PresentationAlistair HargreavesChief Executive Officer of UK Insurance Business Welcome, everyone. Thank you for coming this morning. This is Admiral Group's Household -- U.K. Household and Beyond Motor deep dive. I'm introducing today's session, and then our top team will take you through the deep dive. And after that, we've got plenty of time for Q&A. So why are we doing this session today? Well, these businesses have established a track record of top line growth, reaching profitable scale, and we've jus ...

Core Insights - Adding growth stocks to investment portfolios can capture potential future winners, particularly in industries facing disruption [1] - Lemonade Inc. and Root Inc. are two companies aiming to transform the insurance industry, attracting investor interest due to their rapid growth [2] Company Overview - Both Root Insurance and Lemonade were founded in 2015 with the goal of disrupting the insurance sector through technology [3][8] - They utilize mobile applications, automation, and data science to enhance underwriting processes and improve customer experience [3] Business Models - Root focuses on auto insurance, employing telematics to assess driving behavior and dynamically price risk [4] - The company believes insurance rates should be determined by driving habits rather than traditional demographic factors [5] - Root uses two to four weeks of test drive data to analyze thousands of variables, identifying high-risk drivers [6] Product Range - Lemonade offers a wider array of insurance products, including renters, homeowners, pet, life, and auto insurance [7] - The company has integrated AI chatbots to streamline policy purchases and claims processing, enhancing customer experience [7]

Core Points - The Australian Securities and Investments Commission (ASIC) has initiated legal action against RACQ Insurance for allegedly providing misleading premium comparisons to customers over a period of more than five years [1][4] - The misleading practices potentially distorted customers' understanding of their policy renewals, with over 570,000 renewal documents sent out containing inflated "last period premium" figures [1][2] Summary by Sections Allegations and Impact - ASIC claims that the figures presented in renewal documents did not accurately reflect discounts or policy changes, leading to a misrepresentation of actual premium increases [2] - During a cost-of-living crisis, ASIC believes that RACQ misled thousands of customers by including false comparison pricing in their renewal documents [2] Customer Complaints and Awareness - RACQ was reportedly aware of the misleading information as customer complaints arose just two days after the practice began [4] - An example highlighted a customer's renewal notice showing a 1.5% increase from $6,930.55 to $7,033.57, while the actual increase was 40% from a previous payment of $5,024.18 [3] Legal Proceedings and Company Response - ASIC is seeking court declarations, civil penalties, and publicity orders against RACQ for the alleged misleading practices [4] - In response to the allegations, RACQ acknowledged ASIC's proceedings and stated it would work through the legal process to resolve the matter [5] - Insurance Australia Group recently completed the acquisition of RACQ's insurance underwriting business [5]

Core Points - Trupanion held its Annual Investor Day, emphasizing the importance of engagement from attendees both in-person and online [1][2] - The event featured pets as a reminder of the company's mission to ensure pets receive the care they deserve [2] - The CEO and President, Margi Tooth, was introduced to present updates and remarks [3]

Trupanion (TRUP) FY Conference Summary Industry Overview - The pet insurance market is significantly underpenetrated in North America, with only about 4% of pets insured compared to 25% in the UK, indicating a long growth runway ahead [3][4] - Trupanion has been in the pet insurance business for 25 years, operating on a cost-plus model to provide high value for pet owners [4] Strategic Priorities - The company has shifted focus from gross pet adds to margin recovery due to unprecedented inflation in veterinary care costs, which has seen over 50% inflation in the last three to four years [5][6] - Trupanion is now back in growth mode, focusing on retention and acquisition while maintaining a strong value proposition for members [6] Financial Performance - In Q2, Trupanion reported an 11% increase in adjusted operating income guidance, with operating income growing at nearly 30% year-over-year [8][9] - The company has successfully managed operating costs while enhancing its pricing strategy, leading to improved margins [10] Inflation and Market Dynamics - Inflation in the veterinary industry is showing signs of deceleration, which is beneficial for retention and pricing consistency [11][12] - The company supports necessary price increases from veterinarians, as many pet parents are unable to afford care without insurance [14][15] Pet Acquisition and Retention Strategy - Incremental spending is being allocated across lead conversion and first-year retention, with a renewed focus on brand spending to enhance overall market presence [19][20] - The company is targeting early acquisition channels, such as breeders and shelters, to educate new pet owners about insurance [23][25] Digital and Web Conversion Efforts - Trupanion is actively refining its web conversion strategies to better engage with a changing audience, particularly Gen Z [27][28] - The company is seeing positive trends in web traffic and conversion rates, although there is still room for improvement [29] International Expansion - Trupanion launched its brand in Germany and Switzerland, with plans to expand into other European markets, leveraging partnerships with veterinary hospitals [38][40] - The company is cautious in its international strategy, focusing on controlled growth and adapting to local market conditions [41][45] Competitive Landscape - The competitive environment has seen some consolidation, with one company owning multiple brands, which may increase overall market awareness [49] - Trupanion maintains a unique selling proposition by being the only provider that can pay veterinarians directly at the time of service [51] Future Outlook - The company is optimistic about its growth trajectory, with expectations for increased pet counts and brand presence in the coming years [31][62] - Trupanion is exploring opportunities in the pet food market, aiming to launch a subscription-based food service that could enhance pet health and reduce insurance costs [58][59] Additional Insights - The company continues to underwrite plans for Pets Best but is gradually scaling down this low-margin business [55][57] - Trupanion is focused on building a durable compounding model with multiple growth levers, including retention, acquisition, and margin expansion [61][62]

Core Insights - Combined Insurance Company of America has introduced pet insurance from Healthy Paws to meet the rising demand for pet coverage among employers, employees, and consumers [1][2] Company Offerings - The new pet insurance integrates into employer-provided voluntary benefits programs, enhancing employee retention and workplace well-being [2][4] - Pet insurance plans cover accidents, illnesses, and emergency care for dogs and cats, with flexible reimbursement levels and deductible options [3][5] - Enrollment is available year-round without waiting for an open enrollment period, with coverage starting the next day [3][5] Market Position - Combined U.S. and Chubb Workplace Benefits will offer the pet insurance, targeting both individual consumers and mid- to large-market employers [4][5] - The collaboration aims to provide valuable solutions that support pet parents' personal lives, reflecting a growing trend in employee benefits [5] Company Background - Combined Insurance is a leading provider of supplemental insurance products in the U.S. and Canada, with over 100 years of experience [7] - Healthy Paws, founded in 2009, is recognized for its simple and transparent pet health insurance plans, backed by Chubb's financial strength [9]

Company Overview - PetMeds, founded in 1996, has over 11 million customers across the US[14] - PetMeds' strategic initiatives include pet telemedicine through Vetster[16] - The company's vision is for every pet to live a long, happy, healthy life, aiming to be the most trusted pet health expert[12] Financial Performance - In FY 2022, PetMeds' revenue was $273.4 million[17] - Net income for FY 2022 was $21.1 million[17] - Adjusted EBITDA for FY 2022 was $34.0 million[17] - AutoShip & Save subscriptions accounted for 42% of total revenue[17] Market Opportunity and Strategy - The total pet market in 2021 was $123 billion[22] - PetMeds is expanding into holistic health and wellness, including medication, care, wellness, and nutrition[18] - The company is pursuing growth through new customer acquisition, increased recurring subscription revenue, non-medication catalog expansion, and unique services[24]

Core Viewpoint - Admiral Group plc has appointed Paola Bonomo as an Independent Non-Executive Director effective from 12 May 2025, bringing extensive experience in strategy, digital technology, and transformation to the board [1][7]. Group 1: Experience and Background - Paola Bonomo has 14 years of experience in strategy consulting with McKinsey, focusing on technology and telecommunications [2]. - She has held operational leadership roles in digital at companies such as eBay, Vodafone, and Facebook, where she was the Global Marketing Solutions Regional Director for Southern Europe [2]. - Bonomo has served as a Non-Executive Director at AXA Assicurazioni S.p.A. from 2014 until April 2025, participating in various committees [3]. Group 2: Current Roles and Contributions - Currently, she is a Non-Executive Director at FAAC S.p.A. and Infrastrutture Wireless Italiane S.p.A. (INWIT), and serves as Vice Chair of Italian Angels for Growth [4]. - Bonomo has held recent Non-Executive Director roles at Telecom Italia, Crystal Peak Acquisition, and Piquadro S.p.A., with significant contributions in various committees [5]. Group 3: Educational Background - Paola Bonomo holds an MBA from the Stanford Graduate School of Business and a degree in business administration from Università Commerciale Luigi Bocconi, Italy [6]. Group 4: Strategic Importance - Mike Rogers, Chair of the Admiral Board, emphasized Bonomo's knowledge of the international financial services sector and her experience in digital transformation as valuable assets for the Group's strategy [7]. - Bonomo expressed her honor in joining Admiral and highlighted the company's focus on data to understand customer needs, aiming for long-term sustainable growth in the UK and Mainland Europe [8]. Group 5: Committee Involvement - Effective from 12 May 2025, Bonomo will join the Admiral Group Remuneration Committee, which will also include Karen Green (Chair), Justine Roberts, and Mike Brierley [8].

Financial Data and Key Metrics Changes - The company reported a 27% year-on-year growth in Q1 2025, marking the sixth consecutive quarter of accelerating top-line growth [5][15] - In-force premium grew 27% to just above $1 billion, while customer count increased by 21% to 2.5 million [15][17] - Revenue in Q1 increased 27% from the prior year to $151 million, driven by gross earned premium growth and a 26% increase in investment income [17][21] - The gross loss ratio was 78% for Q1, compared to 79% in Q1 2024, with a trailing twelve-month gross loss ratio of about 73%, which is 10 points better year-on-year [17][18] - Adjusted gross profit increased by 25% year-on-year, while gross profit increased by 11% [18][21] - Net loss was $62 million in Q1, or a loss of $0.86 per share, compared to a net loss of $47 million or a $0.67 per share loss in the prior year [20][21] Business Line Data and Key Metrics Changes - The car business experienced quarter-over-quarter in-force premium growth that outpaced the rest of the business for the first time [9][10] - The company has seen a 60% increase in conversion rates from day zero telematics experiments and more than doubled cross-sell volume year-over-year [11][12] - The loss ratio for the car business remains elevated but is expected to improve as older cohorts renew [12][15] Market Data and Key Metrics Changes - The company is closely monitoring the evolving tariff environment, particularly for imported auto parts, which could increase loss trends by single-digit percentage points [8][17] - The company launched its car insurance product in Colorado, expanding its coverage to over 40% of the U.S. auto market [11][12] Company Strategy and Development Direction - The company is focused on leveraging AI to maintain flat or declining fixed costs while growing gross profit [6][25] - The strategy includes geographic expansion and product development to tap into a large pool of non-core customers spending over $3 billion annually on auto insurance [10][11] - The company aims to achieve EBITDA breakeven by the end of 2026, with a focus on generating positive adjusted free cash flow in 2025 [7][25] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the resilience of the business despite challenges such as the California wildfires, which impacted Q1 results [7][15] - The company reiterated its expectation of 30% plus growth in 2026 and beyond, citing the insurance sector's inherent resilience [31][32] - Management emphasized the importance of AI in driving operational efficiency and profitability, stating that the underlying business is already profitable without growth spending [25][26][76] Other Important Information - The company expects to invest approximately $45 million in growth spend for Q2 2025, with a total expected growth spend of around $170 million for the year [21][22] - The adjusted EBITDA loss for Q1 was $47 million, with expectations for Q2 adjusted EBITDA loss between $44 million and $41 million [23][21] Q&A Session Summary Question: What is the timeline for reaching EBITDA profitability? - Management reiterated the expectation to achieve adjusted EBITDA breakeven by Q4 2026, with confidence in the business's growth trajectory and cost management [24][25] Question: How will cross-sell rates evolve in the coming years? - The company aims to drive multiline customer rates, expecting to approach the teens in the next five years, with significant growth potential from existing customers [28][29] Question: What impact do tariffs have on growth expectations? - Management acknowledged the potential impact of tariffs but expressed confidence in maintaining growth expectations, citing the resilience of the business model [31][46] Question: Can you provide details on the impact of the California wildfires? - The wildfires had a gross impact of approximately $44 million, with a net operating loss impact of about $22 million [45][46] Question: What is the expected growth from the car product for the full year? - While specific numbers were not disclosed, management expects the car product to grow at a faster pace than the rest of the business [90]

Financial Data and Key Metrics Changes - The company reported a 27% year-on-year growth in Q1 2025, marking the sixth consecutive quarter of accelerating top-line growth [4] - In-force premium grew 27% to just above $1 billion, while customer count increased by 21% to 2.5 million [14] - Revenue in Q1 increased 27% from the prior year to $151 million, driven by gross earned premium growth and a 26% increase in investment income [16] - The gross loss ratio was 78% for Q1, compared to 79% in Q1 2024, with a trailing twelve-month gross loss ratio of about 73%, which is 10 points better year-on-year [16][18] - Adjusted gross profit increased 25% year-on-year, while operating expenses excluding loss and loss adjustment expenses increased 29% to $127 million [18] Business Line Data and Key Metrics Changes - The car business experienced significant momentum, with quarter-over-quarter in-force premium growth outpacing the rest of the business for the first time [9] - The company reported a doubling of cross-sell volume year-over-year, indicating improved bundling flows [11] - The car loss ratio remains elevated but is expected to improve as older cohorts renew, typically seeing a double-digit loss ratio improvement [12] Market Data and Key Metrics Changes - The company is closely monitoring the evolving tariff environment, particularly for imported auto parts, which could increase loss trends by single-digit percentages [7] - The impact of California wildfires contributed 16 percentage points to the gross loss ratio in Q1, but the trailing twelve-month gross loss ratio remained stable [6] Company Strategy and Development Direction - The company continues to leverage AI as a core part of its strategy, which has allowed for a significant increase in gross profit while keeping fixed costs stable [5] - The company reiterated its expectation of achieving EBITDA breakeven by the end of next year and generating positive adjusted free cash flow in 2025 [6][24] - The focus remains on geographic expansion and product development, particularly in the car insurance segment, with plans to increase coverage in profitable states [10][12] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's ability to achieve EBITDA profitability, citing predictable growth dynamics and the effectiveness of AI in managing costs [24][25] - The company remains optimistic about maintaining a growth rate of over 30% despite potential macroeconomic challenges, emphasizing the resilience of the insurance sector [30][31] Other Important Information - The company has updated its investor website and changed the timing of its shareholder letter to align with common practices [8] - The total cash, cash equivalents, and investments at the end of the quarter were approximately $996 million, reflecting a $69 million increase year-on-year [21] Q&A Session Summary Question: What is the timeline for reaching EBITDA profitability? - Management reiterated the expectation to achieve adjusted EBITDA breakeven by Q4 of next year, with 2027 being the first full year of positive adjusted EBITDA [24] Question: How will cross-sell rates evolve in the coming years? - The company aims to drive multiline customer rates, expecting to approach the teens in the next five years, with significant growth potential from existing customers [27] Question: What is the impact of tariffs on the business? - Management indicated that while tariffs could present a modest headwind, the company remains confident in its growth metrics and will adjust as necessary [44] Question: How is the car business performing and what states are priorities for expansion? - The car business is expected to continue growing at a faster pace than the rest of the book, with geographic expansion planned but specific states not yet disclosed [46][48] Question: What is the impact of the California wildfires on gross profit? - The gross impact from the wildfires was estimated at $44 million, with a negative EBITDA impact of about $22 million [42]