Table of Contents
0.0 EXECUTIVE SUMMARY
- Finaccord' s research covers 750 associations classifiable in 12 industry
categories
- Affinity programs for commercial insurance are most commonly organised by
associations
- … with the number having increased since publication of the
original research in 2005
- … although take-up rates among member firms are highest for
business banking services
- Business banking services are widespread among bodies in the retailing and
distribution group
- … with RBS emerging as a leader in this domain largely by virtue of
its ownership of Streamline
- Within a fragmented market, Towergate is a leading partner for affinity
insurance schemes
- … although numerous other suppliers are competing for the limited
number of mandates on offer
- 139 associations have organised accident and health insurance schemes for
their members
- … with BUPA and Private Health Partnership apparently the most
commonly used suppliers
- Initiatives for life insurance and pensions are less widespread among
trade bodies
- … although Parliament Hill maintains relationships with as many as
ten professional associations
- Most offerings for personal lines policies are carried over from business
insurance schemes
- A significant number of associations are seeking to introduce new services
by the end of 2008
- … with prior research proving the importance of this channel for
banking and insurance providers
1.0 INTRODUCTION
- Finaccord
- PartnerBASE™
- Rationale
- The report offers an updated analysis ever of commercial affinity groups
in the UK
- … for whom organisation of financial services represents just one
strand of potential activity
- Methodology
- The research extends to a universe of 750 professional and trade
associations in the UK
- … over 100 of which possess in excess of 3,000 individual or
corporate members
- Definitions
2.0 MARKET OVERVIEW
- Introduction
- Overview
- Over a third of associations have established affinity schemes for
commercial insurance
- … with the latest survey results proving that affinity initiatives
are increasing in all areas
- Gradual if not explosive growth may be anticipated in all areas up to the
end of 2008
- Payment processing services achieve high take-up rates among trade
association members
- … with affinity schemes for commercial insurance also frequently
popular with member firms
- Business banking
- Associations in the retailing and distribution category are most likely to
be active in this area
- … with fewer than 10% of those in six industry categories having
organised banking services
- Streamline helps RBS to the largest number of association agreements
- … although a further six banking groups have at least two exclusive
partnerships each
- Business insurance
- Over a third of associations in four industry groups offer commercial
insurance schemes
- Numerous insurance brokers compete for commercial insurance affinity
mandates
- … with Towergate emerging as a leader in terms of outright number
of partnerships
- … albeit the market for relationships fragments rapidly thereafter
among multiple providers
- Accident and health insurance
- Professional associations are most likely to have set up accident and
health insurance schemes
- Private Health Partnership and BUPA are the providers most commonly used
by associations
- Private Health Partnership has built up a portfolio of around 8,000 mainly
corporate clients
- Life insurance and pensions
- Schemes for life insurance and pensions are less frequently organised by
trade associations
- Most association schemes for life insurance and pensions are organised
through brokers
- … although a significant number of life offices have established
direct affinity marketing links
- Personal general insurance
- Personal lines are sometimes offered as a ' carry over' from commercial
insurance schemes
- … although for Parliament Hill, they amount to a key element of its
member benefits programs
3.0 INDUSTRY CATEGORIES
- Introduction
- 3.1 Agriculture and forestry
- Introduction
- Business banking
- Three bodies in this category have organised business banking services
for members
- Business insurance
- Nearly a quarter of respondents operate an affinity scheme for
commercial insurance
- Accident and health insurance
- Two trade bodies in the agriculture and forestry category offer accident
or health insurance
- Life insurance and pensions
- Personal general insurance
- The AA maintains relationships with two trade bodies in the agriculture
and forestry category
- 3.2 Business and personal services
- Introduction
- Business banking
- Streamline lays claim to four exclusive deals in the business and
personal services category
- Bank of Scotland has linked with LogBuy to widen the audience for its
card processing service
- Business insurance
- Programs for business insurance are common in the business and personal
services category
- … although the supply structure in this sector remains subject to
extraordinary fragmentation
- Accident and health insurance
- Private Health Partnership is the dominant partner of trade associations
in this category
- … with only two other providers having established more than one
exclusive deal in this field
- Life insurance and pensions
- The supply structure for marketing to trade associations in this
category is highly fragmented
- … with only Legal & General having established more than one
exclusive relationship
- Personal general insurance
- Both the AA and the RAC possess a pair of affinity marketing agreements
in this sector
- 3.3 Construction and engineering
- Introduction
- Business banking
- The Scottish and Northern Ireland Plumbing Employers Federations owns a
captive company
- Business insurance
- Over one third of trade bodies in this category have organised business
insurance schemes
- … with no provider claiming more than three exclusive
relationships with bodies in this sector
- Accident and health insurance
- Provision rates for accident and health insurance are slightly below the
overall average
- Welplan is a wholly-owned subsidiary of the Heating and Ventilating
Contractors Association
- Life insurance and pensions
- B&CE Benefits operates the UK' s largest stakeholder scheme with around
400,000 members
- Personal general insurance
- Few associations in the construction and engineering category offer
personal lines policies
- 3.4 Food, drink and healthcare
- Introduction
- Business banking
- Six trade associations in this category have initiated affinity schemes
for business banking
- Business insurance
- Giles Insurance Brokers is the only provider with more than two
exclusive deals in this category
- Accident and health insurance
- HMCA is the partner for accident and health insurance of two
associations in this category
- Life insurance and pensions
- Personal general insurance
- A number of affinity marketing arrangements exist in this category for
personal lines insurance
- 3.5 Manufacturing and packaging
- Introduction
- Business banking
- BHF Finance is used by several trade bodies in addition to the British
Hardware Federation
- Business insurance
- Over a quarter of bodies in this sector have established a commercial
insurance scheme
- … with AXA' s Layton Blackham maintaining links with the highest
number of associations
- … although the use of Miles Smith by METCOM is likely to be a
particularly large affinity deal
- Accident and health insurance
- BUPA, CBG Financial Services and Layton Blackham are the dominant
providers
- Life insurance and pensions
- … with the relationships of the latter two firms also extending
to life insurance and pensions
- Personal general insurance
- The AA has established five relationships in this category, four of
which are exclusive
- 3.6 Media, marketing and entertainment
- Introduction
- Business banking
- HSBC maintains a trio of affinity deals in the media, marketing and
entertainment category
- Business insurance
- This industry group is characterised by a fairly low incidence of
commercial insurance schemes
- Accident and health insurance
- Just one scheme for accident or health insurance was identified in this
industry sector
- Life insurance and pensions
- … with interest being similarly limited for both life insurance
and pensions
- Personal general insurance
- … and for personal non-life insurance
- 3.7 Mining, minerals and utilities
- Introduction
- Business banking
- Elavon Merchant Services has created an affinity link with the
Federation of Petroleum Suppliers
- Business insurance
- Associations in the mining, minerals and utilities category display the
lowest rate of activity
- Accident and health insurance
- BUPA, Health Matters and Private Health Partnership all lay claim to one
deal each in this field
- Life insurance and pensions / personal general insurance
- 3.8 Professional services
- Introduction
- Business banking
- Lloyd & Whyte intermediates card payment processing services as a part
of its affinity package
- The Professional Contractors Group collaborates directly with a trio of
banking partners
- Business insurance
- Through Parliament Hill, Trafalgar Risk Management is a market leader in
this sector
- … with only four other brokers possessing two or more exclusive
partnerships in the field
- Accident and health insurance
- Almost a half of associations have organised accident or health
insurance for their members
- BUPA and HMCA rank among the foremost providers to the professional
association sector
- … although a variety of other protagonists, including WPA and
several brokers, are also active
- Life insurance and pensions
- Over 20 providers compete for appointments on an exclusive or shared
basis in this sector
- Personal general insurance
- The supply structure for personal general insurance to this constituency
is also very fragmented
- 3.9 Retailing and distribution
- Introduction
- Business banking
- Almost a half of associations in this category have established deals
for business banking
- … with HSBC and RBS, including Streamline, accounting together
for a majority of these ties
- The National Market Traders Federation works with a pair of mobile
payment solutions providers
- The tie of Alliance & Leicester Commercial Bank with the NPA has passed
its third anniversary
- Business insurance
- Commercial insurance schemes are also comparatively prevalent in this
industry grouping
- Leading providers include Giles Insurance Brokers, Jardine Lloyd
Thompson and T. H. March
- Accident and health insurance
- BUPA, CBG Financial Services and the Private Health Partnership each
hold a trio of deals
- … with AXA PPP and HMCA having established a pair of schemes each
in this sector
- Life insurance and pensions
- A number of assocs. in this category have organised schemes for life
insurance or pensions
- Personal general insurance
- In several instances, commercial insurance programs have been extended
to personal lines
- 3.10 Technology and telecoms
- Introduction
- Business banking
- Only two entities in the technology and telecoms category have arranged
banking services
- Business insurance
- … a number that rises to five in the case of affinity programs
for business insurance
- Accident and health insurance
- … and to four in the case of accident and health insurance
- Life insurance and pensions
- Personal general insurance
- Hiscox has secured the United Kingdom IT Association as an affinity
partner in this field
- 3.11 Transport and tourism
- Introduction
- Business banking
- Through Pelican, a buying company, the British Institute of Innkeeping
works with two banks
- Business insurance
- Towergate Underwriting is the sole partner of two bodies in the
transport and tourism category
- … with all other competitors active in this field restricted to
one exclusive partnership each
- Accident and health insurance
- BUPA and the Private Health Partnership each lie behind a pair of
schemes in this arena
- Life insurance and pensions
- Only the British Institute of Innkeeping and UKinbound are active in
life insurance and pensions
- Personal general insurance
- Six trade associations in this category distribute personal non-life
insurance to members
- 3.12 Other miscellaneous
- Introduction
- Business banking
- Chamber Payment Services is organised through Bank of Scotland' s First
Data division
- Business insurance
- Two major trade bodies offer free legal expenses insurance as a part of
the membership fee
- Accident and health insurance
- The British Chambers of Commerce has endorsed both AXA PPP and Westfield
Health
- Life insurance and pensions
- The Federation of Small Businesses has established a service that
utilises its own members
- Personal general insurance
- The British Chambers of Commerce is tied to the AA in the context of
road assistance
GRAPHICS / TABLES
- Professional and trade assocs. contacted for the research, segment. by
ind. category and member numbers
- The top 100 professional and trade associations in the UK ranked by member
numbers, 2007
- The top 100 professional and trade associations in the UK ranked by member
numbers, 2007 (cont.)
- Professional and trade assocs. offering financial services: current pen.
by broad sector of financial services
- Trade associations offering financial services: possible future
penetration by broad sector of financial services
- Trade assocs. offering financial services: average member take-up rates by
broad sector of financial services
- Professional and trade assocs. offering business banking svs.: penetration
by industry category
- Professional and trade assocs. offering business banking svs.: operating
models and partner market shares
- Professional and trade assocs. offering business insurance svs.:
penetration by industry category
- Professional and trade assocs. offering business insurance svs.: operating
models and partner market shares
- Professional and trade assocs. offering accident and health insurance:
penetration by industry category
- Professional and trade assocs. offering accident and health ins.:
operating models and partner market shares
- Professional and trade assocs. offering life insurance and pensions:
penetration by industry category
- Professional and trade assocs. offering life ins. and pensions: operating
models and partner market shares
- Professional and trade assocs. offering personal general insurance:
penetration by industry category
- Professional and trade assocs. offering personal general ins.: operating
models and partner market shares
- Trade assocs. in the ag. / forestry cat. offering bus. bank. servs.: pen.,
operating models and ptr. mkt. shares
- Trade assocs. in the ag. / forestry cat. offering bus. ins. servs.: pen.,
operating models and ptr. mkt. shares
- Trade assocs. in the ag. / forestry cat. offering acc. and hth. ins.:
pen., operating models and ptr. mkt. shares
- Trade assocs. in the ag. / forestry cat. offering pers. gen. ins.: pen.,
operating models and ptr. mkt. shares
- Trade assocs. in the bus. / prs. svs. cat. offering bus. bank. servs.:
pen., operating models and ptr. mkt. shares
- Trade assocs. in the bus. / prs. svs. cat. offering bus. ins. servs.:
pen., operating models and ptr. mkt. shares
- Trade assocs. in the bus. / prs. svs. cat. offering acc. and hth. ins.:
pen., operating models and ptr. mkt. shares
- Trade assocs. in the bus. / prs. svs. cat. offer. life ins. and pens..:
pen., operating models and ptr. mkt. shares
- Trade assocs. in the bus. / prs. svs. cat. offering pers. gen. ins.: pen.,
operating models and ptr. mkt. shares
- Trade assocs. in the const. / eng. cat. offering bus. bank. servs.: pen.,
operating models and ptr. mkt. shares
- Trade assocs. in the const. / eng. cat. offering bus. ins. servs.: pen.,
operating models and ptr. mkt. shares
- Trade assocs. in the const. / eng. cat. offering acc. and hth. ins.: pen.,
operating models and ptr. mkt. shares
- Trade assocs. in the const. / eng. cat. offering life ins. and pens..:
pen., operating models and ptr. mkt. shares
- Trade assocs. in the const. / eng. cat. offering pers. gen. ins.: pen.,
operating models and ptr. mkt. shares
- Trade assocs. in the fd. / dnk. / hth. cat. offering bus. bank. servs.:
pen., operating models and ptr. mkt. shares
- Trade assocs. in the fd. / dnk. / hth. cat. offering bus. ins. servs.:
pen., operating models and ptr. mkt. shares
- Trade assocs. in the fd. / dnk. / hth. cat. offering acc. and hth. ins.:
pen., operating models and ptr. mkt. shares
- Trade assocs. in the fd. / dnk. / hth. cat. offering pers. gen. ins.:
pen., operating models and ptr. mkt. shares
- Trade assocs. in the man. / pack. cat. offering bus. bank. servs.: pen.,
operating models and ptr. mkt. shares
- Trade assocs. in the man. / pack. cat. offering bus. ins. servs.: pen.,
operating models and ptr. mkt. shares
- Trade assocs. in the man. / pack. cat. offering acc. and hth. ins.: pen.,
operating models and ptr. mkt. shares
- Trade assocs. in the man. / pack. cat. offering life ins. and pens..:
pen., operating models and ptr. mkt. shares
- Trade assocs. in the man. / pack. cat. offering pers. gen. ins.: pen.,
operating models and ptr. mkt. shares
- Trade assocs. in the med. / mkt. / ent. cat. offer. bus. bank. servs.:
pen., operating models and ptr. mkt. shares
- Trade assocs. in the med. / mkt. / ent. cat. offer. bus. ins. servs.:
pen., operating models and ptr. mkt. shares
- Trade assocs. in the med. / mkt. / ent. cat. offer. acc. and hth. ins.:
pen., operating models and ptr. mkt. shares
- Trade assocs. in the med. / mkt. / ent. cat. offer. life ins. and pens..:
pen., op. models and ptr. mkt. shares
- Trade assocs. in the med. / mkt. / ent. cat. offer. pers. gen. ins.: pen.,
operating models and ptr. mkt. shares
- Trade assocs. in the min. / mns. / uts. cat. offer. bus. bank. servs.:
pen., operating models and ptr. mkt. shares
- Trade assocs. in the min. / mns. / uts. cat. offer. bus. ins. servs.:
pen., operating models and ptr. mkt. shares
- Trade assocs. in the min. / mns. / uts. cat. offer. acc. and hth. ins.:
pen., operating models and ptr. mkt. shares
- Trade assocs. in the retail. / dist. cat. offering bus. bank. servs.:
pen., operating models and ptr. mkt. shares
- Trade assocs. in the retail. / dist. cat. offering bus. ins. servs.: pen.,
operating models and ptr. mkt. shares
- Trade assocs. in the retail. / dist. cat. offering acc. and hth. ins.:
pen., operating models and ptr. mkt. shares
- Trade assocs. in the retail. / dist. cat. offering life ins. and pens..:
pen., operating models and ptr. mkt. shares
- Trade assocs. in the retail. / dist. cat. offering pers. gen. ins.: pen.,
operating models and ptr. mkt. shares
- Professional associations offering bus. bank. servs.: pen., operating
models and partner market shares
- Professional associations offering bus. ins. servs.: penetration,
operating models and partner market shares
- Professional associations offering acc. and hth. ins.: pen., operating
models and partner market shares
- Professional associations offering life ins. and pens..: pen., operating
models and partner market shares
- Professional associations offering pers. gen. ins.: penetration, operating
models and partner market shares
- Trade assocs. in the tech. / tel. cat. offering bus. bank. servs.: pen.,
operating models and ptr. mkt. shares
- Trade assocs. in the tech. / tel. cat. offering bus. ins. servs.: pen.,
operating models and ptr. mkt. shares
- Trade assocs. in the tech. / tel. cat. offering acc. and hth. ins.: pen.,
operating models and ptr. mkt. shares
- Trade assocs. in the tech. / tel. cat. offering pers. gen. ins.: pen.,
operating models and ptr. mkt. shares
- Trade assocs. in the trans. / tour. cat. offering bus. bank. servs.: pen.,
operating models and ptr. mkt. shares
- Trade assocs. in the trans. / tour. cat. offering bus. ins. servs.: pen.,
operating models and ptr. mkt. shares
- Trade assocs. in the trans. / tour. cat. offering acc. and hth. ins.:
pen., operating models and ptr. mkt. shares
- Trade assocs. in the trans. / tour. cat. offering life ins. and pens..:
pen., operating models and ptr. mkt. shares
- Trade assocs. in the trans. / tour. cat. offering pers. gen. ins.: pen.,
operating models and ptr. mkt. shares
- Trade assocs. in the other misc. cat. offering bus. bank. servs.: pen.,
operating models and ptr. mkt. shares
- Trade assocs. in the other misc. cat. offering bus. ins. servs.: pen.,
operating models and ptr. mkt. shares
- Trade assocs. in the other misc. cat. offering acc. and hth. ins.: pen.,
operating models and ptr. mkt. shares
- Trade assocs. in the other misc. cat. offering life ins. and pens..: pen.,
operating models and ptr. mkt. shares
- Trade assocs. in the other misc. cat. offering pers. gen. ins.: pen.,
operating models and ptr. mkt. shares
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