robert p. hartwig, ph.d., cpcu
TRANSCRIPT
7/27/2016
1
President & Economist Insurance Information Institute
R O B E R T P . H A R T W I G ,
P H . D . , C P C U
I N S U R A N C E I N D U S T R Y Financial Update & Outlook
P / C I N D U S T R Y Net Income After Taxes 1991–2016:Q1
$5
,84
0
$1
9,3
16
$1
0,8
70
$2
0,5
98
$2
4,4
04
$3
6,8
19
$3
0,7
73
$2
1,8
65
$2
0,5
59
($6,970)
$3
,04
6
$3
0,0
29
$3
8,5
01
$4
4,1
55
$65,7
77
$6
2,4
96
$3
,04
3
$2
8,6
72
$3
5,2
04
$1
9,4
56
$3
3,5
22
$6
3,7
84
$5
5,8
70
$5
6,6
22
$1
3,3
13
-$10,000
$0
$10,000
$20,000
$30,000
$40,000
$50,000
$60,000
$70,000
$80,000
92 93 94 95 96 97 98 99 00 01 02 03 04 05 06 07 08 09 10 11 12 13 14 15 16:Q1
$14,178
ROE figures are GAAP; 1Return on avg. surplus. 2016 data are for Q1. Excluding Mortgage & Financial Guaranty insurers yields a 8.2% ROAS in 2014, 9.8% ROAS in 2013, 6.2% ROAS in 2012, 4.7% ROAS for 2011, 7.6% for 2010 and 7.4% for 2009; 2015E is annualized figure based actual figure through Q3 of $44.0
Sources: A.M. Best, ISO; Insurance Information Institute
Millions
Net income in Q1:2016 was down 26.6% from Q1:2015 in part due to higher
CATs
2005 ROE*= 9.6% 2011 ROAS1 = 3.5%
2006 ROE = 12.7% 2012 ROAS1 = 5.9%
2007 ROE = 10.9% 2013 ROAS1 = 10.2%
2008 ROE = 0.1% 2014 ROAS1 = 8.4%
2009 ROE = 5.0% 2015 ROAS = 8.4%
2010 ROE = 6.6% 2016:Q1 ROAS = 7.9%
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2
-5%
0%
5%
10%
15%
20%
25%
75
76
77
78
79
80
81
82
83
84
85
86
87
88
89
90
91
92
93
94
95
96
97
98
99
00
01
02
03
04
05
06
07
08
09
10
11
12
13
14
15
16
*
P R O F I T A B I L I T Y P E A K S & T R O U G H S in the P/C Insurance Industry 1975 – 2016*
*2016 data through Q1. Profitability = P/C insurer ROEs. 2011-15 figures are estimates based on ROAS data. Note: Data for 2008-2014 exclude mortgage and financial guaranty insurers.
Source: Insurance Information Institute; NAIC, ISO, A.M. Best, Conning
ROE
1977: 19.0% 1987: 17.3%
1997: 11.6% 2006: 12.7%
1984: 1.8% 1992: 4.5% 2001: -1.2%
9 Years
History suggests next ROE peak
should be in 2016-2017
1975: 2.4%
2013 9.8%
2014-15 8.4%
2016:Q1 7.9%
R O E Property/Casualty Insurance by Major Event 1987–2016:Q1
-5%
0%
5%
10%
15%
20%
87 88 89 90 91 92 93 94 95 96 97 98 99 00 01 02 03 04 05 06 07 08 09 10 11 12 13 14 15 16*
US P/C Insurers
* Data for 2016 through Q1. Excludes Mortgage & Financial Guarantee in 2008 – 2014
Sources: ISO, Fortune; Insurance Information Institute
P/C profitability is both by cyclicality and ordinary volatility
Hugo
Andrew, Iniki Northridge
Lowest CAT losses in 15 years
Sept. 11
Katrina, Rita, Wilma
4 hurricanes
Financial crisis*
Record tornado losses
Sandy
Low CATs
Modestly higher CATs
Percent
7/27/2016
3
-5%
0%
5%
10%
15%
20%
50 52 54 56 58 60 62 64 66 68 70 72 74 76 78 80 82 84 86 88 90 92 94 96 98 00 02 04 06 08 10 12 14 16*
US P/C Insurers
P / C I N S U R A N C E I N D U S T R Y R O E Magnitude of Cyclicality, Volatility Changes Over Time 1950-2016:Q1
*Through Q1 2016.
Source: Insurance Information Institute
Percent
1950 - 1970
Low Volatility
1971 - 1992
Extreme Volatility
1993 - 2008
Moderate Volatility
2009 - Present
Modest Volatility
-20%
-15%
-10%
-5%
0%
5%
10%
15%
20%
25%
30%
26 28 30 32 34 36 38 40 42 44 46 48 50 52 54 56 58 60 62 64 66 68 70 72 74 76 78 80 82 84 86 88 90 92 94 96 98 00 02 04 06 08 10 12 14 16*
N P W P R E M I U M G R O W T H Peaks & Troughs in the P/C Insurance Industry 1926 – 2016:Q1
*Q1 data.
Note: Data through 1934 are based on stock companies only. Data include state funds beginning in 1998.
Source: A.M. Best; Insurance Information Institute
ROE
Economic shocks,
inflation
1976: 22.0%
Tort crisis
1985/86: 22.2% Post-9/11
2002:15.3%
Twin recessions;
interest rate
hikes
1987: 3.7%
Great
Recession:20
10: -4.9%
2015 3.4%
Great Depression
1932: -15.9% max drop
Post WW II peak
1947: 26.2%
Start of WW II
1941: 15.8%
1950-70: Extended period of stability in growth and profitability. Low interest rates, low inflation,
“Bureau” rate regulation all played a role
1970-90: Peak premium growth was much higher in this period while troughs were comparable.
Rapid inflation, economic volatility, high interest rates, tort environment all played roles
1988-2000: Period of inter-cycle stability
2010-20XX? Post-
recession period of
stable growth?
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4
-15%
-10%
-5%
0%
5%
10%
15%
20%
25%
30%
35%
75 76 77 78 79 80 81 82 83 84 85 86 87 88 89 90 91 92 93 94 95 96 97 98 99 00 01 02 03 04 05 06 07 08 09 10 11 12 13 14 15E
C O M M E R C I A L L I N E S NPW Premium Growth 1975 – 2015E
Note: Data include state funds beginning in 1998.
Source: A.M. Best; Insurance Information Institute
ROE
Economic Shocks,
Inflation:
1976: 22.2%
Tort Crisis
1986: 30.5% Post-9/11
2002: 22.4%
Great
Recession:20
09: -9.0%
2015E 3.3%
Recessions:
1982: 1.1%
Commercial lines prone to more cyclical volatility that personal lines. Recently, growth has stabilized in the
4% to 5% range.
1988-2000: Period of
inter-cycle stability
2010-20XX? Post-recession period of stable
growth?
Post-Hurricane
Andrew Bump:
1993: 6.3% Post Katrina Bump:
2006: 7.7%
P / C I N S U R A N C E I N D U S T R Y Combined Ratio 2001–2016:Q1*
90
95
100
105
110
115
120
01 02 03 04 05 06 07 08 09 10 11 12 13 14 15 16:Q1
$110
* Excludes Mortgage & Financial Guaranty insurers 2008--2014. Including M&FG, 2008=105.1, 2009=100.7, 2010=102.4, 2011=108.1; 2012:=103.2; 2013: = 96.1; 2014: = 97.0.
Sources: 2016 figure from ISO/Verisk; A.M. Best, ISO (2014-2015); Figure for 2010-2013 is from A.M. Best P&C Review and Preview, Feb. 16, 2016.
Millions
As recently as 2001, insurers paid out nearly
$1.16 for every $1 in earned premiums Relatively low
CAT losses, reserve releases
Heavy use of reinsurance lowered
net losses
Relatively low CAT losses,
reserve releases
Higher CAT losses,
shrinking reserve
releases, toll of soft market
Sandy impacts
Lower CAT losses
Best combined ratio since 1949
(87.6)
Average CAT losses,
more reserve releases
3 consecutive years of U/W profits: first time since
1971-73
Cyclical deterioration Elevated
CATs
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5
C A P A C I T Y / I N D U S T R Y C A P I T A L R E M A I N S
A T R E C O R D H I G H S B U T H A S
S T A B I L I Z E D
C A P I T A L / C A P A C I T Y
P O L I C Y H O L D E R S U R P L U S 2016 Q4–2016:Q1
$4
87
.1
$4
96
.6
$5
12
.8
$5
21
.8
$5
17
.9
$5
15
.6
$5
05
.0
$478.5
$4
55
.6
$4
37
.1
$4
63
.0
$4
90
.8
$5
11
.5
$5
40
.7
$5
30
.5
$5
44
.8
$5
59
.3
$5
66
.5
$5
59
.1
$5
38
.6
$5
50
.3
$5
70
.7
$5
67
.8
$5
83
.5
$5
86
.9
$60
7.7
$6
14
.0
$6
24
.4
$6
53
.4
$6
62
.0
$6
71
.6
$6
73
.9
$6
75
.2
$6
71
.9
$6
72
.4
$6
73
.7
$6
76
.3
$400
$500
$600
$700
06:Q
4
07:Q
1
07:Q
2
07:Q
3
07:Q
4
08:Q
1
08:Q
2
08:Q
3
08:Q
4
09:Q
1
09:Q
2
09:Q
3
09:Q
4
10:Q
1
10:Q
2
10:Q
3
10:Q
4
11:Q
1
11:Q
2
11:Q
3
11:Q
4
12:Q
1
12:Q
2
12:Q
3
12:Q
4
13:Q
1
13:Q
2
13:Q
3
13:Q
4
14:Q
1
14:Q
2
14:Q
3
14:Q
4
15:Q
1
15:Q
2
15:Q
3
15:Q
4
Surplus
Billions 2007:Q3
Pre-Crisis Peak
Surplus as of 3/31/16 stood at a record high of $676.3B
2010:Q1 data includes $22.5B of paid-in capital from a
holding company parent for one insurer’s investment in
a non-insurance business .
The industry now has $1 of surplus for every $0.77 of NPW, close to the strongest claims-paying status in its history
Drop due to near-record 2011 CAT losses
The P/C insurance industry entered 2016 in very strong financial condition
Sources: ISO, A.M .Best
7/27/2016
6
A R E C A P I T A L A C C U M U L A T I O N ,
D R I V E F O R G R O W T H A N D S C A L E
S T I M U L A T I N G M & A A C T I V I T Y ?
M & A U P D A T E A Path to Growth
U S I N S U R A N C E M E R G E R S A N D A C Q U I S I T I O N S P/C Sector 1994-2015 (1)
Millions
$5,100
$11,534
$8,059
$30,873
$55,825
$19,118
$40,032
$1,249 $486
$20,353
$425
$9,264
$35,221
$13,615
$16,294
$3,507
$6,419
$12,458
$4,651 $4,397
$6,723
$39,607
0
20
40
60
80
100
120
140
$0
$10,000
$20,000
$30,000
$40,000
$50,000
$60,000
94 95 96 97 98 99 00 01 02 03 04 05 06 07 08 09 10 11 12 13 14 15
Transaction value Number of transactions
(1) Includes transactions where a U.S. company was the acquirer and/or the target.
Source: Conning proprietary database
M&A activity in the P/C sector in 2015
totaled $39.6 billion, its highest level
since 2000
7/27/2016
7
$45,958
$5,142
$23,595 $21,267
$11,813 $9,872
$11,321
$17,823 $18,857
0
20
40
60
80
$0
$10,000
$20,000
$30,000
$40,000
$50,000
07 08 09 10 11 12 13 14 15
Transaction value Number of transactions
Non-US M&A activity in the P/C
sector in 2015 totaled $18.9
billion, its highest level since
2011 but still less than half the
$39.6 billion involving US
companies
(1) Includes transactions where a non-U.S. company was the acquirer and the target.
Source: Conning proprietary database
N O N - U S I N S U R A N C E M E R G E R S A N D A C Q U I S I T I O N S P/C Sector 2007-2015 (1)
$ Millions
H U G E S H I F T F R O M D O M E S T I C M & A A C T I V I T Y T O C R O S S - B O R D E R
12/01/09 - 9pm eSlide – P6466 – The Financial Crisis and
the Future of the P/C
14
.
The share of M&A deal volume that was cross-border
more than doubled in 2015
Source: Thomson Reuters as of Oct. 2015 from Geneva Association Newsletter Insurance and Finance,
Jan. 2016, presentation “Facts vs. Sentiment: Deals in the Insurance Sector,” by Aviva CEO Mark Wilson.
7/27/2016
8
M & A A C T I V I T Y H A S S H I F T E D A W A Y F R O M E U R O P E A N D T O W A R D S A S I A
A N D N O R T H A M E R I C A
12/01/09 - 9pm eSlide – P6466 – The Financial Crisis and
the Future of the P/C
15
.
Asian, North American deal volumes were up sharply in 2015
Source: Thomson Reuters as of Oct. 2015 from Geneva Association Newsletter Insurance and Finance,
Jan. 2016, presentation “Facts vs. Sentiment: Deals in the Insurance Sector,” by Aviva CEO Mark Wilson.
I N V E S T M E N T P E R F O R M A N C E I S A K E Y
D R I V E R O F P R O F I T A B I L I T Y
D E P R E S S E D Y I E L D S W I L L N E C E S S A R I L Y
I N F L U E N C E U N D E R W R I T I N G & P R I C I N G
I N V E S T M E N T S The New Reality
7/27/2016
9
$38.9 $37.1 $36.7
$38.7 $39.6
$49.5
$52.3
$54.6
$51.2
$47.1 $47.6 $49.2
$48.0 $47.3 $46.2
$43.6
$30.00
$40.00
$50.00
$60.00
00 01 02 03 04 05 06 07 08 09 10 11 12 13 14 16*
Category 1
Due to persistently low interest rates, investment income fell in 2012, 2013 and 2014 but showed a small (1.9%) increase in 2015—another drop in 2016 seems likely
Investment earnings are
still below their 2007
pre-crisis peak
P / C I N S U R A N C E I N D U S T R Y Investment Income 2000–2016:Q1
Billions
1 Investment gains consist primarily of interest and stock dividends.
*2014 figure is estimated based on annualized data through Q3.
Sources: ISO; Insurance Information Institute
U S T R E A S U R Y S E C U R I T Y Y I E L D S A Long Downward Trend
*Monthly, constant maturity, nominal rates, through June 2016.
Sources: Federal Reserve Bank at http://www.federalreserve.gov/releases/h15/data.htm. National Bureau of Economic Research
(recession dates); Insurance Information Institute
Since roughly 80% of P/C bond/cash investments are in 10-year or shorter durations, most P/C insurer portfolios will have low-yielding bonds for years to come
0%
1%
2%
3%
4%
5%
6%
7%
8%
9%
1/3
1/1
99
0
1/3
1/1
99
1
1/3
1/1
99
2
1/3
1/1
99
3
1/3
1/1
99
4
1/3
1/1
995
1/3
1/1
99
6
1/3
1/1
99
7
1/3
1/1
99
8
1/3
1/1
99
9
1/3
1/2
00
0
1/3
1/2
00
1
1/3
1/2
00
2
1/3
1/2
00
3
1/3
1/2
00
4
1/3
1/2
00
5
1/3
1/2
00
6
1/3
1/2
00
7
1/3
1/2
00
8
1/3
1/2
00
9
1/3
1/2
01
0
1/3
1/2
01
1
1/3
0/2
012
1/3
1/2
01
3
1/3
1/2
01
4
1/3
1/2
01
5
1/3
1/2
01
6
Recession 2-Yr Yield 10-Yr Yield
Yields on 10-year US Treasury Notes have been
essentially below 5% for more than a decade
Despite the Fed’s
December 2015 rate hike,
yields remain low though
short-term yields have seen
some gains; yield curve is
flattening
1990–2016*
7/27/2016
10
4.5
4.2
4
3.8 3.7
3.8
3.6
3.4
3.6
3.1
3.0
3.2
3.4
3.6
3.8
4.0
4.2
4.4
4.6
07 08 09 10 11 12 13 14 15E 16P
Estimated book
yield in 2016 is
down about 140 BP
from pre-crisis
levels
The yield on invested assets remains low relative to pre-crisis yields. The Fed’s plan to raise interest rates in late 2015 has pushed up some yields, albeit quite modestly.
*2015 figure is the average of the four quarters ending in 2015:Q1.
Sources: SNL Financial; Insurance Information Institute
Percent
N E T I N V E S T M E N T Y I E L D O N P / C I N S U R A N C E Invested Assets 2007–2016P*
I N T E R E S T R A T E F O R E C A S T S
0.2%
1.2%
2.7%
3.2% 3.3% 3.4% 3.4%
2.3%
3.0%
3.9% 4.2% 4.3% 4.3% 4.3%
0.0%
1.0%
2.0%
3.0%
4.0%
5.0%
15F 16F 17F 18F 19F 20F 21F 15F 16F 17F 18F 19F 20F 21F
A full normalization of interest rates is unlikely until 2019, more than a decade after the onset of the financial crisis
Concerns about global growth, low
yields aborad, Brexit, have pushed
yields lower in 2016
3-Month Treasury 10-Year Treasury
Sources: Blue Chip Economic Indicators (6/16 for 2016 and 2017; for 2018-2021 3/16 issue); Insurance Information Institute.
Yield %
2016–2021
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11
H O W I S P R O F I T A B I L I T Y A F F E C T E D B Y
T H E P R E S I D E N T ’ S P O L I T I C A L P A R T Y ?
P R O F I T A B I L I T Y & P O L I T I C S
P / C I N S U R A N C E I N D U S T R Y ROE by Presidential Administration
16.43%
15.10%
8.93%
8.80%
8.65%
8.35%
8.33%
7.98%
7.68%
6.98%
6.97%
5.43%
5.03%
4.83%
4.68%
4.43%
3.55%
Carter
Reagan II
Nixon
Obama II
Clinton I
G.H.W. Bush
G.W. Bush II
Clinton II
Reagan I
Nixon/Ford
Truman
Eisenhower I
Eisenhower II
G.W. Bush I
Obama I
Johnson
Kennedy/Johnson
Axis Title
Axi
s Ti
tle
1950-2015*
*Truman administration ROE of 6.97% based on 3 years only, 1950-52;.
Source: Insurance Information Institute
Overall record: 1950-2015* Democrats 7.72% Republicans 7.85%
Party of President has marginal bearing on profitability of P/C
insurance industry
7/27/2016
12
-5%
0%
5%
10%
15%
20%
25%
50
51
52
53
54
55
56
57
58
59
60
61
62
63
64
65
66
67
68
69
70
71
72
73
74
75
76
77
78
79
80
81
82
83
84
85
86
87
88
89
90
91
92
93
94
95
96
97
98
99
00
01
02
03
04
05
06
07
08
09
10
11
12
13
14
15
P / C I N S U R A N C E I N D U S T R Y ROE by Presidential Party Affiliation 1950-2015*
*2015 data is through Q3.
Source: Insurance Information Institute
BLUE = Democratic President RED = Republican President
Nixon/Ford Kennedy/Johnson Eisenhower Carter Reagan/Bush I Clinton Bush II Obama
Tru
man
T R U M P V S . C L I N T O N Issues that Matter to P/C Insurers
Issue Trump Clinton
Economy Supply Side-Like Philosophy: Lower
taxesfaster real GDP growth; deficits likely grow
as tax cuts are combined with targeted increased
spending on Homeland Security, defense, etc.
Keynesian Philosophy: More government
spending on infrastructure, education, social
services; deficits likely increase as tax increases
likely difficult to pass
Interest Rates May trend higher with larger deficits; shift from
monetary policy to fiscal focus (tax cuts, government
spending)
Status quo at the Fed; net impact on interest rates
unclear
Taxes Favors lower tax rates for corporate and personal
income tax rates; tax code overhaul?
Unlikely to reduce taxes or embark on major
overhaul of tax code
International
Trade
Protectionist tendencies (appeal primarily to
manufacturing sector)
Has criticized Trans-Pacific Partnership but is a
realist on international matters
Tort System Doesn’t like trial lawyers but seems to like filing
lawsuits
Status quo
Energy Laissez-faire; less “green” Status quo
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13
T R U M P V S . C L I N T O N Differences on Energy Policy Are Large, but Energy Is Not a Major
Issue this Election Cycle
• “America First” energy plan: “American energy
dominance will be declared a strategic economic
and foreign policy goal of the United States.”
• Supports fracking, coal, nuclear, XL / Keystone
pipeline
• Not a big supporter of “green” energy…but
renewables are okay so long as they’re not to the
exclusion of other forms of energy
• Climate change not one of our “big problems”
TRUMP
• Views green / renewable energy investment as job stimulus
• Staunch supporter of Obama climate change initiatives
• “Utilities should not be allowed to penalize consumers with retroactive rule changes that cause financial hardship and slow the transition to a clean energy economy” - Feb. 12, 2016
• Speaks frequently about a “bridge” to clean energy
• Suggests a pragmatic, gradual approach
CLINTON
U N D E R W R I T I N G P E R F O R M A N C E
C O M M E R C I A L L I N E S
7/27/2016
14
C O M M E R C I A L L I N E S Combined Ratio 1990-2017F*
10
9.4
11
0.2
11
8.8
10
9.5
11
2.5
11
0.2
10
7.6
10
4.1
10
9.7
11
2.3
111
.1
12
2.3
11
0.2
102
102
.5 10
5.4
91
.1 9
3.6
10
4.2
98
.9
10
2.4
10
7.9
10
3.5
94
.8
94
.3
93
.6
97
.3
98
.1
90
95
100
105
110
115
120
125
90 91 92 93 94 95 96 97 98 99 00 01 02 03 04 05 06 07 08 09 10 11 12 13 14 15E 16F 17F
Commercial Combined Ratio
Figures exclude mortgage and financial guaranty segments
Source: A.M. Best (1990-2014); Conning (2015E-17F) Insurance
Information Institute
*2007-2012 figures exclude mortgage and financial guaranty segments.
Source: A.M. Best (1990-2014); Conning (2015E-17F) Insurance Information Institute.
72.4
105.8
83.3
86.5
106.5 105.8
82.7
85.8 86.3
90.6 90.6
70.0
80.0
90.0
100.0
110.0
07 08 09 10 11 12 13 14 15F 16F 17F
Commercial property underwriting performance has improved in recent years, largely due to diminished CAT activity
Source: Conning Research and Consulting
C O M M E R C I A L P R O P E R T Y Combined Ratio 2007–2017F
7/27/2016
15
112.9
95.1
99
94.2
107.1
110.8
99.6
104.1
99.7 101.6
103.9 103.6 104.5
80
85
90
95
100
105
110
115
05 06 07 08 09 10 11 12 13 14 15F 16F 17F
Commercial general liability underwriting performance has been volatile in recent years
Source: Conning Research and Consulting
G E N E R A L L I A B I L I T Y Combined Ratio 2005–2017F
112.1 112 113
115.9 118.1
115.7 116.2
102.7
95.2 92.9 92.1 92.4
94.1 96.8
99.1 97.8
103.4
106.8 106.7
103.4
106.6 108.2 108.8
80
85
90
95
100
105
110
115
120
125
95 96 97 98 99 00 01 02 03 04 05 06 07 08 09 10 11 12 13 14 15E 16F 17F
Commercial auto results are challenged as rate gains barely have yet to offset adverse frequency and severity trends
Sources: A.M. Best (1990-2014);Conning (2015E-2017F); Insurance Information Institute
C O M M E R C I A L A U T O Combined Ratio 1993–2017F
7/27/2016
16
102.0
97.0
100.0 101.0
107.0
115.3
118.2
121.7
112.6
108.6
105.1 102.7
98.5
103.5 104.5
110.6
115.0 115.0
109.0
102.0 100.0
94.0
80
85
90
95
100
105
110
115
120
125
94 95 96 97 98 99 00 01 02 03 04 05 06 07 08 09 10 11 12 13 14 15P
Workers’ comp results began to improve in 2012. Underwriting results deteriorated markedly from 2007-2010/11 and were the worst they had been in a decade.
Sources: A.M. Best (1994-2009); NCCI (2010-2015P) and are for private carriers only; Insurance Information Institute
W O R K E R S C O M P E N S A T I O N Combined Ratio 1994–2015P
WC results have improved
markedly since 2011
P R I C I N G T R E N D S
S U R V E Y R E S U L T S S U G G E S T C O M M E R C I A L
P R I C I N G H A S F L A T T E N E D O U T
C O M M E R C I A L L I N E S
7/27/2016
17
Note: CIAB data cited here are based on a survey. Rate changes earned by individual insurers can and do vary, potentially substantially.
Source: Council of Insurance Agents and Brokers; Barclay’s Capital; Insurance Information Institute
C H A N G E I N C O M M E R C I A L R A T E R E N E W A L S by Account Size 1999:Q4 to 2016:Q1
Trough = 2007:Q3 -13.6%
KRW : no lasting impact
Pricing turned positive in Q3:2011, the first inrease in
nearly 8 years; Q1:2015 renewals were down 2.8%;
Some insurers posted stronger numbers
Peak = 2001:Q4 +28.5%
Pricing turned negative in early 2004
and remained that way for 7 ½ years
Percentage Change %
-0.1
%
-3.2
%
-5.9
%
-7.0
%
-9.4
%
-9.7
%
-8.2
%
-4.6
%
-2.7
%
-3.0
%
-5.3
%
-9.6
%
-11
.3%
-11
.8%
-13
.3%
-12
.0%
-13
.5%
-12
.9%
-11
.0%
-6.4
%
-5.1
%
-4.9
%
-5.8
%
-5.6
%
-5.3
%
-6.4
%
-5.2
%
-5.4
% -2.9
% -0
.1%
0.9
%
2.7
%
4.4
%
4.3
%
3.9
%
5.0
%
5.2
%
4.3
%
3.4
%
2.1
%
1.5
%
-0.5
%
0.1
%
-0.7
%
-2.3
%
-3.3
%
-3.1
%
-2.8
%
-3.7
%
-20%
-15%
-10%
-5%
0%
5%
10%
1Q
04
2Q
04
3Q
04
4Q
04
1Q
05
2Q
05
3Q
05
4Q
05
1Q
06
2Q
06
3Q
06
4Q
06
1Q
07
2Q
07
3Q
07
4Q
07
1Q
08
2Q
08
3Q
08
4Q
08
1Q
09
2Q
09
3Q
09
4Q
09
1Q
10
2Q
10
3Q
10
4Q
10
1Q
11
2Q
11
3Q
11
4Q
11
1Q
12
2Q
12
3Q
12
4Q
12
1Q
13
2Q
13
3Q
13
4Q
13
1Q
14
2Q
14
3Q
14
4Q
14
1Q
15
2Q
15
3Q
15
4Q
15
1Q
16
Note: CIAB data cited here are based on a survey. Rate changes earned by individual insurers can and do vary, potentially substantially.
Source: Council of Insurance Agents & Brokers; Insurance Information Institute
C I A B Average Commercial Rate Change, All Lines 1Q:2004–1Q:2016
Percent
KRW effect Pricing as of Q1:2016 remained
somewhat negative
Q2 2011 marked the last of 30th consecutive quarter of
price declines
7/27/2016
18
-5.2
%
-3.2
%
-2.5
%
-3.0
%
-2.2
%
-2.0
% -0
.3%
0.3
%
0.7
%
3.6
%
-10%
-8%
-6%
-4%
-2%
0%
2%
4%
6%
Commercial
Property
General Liability Umbrella Workers Comp Construction Business
Interruption
Surety D&O EPL Commercial
Auto
Note: CIAB data cited here are based on a survey. Rate changes earned by individual insurers can and do vary, potentially substantially
Source: Council of Insurance Agents and Brokers; Insurance Information Institute
C H A N G E I N C O M M E R C I A L R A T E R E N E W A L S by Line 2016:Q1
Percentage Change (%)
Commercial Auto rate increases are larger than any other line,
followed by EPL and D&O
2 0 1 3 / 1 4 / 1 5 E X P E R I E N C E D B E L O W
A V E R A G E C A T A C T I V I T Y A F T E R V E R Y
H I G H C A T L O S S E S I N 2 0 1 1 / 1 2
2 0 1 6 C A T L O S S E S Y T D R U N N I N G H I G H E R
I N S U R E D C A T A S T R O P H E L O S S E S
7/27/2016
19
$1
4.4
$5
.0
$8
.2
$3
8.9
$9.1
$2
7.2
$1
3.0
$11
.3
$3
.9
$1
4.8
$11
.9
$6
.3
$3
5.8
$7
.8 $
16
.8
$3
4.7
$7
5.7
$1
0.9
$7
.7
$3
0.1
$11
.8
$1
4.9
$3
4.6
$3
6.1
$1
3.1
$1
5.5
$1
5.2
$11
.0
0
10
20
30
40
50
60
70
80
89 90 91 92 93 94 95 96 97 98 99 00 01 02 03 04 05 06 07 08 09 10 11 12 13 14 15 16*
2013/14/15 were welcome respites from 2011/12, among the costliest years for insured disaster losses in us history. 2016 is off to a costlier start.
*Through 6/30/16. 2016 figure stated in 2016 dollars.
Note: 2001 figure includes $20.3B for 9/11 losses reported through 12/31/01 ($25.9B 2011 dollars). Includes only business and personal property claims, business interruption and auto claims.
Non-prop/BI losses = $12.2B ($15.6B in 2011 dollars.)
Sources: Property Claims Service/ISO; Insurance Information Institute
U S I N S U R E D C A T A S T R O P H E L O S S E S 1989–2016
$ Billions, $2015 2012 was the third most expensive year ever for insured
CAT losses
$11.0B in insured CAT
losses through 6/30/16
0.8
1.1
1.1
0.1
0.9
3.6
0.4
1.2
0.4
0.8
1.3
0.3
0.4
0.7
1.5
1
0.4
0.4
0.7
1.8
1.1
0.6
1.4
2
1.3
2
0.5
0.5
0.7
3
1.2
2.1
8.8
2.3
5.9
3.3
2.8
1
3.6
2.9
1.6
5.4
1.6
3.3
3.3
8.1
2.7
1.6
5
2.6
4.6
9.6
8
3.5
4
3.1
4.5
0
2
4
6
8
10
12
19
60
19
62
19
64
19
66
19
68
19
70
19
72
19
74
19
76
19
78
19
80
19
82
19
84
19
86
19
88
19
90
19
92
19
94
19
96
19
98
20
00
20
02
20
04
20
06
20
08
20
10
20
12
20
14
20
16
F
The catastrophe loss component of private insurer losses has increased sharply in recent decades
*2010s represent 2010-2015E.
Notes: Private carrier losses only. Excludes loss adjustment expenses and reinsurance reinstatement premiums. Figures are adjusted for losses ultimately paid by foreign insurers and reinsurers.
Source: ISO (1960-2009); A.M. Best (2010-15E) Insurance Information Institute (2016F).
C O M B I N E D R A T I O P O I N T S A S S O C I A T E D W I T H C A T A S T R O P H E L O S S E S 1960 – 2016F*
Combined Ratio Points
Average CAT loss component of the combined ratio by decade
1960s: 1.04 1970s: 0.85 1980s: 1.31 1990s: 3.39
2000s: 3.52 2010s: 5.46*
Catastrophe losses as a share of all losses reached a
record high in 2011
7/27/2016
20
4.6 5.7 5.8 6.9 7.3 7.7 8.1 9.0 9.4 11.4
13.8
19.3
24.6 25.3 26.4
50.2
0
10
20
30
40
50
60
Iren
e (
20
11)
Jean
ne (
20
04
)
Fra
nce
s (2
00
4)
Rit
a (
2005
)
To
rnad
oes
/T-S
torm
s
(20
11
)
To
rnad
oes
/T-S
torm
s
(20
11
)
Hu
go
(
19
89
)
Ivan
(20
04
)
Ch
arle
y (
20
04
)
Wil
ma
(20
05)
Ike
(2
008
)
San
dy
* (
20
12)
No
rth
rid
ge
(19
94)
9/1
1 A
ttac
k (
20
01)
An
dre
w (
19
92)
Kat
rin
a (2
00
5)
Sources: PCS; Insurance Information Institute inflation adjustments to 2014 dollars using the CPI.
T O P 1 6 M O S T C O S T L Y D I S A S T E R S I N U S H I S T O R Y Katrina Still Ranks #1 Insured Losses
$ Billions, 2014 Dollars
Storm Sandy in 2012 was the last mega-CAT to hit the US
Includes Tuscaloosa, AL,
tornado
Includes Joplin, MO,
tornado
12 of the 16 Most expensive events in US history have occurred since 2004
I N F L A T I O N A D J U S T E D U S C A T A S T R O P H E L O S S E S by Cause of Loss 1995–20141
Hurricane &
Tropical Storms
40.7%
Events Involving Tornado
39.2%
Geological
0.1%
Terrorism
6.2%
Winter Storm
6.8%
1. Catastrophes are defined as events causing direct
insured losses to property of $25 million or more in
2014 dollars.
2. Excludes snow.
3. Does not include NFIP flood losses
4. Includes wildland fires
5. Includes civil disorders, water damage, utility
disruptions and non-property losses such as those
covered by workers compensation.
Source: ISO’s Property Claim Services Unit.
Wind losses by far cause the most
catastrophe losses, even if hurricanes/TS
are excluded
Tornado share of CAT losses is rising
Insured CAT losses from 1995-2014 totaled
$395.6 billion, an average of $19.8 billion
per year or $1.65 billion per month
Winter storm losses were much above average in 2014/15 and will push this
share up
Wind/Hail/Flood
5.4%
Fires
1.5%
Other
0.1%
7/27/2016
21
Overall losses
(in 2015 values)*
Insured losses
(in 2015 values)*
Analysis contains:
severe storm,
tornado, hail, flash
flood and lightning
C O N V E C T I V E L O S S E V E N T S I N T H E U S Overall and Insured Losses 1980–2015
$ Billions
The period from 2008-2015 has been the most expensive on record for insured losses from “convective events” (severe thunderstorms,
tornado, hail, lightning and flash flood)
*Losses adjusted to inflation based on CPI
Source: Geo Risks Research, NatCatSERVICE
$735.5
$819.6 $882.2
$942.4
$1,065.5
$798.0
$1,033.5
$952.5 $969.0
$673.5 $739.0
$790.0
0.0
200.0
400.0
600.0
800.0
1,000.0
1,200.0
2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015
The increased number and value of expensive electronic devices in homes has pushed total lightning claim costs to about $1 billion in many years even
as the number of lightning claims falls
Sources: Insurance Information Institute
I N S U R E D H O M E O W N E R S L O S S E S Due to Lightning 2004 - 2015 Insurers paid $790 million in
lightning claims in 2015, a 6.9% increase over 2014 $ Millions
7/27/2016
22
S E L E C T E D L A R G E O U T A G E S A S S O C I A T E D W I T H T R O P I C A L S Y S T E M S
by State
0.63
0.78
0.81
0.91
0.94
1
1.07
1.27
1.6
2.1
2.47
2.62
3.25
3.5
0.0 0.5 1.0 1.5 2.0 2.5 3.0 3.5 4.0
Connecticut: Sandy (2012)
Texas: Rita (2005)
New Jersey: Irene (2011)
Katrina: Katrina (2005)
New York: Irene (2011)
Mississippi: Katrina (2005)
Alabama: Ike (2008)
Pennsylvania: Sandy (2012)
Florida: Charley (2004)
New York: Sandy (2012)
Texas: Ike (2008)
New Jersey: Sandy (2012)
Florida: Wilma (2005)
Florida: Frances (2004)
Sources: US Dept. of Energy, Vertyx, AP analysis; Insurance Information Institute
Millions of Customers
Hurricanes and tropical
storms have produced
significant losses for
insurers in recent years,
including with Sandy in 2012
Overall losses
(in 2015 values)*
Insured losses
(in 2015 values)*
*Winter storms
include also winter
damages, blizzards
and cold waves
W I N T E R S T O R M L O S S E S I N T H E U S Overall and Insured Losses* 1980–2015
$ Billions
Winter storm losses have been increasing rapidly in recent years
*Losses adjusted to inflation based on CPI.
Source: Property Claim Services, MR NatCatSERVICE
7/27/2016
23
F I R S T H A L F 2 0 1 6 C A T L O S S E S by Type Severe Thunderstorms Lead the Way
As of
July 12, 2016
Number of
Events
Fatalities Estimated Overall
Losses
(US $million)
Estimated Insured
Losses
(US $million)*
Severe Thunderstorm 21 25 11,600 8,500
Winter Storms & Cold Waves 8 55 2,300 1,500
Flood, Flash Flood 60 3,300 3,300 1,000
Earthquake & Geophysical - - - -
Tropical Cyclone - - - -
Wildfire, Heat Waves &
Drought (ongoing drought conditions without loss
estimation for half the year)
5 10 200 Minor Losses
Totals 40 150 17,4000 11,000
Source: ISO’s Property Claims Services (PCS) Unit
Severe thunderstorms and hail drove up losses in the first half of 2016
F I R S T H A L F 2 0 1 6 C A T L O S S E S
Insured CAT losses in Texas in 2016 H1 totaled $6.6 billion
Meteorological events
(Tropical storm, extratropical
storm, convective storm,
local storm)
Hydrological events
(Flood, mass movement)
Climatological events
(Extreme temperature,
drought, forest fire)
Geophysical events
(Earthquake, tsunami,
volcanic activity)
Source: Munich Re
Everything Is Bigger in Texas
7/27/2016
24
Source: Barclays PLC from Guy Carpenter; Insurance Information Institute
U S P R O P E R T Y C A T R A T E on Line Index & Global Reinsurance ROE
Record traditional capacity, alternative capital and low CAT activity have pressured reinsurance prices; ROEs are down only very modestly
US Property CAT ROL Global Reinsurance ROE
Source: Munich Re, NatCatSERVICE, 2016
Drought USA, Jan–Oct
Earthquake Nepal, 25 Apr
Winter Storm Niklas Europe, 30 Mar–1 Apr
Severe storms USA, 7–10 Apr
Typhoon Mujigae China, 1–5 Oct
Severe storms USA, 23–28 May
Earthquake Pakistan, Afghanistan, 26 Oct
Heat wave India, Pakistan May–Jun
Tornado China, 1 Jun
Winter storm Australia, 19–24 Apr
Flash floods Chile, 23–26 Mar
Flash floods Ghana, 2–5 Jun
Floods Malawi, Mozambique Jan–Mar
Landslide Guatemala, 1 Oct
Flash floods USA, 2–6 Oct
Winter storm USA, Canada, 16–25 Feb
Severe storms USA, 18–21 Apr
Wildfires USA, 12 Sep–8 Oct
Heat wave Europe, Jun–Aug
Typhoon Soudelor China, Taiwan, 2–13 Aug
1,060 Loss events
Global insured CAT losses totaled $27 billion in 2015, 21% below the $31 billion average over the past 30 years (1985-2014, adj. for inflation)
Source: Munich Re.
L O S S E V E N T S Worldwide 2015
Meteorological events
(Tropical storm, extratropical
storm, convective storm,
local storm)
Hydrological events
(Flood, mass movement)
Climatological events
(Extreme temperature,
drought, forest fire)
Geophysical events
(Earthquake, tsunami,
volcanic activity)
7/27/2016
25
C Y B E R R I S K I S A R A P I D L Y E M E R G I N G
E X P O S U R E F O R B U S I N E S S E S L A R G E
A N D S M A L L I N E V E R Y I N D U S T R Y
C Y B E R R I S K & C Y B E R I N S U R A N C E
D A T A B R E A C H E S by Number of Breaches and Records Exposed
157
321
446
656
498
662
419
470
614
783 780
66.9
19.1
127.7
35.7
222.5
16.2 22.9
17.5
92
85.6
177.9
0
20
40
60
80
100
120
140
160
180
200
220
100
200
300
400
500
600
700
800
2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015
# Data Breaches # Records Exposed (Millions)
# Data Breaches Millions of Records Exposed
The total number of data breaches (+27.5%) hit a record high of 783 in 2014, exposing 85.6 million record through June 30; this year has seen 117.6 million records exposed in 400 breaches*
2005 ̶ 2015
Source: Identity Theft Resource Center,
http://www.idtheftcenter.org/images/breach/ITRCBreachReport2015.pdf
*2007-2012 figures exclude mortgage and financial guaranty segments.
7/27/2016
26
M A R S H Percentage of US Companies Purchasing Cyber Insurance Increased in 2014
*Take-up rate refers to the overall percentage of clients that purchased standalone cyber insurance.
Source: Benchmarking Trends: As Cyber Concerns Broaden, Insurance Purchases Rise, Marsh Risk Management Research Briefing, March 2015
8%
12%
18%
21%
21%
22%
26%
32%
50%
16%
6%
11%
13%
14%
17%
17%
16%
22%
45%
13%
Manufacturing
Communications, Media and Tech
Retail/Wholesale
Power and Utilities
Financial Institutions
Services
Hospitality and Gaming
Education
Health Care
All Industries
Take-up rate 2013
Take-up rate 2014*
Ever larger numbers of insureds seek financial protection via cyber insurance. The percentage of US companies buying cyber insurance rose to 16 percent in 2014.
C Y B E R I N S U R A N C E Growth Rates by Industry 2015
*Marsh clients.
Source: Benchmarking Trends: As Cyber Concerns Broaden, Insurance Purchases Rise, Marsh Risk Management Research Briefing, March 2015
63%
41%
30%
28%
28%
13%
15%
37%
6%
27%
Manufacturing
Communications, Media and Tech
Retail/Wholesale
Power and Utilities
Financial Institutions
Services
Hospitality and Gaming
Education
Health Care
All Industries
Ever larger numbers of insureds seek financial protection via cyber insurance. The growth rate in cyber premiums written was 27% percent in 2015.*
7/27/2016
27
M A R S H Total Limits Purchased, by Industry – Cyber Liability All Revenue Size
Source: Benchmarking Trends: As Cyber Concerns Broaden, Insurance Purchases Rise, Marsh Risk Management Research Briefing, March 2015
Average limits purchased for cyber risk rose 15% to $16.9 million for all industries and all company sizes in 2015. Power and utility companies witnessed a sharper
percentage increase in average limits, at 22 percent.
$14.7
$39.0
$4.0
$25.1
$11.0 $12.6 $12.6
$20.4
$17.0
$9.3
$16.9
$43.3
$4.1
$29.7
$13.1 $12.0
$24.9 $24.9
$15.0 $13.3
$0
$5
$10
$15
$20
$25
$30
$35
$40
$45
$50
All Industries Comms, Media
& Technology
Education Financial
Institutions
Health Care Hospitality &
Gaming
Manufacturing Power and
Utilities
Retail/Wholesale Services
Avg. 2014 Limits Avg. 2015 Limits
Limits purchased for the power & utility sector were
up 22.1% in 2015
$ Millions
M A R S H Total Limits Purchased, by Industry – Cyber Liability Revenue > $1 Billion
Source: Benchmarking Trends: Operational Risks Drive Cyber Insurance Purchases, Marsh Management Research Briefing, March 2016.
Among larger companies, average cyber insurance limits purchased increased by 14.6 percent to $39.2 million in 2015, from $34.2 million in 2014; Power and Utility
purchases were up 21.8%
$34.2
$86.4
$8.2
$51.8
$22.9 $27.3
$20.0
$30.8 $26.5 $28.5
$39.2
$56.7
$10.0
$61.0
$27.2 $27.9
$19.2
$37.5
$29.0
$37.3
$0
$10
$20
$30
$40
$50
$60
$70
$80
$90
$100
All Industries Comms, Media
& Technology
Education Financial
Institutions
Health Care Hospitality &
Gaming
Manufacturing Power and
Utilities
Retail/Wholesale Services
Avg. 2014 Limits Avg. 2015 Limits
$ Millions
7/27/2016
28
C Y B E R L I A B I L I T Y Historical Rate Changes Price per Million
Source: Benchmarking Trends: Operational Risks Drive Cyber Insurance Purchases, Marsh Management Research Briefing, March 2016.
20.3% 20.0%
18.7%
16.9%
18.5%
16.1% 15.3%
12.1%
10%
12%
14%
16%
18%
20%
22%
15:Q1 15:Q2 15:Q3 15:Q4
Average Total Price Per Million Change Average Primary Price Per Million Change
Cyber insurance premiums trended lower in 2015 despite
increased frequency and severity of losses in some sectors
T H E S T R E N G T H O F T H E E C O N O M Y
W I L L G R E A T L Y I N F L U E N C E I N S U R E R
E X P O S U R E B A S E A N D D R I V E E N E R G Y
D E M A N D
T H E E C O N O M Y
7/27/2016
29
4.1
%
1.1
%
1.8
%
2.5
%
3.6
%
3.1
%
2.7
%
1.8
%
-1.8
%
1.3
%
-3.7
%
-8.9
% -5
.3%
-0.3
%
1.4
% 5
.0%
2.3
%
2.2
%
2.6
%
2.4
%
0.1
%
2.5
%
1.3
%
4.1
%
2.0
%
1.3
%
3.1
%
0.4
%
2.7
%
1.8
%
4.5
%
3.5
%
-0.9
%
4.6
%
4.3
%
2.1
%
0.6
% 3.9
%
2.0
%
1.4
%
1.1
%
2.5
%
2.2
%
2.2
%
2.2
%
2.3
%
2.2
%
2.1
%
-20%
-15%
-10%
-5%
0%
5%
10%
2
00
0
2
00
1
2
00
2
2
003
2
00
4
2
00
5
2
00
6
2
00
7
08
:1Q
08
:2Q
08
:3Q
08
:4Q
09
:1Q
09
:2Q
09
:3Q
09
:4Q
10:1
Q
10
:2Q
10
:3Q
10
:4Q
11
:1Q
11
:2Q
11
:3Q
11
:4Q
12:1
Q
12
:2Q
12
:3Q
12
:4Q
13
:1Q
13
:2Q
13
:3Q
13
:4Q
14
:1Q
14
:2Q
14
:3Q
14
:4Q
15
:1Q
15:2
Q
15
:3Q
15
:4Q
16
:1Q
16
:2Q
16
:3Q
16
:4Q
17
:1Q
17
:2Q
17
:3Q
17
:4Q
* Estimates/Forecasts from Blue Chip Economic Indicators.
Source: US Department of Commerce, Blue Economic Indicators 7/16; Insurance Information Institute
U S R E A L G D P G R O W T H *
Percent
Demand for energy should increase in 2016-17 as GDP growth continues at a steady, albeit moderate pace and gradually benefits the economy broadly
Recession began in Dec. 2007
The Q4:2008 decline was the steepest since the Q1:1982 drop of 6.8%
Q1 2014/15 GDP data were hit hard by the “Polar Vortex” and
harsh winter
4.7
%
4.6
%
4.7
%
4.5
%
4.5
%
4.5
%
4.6
%
4.8
%
4.9
% 5.4
% 6
.1%
6.9
%
8.1
%
9.3
%
9.6
%
10
.0%
9.7
%
9.6
%
9.6
%
9.6
%
8.9
%
9.1
%
9.1
%
8.7
%
8.3
%
8.2
%
8.0
%
7.8
%
7.7
%
7.6
%
7.3
%
7.0
%
6.6
%
6.2
%
6.1
%
5.7
%
5.6
%
5.4
%
5.2
%
5.0
%
4.9
%
4.9
%
4.8
%
4.7
%
4.6
%
4.6
%
4.5
%
4.5
%
4%
5%
6%
7%
8%
9%
10%
11%
06:Q
1
06:Q
2
06:Q
3
06:Q
4
07:Q
1
07:Q
2
07:Q
3
07:Q
4
08:Q
1
08:Q
2
08:Q
3
08:Q
4
09:Q
1
09:Q
2
09:Q
3
09:Q
4
10:Q
1
10:Q
2
10:Q
3
10:Q
4
11:Q
1
11:Q
2
11:Q
3
11:Q
4
12:Q
1
12:Q
2
12:Q
3
12:Q
4
13:Q
1
13:Q
2
13:Q
3
13:Q
4
14:Q
1
14:Q
2
14:Q
3
14:Q
4
15:Q
1
15:Q
2
15:Q
3
15:Q
4
16:Q
1
16:Q
2
16:Q
3
16:Q
4
17:Q
1
17:Q
2
17:Q
3
17:Q
4
Unemployment forecasts have been revised modestly
downward. Optimistic scenarios put unemployment as low as
4.4% by Q4 of 2016.
* = actual; = forecasts
Sources: US Bureau of Labor Statistics; Blue Chip Economic Indicators (7/16 edition); Insurance Information Institute
U S U N E M P L O Y M E N T R A T E F O R E C A S T
Percent
Rising unemployment eroded payrolls and WC’s
exposure base
Unemployment peaked at 10% in late 2009
Jobless figures have been revised
downwards for 2016
2007:Q1 to 2017:Q4F*
7/27/2016
30
59
B R E X I T Potential Impacts on the Global (Re)insurance Industry
• Brexit is a net negative for the global (re)insurance industry
• Fundamentally, Brexit is a protectionist measure and antithetical to free trade; economic negatives:
• Dollar appreciates weakening US exports
• Delays Fed rate hikes
• Uncertainty
• Free flow of financial capital, human capital and coordinated regulatory policy
across EU states is on net good for Europe’s economy
• Concern that UK’s action could initiate a domino effect
• Economic integration is the cornerstone of keeping (most of) Europe free of war
• Does Brexit weaken Solvency II and efforts to implement European-like regulations in the US?
W W W . I I I . O R G
T H A N K Y O U F O R Y O U R T I M E
A N D Y O U R A T T E N T I O N !
T W I T T E R : T W I T T E R . C O M / B O B _ H A R T W I G
D O W N L O A D A T W W W . I I I . O R G / P R E S E N T A T I O N S
I N S U R A N C E I N F O R M A T I O N I N S T I T U T E O N L I N E
7/27/2016
31