Agenda

1. Agenda Why is the Pension Investor different? The journey, the destination or both? Saver or Investor? Tailored Solutions Managing the journey to the destination with confidence

2. Rank in order of importance What is the most important investment-related decision facing pension savers? Question 1.) Investment manager hired • 2.) Asset allocation decision 3.) Understanding my risk appetite 4.) Timing the market

3. Why the Pension Investor is different • Investment Manager – difference between best and worst over 20 years x% :(Lipper Survey of UK managers) • Asset allocation decision – need for risk and the need for protection • Understanding my risk appetite – a plan with conviction • Timing the market – 10 Years to 16.09.2011 Annualised Return 4%* Annualised Return if missed best 10 days -3% Annualised Return if missed worst 10 days 18% * 6 of the top 10 days over the last decade were in 2008

4. Why the Pension Investor is different The Pension Investor – the last of the long term investors Behavioural Economics – greatest risk to adequacy of benefits Risk must be taken when appropriate – investment time horizon – growth assets Risk must be reduced when appropriate – benefit drawdown time horizon; orderly and strategically

5. The Destination • Time is a natural smoother of volatility • But…… Pension investors must not step off the journey • Risk reduction can be strategically scheduled – via lifestyling • Typical fund mix in the accumulation phase with a strategic Lifestyling strategy will deliver Example75% Growth Assets 25% Defensive Assets Only if…….

6. 1000 900 800 700 600 500 400 300 200 100 0 Jul Jul Oct Oct Oct Jan Jan Apr Jan Apr Feb Mar Jun Feb Mar Jun Sep Dec Sep Dec Sep Nov Nov Nov May May Aug May Aug Member activated switching activity Stepping Off The Journey 2005 2007 2008 2009 Source: Irish Life Corporate Business

7. Both … • Recognise that risk appetite and time horizon (age) are not necessarily linked • Behavioural economics explores the difference between ‘savers’ and ‘investors’ • Research suggests that pension savers evolve from one to the other • How do we:- Segment our client base Monitor the behaviour Ensure movement between segments • Ultimately as part of the drive for retirement income adequacy:- Risk is required Risk must be desired and understood Risk must be appropriate Is one starting point the solution…..

8. Pension Savings – The Evolution Has come a long way – but further to go … • Consensus Funds that removed • Single Manager Risk • Asset Allocation Risk • Stock Selection Risk Tailored Lifestyle Solutions Single Manager Active Managed Fund

9. Types of Investment Risk for Pension Investors Danger to Pension Investor Investment strategy Risk Invested contributions will not keep pace with earnings inflation and the real value of retirement savings will fall Inflation Growth Assets Volatility Management & Defensive Assets The value of the retirement fund could fall sharply due to investment market volatility Capital Fluctuation of annuity rates leading to uncertainty about the amount of retirement income receivable Pension Conversion Fixed Interest /Bond Fund

10. Tailored Solutions • Evolution of growth assets – diversification • Evolution of volatility management • Evolution of defensive assets – match the benefit drawdown • Manage risk through diversification of • Asset Class • Investment Style (indexed & alpha) • Investment Manager • Building long term strategic growth asset allocations • Managing the Destination via the Journey

11. Evolution of Growth Assets Private Equities Infrastructure Equities Global Equities Forestry Corporate Bonds Indexed Commodities High Yield Equities Hedge Fund Emerging Markets European Property Small Cap Equities Currency • Access a wide range of asset classes - efficiently & effectively

12. Evolution of Volatility Management • Access genuine sources of alpha generation by:- - Identify skilled managers - Select genuine alpha strategies - Monitor and understand performance drivers - Tactically allocate between strategies - Carry out due diligence on operational and investment process

13. Evolution of Defensive Assets • Bond Fund • Country • Credit • Duration exposure • Cash Fund • Counterparty risk • Structured Products • Capital Guarantees • CPPI

14. Long Term Strategic Growth Asset Allocation International Property 5% Tactical Trading Strategies 5% Relative Arbitrage 5% Event Driven 5% Equity Long/Short 5% Managed Futures 5% Commodities 5% Small Cap Equities 5% Emerging Market Equities 10% Developed World Equities 50%

15. Long Term Strategic Balanced Asset Allocation International Property 5% Tactical Trading Strategies 5% Relative Arbitrage 5% Event Driven 5% Equity Long/Short 5% Managed Futures 5% Commodities 5% Small Cap Equities 5% Emerging Market Equities 10% Government Bonds 25% Developed World Equities 25%

16. Efficient Frontier:Illustration of Expanding the Risk/Return Frontier Range of possible portfolios when alternative asset classes are added to opportunity set 3 Range of possible portfolios when alpha generation is added and we assume some of the managers will deliver 2 Expected Return 1 Range of possible portfolios when restricted to standard asset classes Typical Managed Fund Objective is to move up and/or left, i.e. higher return and/or lower risk Risk

17. Conclusion Recognise that for some investors the ‘journey’ matters and dictates actions Segment clients by risk appetite Provide solutions to meet these segments Facilitate satellite investment options outside their ‘core’ requirement

18. Question What do you now think an appropriate allocation to growth (equities) assets is? 1.)0% • 2.) Up to 25% 3.)Up to 50% 4.)50%+

19. Investing intelligently is about controlling the controllable. You can’t control whether the funds you invest in will outperform the market today, next week, month or next year; in the short run your returns will always be hostage to the market and its whims A Principled Framework for Investing ! But you can control: •  Your Expectations, by using realism, not fantasy, to forecast your returns  Your Risk, by deciding how much of your assets to put at risk in the stock market, by diversifying and by rebalancing  Your own behaviour