INFOGRAPHICS – Coming out of a growing 2021 fiscal year, SPVie Assurances is embarking on a new two-year growth plan. With the arrival of two new DGDs, the wholesaler wants to double the number of its brokers and double its turnover by 2024.
With a successful 2021 financial year with sales up 11% to 88M euros, SPVie Assurances now wants to change its scale. To do this, the wholesaler saw things in duplicate.
To support its new two-year growth plan (2022-2024), the broker first revised its governance with the establishment of a double general management (Matthieu Bébéar and Renaud Adde) to consolidate its distribution networks. and its diversification strategy. “Cédric Pironneau and I have taken a step back from operations, but I want to be clear, we are not selling our shares or the group.”says Jeremy Sebag, President of SPVie Assurances. And the latter to add, “Our gift is now to structure the group on a development model close to that of an insurer”.
SPVie has also doubled its operational targets three times. At the end of its plan, the broker wants to reach 1,000 employees (up from 550 today) and go from 1,500 active brokers to 3,000 partner intermediaries. “This is a reasonable goal given our firepower.”explains on this point Matthieu Bébéar, DGD in charge of the wholesale and direct sales management
“We also want to double our turnover to 160M euros, which is organic or due to external growth. We are shopping today. ”continues Jeremy Sebag.
“We want to be the preferred wholesaler of brokers”, says Renaud Adde, DGD in charge of the group’s mass-market sales management. For this purpose, the broker has embarked on a vast digital project in order to create its own platform for the Open API. With investments of “Several million euros over 2 to 3 years”SPVie Assurances will also develop its own lead generation department to encourage the acquisition of new customers.
Head for the borrower
Regarding its product range, the wholesaler has also set a roadmap that promotes growth and accompanies change in the product mix of its brokers.
“At ADP, which is our core business today, we want to complete the maximum range for our customers.” We will also focus on borrower insurance, with the Lemoine Act now offering strong market opportunities. ”explains Cédric Pironneau, the group’s president.
“In a few months we will turn the table on this market”warns Jeremy Sebag, who is considering acquiring actors already established in this segment to support his goals.
In IARD (now 10% of the group’s turnover), SPVie Assurances also wants to develop in construction, professional RC or multi-risk real estate. “We do not have the module of external growth opportunities presented for the purpose of running to particular risks, such as car or MRH. “, Said Matthieu Bébéar.
The wholesaler has also strengthened its teams to develop affinity and dedicated offers for expatriates (in Africa and the Middle East, in individual and small groups to begin with). “The idea is not to turn our partner insurers around, but we will sign up with them in the long run to find the best joints for our offers”, continues Matthieu Bébéar. The broker also states that it has changed its methods of commissioning with its partner risk-takers, abandoning pre-calculated remuneration for linear remuneration.
Engaged in a great roadshow to the destination of other courtiers and prospects, SPVie Assurances reflects especially on the future of a mass tour. “We will not reach 160M euros in sales based solely on organic growth. We will surely need new refinancers and we will be fine with private debt until then »concludes Jeremy Sebag.