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Commercial Non-Life Insurance Brokers in Germany

  • May 2016
  • -
  • Finaccord
  • -
  • 24 pages

Commercial Non-Life Insurance Brokers in Germany, plus the BrokerBASE™ and market data file that accompany it, investigates the importance of brokers in the distribution of non-life (P&C) insurance for business, public sector and not-for-profit customers in Germany. This study first provides unique data concerning the size, segmentation and growth of the German commercial non-life insurance market itself. It then quantifies the share of this market that is intermediated by brokers and, based on extensive primary research covering all significant broking entities, it ranks the leading 70 brokers in Germany according to their approximate revenues derived from commercial non-life insurance, excluding income from other activities such as personal lines and employee benefits consulting.

This study provides unique data in the following areas:

- the value of commercial non-life insurance markets from 2011 to 2015 with a segmentation between commercial liability, motor, property, MAT and other premiums and with a split for 2015 alone by size of insured entity (i.e. micro, small, medium, large and very large customers);

- the distribution share of brokers in this market in both 2011 and 2015 and the revenues consequently generated by them in each year that represent the value of the market for commercial lines broking in Germany;

- the approximate segmentation of commercial lines broking revenues by size of insured entity (i.e. again with a split across micro, small, medium, large and very large customers);

- the combined share of commercial lines broking revenues of the top three and top ten brokers in 2015 with this data broken out in the BrokerBASE™ for each of the top 70 brokers in Germany;

- also for the top 70 brokers, the approximate segmentation of their total broking revenues in 2015 (expressed as a percentage range) between commercial lines, personal lines, employee benefits plus life / health insurance, and wholesale insurance / reinsurance;

- forecasts for 2019 for the value of commercial non-life insurance premiums, brokers' distribution share of this market and the revenues predicted to be generated by brokers in that year from commercial lines.

Moreover, the study can be used in one or more of the following ways:

- to quantify the size and structure of both the underlying commercial non-life insurance sector and the associated commercial lines broking market in Germany;

- to understand how the value of both of these is likely to segment by size of insured customer;

- to understand the competitive landscape for commercial lines broking in Germany as defined by market concentration, the presence of international brokers and the business mix of the top 70 competitors;

- to identify the leading commercial lines brokers in Germany, with coverage of competitors such as Aon Deutschland, Ecclesia Gruppe, Funk Gruppe, Marsh & McLennan Companies and Martens & Prahl.

Table Of Contents

Commercial Non-Life Insurance Brokers in Germany
0.0 EXECUTIVE SUMMARY . 1
1.0 INTRODUCTION 3
What is this report about? 3
The focus is uniquely on commercial non-life (PandC) insurance, excluding other types of business. . 3
.and on brokerage, even where intermediaries can act as both agents and brokers . 3
Rationale . 3
In many countries, brokers constitute the most important distribution channel for commercial lines . 3
Methodology . 4
Research program 4
Market data analysis . 4
Definitions . 4
Premiums 4
Size of insured entity. 5
Abbreviations 5
BrokerBASE . 5
Finaccord 5
2.0 MARKET ANALYSIS . 8
Introduction . 8
Regulatory information . 8
There is a clear, long-term trend for an increasing number of insurance brokers in Germany… 8
… and a declining number of insurance agents… . 8
… albeit some ‘brokers' act more in the manner of multi-tied agents 9
Captive brokers owned by large industrial companies are an important feature of the German market . 9
The Verband Deutscher Versicherungsmakler lays claim to over 600 member firms 9
Commercial non-life insurance market . 9
Commercial non-life insurance premiums in Germany have been growing consistently… . 9
… with those for commercial motor insurance having risen most rapidly . 10
Premiums split quite evenly across the five categories of insured entity as defined by their size 11
Commercial non-life insurance brokers 13
Overview of brokers' presence in the distribution of commercial non-life insurance 13
In commercial non-life insurance, brokers are gradually eroding the distribution share of agents… . 13
… and are being helped by the introduction of more modern processes, such as e-trading solutions 13
Over one third of commercial lines broking revenues are attributable to the largest client segment . 14
Competitor trends . 16
Commercial non-life insurance broking in Germany still features a fragmented competitive structure. . 16
. with only the market leader claiming a market share of commercial lines revenues in excess of 10% . 16
Other brokers ranked in the top ten are characterised by a diverse range of ownership structures 17
The merger of MRH Group with Trowe will propel the combined entity further up the ranking of brokers 18
For a majority of the top 70 competitors, commercial lines broking is their most important activity… . 19
… although several of the largest entities derive very substantial revenues from employee benefits . 19
Several of the top 70 brokers in Germany specialise in particular sectors or product segments . 20
International broker networks . 23
Both Trust Risk Control and unisonBrokers lay claim to multiple broking members in Germany 23
Future outlook . 23
The commercial lines broking market is on track to be worth EUR 2 billion in revenues by 2019 . 23

LIST OF GRAPHICS / TABLES
0.0 EXECUTIVE SUMMARY . 1
Key market data for commercial non-life insurance brokers in Germany, 2011, 2015 and 2019 (forecast) 2
1.0 INTRODUCTION 3
2.0 MARKET ANALYSIS . 8
Segmentation of commercial non-life insurance gross written premiums in Germany by line of business, 2015 10
Growth in commercial non-life insurance gross written premiums in Germany segmented by line of business, 2011 to 2015 11
Segmentation of commercial non-life insurance gross written premiums in Germany by line of business, 2011 to 2015 (table) . 11
Segmentation of commercial non-life insurance gross written premiums in Germany between micro, small, medium, large and very large entities, 2015 . 12
Segmentation of commercial non-life insurance gross written premiums in Germany between micro, small, medium, large and very large entities, 2015 (table) . 13
Brokers' distribution share of the commercial non-life insurance market and revenues earned from it in Germany, 2011 and 2015 14
Brokers' distribution share of the commercial non-life insurance market and revenues earned from it in Germany, 2011 and 2015 (table) 14
Segmentation of commercial non-life insurance broking revenues in Germany between micro, small, medium, large and very large entities, 2015 . 15
Segmentation of commercial non-life insurance broking revenues in Germany between micro, small, medium, large and very large entities, 2015 (table) . 16
Share of the top three and the top ten brokers in commercial non-life insurance broking in Germany, 2011 and 2015 . 17
Market shares of commercial non-life insurance broking revenues of the top ten brokers in Germany, 2015 19
Segmentation of all insurance broking revenues between commercial lines, personal lines, employee benefits / life / health insurance and wholesale / reinsurance, for the top 70 commercial non-life insurance brokers in Germany, 2015 . 21
Segmentation of all insurance broking revenues between commercial lines, personal lines, employee benefits / life / health insurance and wholesale / reinsurance, for the top 70 commercial non-life insurance brokers in Germany, 2015 (continued) . 22
Partners of international broker networks in Germany, 2016 23
Brokers' distribution share of the commercial non-life insurance market and revenues earned from it in Germany, 2019 (forecast) 24
Brokers' distribution share of the commercial non-life insurance market and revenues earned from it in Germany, 2019 (forecast) (table) 24

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