positioned to win with independent broker/dealers clifford jack president jackson national life...
TRANSCRIPT
Positioned to Win with Independent Broker/Dealers
Clifford JackPresident
Jackson National Life Distributors Inc.Chairman
National Planning Holdings
Shared Services
Operations Technology Training Marketing Facilities Finance Research
Efficient Operating Model
Marketing National Sales Development Product Development Conference and Travel Human Resources Compliance Legal
Operational Synergy * Marketing Effectiveness * Leveraged Relationships
JNLD, IMG, RBD & RIA NPH & RIA
Wholesale Distribution Retail Distribution
Jackson National LifeDistributors▲ Wholesale ▲ Variable Annuities, Fixed Annuities, Equity
Index Annuities, Life Insurance▲ 80 Wholesalers▲ 700+ Selling Agreements▲ 83,000 Appointed Producers▲ 24% Multi-product Producers▲ 8% Sell over $800k annually
Wholesale Sales Process
Selling Group Agreement
Broker/Dealer Conferences
Preferred Lists
Branch Access
Rep Access
First Sale
Multiple Sales
JNL Model
Limited ad spend
Limited conference spend
Limited broker/dealer support
No incentive trips
Roadshows
Focus on themes vs. product
Compliment travel with heavy phone work
Multiple monthly communications
Low-cost distribution
Summary
▲ Distribution revolves around five things:– Better people: trained or hired– Better information to make better decisions– Understanding and managing the
complexities/interrelationships– Access to successful reps– Speed
NPH’s Role in the JNL family
▲ Why we own a broker dealer▲ Who is NPH?▲ How we will succeed▲ Industry trends
National PlanningHoldings, Inc.
National Planning Corporation
SII Investments, Inc.Invest Financial
CorporationInvestment Centers
Of America
National Planning Holdings Organizational Chart
▲ One of the fastest growing firms in the business
▲ Doubled sales and value in 4 years
National Planning Holdings Profile▲ $8 billion in sales▲ $279 million in revenue in 2001▲ Top 5 b/d networks in U.S. in 4th year of
existence▲ Half organic and half acquired▲ $2 billion in I.A. assets and growing by
50% per year
National Planning Holdings Retirement Market▲ 50% of current client assets in qualified
plans▲ Over $4 billion in retirement product
sales▲ Largest distributor of JNL retirement
products▲ Active use of proprietary retirement
planning software
National Planning Holdings Retirement Market▲ Largest distributor of JNL products ▲ NPH represents 17% of all JNLD VA
sales▲ Over $300 million of JNL annuities
year-to-date, 9/30/2002▲ JNL represents 18% of all annuities
sold at NPH
How Do We Compete?
▲ We give the reps more time ▲ We offer them an attractive
payout and ▲ We give them better technology
National Planning Holdings Solutions▲Backoffice tools
– Granite• Proprietary
commission and licensing system
• Transaction history
▲Frontoffice tools– 24/7 website
• Research• Trading• E-documents
– Consolidated client statements
– Electronic Order Entry– Electronic file cabinet
Where is the Industry Going?
▲ More efficiencies needed▲ Better support from technology▲ Increased emphasis on risk and
regulatory management