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Indonesia:
Opportunities in a
Dynamic Market
April 2016
Introduction 1
Market Snapshot 2
Indonesia 4
¡¡ The economy 6
¡¡ Insurance market overview 8
¡¡ Insurance regulations 9
Reinsurance Sector 29
Brokers Sector 31
Deal Activity 33
Appendicies 41
¡¡ Related publications 41
¡¡ Bibliography 42
¡¡ Glossary 43
Introduction
In 2016 and beyond, we expect significant investment in the The insurance industry has witnessed phases of rapid
Indonesian insurance sector, thanks to a combination of: growth along with recent growth moderation and intensifying
¡¡ the foreign investment environment: competition in both Life and P&C segments.
• relatively generous foreign ownership cap of 80% ¡¡ The Life market accounted for 46%1 of overall premiums
• some foreign investors own more than 80% of a local in 2014 and is predominantly focused on savings products,
carrier, and may need to sell down to the 80% cap by distributed by tied agents and banks. It is relatively
October 2019 concentrated and foreign-owned insurers dominate.
• some shareholders own more than one type of ¡¡ The Non-Life market is focused on motor and property
insurance entity and may need to comply with a single risks, distributed fairly evenly by brokers, agents, banks and
presence policy by October 2017 auto companies (dealerships/vehicle leasing companies).
It is relatively fragmented and locally owned carriers
• regulations requiring that domestic reinsurance is used
dominate.
as far as possible (offshore reinsurers may need to
acquire a local presence). While there are limited large acquisition targets, there are
plenty of smaller insurers potentially available for sale (please
¡¡ market fundamentals:
refer to pages 33 - 40).
• low penetration, at around 2.3%1 of Gross Domestic
The biggest challenge for new entrants is distribution. The low
Product (“GDP”)
hanging fruit, in terms of target policyholders (urban-wealthy,
• strong returns large corporates) and distribution networks (banks), have
• relatively untapped Islamic insurance opportunities largely been secured by incumbents. New investors will need
(Indonesia has the largest Muslim population in the world) to find alternative channels and/or develop niche products to
• untapped micro-insurance opportunities (only 22%2 target new segments.
of the population are thought to have access to a bank Overall, we believe inbound M&A and consolidation will
account) continue to be positive for the sector; consolidation will help
• Indonesia’s macro-economic fundamentals: solidify capital positions and new entrants will bring product
-- large population, 255 million3 people and distribution innovation as they seek to tap into new
-- young population, half the population is under 30 years markets, improving financial inclusion.
old4 We welcome your insights and opinions on this inaugural
-- growing middle class KPMG publication on Insurance in Indonesia.
-- a perception that the Indonesian Government is
reversing a recent anti-foreign investment rhetoric and
regulations, in response to an economic slow down in
2015, which at least in part was due to a fall in Foreign
Direct Investments (“FDI”).
Barnaby Robson
• a weakened Indonesian Rupiah (“IDR”) versus the US
Insurance Lead,
dollar (“USD”) resulting in Indonesian insurance company
Deal Advisory
valuations being relatively cheaper in dollar terms.
A relatively liberal insurance foreign investment environment
has led to the entry of the largest insurance companies in the
world, who have taken a strategic view on Indonesia being a
top priority emerging market.
Note: (a) 2014 population is BPS’ projection based on 2010 census. Census is conducted every 10 years
(b) IDR was converted to USD at a rate of USD 1: IDR 11,869
Source: Central bureau of statistics (“BPS”), www.bps.go.id, 2014
145
Below 145
Indonesia’s working age population could reach more
Consuming 83
83 78
78
Class
than 200m by 20357
889
20-‐24
10-‐14
0-‐4
2015 2035
Source: United Nations, Department of Economic and Social Affairs,
Population Division (2015)
405
338
308
285
186
63
17 17 12
Indonesia Thailand Malaysia Singapore Philippines Vietnam Myanmar Brunei Cambodia Lao PDR
Darussalam
2014 and 2015 were eventful years for Indonesia’s economic, The tightening of foreign investment restrictions in the
investment and political landscapes. revised Negative List seemed to many to be at odds with the
importance of foreign investment. In the second half of 2015,
In 2014 we elected a new president Joko Widodo (“Jokowi”).
as the economy struggled, the government began reversing
Jokowi’s win was widely seen as reflecting popular voter
certain foreign investment restrictions and introducing other
support for “new” politics, with very high expectations of an
economic stimulus. This trend continues into 2016.
acceleration of progressive reforms from Indonesians and
international spectators. What is the outlook for Indonesia in 2016 and beyond?
While 2015 was a challenging year, it is reasonable to take
In practice, Jokowi has experienced a number of domestic
a more positive longer term outlook for a country located
and foreign policy troubles. In 2015 the economy slipped
in the world’s fastest growing region; underpinned by the
to its lowest levels since 2009, in a year characterized by a
power of positive sentiment, a demographic bonus with
continuation of falling global commodity prices, deceleration
high consumption fundamentals - but notwithstanding the
in China, a strengthening USD and a depreciating IDR. This
likelihood of economic and other policy “hiccups” along the
resulted in a decline in domestic consumption, the main driver
way.
of Indonesia’s economic growth.
A new Investment Negative List with a general tightening of
foreign investment restrictions was released ahead of the
2014 Parliamentary and Presidential elections.
4%
2%
0%
FY12 FY13 FY14 FY15
Q1 Q2 Q3 Q4
Source: BPS
IDR (trillion)
25,000 CAGR
11%
19,369
20,000
IDR (trillion)
CAGR
15,000 12%
11,294
10,095
10,000 9,084
8,229
7,356
6,447
5,606
5,000
-
2009 2010 2011 2012 2013 2014 2015F 2020F
GDP growth (%) 15.7 15.0 14.1 11.9 10.4 11.1 11.9 71.5
Change in
Consumer Price Index 5.0 5.1 5.4 4.7 6.0 6.4 6.7 5.0
(%)
USD : IDR FX 10,408 9,087 8,776 9,384 10,459 11,869 13,389 11,140
2.1% 2.1%
2.1% Reinsurance
10,543 Life
10,000 1.9% brokers, 35
2.0% insurance, 50
9,084
IDR Trillion
8,000 8,242
IDR Trillion
7,427 1.5%
6,000 6,423
1.3% 1.3%
1.2%
1.2% 1.0%
1.1%
4,000 Non
P&Clife
insurance, 79
0.5%
2,000 0.5% 0.6%
0.5% 0.5% 0.5%
Insurance
125 153 176 193 247 brokers, 161
- 0.0%
2010 2011 2012 2013 2014
Gross premium GDP Life Insurance Penetration P&C and Reinsurance Penetration
Reinsurance,
5
Source: OJK
Claims : GWP at 30 June 2015 (%) Quarterly Gross Written Premiums by segment
35 33
29 29
30 28
20 17 17
15
14
15
10
Reinsurance and
46.1%
P&C insurance
5
0
Q2 2014 Q3 2014 Q4 2014 Q1 2015 Q2 2015
Effective 1 January 2013, the Indonesia Financial Services Single presence policy
Authority (Otoritas Jasa Keuangan or “OJK”) assumed the The New Insurance Law also introduced a ‘single presence’
role of insurance industry regulator. policy to the insurance sector in Indonesia. This law provides
that each party can only be the ‘controlling shareholder’ of one
Since the OJK’s formation, the insurance industry has
of each of the following categories of insurance companies:
experienced significant regulatory change which is on-going.
The ‘New Insurance Law’ (UU No. 40/2014) came into effect • Life insurance company
on 23 October 2014, replacing the previous Insurance law (UU • General insurance company
No. 2/1992). • Re-insurance company
• Syariah life insurance company
Foreign ownership limitations
• Syariah general insurance company
Under both the old law and the New Insurance Law,
• Syariah re-insurance company
Indonesian shareholders must hold at least 20% of the
issued capital of any Joint Venture (“JV”) Insurance Business
The New Insurance Law does not provide further detail on
Company (“IBC”), while foreign shareholders can hold up to
how this new policy will be applied in practice in the event
80%.
that a party is already, or becomes, the controlling shareholder
In addition, a foreign investor must be able to demonstrate of more than one entity in each of the relevant categories of
that it is engaged in the insurance business. insurance companies set out above, apart from specifying
that the requirement must be complied with within three
It must also have a minimum ‘A’ rating from an internationally
years of the New Insurance Law being promulgated.
acknowledged ratings agency and capital of at least five times
its investment in its Indonesian entity. Relevant OJK regulations will need to be rolled out with
further details in relation to what is considered a ‘controlling
shareholder’ for the purpose of the New Insurance Law,
Shareholding thresholds and limitations
and how any consolidation or merger requirement will be
Under the Old Insurance Law, the Indonesian shareholders of
implemented (including whether pre-existing holdings, prior to
an IBC could be Indonesian citizens and/or Indonesian legal
the New Insurance Law taking effect, will be grandfathered).
entities fully-owned by Indonesian citizens and/or Indonesian
legal entities. The New Insurance Law has removed the The single presence policy had to be complied with by
italicized words meaning that an Indonesian corporate October 2017. Groups with majority holdings in more than one
IBC shareholder must now ultimately be fully-owned by entity in a category of insurance, will need to consolidate or
Indonesian citizens in order to qualify as Indonesian. This sell.
now makes unlawful the use of the dual-layer PMA Company
structure which foreign entities had previously utilized to
ultimately own 100% of an IBC.
Insurance companies have five years from October 2014 in
which to either:
• ensure that the shares that must be held by Indonesian
shareholders are all directly or indirectly held by Indone-
sian citizens; or
• conduct an IPO, we presume with a minimum free float
of 20%.
• Insurance and reinsurance companies must separate Current regulations require an insurance company’s
into a stand alone entity all sharia divisions within 10 minimum capitalization to be IDR100 billion. Indonesian
years from the enactment of the New Insurance Law, or Ministry of Finance regulation No.53/2012 further requires
when the sharia component exceeds 50% of the total an insurance company to target its RBC solvency margin
insurance portfolio, whichever is the earlier ratio at 120% and maintain its solvency margin ratio at a
minimum 100%. The regulator will require an insurance
• The insurance for any asset or risk located in Indonesia company to alter its business plan if it fails to exceed the
must be placed with a local insurer, irrespective of 120% ratio.
ownership of that asset or responsibility for a risk, unless
no local insurer is able or willing to underwrite the risk.
This removes the previous concession that allowed Other matters
foreign entities to purchase insurance from offshore
insurers The OJK also requires insurance company Directors and
Commissioners to pass the ‘fit and proper’ test. This test
• A new policy assurance program replaces the existing includes requirements for an insurance company to have at
mandatory guarantee fund, with the aim of providing least three Directors and three Commissioners including at
protection to policyholders in case their insurer is least one independent commissioner.
liquidated or has its license revoked
• Insurance and reinsurance companies must optimize
domestic capacity. In other words, domestic insurers and
reinsurers must provide local reinsurance coverage “as
far as possible”. The intention is to encourage all insurers
and reinsurers (both conventional and sharia) to assist
with the expansion of the local reinsurance market.
insurer
107
107
107
Prudential
116
116
116
134
134
134
Prudential Life Assurance
Prudential Life Assurance
Prudential Life Assurance
Asuransi Allianz/Life
Asuransi
IndonesiaAllianz/Life
Asuransi
IndonesiaAllianz/Life
Indonesia
AXA Mandiri Financial
AXA Mandiri Financial
Services
AXA Mandiri Financial
Services
Services
Life insurance is the
by far the biggest segment,
with 46%1 of total insurance
Prudential Life
Life Assurance Indolife Pensiontama
80
60
60
40
60
160.0
134
Prudential
Assurance
Life Assurance
Prudential Indonesia
Indolife Pensiontama
Indolife Pensiontama
Indolife Pensiontama premium income in 2014.
40 134
20
40
20 107
- 107
20
116
116
140.0 134
Asuransi
Asuransi
Indonesia
Asuransi
Allianz/Life
Allianz/Life
Allianz Indonesia Life
IndonesiaAllianz/Life
Asuransi Jiwa Manulife
Manulife Indonesia
Asuransi
Indonesia
Asuransi
Jiwa Manulife
IndonesiaJiwa Manulife
134
134 International insurers
- 1072010 116 Indonesia Indonesia Prudential Life Assurance
-
2010
2010120.0
2011
2011
2011
2012 AXA
2013
AXAMandiri
AXA
2012 Services
2012 AXA
2014Financial
Mandiri
2013Mandiri
2015F
2014Financial
2013Mandiri
Services
2015F
2014Financial
2015F
Others / n.a.
Other / n.a.
Others / n.a.
Others / n.a. 116
116 dominate and are mainly
ServicesPensiontama
Indolife
Indolife Pensiontama104
Indolife Pensiontama
104
107
107
focused
Asuransi Allianz/Life Indonesia on Investment
100.0
Asuransi
Indonesia
91
91
Asuransi Jiwa
Jiwa Manulife
Manulife
70.7
53t.2
70.7
Linked Products (“ILPs”)
IDR Trillion
Asuransi
IndonesiaJiwa Manulife 56.4
56.4 AXA Mandiri Financial Services
75
75 Indonesia
2013
2013 2014 80.0 2015F Others
2014 2015F Others // n.a.
n.a. 56.7
56.7
2013 2014 2015F Others / n.a.
57.7
57.7 From June 2013 through to December 2013, the JKSE was
60.0
53.2
53.2
7.88
in negative
Indolifeterritory
Pensiontamaand consequently premium growth
45.3
45.3
7.5
8.83 was relatively flat in 2013, compared to 2012.
8.5 7.7
8.18
8.4 Asuransi Jiwa Manulife Indonesia
40.0
7.1 6.3
6.2 8.3
This trend continued into 2014, where GWP rose by ‘only’
6.2 10.40
5.0
4.3
5.5 5.1
8.4
9.7
8.1% to IDR 116 trillion, and new business premium growth
4.9 8.3
20.0 4.9 7.0
28.46
was negative.
Others / n.a.
5.2 26.2
18.1 21.1
13.8
-
10.4
2015 however, was a far more resilient year. The JKSE
2010 2011 2012 2013 2014 2015F peaked in March 201514 and the Asosiasi Asuransi Jiwa
Note: (a) 2015F is annualized 9 months Source: (a) OJK Indonesia (“AAJI”) data for the first nine months of 2015
ending 30 September 2015 data. (b) Infobank June 2015 (“9M15”), showed premium income increased 16%, to
(b) 2015 data excludes Sinarmas MSIG (c) AAJI press release Q3 2015
Life (d) AAJI unaudited annual report IDR 100.8 trillion15. New business and renewals both grew at
2015 around the same level.
Overview
The uptick in 2015 performance may be attributable to:
As with most Asian life insurance markets, ILPs are the
dominant product class. For Prudential Indonesia, the largest ¡¡ growth in the agency force. The number of licensed
player, ILPs generated 99%10 of total premium income in 2014. agents increased from 361,000 to 447,000, between
Typically, protection products are sold as riders to ILPs. September 2014 and September 2015 according to AAJI.
The agency channel remained the largest contributor to
In Indonesia, the strength of the ILP proposition has been GWP in 9M15 with a 45.3% share15
underpinned by the stock market performance. The Jakarta
Stock Exchange Composite Index (“JKSE”) grew at CAGR 22% ¡¡ increased focus on maximizing the productivity of
between January 2010 and May 201311, and premium income bancassurance channels. Bancassurance delivered
grew at CAGR 17.7% from 201012 to 201213. 36.6% of premium income in 9M1515
Indonesia’s life sector saw strong growth in premiums from ¡¡ expansion of traditional protection products (which are
2006 to 2012. not as cyclical as ILPs).
2015
Jiwasraya 10 59 26 7
Jiwasraya
Privately-owned
Indolife
Indolife
Pensiontama
Pensiontama 9 91 16
Adisarana
Adisarana
Wanaartha
Wanaartha 5 86 4 66
Prudential
Prudential 46
28 62
Indonesia
Indonesia 55
Allianz
Allianz
Indonesia
Indonesia 11 83 38
Life 77
Life
Manulife
Manulife
10 75 29
Indonesia
Indonesia 13
Joint Ventures
AIA
AIA Financial
Financial 8 82 37 9
AXA Mandiri
AXA Mandiri
8 64 22 2
Sinarmas
Sinarmas
MSIG
MSIG(b)
(b) 7 n/a 20 2
Panin
Panin Dai-ichi
Dai-ichi 4 9
121 13
Note: (a) Claims & OPEX Ratio is the sum of net incurred claims and operating expenses over GWP. Sources: (1) AAJI unaudited annual report 2015
(b) Sinarmas MSIG shows 2014 data, as 2015 results were not included in AAJI reporting. (2) Company’ Financial Statements and websites
(3) KPMG Analysis
2014
Gross written Premium growth (CAGR 2010-14),%
Profitability (COR),%
AIA Financial Sinarmas Life had grown by selling mainly endowment and
investment linked products to high net worth customers,
AIG originally established presence in Indonesia with the
primarily through bancassurance, and was the second largest
acquisition of Lippo Life in 2004. Following the AIG bail out
life insurer by premiums in 2010. Sinarmas MSIG Life had
during the 2009 global financial crisis, the business was
slipped to the fifth largest life insurer by 2014, with retraction
renamed PT AIA Financial (“AIA Financial”). Due to the 2009
in GWP, while the overal market has grown rapidly.
issues at AIG, sales suffered and AIA Financial fell behind Asia
regional competitors in Indonesia, such has Prudential and AXA. Strategies to improve Sinarmas MSIG Life’s performance
include a refocus of enhancing the existing bancassurance
Since the AIA Group IPO in 2010, and separation from AIG,
relationships and development of new bancassurance
there has been renewed focus on the Indonesia market.
partnerships, as well as efforts to increase active agent
Expansion has focused on development of bancassurance
numbers and digital distribution.
partnerships, and currently AIA Financial has ties with nine
banks. The largest bank partner in Indonesia is BCA (the largest Customer numbers increased from c. 0.6 million21 in 2013 to
private bank). However, BCA separately acquired its own life 1.0 million21 in 2014.
insurance license in 2014, which may impact this channel.
AIA Financial had 1.2 million19 customers in Indonesia in 2015. Manulife Indonesia
Its product focus is mainly ILPs and AIA was the second
The Manulife Group established a presence in Indonesia in
largest Sharia Life insurer in 2014.
1985, and has more than 2.3 million22 customers, with 10,000
In 2015, according to AAJI data, AIA Financial became the second employees22 and agents across 25 cities22.
largest life insurer in Indonesia wih GWP of IDR 11.2 trillion (of
PT Asuransi Jiwa Manulife Indonesia (“Manulife Indonesia”)
which 67% was generated through bancassurance); leap frogging
has bancassurance agreements with 14 banks22. The principal
Allianz Indonesia Life, AXA Mandiri and Indolife Pensiontama.
partner is Bank Danamon. Bank Danamon is one of the largest
privately held banks in Indonesia, with over 3,200 branches23.
Sinarmas MSIG Life Manulife Indonesia won the Bank Danamon bancassurance
agreement from AIA in 2013.
Sinarmas MSIG Life is a joint venture between Sinarmas
(one of the largest conglomerates in Indonesia) and Mitsui Manulife Indonesia’s principal product focus is ILPs which
Sumitomo Insurance Group (“MSIG”), of Japan. MSIG generated over 51%24 of premium income in 2014.
acquired 50% of Sinarmas Life in 2011 for IDR 7 trillion20.
We project the life market to grow at a ¡¡ ILPs with riders will remain the dominant product class.
Their simplicity makes them easy to sell via bank and
CAGR of 13% to 2020. Conventional ILPs alternative channels. There is a risk that further falls in
with riders will continue to dominate, equity markets/investment returns will adversely impact
ILPs, however we believe Indonesian customers will
with Sharia ILPs growing faster than the continue to prefer savings products with an element of
market. protection, to more protection focussed offerings.
¡¡ Endowment products will grow slower than the overall
market (9% projected CAGR from 2014 to 2020), but
Projected GWP by product will continue to benefit from a high demand for savings
products.
IDR trillion
IDR trillion ¡¡ Sharia business will show the fastest growth, at 26%
- - 50 50 100 100 150 150200 250
200 250
CAGR. Indonesia has the largest Muslim population
in the world, but very low Sharia penetration. Growth
has accelerated in the past few years, and we expect
penetration to reach 14% by 2020 – still somewhat behind
2014
2014 the current 15% penetration of Sharia Life in premiums in
Malaysia in 201425.
¡¡ Protection products (term and whole life): will
underperform the market growth, as customers will
2020f continue to prefer savings orientated products. Protection
2020f business will mainly be sold as riders to linked products.
¡¡ Health and pension business will suffer from the 2014
local universal health reforms, with growth particularly
inhibited in corporate, mass affluent and lower income
Investment products Endowment markets.
Sharia Life Term
Investment products Endowment
Health Whole life
Sharia Life Term
Annuity Personal accident
Health Whole life
Other
Annuity Personal accident
Source: BMI, AAJI, KPMG analysis
Other
150
100
100
IDR
50
50
--
2014
2014 2015
2015 2016F 2017F
2016F 2017F 2018F
2018F 2019F
2019F 2020F
2020F
Agency
Agency Bancassurance
Bancassurance Others
Others
¡¡ Tied and independent agents who are technologically untapped but have large customer bases and strong
enabled (e.g. electronic signatures on ipads, etc) will reputations with their customers. BRI is reputed to be the
remain prevalent, due to the wide geographic spread largest micro-finance provider in the world and the bank’s
of Indonesian islands, which makes it costly to expand move into insurance is likely to spur growth in micro-
insurance and bank branches. insurance.
¡¡ Bancassurance is anticipated to grow at above market ¡¡ Digital and direct channels will expand but not gain
23% CAGR. Insurance companies have spent large sums significant share, due to a lack of education/knowledge
obtaining bank ties and are therefore highly focussed on amongst consumers, with the sense that Indonesia is still a
increasing the productivity of this channel. Banks, such as market where insurance is sold, rather than bought.
BRI, the largest bank in Indonesia by assets, are largely
50.0 46
41
39
40.0 34 Asuransi
Jasindo Jasa Indonesia
29 Asuransi Sinarmas
Asuransi Sinar Mas
IDR trillion
30
30.0 Asuransi Astra Buana
Asuransi Astra
25 26
51 Tugu Pratama Indonesia
Tugu Pratama
21
Asuransi
ACA Central Asia
20.0 18
Other
Others
2.3 Total
1.8 2.0 2.0 2.6
1.5 1.9 1.4 2.0
10.0 1.6 2.8 3.1 3.1 3.4 Source: (a) OJK
2.4 4.1 (b) Infobank June 2015
3.8 3.9 3.7
3.3
2.9 3.3 3.8 3.7 4.2 Note: 2015 estimated as 10% growth versus 2014, based on 10% growth
- in GWP reported by AAUI between Q3 2014 and Q3 2015
0
11
f
15
1
1
20
20
20
20
20
20
Overview
The P&C market is highly
The P&C sector is highly fragmented with over 80 players26.
The top 10 companies accounted for 54.2%9 of the non-life fragmented. Most of the larger
gross written premium in 2014.
players are domestically owned.
Unlike the life insurance sector, the large non-life insurance
companies (by gross premium income) are domestically No single player dominates. A major
owned. constraint on P&C penetration is few
Private local players tend to focus their efforts on maintaining
a strong position in property and motor personal lines, while
statutory requirements for insurance
state-owned insurers focus on commercial lines in support of coverage, such as for vehicles and
SOE businesses (such as Pertamina, the state-owned oil and
natural gas company). buildings.
Line of Business Gross | Net Premium (IDR billion)(a) Incurred Loss Ratio (%)
59
13,360 10,794
Motor
53
13,313 4,784
Property
70
5,417 4,196
49
3,148 2,576
42
2,904 1,600
Cargo
70
1,400 480
Engineering
68
1,288 571
Marine Hull
16
1,150 88
Aviation
20
905 327
Liability
Note: (a) IDR converted to USD at a rate of 11,869 Source: Statistik perasuransian, www.ojk.go.id, 2014
Jasindo
Jasindo
4,169 86 22 11,279
Tugu
Tugu
Pratama 48 7,495
State-owned
Pratama 2,576 18
Askrindo
Askrindo 2,108 85 8,219
11
Askrida
Askrida 1,281 114 34 1,932
Asuransi
Asuransi
Sinar 4,141 6,443
SinarMas
Mas 95 28
Asuransi
Asuransi
Astra 3,353 103 10,114
Astra 42
Privately-owned
ACA
ACA 2,329 6,963
102 3
Adira
Adira 1,961 4,635
93 33
Aswata
Aswata 1,909 3,214
113 33
Ventures
MSIG
MSIG 1,327 2,861
Joint
51 26
Note: (a) CoR is the sum of net incurred claims, earned commisions and operating expenses over net earned premiums Source: (a) Infobank June 2015
(b) RoE is profit over average equity (b) Company’s Financial Statements
(c) Data as at 2014 (c) Company websites
2014
Avg. Average
CoR = 87%CoR = 87%
60
Askrindo
Gross Written Premium growth (CAGR 2010-14),%
50
40
30
Askrida
20 Avg. GWP
Wahana Tata growth = 18%
Adira Dinamika Tugu Pratama
ACA
10 Jasindo
MSIG
Astra Buana Sinar Mas
0
110 100 90 80 70 60 50
Profitability (CoR),%
Source: (1) Infobank June 2015 Note: Bubble size represents 2014 GWP
(2) Company’s Financial Statements
(3) KPMG Analysis
Products
Motor: we expect motor to underperform the market with
CAGR 7.5% growth from 2014 to 2020. There was a 16.1%35
fall in car sales in 2015 compared to 2014; we expect this to Motor Property
act as a drag on motor GWP growth. Offsetting this, will be Personal accident and health Credit
general inflation in claims costs and greater penetration, the Engineering Surety bond
latter as more players enter the market and target customers Marine Cargo Marine hull
through alternative distribution channels and products (e.g. Aviation Satellite
pay-as-you-go insurance). Energy on shore Energy off shore
A game changer for motor would be the introduction of CPT, Liability Other
which is not anticipated in the projections.
Source: BMI, AAUI, OJK, KPMG analysis
Credit insurance: We expect credit and financial insurance As such, most motor and property risks as sold at point of
will grow faster than the market at CAGR 15%. Credit financing or sale when the lender imposes coverage – i.e. by
insurance will benefit from a massive government push to banks, finance companies, leasing companies, auto dealers or
increase MSME lending. Commercial banks are required to property developers.
meet 20% SME lending by 2018.
In the short-term, we do not expect this intermediated dynamic
Engineering and surety bonds: Jokowi has prioritized to change. However, we expect greater penetration from
developing infrastructure, such as ports, airports and roads, banks, which have historically focused on the lucrative life
since his inauguration and there are multiple planned billion insurance market. Dealerships, agents and brokers will need to
dollar projects due to be completed over the five years ending work hard to maintain their share as bancassurance grows.
2020, which will require significant insurance coverage. As Direct insurance, aggregators and digital (internet and
such, we project CAGR 35% and 30% growth in engineering mobile) cover, for motor and property risks, will only really
insurance and surety bonds, respectively. gain prominance / take-off with regulatory actions – i.e. new
Other segments: We expect marine and energy segments compulsory cover and freedom of choice regulations.
to be impacted by continued depressed commodity prices/
demand, with corresponding CAGR 5% growth projected. Commercial lines / SME distribution
Distribution A large share of the commercial lines business is captive – i.e.
There is limited data available on distribution dynamics. SOE insurers serving SOEs, or conglomerate owned insurers
Below are our subjective views: serving conglomerates. SOE and conglomerate linked
insurers will benefit the most from the expected growth in
engineering and surety insurance.
Personal lines distribution
For the rest of the corporate market and for SMEs, we expect
At present, there is believed to be a limited direct market, in brokers to remain the dominant distribution channel.
part because property and motor insurance is not compulsory.
26
26 Insurance in Indonesia - Opportunities in a dynamic market
Micro-insurance and Digital
Indonesia’s Economic Pyramid Background life – as it is mandatory in
many cases and relatively
Four-fifths of the population
cheap to deploy. Insurers
are at the base of the
have been reluctant to invest
economic pyramid, earning
in costly education programs
Upper class: less than USD 4.50 a day. The
c. 1 - 2 > USD 22.10 a day
and to develop distribution
poor cannot afford property
million networks that will reach out
insurance, yet many are
geographically, as the return on
potentially affected by floods
Middle class:
investment takes a long time to
and earthquakes.
USD 4.50 – materialize.
USD 22.10 a day A product called Payung
44 million Regulatory actions
Keluarga (“Family Umbrella”)
was the first micro-insurance As a consequence of the low
Poor: product delivered in the penetration, in 2013, OJK
< USD 4.50 a day market (first sold in 2006). It launched a micro-insurance
provides credit life insurance blueprint. Subsequently, OJK,
203 million protection if the participant together with the AAUI and
(debtor) dies of illness or AAJI, has designed four basic
accident during the credit micro-insurance products for
period. The benefit received personal accident insurance,
by the beneficiary is twice the term life insurance, home
amount of the loan. It now has fire insurance and business
Source: World Bank, Financial Times 3.9 million policyholders. interruption insurance.
Note: < 1.90 a day, 96m; USD 1,90 – USD 4.50 107m.
In 2015, OJK reported that In December 2015 it was
53 companies sell micro- reported that OJK may require
insurance products, with over insurance companies to make
The micro-insurance 6 million policyholders paying
premiums of IDR106 billion
micro sales of at least 5% of
GWP by the end of 2016 37. OJK
potential in Indonesia is (USD 8.2 million) with claims sets the maximum premium
of IDR71.8 billion (USD 5.6 price at IDR 50,000 per product
significant and largely million)36. and the benefits at IDR 50 million
untapped. At present micro-insurance is
per customer.
mainly focussed on microcredit
Smartphone Users
120
Mobile communications
100
and the growing role of
80
mobile money will be a key
Million people
60
enabler of micro-insurance
40
for the unbanked
20
0
2013 2014 2015E 2016E 2017E 2018E
Co-insurance Motor
Other International
11% 29%
Others
21%
Cargo
6%
In 2014 almost half the Indonesia’s reinsurance market has remained stable, with no
major Catastrophes (“CATs”) since the 2004 tsunami off the
reinsurance premiums were paid coast of Aceh. However, Indonesia is one of the world’s most
exposed countries to natural CATs, particularly earthquakes. A
to offshore reinsurers. In 2015, OJK national earthquake insurance pool was set up in 2003, known
introduced multiple new rules which as “Maipark”, which is funded by all non-life and reinsurance
companies.
are set to significantly increase
domestic retention.
• Founded in 1986.
Property, Marine • Part of Sinar Mas Group through
Kali Besar Raya 83
Cargo PT Sinar Mas Tunggal (50%) and PT
Utama
Sinarindo Gerbang Mas (50%)
• Founded in 1987
Binasentra 54 Property, Personal • Majority owned by Dana Pensiun Bank
Purna Accident & Health Tabungan Negara (80%), a state-owned
bank
Note: (a) Two biggest classes of business based on commision income Source : (1) Statistik perasuransian, www.ojk.go.id, 2014
(2) Company websites
¡¡ A drive to secure bancassurance partners and broader Accordingly, we expect to see a sustained period of M&A
distribution channels. Distribution partners are increasingly across all parts of the value chain, with inbound investment
looking for JV arrangements rather than a commission taking advantage of a weakened rupiah, together with
model consolidation, particularly in the P&C sector, where there is a
large number of sub-scale insurers.
We have set out over the following pages a summary of the
smaller insurers with potential M&A needs.
Life insurance companies with owner's capital below IDR 150 billion
Net
Owner's Total Gross premium premium Expense Solvency
in IDR million Capital assets income income Retention ratio PBT ratio ratio
Asuransi Jiwa Reliance
121,075 264,599 132,995 30,798 431.8% 68.0% 11.2% 618.0%
Indonesia
Heksa Eka Life Insurance 122,924 586,871 245,318 164,633 149.0% 104.7% 16.3% 132.5%
Asuransi Jiwa Mega
105,428 132,443 41,352 39,516 104.6% 80.0% 1.9% 3560.0%
Indonesia
Asuransi Jiwa Tugu Mandiri 103,685 637,530 239,176 231,764 103.2% 123.0% 1.4% 194.0%
Pasaraya Life Insurance 80,261 110,783 5,864 5,740 102.2% 185.7% 1.0% 3300.8%
Central Asia Financial 126,338 129,720 751 742 101.2% 7116.0% -4.5% 1270.0%
Sinergi Proteksi Indonesia 100,905 101,713 100 77 129.9% 5219.9% 0.4% 1049.7%
Indosurya Life 115,689 117,405 2,466 1,631 151.2% 0.0% 0.2% 1037.0%
Net
Owner's Total Gross premium premium Expense Solvency
in IDR million Capital assets income income Retention ratio PBT ratio ratio
Asuransi Asoka Mas 275,402 274.8% 100.3% 6.1% 180.0%
107,537 455,418 100,232
Asuransi Qbe Pool
439,819 184.9% 133.0% 25.0% 121.0%
Indonesia 129,452 685,259 237,882
Citral International
298,493 318.6% 74.0% 17.2% 136.0%
Underwriters 102,391 277,221 93,700
Pan Pacific Insurance 678,106 161.0% 129.2% 22.6% 131.1%
129,550 738,553 421,095
Asuransi Tugu Kresna
264,380 419.8% 103.5% 3.3% 129.2%
Pratama 86,573 617,596 62,977
Asuransi Sumit Oto 235,388 120.2% 103.0% 60.8% 280.7%
136,252 611,456 195,864
Asuransi Binagriya Upkara 91,774 188.1% 102.8% 22.8% 343.2%
108,424 333,429 48,790
Asuransi Raya 126,767 126.2% 102.7% 26.8% 195.0%
101,422 176,478 100,421
Meritz Korindo Insurance 81,060 500.9% 16.2% 3.4% 1055.3%
105,190 164,081 16,184
Asuransi Artarindo 44,386 172.8% 112.0% 8.1% 945.0%
116,699 171,409 25,689
China Taiping Insurance
139,021 338.2% 74.0% 8.7% 488.0%
Indonesia 147,904 387,108 41,105
Asuransi Mitra Pelindung
125,221 252.2% 117.0% 15.8% 663.0%
Mustika 131,880 269,430 49,657
Asuransi Buana
218,071 169.2% 116.0% 17.8% 280.0%
Independent 137,955 432,607 128,874
Asuransi Umum Videi 47,735 133.7% 116.8% 11.0% 1090.7%
102,172 140,001 35,702
Asuransi Harta Aman
239,649 145.8% 147.0% 22.4% 179.0%
Pratama 123,185 365,644 164,316
Bess Central Insurance 138,336 338.6% 106.8% 5.9% 276.9%
118,241 278,047 40,855
Berdikari Insurance 42,664 111.0% 106.0% 7.1% 262.0%
106,273 163,333 38,427
Asuransi Bintang 212,171 174.4% 118.0% 10.4% 163.0%
140,674 442,653 121,665
Asuransi Bhakti
56,453 143.9% 124.0% 4.9% 448.0%
Bhayangkara 100,139 155,410 39,242
Asuransi Staco Mandiri 87,955 313.2% 117.5% 4.6% 426.0%
103,584 215,855 28,081
Lig Insurance Indonesia 125,288 256.5% 127.0% 0.6% 519.0%
138,050 503,889 48,853
Victoria Insurance 23,384 449.0% 192.0% 7.7% 1064.0%
109,047 158,185 5,208
MNC Asuransi Indonesia 216,245 223.1% 124.8% 6.5% 282.4%
145,241 385,034 96,924
Net
Owner's Total Gross premium premium Expense Solvency
in IDR million Capital assets income income Retention ratio PBT ratio ratio
Avrist General Insurance 253.9% 152.8% 0.2% 1190.1%
108,201 164,435 62,495 24,614
Asuransi Intra Asia 117.5% 139.0% 6.9% 282.0%
102,738 143,037 53,892 45,872
Asuransi Mega Pratama 168.3% 118.6% 6.9% 388.1%
106,468 199,742 83,819 49,796
Asuransi Eka Lloyd Jaya 189.8% 138.0% 0.5% 1382.0%
109,953 153,053 47,829 25,197
Bosowa Asuransi 136.6% 127.0% 4.0% 135.0%
111,057 269,491 137,707 100,822
Maskapai Asuransi Sonwelis 133.0% 146.6% 3.4% 472.7%
56,810 63,751 12,745 9,585
Ksk Insurance Indonesia 318.4% 402.0% -68.0% 140.0%
138,234 474,793 96,863 30,425
Asuransi Himalaya Pelindung 152.0% 120.0% 3.1% 232.0%
118,983 240,795 168,757 110,998
Malacca Trust Wuwungan
101.9% 194.9% -8.0% 463.7%
Insurance 106,847 150,692 42,531 41,744
¡¡ In-depth local market knowledge during the due diligence The ability to deliver a successful capability transfer program
process to gain a real understanding of local market is often a key factor in the choice of an international partner.
opportunities, issues and challenges
1. “Statistik Perasuransian”, www.ojk.go.id, 2014 23. “Danamon Announces Third Quarter 2012 Financial
Results”, www.danamon.co.id, 2012
2. “OJK: “Growing middle class will boost the economy”’,
www.theworldfolio.com, 2013 24. Manulife Indonesia Annual Report, 2014
3. “Central Bureau of Statistics (BPS)”, www.bps.go.id, 2015 25. “Malaysia: Takaful contribution likely to reach $3 billion in
2014”, www.businessinsurance.com, 2014
4. “The World Factbook”, www.cia.gov, 2015
26. “Indonesia’s General Insurance Industry; Gaining
5. “Indonesia Insurance Report Q3 2015”,
Traction”, www.gbgindonesia.com, 2015
www.bmiresearch.com, 2015
27. AAUI Annual Report’: “Pertumbuhan Industri Asuransi
6. “The Evolving Indonesian Consumer”,
Umum & Reasuransi sampai dengan Triwulan 3 tahun
www.mckinsey.com, 2013
2015”, www.aaui.or.id, 2015
7. “World Population Prospects: The 2015 Revision”,
28. “Indonesia January Car Sales Fell 9.9% YoY”,
esa.un.org/unpd/wpp, 2015
jakartaglobe.beritasatu.com, 2015
8. “Indonesia Health Cards and The ‘Missing Middle’’,
29. Indonesia’s 2014 Car Sales Decline amid Slowing
www.thejakartapost.com, 2014
Economic Growth, www.indonesia-investments.com,
9. Infobank, June 2015 2015
10. “Prudential Indonesia Maintains Positive Growth in 2014”, 30. Traveloka official website, www.traveloka.com, 2015
www.prudential.co.id, 2015
31. Sinarmas Agribusiness and Food official website,
11. Jakarta Composite Index, 2010 – 2013 www.smart-tbk.com, 2015
12. “Statistik Perasuransian”, www.ojk.go.id, 2010 32. Astra Indonesia official website, www.astra.co.id, 2015
13. Infobank, July 2013 33. Indomaret official website, www.indomaret.co.id, 2015
14. Jakarta Composite Index, 2015 34. Asuransi MSIG Annual Report 2014, www.msig.co.id,
2014
15. “AAJI Press Release Q3 2015”, www.aaji.or.id, 2015
35. “Indonesian new vehicle sales drop 16.1% y/y during
16. Infobank, July 2014
2015, with production down despite rise in CBU exports”,
17. AXA Mandiri Annual Report, 2014 www.supplierbusiness.com, 2016
18. Allianz Indonesia Annual Report, 2014 36. “Indonesia: Microinsurance customer numbers climb to
6 million”, www.asiainsurancereview.com, 2015
19. AIA Financial official website, www.aia.com, 2015
37. “OJK wajibkan premi asuransi mikro minimal 5%”,
20. “Mitsui Sumitomo Acquires 50% Stake In Indonesian
keuangan.kontan.co.id, 2015
Life Insurer”’, www.insurancenewsnet.com, 2011
38. Tugu Reasuransi Annual Report, 2014
21. “Sinarmas MSIG Life Recorded Positive Growth in 2014”,
www.sinarmasmsiglife.co.id, 2015 39. Maskapai Reasuransi Annual Report, 2014
22. Manulife Indonesia Fact Sheet, www.manulife.com, 40. Merger Market
2016
41. AAJI Unaudited Report, 2015
42. “The Archipelago Economy: Unleashing Indonesia’s
Potential”, www.mckinsey.com, 2012
9M15 The first nine months of 2015 Bank Mandiri PT Bank Mandiri (Persero) Tbk
AIG American International Group, Incorporation CAGR Compound Annual Growth Rate
Allianz Indonesia Life PT Asuransi Allianz Life Indonesia CoB Classes of Business
Asuransi Sinar Mas PT Asuransi Sinar Mas GWP Gross Written Product
AXA AXA Group or AXA S.A.de CV IBS PT IBS Insurance Broking Service
JKSE Jakarta Stock Exchange Composite Index RIU PT Reasuransi Indonesia Utama
KBRU PT Kali Besar Raya Utama Insurance Brokers SJU PT Sarana Janesia Utama
M&A Merger and Acquisition Sinarmas MSIG PT Asuransi Jiwa Sinarmas MSIG
MIR PT Mitra, Iswara & Rorimpandey Ltd Tugu Re PT Tugu Reasuransi Indonesia
Nasional Re PT Reasuransi Nasional Indonesia Willis Indonesia PT Willis Indonesia Insurance Brokers
ASEAN
Indonesia Singapore
David East
Head of Transaction Services,
Deal Advisory
David.East@kpmg.co.id
kpmg.com/id
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the future. No one should act on such information without appropriate professional advice after a thorough examination of the particular situation.
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