA
MEMBER BEHAVIOR
0%
5%
10%
15%
20%
25%
30%
Members’ queries and/or complaints
on their investment
performance and/or fund
values
Requests frommembers to
access portions oftheir retirement
funds
Requests forfinancial advicefrom members
Members' queriesregarding their
group risk benefits
Digitalengagement from
members
Memberinvestmentswitches
None of the above The utilisation ofretirementbenefits
counselling
Consultants Funds/Employers
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FINANCIAL RELIEF TO MEMBERS
0%
5%
10%
15%
20%
25%
30%
35%
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Financial Relief to Members
TEMPORARY SUSPENSION OF CONTRIBUTIONS
0%
5%
10%
15%
20%
25%
30%
35%
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TEMPORARY INCREASE IN TAX FREE AMOUNT FROM R500K TO R1M
0%
5%
10%
15%
20%
25%
30%
35%
Financial Relief to Members
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WWW.SANLAMBENCHMARK.CO.ZA
Financial Relief to Members
ONCE OFF TAX EXEMPT WITHDRAWAL
0%
5%
10%
15%
20%
25%
30%
35%
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Sanlam RFA Administration Data
MEMBER DATA
Average fund balance 0.8x annual pensionable salary60% of members have balances of 6 months pensionable salary or less11% of members have more than R500,000
Fund Value (R’) Proportion Average Pensionable Salary (R’)
Average Gross Contribution
(R’)
Average Gross Contribution(% of APS)
< 50,000 50% 107,000 13,000 12%
50,000 – 100,000 10% 205,000 27,000 13%
> 100,000 40% 330,000 55,000 17%
Total 100% 203,000 31,000 15%
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Tax relief limited in scope
Access or BorrowingMay not provide enough relief
Impact long term outcomes
Conflicting needs
System not prepared
Low preservation rates impact
NET EFFECT
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WWW.SANLAMBENCHMARK.CO.ZA
Survey closed 5 June
APPLIED FOR SUSPENSION
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Consultants Funds/Employers
Yes No
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EXPECTED DURATION
0%
5%
10%
15%
20%
25%
30%
35%
40%
45%
50%
1 2 3 4 5 > 6
Consultants Funds/Employers
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REACTIONS OF MEMBERS
0%
5%
10%
15%
20%
25%
30%
35%
Concern regarding theirretirement outcomes
Concern whether they wouldbe covered for COVID-19related insurance claims
Concern regarding the lossof insurance coverage
Gratitude towards theemployer
No reactions noted
Consultants Funds/Employers
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WWW.SANLAMBENCHMARK.CO.ZA
COMMUNICATION MECHANISMS
0
20
40
60
80
100
120
Email WhatsApp SMS Other Intranet Webinar Telephone Unsure Social Media Did notcommunicate
Consultants Funds/Employers
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WWW.SANLAMBENCHMARK.CO.ZA
AWARENESS OF SUSPENSIONS
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
Not at all Moderate Fully
Consultants Funds/Employers
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CONTACT DETAILS
0%
10%
20%
30%
40%
50%
60%
70%
Yes Partial Yes Partial No No Unsure
Consultants Funds/Employers
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Full name
Date of Birth
SA ID number or Passport number
Income Tax Number
Contact number & cell number where available
Email address
Postal address
Residential address
In respect of EACH MEMBER …
DRAFT CONDUCT STANDARDS
Date of membership
Employer Pay Number
Annual pensionable emoluments and annual CTC
% and amounts of contributions
Split between member and employer contributions
Details of additional voluntary contributions
An indication of any changes to previous period showing any differences in the data
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Consultant Survey Pre-Covid-19
HAS RISK PRICING STABILIZED?
Yes
No
Upward rates revisions
Linked to economic cycle
Covid-19Healthcare Impact
Economic Impact
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EXPECTED PREMIUM INCREASES
0%
10%
20%
30%
40%
50%
60%
< 10% 10% - 20% > 20% No increases anticipated
Consultants Funds/Employers
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WWW.SANLAMBENCHMARK.CO.ZA
REVIEW DISABILITY INCOME BENEFITS
0%
10%
20%
30%
40%
50%
60%
Change from flat benefitstructures to income tax
rate scaled benefitstructures
Increase the waitingperiod
Reduce benefit levels Terminate the disabilityincome benefits policy
No need to review thedisability incomebenefits policies
Disability incomebenefits not available
via the employer
Consultants Funds/Employers
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WWW.SANLAMBENCHMARK.CO.ZA
EVALUATED INSURER SOLVENCY
0%
10%
20%
30%
40%
50%
60%
70%
Consultants Funds/Employers
Yes No
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Consultant Survey Pre-Covid
FRUSTRATIONS WITH INSURERS
0%
5%
10%
15%
20%
25%
30%
Underwriting process Steep rate increases Administration burden Claims repudiation Complex benefitstructures
None
![Page 32: Working Draft BM AS - Finalised · Sanlam Cyber Resilience Benchmark Figure 5: Rejected Spam Volume per User South Africa Australia Europe USA UK. NEW PHRASES. LIFESAVERS. EFFICIENCIES](https://reader033.vdocuments.site/reader033/viewer/2022043003/5f84344fe765fd0748294cf3/html5/thumbnails/32.jpg)
WWW.SANLAMBENCHMARK.CO.ZA
Consultant Survey Pre-Covid
FRUSTRATIONS WITH INSURERS
0%
5%
10%
15%
20%
25%
30%
Underwriting process Steep rate increases Administration burden Claims repudiation Complex benefitstructures
None
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A ROUGH 12 YEARS
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WHAT DOES THE FUTURE HOLD …
V – U - W – L …
US Elections
Geopolitical Conflict
Debt – GDP
Future Pandemics
???
…
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AccumulationTime on your side
Ride volatility
Equity risk premium
Pre-RetirementConservative
Less volatile
REVIEW STATUS QUO
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Sanlam RFA Data
MEMBER SWITCHING BEHAVIOR
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INVESTMENT DEFAULTS
Median tenure estimated at 4 years (Stats SA)
Preservation a major obstacle
Member switching behavior during downturns telling
Reconsider investment defaults (11% cons ||16% funds/employers)
Allow for volatility protection + Risk Profiled Member Choice
Smoothing and/or guarantees
Especially for pre-retirees
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PRE-RETIREMENT DEFAULTS
Most retirement capital availableRisk of losses greatest
Opportunity to rebuild the least
Retirement a once-off event
Correlations in diverse asset classes converge in crisis
13% of Consultants & 11% of Employers / Funds considering
Relevant post-retirement to mitigate sequencing risk
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WWW.SANLAMBENCHMARK.CO.ZA
Consultant Survey Pre-Covid
TOP TRENDS
0%
5%
10%
15%
20%
25%
TechnologicalInnovation
MemberFocus
IntegratedSuite
Flexibility PriceReductions
GenerationShift
Focus on Pre-Retirees
CapitalProtection
Indexation ImpactInvesting
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WWW.SANLAMBENCHMARK.CO.ZA
HOW TO REBUILD SA’S ECONOMY
0%
5%
10%
15%
20%
25%
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WWW.SANLAMBENCHMARK.CO.ZA
USE UNCLAIMED BENEFITS TO HELP THE POOR
0%
5%
10%
15%
20%
25%
![Page 42: Working Draft BM AS - Finalised · Sanlam Cyber Resilience Benchmark Figure 5: Rejected Spam Volume per User South Africa Australia Europe USA UK. NEW PHRASES. LIFESAVERS. EFFICIENCIES](https://reader033.vdocuments.site/reader033/viewer/2022043003/5f84344fe765fd0748294cf3/html5/thumbnails/42.jpg)
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INFRASTRUCTURE / ESG / ALTERNATIVES / SA INC.
0%
5%
10%
15%
20%
25%
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Consultant Survey Pre-Covid
WHAT IMPACT?
0%
5%
10%
15%
20%
25%
30%
35%
Decent work and economic growth Climate action, clean water and sanitation Affordable and clean energy
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POST-COVID IRRELEVANCE
Individual’s needsCashflow
Accessibility
Employer Value PropositionAttract / Retain / Engage
Burden
Administration / Complaints
Low success rate
Why bother
Window of opportunityConnect
Engage
Provide meaning
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REIMAGINE OUR PURPOSE
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GOING VIRAL
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Professions die and new professions emerge
Whole industries die as new industries emerge
Possible to rent almost anything so ownership is unnecessary
Designs become rapidly obsolete
Culture is transient – goods, services & relationships are temporary
Disposable goods are commonplace
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SHIFT HAPPENS!
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WORLD ECONOMIC FORUM DEFINITION OF 4IR“…fundamental change in the way we live, work and relate to one another.It is a new chapter in human development, enabled by extraordinary technologyadvances… commensurate with those of the first, second and third industrialrevolutions. These advances are merging the physical, digital and biological worlds inways that create both huge promise and potential peril. The speed, breadth and depthof this revolution is forcing us to rethink how countries develop, how organisationscreate value and even what it means to be human. The Fourth Industrial Revolution isabout more than just technology-driven change; it is an opportunity to help everyone,including leaders, policy-makers and people from all income groups and nations, toharness converging technologies in order to create an inclusive, human-centred future.The real opportunity is to look beyond technology, and find ways to give thegreatest number of people the ability to positively impact their families,organisations and communities.”
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DIGITAL REVOLUTION
Cyber resilience
Operational resilience
Cost efficiencies
Connections
Individualisation
Customer Experience
Drivers
RelevanceSecurityContinuityValue for moneyEngagementSatisfaction
Member Centricity
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NTT Global Threat Intelligence Report
CYBERSECURITY
Most attacked sectors in South Africa …
Insurance 50%
Finance 44%
Retail 3%
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Consultant Survey Pre-Covid
BIGGEST RISKS
0%
5%
10%
15%
20%
25%
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SO DO THEY …
Change to ‘Work from Home’Appetite for information and news
Innovative threat actorsPattern of Life
WHO Updates
Mandatory email to all staff
Safety measures
Treatments
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Mimecast ‘100 days of coronavirus’ report
CYBERSECURITY
26% increase in spam detections
30% increase in impersonation detections
35% increase in malware detections
56% increase in blocking of URL links
Sanlam Cyber Resilience Benchmark Figure 5: Rejected Spam Volume per User
South Africa
Australia
Europe USA
UK
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NEW PHRASES
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LIFESAVERS
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EFFICIENCIES – ENABLE THE HUMAN
Automate the routine
Enable the human
Robotics
Robo-Counselling
HR burden
Consultant time
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CONNECTING THROUGH LOCKDOWN
0%
5%
10%
15%
20%
25%
30%
35%
Email Telephone WhatsApp Other SMS Intranet Webinar Social Media Did notcommunicate
Unsure
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CONSULTANTS’ TOOLKIT
0
20
40
60
80
100
120
140
Zoom MS Teams WhatsApp MS Skype Webex Linked In None of the above
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CONSULTANTS’ EXPERIENCE
0.00%10.00%20.00%30.00%40.00%50.00%60.00%70.00%80.00%90.00%
Communication toyou from service
providers
Communication tomembers from
service providers
The operationalresilience of yourservice providers
Theappropriateness of
your clients'investment
strategies onaverage
Retirement benefitscounselling provided
to members
The digital capabilityof your service
providers
Support provided toyou by service
providers during thelockdown
Ineffective Neutral Effective
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FUND / EMPLOYER EXPERIENCE
0.00%
10.00%
20.00%
30.00%
40.00%
50.00%
60.00%
70.00%
80.00%
Communication to you,your Retirement Fund
or Employer fromservice providers
Communication tomembers / employeesfrom service providers
The operationalresilience of yourretirement fundingservice providers
The ability of servicesproviders to engage
you digitally
The appropriateness ofyour Retirement Fund's
investment strategy
Retirement benefitscounselling provided toemployees / members
Ineffective Neutral Effective
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Consultant Survey Pre-Covid
CHANGING NATURE OF ADVICE
0.00%
5.00%
10.00%
15.00%
20.00%
25.00%
Member Communication Member Engagement Impact Members Use Data to Impact Members
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Consultant Survey Pre-Covid
ADVICE STRATEGY
Own Advisor
Panel of Advisors
Salaried Advisors
No Strategy
Unsure Bulk of members do not have access to ‘Own Advisor’Experienced significant benefits of employer vetted advice structuresHigh Quality Financial Advice adds tremendous valueNB link in Member-centric strategy
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ALL TOLD COVID-19 SURVEY
ADVICE STRATEGY
Bulk of members do not have access to ‘Own Advisor’Experienced significant benefits of employer vetted advice structuresHigh Quality Financial Advice adds tremendous valueNB link in Member-centric strategy
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Consultant Survey Pre-Covid
DOES FINANCIAL LITERACY TRAINING ADD MEANINGFUL VALUE?
Yes
No
Unsure
Overwhelming support
ExecutionGeneric Information
Empowering
Opt In for Advice
Feedback Loop
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GENERATIONS
0%
10%
20%
30%
40%
50%
60%
Baby Boomers Gen X Millennials Gen Z
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GENERATIONS
0%
10%
20%
30%
40%
50%
60%
Baby Boomers Gen X Millennials Gen Z
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Sanlam Benchmark Focus Group
MILLENNIAL VIEWS
Lived experience of parentsBalancing act of spending on education … children’s needs takes priorityProperty due to influence of parentsLack of focus on emergency savings … make a plan!!!
Request more than paper statementsNeed help with DebtAccess to advice
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INDIVIDUALISED MEMBER SUPPORT
Information at Critical PointsWithdrawal
Pre-Retirement
Written / Electronic / Telephonic / F2FFinTech
Apps
Portals
SMS
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PROACTIVE COUNSELLING
Market downturn due to Covid-19
Increase in switching activity
Engage members to inform them of risk of switches
Living Annuity Drawdowns
Engage annuitants electing to increase
Inform them of impact
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Sanlam RFA Data
MEMBER SWITCHING BEHAVIOR
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100% increase in requests for debt counselling
300% increase in request for will drafting and estate planning
ICAS FINDINGS OVER LOCKDOWN
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CREDIT MANAGEMENT
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WILL DRAFTING THROUGH EXISTING MEMBER ENGAGEMENT PLATFORMS
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TELEMEDICINE
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NOW IS THE TIME TO ACT!
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Members & Decision Makers
Financial circumstances
Education level
The age of decision makersmillennials are more than 50% of membership
Joint forum / Trustee representation is <10%
DISCONNECTED
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“It is now in your hands”
MARCH 24 ADDRESS
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