Levers for promoting ISR funds and Greenfin funds in the context of life insurance

1. UNDERSTANDING OF POTENTIAL SUBSCRIBERS

1.1. A segmentation of subscribers based on two types of expectations

1.2. Very diverse objectives/purposes

1.3. A horizon rarely defined

1.4. Poor financial knowledge

1.5. Management most often delegated

1.6. A highly automated activity

1.7. Approaches that subscribers define as rather prudent and secure

1.8. Subscribers with the “Savers” attitude have very vague knowledge of the composition

their contract

1.9. Only convinced “Investors” know their supports well

1.10. A very globalized interest except for convinced “Investors”

4. SENSITIVITY TO GREENFIN FUNDS

4.1. Intuitive knowledge of green funds

4.2. Intuitive understanding of the areas concerned by green funds / Greenfin

4.3. Perceived positive aspects

4.4. Perceived negative aspects

4.5. Importance of impact measures to avoid “greenwashing”

4.6. Importance given to the Greenfin label

4.7. Perception of the return performance of Greenfin funds

4.8. Predisposition to agree to invest in Greenfin funds

4.9. Once again it is the substitution which is most often considered

2. SENSITIVITY TO SRI FUNDS

2.1. Low knowledge of SRI funds

2.2. Difficulties understanding the 3 ESG dimensions

2.3. Perceptions of SRI funds where the environmental dimension is very present

2.4. A strong need for pedagogy

2.5. Perceived positive aspects

2.6. Perceived negative aspects

2.7. Reactions to “window dressing” risk

2.8. Lack of knowledge of the sectors of economic activity where ISR funds can be applied

2.9. Importance given to commitment to measure impact

2.10. Importance given to the ISR label

2.11. Perception of lower financial performance for SRI funds, but with a strong

growth potential

2.12. Predisposition to agree to invest in SRI funds

2.13. It is the substitution which is most often considered

3. REACTIONS TO ARGUMENTS DEPLOYED BY OPERATORS IN THEIR

COMMUNICATIONS TO PROMOTE SRI FUNDS

3.1. The arguments that challenge

3.2. The dimensions to favor to reach potential subscribers

3.3. Non-operating arguments

4. SENSITIVITY TO GREENFIN FUNDS

4.1. Intuitive knowledge of green funds

4.2. Intuitive understanding of the areas concerned by green funds / Greenfin

4.3. Perceived positive aspects

4.4. Perceived negative aspects

4.5. Importance of impact measures to avoid “greenwashing”

4.6. Importance given to the Greenfin label

4.7. Perception of the return performance of Greenfin funds

4.8. Predisposition to agree to invest in Greenfin funds

4.9. Once again it is the substitution which is most often considered

5. REACTIONS TO ARGUMENTS DEPLOYED BY OPERATORS IN THEIR

COMMUNICATIONS TO PROMOTE GREENFIN FUNDS

5.1. The arguments that challenge

5.2. Non-operating arguments

5.3. The dimensions to favor to reach potential subscribers

6. FINAL ATTITUDES AFTER SUBMISSION TO ARGUMENTS

6.1. Preference between SRI funds and Greenfin funds

6.2. The perceived advantages of the two types of funds

6.3. Final motivations of subscribers

6.4. Approaches finally considered

6.5. Always substitution rather than addition

6.6. And caution is always required