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WOMENAn untapped opportunity

Presented by:

Michael Aziz, Vice-President, SalesIndividual InsuranceJune, 2012

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Monique F. Leroux

Chair of the Board, President and CEODesjardins Group

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Proportion of purchases made by women or influenced by women:

• 20% of home purchases, influence 91%

• 52% of new vehicles (influence 80%)

• 65% of clothing

• 70% of travel decisions

• 80% of health spending

• 90% of women participate in financial decisions

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In the US, since 1970, two out of three jobs are filled by women

Women

Men

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Did you know that?

Companies with three or more women on their senior-management teams scored higher on all nine organizational criteria than did companies with no senior-level women

- McKinsey study

• Capability• Leadership• External Orientation• Accountability• Motivation

• Coordination & Control• Innovation• Direction• Work Environment

and Values

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Women Entrepreneurs In Canada

TrendFor the past twenty years, the number of women entrepreneurs in Canada increased by over 200%(vs. 38% for men).

Business Profile• 85% have fewer than five employees• Nearly half of businesses are sole proprietorships

Particularly prevalent in the wholesale or retail (18%), professional services (16%) and information, culture and real estate (16%)

Profile of the Female Entrepreneur• 32% of entrepreneurs are under 40 years

(compared to 21% of men) • 54% have graduate or graduate degree

(against 47% of men)• 56% are active at home (same as for men)

Women attach more importance than men on relationships with customers, relationships, mental well-being and balance between work and family.

Financial PerformanceTheir companies show good financial results, but on a smaller scale than those where men hold the majority position.

Women entrepreneurs realize lower profits because their businesses are younger and smaller and are concentrated in service where the profit margin is lower.

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Harvard Business Review

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Six market segments based upon marital status(Female Economy, Michael J. Silverstein and Kate Sayre)

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Unmet needs in investments, life insuranceand credit cards

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Harvard Business Review

Financial services wins the prize as the industry least sympathetic to women – and one in which companies stand to gain the most if they can change their approach.

- Michael J, Silverstein and Kate Sayre, The Female Economy

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True story

inspiring 36 years old mom,

brain cancer survivor

Webi.ca/strongerthancancer.ca

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CI (eligible products only) submitted and issued cases

Submitted and issued CI cases (eligible products only)

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100

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10

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-10

Apr-1

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-10

Jun-

10

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11

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-11

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-11

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11

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# o

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Sales Approaches for Women

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Conclusions

• Hire more women to senior positions

• Recruit more women as advisors

• Target the women's market

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Thank you