MGA Model Evolution in Asia

Roland Berger Players across the insurance space are scrambling to be relevant via greater customer focus and relationship, enabled by technology Strategic intent of players Insurance players Reinsurers Insurers 2 Agents Brokers MGA/MGU 3 Insurtechs 4 TPAS Care providers 5 XX Focus in next pages Core activity Strategic development Provide reinsurance and risk management Offer new services to primary insurers, invest in digital services to insurers Focus on underwriting and using third party distributors e.g. brokers ecosystem, to diversify revenues and get access to clients (re)Build and strengthen direct links to customers via product differentiation and value added service (e.g. prevention) Represent insurers to generate leads and Become more customer-centric by managing portfolio sell policies to customers Represent insurance buyers to compare policies Position to be experts in their specialty to underwrite and distribute efficiently Start of with a niche solution e.g. care network access, Al for claims processing... Support insurers on back-end functions to optimize cost Provide medical treatment coverage based on customers' current and future needs Use of technology to compare prices tailored to customers needs and control risks with a low turnaround time Focus on expertise and technology to master product development, achieve efficient distribution and improve CoR Expand offering across the value chain to enhance original value proposition and diversify revenues Leverage on scale and technology to expand and provide services (e.g. Al to improve adjudication) Provide end-to-end services (treatment to insurance) to improve on patient relationships and stickiness Source: Roland Berger 20200525_MGA model evolution Asia_vf.pptx | 10

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