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Finaccord’s report titled Manufacturer-Branded and Dealer-Intermediated Motor Insurance and Road Assistance in Latin America amalgamates comprehensive and in-depth research covering six countries, namely Argentina, Brazil, Chile, Colombia, Mexico and Peru.

Based on a survey of 395 dealers in these countries and an investigation typically covering between 20 and 40 manufacturer brands in each territory, the study delivers unique insights into the market for cross-selling or packaging motor insurance and road assistance in conjunction with sales of new and used passenger cars bought by consumers through the automotive trade distribution channel.

Table Of Contents

Manufacturer-Branded and Dealer-Intermediated Motor Insurance and Road Assistance in Latin America
Table of Contents

Executive Summary

Introduction

Regional overview

Argentina
Brazil
Chile
Colombia
Mexico
Peru
List of Graphics / Tables



0.0 EXECUTIVE SUMMARY

New car sales to individuals rose fastest in Peru and Mexico between 2010 and 2014

Motor insurance sold through the automotive trade is a substantial market in Latin America…

...making up over 40% of total personal motor insurance premiums in the region

Motor insurance is a core financial product to distribute for most car dealers and manufacturer brands

As groups, MAPFRE and Liberty Mutual are the strongest providers in this market…

… followed by ACE, Quálitas and Zurich

Road assistance cover distributed by the automotive trade exceeds USD 150 million in value...

... even though a significant proportion of manufacturer brands in Chile, Colombia and Peru do not offer it

Road assistance is quite frequently packaged with extended warranties or motor insurance

The top five road assistance providers through the automotive channel are likely to be independent firms...

...led by Ike Asistencia and MAPFRE Asistencia

1.0 INTRODUCTION

What is this report about?

The focus of the report is on motor insurance and road assistance distributed by the automotive trade

Rationale

The provision of financial services is essential to support both car sales and profitability

This report offers a unique analysis of the subject in Latin America based on primary research

Methodology

Survey of dealers and manufacturers

Market data

Computation of market data is based on a variety of inputs including the results of the dealer survey

External sources

Definitions

Motor insurance and road assistance

Operating models

Tied and non-tied providers

Abbreviations

Exchange rates

Graphical analyses

PartnerBASE and market data annexe

Finaccord

2.0 REGIONAL OVERVIEW

Passenger vehicle data

Car parc

There are nearly 100 million passenger cars registered in Latin America...

...and this number has risen by over 20 million since 2010

New car sales to individuals

New car sales grew from 2010 to 2013 but then dipped in 2014...

...with weak sales in Brazil counterbalancing growth in smaller markets

Used car sales

Brazil hosts the largest used car market in the region, followed by Mexico…

… but dealers play a marginal role in Mexico's used car market due to imports from the US

Sales by manufacturer groups

Across the six countries, GM and VW are the leading manufacturer groups…

...while Fiat's strength in Brazil gives Fiat Chrysler third place at a regional level

Motor insurance

Survey of automotive dealers

Motor insurance is on offer from all car dealers in four of the six countries surveyed

Brazilian car dealers work with by far the highest number of motor insurance providers, on average…

...although those in Mexico are most likely to employ both tied and non-tied providers

Among new car buyers, take-up rates for dealer-intermediated motor insurance are highest in Mexico…

… with the same metric also peaking in Mexico among used car buyers

Types of motor insurance policy sold by dealers

Comprehensive motor insurance is most frequently available from dealers in Latin America…

...albeit those in Brazil and Chile can offer policies providing more limited cover

Manufacturer brand survey results

All manufacturer brands in Argentina, Mexico and Peru hold a partnership for motor insurance

The leading brand with no apparent scheme in place is Fiat in Brazil

Over 90% of manufacturer brands in Colombia work directly with one or more external underwriters...

... while brokers are commonly used by a significant proportion of manufacturer brands in Brazil

Market size

Over 60% of motor insurance premiums sold through the automotive trade can be attributed to new cars...

...and over 80% of the regional total comes from Brazil and Mexico combined

The automotive trade is likely to originate just over 40% of personal motor insurance across the region...

...with a high point of close to 65% in Peru

Competitor dynamics

Two groups are especially strong in the regional market for motor insurance sold via the automotive trade…

... with the largest claiming a weighted share of partnerships of 28.9%

Ten of the top 15 groups are headquartered outside of Latin America

Road assistance

Survey of automotive dealers

Road assistance is provided automatically with the vast majority of cars sold through dealers...

...and can come from multiple providers where dealers have multiple motor insurance partnerships in place

Use of tied providers is most prevalent in Argentina and Mexico...

...and least common in Brazil and Chile

The lowest proportion of new car buyers acquiring road assistance is that recorded in Chile...

...while dealers in Colombia either offer it with all of their used cars or with none at all

Sources of road assistance distributed by dealers

Road assistance can be acquired in several ways in addition to via factory warranties...

...most notably as an embedded feature of motor insurance in Brazil and Chile

Availability of road assistance via an annual service is most widespread in Mexico

Manufacturer brand survey results

Three quarters of manufacturer brands in Latin America have a scheme for road assistance...

...rising to 100% in Argentina and Mexico

External assistance providers dominate in Brazil, Chile and Mexico

Market size

The value of the market for road assistance sold via the automotive trade is more than USD 165 million…

...with more than a half of this value likely to be concentrated in one country

Competitor dynamics

Ike Asistencia holds the greatest weighted share of partnerships through its operations in Mexico

Among external providers, second-ranked MAPFRE Asistencia is present in the largest number of countries

Five of the top ten providers are manufacturer groups running their own road assistance programs

3.0 ARGENTINA

Introduction

Passenger vehicle data

Annual sales of new cars were inconsistent between 2010 and 2014...

... with a similar trend observable for used cars

PSA, VW and Fiat Chrysler hold over half of the new passenger vehicle market between them

Survey of automotive dealers and manufacturer brands

Dealer survey results - motor insurance

Motor insurance policies on offer from dealers are always comprehensive

Just under a half of all dealers use non-tied partners for motor insurance...

... with QBE attaining easily the highest share of utilisation

Manufacturer brand survey results - motor insurance

All manufacturer brands researched have an arrangement for offering motor insurance...

... with La Caja claiming the highest weighted share of partnerships

Combined analysis of results - motor insurance

La Caja and QBE are likely point-of-sale motor insurance market leaders

Dealer survey results - road assistance

Road assistance is commonly packaged with both factory and extended warranties in Argentina...

...and is almost always only available to dealers from manufacturers or importers...

Manufacturer brand survey results - road assistance

MAPFRE Asistencia and SOS Red de Asistencia are the only two identifiable external providers

Market value

Motor insurance market value and segmentation

Road assistance market value and segmentation

4.0 BRAZIL

Introduction

Passenger vehicle data

Increasing sales of used cars have helped offset the fall in new car sales

Fiat Chrysler leads the light vehicle market in Brazil, ahead of VW and GM

Survey of automotive dealers and manufacturer brands

Dealer survey results - motor insurance

Almost all dealers sell all types of motor insurance

Very few dealers limit themselves to insurance schemes tied to manufacturers…

…and Brazil's major underwriters claim the largest share of partnerships in a very diverse market…

… led by Porto Seguro, Azul Seguros and SulAmerica Seguros

Manufacturer brand survey results - motor insurance

Over half of manufacturer brands' motor insurance partnerships are with external underwriters...

... with two of these providers holding over half of the weighted share of partnerships

Combined analysis of results - motor insurance

MAPFRE, Indiana Seguros and Porto Seguro are likely point-of-sale motor insurance market leaders

Dealer survey results - road assistance

Road assistance is always packaged with motor insurance and can also be acquired with other products

Non-tied assistance providers are used to support the sale of used cars...

Manufacturer brand survey results - road assistance

...and four main competitors vie for manufacturer brand mandates for road assistance…

… including local company Tempo Assist

Market value

Motor insurance market value and segmentation

Road assistance market value and segmentation

5.0 CHILE

Introduction

Passenger vehicle data

Both new and used car sales in Chile have grown quite consistently in recent years...

... as has the overall car parc

Hyundai leads a relatively diverse car market in Chile...

... in which manufacturer groups outside of the top ten control over 20% of new car sales

Survey of automotive dealers and manufacturer brands

Dealer survey results - motor insurance

Comprehensive motor insurance, sometimes in a limited 'total loss' form, is most commonly bought in Chile

Few dealers limit themselves to insurance schemes tied to manufacturers…

…with both underwriters and brokers commonly used

Mesos Corredora de Seguros is the most prominent broker in this domain

Manufacturer brand survey results - motor insurance

A number of manufacturer brands source motor insurance from Marsh...

... albeit Bci Seguros Generales claims the highest weighted share of partnerships...

... followed by Aseguradora Magallanes and Chilena Consolidada

Combined analysis of results - motor insurance

Two insurers are likely to account for over a half of the point-of-sale motor insurance market...

... with Liberty Seguros, a major player in the wider market, barely active in this channel

Dealer survey results - road assistance

Road assistance is always packaged with motor insurance but is less common with other products

Where available from non-tied partners, road assistance is usually bundled with motor insurance

Manufacturer brand survey results - road assistance

Four assistance companies compete for partnerships with manufacturer brands...

... including Auxilia Club Asistencia

25 brands have no apparent arrangement for road assistance

Market value

Motor insurance market value and segmentation

Road assistance market value and segmentation

6.0 COLOMBIA

Introduction

Passenger vehicle data

Almost twice as many used cars as new cars were sold in Colombia in 2014…

… with the sales trend for both having fluctuated each year since 2010

GM and Renault Nissan are the dominant manufacturer groups by sales of light passenger vehicles

Survey of automotive dealers and manufacturer brands

Dealer survey results - motor insurance

Motor insurance sold at the point of sale always incorporates both liability and damage / theft cover

Sura holds the highest weighted share of non-tied partnerships…

… in a sector populated by a high number of product providers

Manufacturer brand survey results - motor insurance

More than half of manufacturer brands work with multiple providers of motor insurance...

... albeit MAPFRE holds two of the key relationships on an exclusive basis

Combined analysis of results - motor insurance

Three underwriters are likely to account for over a half of new point-of-sale business

Dealer survey results - road assistance

Road assistance is commonly packaged with motor insurance in Colombia

Road assistance is available from most dealers, usually from both tied and non-tied providers

Manufacturer brand survey results - road assistance

At least one external, specialised assistance provider has picked up manufacturer brand relationships

Market value

Motor insurance market value and segmentation

Road assistance market value and segmentation

7.0 MEXICO

Introduction

Passenger vehicle data

Sales of new cars grew well in each year between 2010 and 2014...

... and have outpaced growth in used car sales over this period

VW, Renault Nissan and GM are the dominant manufacturer groups by new car registrations

Survey of automotive dealers and manufacturer brands

Dealer survey results - motor insurance

Comprehensive motor insurance policies are most frequently sold at the point-of-sale

A new law enacted in October 2014 is likely to increase penetration of motor insurance in Mexico

The majority of dealers use both tied and non-tied partners for motor insurance...

... and these are led by ABA Seguros and Zurich in a fairly fragmented market

Manufacturer brand survey results - motor insurance

Manufacturer brands commonly work with multiple providers of motor insurance...

... among which ABA Seguros and Quálitas are most prominent in the weighted analysis

Combined analysis of results - motor insurance

Five underwriters are likely to account for over three quarters of new point-of-sale business

Dealer survey results - road assistance

Road assistance is commonly packaged with extended warranties in Mexico

Dealer survey results - road assistance

One in five dealers offer road assistance through both tied and non-tied providers

Manufacturer brand survey results - road assistance

Ike Asistencia is by far the most visible road assistance provider to manufacturer brands…

…in a highly concentrated market where AMA and MAPFRE Asistencia also feature

Market value

Motor insurance market value and segmentation

Road assistance market value and segmentation

8.0 PERU

Introduction

Passenger vehicle data

Sales of new cars have outpaced used car sales in recent years

Two groups dominate the Peruvian market by new car registrations

Survey of automotive dealers and manufacturer brands

Dealer survey results - motor insurance

Motor insurance policies sold at the point of sale are invariably comprehensive

A majority of Peruvian dealers use tied partners for motor insurance

Manufacturer brand survey results - motor insurance

Manufacturer brands commonly work with multiple providers of motor insurance...

... among which La Positiva and Pacífico are most visible in the weighted analysis

Combined analysis of results - motor insurance

Three underwriters are likely to account for over three quarters of new point-of-sale business

Dealer survey results - road assistance

Road assistance is commonly packaged with motor insurance in Peru

When sourced from non-tied providers, road assistance is always embedded in motor insurance

Manufacturer brand survey results - road assistance

Manufacturer-branded road assistance is organised internally by the brands or their importers

Market value

Motor insurance market value and segmentation

Road assistance market value and segmentation

LIST OF GRAPHICS / TABLES

0.0 EXECUTIVE SUMMARY

1.0 INTRODUCTION

Composition of car dealers surveyed by country and by manufacturer group in Latin America, 2014

Composition of manufacturer brands surveyed in Latin America, 2014

2.0 REGIONAL OVERVIEW

Passenger car parc in Latin America by country, 2014

Passenger car parc in Latin America by country, 2010 to 2014 (table)

New passenger car sales to individual customers in Latin America by country, 2010 to 2014

New passenger car sales to individual customers in Latin America by country, 2010 to 2014 (table)

Used passenger car sales in Latin America by country, 2010 to 2014

Used passenger car sales in Latin America by country, 2010 to 2014 (table)

New passenger car registrations in Latin America, segmented by manufacturer group, 2014

New passenger car in Latin America, top 25 manufacturer groups, 2014 (table)

New passenger car sales for the top 11 manufacturing groups in Latin America by country, 2014 (table)

% of dealers offering motor insurance at the point of sale in Latin America by country, 2014

Average number of tied and non-tied providers used by dealers offering motor insurance at the point of sale in Latin America by country, 2014

Average number of tied and non-tied providers used by dealers offering motor insurance at the point of sale in Latin America by country, 2014 (table)

Product sources used by dealers offering motor insurance at the point of sale in Latin America by country, 2014

Product sources used by dealers offering motor insurance at the point of sale in Latin America by country, 2014 (table)

Average % of new car purchasers acquiring motor insurance at the point of sale where offered in Latin America by country, 2014

Average % of used car purchasers acquiring motor insurance at the point of sale where offered in Latin America by country, 2014

% split between the different types of motor insurance policy sold at the point of sale, by country, 2014

% split between the different types of motor insurance policy sold at the point of sale, by country, 2014 (table)

Unweighted and weighted % of manufacturer brands with arrangements for branded or endorsed motor insurance in Latin America by country, 2014

Operating models used by manufacturer brands with arrangements for branded motor insurance in Latin America by country, 2014

Operating models used by manufacturer brands with arrangements for branded motor insurance in Latin America by country, 2014 (table)

Approximate size of the market for motor insurance originally sold by the automotive trade with new and used cars, by country, 2014

Approximate size of the market for motor insurance originally sold by the automotive trade, segmented between new and in-force business, by country, 2014 (table)

Approximate size of the market for motor insurance originally sold by the automotive trade, segmented between new and used cars and by new and in-force business, by country, 2014 (table)

Approximate size of the market for motor insurance originated through the automotive channel as a percentage of the total personal motor insurance market, by country, 2014

Top 15 competitors' share of partnerships in Latin America, weighted by % of dealer partnerships, by manufacturer brands' new car registrations, and by the value of motor insurance markets, 2014

% of dealers offering road assistance at the point of sale by country, 2014

Average number of providers used by dealers offering road assistance at the point of sale, by country, 2014

Average number of providers used by dealers offering road assistance at the point of sale, by country, 2014 (table)

Product sources used by dealers offering road assistance at the point of sale, by country, 2014

Product sources used by dealers offering road assistance at the point of sale, by country, 2014 (table)

Average and overall % of new car purchasers acquiring road assistance at the point of sale, by country, 2014

Average and overall % of used car purchasers acquiring road assistance at the point of sale, by country, 2014

% availability of road assistance through factory warranties, annual services, extended warranties, motor insurance, prepaid service contracts and as a stand-alone product by country, 2014 (table)

% of manufacturer brands with arrangements for branded road assistance by country, 2014

Operating models used by manufacturer brands with arrangements for branded road assistance, by country, 2014

Operating models used by manufacturer brands with arrangements for branded road assistance, by country, 2014 (table)

Approximate size of the market for road assistance distributed by the automotive trade with new and used cars, by country, 2014

Approximate size of the market for road assistance distributed by the automotive trade, segmented between new and in-force business, by country, 2014 (table)

Approximate size of the market for road assistance distributed by the automotive trade, segmented between new and used cars and by new and in-force business, by country, 2014 (table)

Top ten competitors' share of partnerships in Latin America, weighted by % of dealer partnerships, by manufacturer brands' new car registrations, and by the value of road assistance markets, 2014

3.0 ARGENTINA

Passenger car parc and new / used passenger car sales in Argentina, 2010 to 2014

Passenger car parc and new / used passenger car sales in Argentina, 2010 to 2014 (table)

New car registrations in Argentina, segmented by manufacturer group, 2014

% split between the different types of motor insurance policy sold at the point of sale in Argentina, 2014

Provision of motor insurance by dealers in Argentina, 2014: provision rate, product sources and provider share of non-tied partnerships

Provision of motor insurance by manufacturer brands in Argentina, 2014: provision rate, operating models and weighted provider share of partnerships

Implied market shares of new business for manufacturer-branded and dealer-intermediated motor insurance in Argentina, 2014

% availability of road assistance through factory warranties, annual services, extended warranties, motor insurance, prepaid service contracts and as a stand-alone product in Argentina, 2014

Provision of road assistance by dealers in Argentina, 2014: provision rate and product sources

Provision of road assistance by manufacturer brands in Argentina, 2014: provision rate, operating models and weighted provider share of partnerships

Approximate segmentation of motor insurance gross written premiums in Argentina, 2014

Approximate segmentation of road assistance gross written premiums and similar revenues in Argentina, 2014

4.0 BRAZIL

Passenger car parc and new / used passenger car sales in Brazil, 2010 to 2014

Passenger car parc and new / used passenger car sales in Brazil, 2010 to 2014 (table)

New light vehicle registrations in Brazil, segmented by manufacturer group, 2014

% split between the different types of motor insurance policy sold at the point of sale in Brazil, 2014

Provision of motor insurance by dealers in Brazil, 2014: provision rate, product sources and provider share of non-tied partnerships

Provision of motor insurance by manufacturer brands in Brazil, 2014: provision rate, operating models and weighted provider share of partnerships

Implied market shares of new business for manufacturer-branded and dealer-intermediated motor insurance in Brazil, 2014

% availability of road assistance through factory warranties, annual services, extended warranties, motor insurance, prepaid service contracts and as a stand-alone product in Brazil, 2014

Provision of road assistance by dealers in Brazil, 2014: provision rate and product sources

Provision of road assistance by manufacturer brands in Brazil, 2014: provision rate, operating models and weighted provider share of partnerships

Approximate segmentation of motor insurance gross written premiums in Brazil, 2014

Approximate segmentation of road assistance gross written premiums and similar revenues in Brazil, 2014

5.0 CHILE

Passenger car parc and new / used passenger car sales in Chile, 2010 to 2014

Passenger car parc and new / used passenger car sales in Chile, 2010 to 2014 (table)

New car registrations in Chile, segmented by manufacturer group, 2014

% split between the different types of motor insurance policy sold at the point of sale in Chile, 2014

Provision of motor insurance by dealers in Chile, 2014: provision rate, product sources and provider share of non-tied partnerships

Provision of motor insurance by manufacturer brands in Chile, 2014: provision rate, operating models and weighted provider share of partnerships

Implied market shares of new business for manufacturer-branded and dealer-intermediated motor insurance in Chile, 2014

% availability of road assistance through factory warranties, annual services, extended warranties, motor insurance, prepaid service contracts and as a stand-alone product in Chile, 2014

Provision of road assistance by dealers in Chile, 2014: provision rate, operating models and weighted provider share of partnerships

Provision of road assistance by manufacturer brands in Chile, 2014: provision rate, operating models and weighted provider share of partnerships

Provision of road assistance by dealers in Chile, 2014: provision rate, product sources and provider share of non-tied partnerships

Approximate segmentation of motor insurance gross written premiums in Chile, 2014

Approximate segmentation of road assistance gross written premiums and similar revenues in Chile, 2014

6.0 COLOMBIA

Passenger car parc and new / used passenger car sales in Colombia, 2010 to 2014

Passenger car parc and new / used passenger car sales in Colombia, 2010 to 2014 (table)

New light passenger vehicle registrations in Colombia, segmented by manufacturer group, 2014

% split between the different types of motor insurance policy sold at the point of sale in Colombia, 2014

Provision of motor insurance by dealers in Colombia, 2014: provision rate, product sources and provider share of non-tied partnerships

Provision of motor insurance by manufacturer brands in Colombia, 2014: provision rate, operating models and weighted provider share of partnerships

Implied market shares of new business for manufacturer-branded and dealer-intermediated motor insurance in Colombia, 2014

% availability of road assistance through factory warranties, annual services, extended warranties, motor insurance, prepaid service contracts and as a stand-alone product in Colombia, 2014

Provision of road assistance by dealers in Colombia, 2014: provision rate and product sources

Provision of road assistance by manufacturer brands in Colombia, 2014: provision rate, operating models and weighted provider share of partnerships

Approximate segmentation of motor insurance gross written premiums in Colombia, 2014

Approximate segmentation of road assistance gross written premiums and similar revenues in Colombia, 2014

7.0 MEXICO

Passenger car parc and new / used passenger car sales in Mexico, 2010 to 2014

Passenger car parc and new / used passenger car sales in Mexico, 2010 to 2014 (table)

New car registrations in Mexico, segmented by manufacturer group, 2014

% split between the different types of motor insurance policy sold at the point of sale in Mexico, 2014

Provision of motor insurance by dealers in Mexico, 2014: provision rate, product sources and provider share of non-tied partnerships

Provision of motor insurance by manufacturer brands in Mexico, 2014: provision rate, operating models and weighted provider share of partnerships

Implied market shares of new business for manufacturer-branded and dealer-intermediated motor insurance in Mexico, 2014

% availability of road assistance through factory warranties, annual services, extended warranties, motor insurance, prepaid service contracts and as a stand-alone product in Mexico, 2014

Provision of road assistance by dealers in Mexico, 2014: provision rate and product sources

Provision of road assistance by manufacturer brands in Mexico, 2014: provision rate, operating models and weighted provider share of partnerships

Approximate segmentation of motor insurance gross written premiums in Mexico, 2014

Approximate segmentation of road assistance gross written premiums and similar revenues in Mexico, 2014

8.0 PERU

Passenger car parc and new / used passenger car sales in Peru, 2010 to 2014

Passenger car parc and new / used passenger car sales in Peru, 2010 to 2014 (table) 142 New car registrations in Peru, segmented by manufacturer group, 2013

% split between the different types of motor insurance policy sold at the point of sale in Peru, 2014

Provision of motor insurance by dealers in Peru, 2014: provision rate, product sources and provider share of non-tied partnerships

Provision of motor insurance by manufacturer brands in Peru, 2014: provision rate, operating models and weighted provider share of partnerships

Implied market shares of new business for manufacturer-branded and dealer-intermediated motor insurance in Peru, 2014

% availability of road assistance through factory warranties, annual services, extended warranties, motor insurance, prepaid service contracts and as a stand-alone product in Peru, 2014

Provision of road assistance by dealers in Peru, 2014: provision rate and product sources

Provision of road assistance by manufacturer brands in Peru, 2014: provision rate, operating models and weighted provider share of partnerships

Approximate segmentation of motor insurance gross written premiums in Peru, 2014

Approximate segmentation of road assistance gross written premiums and similar revenues in Peru, 2014

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