FORMATIVE ASSESSMENT 1 [100 Marks] Read the case below and answer the questions that follow. Sanlam Africas largest insurer is getting breathing room to build on its biggest-ever acquisition and expand existing operations as rivals scale back on the continent and its main competitor squabbles with its fired CEO. Sanlam Ltd. last year spent about $1.1 billion to buy all of Casablanca-based Saham Finances SA and gain a footprint in more African countries than any other financial-services company outside of banking. This as South African peers including Liberty Holdings Ltd. and Momentum Metropolitan Holdings Ltd. focus on their home market and Old Mutual Ltd. fights with ex-Chief Executive Officer Peter Moyo, while contending with hyper-inflation in Zimbabwe. We might just have a little bit longer to execute on the strategy, Sanlam CEO Ian Kirk said by phone. But, of course, that doesnt take the pressure off us to deliver. Founded in Cape Town in 1918 and now spanning 33 African countries and 12 others from the U.S. and India to Saudi Arabia and the U.K., Sanlam is growing its health, life, property and casualty insurance businesses to entrench its position on the continent. The insurer is targeting consumers and multinational companies and extending its operations in Morocco, West and East Africa as well as Namibia and Botswana, the CEO said. It is also seeking a foothold in Egypt. We need to be strongest in the big, important countries and obviously have the unique footprint that we have to make sure that we insure the corporates no matter where they operate, Kirk said. At the moment in the insurance industry we are the only one really doing it but that will change no doubt. Sanlam is also looking at ways to bolster its reinsurance capacity with its general insurance unit Santam Ltd. and expand offerings to become a top choice for multinational companies and their staff, Kirk said. That means building relationships with the brokers, and making sure that we are the network partner for international insurers that dont have an African footprint. The insurer is seeking to benefit from a continent-wide push to improve access to financial services. Its changing as economies become more developed and more diversified, he said. If you take Ivory Coast for example, today its continuing to grow at double digits and has done for the last few years and insurance penetration is moving up as the country develops. We need more of that positive development in all these countries. Chasing Deals Sanlam will look into bolt-on acquisitions in one or two countries, Kirk said during the companys firsthalf results presentation. The firm has a partnership in Ethiopia and will invest in the country when it opens up, he said in the phone interview. At home, Sanlam will be looking to buy money managers to bulk up assets as the rise of index-tracking funds squeezes margins in the industry, Kirk said. A wave of mergers and acquisitions could hit the asset-management industry as soon as six months from now, the CEO said. Sanlam wants to build scale through deals and close the gap between mid-tier firms and market leaders, such as Allan Gray Pty Ltd. and Coronation Fund Managers. It will also use its

Answer ALL the questions in this section.

Question 1

1.1 Evaluate the entry strategy that Sanlam is using to enter new markets. (10 marks)

1.2 Critically discuss the pros and cons of this strategy to Sanlam .