Forethought, of Houston, is a
privately held diversified financial services company. Under the purchase
agreement, Forethought will gain The Hartford’s Individual Annuity product
management, distribution and marketing units, as well as the suite of products
currently being sold.
The terms of the agreement were not
disclosed, but are not considered material to The Hartford’s operations or
financial results.
“We are pleased to announce an agreement
with Forethought, an organization of proven integrity and growing suite of
high-value products,” said David N. Levenson, president of The Hartford’s
Wealth Management division. “Over the last 12 months, our Individual Annuity
team has done a tremendous job rebuilding our market presence through
differentiated products and best-in-class distribution.”
The majority of the current
employees that support The Hartford’s Individual Annuity new business
capabilities will be offered positions with Forethought. As part of the
agreement, The Hartford will continue to write new annuity products during a
transition period and Forethought will assume all expenses and risk for these
sales through a reinsurance arrangement. The agreement does not include The
Hartford’s in-force annuity book of business.
In March, The Hartford announced as
part of a new focus it would be placing its Individual Annuity business into
runoff and pursue sales or other strategic alternatives for Individual Life,
Woodbury Financial Services and Retirement Plans. (See “The Hartford Puts Retirement on the Block.”)
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Fifty-seven percent of working mass affluent Americans expect to
retire later than they planned a year ago, according to Merrill Edge, a 36% increase
from January 2011.
Mass affluent investors are putting
their money where their mouth is. They say they are’re
worried about accumulating sufficient resources for retirement and other
financial goals, and as a result they are delaying plans to retire and cutting
current spending.
“While the economy is showing signs
of a turnaround, our data indicates the outlook among the affluent is not quite
as positive,” said Dean Athanasia, Preferred and Small-Business executive at
Bank of America.
Mass affluent is a substantial and rapidly growing
market, comprising about 28 million households with $9 trillion in assets. They
require customized solutions, yet they are underserved, Athanasia noted,
because they fall between two groups.
Merrill Edge, a division of Bank of
America dedicated to this segment, produces a biannual survey to explore the
financial mindset of Americans with $50,000 to $250,000 in investable assets.
In this report, Merrill Edge broke out numbers for 18- to 34-year-olds to get a
better sense of their concerns.
As a group, the Gen Y mass affluent consumers outstripped
the rest of this market segment in financial anxiety. Consumers surveyed said
rising health care costs were a great concern (89%) compared with 92% of Gen Y
consumers. The second-highest concern is ensuring that retirement assets last
throughout a consumer’s lifetime (89%) compared with 92% of Gen Y.
(Cont’d)
Athanasia attributes their apprehension to the economic
climate. “For Gen Y, this is their first investing experience,” he noted. “The
downturn has had a significant impact on them. They think it will be harder to
save, and they are saving more and more.”
Alok
Prasad, head of Merrill Edge, described mass affluent Gen Y consumers as highly
tech-oriented and more likely to respond to advisers who are younger and do not
work on commission. To help this generation prepare for the future, Prasad
noted their desire for access to advice, education and multiple convenient ways
of doing business by phone, online, using a mobile phone or in person. “They
want access to easy, simple solutions,” he said.
Though
consumers in this age bracket expressed alarm about the future, Prasad noted
they are also one of the more optimistic in terms of what they intend to
accomplish during retirement.
While the long-term poses the
greatest concern for the mass affluent overall, Gen Y is worried about both the
long- and the short-term equally. Seventy-nine percent of Gen Yers express
apprehension about caring for an aging parent or adult child compared with 49%
overall. In the short-term, 92% of younger mass affluent say financially
supporting their family is a concern in contrast to 61% overall.
The data indicates this age
group is most likely to tap into their long-term savings to pay for short-term
expenses (41%). Yet they are also less willing to make changes to meet their
financial goals such as cutting back on entertainment and personal luxuries (57%)
and keeping the same car longer (48%). As a result, 71% of Gen Y already
expects to retire later than planned—a stark difference from those aged 35 to 50
(59%) and 51 to 64 (60%).
Ketchum Global Research &
Analytics and Braun Research conducted the Bank of America Merrill Edge survey
by phone between February 13 and February 29, 2012. Braun contacted a nationally
representative sample of 1,000 Americans in the U.S. with investable assets
between $50,000 and $249,999, and oversampled 300 mass affluent in San
Francisco and Los Angeles.
For an in-depth look at the
mass affluent, read the entire Merrill Edge
Report.