MGA Model Evolution in Asia

Roland Berger Insurers not only value eficiency and customer service, but also rely on MGAs to access markets that insurers find hard to access What insurers look for when partnering MGAS What are the key factors in partnership? [% that said yes by factor] Is technology an important factor in your MGA relationship? [% split of answers] Efficiency / ease 53% of doing business Customer service 51% Others Insurers Efficient access Yes the MGAs seek - assurances / skills / support from us in this area 7% 7% 49% need to new markets MGA to Technical insight 43% enter and capability hard to Strong conduct/ risk management record 39% access 42% 44% or Cost 35% affinity markets Volume of business 18% Yes - we seek assurances from our MGA partners that they are strong in this area Exclusivity 10% BD / cross-selling No-underwriting skills and customer reach are what count 2% opportunity Source: Clydeco, Roland Berger 20200525_MGA model evolution Asia_vf.pptx | 6

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