Tag: Insurance

  • TNG Deal Breakers: When the world changed… were we alive?

    TNG Deal Breakers: When the world changed… were we alive?

    Over the past two decades, there have been several attempts by governments in Nigeria to find alternatives to imported wheat flour used mainly in bread making. Cassava flour was forcefully promoted as a replacement or complete option in the quest for fair comparative advantage to boost local production as well as reduce dependence on imports and the number of dollars spent on flour-dependent foods.

    About the same period, New Rice for Africa (NERICA) was promoted by the West African Rice Development Agency. Nerica is a hybrid, rain-fed specie of rice developed through a collaboration between African and Asian scientists. The pilot scheme in Nigeria across the six geopolitical zones showed early promises that indicated that if we remained on track, rice imports will end. NERICA is now RiceAfrica. This specie of rice has won many global awards not only because of its super yield but combined with its rich protein content, it is helping to solve the world’s hunger crises where it is needed most –– Africa.  

    In Kenya, a newly developed hybrid climate-resistant corn seed, DroughtTEGO. Bill & Melinda Gates Foundation claims that this ‘magic seed’ is producing an average of 66% more grain per acre. There is indeed more research into how to boost agricultural harvest to feed Africa. International agencies and foundations account for nearly 80% of these efforts.

    Most Nigerians self-glorified their own brand of resilience and patted themselves for the superior gene of the African, nay Nigerian, which resisted the Covid-19 pandemic. “They thought we would die in numbers, like chickens on the roads”, many enthused. But while the dance to the pyrrhic victory was going on, the world had changed. And behold we were affected far worse than physical death –– massive job loss, more unemployment, and more people streaming into extreme poverty. There was also crops failure occasioned by extreme weather conditions and insecurity of farmer spaces and farmlands. Then we discovered that the prices of food were increasing daily.

    We learnt the importance of Russian and Ukraine to bread and other pastries. We became aware that “14 African nations relied on Ukraine and Russia for half their wheat. Now, those shipments were cancelled, and the supply shock spiked the price of replacement wheat to its highest level in 40 years. Prices eventually started falling in May, but in the Interim, there were the makings of a modern famine, with world leaders sounding the alarm bell, calling for an influx of aid—money and pallets of food to be shipped to sub-Saharan ports immediately.” It is now evident that the Covid-19 and grain shipment cancellations affected us in numbers.  Our government relied on food aid from Europe which the government of the day channeled towards the North East only. Certainly, with no tools to predict the food cycle majority of the population was dragged into poverty without the essential things of everyday living.

    Moses Ojeisekhoba, Swiss Re’s Chief Executive Officer, Reinsurance, is a Nigerian and British. He has granted me permission to adapt his article, “Where were you when the world changed” to our peculiar environment. But to get the full grasp of this piece, I had prefaced it with the many opportunities and policies that would have spared this country the serious poverty index which has dangerously escalated in the last decade. While the rest of the world kept pace with the dynamics of an evolving world order using tools to predict and reorder the mechanics of existence on earth, Nigeria ignores the important instruments of resilience and governance structures that promote sustainability. Aside from these acts of negligence, the government does not pay attention to statistics which today has evolved into the powerful data tool driving economies.

    Ojeisekhoba says; “The pandemic and Ukraine invasion have accelerated the transition to a multi-polar world order, with a few large powers creating something distinct from the unipolar system that emerged from the Cold War. The dimensions of the shift may be open to debate, but it’s clear the current system is moving rapidly to something new. Re/insurers are partnering with clients and society to shape and stabilise this new era, as supply chain, climate and food and energy security risks grow more complex.

    Peeling back the layers of human history, we see patterns that observers likely missed at the moment. For instance, the Sumerians and Egyptians who began drafting the first written records 5,000 years ago may not have immediately grasped the revolution they were unleashing. There probably wasn’t somebody standing there by the Nile saying, “I was there when the world changed.”

    Even so, time and perspective had taught us how this marked the juncture when humankind emerged from its pre-historic darkness, clearing the way for the rapid development of religion, education, philosophy, science, and law – in short, the foundations of modern civilisation. Nothing would ever be the same again.”

    He affirmed that the world has arrived at a “critical turning point for civilisation: The transition from a unipolar to a multi-polar world order and referencing Swiss Re’s latest sigma publication, entitled “Maintaining resilience: the role of P&C insurers in a new world order,” he declared; “our experts document forces shaping this new paradigm. In the making for some time, this shift has been catalysed by both the pandemic and war in Ukraine.”

    The nature of the new world order

    “This new order is a more fragmented construct than what followed World War II. The dominant system of governance and cooperation is unravelling, probably irreversibly, posing challenges to the multilateralism we once counted on to promote global stability. Power centres such as China, Europe, India and the United States are set to redefine multilateralism, not exactly abandoning cooperation, but instead pursuing relationships more strongly defined by their individual interests.

    Amid this sea change, we see a role for P&C re/insurers, to facilitate as orderly a transition as possible. More than ever, our industry must step forward as an agent of societal resilience.

    Among the first significant new order features to emerge from the pandemic and Ukraine invasion is the re-alignment of supply chains to avoid future crisis-driven trade disruptions.”

    Smoothing complexity of a rebooting system

    This rebooting system, “with relocated facilities running in parallel, will require insurance solutions to smooth how business is conducted. Companies must increasingly harness data to overcome heightened complexity that will now accompany getting products from factories to customers, and insurance solutions will be critical in enabling this transition.

    To mitigate climate change’s existential threat, the shift to a green economy was already unavoidable. Russia’s invasion of Ukraine has only heightened urgency, as leaders fret over energy security. Such a transition extends far beyond renewable energy, as virtually every element of the global economy requires reconfiguration in order to meet climate goals.

    A third defining feature of this emerging order dominated by multi-polar blocs of economic influence is the potential for worsening disruptions to food supplies, a scenario that would accelerate widening inequality. Food prices were rising before Russia’s invasion of Ukraine; the invasion poured fuel on the fire. The most vulnerable are hurting the most.

    Large swathes of Africa and south Asia face acute hunger while the United Nations says the number of people just a stumble away from famine has more than doubled since 2019 to 345 million; many are children. This problem is multi-faceted –– from energy costs, and fertilizer and grain supplies to climate-driven drought and the challenges inherent to feeding a growing population.

    That’s why agriculture insurance, from parametric drought solutions to products that smooth out volatile production costs, is expected to assume a more important role in managing growing risks stemming from a multi-polar world order’s impact on the food-production value chain. Public-private partnerships involving the insurance industry will also be essential, to boost protection in markets that historically have been underserved”.

    When the world changed

    The world has changed! Changed in ways that it seems the whole world is in a rate race. The fast-paced existence demands that nations in Africa must walk the talk of self-reliance.  “As a new multi-polar world order takes shape”, and rapidly redefines the way we perceive and respond to conditions of living, it is imperative that Nigeria demonstrates that leadership that situates it in Africa.

    Ojeisekhoba notes, “while it may have taken humankind centuries to put previous shifts — including the one ignited by written communication, to return to my initial example — into their revolutionary place, technology now at our fingertips makes it possible to quickly assess, understand, and respond in real-time to the new order taking shape this time.

    This is what I call data-driven risk knowledge. As re/insurers, it gives us the power to be the architects of our destinies, not merely passive observers of events. When we recall this moment in history, I’m optimistic we’ll be able to say that when the world changed in 2022, our industry was there not just to maintain resilience, but to strengthen it.”

    In all these, is Africa taken into consideration? Has the most populous black nation on earth read through the myth or reality of the emerging world order? How is Nigeria aligning with the productive currents that deliver much control in our hands instead of being squeezed in-between forces that is out of our control? Nations are rising and falling but ours is only the impetus to rise, to challenge ourselves to be the best we can be in defence of the children, women and youths. We must not show ourselves to be men who beg other nations for food. The new world order will revolve around countries getting stronger unto themselves. Interdependence will always remain part of humankind’s ways of exchange but going forward, it will be defined by strengths and weaknesses.

    We have also arrived at a critical juncture when we have to do a programmed catch-up with what is happening to our world. Those who plan to govern the country post-2023 general elections must with open hands embrace the new ways of doing things. The national interest must well be defined, strategically, to lead all policies of the government.

     

    The original author of this adapted article, Moses Ojeisekhoba, studied Statistics at the University of Ibadan. He is the CEO, of Reinsurance at Swiss Re, the world’s largest reinsurer.

  • Third Party vehicle insurance raised from N5,000 to N15,000

    Third Party vehicle insurance raised from N5,000 to N15,000

    The National Insurance Commission (NAICOM) has raised Third Party insurance cover for motorists from N5,000 to N15,000 yearly with effect from January 2023.

    The approval is contained in a circular: NAICOM/DPR/CIR/46/2022 addressed to insurance companies and dated Dec. 22, 2022.

    It was titled: New Premium Rate for Motor Insurance and signed by the Director, Policy and Regulation, NAICOM, Mr Leo Akah for the Commissioner for Insurance.

    “Pursuant to the exercise of its function of approving rates of insurance premium under Section 7 of NAICOM Act 1997 and other extant laws, the Commission hereby issues this circular on the new motor insurance premium rates effective from Jan. 1, 2023,’’ it stated.

    The commission also stated that the Third Party Property Damage (TPPD) which is the limit of claims an insured can enjoy on a policy for private vehicle will now be N3 million for the new premium of N15,000.

    It stated that the limit for own goods would be N5 million, with a new premium of N20,000.

    Insurance premium rate payable on staff buses is now N20,000 and its TPPD would be N3 million.

    NAICOM stated that commercial vehicles, trucks and general cartage now has a TPPD limit of N5 million with N100,000 premium rate; “special types’’ now has a TPPD limit of N3 million and premium of N20,000.

    Tricycles now have a TPPD limit of N2 million and premium of N5000 while motorcycles now have a TPPD limit N1 million and premium of N3000.

    According to NAICOM, Comprehensive insurance policy premium rate shall not be less than 5 per cent of the sum insured after all rebates or discounts.

    The commission warned insurers to be guided by the new policy as failure to comply would be appropriately sanctioned.

  • TNG Deal Breakers: The untapped opportunity of sports insurance in Nigeria

    TNG Deal Breakers: The untapped opportunity of sports insurance in Nigeria

    By Ifeanyi Ugwuadu

    Many will recall the national tragedy several years ago when one of Nigeria’s brilliant midfielders, Sam Okwaraji slumped and died during a live match at the national stadium in Lagos. At the same world cup qualifier, seven fans reportedly choked to death due to overcrowding. Earlier in 1979, 24 fans reportedly died during a stampede at a semi-final FA cup encounter in Lagos. The just concluded National Sports Festival, Asaba 2022, recorded the death of an athlete, Chukwuemeka Igboanugo who died in the boxing ring. 

    Tragedies such as these are certain risks which ought to be insured and victims and their families compensated. Arenas such as national stadiums and other small venues for sporting activities ought to be covered against the potential danger of accidents that have been recorded at various venues in the country.

    The world’s sports insurance business is projected to reach $600bn in the next three years. By 2025, global insurance underwriters is expected to generate this much revenue from sports-related risks transferred to the industry.  Statista’s revenue estimate for Nigeria in the sports & outdoor segment is estimated to reach US$112.20m in 2022.  At a cumulative annual growth rate of 7.45% over the next 5 years, revenue will hit a volume of US$160.70m by 2027. 

    Most of this revenue would come from sports and outdoor items like clothing, and shoes, as well as sports and outdoor equipment (fitness equipment), and swimming accessories.  Track and jogging suits worn for sporting activities, lifestyle apparel by sportswear brands, footwear for sports purposes, athletic apparel and footwear worn for leisure.

    Revenues from sports underwriting accrue from mostly exposure to third-party liability and accident risks to which professional sports people are exposed. Sporting venues, professional leagues, event organisers, and clubs are exposed to additional risks, including physical damage to infrastructure and equipment, general liability, directors’ and officers’ liability, business interruption, and event cancellation.” Disability and accident insurance is a key risk management tool for professional athletes and teams that can face considerable earning losses in case of injuries.

    These activities when fully insured by club owners, academies, schools’ inter-house sports, universities and Polytechnic games can really deepen the role of sports in harnessing youth development in the country. In this article, we will explore the wider scope of how insurance can contribute to deepening sports development in the country.

    Sports Policy

    Only last month, the Federal Executive Council (FEC) approved Nigeria’s first ‘sports as a business policy’, National Sports Industry Policy (NSIP). The Sports Ministry leadership sees this as the “birth of a business model that will attract private investment through government incentives underpinned by a new sports code of governance for sporting federations.” This policy document is essentially the counterpart to Sports Nigeria, an initiative of the Nigerian Economic Summit Group (NESG) and stakeholders in the country’s sports industry which is aimed at charting a “business-oriented pathway for sports development in Nigeria.

    According to promoters of Sports Nigeria, the objective of the private sector-led program is to aggregate the quantum of investment required to harness and deploy “investment and private sector funds across the value chain by implementing strategies for developing sports as a platform for economic, social, physical and youth development. 

    At the official launch of Sports Nigeria, the sponsors described it as “a private sector-led intervention agency established to foster the development of the sports industry in Nigeria.” What this implies is that Nigeria never had a national sports policy to drive the development of the various aspects of commercial physical activity and may have relied for decades on the questionable framework –– a case-by-case basis, to drive sports activities in the country. Sad as this may appear, it provides all stakeholders with an equal opportunity to develop sports.

    Football presents Nigeria with the best possible pathway towards developing the sports industry. Financial models already show that teams that have the best collective insurable value tend to outperform others, particularly the national teams. However, the potential for growth of individual athletes in various other sports depends on the worth of the financial value and this can be the basis for the underwriting of the insurance needs of our national teams and local clubs. The result would be a growing confidence among youths who may wish to engage in professional sports at home. The practice sport creates risks and only some of those risks can be covered by regular insurance policies. However, “insurance needs of professional players and teams are highly sophisticated and require specialised coverages that are mostly provided by the Lloyd’s of London market as well as by a limited number of property and casualty insurance companies.

    Organic Growth Prospects

    To achieve organic growth, the national sports policy should as a matter of inclusiveness and further boosting of the development of government and the private sector policy in this regard, integrate specialized insurance for sports in the country. This type of insurance covers aspects of risks outside the general accident and injury policy.

    A report by DBRS Morning Star, the World’s fourth largest credit ratings agency and market in Canada, the United States and much of Europe forecasts an exponential growth in revenue reaching up to US$600 billion in 2025. “The global expansion of the professional sports industry combined with the varying type of its insurance needs has resulted in the exponential growth of the sports insurance business in the past few years”, It stated.

    Insurance powerhouse, Lloyd’s alone generated premiums of over £150 million in a sports-related accident and health insurance. 

    Lloyd’s syndicates have developed detailed models to calculate the insurable values of national teams. Based on this, they have used this to successfully predict the outcome of the last two FIFA World Cups except for the current World Cup, which placed England ahead of the other teams. 

    Notwithstanding, the core logic for the model which predicts the best performance for national teams based on their “higher collective insurable values” supports various reward models. England with the insurable value of £3.17 billion has the highest estimated insurable value. The second and third national teams with the highest insurance values in the tournament are France, with £2.66 billion and Brazil, with £2.56 billion, respectively. Brazil and England have already exited the tournament.

    Sport Development Framework

    Only a few months ago, Nigerians celebrated Tobi Amusan, the athlete that conquered the athletic world. Imagine a Tobi Amusa declaring that she was insured by a local insurer for her professional engagements. The awareness of insurance that would have heralded such pronouncement will be unequalled in its effect on the national sporting psyche. Sports has proved to be the most unifying of all activities in all parts of the world, especially in international championships where only a select few are called up to represent the nation. Insurance is an asset that can be deployed to raise the value of sports activities.

    For grassroots development of special and general insurance, the best place to start (and I do hope the Sports Nigeria and National Sports Industry Policy took this into consideration) is the Local Government Area where respective sports are most popularly played. Indeed all levels of sporting require the insurance component to cover ordinary risks of injury and disability including supplementary life income if the disability is so severe as to threaten a career or prevent the optimal performance of an athlete. 

    Other enumerated areas where genuine data can be generated for underwriting considerations include; sports clubs in Nigeria, primary schools, and secondary, and tertiary schools where respective sports are popular. Derivable from this exercise will be the percentage level of development of the respective sporting activity and an offer of insurance protection. Another level of data needed will be the number of coaches available and required for each sporting activity.

    Asaba 2022 just ended apparently without government-backed insurance for all participating athletes. Even if there were a global cover for all participants, the competition would have provided an opportunity to demonstrate the protection insurance provides for the enhancement of this activity.  In particular, the attention would be drawn to compensation paid to the family of the boxer, Chukwuemeka Igboanugo who died on active duty. Attendance at national competitions, the number of LGA and States competitions organized would have given a general idea about the scope and the required numbers to grow the sport. Insurance can be a motivational instrument for an athlete to commit to his best quality with an assurance that whatever happens to him, his needs and welfare have been factored into a benefits scheme that includes insurance.

    Maturing sports industry in Nigeria would require professional clubs to buy disability insurance for key players to protect themselves financially as they may be “obligated to continue paying an injured player’s salary under a guaranteed contract”. Event sponsors can also buy disability insurance for certain athletes to protect athletes.

    The Covid-19 pandemic and the resulting squeeze on sports and other entertainment events would have tasked clubs if they had to pay athletes throughout the period. Business interruption such as event cancellation insurance protects the insured party against the loss of income that a business suffers as a result of a covered peril that triggers a suspension of its activity.

    Many cases throughout history have provided valuable insights for sports organisations looking to mitigate losses resulting from event cancellations. Moreover, the insurance industry provides the expertise and capital required to provide sizable coverages for professional stadiums and arenas.

  • TNG Deal Breakers: Now that tenure limits kick in finally at 10, what NEXT

    TNG Deal Breakers: Now that tenure limits kick in finally at 10, what NEXT

    Sometimes exchanging pleasantries could veer off, unintentionally to some serious and sensitive matter that may become unpleasant to one party and a revelation to the other. Such was the case when I met an insurance chief executive at a function. After the usual banters about the industry, the socio-economic space and how everyone is managing to keep fit, then I asked about life as an ex-CEO of Xyz Company. Immediately, he retorted, “I am still there as the CEO.” On seeing the surprised look on my countenance, he volleyed yet one more, “Am I too old to still be the CEO.” Out of politeness, I assured him that he was still very agile and in fact and at his best. Case rested!

    However, as I rolled over this information quietly, I realized how many careers had become stagnant as a result of one man remaining a CEO for more than two decades. Movement is essential in life. Without movement, stagnation is inevitable. This holds true also for corporate existence. The freshness that comes with constant change and exchange, the ebbing of the old and the budding of new talents are as essential to productivity as blood circulation is to keep the body healthy. Many insurance companies are no longer creating because the impulse from external that could inspire such have been resisted. The sit-tight syndrome seems to be more pronounced in the insurance industry and the result is multidimensional stifled growth.

    A jaundiced Corporate Governance    

    Supposedly, six years ago (precisely July 1, 2016) the Code of Corporate Governance which incubated the tenure limits regulation for boards of directors should have been in force. It failed to kick in for the insurance industry because powerful CEOs downed its implementation. The major challenge of the regulation was that being driven by the Financial Reporting Council and Securities and Exchange Commission, it thus required to cross regulatory buy-in and adoption by different industry regulators. In addition, some BODs with their CEOs had resisted compliance viewing it as meddlesomeness.  

    Overall, this governance code entails a reengineering of corporate governance processes and structures. The code seeks to strengthen the boards of companies so they can perform their policymaking and oversight functions more effectively and without hindrances. Compliance with the demands of this regulation will definitely bring about increased value for shareholders. There is a caveat here! Shareholder value will only accrue to companies which seek skills for board positions and not those that comply with patronage and seek to hold self-serving control and influence over board activities.

    As of 2016, at least 2 out of each company board member of the 58 underwriting companies would have been affected. Most incumbent CEOs would have also vacated their positions. This postulation excludes major brokers and loss adjusters. Indeed compliance with the spirit of the regulation will aggregate the best skills for the industry and a factor of differentiation. A lot has since changed since then – Mergers and Acquisitions have changed the board landscape. Yet some CEOs who have acquired tremendous financial power and control of their firms are holding strong to their positions.

    Proactively, some enterprises in leading positions across sectors did not wait for this code because these entities are building on international best practices. Many such firms started earlier to implement frameworks that enhance corporate governance like Corbit5, Balanced Scorecard, and so on. However, implementing governance principles only may not be helpful if the presiding CEOs have run out of ideas. It must be a top-down holistic process embracing all the enterprise tentacles. Aside from process innovation which the Code enforces, business innovation is key to insurance survival. Therefore, ventilating the market and allowing fresh ideas to flow in is key to growing the market.

    Talent, Skills Competition 

    Naturally, competition for the best talents to occupy the highest corporate positions should drive every enterprise’s talent and skills acquisition policies and processes. Incidentally, all corporate organisations registered under CAMA are required to implement the 10-year tenure limit for directors including CEOs. Had all organisations taken off at the same time six years ago, this would have driven a very refreshing competitive talent and skills acquisition hunt to fill vacant positions. For insurance, industry-specific guidelines for succession are too restrictive to acquire fresh hands externally except the same market environment. The insurance market will be looking for skills in the market alongside the banks and others whose remuneration is far more attractive than that of insurers. However, if insurers redefine the role and functions of each director as well as carry out a thorough skills gap analysis, they need not fret over the apparent dearth of skills and possible competition with other ‘’better paying’’ institutions. 

    The Companies and Allied Matters Act, Cap. C20, states; “The board should develop a written, clearly defined, formal and transparent procedure for appointment to the board of directors. The board shall specify and document the criteria for appointing directors. Such criteria should embrace the strengths and weaknesses of the existing board, required skills, and experience as well as current age range and gender diversity.”

    Viewed from the above provision and the entire requirements for board appointments, the law intended to strengthen the selection process and the appointment of an independent director consolidates this.

    Now a new shot at exiting old CEOs, Execs

    From January 2023, NAICOM has issued a one-year transition guideline for the disengagement of CEOs and executive directors who have overstayed 10 years. In exercising “its powers under the National Insurance Commission (NAICOM) Act 1997 and in line with the Nigerian Code of Corporate Governance 2018”, the regulator indicated a fresh push to implement maximum tenure limits for executive directors of insurance and reinsurance companies operating in Nigeria. It believes the action is essential to “sanitize the industry and ensure the sector continues to operate with international best practices.”

    “There shall be a transitional period of 12 months from the effective date of this circular in respect of existing appointments; all CEOs and EDs who have served for 10 years shall cease to continue in such capacity, after the transition period of 12 months; henceforth, all insurers/reinsurers shall give consideration to the provisions of the circular in their future engagement of CEOs and EDs and the circular takes effect from 1st of January, 2023,” the regulator pointed out.

    Mandate to Freshen the Board

    No doubt the quality and independence of any board play vital roles in the success or failure of the enterprise. The national code of corporate governance underscores the importance of this perspective. A board membership that is composed of persons representing the interests of major shareholders will only do the bidding of the benefactors. To a large extent what one has been acquainted with over time are boards’ compositions that reflect only the ownership structure, and thus such directors’ roles are ‘as directed’ and are unable to influence the growth of the company. This situation has periled so many businesses in the country either as family businesses or organizations set up with capital market funding. 

    Thus the requirement for enterprises to seek requisite skills for board positions and tenure limits imposed thereby will breathe some freshness into Nigerian companies. An adjunct to this requirement is the continued need to put processes in place so that resource misallocation, mismanagement, fraud and like vices in the workplace would be minimized. 

    Job Creation through process reengineering 

    To replenish the insurance market with new creative talents should be a task the industry should take seriously. Intelligent and brilliant graduates of business, marketing, insurance and actuarial sciences must be targeted to create a new pool of talent for the market. Engineering, statisticians, data analysts and other specialized fields hold the future of a more inclusive talent for the industry.  These are the ones to bring growth initiatives that can expand the market and create more jobs. The widespread absence of career progress due to constricted movement at the top, middle and lower levels of employment is not creating room for expansion. Although the economic downturn may be blamed for the current inability of organizations to hire, the insurance market’s hiring capacity has stagnated for a long time already.

    Innovations in Insuretech are providing a new window for insurance to expand and this now presents a justification for the wider net of professionals. The talents to operate these models are the younger tech-savvy generation. And they are here waiting to be tapped. To complement this wave of technology, old talents need to give way. A new generation is required to change the course of insurance in Nigeria. Beyond tenure limits for directors and CEOs, insurance business owners may have to implement a complete talent cleanup. In addition, the Chartered Insurance Institute of Nigeria may have to revolutionize its syllabuses to bring it up-to-date with current realities. Underwriting is now tech-driven! It (CIIN) should now look in the direction of transforming into an Insurance Business school or its courses would lose relevance.

  • TNG Deal Breakers: A symphony of insurance welfare principles and the Balance Sheet

    TNG Deal Breakers: A symphony of insurance welfare principles and the Balance Sheet

    Not many Nigerians are aware that insurance operate a model of business that combines social welfare principles with strict business profit and loss features. Insurance claims may at times be honoured on the basis of emotions and empathy towards the insured who suffered a loss of assets. Many Nigerians have received payments from insurers not based on the strict conditions and terms of the policy but on the purely human basis that this claimant needed to be lifted and helped, even supplanting processes to ensure that the policyholder gets a benefit for, at least, taking insurance.

    Although insurers are heavily taxed for things they ought not to pay considering the components and nature of their earnings, still they are able to enable discretionary obligations to their customers. Factually, if insurers were to investigate the actual causes of losses for which they pay billions annually, over 30% of such claims would not be paid on account of their not meeting the business conditions for underwriting.  Yet they pay! They may contest claims only when there is an obvious attempt to defraud the underwriter. Insurance relies on the principle of the proximate cause of the incident and not the exact cause.

    In very ideal cases, insurers and other suppliers of insurance products bond into a lasting relationship with the insured such that a mutual understanding exists which precludes any foul play between them. And this is the foundation upon which insurance thrives –– Trust and Utmost Good Faith. Perhaps, it is this part of the insurance principle that many would want to take advantage of and sometimes expect that insurance is provided for free. Insurance is also an intangible service where a physical product is not traded and the value is universally predetermined and bargained by both supplier and buyer. Thus, to connect people to insurance services, an ecosystem is developed where the purchase is system-driven. This is the system found in developed economies where insurance is ringed to economic and social activities. In Nigeria and most African countries, the value insurance creates is not well perceived by the larger population. And government regulations in this regard are mostly private-sector induced but only get a stamp of approval. African governments appear to distance themselves from the legislation which have their seal of approval.

    Affordable Social Insurance

    The majority of our population is unaware that claims can be made on victims of hit-and-run accidents and other third-party victims of road accidents. The legal system also is not robust enough to encourage lawyers to specialize in these cases due to funding issues to prosecute such cases.

    Aside from the settlement of claims on regular insurance contracts based on the existing business relationship between the insurer and the policyholder and or other intermediaries, public insurance programs exist that provide financial protection against many kinds of economic risks. Disability, Income loss due to ill health, old age or unemployment are some forms of social insurance that provide insurance against economic risks. It may be provided publicly or through subsidizing of private insurance. Public auto insurance, health, unemployment and social security are social insurance programs. Mainly they target the underserved ad disadvantaged population.  

    The mandatory insurances are basically third-party liabilities which are subsidized with grants for insurance development. Even at the low price and subsidy level, there is no significant uptake of the motor third party, building under construction insurance, public building insurance, and health insurance.

    The federal government legislated that these insurances listed are mandatory. Therefore, the premium pricing is subsidized so that it can be affordable. The private insurance entities participate because it is envisaged to be a pool of critical mass of the population with all concerned paying their fair share to provide protection for the greater part of the population. Due to the low awareness of the economic necessity of the programs and the government’s unwillingness to pursue vigorous enforcement, these essential programs have failed or partially succeeded in some instances.

    Pricing Issues

    Though insurance practitioners approach their customers with the utmost consideration, the balance sheet items that translate to profit and loss are part of the equation. The fact that most underwriters have not invested in mandatory social insurance programs is a function of price. The prices are not market-driven because they are regulated by the government. For instance at N5,000 third-party motor insurance with a limitless death claim, it will be suicidal for any insurer to invest in driving sales marketing without government support. After commissions, tax, levies and claims, it is not certain if any insurer can post a profit on Third party auto insurance on a standalone basis.

    The first place to start is to review the prices upwards to enable active private insurance participation. Then the government should make a tangible subsidy input to make it sustainable. If the roads are well maintained and tolled, then a sizable amount for government support would be realized while the government pays its contribution to a dedicated pool for motor accident disability insurance.

    A New CSR Window: How insurance can mobilize for social insurance   

    Motor insurance is the oldest compulsory insurance in Nigeria. If government strengthens its institutions, no vehicle can possibly be on the road without insurance. Generally, transport accident insurance itself is mandatory on account of the lives of passengers conveyed. For all types of compulsory insurance, the industry should go outside the domain and choose credible and influential people as committee members to oversee funds for the various mandatory insurance.

    The insurance regulatory agency annually appropriates 20% of its income for the security and insurance development Funds while insurers are meant to keep a certain percentage levy on the gross motor income for defined compensation to victims of road accidents. For more efficient results, the security and insurance development fund may be further split into the types of mandatory insurance with the constitution of these committees for each.  These compulsory insurance board memberships will become the pivot to drive the implementation of the programs. They would be composed of people whose statements are newsy and can achieve the highest impact in believability. Additional qualifications should be people whose statements can influence government action and policy implementation.

    Out of these mandatory board committees, private insurers in partnership with the government can launch specific awareness campaigns on the various regulated insurance with an overall target on the direct beneficiaries. As a boost, every beneficiary of the security fund would be published to drive home the fact that real people are being impacted by insurance.  The numbers and verifiable statistics are essential to achieve trust.  

    Motor Messages & Third Party Liability

    A vital dataset missing in FRSC road transport accident reports is the number of insured vehicles that were involved in the incidents collated. The road safety commission is an important stakeholder that should be encouraged to deepen its reports. With such reports, digital auto platforms with integrated claims management systems can help identify insurers of the affected vehicles with the aim of initiating claims on behalf of victims’ families or injured passengers.

    Road transport statistics obtained from the National Bureau of Statistics confirm this pattern of reporting by FRSC. A total number of 5,263 vehicles were involved in 3,282 road traffic accidents for Q2 2022. This number was further disaggregated to fatal, serious and minor accident categories. This report did not indicate if the vehicles were insured or not. The obligations of the FRSC to road accident victims in regard to insurance go further than the report indicates.

    Zonal profiling shows that the highest number of fatal accidents happened in zones with the least insurance penetration with the exception of South West which came a distant second after North Central for the highest number of accidents. What this picture presents is a trend which should give the government an inkling of where the greatest attention is needed if accident insurance and motor insurance are to be enabled for the protection of citizens. Commercial vehicles record the highest number of accidents, which is a compelling reason to amend and enforce stricter social insurance programs.

    Therefore, what should be mandatory alongside auto insurance is accident insurance. It is not sufficient to offer a third party with a focus on asset liability. Instead, the emphasis should be on death and injury to passengers. And pricing would then reflect this.  The same should also apply to mandatory insurance.

    For the kind of awareness that can stick, insurers in collaboration with National Insurance Commission can buy, and brand Federal Road Safety Corps vehicles on the highways and build presence and perception on the roads.

    The branding will include a peculiar uniform for highway patrol teams. Alongside clear messaging on patrol vehicles, many people will see what benefits insurance brings. Emergency situations and the activity of special marshals will help create the impression that passersby and witnesses can spread with word of mouth.

    Other Mandatory Insurances

    Public buildings and Buildings under construction insurance are essentially third-party liability policies meant to compensate ordinary people. However, poor implementation and indifference by the government since 2003 have made it unworkable. The same subtle approach to sensitization may also be used here. Penalties for non-compliance should be a part requirement for approval by State and Federal governments. In addition, building associations, and institutes such Nigeria Institute of Building should only certify members who obtain annually renewable professional indemnity cover.

  • TNG Deal Breakers: The pension-linked mortgage, NH-Fund devoid of insurance

    TNG Deal Breakers: The pension-linked mortgage, NH-Fund devoid of insurance

    One of the most defining moments in the life of a man is when he moves into his own house, wakes up on his own and proceeds to his daily work from his own house. The feeling is like someone who has accomplished a great milestone, no matter how small the house. And it is indeed a great milestone. This is the reason that most organizations incentivize the workforce with a housing loan when they are qualified for it. Aside from being a motivation for increased productivity, it engenders commitment to organizational goals by the employees because it solves one of the basic necessities of life. Food and clothing, the other basic needs are usually ongoing and never milestones. Therefore, a national housing policy that leaves out linkages with the various housing funds will achieve little to meet the needs of the majority of Nigerians.

    Conventional practice dictates that where a mortgage is presented, mortgage insurance comes into play to reduce the financial outlay that would have been the case if the entire 25 to 30 per cent equity is to be paid by the borrower. However, pension mortgage borrowing presents a rather difficult and complex situation. Insurance was not factored into the guidelines issued by the National Insurance Commission (PenCom). What can be inferred is that pension asset managers and insurers did not come together in a bid to fashion a product that would have a tremendous effect on pension savers.

    This product and similar other products would have a positive impact only when it is framed to benefit the saver and not the duration that money would be in the management of PFAs to make it profitable. The return on investment for asset owners should be the first line of thinking for those initiating and developing these products. This may be the reason for the slow uptake of the product by retirement savings account holders. In addition, the conditions for the so-called borrowing are themselves disincentives to those who qualify for the borrowing.

    The real estate sector in Nigeria has struggled for decades contributing less than an average of 7 per cent to GDP and under one per cent to employment. In terms of contribution to GDP growth, the sector has been declining for the most part of the last 5 years.  And compared to the rest of the world it is the largest sector in countries like the US and Australia in terms of contributions to GDP and also provides the largest employers in Australia.  The failure of the real estate sector in Nigeria stems from a weak salary structure and wrong incentivizing for commercial players. The bulk of those targeted to swell housing funds are salary and self-employed whose mandatory or voluntary contributions are very insignificant for the pool of resources demanded. 

    Constitutional Right to shelter

    Access to decent, affordable, quality shelter is a fundamental human right guaranteed under section 16 (2) (d), of the Constitution of Nigeria. Expressly, it provides that the “State shall direct its policy towards ensuring suitable and adequate shelter for all citizens.”

    The Universal Declaration of Human Rights also enjoins national governments the right to a standard of living adequate for the individual’s family’s health and well-being, including food, clothing, housing, medical care, and necessary social services.

    The International Covenant on Economic, Social, and Cultural Rights (ICESCR), a multilateral treaty adopted by the United Nations General Assembly with Nigeria as a signatory, also guarantees the right to housing as part of an adequate standard of living. This does not only mean having a roof over one’s head, but it also includes the right to live in safety and dignity in a decent home. It also means affordability, the security of tenure, protection against forced evictions, and availability of services, such as access to drinking water, energy, or transportation.

    Furthermore, as a party to the Covenant, Nigeria is expected to ensure that all enjoy all components of the right to adequate housing, including the security of tenure, access to services and infrastructure, affordability, habitability, accessibility, and location in proximity to services.

    The disconnect of NHF, pension mortgage with reality

    Before the Pension industry packaged mortgages, there were the NH-Fund, private mortgage institutions, and the Mortgage Refinance Company. Their intentions are similar –– to bridge the huge housing deficit. Unfortunately, these efforts are not linked together. The core service of mortgage insurance is not factored such as reducing the equity contribution through premiums. It is doubtful if insurers’ input was sought on the basis of what works for other well-developed housing markets. 

    The National Housing Fund (NHF) was established by the NHF Act of 1992 to mobilize funds that will facilitate the provision of affordable housing for Nigerians. Under the law, every Nigerian earning N3,000 or more per annum must contribute 2.5 per cent of their basic monthly salary to the NHF. However, on 18 February 2019, the law was repealed and replaced in 2018 with an Act of the National Assembly. The minimum wage replaced the N3,000 provision in the earlier legislation.

    Other defining provisions of the new law include;

      Mandatory 2.5% contribution of monthly income by employees earning minimum wage and above in public and private sectors to be deducted and remitted monthly by all employers 

      2.5% of income by self-employed individuals  

      2.5% levy on cement, locally produced or imported 

      10% profit before tax minimum investment by insurance companies, banks and pension fund administrators into the NHF at an interest rate not exceeding one per cent above the rate payable on current accounts by banks.

    Significant downsides of NHF, residential mortgage equity contribution

    If proper linkages were established, the National Housing Fund would have benefited from the more flexible pension mortgage equity contribution of the RSA holders. When combined, the two can rise significantly for each contributor, particularly the low-income groups. 

      In the case of PenCom’s equity contribution for a residential mortgage, there were no housing models and packages that will suit the various categories of contributors under the management of PFAs. To prequalify contributors only on the basis of the various fund categories is too simplistic. If the guidelines had indicated, for instance, that contributors under Fund II can bring up applications for houses of N8million to N10million, this would be clearer.

      Aside from the draconian penalty of up to N100 million and N10 million for non-compliance for corporates and individuals respectively, there is also a possible sanction of operating license cancellation for violation by the financial players listed above. The premium, pension and deposit assets under the management of insurers, PFAs (Pension Fund Administrators) and banks respectively have cost implications for the managers and any unfair legislation that mandates them to place such funds in an investment that may not guarantee good yield would be resisted.  

      Pegging access to housing fund by contributors at 60 years or 35 years of service assumes the typical civil service system whereas, in the private sector, early retirements before 45 years is becoming a norm. Harmonizing the exit age for pension mortgage and national housing fund contributors would be a good deal. It would also benefit contributors if the possible exit age could be put at a minimum of 10 years contribution to qualify for withdrawal.

      A 2.5% levy on cement is a property tax that will make housing even less affordable considering that cement input is a major component. There is also no mention of incentives for innovators of purpose-built locally sourced and affordable building inputs.

      Absence of proper education about mortgages and the high rates of defaults by borrowers.

    Red Flags in the mortgage borrowing

    Although findings indicate that no significant activity has been recorded in the pension equity mortgage window, still it is important to not forget the subprime crises in the United States that ushered in the global financial meltdown from 2007 to 2008.  The financial crisis was caused by cheap credit and relaxed lending standards which fueled the housing bubble. The erosion of savings, massive job losses and loss of homes were the outcomes.

    Abrupt and interest rate hikes have always been the bane of mortgages and homeowner defaults that follow. Nigeria’s economy is too skewed to the rich that any attempt to take over homes from people whose life savings had gone into it will be catastrophic. 

    During the subprime crises cited here, many homeowners were unable to afford the increased monthly payments on their subprime loans and were also unable to refinance or sell their homes due to the real estate market slowdown. 

    A subprime mortgage is a type of loan granted to individuals with poor credit scores who wouldn’t qualify for conventional mortgages. Subprime mortgages are now making a comeback as nonprime mortgages. It is hoped that the funds targeting the savings of workers will be carefully weighed and applied so they will not implode.

    In fact, the term, mortgage, used for the pension product negates the principle of and meaning of mortgage in the real practice of the concept. The security of workers’ savings so that it can serve them when it matters most should be uppermost. If mortgage equity should come into play at all, then insurance ought to be factored into it.

  • TNG Deal Breakers: Navigating Inland with Ships of Destiny: The Cabotage Transition

    TNG Deal Breakers: Navigating Inland with Ships of Destiny: The Cabotage Transition

    For decades now most Nigerian maritime experts have been worried over the absence or abysmally low capacity of indigenous players in the maritime sector given the fact that more than 80% of Nigeria’s economy is dependent on maritime activities. The crude oil and the import and export trades are sea-bound activities. Wet cargo revenue far outstrips dry cargo. The target has been to deepen Nigerians’ participation in the estimated US$ 10 billion coastal shipping. Investments are usually capital intensive and that is the reason the government’s intervention is vital towards creating impetus.

    Technology and communication earnings certainly do not belong to this equation. Nevertheless, technology may be key to unlocking the potential of the local shipping business. For instance, deploying technologies to vessel dashboards could help minimize thefts. Vessels, ships, crafts, barges and all other marine transportation systems are heavily reliant on foreign inputs. These gulp millions of dollars to acquire. It is along this perspective that one must understand the federal government and NIMASA’s intervention through Cabotage Fund to aid more local participation in sea transport. 

    Domestication of several maritime rules has been championed by several Nigerians who out of patriotism canvass for a reduction to the millions of dollars in exports that could otherwise develop the maritime space. However, the domestication of rules is just one problem. The capacity has to be built up organically such that every resource is available for fully grown services. For instance, Nigeria does not have the required number of admiralty lawyers both at the bench and bar to adjudicate on maritime cases. Of course, there are few Nigerian admiralty lawyers but all of them are practising in London’s Lloyds market. Cases emanating from Nigerian jurisdiction are shipped overseas to be settled there because most charterers and vessel owners are foreigners. Added to the FOB rules for cargoes, it would seem that dominance by overseas traders is affirmed.

    Therefore, the structure required for Nigeria to begin to have some form of domestication of maritime practices would yet have to be deliberately built up. Hand-in-hand with financing ships acquisition, some universities may have to be endowed to open studies in admiralty law as a specialization while academicians could be sponsored by government institutions to acquire the knowledge. The Nigerian Police as well as other prosecutorial ambulation structures will take cues to train personnel for that purpose. 

    Hence, Nigeria could still operate its cabotage businesses; build, register ships, and indigenize shipping for coastal trade and yet parties to any dispute will travel to another jurisdiction for settlement. Specifically, London will definitely host all the cases arising from maritime business disagreements if no trained and knowledgeable manpower is available.

    So-called cabotage is the transportation of passengers and goods between two places in the same country. Originally applying to shipping, port to port, the terms now extend to aviation, railways and road transport is some countries. It pertains to the right to operate a shipping business within a country and therefore, connotes a restriction. Lower insurance costs, lower risk of accidents and a lower rate of piracy attacks and a better guarantee for goods are some of the perceived advantages for charterers.

    The Cabotage Act also known as the Coastal and Inland Shipping Act 2003 seeks to indigenize inland transport business through the Cabotage Vessel Financing Fund (CVFF) established under the Coastal and Inland Shipping (Cabotage) Act, 2003.

    The US$350million plus US$350million funding

    The Nigerian Maritime Administration and Safety Agency (NIMASA) have taken a firm step in the direction of building the needed capacity. Only recently it announced the federal government’s approval to begin the disbursement of US$350 million in cabotage funds to qualified indigenous operators with a relevant pedigree in shipping. Eleven banks have been shortlisted as primary lending institutions under the scheme. The purpose is for ships, vessels, barges, crafts and so on to be owned and serviced here in the country for any meaningful development to commence.  

    There is another tranche of US$350million for the same purpose through the Nigerian Content Development and Monitoring Board’s Nigerian Content Intervention Fund (NCI Fund). It is hoped this is not the same fund approved for disbursement through NIMASA’s Cabotage Vessel Financing Fund (CVFF). 

    Altogether, the US$700million from both NIMASA and local NCDMB presents a huge opportunity for the maritime sector, especially locally-owned shipping companies, to develop local capacities in those areas in that Nigeria has complete jurisdiction for coastal shipping.

    Therefore, the objective of disbursing US$700 million is to ensure that “all vessels that engage in coastal shipping in Nigeria are built in Nigeria, owned by Nigerians, manned by Nigerians and registered in Nigeria.” The spillover of this empowerment will be the strengthening of the local insurance capacity for local shipping. In addition, more seafarers trained at such cost to the government will find jobs to deploy their skills. The Nigerian Dockyard will also be amply busy in building to specification the required vessels appropriate for Nigerian waters. 

    Where a vessel is needed in Nigeria but does not meet the requirement of being wholly built, registered and operated in Nigeria and by Nigeria, the law and guidelines provide for a waiver application from the charterer on the particular requirement they are seeking to be waived and ensure that no indigenous capacity is available in that area before recommending to the federal ministry of transportation for approval. Ambiguities as to the classification of some vessels classified as foreign vessels should also be cleared up. These include vessels with foreign registered companies but owned by Nigerians and registered under foreign flags due to the requirements for the financing of such vessels’ acquisition.

    Transitioning  

    But there is a caveat which shades the objective of indigenizing coastal businesses –– the Cabotage Department of NIMASA is to “ensure that the Oil and Gas Industry which is the mainstay of the Nigerian economy and provides over 80% of the cabotage trade business, is not destabilized.” This clause may eventually subvert the cause of building the shipping structures that would operationalize the cabotage business in the country. The reason for this is not far-fetched; currently, transactions are dollar-denominated and most vessels and charterers are foreigners and the movement of oil and petroleum must be constant. The most important of all is the fact that part of NIMASA’s revenues accrues from the 2% levy collection from the gross contract sum of all cabotage vessels in Nigeria. 

    The transition is not going to be very smooth because this 2% revenue will suffer disruption and the caveat to ensure the smooth running of Nigeria’s oil transactions and transportation would certainly pose a roadblock. In this respect, a body of oversight professionals should be constituted to oversee Nigeria’s cabotage transition. It is also doubtful if NIMASA has seen and identified the need for this course of action. If it has taken 19 years and 16 years to activate the Cabotage law and guidelines respectively, then a close scrutiny of the processes should be put in place to see through the operational phase of the vessels acquired by local players. The Ship Building and Ship Acquisition Fund should serve as a lesson on Nigerian soil.

    Cabotage Vessel Financing Fund (CVFF) is the Fund meant to be used to help indigenous operators acquire vessels for tonnage capacity building and gradually take over fully from foreign operators. What these flagships will achieve will determine the future of coastal maritime trade in Nigeria and the milestones will be destined to provide a blueprint for further development of the sector.

    Resources to bank on

    o   The Dangote Refinery is projected to start full operations by 2023. Though fossil fuel is gradually being phased out in developed countries, yet the refining capacity and consumption in the local market would provide ample development opportunities for the cabotage to thrive.  

    o   There are about 2,050 Nigerian seafarers trained by NIMASA with about 800 engaged by mostly foreign shipping lines. Indigenous shipping companies may absorb the rest that is unemployed if they are properly equipped. 

    o   The establishment of other deep seaports in other regions of Nigeria’s vast maritime enclave will support expansion and provide jobs and hubs of activity for many Nigerians. This policy ought to be pursued with vigour in view of the scope expected in the cabotage enactment.

    o   The Nigerian Content Development and Monitoring Board (NCDMB) assisted vessel acquisition funds in support of Nigerian local content in the oil and gas services providing another opportunity to transit from a foreign-dominated space to one populated by Nigerian shippers. The Bank of Industry manages the Nigerian Content Intervention Fund (NCI Fund) established by the Nigerian Content Development Fund. 

    o   It is also important to gazette any waiver on imports of ship-building components to counterbalance the single-digit loans for ship acquisition. 

    Dispute Resolutions

    Any legislation or judgement which cedes crew arbitrage exclusively to the National Industrial Court should be examined as shipping is international and requires accelerated discharge of cases in order to engender confidence. The High Courts should also have jurisdiction over such cases to also develop capacity in this field. Prior to proper constitutional amendment of fresh legislation in this aspect, experts advise that courts when faced with such challenges can constitute a special panel and invite friends of the Court to help in resolving crew claims disputes. Charterer issues have their own complications which may not immediately be ventured into by Nigerian courts.

    It is in this light that the efforts to entrench informed maritime decisions by the courts should also be viewed. The yearly training of judges through the collaboration of the Nigerian Maritime Law Association and the National Judicial Institute should be supported by the government. In like manner, the Cabotage Implementation Forum set up by the Nigerian Shipowners Association, lawyers, the Nigerian Chamber of Shipping and other stakeholders is geared towards building the required capacity to deal with outcomes of increased local shipping.  

    The purported stoppage of waiver and ban of foreign ships trading in Nigerian waters must be backed with a coherent plan that situates the actions on existing local capacity and structures so that there will be no disruption in the movement of oil and gas. It is against this background that the seized vessels that are not compliant with the Cabotage Act must be reviewed.

  • Investors lose N388bn on NGX amid selloffs

    Investors lose N388bn on NGX amid selloffs

    The Nigerian Exchange Ltd. (NGX) declined further on Friday as market capitalisation depreciated by N388 billion or 1.6 per cent to close at N23.918 trillion from N24.306 trillion on Thursday.

    Also, the All-Share Index (ASI) fell by 712.54 points or 1.6 per cent to 43,912.64 from 44,625.18 recorded at the previous trading.

    The negative performance was due to Selloffs in market heavyweights, Dangote Cement and MTN Nigeria.

    The market breadth ended negative with 16 stocks on the losers’ charts, while 13 stocks gained.

    WAPIC Insurance led the gainers by 9.09 per cent to close at 36k per share.

    Neimeth Pharmaceuticals followed with an appreciation of 8.7 per cent to close N1.50 per share.

    ABC Transport rose by eight per cent to close at 27k, while Fidelity Bank rose by 7.89 per cent to close at 57k per share.

    FBN Holdings appreciated by 7.69 per cent to close at N9.80 per share.

    Conversely, Dangote led the loser’s chat with a depreciation of 10 per cent to close at N220.50 per share.

    Learn Africa Press ollowed dropping by 9.68 per cent to close at N1.68 per share, while Honeywell Flour Mills lost by 9.36 per cent to close at N2.13 per share.

    Academy Press declined by 7.53 per cent to close at N1.35, while NEM Insurance shed 6.25 per cent to close at N12.95 per share.

    Analysis of today’s market activities showed trade turnover settled lower relative to the previous session, with the value of transactions decreasing by 183.07 per cent.

    A total of 122.79 million shares valued at N4.4 billion were exchanged in 3,402 deals.

  • TNG Deal Breakers: Thou shall not labour in vain

    TNG Deal Breakers: Thou shall not labour in vain

    Let me say that this is not political campaign rhetoric or is it meant to weigh into any party’s ideology. This is strictly business of labour deals in their collective bargaining power and ways to boost workers’ welfare. It is rather a proposal to organized labour groups to engage more with employers to take advantage of several legislative provisions for employee welfare and maximize workers’ benefits.

    Since 2004, pension assets accumulated through the contributory pension scheme are now in the region of N14trn as at end of Q2 2022. Possibly by year-end, another half trillion may be added to the portfolio. Compliance enforcement is subtle, efficient though mutually beneficial – to the government, private sector and workers where there is coverage. This portfolio guarantees that at a certain age beginning at 50 and if you are retired, you can access a lump sum to start a business and thereafter a monthly pension to maintain a modest living standard. In addition to the pension’s provision, every employer is required to purchase group life insurance to cover the death of any worker. The benefit for this lies in the lump sum paid to the family of the deceased employee, which in most cases is the spouse or another named next-of-kin.

    In the current budget year, the federal government appropriated N24.7billion for MDAs (Ministries, Departments and Agencies) which is also to DSS insurance of sensitive materials, and youth corps members. This was a 64.7% increase over the 2021 appropriation of N15billion under the same heading. The Q2 report released by NAICOM is even more insightful as life insurance contributed N150billion of the total N369.28billion (20.1 growth for the same period in 2021) generated during the quarter. It shows clearly that life insurance is doing nearly half of the industry premium and if drilled further, it would be found that employees” group life largely accounts for this impetus.  

     Of these assets, the formal sector of the economy, both the public and private sector accounts largely for this growing portfolio. The informal sector, is so named because its processes are not organized and streamlined to capture much of its revenue and expense items. But this sector is huge and could impact significantly various assets under management.

    Compared to the size of pension assets in Q2 of 2022, a gross premium of the insurance industry in 2021 was N630.36bn and N2.4trn assets for the whole insurance industry. While pension assets, formerly under insurance management, at 18 years sits at N14trn, insurance assets in over 100 years are about 20% of the pensions.

    The difference between pensions and insurance is the perceived benefits.   

    Therefore, the 2014 Contributory Pension Scheme Reform Act further expanded the coverage to cover the informal sector and by a stroke of strategic initiative the pensions market launched an ambitious target of bringing 30% of Nigeria’s working population into the CPS by 2024. But it does seem that a significant proportion of this projection is based on the number of employees that can be brought into the scheme through the micro pension. Mortgage borrowing is another incentive that makes pensions attractive.

    The micro pension scheme is a laudable plan and includes a mortgage borrowing from RSAs, that is, individual Retirement Savings accounts. This topic will be dealt with broadly and separately. Whilst it presents opportunities for retirees and is capable of enlarging the scope of coverage, there are inherent risks and dangers of which the average ‘borrower’ may be unaware.

    Like micro pensions, micro-insurance should also target the underserved informal sector through established associations and groups with a product offering that has a savings component.

    As provided in the law, the contributory pension is a percentage deduction from the combined salary of the employee and the employer’s contribution as a percentage of the worker’s salary.

    Contained in the pensions Act is also an important provision for a group life insurance policy for every company that has in its employment 5 workers and above. Although this legislation has improved the life assets of insurance companies as well as increased liabilities thereof, many employees are unaware of the benefits to them. The major reason for this lack of awareness of group life insurance on the part of employees is that the funding for it is exclusively the responsibility of employers, unlike the contributory pension which is a contribution by both employer and employee. Perhaps, another major reason for what seems like a lack of interest by labour and employees in the life policy of their employers is that like most life policies, it can only be drawn at the death of the employee while actively employed. 

    In existence are numerous other third-party liability covers which protect artisans and other skilled workers at construction sites. Even food sellers to construction workers ought to enjoy the protection of insurance policies that ought to be in place against project hazards. Public buildings and tenement houses are also legislated with mandatory insurance for house owners.  

    The point here is that organized labour appears uninterested in pressing for the provision of these other employee welfare packages. Rather it is occupied with a salary increases, promotions, unhealthy labour practices and unfair treatment of workers in the workplace. These are important pursuits for workplace harmony. However, imagine a situation where all these pursuits are met and employees’ pensions are not remitted for months.

    Employees Group Life as an innovative offering

    In the process leading to the enactment of the Reformed Pension Act in 2014, stakeholders who would be affected by the amendments played some roles by submitting the memorandums whereas others also participated in various workshops to make favourable inputs to their peculiar needs. It was these sorts of consultations and interest group presentations which birthed the micro pensions and the provision for mortgages. The same would have been the case for the group life insurance as provided in the RPA. The insurance industry may not have identified the opportunity to make more flexible the group plan as offered strictly according to law. By flexibility, I refer to the benefit thereto which accrues only at the death of the employee or when an employee is declared missing.

    Nigerians are overtly averse to any benefit that matures only when they die! In our traditions and cultures, we do not plan for death when we have not attained a ripe. Even at that ‘ripe’ age, it is anathema to plan for burial. This presents a huge opportunity for insurance offering that works in this environment.

    Further revisions of the group life insurance for employees made mandatory by law may be flexed by insurers to accrue benefits to employees when they leave employment after a certain period of being on the policy. A combination of savings and life or embedding savings in the policy.  This would make the policy attractive to employees and may add to real benefits in the life of the worker, particularly when viewed against the backdrop of job insecurity in the country.

    Legal Framework and Guidelines

    In the revised guidelines on Group Life Insurance for Employees jointly signed by both the pension commission and National Insurance Commission, item 4.6 relating to coverage states, “The insurance company shall ensure that employers comply with the minimum insurance cover of three times the annual total emolument of each employee (i.e. 300% of gross emolument)”.  By definition, “Annual Total Emolument, for Group Life Insurance Policy under the PRA 2014, shall be the gross emolument of an employee while Gross Emolument is annual total remuneration for the employee before any deductions.” In italics, I have highlighted the insurance burden.

    This part of the guideline may have been misguided by the fact that it expects the insurance company to do the job of enforcement which is the government. It lies with the government alone with its enforcement apparatuses to ensure organizations comply with its legislation.

    Section 4(5) of the PRA 2014, provides that “every employer shall maintain a Group Life Insurance Policy in favour of each employee for a minimum of three times the annual total emolument of the employee and premium shall be paid not later than the date of commencement of the cover”.

    Further in Section 4(6), situations “where the employer failed, refused or omitted to make payment as and when due, the employer shall make arrangement to effect the payment of claims arising from the death of any staff in its employment during such period”.

    Section 8(1) of the PRA 2014 provides that “where an employee dies, his entitlements under the Life Insurance Policy maintained under this Act shall be paid by an underwriter to the named beneficiary in line with Section 57 of the Insurance Act.  This section has been reportedly severely and severally contravened by most employers to the detriment of beneficiaries of employees who die during employment. As employers fund this policy exclusively, they often demand that insurers pay them to remit to the named beneficiary of the employee. And in many cases, the payments made by employers, oftentimes loudly in the press do not relate to insurance.

    Synoptic criminality had often occasioned this practice as some employers remit only a small proportion to families. Even then the impression is created that the token is an additional help to the family. Insurance is never mentioned. If the labour unions take more interest and demand to know if group life policy is adequately purchased by the employer and subsequently follow up to find if dead colleagues” benefits had been paid to the right family member, this would discourage the apparent fraud in this respect. The labour unions need to take a more active interest in ensuring compliance because their members are involved.

    Similarly, insurers must insist that benefit payments are remitted directly to the named next-of-kin and not to the employer.

  • TNG Deal Breakers: That good deal may be a bad one

    TNG Deal Breakers: That good deal may be a bad one

    Some six years ago, something happened that altered a product preference which had become an unquestionable buy for my family. Over the radio, a jingle played that raced me back to my childhood days and, involuntarily, I joined in singing the advert rhyme of this product and it ached my mind that I had abandoned this detergent product which I knew from the cradle for newer ones. At that moment, it seemed to me that I had been unfaithful. Unfaithful to my first love, as it were! That same day I made up my mind to go back to buying that product. A little resistance to the new stock was easily abandoned when I explained that the detergent is even better than the ones being used by the family. Claim confirmed and product adopted!

    Emotions, sympathy, empathy and such feelings play an important role in the choices we make! Shrewdness is also in the passion to come tops in any given business relation. Advertisers use such emotions to convert unwilling buyers. It is not always bad that emotions determine our decisions. Some would say, ‘use your head’ instead but it all amounts to the same thing. This article is not about the neurology of decision-making. Though, Martin Lindstrom’s buy.ology; Truth and Lies About Why We Buy, will be useful for understanding the mechanics of branding and choices.

    It happens so often that we encounter people who boastfully thump chests that they have made a good deal. In spite of the initial self-praise of having made a good deal, it turns out that it was a bad deal, in any case. The main culprit in the most soured deal is self-interest, emotions and the emotive force will always be there.

    As a background, let me borrow the well-known reasons why businesses fail. Available and uncontroverted statistics state that 18.4% of private sector businesses fail at startup (year one). In five years, 49.7% of those that survived, falter. Exponentially, 65.5% of businesses have failed in 10 years. After 10 years, an entity has become strong to be seen as successful. However, not all in all cases – well-known and strong companies have failed and collapsed at the height of their glory.

    Besides all these theories, one major factor why business deals fail is the non-disclosure of actual intent within the disclosed interest. Behind the façade of mutuality and displayed honesty lies deceit, self-interest and the desire to take advantage of the other.  The meanness contained in this behaviour by parties to a contract or business relationship is not apparent at the beginning but gradually comes to the fore at the maturity of one or two deals. Oh! “We had a gentlemen’s agreement.” This is often the retort when things go wrong or awry.

    The ‘gentleman agreement’ no longer exists, if there was anything like it before. The business contract should be entered into dispassionately with the clear intention to achieve a balance for all parties in the context of actual terms. Any negation of the principle of balance, and fairness to all parties will make a good deal go bad. The consequence is those good relationships existing before a business deal was enacted get ruptured. The root cause is greed, cunning and avarice or the “love of gain’ that overshadows everything. The foregoing are the invisible remote and immediate causes of ‘bad businesses’.

    On the modular level, notwithstanding business type and product or service, the success of the business is dependent on appropriate pricing.

    Pricing

    Pricing, as the final component of the service or product, is determined by production, replacement, and logistics costs. There are also storage, marketing and operations (also called running) costs. Probably the unwritten cost that is usually not determined ahead and not in the books, is competition cost. Competition cost refers to the cost at which a business sells its product, forced to do so by prices of similar goods or prices, even at a loss. This is the price that is induced by market forces, especially from the competition. If any of these components is not taken into consideration before the price is fixed, the business will suffer and for most startups, this is the point where failure is all too glaring. Popular parlance refers to it as the force of demand and supply.

    The price at which a product is sold is not always profitable at a unit cost but by volume. In any case, competition price is set by market leaders whose cost of production and scale is not the same as those of mid-level players and smaller ones. Scale determines who is winning the market and those struggling to remain afloat. When shopping around and comparing prices, one thing to bear in mind is that cost of production is not the same for similar companies in the same market.

    In insurance, for instance, the rate or price you may finally pay for your policy is the price of shopping or possibly, the market leaders’ price. You have shopped around and found out that market leaders are offering you 1.5% on your comprehensive motor insurance, you thereby insist that if a middle or lower-level company wants the business, they must accept that rate determined by size, scale and volume of the market leader.  Typically, Nigeria’s insurance market is a buyer market because the price of products is essentially determined by the buyer. And every insurance company, whether big or small needs volume. Thus, whether corporate or individual, public or private sector, it is the same; the price is determined by buyer preferences and finally set by market leaders. Everybody wants to pay lower prices. This is where both buyer and seller get it wrong and marks the point where that good deal, may jinx up a budding relationship.

    Match up and Claims

    The matchup is like “the take-it-or-leave-it” price at which an insurance buyer is willing to pay for cover irrespective of the health of the insurer. At this matchup price, the mid or lower-level insurer needs volume and the premium to remain in business and is willing to give cover. But here is the danger: lower limits per occurrence, excess buyback and a few other things might be missing and thus making you vulnerable to certain exclusions that would disadvantage you at the point of claims. Essentially, when a matchup price is accepted by the seller of a good or service, it is inherently a giveaway and not an economic price. As such, your claims during a loss may suffer.

    Furthermore, in a highly volatile and unstable economic environment like Nigeria’s, it is important to have an expert who can explain and factor in replacement costs to your asset before determining the appropriate insured value. Property and casualty insurance is annually renewable. In this case, to build a replacement cost and enhance limits per occurrence, a higher insured value may be preferred taking into consideration inflation, foreign exchange forecast and fiscal changes that may happen within 12 months period.  In a cutthroat competition environment such as we have in Nigeria, incentives and relationships may be deployed in marketing to get the customer to settle the deal. Incentives may not only be a lower price but an assurance that the service or product promise is kept. This is where relationship plays an important role, thus extending the incentivizing mechanism.

    With the dynamics of product differentiation and digital insurance, flexible packages are being churned out to address specific needs. It is important that the consumer defines his needs and read the document to ensure the needs are met and the expectations would not be out of scope.

    That deal you celebrated by paying your own predetermined price may hit below the belt when a claim arises. Your policy would have been structured in a way that certain exclusions are worded that take out protections which would make it economically suicidal for the insurer if covered at the rate you paid. The final offer may then no longer cover the existing cost of replacement for the loss incurred.

    Don’t blame the insurer alone! Or the product manufacturer. The manual or service charter is always provided. Blame yourself, the consumer, also for lack of consideration in the survival of the entity that manufactures or sells the products. The love of gain is that unspoken, undisclosed item that crushes most contracts, partnerships and all relationships.