2018-02-21 3:27 PM TSX: IGM

CANADIANS INVESTED IN HELPING 2017

ICD.D KAREN FONSETH, Chief Executive DASCH Inc. Officer, Investors 2015 since client Group IGM FINANCIAL ANNUAL ANNUAL REPORT

IGM FINANCIAL INC. ANNUAL REPORT 2017 IGM Annual Report_2017_Cover Flat.indd 1 IGM Annual Report_2017_Cover Flat.indd 2 2018-02-21 3:27 PM TERRY THORSTEINSON Vice-President, Cascadia Motivation Investors Group client since 2008

CONTENTS

Financial Highlights 2 Who We Are 4 Report to Shareholders 8 Board of Directors and Executive Officers 13 Commitment to Corporate Responsibility 14 Investors Group 16 Mackenzie Investments 18 Investment Planning Counsel 20 Other Investments 21 Management’s Discussion and Analysis 23 Financial Review 83 Shareholder Information 128 FINANCIAL

Total Assets Under Management HIGHLIGHTS As at December 31 ($ billions)

157

2017 2016 CHANGE 142 143 134 Net earnings available to common 132 shareholders ($ millions) Net Earnings $ 601.9 $ 770.5 (21.9) % Adjusted Net Earnings (1) 727.8 736.5 (1.2) 2013 2014 2015 2016 2017 Diluted earnings per share Net Earnings 2.50 3.19 (21.6) Adjusted Net Earnings (1) 3.02 3.05 (0.1) Adjusted Net Earnings Per Share(1) For the financial year ($ millions) Return on equity Net Earnings 12.9 % 17.1 % 3.27 3.21 Adjusted Net Earnings(1) 15.6 % 16.3 % 3.02 3.05 3.02 Dividends per share 2.25 2.25 –

Total assets under management (2) ($ millions) $ 156,513 $ 142,688 9.7 % Investment funds assets under management (3) $ 149,819 $ 137,575 8.9 %

Investors Group 2013 2014 2015 2016 2017 Mutual funds (4) 88,008 81,242 8.3 Mackenzie Investments Dividends Per Share For the financial year ($) Mutual funds 55,728 51,314 ETFs 1,296 113 2.25 2.25 2.25 (3) 2.18 Investment funds 56,656 51,427 2.15 Sub-advisory, institutional and other accounts 7,966 6,232 Total 64,622 57,659 12.1 Investment Planning Counsel Mutual funds (4) 5,377 4,908 9.6 2013 2014 2015 2016 2017

Net Sales (2) ($ millions) INVESTORS MACKENZIE INVESTMENT GROUP INVESTMENTS PLANNING COUNSEL TOTAL(2)

Mutual funds (4) $ 1,944 $ 1,069 $ 79 $ 2,987 ETFs – 1,156 – 1,049 Investment funds (3) 1,944 1,884 79 3,695 Sub-advisory, institutional and other accounts – 1,189 – 1,107 Total 1,944 3,073 79 4,802

(1) Please refer to the reconciliation of non-IFRS financial measures to measures prescribed by IFRS in Management’s Discussion and Analysis (MD&A) on page 25 of this Annual Report. (2) Total assets under management (AUM) and net sales eliminate double counting related to Mackenzie advisory mandates to other segments. AUM elimination was $1.5 billion in 2017 ($1.1 billion in 2016) and net sales elimination was $294 million for the twelve month period. (3) Investment funds consist of mutual funds and ETFs. Investment fund AUM and net sales eliminate double counting related to Mackenzie mutual fund investments in ETFs. AUM elimination was $368 million at December 31, 2017 and net sale elimination was $341 million for the twelve month period. (4) Includes separately managed accounts. 2 CORPORATE STRUCTURE

IGM FINANCIAL INC.

A MEMBER OF THE POWER FINANCIAL CORPORATION GROUP OF COMPANIES

Power Financial Corporation is a diversified management and holding company that has interests, directly or indirectly, in companies in the financial services sector in Canada, the United States and Europe. Power Financial and The Great-West Life Assurance Company hold 61.5% and 3.8%, respectively, of IGM Financial's common shares.

2017 NET EARNINGS AVAILABLE 2017 RETURN ON TO COMMON SHAREHOLDERS SHAREHOLDERS’ EQUITY $602 MILLION 15.6%(1)

2017 ADJUSTED NET EARNINGS AVAILABLE 2017 TOTAL ASSETS TO COMMON SHAREHOLDERS UNDER MANAGEMENT $728 MILLION(2) $157 BILLION

MACKENZIE FINANCIAL INVESTMENT PLANNING INVESTORS GROUP INC. CORPORATION COUNSEL INC.

OTHER CORPORATE INVESTMENTS

CHINA ASSET GREAT-WEST WEALTHSIMPLE MANAGEMENT PERSONAL CAPITAL PORTAG3 LIFECO INC. FINANCIAL CO., LTD. CORPORATION(3) VENTURES LP(3) 4% CORPORATION(3) 13.9%

Percentages represent participating equity interest as at December 31, 2017.

(1) Return on shareholders' equity is calculated using adjusted net earnings. (2) Please refer to the reconciliation of non-IFRS financial measures to measures prescribed by IFRS in Management's Discussion and Analysis (MD&A) on page 25 of this Annual Report. (3) Minority interest.

3 MORISSA GRANOVE Owner, Work Boot Factory Outlet Store Ltd. Investors Group client since 2017

INVESTORS GROUP is committed to comprehensive WHO planning delivered through long-term client and Consultant relationships. The company provides advice WE ARE and services through a network of Consultants located across Canada to nearly one million Canadians.

IGM FINANCIAL INC. is one of Canada’s premier $88.0 BILLION personal financial services companies, and one Total assets under management of the country’s largest managers and distributors of investment funds and other managed asset products, with $157 billion in total assets $9.7 BILLION under management. Mutual fund gross sales

Its activities are carried out principally through Investors Group Inc., Mackenzie Financial 2,124 Corporation and Investment Planning Counsel Inc. Consultant practices advise on approximately Serving the financial needs of Canadians, each 95% of assets under management company operates distinctly within the advice segment of the financial services market. 98% of Consultant practices hold the Certified The company is committed to building on its record Financial Planner (CFP) or Financial Planner (F.Pl.) of delivering long-term growth and value to its designation or are enrolled in the programs clients and shareholders.

4 TONY MICELI, CFP FANAYE WHYTE, PT Financial Advisor Co-Principal, East York Massage & Physiotherapy Studio Doing business with Mackenzie since 2003 Investment Planning Counsel client since 2010

MACKENZIE INVESTMENTS provides investment INVESTMENT PLANNING COUNSEL is an integrated management and related services through diversified financial services company focused on providing Canadians investment solutions using proprietary investment with high-quality financial products, services and advice. research and experienced investment professionals The company is dedicated to providing independent to deliver its various product offerings. The company financial advisors with the tools, products, and support distributes its investment services through distribution they need to build a successful business and serve a wide channels to both retail and institutional investors. range of clients.

$64.6 BILLION $5.4 BILLION Total assets under management Assets under management in Investment Planning Counsel

$9.2 BILLION $889 MILLION Mutual fund gross sales Mutual fund gross sales

70% of Mackenzie mutual fund assets $27.6 BILLION rated 3, 4 or 5 Star by Morningstar Assets under administration

30,000+ third-party advisors and institutional clients Partners with approximately 800 advisors across the country

5 JACQUELINE SOONG Financial Advisor Doing business with Mackenzie since 2015

As part of Power Financial Corporation, we are focused on the long-term strength and stability of our companies. We recognize these as core responsibilities to our clients and shareholders as we adapt and lead in an ever-changing world.

6 IGM FINANCIAL INC. ANNUAL REPORT 2017 | OUR COMMITMENTS

OUR COMMITMENTS

INSPIRING FINANCIAL CONFIDENCE FOSTERING A CULTURE OF EXCELLENCE

Providing successful outcomes based on a deep We attract and retain a talented and diverse workforce understanding of our investors is what drives our vision, who are passionate about helping our clients. We value thought leadership and commitment to innovation. integrity, courage, innovation and collaboration.

PUTTING OUR CLIENTS FIRST BEING A GOOD NEIGHBOUR

Our clients’ best interests are at the heart of We make a positive difference in the communities where everything we do. we live and work through our charitable giving, volunteer work and our commitment to environmental and social HELPING OUR CLIENTS REACH THEIR responsibility. FINANCIAL GOALS

We offer access to a wide variety of financial planning MAKING SOUND DECISIONS FOR THE LONG TERM services and investment solutions to meet our clients’ unique needs. We support our clients with advice, As part of Power Financial Corporation, we are focused knowledge and resources to give them the confidence on the long-term strength and stability of our companies. to make sound financial decisions. We recognize these as core responsibilities to our clients and shareholders as we adapt and lead in an KEEPING STAKEHOLDERS INFORMED ever-changing world.

We provide information that is relevant, timely, and can be easily understood.

7 IGM FINANCIAL INC. ANNUAL REPORT 2017 | REPORT TO SHAREHOLDERS

We at IGM Financial are focused on giving Canadians the best choice in a financial partner – one who instills financial confidence and helps them make the informed decisions that ensure their financial planning needs are met throughout their lives.

Jeffrey R. Carney PRESIDENT AND CHIEF EXECUTIVE OFFICER IGM FINANCIAL INC.

8 IGM FINANCIAL INC. ANNUAL REPORT 2017 | REPORT TO SHAREHOLDERS

REPORT TO SHAREHOLDERS

In 2017, we at IGM Financial Inc. continued to take bold Financial group of companies continue to place us in steps to innovate, streamline and simplify our business, a leadership position in the Canadian financial services enhancing our ability to deliver long-term growth and industry, and we are building on our strengths in a value to clients and shareholders. period of growth for the Company.

Transformational change began at Mackenzie Investments in 2014 and at Investors Group in 2016. FINANCIAL HIGHLIGHTS Building on this momentum, 2017 saw further initiatives IGM Financial experienced an exceptional year, with designed to accelerate growth, deliver client-focused strong net sales and growth in assets under management. strategies, and maximize the potential of both companies. Total assets under management were at a record high The Company also continued to expand its investment at December 31, 2017, totalling $156.5 billion, an reach beyond its core operating companies, completing increase of 9.7% from $142.7 billion at December 31, 2016. its acquisition of a 13.9% interest in China Asset Investment fund assets under management at December Management Co., Ltd., China’s premier asset 31, 2017, also a record high, were $149.8 billion, compared management firm. This purchase adds to a strategic suite to $137.6 billion at December 31, 2016. of recent investments that advance our capabilities. Overall net sales for the year ended December 31, 2017 The Company is a respected leader in the Canadian financial were $4.8 billion, the best result in IGM’s history. services industry. It has a broad reach across Canadian Net earnings available to common shareholders for the communities and is well diversified through its multi-channel year ended December 31, 2017 were $601.9 million or distribution model, product types, global investment $2.50 per share compared to $770.5 million or $3.19 per management team and strong brands. Assets under share in 2016. management are diversified by country of investment, (1) industry sector, security type and management style. Adjusted net earnings available to common shareholders, excluding other items, for the year ended December 31, We believe the vast majority of Canadians are best served 2017 were $727.8 million or $3.02 per share compared through the support of a financial advisor who can to $736.5 million or $3.05 per share in 2016. help them to plan for and achieve their financial goals. The importance of financial guidance and expertise has Dividends were $2.25 per share for the year, unchanged amplified as investors navigate an increasingly complex from 2016. financial world. IGM’s total return to shareholders during 2017 was 22% Our deep understanding of Canadian investors and compared to the S&P/TSX Financials index return of 13% our association with the other members of the Power and the S&P/TSX Composite Index return of 9%.

(1) Please refer to the reconciliation of non-IFRS financial measures to measures prescribed by IFRS in Management’s Discussion and Analysis (MD&A) on page 25 of this Annual Report.

9 IGM FINANCIAL INC. ANNUAL REPORT 2017 | REPORT TO SHAREHOLDERS

INDUSTRY PERSPECTIVE OPERATING HIGHLIGHTS

Equity markets around the world climbed in 2017 in In 2017 IGM Financial took major steps forward in its a remarkable show of synchronous strength. Canada’s multi-year strategy to transform its business. A number resource-heavy S&P/TSX Composite Index was held back of significant initiatives were introduced to support the by a double-digit decline in the energy sector, a notable Company’s client-focused vision, create operational exception to the equally remarkable breadth of the efficiencies, and accelerate innovation and digitization. market advance. Investors working with an advisor to An experienced, expanded IGM leadership team create well-rounded portfolios, with both sector and worked to build on the momentum of 2016, acting geographic diversification, were amply rewarded. on a range of opportunities to position the Company Research continues to show that Canadians who work for accelerated growth. with a financial advisor to guide their financial decisions In May the Company created a Client and Regulatory are wealthier, more confident, and better prepared for the Affairs office responsible for championing a client-centric various financial scenarios that life brings. Demographic vision across all business functions including corporate trends indicate that the wealth of Canada’s affluent initiatives, business planning, and strategy. The office, segment is increasing, which will amplify the complexity which is uncommon in the Canadian financial services of their retirement planning needs and also their need for industry, makes IGM Financial well-positioned to navigate comprehensive planning advice. change and excel in an evolving regulatory environment. In 2017 the Canadian Securities Administrators (CSA) In August the Company completed its acquisition of a continued its review of the dealer-client relationship. In 13.9% interest in China Asset Management Co., Ltd., January the CSA sought input on the option of discontinuing China’s premier asset management firm. This investment embedded commissions and the potential impacts of such broadens our reach and expands our capabilities, allowing a change on Canadian investors and market participants. both companies to develop products in each other’s In May, it published an update on its proposal for a set geographies and leading the way to future sub-advisory of targeted reforms relating to the client-registrant relationships. relationship and a regulatory best interest standard. In October the Company combined the investment The Company’s subsidiaries submitted comment letters management functions of Investors Group and Mackenzie on both topics and participated in the roundtables hosted Investments to form a single global investment by certain jurisdictions of the CSA to facilitate further management organization to support both companies. stakeholder input and explore the proposals. This combined entity, operating under Mackenzie, The Company will continue its active dialogue and strengthens our ability to deliver the very best investment engagement with regulators on these subjects to solutions to retail and institutional clients and to enhance the client experience. our advisors.

10 IGM FINANCIAL INC. ANNUAL REPORT 2017 | REPORT TO SHAREHOLDERS

Our in-depth understanding of Canadian investors and our association with other members of the Power Financial Corporation group of companies have placed the Company in a position of leadership and strength in the financial services industry.

Both companies continue to offer unique and diverse CORPORATE RESPONSIBILITY products, maintaining their separate product shelves We believe that considering the environmental, social and distribution capabilities. Investors Group clients and governance (ESG) impacts of our business is an and Consultants now have access to a broader array essential part of creating long-term value for our of solutions and investment expertise, and Mackenzie clients, shareholders, employees, communities and distribution channels have access to talent previously other stakeholders. Each year IGM Financial prepares exclusive to the Investors Group channel. a comprehensive report on our corporate responsibility In November we introduced a number of initiatives to strategy, programs and progress, which is available on enhance operational effectiveness. To leverage scale our website. and opportunities across Investors Group and Mackenzie In 2017 we embraced new opportunities to address ESG Investments, the Company expanded its shared services impacts and advance our corporate responsibility strategy. model beyond the investment management function to Some highlights include: include the areas of marketing, human resources, customer service and other operational teams. • Mackenzie’s launch of three new sustainable, responsible, and impact funds for clients designed The Company also simplified its reporting structure to to generate long-term competitive returns while speed decision-making and enhance the supporting positive environmental, social and empowerment of our people. governance change; On November 28, the Company hosted • Deepening understanding of our relationships with an Investor Day for analysts and employees and clients through common engagement investors. Leaders shared insights into surveys, to drive commitment and innovation across the Company’s business strategies, the business; major initiatives, and key performance • Surveying employees and advisors to inform our indicators following the transformational diversity and inclusion strategy, opening Manitoba’s changes at Investors Group and first Downie Wenjack Legacy Room to promote Mackenzie Investments. reconciliation, and expanding diversity and inclusion training in a variety of areas; and Barry McInerney PRESIDENT AND CHIEF • Being recognized by Corporate Knights in the EXECUTIVE OFFICER top 10 of the Best 50 Corporate Citizens in Canada. MACKENZIE INVESTMENTS

11 IGM FINANCIAL INC. ANNUAL REPORT 2017 | REPORT TO SHAREHOLDERS

BOARD OF DIRECTORS LOOKING AHEAD

The following changes to the Board of Directors were In a time of growing market complexity and regulatory announced at IGM Financial’s Annual Meeting of the change, we at IGM Financial are focused on giving Shareholders in May 2017. Canadians the best choice in a financial partner – one

Susan Doniz and Sharon MacLeod were elected to the who instills financial confidence and helps them make Board. Ms. Doniz is Chief Information Officer for Qantas the informed decisions that ensure their financial planning Airways Limited. Ms. MacLeod is the Global Brand Vice- needs are met throughout their lives. President, Dove Men+ Care, for Unilever. We are well-positioned to deliver long-term value to our

Retiring from the Board were Daniel Johnson and Susan shareholders, given our leadership position in the industry Sherk. Mr. Johnson had served on the Board since 1999. and the strength and stability of our Company. As we During his term he had been a member of the Audit deliver on our strategy for growth, we are very excited Committee, Executive Committee, Investment Committee about the future. and the Equity Investment Sub-Committee. Ms. Sherk had been a Board member since 1993. She had served on the On behalf of the Board of Directors, Executive Committee, Investment Committee, Human Resources Committee, Community Affairs Committee and Related Party & Conduct Review Committee during her time on the Board.

We thank our departing directors for their years of service Jeffrey R. Carney R. Jeffrey Orr and valuable contributions to the Board. PRESIDENT AND CHAIR OF THE BOARD CHIEF EXECUTIVE OFFICER IGM FINANCIAL INC. IGM FINANCIAL INC.

FEBRUARY 9, 2018

12 IGM FINANCIAL INC. ANNUAL REPORT 2017 | BOARD OF DIRECTORS AND EXECUTIVE OFFICERS

BOARD OF DIRECTORS AND EXECUTIVE OFFICERS

Marc A. Bibeau (1,2,3) Susan Doniz (1,3) Gregory D. Tretiak, (1,3) PRESIDENT AND CHIEF GROUP CHIEF FCPA, FCA R. Jeffrey Orr EXECUTIVE OFFICER INFORMATION OFFICER EXECUTIVE VICE-PRESIDENT CHAIR OF BEAUWARD SHOPPING CENTRES LTD. QANTAS AIRWAYS LIMITED AND CHIEF FINANCIAL OFFICER THE BOARD POWER CORPORATION OF CANADA AND IGM FINANCIAL INC. Jeffrey R. Carney (1,3) Claude Généreux (1,3,4) POWER FINANCIAL CORPORATION PRESIDENT AND CHIEF EXECUTIVE VICE-PRESIDENT EXECUTIVE OFFICER POWER CORPORATION OF CANADA AND IGM FINANCIAL INC. POWER FINANCIAL CORPORATION

PRESIDENT AND CHIEF (1,3,5) EXECUTIVE EXECUTIVE OFFICER Sharon L. Hodgson INVESTORS GROUP INC. CORPORATE DIRECTOR OFFICERS COMMITTEES

Marcel R. Coutu (1,3,4) Sharon MacLeod (1,3,5) Jeffrey R. Carney 1. EXECUTIVE COMMITTEE CORPORATE DIRECTOR GLOBAL BRAND PRESIDENT AND CHIEF EXECUTIVE CHAIR: R. JEFFREY ORR VICE-PRESIDENT OFFICER André Desmarais, DOVE MEN+ CARE 2. AUDIT COMMITTEE UNILEVER Luke Gould* CHAIR: JOHN S. MCCALLUM O.C., O.Q. (1,3,4,6) EXECUTIVE VICE-PRESIDENT AND

DEPUTY CHAIRMAN, (1,3,4) CHIEF FINANCIAL OFFICER 3. INVESTMENT COMMITTEE PRESIDENT AND Susan J. McArthur CHAIR: GREGORY D. TRETIAK MANAGING PARTNER CO-CHIEF EXECUTIVE Donald J. MacDonald OFFICER GREENSOIL INVESTMENTS 4. HUMAN RESOURCES SENIOR VICE-PRESIDENT, GENERAL POWER CORPORATION OF CANADA COMMITTEE COUNSEL AND SECRETARY John S. McCallum (2,5,6) CHAIR: CLAUDE GÉNÉREUX EXECUTIVE CO-CHAIRMAN PROFESSOR OF FINANCE POWER FINANCIAL CORPORATION 5. RELATED PARTY AND UNIVERSITY OF MANITOBA CONDUCT REVIEW Paul Desmarais, Jr., COMMITTEE R. Jeffrey Orr (1,3,4,6) O.C., O.Q. (1,3,4,6) CHAIR: JOHN S. MCCALLUM CHAIR OF THE BOARD CHAIRMAN AND CO-CHIEF IGM FINANCIAL INC. 6. GOVERNANCE AND EXECUTIVE OFFICER NOMINATING COMMITTEE POWER CORPORATION OF CANADA PRESIDENT AND CHIEF CHAIR: R. JEFFREY ORR EXECUTIVE OFFICER EXECUTIVE CO-CHAIRMAN POWER FINANCIAL CORPORATION POWER FINANCIAL CORPORATION Jacques Parisien (1,2,3) Gary Doer (1,3) PRESIDENT SENIOR BUSINESS ADVISOR POWER COMMUNICATIONS INC. DENTONS CANADA LLP

* As of January 1, 2018

13 IGM FINANCIAL INC. ANNUAL REPORT 2017 | COMMITMENT TO CORPORATE RESPONSIBILITY

COMMITMENT TO CORPORATE RESPONSIBILITY

At IGM Financial, our core business is helping Canadians to plan for and achieve their financial goals. Because of this trust placed in us, we have a long-standing commitment to act responsibly in everything we do.

These 2017 highlights reflect our commitment to operate our business with integrity and with the positive value we bring to our clients, people, communities and the environment.

Our Clients Our People

new sustainable, responsible, 40% of our leaders are women 3 and impact funds launched at Mackenzie Investments participation – Investors 94% Group’s 1st Gallup employee engagement survey

Our Communities TH percentile within Finance and 74 Insurance industry – Mackenzie invested in support of over 1,700 Investments’ 4th Gallup employee $9.7M charities and not-for-profits engagement survey

Our Environment Operational Integrity

Leadership level CDP score, 25% of board members are women A- defined as demonstrating the current best practices of employees acknowledge our 100% Code of Conduct annually

14 DIANE MOORE & DAUGHTERS Intergenerational clients Investors Group clients since 1992

We are proud of our commitments and our achievements. In the years ahead we look forward to building on the responsible management we have created.

Investors Group and Mackenzie Investments are IGM Financial has been independently assessed according signatories to the United Nations-supported to the FTSE4Good criteria and, since 2016, has satisfied Principles for Responsible Investment (PRI). the requirements to become a constituent of the FTSE4Good Index Series.

The Carbon Disclosure Project works to transform the way IGM Financial earned a spot on the Jantzi Social Index the world does business, to prevent climate change and (JSI) in 2015 and was reconfirmed to the index in 2016 protect our natural resources. We report to the CDP on our and 2017. energy use and greenhouse gas emission performance.

IGM Financial was ranked eighth in the 2017 Best 50 Imagine Canada works to ensure that charities play a Corporate Citizens in Canada by Corporate Knights, pivotal role in building, enriching and defining our nation. up from our ranking of 21st in 2016. The organization recognizes both Investors Group and Mackenzie Investments as “Caring Companies.”

15 IGM FINANCIAL INC. ANNUAL REPORT 2017 | AT A GLANCE

AT A GLANCE

Investors Group is committed INSPIRING FINANCIAL CONFIDENCE to comprehensive planning In 2017 Investors Group launched its new strategic mandate – to be Canada’s financial partner of choice. delivered through long-term The company took action in a number of key areas to client and Consultant enhance the client experience – analyzing its products, advisor network, client segmentation approach, and relationships. We provide business processes to create a stronger model that will help inspire financial confidence in clients at all stages advice and services through of their lives. The company also introduced client our network of Consultants to advisory councils to give clients a forum to share their insights and ideas with senior leadership. By year end, nearly one million Canadians. impressive sales results underscored the growing momentum generated by the company’s new direction.

BETTER GAMMA, BETTER BETA, BETTER ALPHA

Three Greek letters laid the foundation for the company’s new value proposition. Providing better gamma for clients comes from creating and enacting a well- constructed financial plan; better beta describes the benefit of a well-constructed portfolio – one that gives clients the same expected return for the lowest possible amount of risk; and better alpha – the value of active investment management – is created by maximizing returns compared to what a client would see in a similar, passively managed, portfolio. Together, these ABCs spell optimal client outcomes.

16 IGM FINANCIAL INC. ANNUAL REPORT 2017 | AT A GLANCE

MORISSA GRANOVE Owner, Work Boot Factory Outlet Store Ltd. Investors Group client since 2017

A FOCUS ON ADVISOR EXCELLENCE GROWING SUCCESS IN THE HIGH NET WORTH MARKET The company – which already boasts the highest number of advisors having the Certified Financial The company’s broad and competitive product offerings, Planner designation – announced strategies to enhance combined with superior advice, helped the company to the quality of its Consultant network. All Consultants grow its share of the high net worth market in 2017. must now pursue their CFP designation, and a new Gross sales in high net worth solutions doubled over approach to education is creating a more consistent the year, with two-thirds of these sales taking place experience for clients. A focus on new specialized advice in unbundled series – where clients pay directly for teams better serves the needs of high net worth clients, advice outside of a fund’s management fee. This is a and changes to the network of experts who support the testament to the value clients see in their relationship company’s advisors ensures best-in-class service. with the company.

17 IGM FINANCIAL INC. ANNUAL REPORT 2017 | AT A GLANCE

AT A GLANCE

Mackenzie Investments provides HELPING CANADIAN INVESTORS MAKE A DIFFERENCE investment management and Three new products in 2017 offered investors the related services through diversified opportunity to effect change. The Mackenzie Global Sustainability and Impact Balanced Fund provides Canadian investment solutions using proprietary investors with a solution that helps their investments investment research and experienced have a positive environmental and social impact. The Mackenzie Global Leadership Impact Fund and Mackenzie investment professionals to deliver Global Leadership Impact ETF provide an opportunity for our various product offerings. We investors to affect social and governance change through a focus on promoting the benefits of women in leadership. distribute our investment services through multiple distribution channels INDUSTRY-LEADING FUND PERFORMANCE The 2017 Lipper® Fund Awards once again recognized to both retail and institutional investors. Mackenzie Investments for the stellar performance of its funds.

• Mackenzie Canadian Growth Fund Series A: Best three- year performance in the Canadian Focused Equity category

• Mackenzie Canadian Growth Balanced Fund Series A: Best three-year and five-year performance in the Canadian Equity Balanced category

• Mackenzie Canadian Resource Fund Series A: Best 10-year performance in the Natural Resources Equity category

The awards honour the funds in each category that have delivered consistently strong risk-adjusted performance relative to their peers.

18 IGM FINANCIAL INC. ANNUAL REPORT 2017 | AT A GLANCE

TONY MICELI, CFP Financial Advisor Doing business with Mackenzie since 2003

GIVING CANADIANS UNIQUE EXPOSURE STRENGTHENED GLOBAL TEAM TO CHINA MARKET To expand its global investment management Mackenzie Investments stepped up its partnership with capabilities, in December Mackenzie Investments China Asset Management Co., Ltd. (China AMC) in October, announced the Mackenzie Global Quantitative offering the Mackenzie All China Equity Fund to give Equity boutique, based in Boston. Led by well-known investors exposure to the entire Chinese market. Earlier quantitative investor Arup Datta, the new boutique in the year the company had finalized its acquisition of will act on opportunities in global emerging markets. 13.9% interest in the Chinese firm, which has total assets under management, excluding subsidiary assets under management, of CAD$160 billion as at June 30, 2017. As the second largest economy in the world, China offers investors scale, scope and diversification opportunities.

19 IGM FINANCIAL INC. ANNUAL REPORT 2017 | AT A GLANCE

AT A GLANCE

STRONG GROWTH IN AFFLUENT MARKET CONTINUES

Investment Planning Counsel has continued to steadily expand its reach in the affluent market through its advisor Investment Planning Counsel network. In addition, IPC Private Wealth – a high net worth investment program that includes unified managed is an integrated financial services accounts – hit a significant milestone, surpassing $1 billion company focused on providing in assets under management. This was also the first full year for IPC Private Wealth’s national advertising initiative Canadians with high-quality under its “Expect More” tagline, an initiative that helped financial products, services and raise brand awareness in communities across Canada.

advice through our network of GIVING BACK BEYOND OUR SHORES

independent financial advisors. In 2017, for a third successive year, a group of Investment Planning Counsel staff and advisors swapped the comforts of their homes and offices for sleeping bags and shovels in Honduras. For nine days they stayed in the small community of Briones, working alongside local community members to rebuild a road and build 10 pillas for water storage and washing.

BRIXTON LAGAC AND GURVINDER VIRK Teacher and Chiropractor and Founder of The St. Lawrence Wellness Centre Investment Planning Counsel clients since 2009 IGM FINANCIAL INC. ANNUAL REPORT 2017 | AT A GLANCE

AT A GLANCE OTHER INVESTMENTS

These investments introduce new capabilities to IGM Financial and our operating companies.

GREAT-WEST LIFECO INC.

Great-West Lifeco, which is controlled by Power Financial Corporation, is a financial services holding company with interests in the life insurance, health insurance, retirement savings, investment management and reinsurance businesses. At December 31, 2017 IGM Financial held a 4% equity interest in Great-West Lifeco.

CHINA ASSET MANAGEMENT CO., LTD.

In August 2017, IGM Financial completed its acquisition of a 13.9% interest in China AMC, China’s premier asset management firm. This investment allows us to grow our retail and institutional business in both geographical regions.

In October, Mackenzie Investments launched the Mackenzie All China Equity Fund, sub-advised by China AMC. This is a unique product that gives Canadian investors access to the entire spectrum of the Chinese capital markets.

PERSONAL CAPITAL CORPORATION

Personal Capital is a market-leading U.S. digital wealth advisor for mass affluent investors. This investment allows IGM Financial to participate in the emerging digital wealth management industry in the United States.

PORTAG3 VENTURES LP

Portag3 is a fund focused on the financial technology sector – making early-stage investments in companies that have the potential for innovative change and global impact. Portag3 is a corporate partnership between Power Financial Corporation, IGM Financial and Great-West Lifeco.

WEALTHSIMPLE FINANCIAL CORPORATION

WealthSimple is an online investment manager that provides financial investment guidance. The investment was entered into through a limited partnership controlled by the Company’s parent, Power Financial Corporation.

21

FINANCIAL SECTION

MANAGEMENT’S DISCUSSION AND ANALYSIS

IGM Financial Inc. Summary of Consolidated Operating Results 25

Investors Group Review of the Business 35 Review of Segment Operating Results 42

Mackenzie Investments Review of the Business 46 Review of Segment Operating Results 53

Corporate and Other Review of Segment Operating Results 56

IGM Financial Inc. Consolidated Financial Position 58 Consolidated Liquidity and Capital Resources 61 Risk Management 65 Outlook 76 Critical Accounting Estimates and Policies 78 Disclosure Controls and Procedures 81 Internal Control Over Financial Reporting 81 Other Information 82

FINANCIAL REVIEW

Consolidated Financial Statements Management’s Responsibility for Financial Reporting 84 Independent Auditor’s Report 85 Consolidated Financial Statements 86 Notes to Consolidated Financial Statements 91

Supplementary Information Quarterly Review 124 Ten Year Review 126

IGM FINANCIAL INC. ANNUAL REPORT 2017 23 MANAGEMENT’S DISCUSSION AND ANALYSIS

The Management’s Discussion and Analysis (MD&A) presents management’s view of the results of operations and the financial condition of IGM Financial Inc. (IGM Financial or the Company) as at and for the years ended December 31, 2017 and 2016 and should be read in conjunction with the audited Consolidated Financial Statements. Commentary in the MD&A as at and for the year ended December 31, 2017 is as of February 9, 2018.

BASIS OF PRESENTATION AND SUMMARY OF ACCOUNTING POLICIES The Consolidated Financial Statements of IGM Financial, which are the basis of the information presented in the Company’s MD&A, have been prepared in accordance with International Financial Reporting Standards (IFRS) and are presented in Canadian dollars (Note 2 of the Consolidated Financial Statements).

PRINCIPAL HOLDERS OF VOTING SHARES As at December 31, 2017, Power Financial Corporation (PFC) and Great-West Lifeco Inc. (Lifeco), a subsidiary of PFC, held directly or indirectly 61.5% and 3.8%, respectively, of the outstanding common shares of IGM Financial.

FORWARD-LOOKING STATEMENTS

Certain statements in this MD&A, other than statements of historical fact, are forward- and their businesses, and could cause actual results to differ materially from current looking statements based on certain assumptions and reflect IGM Financial’s current expectations of estimated or anticipated events or results. These factors include, but are not expectations. Forward-looking statements are provided to assist the reader in understanding limited to: the impact or unanticipated impact of general economic, political and market the Company’s financial position and results of operations as at and for the periods ended factors in North America and internationally, interest and foreign exchange rates, global on certain dates and to present information about management’s current expectations equity and capital markets, management of market liquidity and funding risks, changes in and plans relating to the future. Readers are cautioned that such statements may not accounting policies and methods used to report financial condition (including uncertainties be appropriate for other purposes. These statements may include, without limitation, associated with critical accounting assumptions and estimates), the effect of applying statements regarding the operations, business, financial condition, expected financial future accounting changes, operational and reputational risks, business competition, results, performance, prospects, opportunities, priorities, targets, goals, ongoing objectives, technological change, changes in government regulations and legislation, changes in tax strategies and outlook of the Company, as well as the outlook for North American and laws, unexpected judicial or regulatory proceedings, catastrophic events, the Company’s international economies, for the current fiscal year and subsequent periods. Forward- ability to complete strategic transactions, integrate acquisitions and implement other looking statements include statements that are predictive in nature, depend upon or refer growth strategies, and the Company’s and its subsidiaries’ success in anticipating and to future events or conditions, or include words such as “expects”, “anticipates”, “plans”, managing the foregoing factors. “believes”, “estimates”, “seeks”, “intends”, “targets”, “projects”, “forecasts” or negative versions The reader is cautioned that the foregoing list is not exhaustive of the factors that may affect thereof and other similar expressions, or future or conditional verbs such as “may”, “will”, any of the Company’s forward-looking statements. The reader is also cautioned to consider “should”, “would” and “could”. these and other factors, uncertainties and potential events carefully and not place undue This information is based upon certain material factors or assumptions that were applied in reliance on forward-looking statements. drawing a conclusion or making a forecast or projection as reflected in the forward-looking Other than as specifically required by applicable Canadian law, the Company undertakes statements, including the perception of historical trends, current conditions and expected no obligation to update any forward-looking statements to reflect events or circumstances future developments, as well as other factors that are believed to be appropriate in the after the date on which such statements are made, or to reflect the occurrence of circumstances. While the Company considers these assumptions to be reasonable based on unanticipated events, whether as a result of new information, future events or results, information currently available to management, they may prove to be incorrect. or otherwise. By its nature, this information is subject to inherent risks and uncertainties that may Additional information about the risks and uncertainties of the Company’s business and be general or specific and which give rise to the possibility that expectations, forecasts, material factors or assumptions on which information contained in forward-looking predictions, projections or conclusions will not prove to be accurate, that assumptions may statements is based is provided in its disclosure materials, including this Management’s not be correct and that objectives, strategic goals and priorities will not be achieved. Discussion and Analysis and its most recent Annual Information Form, filed with the A variety of material factors, many of which are beyond the Company’s and its subsidiaries’ securities regulatory authorities in Canada, available at www.sedar.com. control, affect the operations, performance and results of the Company, and its subsidiaries,

NON-IFRS FINANCIAL MEASURES AND ADDITIONAL IFRS MEASURES

Net earnings available to common shareholders, which is an additional measure in and Adjusted EBITDA are alternative measures of performance utilized by management, accordance with IFRS, may be subdivided into two components consisting of: investors and investment analysts to evaluate and analyze the Company’s results. EBITDA is a common measure used in the asset management industry to assess profitability before • Adjusted net earnings available to common shareholders; and the impact of different financing methods, income taxes, depreciation of capital assets and • Other items, which include the after-tax impact of any item that management considers amortization of intangible assets. Other items of a non-recurring nature, or that could to be of a non-recurring nature or that could make the period-over-period comparison make the period-over-period comparison of results from operations less meaningful, are of results from operations less meaningful. further excluded to arrive at Adjusted EBITDA. These non-IFRS financial measures do not “Adjusted net earnings available to common shareholders”, “adjusted diluted earnings per have standard meanings prescribed by IFRS and may not be directly comparable to similar share” (EPS) and “adjusted return on average common equity” (ROE) are non-IFRS financial measures used by other companies. measures which are used to provide management and investors with additional measures “Earnings before income taxes” and “net earnings available to common shareholders” are to assess earnings performance. These non-IFRS financial measures do not have standard additional IFRS measures which are used to provide management and investors with meanings prescribed by IFRS and may not be directly comparable to similar measures used additional measures to assess earnings performance. These measures are considered by other companies. additional IFRS measures as they are in addition to the minimum line items required by IFRS “Earnings before interest and taxes” (EBIT), “earnings before interest, taxes, depreciation and are relevant to an understanding of the entity’s financial performance. and amortization” (EBITDA) and “adjusted earnings before interest, taxes, depreciation Refer to the appropriate reconciliations of non-IFRS financial measures to reported results and amortization” (Adjusted EBITDA) are also non-IFRS financial measures. EBIT, EBITDA in accordance with IFRS in Tables 1 and 2.

24 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS IGM FINANCIAL INC. SUMMARY OF CONSOLIDATED OPERATING RESULTS

IGM Financial Inc. (TSX:IGM) is one of Canada’s premier financial Adjusted Net Earnings and  services companies. The Company’s principal businesses are Adjusted Net Earnings per Share Investors Group Inc. and Mackenzie Financial Corporation, each For the financial year ($ millions, except per share amounts) operating distinctly, primarily within the advice segment of the   financial services market.    Investment fund assets under management, which were at . . the highest level in the history of the Company, were $149.8 . . . billion at December 31, 2017 compared with $137.6 billion at December 31, 2016. Average investment fund assets under management for the year ended December 31, 2017 were $143.7 billion compared to $130.2 billion in 2016. Average investment fund assets under management for the fourth quarter of 2017 were $148.1 billion compared to $135.2 billion      in 2016. Adjusted Net Earnings Total assets under management, also at a record high for the Adjusted Diluted EPS Company, were $156.5 billion at December 31, 2017 compared 2013 excluded an after-tax charge related to restructuring and other with $142.7 billion at December 31, 2016, as detailed in Tables charges and the proportionate share of the benefit related to the 4 and 5. Average total assets under management for the year changes in an affiliate’s litigation provisions. ended December 31, 2017 were $149.3 billion compared to 2014 excluded an after-tax charge related to client distributions $136.4 billion in 2016. Average total assets under management and other costs, and an after-tax charge related to restructuring for the fourth quarter of 2017 were $154.2 billion compared to and other charges. $141.0 billion in 2016. 2015 excluded an after-tax charge related to restructuring and other charges. Net earnings available to common shareholders for the year 2016 excluded a reduction in income tax estimates related to certain ended December 31, 2017 were $601.9 million or $2.50 tax filings. per share compared to net earnings available to common 2017 excluded charges related to restructuring and other, a shareholders of $770.5 million or $3.19 per share in 2016. favourable revaluation of the Company’s pension plan obligation, Adjusted net earnings available to common shareholders, charges representing the proportionate share in Great-West Lifeco excluding other items outlined below, for the year ended Inc.’s one-time charges and restructuring provision. December 31, 2017 were $727.8 million or $3.02 per share compared to adjusted net earnings available to common • Restructuring and other charges of $16.8 million after- shareholders of $736.5 million or $3.05 per share in 2016. tax ($23.0 million pre-tax) recorded in the second quarter Net earnings available to common shareholders for the three including severance and termination costs largely associated months ended December 31, 2017 were $50.6 million or 21 with the reduction of our region office footprint. cents per share compared to net earnings available to common • Favourable revaluation of the Company’s registered pension shareholders of $233.0 million or 97 cents per share for the plan obligation of $36.8 million after-tax ($50.4 million comparative period in 2016. Adjusted net earnings available to pre-tax) in the second quarter, reflecting a new policy which common shareholders, excluding other items outlined below, limits the possibility of certain benefit increases in the future. for the three months ended December 31, 2017 were $191.4 • An after-tax charge of $14.0 million in the fourth quarter million or 79 cents per share. Net earnings in the quarter were representing the Company’s proportionate share in Great- impacted by a negative fair value adjustment of $19.6 million West Lifeco Inc.’s charges related to the impact of United primarily related to changes in prevailing mortgage valuation rates. States tax reforms and the pending sale of an equity investment. Other items for the year ended December 31, 2017 consisted of : • An after-tax charge of $5.1 million in the second quarter representing the Company’s proportionate share in Great- • Restructuring and other charges of $126.8 million after- West Lifeco Inc.’s restructuring provision. tax ($172.3 million pre-tax) recorded in the fourth quarter resulting from efforts in respect of the implementation of a Other items for the year ended December 31, 2016 consisted number of initiatives to assist in the Company’s operational of a favourable change in income tax provision estimates of effectiveness. $34.0 million, recorded in the fourth quarter, related to certain tax filings.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 25 Shareholders’ equity was $4.8 billion at December 31, 2017, SIGNIFICANT EVENTS compared to $4.7 billion at December 31, 2016. Return on On August 31, 2017, the Company finalized its investment average common equity based on adjusted net earnings for in China Asset Management Co., Ltd. (China AMC), an asset the year ended December 31, 2017 was 15.6%, compared management company, which resulted in a 13.9% ownership with 16.3% for the comparative period in 2016. The quarterly interest. This investment was completed in two separate dividend per common share was 56.25 cents in 2017, transactions announced on December 29, 2016 and January unchanged from the end of 2016. 5, 2017. Both transactions involved separate non-strategic shareholders that are Chinese state-owned enterprises.

TABLE 1: RECONCILIATION OF NON-IFRS FINANCIAL MEASURES

THREE MONTHS ENDED TWELVE MONTHS ENDED

2017 2017 2016 2017 2016 ($ millions) DEC. 31 SEP. 30 DEC. 31 DEC. 31 DEC. 31

Adjusted net earnings available to common shareholders – Non-IFRS measure $ 191.4 $ 173.4 $ 199.0 $ 727.8 $ 736.5 Restructuring and other, net of tax (126.8) – – (143.6) – Pension plan, net of tax – – – 36.8 – Proportionate share of associate’s one-time charges (14.0) – – (14.0) – Proportionate share of associate’s provision – – – (5.1) – Reduction in income tax estimates related to certain tax filings – – 34.0 – 34.0 Net earnings available to common shareholders – IFRS $ 50.6 $ 173.4 $ 233.0 $ 601.9 $ 770.5

Adjusted net earnings per share(1) available to common shareholders – Non-IFRS measure $ 0.79 $ 0.72 $ 0.83 $ 3.02 $ 3.05 Restructuring and other, net of tax (0.52) – – (0.59) – Pension plan, net of tax – – – 0.15 – Proportionate share of associate’s one-time charges (0.06) – – (0.06) – Proportionate share of associate’s provision – – – (0.02) – Reduction in income tax estimates related to certain tax filings – – 0.14 – 0.14 Net earnings per share(1) available to common shareholders – IFRS $ 0.21 $ 0.72 $ 0.97 $ 2.50 $ 3.19

Adjusted EBITDA – Non-IFRS measure $ 353.8 $ 330.8 $ 352.0 $ 1,354.5 $ 1,320.8 Restructuring and other (172.3) – – (195.3) – Pension plan – – – 50.4 – Proportionate share of associate’s one-time charges (14.0) – – (14.0) – Proportionate share of associate’s provision – – – (5.1) – EBITDA – Non-IFRS measure 167.5 330.8 352.0 1,190.5 1,320.8 Commission amortization (57.6) (57.0) (58.4) (230.9) (235.8) Amortization of capital assets and intangible assets and other (17.9) (15.3) (11.8) (60.9) (45.9) Interest expense on long-term debt (29.7) (28.9) (23.2) (114.1) (92.2)

Earnings before income taxes 62.3 229.6 258.6 784.6 946.9 Income taxes (9.5) (54.0) (23.4) (173.9) (167.6) Perpetual preferred share dividends (2.2) (2.2) (2.2) (8.8) (8.8) Net earnings available to common shareholders – IFRS $ 50.6 $ 173.4 $ 233.0 $ 601.9 $ 770.5

(1) Diluted earnings per share

26 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS In the fourth quarter, the Company implemented a number of organization to support both companies under Mackenzie initiatives to assist in the Company’s operational effectiveness. Investments. The investment management organization con- The initiatives included: tinues to maintain its multi-boutique and asset class structure. It offers diverse and unique products for Investors Group’s • A decision to discontinue development of a new investment Consultants, Mackenzie’s distribution channels and the cli- fund accounting system. After a thorough review, the ents they serve. Investors Group and Mackenzie Investments company instead will upgrade its current solution, resulting continue to maintain differentiated fund shelves and brands. in meaningful ongoing savings among other benefits. As a In addition, Investors Group continues to offer products using result of this, and other associated technology decisions, the a combination of in-house portfolio management expertise company will record a non-cash charge of approximately supplemented with leading third party investment talent. The $74 million after-tax reflecting capitalized system changes will result in some modest efficiencies through lever- development expenditures. aging scale across the combined organization. • Consolidating the Investors Group and Mackenzie investment management functions and expanding the IGM shared services model to areas within marketing, human resources, REPORTABLE SEGMENTS customer service and other operational teams. IGM Financial’s reportable segments are:

• Optimizing Investors Group’s product and financial specialists • Investors Group to re-invest in the training and development of our • Mackenzie Investments (Mackenzie Investments or advisor network. Mackenzie) • Offering a one-time voluntary retirement program. • Corporate and Other • Simplifying the company’s reporting structure to speed decisions and increase the empowerment of our people. These segments, as shown in Tables 2, 3, and 4 reflect the Company’s internal financial reporting and performance In October 2017, IGM Financial Inc. consolidated the investment measurement. In 2017, the Company announced the management functions of Investors Group and Mackenzie combination of investment management functions of Investors Investments to form a single global investment management Group and Mackenzie resulting in the formation of a single

TABLE 2: CONSOLIDATED OPERATING RESULTS BY SEGMENT – Q4 2017 VS. Q4 2016

INVESTORS GROUP MACKENZIE CORPORATE & OTHER TOTAL

THREE MONTHS ENDED 2017 2016 2017 2016 2017 2016 2017 2016 ($ millions) DEC. 31 DEC. 31 DEC. 31 DEC. 31 DEC. 31 DEC. 31 DEC. 31 DEC. 31

Revenues Fee income $ 493.1 $ 489.5 $ 204.5 $ 198.2 $ 72.4 $ 64.7 $ 770.0 $ 752.4 Net investment income and other (3.7) 20.1 3.3 0.7 37.1 27.9 36.7 48.7 489.4 509.6 207.8 198.9 109.5 92.6 806.7 801.1 Expenses Commission 165.7 169.9 75.7 73.8 46.7 44.5 288.1 288.2 Non-Commission 138.8 139.1 82.0 76.3 19.5 15.7 240.3 231.1 304.5 309.0 157.7 150.1 66.2 60.2 528.4 519.3 Earnings before interest and taxes $ 184.9 $ 200.6 $ 50.1 $ 48.8 $ 43.3 $ 32.4 278.3 281.8 Interest expense (29.7) (23.2) Restructuring and other (172.3) – Proportionate share of associate’s one-time charges (14.0) – Earnings before income taxes 62.3 258.6 Income taxes 9.5 23.4 Net earnings 52.8 235.2 Perpetual preferred share dividends 2.2 2.2 Net earnings available to common shareholders $ 50.6 $ 233.0 Adjusted net earnings available to common shareholders(1) $ 191.4 $ 199.0

(1) Refer to Non-IFRS Financial Measures and Additional IFRS Measures in this MD&A for an explanation of the Company’s use of non-IFRS financial measures.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 27 TABLE 3: CONSOLIDATED OPERATING RESULTS BY SEGMENT – YTD 2017 VS. YTD 2016

INVESTORS GROUP MACKENZIE CORPORATE & OTHER TOTAL

TWELVE MONTHS ENDED 2017 2016 2017 2016 2017 2016 2017 2016 ($ millions) DEC. 31 DEC. 31 DEC. 31 DEC. 31 DEC. 31 DEC. 31 DEC. 31 DEC. 31

Revenues Fee income $ 1,927.5 $ 1,833.0 $ 808.5 $ 769.0 $ 269.7 $ 254.9 $ 3,005.7 $ 2,856.9 Net investment income and other 41.7 71.6 1.2 4.0 124.4 112.2 167.3 187.8 1,969.2 1,904.6 809.7 773.0 394.1 367.1 3,173.0 3,044.7 Expenses Commission 654.4 624.9 300.0 291.3 183.4 173.8 1,137.8 1,090.0 Non-Commission 576.3 543.5 329.3 310.3 66.9 61.8 972.5 915.6 1,230.7 1,168.4 629.3 601.6 250.3 235.6 2,110.3 2,005.6 Earnings before interest and taxes $ 738.5 $ 736.2 $ 180.4 $ 171.4 $ 143.8 $ 131.5 1,062.7 1,039.1 Interest expense (114.1) (92.2) Restructuring and other (195.3) – Pension plan 50.4 – Proportionate share of associate’s one-time charges (14.0) – Proportionate share of associate’s provision (5.1) – Earnings before income taxes 784.6 946.9 Income taxes 173.9 167.6 Net earnings 610.7 779.3 Perpetual preferred share dividends 8.8 8.8 Net earnings available to common shareholders $ 601.9 $ 770.5 Adjusted net earnings available to common shareholders(1) $ 727.8 $ 736.5

(1) Refer to Non-IFRS Financial Measures and Additional IFRS Measures in this MD&A for an explanation of the Company’s use of non-IFRS financial measures.

TABLE 4: CONSOLIDATED OPERATING RESULTS BY SEGMENT – Q4 2017 VS. Q3 2017

INVESTORS GROUP MACKENZIE CORPORATE & OTHER TOTAL

THREE MONTHS ENDED 2017 2017 2017 2017 2017 2017 2017 2017 ($ millions) DEC. 31 SEP. 30 DEC. 31 SEP. 30 DEC. 31 SEP. 30 DEC. 31 SEP. 30

Revenues Fee income $ 493.1 $ 473.9 $ 204.5 $ 201.5 $ 72.4 $ 65.4 $ 770.0 $ 740.8 Net investment income and other (3.7) 5.3 3.3 (0.3) 37.1 27.5 36.7 32.5 489.4 479.2 207.8 201.2 109.5 92.9 806.7 773.3 Expenses Commission 165.7 156.2 75.7 74.2 46.7 45.6 288.1 276.0 Non-Commission 138.8 142.1 82.0 81.6 19.5 15.1 240.3 238.8 304.5 298.3 157.7 155.8 66.2 60.7 528.4 514.8 Earnings before interest and taxes $ 184.9 $ 180.9 $ 50.1 $ 45.4 $ 43.3 $ 32.2 278.3 258.5 Interest expense (29.7) (28.9) Restructuring and other (172.3) – Proportionate share of associate’s one-time charges (14.0) – Earnings before income taxes 62.3 229.6 Income taxes 9.5 54.0 Net earnings 52.8 175.6 Perpetual preferred share dividends 2.2 2.2 Net earnings available to common shareholders $ 50.6 $ 173.4 Adjusted net earnings available to common shareholders(1) $ 191.4 $ 173.4

(1) Refer to Non-IFRS Financial Measures and Additional IFRS Measures in this MD&A for an explanation of the Company’s use of non-IFRS financial measures.

28 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS global investment management organization. As a result, Company’s registered pension plan, resulting in a one-time the Company has changed the definition of the Mackenzie expense reduction of $50.4 million ($36.8 million after-tax), segment to exclude investment advisory mandates to Investors recorded in the second quarter of 2017. The Company, at Group effective October 1, 2017. These mandates are no its discretion, may from time to time increase the benefits longer reflected within the Mackenzie segment’s assets under paid to retired members of the plan. The Company has management, net sales and revenues. With these changes, implemented a new policy that limits the possibility of future the Investors Group and Mackenzie segments will each reflect benefit increases. their proportionate share of the expenses of the investment • Proportionate share of associate's one-time charges – represents management function going forward to better align with the Company’s proportionate share in Great-West Lifeco Inc.’s internal reporting. Segment operations are discussed in each of charges recorded in the fourth quarter related to the impact their respective Review of Segment Operating Results sections of United States tax reforms and the pending sale of an of the MD&A. equity investment. Certain items reflected in Tables 2, 3, and 4 are not allocated • Proportionate share of associate’s provision – represents the to segments: Company’s proportionate share in Great-West Lifeco Inc.’s • Interest expense – represents interest expense on long-term debt. restructuring provision recorded in the second quarter of 2017. • 2017 Restructuring and other – resulting from efforts in respect • Income taxes – changes in the effective tax rates are shown of the implementation of a number of initiatives to assist in in Table 5. the Company’s operational effectiveness. Tax planning may result in the Company recording lower levels of income taxes. Management monitors the status of its –– Charges of $172.3 million ($126.8 million after-tax) income tax filings and regularly assesses the overall adequacy recorded in the fourth quarter resulted from efforts in of its provision for income taxes and, as a result, income respect of the implementation of a number of initiatives to taxes recorded in prior years may be adjusted in the current assist in the Company’s operational effectiveness. year. The effect of changes in management’s best estimates –– Charges of $23.0 million ($16.8 million after tax) recorded reported in adjusted net earnings is reflected in Other items, in the second quarter representing severance and which also includes, but is not limited to, the effect of lower termination costs largely associated with the reduction of effective income tax rates on foreign operations. our region office footprint. • Perpetual preferred share dividends – represents the dividends • 2017 Pension plan – change in policy relating to granting declared on the Company’s 5.90% non-cumulative first increases to certain pension benefits paid under the preferred shares.

TABLE 5: EFFECTIVE INCOME TAX RATE

THREE MONTHS ENDED TWELVE MONTHS ENDED

2017 2017 2016 2017 2016 DEC. 31 SEP. 30 DEC. 31 DEC. 31 DEC. 31

Income taxes at Canadian federal and provincial statutory rates 26.85 % 26.82 % 26.84 % 26.84 % 26.84 % Effect of: Proportionate share of associates’ earnings (14.94) (2.77) (2.76) (3.81) (2.96) Tax loss consolidation(1) (5.11) – (2.36) (1.55) (2.56) Other items 2.38 (0.52) 0.49 0.03 (0.03) Effective income tax rate – adjusted net earnings 9.18 23.53 22.21 21.51 21.29 Proportionate share of associate’s one-time charges 6.04 – – 0.48 – Proportionate share of associate’s provision – – – 0.17 – Reduction in income tax estimates related to certain tax filings – – (13.15) – (3.59) Effective income tax rate – net earnings 15.22 % 23.53 % 9.06 % 22.16 % 17.70 %

(1) See the Transactions with Related Parties section of this MD&A for additional information.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 29 SUMMARY OF CHANGES IN TOTAL ASSETS Changes in assets under management for Investors Group UNDER MANAGEMENT and Mackenzie are discussed further in each of their Total assets under management were $156.5 billion respective Review of the Business sections in the MD&A. at December 31, 2017 compared to $142.7 billion at December 31, 2016. Changes in total assets under management are detailed in Tables 6 and 7.

TABLE 6: CHANGE IN TOTAL ASSETS UNDER MANAGEMENT – Q4 2017 VS. Q4 2016(1)

INVESTMENT INVESTORS GROUP MACKENZIE PLANNING COUNSEL CONSOLIDATED(2)

THREE MONTHS ENDED 2017 2016 2017 2016 2017 2016 2017 2016 ($ millions) DEC. 31 DEC. 31 DEC. 31 DEC. 31 DEC. 31 DEC. 31 DEC. 31 DEC. 31

Investment funds Mutual funds(3) Gross sales – long-term $ 1,914 $ 1,847 $ 2,136 $ 1,831 $ 269 $ 222 $ 4,319 $ 3,901 Total mutual fund gross sales 2,314 2,089 2,234 1,953 277 233 4,825 4,275 Net sales – long-term 96 202 111 (78) 45 45 252 170 Total mutual fund net sales 332 261 137 (24) 48 52 516 291 ETFs Net creations 367 43 260 43 Total investment fund net sales(2) 332 261 477 19 48 52 749 334 Sub-advisory, institutional and other accounts Net sales 1,080 (1,615) 1,068 (1,633) Combined net sales $ 332 $ 261 $ 1,557 $ (1,596) $ 48 $ 52 $ 1,817 $ (1,299)

Change in total assets under management Net sales $ 332 $ 261 $ 1,557 $ (1,596) $ 48 $ 52 $ 1,817 $ (1,299) Investment returns 2,450 2,089 2,117 1,186 152 (1) 4,681 3,268 Net change in assets 2,782 2,350 3,674 (410) 200 51 6,498 1,969 Beginning assets 85,226 78,892 60,948 58,069 5,177 4,857 150,015 140,719 Ending assets $ 88,008 $ 81,242 $ 64,622 $ 57,659 $ 5,377 $ 4,908 $ 156,513 $ 142,688

Total assets under management consists of: Investment funds Mutual funds(3) $ 88,008 $ 81,242 $ 55,728 $ 51,314 $ 5,377 $ 4,908 $ 149,001 $ 137,462 ETFs – – 1,296 113 – – 1,186 113 Total investment funds(2) 88,008 81,242 56,656 51,427 5,377 4,908 149,819 137,575 Sub-advisory, institutional and other accounts 7,966 6,232 6,694 5,113 Ending assets $ 88,008 $ 81,242 $ 64,622 $ 57,659 $ 5,377 $ 4,908 $ 156,513 $ 142,688

(1) Effective October 1, 2017, the Mackenzie segment has been redefined to exclude advisory mandates to Investors Group from its assets under management and revenues. Within Table 6 and Table 7, this change has been applied retroactively to provide comparability of results. (2) Consolidated results eliminate double counting where business is reflected within multiple segments: - Included with Mackenzie's results were advisory mandates to other segments with assets of $1.5 billion at December 31, 2017 (2016 - $1.1 billion) and net sales of $120 million for the fourth quarter of 2017 (2016 - $16.0 million). - Included in ETFs are mutual fund investments in ETFs totalling $368 million at December 31, 2017 and net sales of $27 million for the fourth quarter of 2017. (3) Investors Group and Investment Planning Counsel total AUM and net sales includes separately managed accounts.

30 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS TABLE 7: CHANGE IN TOTAL ASSETS UNDER MANAGEMENT – 2017 VS. 2016(1)

INVESTMENT INVESTORS GROUP MACKENZIE PLANNING COUNSEL CONSOLIDATED(2)

TWELVE MONTHS ENDED 2017 2016 2017 2016 2017 2016 2017 2016 ($ millions) DEC. 31 DEC. 31 DEC. 31 DEC. 31 DEC. 31 DEC. 31 DEC. 31 DEC. 31

Investment funds Mutual funds(3)(4) Gross sales – long-term $ 8,212 $ 6,683 $ 8,834 $ 6,509 $ 853 $ 909 $ 17,784 $ 14,101 Total mutual fund gross sales 9,693 7,760 9,240 6,939 889 955 19,707 15,654 Net sales – long-term 1,154 54 962 (766) 59 262 2,070 (449) Total mutual fund net sales 1,944 366 1,069 (667) 79 293 2,987 (6) ETFs Net creations 1,156 112 1,049 112 Total investment fund net sales(2) $ 1,944 $ 366 $ 1,884 $ (555) $ 79 $ 293 $ 3,695 $ 106 Sub-advisory, institutional and other accounts Net sales 1,189 (1,780) 1,107 (1,862) Combined net sales $ 1,944 $ 366 $ 3,073 $ (2,335) $ 79 $ 293 $ 4,802 $ (1,756)

Change in total assets under management Net sales $ 1,944 $ 366 $ 3,073 $ (2,335) $ 79 $ 293 $ 4,802 $ (1,756) Investment returns 4,822 5,979 3,890 3,949 390 163 9,023 10,046 Net change in assets 6,766 6,345 6,963 1,614 469 456 13,825 8,290 Beginning assets 81,242 74,897 57,659 56,045 4,908 4,452 142,688 134,398 Ending assets $ 88,008 $ 81,242 $ 64,622 $ 57,659 $ 5,377 $ 4,908 $ 156,513 $ 142,688

(1) Effective October 1, 2017, the Mackenzie segment has been redefined to exclude advisory mandates to Investors Group from its assets under management and revenues. Within Table 6 and Table 7, this change has been applied retroactively to provide comparability of results. (2) Consolidated results eliminate double counting where business is reflected within multiple segments: - Included with Mackenzie's results were advisory mandates to other segments with assets of $1.5 billion at December 31, 2017 (2016 - $1.1 billion) and net sales of $294 million for the year ending December 31, 2017 (2016 - $80 million). - Included in ETFs are mutual fund investments in ETFs totalling $368 million at December 31, 2017 and net sales of $341 million for the year ending December 31,2017. (3) During the twelve months ended December 31 2017, Investors Group and certain third party programs which include Mackenzie mutual funds made fund allocations changes which resulted in Mackenzie mutual fund gross sales of $421 million, redemptions of $621 million and net redemptions of $200 million. (4) Investors Group and Investment Planning Counsel total AUM and net sales includes separately managed accounts.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 31 SELECTED ANNUAL INFORMATION periods will largely be determined by the level of investment fund assets which will continue to be influenced by global Financial information for the three most recently completed market conditions. years is included in Table 8. Dividends per Common Share – Annual dividends per common Net Earnings and Earnings per Share – Except as noted in the share were $2.25 in 2017, unchanged from 2016 and 2015. reconciliation in Table 8, variations in net earnings and total Annual dividends per common share had increased by 3.4% revenues result primarily from changes in average daily in 2015. mutual fund assets under management. Investment fund assets under management increased to $127.8 billion in 2015, $137.6 billion in 2016 and $149.8 billion in 2017, driven SUMMARY OF QUARTERLY RESULTS largely by changes in financial markets during the period. The The Summary of Quarterly Results in Table 9 includes the increase in 2017 also reflected the impact of strong net sales eight most recent quarters and the reconciliation of non-IFRS of the Company. Average investment fund assets under man- financial measures to net earnings in accordance with IFRS. agement for the year ended December 31, 2017 were $143.7 Changes in average daily investment fund assets under billion compared to $130.2 billion in 2016. The impact on management over the eight most recent quarters, as shown earnings and revenues of changes in average daily investment in Table 9, largely reflect the impact of strong net sales of the fund assets under management and other pertinent items are Company and changes in domestic and foreign markets. discussed in the Review of Segment Operating Results sec- tions of the MD&A for both Investors Group and Mackenzie.

Total assets under management at December 31, 2017 were $156.5 billion and included investment fund assets under management totalling $149.8 billion. Net earnings in future

32 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS TABLE 8: SELECTED ANNUAL INFORMATION

2017 2016 2015

Consolidated statements of earnings ($ millions) Revenues Fee income $ 3,005.7 $ 2,856.9 $ 2,836.1 Net investment income and other 167.3 187.8 195.2 3,173.0 3,044.7 3,031.3 Expenses 2,224.4 2,097.8 2,006.6 948.6 946.9 1,024.7 Restructuring and other (195.3) – (33.9) Pension plan 50.4 – – Proportionate share of associate’s one-time charges (14.0) – – Proportionate share of associate’s provision (5.1) – – Earnings before income taxes 784.6 946.9 990.8 Income taxes 173.9 167.6 210.3 Net earnings 610.7 779.3 780.5 Perpetual preferred share dividends 8.8 8.8 8.8 Net earnings available to common shareholders $ 601.9 $ 770.5 $ 771.7

Reconciliation of Non-IFRS financial measures(1) ($ millions) Adjusted net earnings available to common shareholders – non-IFRS measure $ 727.8 $ 736.5 $ 796.0 Other items: Restructuring and other, net of tax (143.6) – (24.3) Pension plan, net of tax 36.8 – – Proportionate share of associate’s one-time charges (14.0) – – Proportionate share of associate’s provision (5.1) – – Reduction in income tax estimates related to certain tax filings – 34.0 – Net earnings available to common shareholders – IFRS $ 601.9 $ 770.5 $ 771.7

Earnings per share ($) Adjusted net earnings available to common shareholders(1) – Basic $ 3.03 $ 3.05 $ 3.21 – Diluted 3.02 3.05 3.21 Net earnings available to common shareholders – Basic 2.50 3.19 3.11 – Diluted 2.50 3.19 3.11

Dividends per share ($) Common $ 2.25 $ 2.25 $ 2.25 Preferred, Series B 1.48 1.48 1.48

Average daily investment fund assets ($ millions) $ 143,735 $ 130,201 $ 129,643

Total investment fund assets under management ($ millions) $ 149,819 $ 137,575 $ 127,791

Total assets under management ($ millions) $ 156,513 $ 142,688 $ 134,398

Total corporate assets ($ millions) $ 16,499 $ 15,625 $ 14,831

Total long-term debt ($ millions) $ 2,175 $ 1,325 $ 1,325

Outstanding common shares (thousands) 240,666 240,516 244,788

(1) Refer to Non-IFRS Financial Measures and Additional IFRS Measures in addition to the Summary of Consolidated Operating Results section included in this MD&A for an explanation of Other items used to calculate the Company’s Non-IFRS financial measures.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 33 TABLE 9: SUMMARY OF QUARTERLY RESULTS

2017 2017 2017 2017 2016 2016 2016 2016 Q4 Q3 Q2 Q1 Q4 Q3 Q2 Q1

Consolidated statements of earnings ($ millions) Revenues Management fees $ 564.4 $ 541.9 $ 547.0 $ 527.7 $ 525.7 $ 518.3 $ 497.4 $ 483.8 Administration fees 110.4 109.1 111.2 109.0 109.0 107.9 104.4 100.3 Distribution fees 95.2 89.8 94.8 105.2 117.7 101.1 96.3 95.0 Net investment income and other 36.7 32.5 50.3 47.8 48.7 49.1 46.3 43.7 806.7 773.3 803.3 789.7 801.1 776.4 744.4 722.8 Expenses Commission 288.1 276.0 284.4 289.3 288.2 273.1 267.2 261.5 Non-commission 240.3 238.8 246.5 246.9 231.1 224.9 231.7 227.9 Interest 29.7 28.9 28.7 26.8 23.2 23.2 22.9 22.9 558.1 543.7 559.6 563.0 542.5 521.2 521.8 512.3 Earnings before undernoted 248.6 229.6 243.7 226.7 258.6 255.2 222.6 210.5 Restructuring and other (172.3) – (23.0) – – – – – Pension plan – – 50.4 – – – – – Proportionate share of associate’s one-time charges (14.0) – – – – – – – Proportionate share of associate’s provision – – (5.1) – – – – – Earnings before income taxes 62.3 229.6 266.0 226.7 258.6 255.2 222.6 210.5 Income taxes 9.5 54.0 63.0 47.4 23.4 55.4 47.5 41.3 Net earnings 52.8 175.6 203.0 179.3 235.2 199.8 175.1 169.2 Perpetual preferred share dividends 2.2 2.2 2.2 2.2 2.2 2.2 2.2 2.2 Net earnings available to common shareholders $ 50.6 $ 173.4 $ 200.8 $ 177.1 $ 233.0 $ 197.6 $ 172.9 $ 167.0

Reconciliation of Non-IFRS financial measures (1) ($ millions) Adjusted net earnings available to common shareholders – non-IFRS measure $ 191.4 $ 173.4 $ 185.9 $ 177.1 $ 199.0 $ 197.6 $ 172.9 $ 167.0 Other items: Restructuring and other, net of tax (126.8) – (16.8) – – – – – Pension plan, net of tax – – 36.8 – – – – – Proportionate share of associate’s one-time charges (14.0) – – – – – – – Proportionate share of associate’s provision – – (5.1) – – – – – Reduction in income tax estimates related to certain tax filings – – – – 34.0 – – – Net earnings available to common shareholders – IFRS $ 50.6 $ 173.4 $ 200.8 $ 177.1 $ 233.0 $ 197.6 $ 172.9 $ 167.0

Earnings per Share (¢) Adjusted net earnings available to common shareholders(1) – Basic 80 72 77 74 83 82 72 69 – Diluted 79 72 77 74 83 82 72 69 Net earnings available to common shareholders – Basic 21 72 83 74 97 82 72 69 – Diluted 21 72 83 74 97 82 72 69

Average daily investment fund assets ($ billions) $ 148.1 $ 142.4 $ 144.3 $ 140.1 $ 135.2 $ 132.6 $ 128.2 $ 124.7 Total investment fund assets under management ($ billions) $ 149.8 $ 144.6 $ 143.3 $ 142.1 $ 137.6 $ 134.1 $ 129.1 $ 127.4

Total assets under management ($ billions) $ 156.5 $ 150.0 $ 148.6 $ 147.5 $ 142.7 $ 140.7 $ 135.5 $ 133.7

(1) Refer to Non-IFRS Financial Measures and Additional IFRS Measures in addition to the Summary of Consolidated Operating Results section included in this MD&A for an explanation of Other items used to calculate the Company’s Non-IFRS financial measures.

34 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS INVESTORS GROUP REVIEW OF THE BUSINESS

Investors Group provides a broad range of financial and Fee Income – Investors Group investment planning services to Canadians through its exclusive For the financial year ($ millions) network of Consultants across the country. ,  , , Fee income is primarily generated from the management, , administration and distribution of Investors Group mutual funds. ,

Fee income is also earned from the distribution of insurance, securities and other financial services.

Additional revenue is derived from net investment income and other income, primarily related to our mortgage business.

Revenues depend largely on the level and composition of mutual fund assets under management. The comprehensive planning      approach, provided by our Consultants through the broad range of financial products and services offered by Investors Group, has resulted in a mutual fund redemption rate lower than the • Powerful Financial Solutions - Providing the most powerful, industry average. competitively priced, comprehensive suite of solutions. • Business processes that are simple, easy and digitized – INVESTORS GROUP STRATEGY Redesigning client and advisor interactions to simplify In 2017, Investors Group introduced its new strategic vision processes, reduce errors, and digitize the experience with and established a number of strategic priorities to drive future an appropriate cost structure. business success. • Enabled by a high-performing and diverse culture.

Investors Group’s promise is to inspire financial confidence. CONSULTANT NETWORK Our strategic mandate is to be Canada’s financial partner of choice. Investors Group distinguishes itself from its competition by offering comprehensive planning to its clients within the context Our value proposition is to deliver better Gamma, better Beta of long-term relationships. This approach is consistent with and better Alpha: studies in recent years which indicate that client households • Gamma – the value of all efforts that sit outside of receiving advice from a financial advisor have higher assets than investment portfolio construction. This includes the value that non-advised households, and that this advantage increases a financial advisor adds to a client relationship, and comes based on the length of the relationship with the financial from the creation and follow through of a well constructed advisor. At the centre of these relationships is a national financial plan. distribution network of Consultants based in region offices across Canada. • Beta – the value created by well constructed investment portfolios – achieving expected investment returns for the The following provides a breakdown of the Investors Group’s lowest possible risk. Consultant network into its significant components at • Alpha – the value of active management – achieving returns December 31, 2017: superior to passive benchmarks with a similar composition • 2,124 Consultant practices (2,300 at December 31, 2016), and risk profile. which reflect Consultants with more than four years of We seek to deliver our value proposition through: Investors Group experience. These practices may include Associates as described below. The level of Consultant • Superior Advice - Acquiring a deep knowledge of Canadian practices is a key measurement of our business as they serve investors and using those insights to shape everything we do. clientele representing approximately 95% of AUM. • Segmented Client Experiences - Creating segmented • 954 New Consultants (1,679 at December 31, 2016), which experiences personalized throughout our clients’ lifetimes. are those Consultants with less than four years of Investors • Entrepreneurial Advisors - Inspiring our entrepreneurial Group experience. advisors to constantly deliver an engaging experience and a • 1,068 Associates and Regional Directors (968 at December holistic plan that seeks to deliver superior outcomes. 31, 2016). Associates are licensed team members of

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 35 Consultant practices who provide financial planning services business development skills, compliance, technology, practice and advice to the clientele served by the team. management and other related topics. This core training is • Investors Group had a total Consultant network of 4,146 supplemented by annual training conferences, where education (4,947 at December 31, 2016). is tailored to both new and experienced Consultants, and by other educational programs including National Education Days Starting in the first quarter of 2017, Investors Group has by way of video. accelerated the departure of Consultants who were not expected to develop a successful practice. We also enhanced Investors Group continually reviews and enhances our recruiting standards to achieve greater likelihood of success Consultant technology platform, bringing greater efficiencies to while also enhancing our culture and brand. This has resulted in our Consultants’ contact management and portfolio information us reducing the overall size of our region office footprint from and financial planning systems to help them serve our clients 115 to 95 offices. more effectively. These efforts included upgrades to the financial planning software used by Consultants. In 2017, Investors Group made it mandatory that all Consultants with more than four years of experience are required to have or be enrolled to achieve the Certified Financial Planner (CFP) ADMINISTRATIVE SUPPORT or its Quebec equivalent, Financial Planner (F.Pl.) designations. AND COMMUNICATION FOR The CFP and F.Pl. designations are nationally recognized CONSULTANTS AND CLIENTS financial planning qualifications that require an individual to Administrative support for Consultants and clients includes demonstrate financial planning competence through education, timely and accurate client account record-keeping and standardized examinations, continuing education requirements, reporting, effective problem resolution support, and continuous and accountability to ethical standards. The Financial Planning improvements to servicing systems. Standards Council published in 2017 that Investors Group has This administrative support is provided from both Investors more CFP designation holders than any other organization Group’s Quebec General Office located in Montreal for in Canada. Consultants and clients residing in Quebec and from Investors Over 57% of Consultant practices have professionals who are Group’s head office in Winnipeg, Manitoba for Consultants and qualified as Certified Financial Planners (CFP) or its Quebec clients in the rest of Canada. The Quebec General Office has equivalent, Financial Planners (F.Pl.) and approximately 98% of over 200 employees and operating units for most functions Consultant practices are qualified or enrolled to be qualified. supporting approximately 880 Consultants throughout Quebec. At December 31, 2017, 1,566 individuals in our Consultant Mutual fund assets under management in Quebec were network held the CFP designation or the F.Pl. designation. approximately $15 billion as at December 31, 2017. In addition, there were 2,347 individuals enrolled in these programs to gain these designations. The total of 3,913 of those DEALER PLATFORM studying to be or qualified as CFP or F.Pl. is up 42% from 2,746 A dealer platform was launched in the fourth quarter of 2016 at December 31, 2016. which delivers an enhanced service experience to Consultants and clients. This dealer platform has allowed us to internalize CONSULTANT DEVELOPMENT carrying broker functionality and client statement preparation Investors Group combines a number of interview and testing for Investment Industry Regulatory Organization of Canada techniques to identify individuals who demonstrate a blend (IIROC) and Mutual Fund Dealers Association of Canada (MFDA) of experience, education and aptitude that makes them well nominee accounts, which were previously performed by a third suited to becoming successful financial planners. This process party service provider, and has provided increased automation is continually reviewed in our efforts to select the most of transaction activity. This platform supports the introduction appropriate candidates as new Consultants to improve their of new IIROC based products designed to support the high net likelihood of success in the future. worth segment of our client base. The platform is expected to result in efficiencies over the long term. Each year our training curriculum is reviewed and refreshed to offer new Consultants important building blocks to develop CLIENT STATEMENTS client relationships. As Consultants progress, they develop Regular communication with our clients includes quarterly their skills as financial planners and business managers by reporting of their Investors Group mutual fund holdings and attending a selection of focused educational programs including: the change in asset values of these holdings during the quarter. financial planning skills, product knowledge, client service, Individual clients experience different returns as a result of

36 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS Client Account Rate of Return (ROR) Experience Client Account Rate of Return (ROR) Experience Quarterly and Annual Returns As at December 31, 2017

 

  % of % of  client clients account rate of rate of

ROR %  ROR %  return range range  

  Q  Q  Q  Q     Year  Year  Year Median Median Returns  % .. . . . . Returns % .. .

having different composition of their portfolios in each quarter CHANGE IN ASSETS UNDER MANAGEMENT – as illustrated on the accompanying charts. The first chart 2017 VS. 2016 reflects in-quarter client account median rates of return for the Investors Group’s mutual fund assets under management were current year, as well as the annual returns for 2017 compared to $88.0 billion at December 31, 2017, representing an increase of 2016. The second chart reflects the client account median rates 8.3% from $81.2 billion at December 31, 2016. Average daily of return based on one, three and five year timeframes as at mutual fund assets were $87.2 billion in the fourth quarter of December 31, 2017. Both charts also illustrate upper and lower 2017, up 9.3% from $79.7 billion in the fourth quarter of 2016. ranges of rates of return around the median for 90% of Investors For the quarter ended December 31, 2017, sales of Investors Group client accounts. Group mutual funds through its Consultant network were $2.3 For the three months ended December 31, 2017, the client billion, an increase of 10.8% from the comparable period in account median rate of return was approximately 2.7% and 2016 and an all-time high fourth quarter result. Mutual fund 98% of client accounts experienced positive returns. For the redemptions totalled $2.0 billion, an increase of 8.4% from 2016. twelve months ended December 31, 2017, the client account Investors Group mutual fund net sales for the fourth quarter of median rate of return was approximately 5.3% and 97% of client 2017 were $332 million compared with net sales of $261 million accounts experienced positive returns. in 2016. During the fourth quarter, investment returns resulted in an increase of $2.5 billion in mutual fund assets compared to Investors Group has long believed that providing our clients an increase of $2.1 billion in the fourth quarter of 2016. with personal account level performance and rate of return information over multiple time periods is a meaningful benefit to Sales of long-term funds were $1.9 billion for the fourth quarter our clients and further demonstrates the value provided through of 2017, an increase of 3.6% from the previous year. Net sales of advice over the history of our client relationships. long-term funds for the fourth quarter of 2017 were $96 million compared to net sales of $202 million in 2016. Our clients’ statements include a multiple-period view of their performance, including one year, three year and five year rates Investors Group’s annualized quarterly redemption rate for long- of return. term funds was 8.3% in the fourth quarter of 2017, unchanged from the fourth quarter of 2016. Investors Group’s twelve Also for the twelve months ending June 30, 2017, Investors month trailing redemption rate for long-term funds was 8.4% at Group introduced its annual cost of compensation disclosure December 31, 2017 compared to 8.8% at December 31, 2016, which outlines the fees paid to the Investors Group dealer and remains well below the corresponding average redemption holding the client’s account. rate for all other members of the Investment Funds Institute of Canada (IFIC) of approximately 16.1% at December 31, 2017. ASSETS UNDER MANAGEMENT For the twelve months ended December 31, 2017, sales of At December 31, 2017, Investors Group’s mutual fund assets Investors Group mutual funds through its Consultant network under management were $88.0 billion, an all-time quarter end were $9.7 billion, an increase of 24.9% from 2016. Mutual fund high. The level of assets under management is influenced by redemptions totalled $7.7 billion, an increase of 4.8% from 2016. three factors: sales, redemptions and investment returns of our Net sales of Investors Group mutual funds were $1.9 billion funds. Changes in mutual fund assets under management for compared with net sales of $366 million in 2016. Sales of long- the periods under review are reflected in Table 10.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 37 TABLE 10: CHANGE IN MUTUAL FUND ASSETS UNDER MANAGEMENT – INVESTORS GROUP

% CHANGE

THREE MONTHS ENDED 2017 2017 2016 2017 2016 ($ millions) DEC. 31 SEP. 30 DEC. 31 SEP. 30 DEC. 31

Sales $ 2,314 $ 2,090 $ 2,089 10.7 % 10.8 % Redemptions 1,982 1,803 1,828 9.9 8.4 Net sales (redemptions) 332 287 261 15.7 27.2 Investment returns 2,450 633 2,089 287.0 17.3 Net change in assets 2,782 920 2,350 202.4 18.4 Beginning assets 85,226 84,306 78,892 1.1 8.0 Ending assets $ 88,008 $ 85,226 $ 81,242 3.3 % 8.3 % Average daily assets $ 87,195 $ 83,815 $ 79,744 4.0 % 9.3 %

TWELVE MONTHS ENDED 2017 2016 ($ millions) DEC. 31 DEC. 31 % CHANGE

Sales $ 9,693 $ 7,760 24.9 % Redemptions 7,749 7,394 4.8

Net sales (redemptions) 1,944 366 N/M Investment returns 4,822 5,979 (19.4) Net change in assets 6,766 6,345 6.6 Beginning assets 81,242 74,897 8.5 Ending assets $ 88,008 $ 81,242 8.3 %

Average daily assets $ 84,705 $ 76,820 10.3 %

term funds for the twelve month period in 2017 were $8.2 quarter. Sales of long-term funds were $1.9 billion for the billion compared with $6.7 billion in 2016, an increase of 22.9%. current quarter compared to $1.7 billion in the previous quarter. Net sales of long-term funds were $1.2 billion compared to net Net sales of long-term funds for the current quarter were $96 sales of $54 million in 2016. During 2017, investment returns million, unchanged from the previous quarter. resulted in an increase of $4.8 billion in mutual fund assets compared to an increase of $6.0 billion in 2016. PRODUCTS AND SERVICES

CHANGE IN ASSETS UNDER MANAGEMENT – Q4 2017 VS. Investors Group is regarded as a leader in personal financial Q3 2017 services in Canada. Consultants recommend balanced, diversified and professionally managed portfolios that reflect the client’s Investors Group’s mutual fund assets under management were goals, preferences and risk tolerance. They also look beyond $88.0 billion at December 31, 2017, an increase of 3.3% from investments to offer clients access to insurance, mortgages and $85.2 billion at September 30, 2017. Average daily mutual fund other financial services. assets were $87.2 billion in the fourth quarter of 2017 compared to $83.8 billion in the third quarter of 2017, an increase of 4.0%. PFP – PERSONAL FINANCIAL PLANNER For the quarter ended December 31, 2017, sales of Investors Investors Group’s Personal Financial Planner (PFP) software Group mutual funds through its Consultant network were $2.3 handles a wide range of potential financial planning needs – billion, an increase of 10.7% from the third quarter of 2017. from projections and illustrations for basic financial planning Mutual fund redemptions, which totalled $2.0 billion for the concepts to the preparation of written financial plans which fourth quarter, increased 9.9% from the previous quarter and integrate all disciplines of financial planning, including the annualized quarterly redemption rate was 8.3% in the fourth investment, tax, retirement, education, risk management and quarter compared to 7.9% in the third quarter of 2017. Investors estate planning. Group mutual fund net sales were $332 million for the current quarter compared to net sales of $287 million in the previous

38 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS SYMPHONY STRATEGIC INVESTMENT Fund Performance PLANNING™ PROGRAM At December 31, 2017, 49.9% of Investors Group mutual funds Symphony is Investors Group’s approach to strategic investment had a rating of three stars or better from the Morningstar† fund planning. The Symphony program is designed to provide a ranking service and 15.0% had a rating of four or five stars. This scientifically constructed investment portfolio, consistent with compared to the Morningstar† universe of 62.8% for three stars the client’s investment objectives and suited to their risk profile. or better and 25.6% for four and five star funds at December 31, 2017. Morningstar Ratings† are an objective, quantitative CHARITABLE GIVING PROGRAM measure of a fund’s three, five and ten year risk-adjusted The Investors Group Charitable Giving Program is a donor- performance relative to comparable funds. advised giving program which enables Canadians to make donations and build an enduring charitable giving legacy with Changes to Mutual Fund Product Offering considerably less expense and complexity than setting up and Investors Group continues to enhance the performance, scope administering their own private foundation. and diversity of our investment offering with the introduction of new funds and other product changes that are well-suited to MUTUAL FUNDS the long-term diverse needs of Canadian investors. Investors Group had $88.0 billion in mutual fund assets under Effective January 1, 2017, Investors Group discontinued the management at December 31, 2017 in 148 mutual funds deferred sales charge (DSC) purchase option for its mutual funds covering a broad range of investment mandates. This compared and, at the same time, fees on no-load series were reduced. with $81.2 billion in 2016, an increase of 8.3%. In the third quarter, Investors Group implemented several Clients can diversify their holdings across investment managers, changes to its mutual fund offering. These changes included the asset categories, investment styles, geography, capitalization and merging of the accumulation focused Alto portfolios into Allegro, sectors through portfolios customized to meet their objectives. providing our Alto and Allegro clients access to a wider range Investors Group funds are advised by a newly formed of investment solutions along with dynamic asset allocation single global investment management organization under capabilities for certain portfolios. Mackenzie Investments that supports both Investors Group and Mackenzie Investments investment management MANAGED ASSET AND MULTI-MANAGER functions. This organization includes a multi-disciplinary team INVESTMENT PROGRAMS of investment professionals with offices and advisors in North Investors Group offers several managed asset and multi- America, Europe, and Asia. The global connections, depth of manager investment programs. Total assets of these programs research and use of information technology provide us with at December 31, 2017 were $36.5 billion and sales were $6.4 the investment management capabilities to offer our clients billion for the year ending December 31, 2017. This level of sales investment management expertise suitable for the widest represented 66.4% of total gross sales. range of investment objectives. Investors Group also offers Within the managed assets and multi-manager investment a range of partner funds through advisory relationships with programs is a broad selection of asset allocation opportunities other external investment management firms. Investors Group which offer: oversees all investment advisors to ensure that their activities are consistent with Investors Group’s investment philosophy • Programs with single-step diversification by geography, and with the investment objectives and strategies of the investment style, asset class and investment advisor, along funds that they advise. These advisory relationships include with tactical asset allocation overlays. At December 31, 2017, the following investment managers: Putnam Investment assets under management in these programs were $30.7 Management LLC, PanAgora Asset Management, Inc., Irish Life billion, an increase of 15.4% from $26.6 billion at December Investment Managers Limited, AGF Investments Inc., Aristotle 31, 2016. Capital Management, LLC, Beutel, Goodman & Company Ltd., • iProfile™ managed asset program. At December 31, 2017, the Fidelity Investments Canada ULC, Fiera Capital Corporation, CI iProfile program assets under management were $5.8 billion, Investments Inc., LaSalle Investment Management Securities, an increase of 149% from $2.3 billion at December 31, 2016. LLC., and Franklin Templeton Investments Canada.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 39 HIGH NET WORTH OFFERINGS Unbundled Fee Structures High net worth clients represent a growing segment of our A growing portion of Investors Group’s client assets are in Series client base. Investors Group has several offerings to address U and iProfile, which are products with unbundled fee structures the needs of high net worth clients and continues to look at where a separate advisory fee is charged to the client account ways to provide further offerings to this segment. Assets under by the dealer. At December 31, 2017, $20.1 billion, or 22.8% of management for clients in this category totalled $40.5 billion at Investors Group’s mutual fund assets under management, were December 31, 2017, an increase of 25.3% from one year ago, in products with unbundled fee structures, up 159% from $7.7 and represented 46% of total assets under management. Sales billion at December 31, 2016 which represented 9.5% of assets to high net worth clients totalled $1,045 million for the fourth under management. Sales of these products to high net worth quarter of 2017, an increase of 40% from the fourth quarter of clients totalled $731 million for the fourth quarter of 2017, an 2016, and represented 46% of total sales. increase of $394 million from the fourth quarter of 2016, and represented 70% of total high net worth sales. Pricing for Households with Investment In the fourth quarter, the Company indicated it would provide Assets in Excess of $500,000 access for all clients to Series U in 2018 with the goal of Investors Group has investment solutions with differentiated eliminating all embedded fee purchase options. pricing for households with investments in Investors Group funds in excess of $500,000. Assets under management for Separately Managed Accounts and Fee-Based Brokerage clients in this category totalled $34.7 billion, an increase of Account 15.8% from $30.0 billion at December 31, 2016. Investors Group’s separately managed account program, Azure • Series J had assets of $20.4 billion at December 31, 2017, a Managed InvestmentsTM, as well its Fee-Based Account program, decrease of 17.0% from $24.6 billion at December 31, 2016, are both offered through Investors Group’s brokerage services largely as a result of transfer activity from Series J to Series U. firm, Investors Group Securities Inc.

• Series U provides a pricing structure which separates the Azure Managed Investments are discretionary managed advisory fee, which is charged directly to a client’s account, accounts that allow clients to delegate responsibility for day- from the fees charged to the underlying investment funds. to-day investment decisions to a portfolio manager. There are At December 31, 2017, Series U assets under management seven different investment mandates available that provide had increased to $14.3 billion, compared to $5.4 billion at core equity exposure in Canadian, U.S., North American and December 31, 2016, an increase of 164%. International equity markets and are managed with supporting expertise from I.G. Investment Management and external iProfile™ investment managers. This is a unique portfolio management program, launched in 2001, that is available for households with assets held at Investors Group’s Fee-Based Account program is a non- Investors Group in excess of $250,000. iProfile investment discretionary, fee-based brokerage account offering clients the portfolios have been designed to maximize returns and manage benefits of a holistic approach to managing their portfolio. risk by diversifying across asset classes, management styles and geographic regions. The iProfile program has a pricing structure SEGREGATED FUNDS which separates the advisory fee, which is charged directly Investors Group offers segregated funds which include the to a client’s account, from the fees charged to the underlying Investors Group Series of Guaranteed Investment Funds (GIFs). investment funds. GIFs are segregated fund policies issued by The Great-West Life Assurance Company and include 14 fund-of-fund segregated Along with the IGM Financial global investment management portfolios and six individual segregated funds. These segregated team, the program is advised by a select group of external funds provide for long-term investment growth potential global money management firms: JPMorgan Asset Management combined with risk management, full and partial maturity and (Canada) Inc., Jarislowsky, Fraser Limited, Cidel Asset death benefit guarantee features, potential creditor protection Management, Baring International Investment Limited, Laketon and estate planning efficiencies. Select GIF policies allow for Investment Management, Putnam Investment Management a Lifetime Income Benefit (LIB) option to provide guaranteed LLC, PanAgora Asset Management, Inc., Aristotle Capital retirement income for life. The investment components of Management LLC, and Lazard Asset Management LLC. these segregated funds are managed by Investors Group. At At December 31, 2017, the iProfile program assets under December 31, 2017, total segregated fund assets were $1.9 management were $5.8 billion, an increase of 149% from $2.3 billion compared to $1.8 billion at December 31, 2016. billion at December 31, 2016.

40 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS INSURANCE Mortgage fundings for the three and twelve months ended Investors Group continues to be a leader in the distribution of December 31, 2017 were $385 million and $1.5 billion, life insurance in Canada. Through its arrangements with leading compared to $481 million and $2.2 billion in 2016, a decrease insurance companies, Investors Group offers a broad range of of 20.0% and 28.2%, respectively. At December 31, 2017, term, universal life, whole life, disability, critical illness, long-term mortgages serviced by Investors Group related to its mortgage care, personal health care coverage and group insurance. I.G. banking operations totalled $10.8 billion, compared to $11.1 Insurance Services Inc. currently has distribution agreements with: billion at December 31, 2016, a decrease of 2.2%.

• The Canada Life Assurance Company SOLUTIONS BANKING† • The Great-West Life Assurance Company Investors Group’s Solutions Banking† offering consists of a wide • Sun Life Assurance Company of Canada range of products and services provided by the National Bank of • The Manufacturers Life Insurance Company Canada under a long-term distribution agreement and includes: investment loans, lines of credit, personal loans, creditor The average number of policies sold by each insurance-licensed insurance, deposit accounts and credit cards. The offering also Consultant was 11.2 in 2017, compared to 10.9 in 2016. includes an All-in-One product which is a comprehensive Distribution of insurance products is enhanced through Investors cash management solution that integrates the features of a Group’s Insurance Planning Specialists, located throughout mortgage, term loan, revolving line of credit and deposit account Canada, who assist Consultants with advanced estate planning to meet the needs of our clients while minimizing overall solutions for high net worth clients. interest costs. In the fourth quarter of 2017, Investors Group launched a new residential mortgage product suite through SECURITIES OPERATIONS our partners at National Bank, which complements our current Investors Group Securities Inc. is an investment dealer registered mortgage offerings. Through Solutions Banking†, clients have in all Canadian provinces and territories providing clients with access to a network of banking machines, as well as a private securities services to complement their financial and investment labeled client website and client service centre. The Solutions planning. Investors Group Consultants can refer clients to one Banking† offering supports Investors Group’s approach to of our Wealth Planning Specialists available through Investors delivering total financial solutions for our clients through a broad Group Securities Inc. In addition, there are a growing number of financial planning platform. Total lending products of Investors IIROC licensed Consultants using this platform. Group clients in the Solutions Banking† offering totalled $3.5 billion at December 31, 2017, compared to $3.1 billion at MORTGAGE OPERATIONS December 31, 2016. Investors Group is a national mortgage lender that offers residential mortgages to Investors Group clients as part of Available credit associated with Solutions Banking† All-in-One a comprehensive financial plan. Investors Group Mortgage accounts originated for the three and twelve month periods Planning Specialists are located throughout each province in ended December 31, 2017 were $221 million and $1.0 billion, Canada, and work with our clients and their Consultants as compared to $172 million and $715 million, respectively, in permitted by the regulations to develop mortgage strategies 2016. At December 31, 2017, the balance outstanding of that meet the individual needs and goals of each client. Solutions Banking All-in-One products was 2.2 billion, compared to $1.8 billion one year ago, and represented approximately 49% Through its mortgage banking operations, mortgages originated of total available credit associated with these accounts. by Investors Group Mortgage Planning Specialists are sold to the Investors Mortgage and Short Term Income Fund, Investors ADDITIONAL PRODUCTS AND SERVICES Canadian Corporate Bond Fund, securitization programs, and Investors Group also provides its clients with guaranteed institutional investors. Certain subsidiaries of Investors Group are investment certificates offered by Investors Group Trust Co. Ltd., Canada Mortgage and Housing Corporation (CMHC)-approved as well as a number of other financial institutions. issuers of National Housing Act Mortgage-Backed Securities (NHA MBS) and are approved sellers of NHA MBS into the Canada Mortgage Bond Program (CMB Program). Securitization programs also include certain bank-sponsored asset-backed commercial paper (ABCP) programs. Residential mortgages are also held by Investors Group’s intermediary operations.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 41 REVIEW OF SEGMENT OPERATING RESULTS

Investors Group’s earnings before interest and taxes are depend largely on the level and composition of mutual fund presented in Table 11. assets under management. Management fees were $366.8 million in the fourth quarter of 2017, an increase of $29.0 million or 8.6% from $337.8 million in 2016. For the twelve months 2017 VS. 2016 ended December 31, 2017, management fees were $1,415.0 FEE INCOME million, an increase of $119.0 million or 9.2% from $1,296.0 Fee income is generated from the management, administration million in 2016. and distribution of Investors Group mutual funds. The The net increase in management fees in the three and twelve † distribution of insurance and Solutions Banking products and month periods ended December 31, 2017 was primarily due the provision of securities services provide additional fee income. to the increase in average assets under management of 9.3%, Investors Group earns management fees for investment and 10.3%, respectively, as shown in Table 10. The average management services provided to its mutual funds, which management fee rate in the fourth quarter of 2017 was 166.9

TABLE 11: OPERATING RESULTS – INVESTORS GROUP

% CHANGE

THREE MONTHS ENDED 2017 2017 2016 2017 2016 ($ millions) DEC. 31 SEP. 30 DEC. 31 SEP. 30 DEC. 31

Revenues Management fees $ 366.8 $ 352.5 $ 337.8 4.1 % 8.6 % Administration fees 80.9 79.9 80.6 1.3 0.4 Distribution fees 45.4 41.5 71.1 9.4 (36.1) 493.1 473.9 489.5 4.1 0.7 Net investment income and other (3.7) 5.3 20.1 N/M N/M 489.4 479.2 509.6 2.1 (4.0) Expenses Commission 76.3 73.2 96.0 4.2 (20.5) Asset retention bonus and premium 89.4 83.0 73.9 7.7 21.0 Non-commission 138.8 142.1 139.1 (2.3) (0.2) 304.5 298.3 309.0 2.1 (1.5) Earnings before interest and taxes $ 184.9 $ 180.9 $ 200.6 2.2 % (7.8) %

TWELVE MONTHS ENDED 2017 2016 ($ millions) DEC. 31 DEC. 31 % CHANGE

Revenues Management fees $ 1,415.0 $ 1,296.0 9.2 % Administration fees 322.0 309.9 3.9 Distribution fees 190.5 227.1 (16.1) 1,927.5 1,833.0 5.2 Net investment income and other 41.7 71.6 (41.8) 1,969.2 1,904.6 3.4 Expenses Commission 319.3 340.7 (6.3) Asset retention bonus and premium 335.1 284.2 17.9 Non-commission 576.3 543.5 6.0 1,230.7 1,168.4 5.3 Earnings before interest and taxes $ 738.5 $ 736.2 0.3 %

42 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS basis points of average assets under management compared to Net investment income and other was ($3.7) million in the 167.1 basis points in 2016. The average management fee rate fourth quarter of 2017, a decrease of $23.8 million from $20.1 was 166.3 basis points of average assets under management for million in 2016. For the year ended December 31, 2017, net the twelve month period ended December 31, 2017 compared investment income and other totalled $41.7 million, a decrease to 167.4 basis points in 2016. The decrease in the management of $29.9 million from $71.6 million in 2016. fee rate in both periods is due, in part, to assets moving into Net investment income related to Investors Group’s mortgage high net worth products. banking operations totalled ($6.3) million for the fourth quarter Investors Group receives administration fees for providing of 2017 compared to $19.4 million in 2016, a decrease of $25.7 administrative services to its mutual funds and trusteeship million. For the year ended December 31, 2017, net investment services to its unit trust mutual funds, which also depend largely income related to Investors Group’s mortgage banking on the level and composition of mutual fund assets under operations totalled $36.0 million compared to $69.4 million management. Administration fees totalled $80.9 million in in 2016, a decrease of $33.4 million. A summary of mortgage the current quarter compared to $80.6 million a year ago, an banking operations for the three and twelve month periods increase of 0.4%. Administration fees were $322.0 million for under review is presented in Table 12. The changes in mortgage the twelve month period ended December 31, 2017 compared banking income were due to: to $309.9 million in 2016, an increase of 3.9%. These increases • Net interest income on securitized loans – decreased by resulted primarily from changes in average assets under $2.1 million and $1.6 million for the three and twelve month management offset, in part, by fee reductions. Effective January periods ended December 31, 2017 to $14.5 million and $62.9 1, 2017, as part of the discontinuation of deferred sales charge million, respectively, compared to 2016. The decrease resulted (DSC) series options, Investors Group reduced the administration primarily from lower margins on securitized loans. fees on no-load series. The impact on administration fee revenue during the quarter associated with the changes was • Gains realized on the sale of residential mortgages – $2.5 million. decreased by $3.2 million and $8.6 million for the three and twelve month periods ended December 31, 2017 to nil and Distribution fees are earned from: $7.5 million, respectively, compared to 2016. The decrease in • Redemption fees on mutual funds sold with a deferred gains resulted from lower sales activity and margins. sales charge. • Fair value adjustments – decreased by $21.7 million and • Portfolio fund distribution fees. $29.0 million for the three and twelve month periods ended December 31, 2017 to ($19.6) million and ($31.3) million, • Distribution of insurance products through I.G. Insurance respectively, compared to 2016. The decrease was primarily Services Inc. due to negative fair value adjustments on loans held • Securities trading services provided through Investors Group temporarily pending sale or securitization to third parties, as Securities Inc. a result of interest rate increases in the period. A meaningful • Banking services provided through Solutions Banking†. component of this fair value adjustment represents a surplus Distribution fee income of $45.4 million for the fourth quarter in mortgage rate increases relative to funding rate increases. of 2017 decreased by $25.7 million from $71.1 million in 2016. In these instances, the net fair value adjustment after hedging For the twelve month period, distribution fee income of $190.5 gains reflects timing as the resulting effective interest rate on million decreased by $36.6 million from $227.1 million in 2016. the mortgage reflects the increased mortgage rate over the The decrease in both periods was primarily due to decreases in securitization term. Under IFRS 9, effective January 1, 2018, distribution fee income from insurance products. Redemption these loans will be classified as hold to collect and recorded fees were also lower in both the three and twelve month at amortized cost with mortgage interest income recognized periods. Redemption fee income varies depending on the level at the contractual mortgage rate. As a result of this change, of deferred sales charge attributable to fee-based redemptions. issue costs of $24.4 million pre-tax and mortgage fair value adjustments of $25.3 million pre-tax will be credited to NET INVESTMENT INCOME AND OTHER retained earnings as at January 1, 2018. The issue costs will be amortized over the life of the related loans. Net investment income and other includes income related to mortgage banking operations and net interest income related to • Other – increased by $1.3 million and $5.8 million for the intermediary operations. three and twelve month periods ended December 31, 2017 to ($1.2) million and ($3.1) million compared to 2016 primarily due to lower mortgage issuance costs.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 43 TABLE 12: MORTGAGE BANKING OPERATIONS – INVESTORS GROUP

% CHANGE

THREE MONTHS ENDED 2017 2017 2016 2017 2016 ($ millions) DEC. 31 SEP. 30 DEC. 31 SEP. 30 DEC. 31

Total mortgage banking income Net interest income on securitized loans Interest income $ 52.5 $ 49.5 $ 49.4 6.1 % 6.3 % Interest expense 38.0 33.3 32.8 14.1 15.9 Net interest income 14.5 16.2 16.6 (10.5) (12.7) Gains on sales(1) – 0.9 3.2 N/M N/M Fair value adjustments (19.6) (12.7) 2.1 (54.3) N/M Other(2) (1.2) (0.2) (2.5) N/M 52.0

$ (6.3) $ 4.2 $ 19.4 N/M % N/M % Average mortgages serviced Securitizations $ 7,239 $ 7,120 $ 7,419 1.7 % (2.4) % Other 3,596 3,791 3,595 (5.1) – $ 10,835 $ 10,911 $ 11,014 (0.7) % (1.6) % Mortgage sales to:(3) Securitizations $ 1,068 $ 854 $ 717 25.1 % 49.0 % Other(1) 25 240 253 (89.6) (90.1) $ 1,093 $ 1,094 $ 970 (0.1) % 12.7 %

TWELVE MONTHS ENDED 2017 2016 ($ millions) DEC. 31 DEC. 31 % CHANGE

Total mortgage banking income Net interest income on securitized loans Interest income $ 200.9 $ 193.2 4.0 % Interest expense 138.0 128.7 7.2 Net interest income 62.9 64.5 (2.5) Gains on sales(1) 7.5 16.1 (53.4) Fair value adjustments (31.3) (2.3) N/M Other(2) (3.1) (8.9) 65.2 $ 36.0 $ 69.4 (48.1) %

Average mortgages serviced Securitizations $ 7,331 $ 7,199 1.8 % Other 3,641 3,566 2.1 $ 10,972 $ 10,765 1.9 %

Mortgage sales to:(3) Securitizations $ 2,561 $ 2,882 (11.1) % Other(1) 857 1,071 (20.0) $ 3,418 $ 3,953 (13.5) %

(1) Represents sales to institutional investors through private placements, to Investors Mortgage and Short Term Income Fund, and to Investors Canadian Corporate Bond Fund as well as gains realized on those sales. (2) Represents mortgage issuance and insurance costs, interest earned on warehoused mortgages, and servicing and other. (3) Represents principal amounts sold.

44 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS EXPENSES Administration fees increased to $80.9 million in the fourth Investors Group incurs commission expense in connection quarter of 2017 from $79.9 million in the third quarter of 2017 with the distribution of its mutual funds and other financial largely due to the change in average mutual fund assets under services and products. Commissions are paid on the sale of management in the period. these products and fluctuate with the level of sales. The expense Distribution fee income of $45.4 million in the fourth quarter of for deferred selling commissions consists of the amortization 2017 increased by $3.9 million from $41.5 million in the third of the asset over its useful life and the reduction of the quarter primarily due to an increase in distribution fee income unamortized deferred selling commission asset associated with from insurance product sales. redemptions. Commissions paid on the sale of mutual funds are deferred and amortized over a maximum period of seven years. NET INVESTMENT INCOME AND OTHER Commission expense was $76.3 million for the fourth quarter Net investment income and other was ($3.7) million in the of 2017, a decrease of $19.7 million from $96.0 million in 2016. fourth quarter of 2017 compared to $5.3 million in the previous Commission expense was $319.3 million for the year ended quarter, a decrease of $9.0 million primarily related to Investors December 31, 2017, a decrease of $21.4 million from $340.7 Group’s mortgage banking operations. million in 2016. The changes in both the three and twelve month periods resulted primarily from compensation related to Net investment income related to Investors Group’s mortgage the distribution of other insurance products. banking operations totalled ($6.3) million in the fourth quarter of 2017, a decrease of $10.5 million from $4.2 million in Asset retention bonus and premium expense, which are based the previous quarter as shown in Table 12. The changes in on the value of assets under management, increased by $15.5 mortgage banking income were due to: million and $50.9 million for the three and twelve month periods ended December 31, 2017 to $89.4 million and $335.1 million, • Fair value adjustments – decreased by $6.9 million for the respectively, compared to 2016. The increase in both periods fourth quarter of 2017 to ($19.6) million compared to ($12.7) was primarily due to the increase in assets under management million in the previous quarter primarily due to negative fair and to the increasing proportion of no load products within our value adjustments on loans held temporarily pending sale asset base. or securitization to third parties, as a result of interest rate increases in the period. Non-commission expenses incurred by Investors Group primarily relate to the support of the Consultant network, EXPENSES the administration, marketing and management of its mutual Commission expense in the current quarter was $76.3 million funds and other products, as well as sub-advisory fees related compared with $73.2 million in the previous quarter. The to mutual fund assets under management. Non-commission increase primarily related to higher compensation related to the expenses were $138.8 million for the fourth quarter of 2017 distribution of other financial services and products. The asset compared to $139.1 million in 2016, a decrease of $0.3 million retention bonus and premium expense increased by $6.4 million or 0.2%. For the twelve month period, non-commission to $89.4 million in the fourth quarter of 2017, due to higher expenses were $576.3 million compared to $543.5 million in assets under management. 2016, an increase of $32.8 million or 6.0%. The increase in the twelve month period resulted largely from Consultant network Non-commission expenses were $138.8 million in the current support and other business development efforts, as well as sub- quarter, compared to $142.1 million in the prior quarter. advisory fees related to increased assets under management.

Q4 2017 VS. Q3 2017

FEE INCOME Management fee income increased by $14.3 million or 4.1% to $366.8 million in the fourth quarter of 2017 compared with the third quarter of 2017. The net increase in management fees in the fourth quarter was primarily due to the increase in average assets under management of 4.0% for the quarter, as shown in Table 10.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 45 MACKENZIE INVESTMENTS REVIEW OF THE BUSINESS

Mackenzie’s core business is the provision of investment Fee Income – Mackenzie management and related services offered through diversified For the financial year ($ millions) investment solutions, distributed through multiple distribution    channels. We are committed to delivering strong investment   performance for our clients by drawing on the experience and perspective gained through 50 years in the investment management business.

Mackenzie earns revenue primarily from:

• Management fees earned from its mutual funds, sub-advised      accounts and institutional clients. • Fees earned from its mutual funds for administrative services. • Redemption fees on deferred sales charge and low load units. Mackenzie seeks to maximize returns on business investment The largest component of Mackenzie’s revenues is management by focusing resources in areas that directly impact the success fees. The amount of management fees depends on the level of our strategic mandate: investment management, distribution and composition of assets under management. Management and client experience. fee rates vary depending on the investment objective and the th account type of the underlying assets under management. Founded in 1967, Mackenzie proudly celebrated its 50 Equity based mandates have higher management fee rates anniversary in the Canadian financial services industry during than fixed income mandates and retail mutual fund accounts 2017. Mackenzie continues to build an investment advisory have higher management fee rates than sub-advised and business through proprietary investment research and portfolio institutional accounts. management while utilizing strategic partners in a selected sub- advisory capacity. Our business focuses on multiple distribution channels: Retail, Strategic Alliances and Institutional. MACKENZIE STRATEGY Mackenzie primarily distributes its retail investment products Mackenzie strives to ensure that the interests of clients, through third party financial advisors. Mackenzie’s sales teams shareholders, dealers, advisors and employees are closely aligned. work with many of the more than 30,000 independent financial Mackenzie’s vision: We are committed to the financial success of advisors and their firms across Canada. In addition to its retail investors, through their eyes. This impacts the strategic priorities distribution team, Mackenzie also has specialty teams focused we select to fulfil that commitment and drive future business on strategic alliances and the institutional marketplace. Within growth. Our strategic mandate is two-fold: win in the Canadian the strategic alliance channel, Mackenzie offers certain series retail space, and build meaningful strategic relationships, both in of its mutual funds and provides sub-advisory services to support of our goal to be the company of choice for individual third party and related party investment programs offered by investors, financial advisors and institutional investors. We aim banks, insurance companies and other investment companies. to achieve this mandate by attracting and fostering the best Strategic alliances with related parties include providing advisory minds in the investment industry, responding to changing needs services to Investors Group, Investment Planning Counsel and of financial advisors and investors with distinctive and innovative Great-West Lifeco Inc. (Lifeco) subsidiaries, and also include a solutions, and continuing to deliver institutional quality in private label mutual fund arrangement with Lifeco subsidiary everything we do. Quadrus. Within the strategic alliance channel, Mackenzie’s primary distribution relationship is with the head office of the Supporting this vision and strategic mandate are six key respective bank, insurance company or investment company. foundational capabilities that our employees strive to achieve: In the institutional channel, Mackenzie provides investment • Delivering competitive and consistent risk-adjusted management services to pension plans, foundations and other performance institutions. Mackenzie attracts new institutional business • Offering innovative and high quality investment solutions through its relationships with pension and management consultants.

• Accelerating distribution Gross sales and redemption activity in strategic alliance and • Advancing brand leadership institutional accounts can be more pronounced than in the retail • Driving operational excellence and discipline channel given the relative size and the nature of the distribution • Enabling a high-performing and diverse culture relationships of these accounts. These accounts are also subject

46 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS to ongoing reviews and rebalance activities which may result in ASSETS UNDER MANAGEMENT a significant change in the level of assets under management. The changes in investment fund assets under management are Mackenzie is positioned to continue to build and enhance summarized in Table 13 and the changes in total assets under its distribution relationships given its team of experienced management are summarized in Table 14. investment professionals, strength of its distribution network, In October 2017, the investment management functions of broad product shelf, competitively priced products and its focus Investors Group and Mackenzie consolidated to form a single on client experience and investment excellence. global investment management organization under Mackenzie to support both companies. As previously discussed, effective

TABLE 13: CHANGE IN INVESTMENT FUND ASSETS UNDER MANAGEMENT – MACKENZIE

% CHANGE

THREE MONTHS ENDED 2017 2017 2016 2017 2016 ($ millions) DEC. 31 SEP. 30 DEC. 31 SEP. 30 DEC. 31

Sales $ 2,234 $ 1,840 $ 1,953 21.4 % 14.4 % Redemptions 2,097 1,536 1,977 36.5 6.1

Mutual fund net sales (redemptions) 137 304 (24) (54.9) N/M ETF net creations 367 286 43 28.3 N/M

Investment fund net sales (redemptions)(2) 477 538 19 (11.3) N/M Investment returns 1,854 (175) 1,085 N/M 70.9

Net change in assets 2,331 363 1,104 N/M 111.1 Beginning assets 54,325 53,962 50,323 0.7 8.0 Ending assets $ 56,656 $ 54,325 $ 51,427 4.3 % 10.2 % Consists of: Mutual funds $ 55,728 $ 53,752 $ 51,314 3.7 % 8.6 % ETFs 1,296 906 113 43.0 N/M Investment funds(3) $ 56,656 $ 54,325 $ 51,427 4.3 % 10.2 % Daily average investment fund assets $ 55,797 $ 53,528 $ 50,596 4.2 % 10.3 %

TWELVE MONTHS ENDED 2017 2016 ($ millions) DEC. 31 DEC. 31 % CHANGE

Sales $ 9,240 $ 6,939 33.2 % Redemptions 8,171 7,606 7.4

Mutual fund net sales (redemptions)(1) 1,069 (667) N/M ETF net creations 1,156 112 N/M

Investment fund net sales (redemptions)(2) 1,884 (555) N/M Investment returns 3,345 3,537 (5.4) Net change in assets 5,229 2,982 75.4 Beginning assets 51,427 48,445 6.2 Ending assets $ 56,656 $ 51,427 10.2 %

Daily average investment fund assets $ 53,962 $ 48,727 10.7 %

(1) During 2017, Investors Group mutual funds and certain third party programs which include Mackenzie mutual funds made fund allocation changes which resulted in Mackenzie mutual fund gross sales of $421 million, redemptions of $621 million and net redemptions of $200 million. (2) Total investment fund net sales exclude Mackenzie mutual fund investments in ETFs of $27 million for the fourth quarter of 2017, $52 million for the third quarter of 2017 and $341 million for the twelve months ended December 31, 2017. (3) Excludes Mackenzie mutual fund investments in ETFs of $368 million at December 31, 2017 and $333 million at September 30, 2017.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 47 TABLE 14: CHANGE IN TOTAL ASSETS UNDER MANAGEMENT – MACKENZIE(1)

% CHANGE

THREE MONTHS ENDED 2017 2017 2016 2017 2016 ($ millions) DEC. 31 SEP. 30 DEC. 31 SEP. 30 DEC. 31

Net sales (redemptions) Mutual funds $ 137 $ 304 $ (24) (54.9) % N/M % ETF net creations 367 286 43 28.3 N/M

Investment funds(3) 477 538 19 (11.3) N/M Sub-advisory, institutional and other accounts(4) 1,080 74 (1,615) N/M N/M

Total net sales 1,557 612 (1,596) N/M N/M Investment returns 2,117 (135) 1,186 N/M 78.5

Net change in assets 3,674 477 (410) N/M N/M Beginning assets 60,948 60,471 58,069 0.8 5.0 Ending assets $ 64,622 $ 60,948 $ 57,659 6.0 % 12.1 % Consists of: Mutual funds $ 55,728 $ 53,752 $ 51,314 3.7 8.6 % ETFs 1,296 906 113 43.0 N/M Investment funds(5) 56,656 54,325 51,427 4.3 10.2 Sub-advisory, institutional and other accounts 7,966 6,623 6,232 20.3 27.8 Total assets under management $ 64,622 $ 60,948 $ 57,659 6.0 % 12.1 % Average total assets(6) $ 63,139 $ 60,117 $ 57,465 5.0 % 9.9 %

TWELVE MONTHS ENDED 2017 2016 ($ millions) DEC. 31 DEC. 31 % CHANGE

Net sales (redemptions) Mutual funds(2) $ 1,069 $ (667) N/M % ETF net creations 1,156 112 N/M

Investment funds(3) 1,884 (555) N/M Sub-advisory, institutional and other accounts(4) 1,189 (1,780) N/M

Total net sales 3,073 (2,335) N/M Investment returns 3,890 3,949 (1.5)

Net change in assets 6,963 1,614 N/M Beginning assets 57,659 56,045 2.9 Ending assets $ 64,622 $ 57,659 12.1 %

Average total assets(6) $ 60,711 $ 55,935 8.5 %

(1) Effective October 1, 2017, Mackenzie segment has been redefined to exclude advisory mandates to Investors Group funds from its assets under management and net sales. This change has been applied retroactively to provide comparability of results. (2) During 2017, Investors Group mutual funds and certain third party programs which include Mackenzie mutual funds made fund allocation changes which resulted in Mackenzie mutual fund gross sales of $421 million, redemptions of $621 million and net redemptions of $200 million. (3) Investment fund net sales and total net sales exclude Mackenzie mutual fund investments in ETFs of $27 million for the fourth quarter of 2017, $52 million for the third quarter of 2017 and $341 million for the twelve months ended December 31, 2017. (4) During the fourth quarter of 2016, MD Financial Management re-assigned sub-advisory responsibilities on a $1.5 billion fixed income mandate advised by Mackenzie. (5) Excludes Mackenzie mutual fund investments in ETFs of $368 million at December 31, 2017 and $333 million at September 30, 2017. (6) Based on daily average investment fund assets and month-end average sub-advisory, institutional and other assets.

48 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS October 1, 2017, Mackenzie’s segment excludes investment MD transaction, net redemptions were $106 million in the advisory mandates to Investors Group funds. These mandates fourth quarter of 2016. During the current quarter, investment are no longer reflected within Mackenzie’s segment assets under returns resulted in assets increasing by $2.1 billion as compared management and net sales. To ensure comparability of results, to an increase of $1.2 billion last year. prior period assets under management and net sales have been In the twelve months ended December 31, 2017, Mackenzie’s adjusted to remove these advisory mandates. mutual fund gross sales were $9.2 billion, an increase of 33.2% At December 31, 2017, Mackenzie’s investment fund assets from $6.9 billion in the comparative period last year. Mutual under management were $56.7 billion, an all-time quarter fund redemptions in the current period were $8.2 billion, an end high and total assets under management were $64.6 increase of 7.4% from last year. Mutual fund net sales for the billion. The change in Mackenzie’s assets under management is twelve months ended December 31, 2017 were $1.1 billion, as determined by the increase or decrease in the market value of compared to net redemptions of $667 million last year. In the the securities held in the portfolios of investments and by the twelve months ended December 31, 2017, ETF net creations level of net sales. were $1.2 billion, inclusive of $341 million in investments from Mackenzie mutual funds, compared to ETF net creations of $112 CHANGE IN ASSETS UNDER MANAGEMENT – million last year. Investment fund net sales in the current period 2017 VS. 2016 were $1.9 billion compared to net redemptions of $555 million Mackenzie’s total assets under management at December 31, last year. During the current period, investment returns resulted 2017 were $64.6 billion, an increase of 12.1% from $57.7 billion in investment fund assets increasing by $3.3 billion as compared at December 31, 2016. Mackenzie’s sub-advisory, institutional to an increase of $3.5 billion last year. and other accounts at December 31, 2017 were $8.0 billion, an During the twelve months ended December 31, 2017, Investors increase of 27.8% from $6.2 billion last year. Group mutual funds and certain third party programs, which Mackenzie’s investment fund assets under management were include Mackenzie mutual funds, made fund allocation changes $56.7 billion at December 31, 2017, an increase of 10.2% from resulting in gross sales of $421 million, redemptions of $621 December 31, 2016. Mackenzie’s mutual fund assets under million and net redemptions of $200 million. Excluding these management were $55.7 billion at December 31, 2017, an transactions, mutual fund gross sales increased 27.1% and increase of 8.6% from $51.3 billion at December 31, 2016. mutual fund redemptions decreased 0.7% in the twelve months Mackenzie’s ETF assets were $1.3 billion at December 31, 2017, ended December 31, 2017 compared to last year and mutual inclusive of $368 million in investments from Mackenzie mutual fund net sales were $1.3 billion compared to mutual fund net funds, compared to $113 million at December 31, 2016. redemptions of $667 million last year.

In the three months ended December 31, 2017, Mackenzie’s Redemptions of long-term mutual funds in the three and mutual fund gross sales were $2.2 billion, an increase of 14.4% twelve months ended December 31, 2017, were $2.0 billion from $2.0 billion in the comparative period last year. Mutual and $7.9 billion, respectively, as compared to $1.9 billion and fund redemptions in the current quarter were $2.1 billion, an $7.3 billion last year. Redemptions of long-term mutual funds increase of 6.1% from last year. Mutual fund net sales for the in the twelve months ended December 31, 2017 excluding the three months ended December 31, 2017 were $137 million, as mutual fund allocation changes made by third party programs compared to net redemptions of $24 million last year. In the and Investors Group mutual funds, were $7.3 billion. Mackenzie’s three months ended December 31, 2017, ETF net creations annualized quarterly redemption rate for long-term mutual were $367 million, inclusive of $27 million in investments from funds was 14.7% in the fourth quarter of 2017, compared to Mackenzie mutual funds compared to ETF net creations of 15.2% in the fourth quarter of 2016. Mackenzie’s twelve- $43 million last year. Investment fund net sales in the current month trailing redemption rate for long-term mutual funds was quarter were $477 million compared to net sales of $19 million 14.8% at December 31, 2017, as compared to 15.0% last year. last year. During the current quarter, investment returns resulted The corresponding average twelve-month trailing redemption in investment fund assets increasing by $1.9 billion as compared rate for long-term mutual funds for all other members of IFIC to an increase of $1.1 billion last year. was approximately 15.6% at December 31, 2017. Mackenzie’s twelve-month trailing redemption rate is comprised of the Total net sales for the three months ended December 31, 2017 weighted average redemption rate for front-end load assets, were $1.6 billion, as compared to net redemptions of $1.6 billion deferred sales charge and low load assets with redemption last year. During the fourth quarter of 2016, MD Financial fees, and deferred sales charge assets without redemption fees Management Inc. (MD) re-assigned sub-advisory responsibilities (matured assets). Generally, redemption rates for front-end load on fixed income mandates totaling $1.5 billion. Excluding this

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 49 assets and matured assets are higher than the redemption rates were inclusive of $27 million in investments from Mackenzie for deferred sales charge and low load assets with redemption fees. mutual funds compared to $52 million in the third quarter.

Total net sales for the twelve months ended December 31, 2017 Investment fund net sales in the current quarter were $477 million were $3.1 billion, as compared to net redemptions of $2.3 billion compared to net sales of $538 million in the third quarter. last year. During the twelve months ended December 31, 2017, investment returns resulted in assets increasing by $3.9 billion, INVESTMENT MANAGEMENT consistent with the increase last year. Excluding the mutual fund allocation changes resulting in net redemptions of $200 million In the fourth quarter of 2017, the investment management during 2017 and the MD re-assignment of $1.5 billion during functions of Investors Group and Mackenzie were consolidated 2016 previously discussed, total net sales were $3.3 billion in to form a single global investment management organization the current period compared to net redemptions of $0.8 billion to support both companies under Mackenzie. The investment last year. management organization continues to maintain its Canadian presence in Toronto, Montreal and Winnipeg and its CHANGE IN ASSETS UNDER MANAGEMENT – international presence in Dublin and Hong Kong. In addition, it Q4 2017 VS. Q3 2017 has recently expanded to the United States with the opening of its Boston office. Total assets managed by this combined team Mackenzie’s total assets under management at December 31, at December 31, 2017 were $127.1 billion. 2017, were $64.6 billion, an increase of 6.0% from $60.9 billion at September 30, 2017. Mackenzie’s sub-advisory, institutional The new investment management organization continues to and other accounts at December 31, 2017 were $8.0 billion, an deliver its investment offerings through a boutique structure, increase of 20.3% from $6.6 billion at September 30, 2017. with separate in-house investment teams which each have a distinct focus and investment approach. This boutique approach Mackenzie’s investment fund assets under management were promotes diversification of styles and ideas and provides $56.7 billion at December 31, 2017, an increase of 4.3% from Mackenzie with a breadth of capabilities. Oversight is conducted $54.3 billion at September 30, 2017. Mackenzie’s mutual fund through a common process intended to promote superior assets under management were $55.7 billion at December 31, risk-adjusted returns over time. This process is focused upon 2017, an increase of 3.7% from $53.8 billion at September 30, i) identifying and encouraging each team’s performance edge, 2017. Mackenzie’s ETF assets were $1.3 billion at December 31, ii) promoting best practices in portfolio construction, and iii) 2017, an increase of 43.0% from $906 million at September 30, emphasizing risk management. 2017. ETF assets include investments from Mackenzie mutual funds of $368 million at December 31, 2017 and $333 million at During 2017, Mackenzie strengthened its investment September 30, 2017. management capabilities and increased the number of boutiques from ten to fourteen: For the quarter ended December 31, 2017, Mackenzie mutual fund gross sales were $2.2 billion, an increase of 21.4% from the • As part of the consolidation of the investment management third quarter of 2017. Mutual fund redemptions, which totalled functions, three new boutiques were created – European & $2.1 billion for the fourth quarter, increased by 36.5% from the International Equities, Asian Equities and Portfolio Solutions. previous quarter. Net sales of Mackenzie mutual funds for the • In December 2017, Mackenzie created a new Global current quarter were $137 million compared with net sales of Quantitative Equity boutique based in Boston. $304 million in the previous quarter. In addition to its own investment teams, Mackenzie supplements Redemptions of long-term mutual fund assets in the current its investment capabilities through the use of third party sub- quarter were $2.0 billion, compared to $1.5 billion in the third advisors in selected areas. These sub-advisors include Putnam quarter of 2017. Mackenzie’s annualized quarterly redemption Investments Inc., JP Morgan Asset Management Inc., Waddell rate for long-term mutual funds for the current quarter was & Reed Financial, Inc., Irish Life Investment Managers Limited, 14.7% compared to 11.0% for the third quarter of 2017. TOBAM, China AMC, Pax Ellevate Management LLC and Net sales of long-term funds for the current quarter were Rockefeller & Co. $111 million compared to net sales of $268 million in the previous quarter. Mackenzie’s assets under management are diversified by investment objective as set out in Table 15. The development For the quarter ended December 31, 2017, Mackenzie ETF net of a broad range of investment capabilities and products creations were $367 million, an increase of $81 million from the has proven to be, and continues to be, a key strength of third quarter of 2017. In the current quarter, ETF net creations the organization in satisfying the evolving financial needs of our clients.

50 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS TABLE 15: ASSETS UNDER MANAGEMENT BY INVESTMENT OBJECTIVE – MACKENZIE

($ millions) 2017 2016

Equity Domestic $ 11,970 18.5 % $ 10,818 18.8 % Foreign 21,116 32.7 18,792 32.6 33,086 51.2 29,610 51.4 Balanced Domestic 11,809 18.3 11,189 19.4 Foreign 11,806 18.3 9,500 16.5 23,615 36.6 20,689 35.9 Fixed Income Domestic 4,462 6.9 4,589 7.9 Foreign 2,975 4.6 2,231 3.9 7,437 11.5 6,820 11.8 Money Market Domestic 484 0.7 540 0.9 Total $ 64,622 100.0 % $ 57,659 100.0 % Consists of: Mutual funds $ 56,656 87.7 % $ 51,427 89.2 % Sub-advisory, institutional and other accounts 7,966 12.3 6,232 10.8 $ 64,622 100.0 % $ 57,659 100.0 %

Long-term investment performance is a key measure of EXCHANGE TRADED FUNDS Mackenzie’s ongoing success. At December 31, 2017, 43.9% During 2017, Mackenzie celebrated its first anniversary of of Mackenzie mutual fund assets were rated in the top two launching its Exchange Traded Funds (ETF) and ended the year performance quartiles for the one year time frame, 41.7% for with $1.3 billion in assets under management. The addition the three year time frame and 41.7% for the five year time of ETFs complements Mackenzie’s broad and innovative frame. Mackenzie also monitors its fund performance relative to fund line-up and reflects its investor-focus vision to provide the ratings it receives on its mutual funds from the Morningstar† advisors and investors with new solutions to drive investor fund ranking service. At December 31, 2017, 70.1% of outcomes and achieve their financial goals. These ETFs offer Mackenzie mutual fund assets measured by Morningstar† had a investors another investment option to utilize in building long-term rating of three stars or better and 32.0% had a rating of four or diversified portfolios. five stars. This compared to the Morningstar† universe of 74.1% During 2017 Mackenzie launched five ETFs and ended the year for three stars or better and 32.8% for four and five star funds at with fifteen ETFs in its lineup: December 31, 2017. These ratings exclude the Quadrus Group of Funds†. • Five unique fixed income actively managed ETFs managed by Mackenzie’s Fixed Income Team. PRODUCTS • Six Maximum Diversification Index Smart Beta ETFs in partnership with TOBAM, a global award-winning asset Mackenzie’s diversified suite of investment products is designed manager and index provider to some of the world’s largest to meet the needs and goals of investors. Through a number pension funds, to utilize their proprietary investment process. of product launches in 2017, Mackenzie continues to evolve its product shelf by providing enhanced investment solutions for Included in the 2017 are four ETFs launched during the financial advisors to offer their investment clients. fourth quarter:

• Mackenzie Ivy Global Equity ETF - managed by Mackenzie’s Ivy Team and provides long term capital growth with international exposure.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 51 • Mackenzie Canadian Short Term Fixed Income ETF - managed Included in 2017 are two new products launched during the by Mackenzie’s Fixed Team and invests in high quality fixed- fourth quarter to meet the growing demand by investors for income securities with relatively shorter terms to maturity. sustainable, responsible and impact investments:

• Mackenzie Portfolio Completion ETF – managed by • Mackenzie Global Sustainability and Impact Balanced Fund Mackenzie’s Systematic Strategies Team and provides long – combines the strengths of the Mackenzie Fixed Income term capital appreciation and the potential for income by Team and equity sub-advisor Rockefeller & Co to provide a investing primarily in a diversified portfolio of alternative asset combination of income and capital appreciation. class ETFs and currencies. • Mackenzie Global Leadership Impact Fund – sub-advised • Mackenzie Global Leadership Impact ETF – sub-advised by Pax Ellevate Management LLC and invests primarily in by Pax Ellevate Management LLC and invests primarily in companies that promote gender diversity and women’s companies that promote gender diversity and women’s leadership anywhere in the world. leadership anywhere in the world. Early in 2018, Mackenzie launched Exchange Traded Fund (ETF) Early in 2018, Mackenzie launched thirteen new traditional Portfolios, a series of five mutual fund portfolios in a single index ETFs that will broaden the choice for investors. solution that provides access to a full spectrum of Mackenzie ETFs. Each portfolio has the ability to invest in Mackenzie’s MUTUAL FUNDS active, strategic beta and traditional ETFs and is managed During 2017 and early 2018, Mackenzie launched eleven mutual and monitored by the Mackenzie Asset Allocation Team. This funds as follows: new line-up makes ETFs more accessible to Canadian advisors • Mackenzie High Diversification Emerging Markets Equity and investors. Fund – sub-advised by TOBAM and provides investors with • Mackenzie Conservative Income ETF Portfolio an innovative option to invest in emerging markets with • Mackenzie Conservative ETF Portfolio enhanced diversification. • Mackenzie Balanced ETF Portfolio • Mackenzie US Strategic Income Fund – provides investors • Mackenzie Moderate Growth ETF Portfolio with a US focused balanced solution that satisfies their needs for income and capital growth. • Mackenzie Growth ETF Portfolio • Mackenzie Global Credit Opportunities Fund – provides During 2017, Mackenzie also implemented an automated investors with a flexible global credit solution focused on service that switches investors with a minimum of $100,000 achieving a high level of income and the potential for long- per fund and households with a minimum of $250,000 into the term capital growth. appropriate Private Wealth Series to ensure they are invested in • Mackenzie All China Equity Fund – capitalizes on Mackenzie’s the lowest fee series for which they qualify. relationship with China AMC to provide investors with a unique product that captures the entire spectrum of Chinese capital markets.

52 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS REVIEW OF SEGMENT OPERATING RESULTS

In October 2017, the investment management functions of will reflect its proportionate share of the expenses of the Investors Group and Mackenzie consolidated to form a single investment management function going forward to better global investment management organization under Mackenzie align with internal reporting. The impact of these changes in to support both companies. As previously discussed, effective segment earnings is not significant. Prior period earnings have October 1, 2017, Mackenzie’s segment excludes investment not been restated. advisory mandates to Investors Group funds. Revenue earned Mackenzie’s earnings before interest and taxes are presented in on these mandates are no longer reflected within Mackenzie’s Table 16. segment revenues. With these changes, Mackenzie’s segment

TABLE 16: OPERATING RESULTS – MACKENZIE

% CHANGE

THREE MONTHS ENDED 2017 2017 2016 2017 2016 ($ millions) DEC. 31 SEP. 30 DEC. 31 SEP. 30 DEC. 31

Revenues Management fees $ 177.4 $ 175.3 $ 172.3 1.2 % 3.0 % Administration fees 25.3 24.5 23.8 3.3 6.3 Distribution fees 1.8 1.7 2.1 5.9 (14.3) 204.5 201.5 198.2 1.5 3.2 Net investment income and other 3.3 (0.3) 0.7 N/M N/M 207.8 201.2 198.9 3.3 4.5 Expenses Commission 11.1 11.3 12.4 (1.8) (10.5) Trailing commission 64.6 62.9 61.4 2.7 5.2 Non-commission 82.0 81.6 76.3 0.5 7.5 157.7 155.8 150.1 1.2 5.1 Earnings before interest and taxes $ 50.1 $ 45.4 $ 48.8 10.4 % 2.7 %

TWELVE MONTHS ENDED 2017 2016 ($ millions) DEC. 31 DEC. 31 % CHANGE

Revenues Management fees $ 701.7 $ 666.7 5.2 % Administration fees 99.1 93.0 6.6 Distribution fees 7.7 9.3 (17.2) 808.5 769.0 5.1 Net investment income and other 1.2 4.0 (70.0) 809.7 773.0 4.7 Expenses Commission 46.7 53.1 (12.1) Trailing commission 253.3 238.2 6.3 Non-commission 329.3 310.3 6.1 629.3 601.6 4.6 Earnings before interest and taxes $ 180.4 $ 171.4 5.3 %

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 53 2017 VS. 2016 of assets under management, including the impact of having a greater share in non-retail priced products and Series F. REVENUES Mackenzie earns administration fees primarily from providing The largest component of Mackenzie’s revenues is management services to its investment funds. Administration fees were $25.3 fees. The amount of management fees depends on the level million for the three months ended December 31, 2017, an and composition of assets under management. Management increase of $1.5 million or 6.3% from $23.8 million last year. fee rates vary depending on the investment objective and the Administration fees were $99.1 million for the twelve months account type of the underlying assets under management. For ended December 31, 2017, an increase of $6.1 million or 6.6% example, equity-based mandates have higher management from $93.0 million last year. fee rates than fixed income mandates and retail mutual fund accounts have higher management fee rates than sub-advised Mackenzie earns distribution fee income on redemptions of and institutional accounts. The majority of Mackenzie’s mutual mutual fund assets sold on a deferred sales charge purchase fund assets are purchased on a retail basis. option and on a low load purchase option. Redemption fees charged for deferred sales charge assets range from 5.5% in the Within Mackenzie’s retail mutual fund offering, certain series are first year and decrease to zero after seven years. Redemption offered for fee-based programs of participating dealers whereby fees for low load assets range from 2.0% to 3.0% in the first year dealer compensation on such series is charged directly by the and decrease to zero after two or three years, depending on the dealer to a client (primarily Series F and PWF). As Mackenzie purchase option. Distribution fee income in the three months does not pay the dealer compensation, these series have lower ended December 31, 2017 was $1.8 million, compared to $2.1 management fees. At December 31, 2017, these series had $7.0 million last year. Distribution fee income in the twelve months billion in assets, an increase of 44.9% from the prior year. ended December 31, 2017 was $7.7 million, a decrease of $1.6 Management fees were $177.4 million for the three months million from $9.3 million last year. ended December 31, 2017, an increase of $5.1 million or 3.0% Net investment income and other includes investment returns from $172.3 million last year. As discussed earlier, advisory related to Mackenzie’s investments in proprietary funds. These mandates to Investors Group funds were excluded from investments are generally made in the process of launching the Mackenzie segment effective October 1, 2017. When a fund and are sold as third party investors subscribe. Net adjusted to remove advisory fees from Investors Group, prior investment income and other was $3.3 million for the three period management fees were $167.9 million. Average assets months ended December 31, 2017 compared to $0.7 million last under management were $63.1 billion during the current year. Net investment income and other was $1.2 million for the quarter compared to $57.5 billion last year, an increase of twelve months ended December 31, 2017, a decrease of $2.8 9.9%. Mackenzie’s average management fee rate was 111.4 million from $4.0 million last year. basis points during the current quarter compared to 115.9 basis points in 2016 when adjusted to exclude advisory fees EXPENSES from Investors Group funds. The decrease in the average management fee rate in the current quarter was due to a Mackenzie’s expenses were $157.7 million for the three months change in the composition of assets under management, ended December 31, 2017, an increase of $7.6 million or 5.1% including the impact of having a greater share in non-retail from $150.1 million in 2016. Expenses for the twelve months priced products and Series F, and the impact of automatic ended December 31, 2017 were $629.3 million, an increase of switching of qualified investors into its Private Wealth Series. $27.7 million or 4.6% from $601.6 million last year.

Management fees were $701.7 million for the twelve months Mackenzie pays selling commissions to the dealers that sell its ended December 31, 2017, an increase of $35.0 million or 5.2% mutual funds on a deferred sales charge and low load purchase from $666.7 million last year. When adjusted to remove advisory option. The expense for deferred selling commissions consists fees from Investors Group funds in prior quarters, management of the amortization of the asset over its useful life and the fees were $686.5 million for 2017 and $649.7 last year. Average reduction of the unamortized deferred selling commission asset assets under management were $60.7 billion during the current associated with redemptions. Mackenzie amortizes selling period, an 8.5% increase from $55.9 billion last year. Mackenzie’s commissions over a maximum period of three years from the average management fee rate in the twelve months ended date of original purchase of the applicable low load assets December 31, 2017 was 113.1 basis points compared to and over a maximum period of seven years from the date of 115.9 basis points in 2016 when adjusted to exclude advisory original purchase of the applicable deferred sales charge assets. fees from Investors Group funds. The decrease in average Commission expense was $11.1 million in the three months management fee rate was due to a change in the composition ended December 31, 2017, as compared to $12.4 million

54 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS last year. Commission expense in the twelve months ended Q4 2017 VS. Q3 2017 December 31, 2017 was $46.7 million compared to $53.1 million in 2016. These declines are consistent with the lower REVENUES amount of deferred sales commissions paid in recent years Mackenzie’s revenues were $207.8 million for the current combined with lower write-offs of the unamortized balance quarter, an increase of $6.6 million or 3.3% from $201.2 million of deferred sales commissions associated with redemptions. in the third quarter.

Trailing commissions paid to dealers are paid on certain classes Management fees were $177.4 million for the current quarter, of retail mutual funds and are calculated as a percentage an increase of $2.1 million or 1.2% from $175.3 million in the of mutual fund assets under management. These fees vary third quarter. Management fees for the prior quarter were depending on the fund type and the purchase option upon $169.6 million excluding the advisory mandates to Investors which the fund was sold: front-end, deferred sales charge or Group funds. Factors contributing to the net increase in low load. Trailing commissions were $64.6 million in the three management fees are as follows: months ended December 31, 2017, an increase of $3.2 million • Average assets under management were $63.1 billion in the or 5.2% from $61.4 million last year. Trailing commissions in current quarter, a 5.0% increase from $60.1 billion in the the twelve months ended December 31, 2017 were $253.3 prior quarter. million, an increase of $15.1 million or 6.3% from $238.2 million • Mackenzie’s average management fee rate was 111.4 basis last year. The increase in trailing commissions in the three and points in the current quarter compared to 112.0 basis points twelve months ended December 31, 2017 resulted from the in the third quarter, when adjusted to exclude advisory fees period over period increase in average mutual fund assets offset, from Investors Group. in part, by a decline in the effective trailing commission rate. Trailing commissions as a percentage of average mutual fund Administration fees were $25.3 million in the current quarter, assets under management was 47.0 basis points and 47.3 basis an increase of $0.8 million or 3.3% from $24.5 million in the points in the three and twelve month periods ended December prior quarter. 31, 2017 compared to 48.6 basis points and 48.9 basis points in Net investment income and other includes investment returns the three and twelve month periods ended December 31, 2016. related to Mackenzie’s investments in proprietary funds. Net The decline in both periods was due to a change in composition investment income and other was $3.3 million for the current of mutual fund assets towards series of mutual funds that do quarter compared to ($0.3) million in the third quarter. not pay trail commissions.

Non-commission expenses are incurred by Mackenzie in the EXPENSES administration, marketing and management of its assets under Mackenzie’s expenses were $157.7 million for the current management. Non-commission expenses were $82.0 million in quarter, an increase of $1.9 million or 1.2% from $155.8 million the three months ended December 31, 2017, an increase of $5.7 in the third quarter. million or 7.5% from $76.3 million in 2016. Non-commission Commission expense related to the amortization of selling expenses in the twelve months ended December 31, 2017 were commissions was $11.1 million in the quarter ended December $329.3 million, an increase of $19.0 million or 6.1% from $310.3 31, 2017, a decrease of 1.8% from the third quarter. million in 2016. The increase in non-commission expenses in the fourth quarter of 2017 was primarily timing related. The Trailing commissions were $64.6 million in the current quarter, increase in the twelve month period ended December 31, 2017 an increase of $1.7 million or 2.7% from $62.9 million in the was due primarily to additional sales-based incentives as a result third quarter. The change in trailing commissions reflects the of higher mutual fund sales volumes. 3.6% period over period increase in average mutual fund assets under management. The effective trailing commission rate was 47.0 basis points in the current quarter compared to 47.4 basis points in the third quarter.

Non-commission expenses were $82.0 million in the current quarter, compared to $81.6 million in the third quarter.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 55 CORPORATE AND OTHER REVIEW OF SEGMENT OPERATING RESULTS

The Corporate and Other segment includes net investment The Company’s investment in China AMC closed on income not allocated to the Investors Group or Mackenzie August 31, 2017. segments, the Company’s proportionate share of earnings The Company also has investments in Personal Capital of its associates, Great-West Lifeco Inc. (Lifeco) and China Corporation, Wealthsimple Financial Corporation and Portag3 Asset Management Co., Ltd. (China AMC), operating results Ventures LP. for Investment Planning Counsel Inc., other income, as well as consolidation elimination entries. Corporate and other earnings before interest and taxes are presented in Table 17.

TABLE 17: OPERATING RESULTS – CORPORATE AND OTHER

% CHANGE

THREE MONTHS ENDED 2017 2017 2016 2017 2016 ($ millions) DEC. 31 SEP. 30 DEC. 31 SEP. 30 DEC. 31

Revenues Fee income $ 72.4 $ 65.4 $ 64.7 10.7 % 11.9 % Net investment income and other 0.2 2.6 1.4 (92.3) (85.7) Proportionate share of associates’ earnings 36.9 24.9 26.5 48.2 39.2 109.5 92.9 92.6 17.9 18.3 Expenses Commission 46.7 45.6 44.5 2.4 4.9 Non-commission 19.5 15.1 15.7 29.1 24.2 66.2 60.7 60.2 9.1 10.0 Earnings before interest and taxes $ 43.3 $ 32.2 $ 32.4 34.5 % 33.6 %

TWELVE MONTHS ENDED 2017 2016 ($ millions) DEC. 31 DEC. 31 % CHANGE

Revenues Fee income $ 269.7 $ 254.9 5.8 % Net investment income and other 9.7 8.0 21.3 Proportionate share of associates’ earnings 114.7 104.2 10.1 394.1 367.1 7.4 Expenses Commission 183.4 173.8 5.5 Non-commission 66.9 61.8 8.3 250.3 235.6 6.2 Earnings before interest and taxes $ 143.8 $ 131.5 9.4 %

56 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 2017 VS. 2016 Q4 2017 VS. Q3 2017 The proportionate share of associates’ earnings increased The proportionate share of associates’ earnings were by $10.4 million in the fourth quarter of 2017 and by $10.5 $36.9 million in the fourth quarter of 2017, an increase of million in the year ended December 31, 2017, compared to $12.0 million from the third quarter of 2017. Results for the 2016. These earnings reflect equity earnings from Lifeco for fourth quarter reflect a full quarter of China AMC earnings. all periods under review and from China AMC in 2017, as Results in the third quarter reflected the charges incurred by discussed in the Consolidated Financial Position section of this Lifeco, as described previously. Net investment income and MD&A. In the third quarter of 2017, net earnings reflected a other decreased to $0.2 million in the fourth quarter of 2017 reduction in the proportionate share of associates’ earnings of compared to $2.6 million in the third quarter. $7.0 million caused by charges incurred by Lifeco in relation to Earnings before interest and taxes related to Investment Hurricanes Harvey, Irma and Maria. Net investment income and Planning Counsel were $1.9 million higher in the fourth quarter other decreased to $0.2 million in the fourth quarter of 2017 of 2017 compared to the prior quarter. compared to $1.4 million in 2016. For the twelve month period, net investment income and other increased to $9.7 million compared to $8.0 million in 2016.

Earnings before interest and taxes related to Investment Planning Counsel were $1.8 million higher in the fourth quarter of 2017 compared to the same period in 2016 and $0.1 million higher in the twelve months ended December 31, 2017.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 57 IGM FINANCIAL INC. CONSOLIDATED FINANCIAL POSITION

IGM Financial’s total assets were $16.5 billion at December 31, FAIR VALUE THROUGH PROFIT OR LOSS SECURITIES 2017, compared to $15.6 billion at December 31, 2016. Securities classified as fair value through profit or loss include equity securities and proprietary investment funds. Unrealized SECURITIES gains and losses are recorded in Net investment income and other in the Consolidated Statements of Earnings. The composition of the Company’s securities holdings is detailed in Table 18. Certain proprietary investment funds are consolidated where the Company has made the assessment that it controls the AVAILABLE FOR SALE SECURITIES investment fund as discussed in Note 2 of the Consolidated Securities classified as available for sale include corporate Financial Statements. The underlying securities of these funds investments and investments in proprietary investment funds. are classified as held for trading and recognized at fair value Unrealized gains and losses on available for sale securities are through profit or loss. recorded in Other comprehensive income until they are realized or until management determines that there is objective evidence LOANS of impairment, at which time they are reclassified to the The composition of the Company’s loans is detailed in Table 19. Consolidated Statements of Earnings and any subsequent losses are also recorded in net earnings. Loans consisted of residential mortgages and represented 47.6% of total assets at December 31, 2017, compared to 51.1% at Corporate Investments December 31, 2016. Corporate investments is primarily comprised of the Company’s Loans classified as loans and receivables are primarily comprised investments in Personal Capital Corporation (Personal Capital), of residential mortgages sold to securitization programs Wealthsimple Financial Corporation (Wealthsimple) and Portag3 sponsored by third parties that in turn issue securities to Ventures LP (Portag3). investors. An offsetting liability, Obligations to securitization In 2017, the Company invested $73.4 million in Corporate entities, has been recorded and totalled $7.6 billion at December investments, with investments of $25.0 million related to 31, 2017, compared to $7.7 billion at December 31, 2016. Personal Capital and $42.6 million related to Wealthsimple. Loans classified as held for trading are residential mortgages Subsequent to December 31, 2017, the Company increased its held temporarily by the Company pending sale or securitization. investment in Wealthsimple by a total of $45.0 million including the conversion of a $15.0 million loan to equity. Residential mortgages originated by Investors Group are funded primarily through sales to third parties on a fully serviced In 2016, the Company invested $135.9 million, with investments basis, including Canada Mortgage and Housing Corporation of $97.3 million related to Personal Capital, $20.0 million related to Wealthsimple and $15.0 million related to Portag3.

TABLE 18: SECURITIES

DECEMBER 31, 2017 DECEMBER 31, 2016

($ millions) COST FAIR VALUE COST FAIR VALUE

Available for sale Corporate investments $ 215.0 $ 262.8 $ 141.6 $ 152.0 Proprietary investment funds 19.6 19.9 6.1 6.4 234.6 282.7 147.7 158.4 Fair value through profit or loss Equity securities 17.1 17.1 15.5 17.7 Proprietary investment funds 79.6 79.9 49.4 49.1 96.7 97.0 64.9 66.8 $ 331.3 $ 379.7 $ 212.6 $ 225.2

58 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS TABLE 19: LOANS

($ millions) DECEMBER 31, 2017 DECEMBER 31, 2016

Loans and receivables $ 7,564.0 $ 7,644.5 Less: Collective allowance 0.8 0.7 7,563.2 7,643.8 Held for trading 286.7 339.5 $ 7,849.9 $ 7,983.3

(CMHC) or Canadian bank sponsored securitization programs. prepayment risk and certain elements of credit risk associated Investors Group services $13.3 billion of residential mortgages, with the Company’s securitization transactions through the including $2.5 billion originated by subsidiaries of Lifeco. CMB and ABCP programs, they are accounted for as secured borrowings. The Company records the transactions under these programs as follows: (i) the mortgages and related obligations SECURITIZATION ARRANGEMENTS are carried at amortized cost, with interest income and interest Through the Company’s mortgage banking operations, expense, utilizing the effective interest rate method, recorded residential mortgages originated by Investors Group mortgage over the term of the mortgages, (ii) the component of swaps planning specialists are sold to securitization trusts sponsored entered into under the CMB Program whereby the Company by third parties that in turn issue securities to investors. The pays coupons on Canada Mortgage Bonds and receives Company securitizes residential mortgages through the CMHC investment returns on the reinvestment of repaid mortgage sponsored National Housing Act Mortgage-Backed Securities principal, are recorded at fair value, and (iii) cash reserves held (NHA MBS) and the Canada Mortgage Bond Program (CMB under the ABCP program are carried at amortized cost. Program) and through Canadian bank-sponsored asset-backed commercial paper (ABCP) programs. The Company retains In the fourth quarter of 2017, the Company securitized loans servicing responsibilities and certain elements of credit risk and through its mortgage banking operations with cash proceeds of prepayment risk associated with the transferred assets. The $1,031.8 million compared to $698.3 million in 2016. Additional Company’s credit risk on its securitized mortgages is mitigated information related to the Company’s securitization activities, through the use of insurance. Derecognition of financial including the Company’s hedges of related reinvestment assets in accordance with IFRS is based on the transfer of and interest rate risk, can be found in the Financial Risk risks and rewards of ownership. As the Company has retained section of this MD&A and in Note 6 of the Consolidated Financial Statements.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 59 TABLE 20: INVESTMENT IN ASSOCIATES

TWELVE MONTHS ENDED 2017 2016 ($ millions) DEC. 31 DEC. 31

LIFECO CHINA AMC TOTAL TOTAL

Carrying value, beginning of year $ 888.9 $ – $ 888.9 $ 904.3 Additional investment – 638.3 638.3 – Proportionate share of earnings 105.7 9.0 114.7 104.2 Proportionate share of associate’s one-time charges(1) (14.0) – (14.0) – Proportionate share of associate’s restructuring provision(1) (5.1) – (5.1) – Dividends received (58.3) (10.8) (69.1) (55.0) Proportionate share of other comprehensive income (loss) and other adjustments (14.1) 11.4 (2.7) (64.6) Carrying value, end of year $ 903.1 $ 647.9 $ 1,551.0 $ 888.9

(1) Refer to the Summary of Consolidated Operating Results in this MD&A.

INVESTMENT IN ASSOCIATES China Asset Management Co., Ltd. (China AMC) Founded in 1998 as one of the first fund management Great-West Lifeco Inc. (Lifeco) companies in China, China AMC has developed and maintained At December 31, 2017 the Company held a 4% equity interest a position among the market leaders in China’s asset in Lifeco. IGM Financial and Lifeco are controlled by Power management industry. Financial Corporation. China AMC’s total assets under management, excluding The equity method is used to account for IGM Financial’s subsidiary assets under management were RMB¥ 836.4 billion investment in Lifeco, as it exercises significant influence. The ($159.9 billion) at June 30, 2017, representing a decrease of Company’s proportionate share of Lifeco’s earnings is recorded 16.8% (CAD$ decrease of 17.8%) from RMB¥ 1,005.8 billion in Net investment income and other in the Corporate and other ($194.6 billion) at December 31, 2016. reportable segment (Tables 2-4). Changes in the carrying value for the year ended December 31, 2017 compared with 2016 are The equity method is used to account for the Company’s 13.9% shown in Table 20. equity interest in China AMC, as it exercises significant influence. The Company’s proportionate share of China AMC’s earnings is During 2017, Lifeco established a restructuring provision, and recorded in Net investment income and other in the Corporate recorded charges related to the impact of the United States and other reportable segment (Tables 2-4). Changes in the tax reform and pending sale of an equity investment. The carrying value for the quarter ended December 31, 2017 are Company’s after-tax proportionate share of the restructuring shown in Table 20. provision and the one-time charges are $5.1 million and $14.0 million, respectively.

60 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS CONSOLIDATED LIQUIDITY AND CAPITAL RESOURCES

LIQUIDITY Adjusted Earnings Before Interest, Taxes, Depreciation and Amortization (Adjusted EBITDA) Cash and cash equivalents totalled $966.8 million at December For the financial year ($ millions) 31, 2017 compared with $611.0 million at December 31, 2016. Cash and cash equivalents related to the Company’s deposit , , operations were $3.3 million at December 31, 2017, compared , , , to $2.7 million at December 31, 2016, as shown in Table 21.

Working capital totalled $786.1 million at December 31, 2017 compared with $557.8 million at December 31, 2016. Working capital excludes the Company’s deposit operations.

Working capital is utilized to:

          • Finance ongoing operations, including the funding of selling commissions. Adjusted EBITDA • Temporarily finance mortgages in its mortgage banking 2013 excluded a charge related to restructuring and other charges operations. and the proportionate share of the benefit related to the changes in an affiliate’s litigation provisions. • Pay interest and dividends related to long-term debt and 2014 excluded a charge related to client distributions and other preferred shares. costs, and restructuring and other charges. • Maintain liquidity requirements for regulated entities. 2015 excluded a charge related to restructuring and other charges. • Pay quarterly dividends on its outstanding common shares. 2017 excluded charges related to restructuring and other, a favourable revaluation of the Company's pension plan obligation, • Finance common share repurchases related to the Company’s charges representing the proportionate share in Great-West Lifeco normal course issuer bid. Inc.'s one-time charges and restructuring provision.

IGM Financial generates significant cash flows from its operations. Adjusted earnings before interest, taxes, depreciation and amortization (Adjusted EBITDA) totalled $1,354.5 million alternative measure of performance, EBITDA is a common for the year ended December 31, 2017 compared to $1,320.8 measure utilized by investment analysts and credit rating million in 2016. Adjusted EBITDA for each period under agencies in reviewing asset management companies. review excludes the impact of amortization of deferred selling Refer to the Financial Risk section of this MD&A for information commissions which totalled $230.9 million in 2017 compared related to other sources of liquidity and to the Company’s to $235.8 million in 2016. As well as being an important exposure to and management of liquidity and funding risk.

TABLE 21: DEPOSIT OPERATIONS – FINANCIAL POSITION

AS AT DECEMBER 31 ($ millions) 2017 2016

Assets Cash and cash equivalents $ 3.3 $ 2.7 Client funds on deposit 489.6 455.5 Accounts and other receivables 0.8 0.5 Loans 21.7 25.1 Total assets $ 515.4 $ 483.8

Liabilities and shareholders’ equity Deposit liabilities $ 505.0 $ 471.2 Other liabilities 0.5 2.6 Shareholders’ equity 9.9 10.0 Total liabilities and shareholders’ equity $ 515.4 $ 483.8

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 61 CASH FLOWS Investing activities during the year ended December 31, 2017 Table 22 - Cash Flows is a summary of the Consolidated compared to 2016 primarily related to: Statements of Cash Flows which forms part of the Consolidated • The purchases of securities totalling $181.6 million and sales Financial Statements for the year ended December 31, 2017. of securities with proceeds of $62.2 million in 2017 compared Cash and cash equivalents increased by $355.8 million in 2017 to $231.3 million and $80.3 million, respectively, in 2016. compared to a decrease of $372.0 million in 2016. • A net decrease in loans of $136.6 million in 2017 compared Operating activities, before payment of commissions, generated to a net increase of $582.9 million in 2016 primarily related $929.2 million during the year ended December 31, 2017, as to residential mortgages in the Company’s mortgage banking compared to $971.5 million in 2016. Cash commissions paid operations. were $271.6 million in 2017 compared to $234.9 million in 2016. • Net cash used in additions to intangible assets and Cash flows from operating activities, net of commissions paid, acquisitions was $33.6 million in 2017 compared to $64.5 were $657.6 million in 2017 as compared to $736.6 million in 2016. million in 2016. • The final payment related to investment in China AMC of Financing activities during the year ended December 31, 2017 $439.3 million in the third quarter of 2017, resulting in a total compared to 2016 related to: investment of $638.3 million. • A net decrease of $131.6 million in 2017 arising from obligations to securitization entities compared to a net CAPITAL RESOURCES increase of $631.1 million in 2016. The Company’s capital management objective is to maximize • Issuance of debentures of $850.0 million in 2017, comprised shareholder returns while ensuring that the Company is of $600.0 million in the first quarter and $250.0 million in the capitalized in a manner which appropriately supports regulatory fourth quarter. requirements, working capital needs and business expansion. • There was no purchase of common shares in 2017 under The Company’s capital management practices are focused on IGM Financial’s normal course issuer bid compared with the preserving the quality of its financial position by maintaining purchase of 4,346,600 common shares at a cost of $155.7 a solid capital base and a strong balance sheet. Capital of the million in 2016. Company consists of long-term debt, perpetual preferred shares • The payment of perpetual preferred share dividends which and common shareholders’ equity which totalled $7.0 billion at totalled $8.8 million in 2017, unchanged from 2016. December 31, 2017, compared to $6.1 billion at December 31, • The payment of regular common share dividends which 2016. The Company regularly assesses its capital management totalled $541.3 million in 2017 compared to $544.4 million practices in response to changing economic conditions. in 2016. The Company’s capital is primarily utilized in its ongoing business operations to support working capital requirements, long-term investments made by the Company, business expansion and other strategic objectives. Subsidiaries subject

TABLE 22: CASH FLOWS

TWELVE MONTHS ENDED 2017 2016 ($ millions) DEC. 31 DEC. 31 % CHANGE

Operating activities Before payment of commissions $ 929.2 $ 971.5 (4.4) % Commissions paid (271.6) (234.9) (15.6) Net of commissions paid 657.6 736.6 (10.7) Financing activities 170.5 (74.9) N/M Investing activities (472.3) (1,033.7) 54.3 Change in cash and cash equivalents 355.8 (372.0) N/M Cash and cash equivalents, beginning of year 611.0 983.0 (37.8) Cash and cash equivalents, end of year $ 966.8 $ 611.0 58.2 %

62 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS to regulatory capital requirements include investment dealers, Capital mutual fund dealers, exempt market dealers, portfolio managers, As at December 31 ($ millions) investment fund managers and a trust company. These , subsidiaries are required to maintain minimum levels of capital , based on either working capital, liquidity or shareholders’ equity. , , , , The Company’s subsidiaries have complied with all regulatory ,
,
 ,
 ,
 capital requirements.

  The total outstanding long-term debt was $2,175.0 million at    December 31, 2017, compared to $1,325.0 million at December 31, 2016. Long-term debt is comprised of debentures which ,
 ,, , , are senior unsecured debt obligations of the Company subject to standard covenants, including negative pledges, but which do not include any specified financial or operational covenants.

In 2017, IGM Financial issued the following debentures: 
   

• January 26 - $400 million of 10 year 3.44% debentures and Longterm Debt $200 million of 30 year 4.56% debentures. The net proceeds Perpetual Preferred Shares were used by IGM Financial to finance a substantial portion of Common Shareholders’ Equity the announced acquisitions of its equity interest in China AMC (refer to Note 8 to the Consolidated Financial Statements) Credit ratings are intended to provide investors with an and for general corporate purposes. independent measure of the credit quality of the securities of • December 7 - $250 million of 30 year 4.115% debentures. a company and are indicators of the likelihood of payment and The net proceeds will be used by IGM Financial to repay the capacity of a company to meet its obligations in accordance upcoming long-term debt maturities and for general with the terms of each obligation. Descriptions of the rating corporate purposes. categories for each of the agencies set forth below have been obtained from the respective rating agencies’ websites. The debenture offerings were made pursuant to prospectus supplements to IGM Financial’s short form base shelf prospectus These ratings are not a recommendation to buy, sell or hold dated November 29, 2016. the securities of the Company and do not address market price or other factors that might determine suitability of a specific Perpetual preferred shares of $150 million at December 31, security for a particular investor. The ratings also may not 2017 remain unchanged from December 31, 2016. reflect the potential impact of all risks on the value of securities The Company commenced a normal course issuer bid on March and are subject to revision or withdrawal at any time by the 20, 2017, which is effective until March 19, 2018, to purchase rating organization. up to 5% of its common shares in order to mitigate the dilutive The A rating assigned to IGM Financial’s senior unsecured effect of stock options issued under the Company’s stock option debentures by S&P is the sixth highest of the 22 ratings used plan and for other capital management purposes. There were for long-term debt. This rating indicates S&P’s view that the no common shares purchased by the Company in 2017 (refer Company’s capacity to meet its financial commitment on the to Note 16 to the Consolidated Financial Statements). Other obligation is strong, but the obligation is somewhat more activities in 2017 included the declaration of perpetual preferred susceptible to the adverse effects of changes in circumstances share dividends of $8.8 million or $1.475 per share and common and economic conditions than obligations in higher share dividends of $541.4 million or $2.25 per share. Changes rated categories. in common share capital are reflected in the Consolidated Statements of Changes in Shareholders’ Equity. The A (High) rating assigned to IGM Financial’s senior unsecured debentures by DBRS is the fifth highest of the 26 ratings used During 2017, Standard & Poor’s (S&P) decreased the rating of for long-term debt. Under the DBRS long-term rating scale, the Company’s senior unsecured debentures to “A” from “A+” debt securities rated A (High) are of good credit quality and the with a stable outlook as a result of the additional debenture capacity for the payment of financial obligations is substantial. issuance. Dominion Bond Rating Service’s (DBRS) current rating While this is a favourable rating, entities in the A (High) category on the Company’s senior unsecured debentures is “A (High)” may be vulnerable to future events, but qualifying negative with a stable rating trend. factors are considered manageable.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 63 FINANCIAL INSTRUMENTS • Obligations to securitization entities are valued by discounting Table 23 presents the carrying amounts and fair values of the expected future cash flows at prevailing market yields for financial assets and financial liabilities. The table excludes fair securities issued by these securitization entities having similar value information for financial assets and financial liabilities not terms and characteristics. measured at fair value if the carrying amount is a reasonable • Deposits and certificates are valued by discounting the approximation of fair value. These items include cash and contractual cash flows using market interest rates currently cash equivalents, accounts and other receivables, certain other offered for deposits with similar terms and credit risks. financial assets, accounts payable and accrued liabilities, and • Long-term debt is valued using quoted prices for each certain other financial liabilities. debenture available in the market.

Fair value is determined using the following methods • Derivative financial instruments are valued based on quoted and assumptions: market prices, where available, prevailing market rates for instruments with similar characteristics and maturities, or • Securities and other financial assets and liabilities are valued discounted cash flow analysis. using quoted prices from active markets, when available. When a quoted market price is not readily available, valuation See Note 22 of the Consolidated Financial Statements which techniques are used that require assumptions related to provides additional discussion on the determination of fair value discount rates and the timing and amount of future cash of financial instruments. flows. Wherever possible, observable market inputs are used Although there were changes to both the carrying values and in the valuation techniques. fair values of financial instruments, these changes did not have • Loans classified as held for trading are valued using market a material impact on the financial condition of the Company for interest rates for loans with similar credit risk and maturity, the twelve months ended December 31, 2017. specifically lending rates offered to retail borrowers by financial institutions. • Loans classified as loans and receivables are valued by discounting the expected future cash flows at prevailing market yields.

TABLE 23: FINANCIAL INSTRUMENTS

DECEMBER 31, 2017 DECEMBER 31, 2016

($ millions) CARRYING VALUE FAIR VALUE CARRYING VALUE FAIR VALUE

Financial assets recorded at fair value Securities – Available for sale $ 282.7 $ 282.7 $ 158.4 $ 158.4 – Held for trading 97.0 97.0 66.8 66.8 Loans – Held for trading 286.7 286.7 339.5 339.5 Derivative financial instruments 35.7 35.7 42.8 42.8 Financial assets recorded at amortized cost Loans – Loans and receivables 7,563.2 7,675.5 7,643.8 7,867.7 Financial liabilities recorded at fair value Derivative financial instruments 28.4 28.4 38.2 38.2 Other financial liabilities 9.3 9.3 9.8 9.8 Financial liabilities recorded at amortized cost Deposits and certificates 505.0 505.5 471.2 472.2 Obligations to securitization entities 7,596.0 7,657.8 7,721.0 7,873.1 Long-term debt 2,175.0 2,470.2 1,325.0 1,610.9

64 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS RISK MANAGEMENT

The Company is exposed to a variety of risks that are inherent • The Audit Committee has specific risk oversight in its business activities. Its ability to manage these risks is key responsibilities in relation to financial disclosure, internal to its ongoing success. The Company emphasizes a strong risk controls and the control environment as well as the management culture and the implementation of an effective Company’s compliance activities. risk management approach. The risk management approach • Other committees having specific risk oversight coordinates risk management across the organization and its responsibilities include: i) the Compensation Committee business units and seeks to ensure prudent and measured risk- which oversees compensation policies and practices, ii) the taking in order to achieve an appropriate balance between risk Governance and Nominating Committee which oversees and return. Fundamental to our enterprise risk management corporate governance practices, and iii) the Related Party program is protecting and enhancing our reputation. and Conduct Review Committee which oversees conflicts of interest as well as the administration of the Code of Business RISK MANAGEMENT FRAMEWORK Conduct and Ethics for Directors, Officers and Employees (Code of Conduct). The Company’s risk management approach is undertaken through its Enterprise Risk Management (ERM) Framework Management oversight for risk management resides with the which includes five core elements: risk governance, risk appetite, executive Risk Management Committee which is comprised risk principles, a defined risk management process, and risk of the President and Chief Executive Officer, IGM Financial and management culture. The ERM Framework is established under Investors Group, the President and Chief Executive Officer, the Company’s ERM Policy, which is approved by the Risk Mackenzie Investments, the Chief Financial Officer, and the Management Committee. General Counsel and Chief Compliance Officer. The committee is responsible for management providing oversight of the RISK GOVERNANCE Company’s risk management process by: i) establishing and The Company’s risk governance structure emphasizes a maintaining the risk framework and policy, ii) defining the comprehensive and consistent framework throughout the Company’s risk appetite, iii) ensuring the Company’s risk profile Company and its subsidiaries, with identified ownership of and processes are aligned with corporate strategy and risk risk management in each business unit and oversight by appetite, and iv) establishing “tone at the top” and reinforcing an executive Risk Management Committee accountable to a strong culture of risk management. the Executive Committee of the Board. Additional oversight The Chief Executive Officers of the operating companies have is provided by the Enterprise Risk Management (ERM) overall responsibility for overseeing risk management of their Department, corporate and distribution compliance groups, respective companies. and the Company’s Internal Audit Department. The Company has assigned responsibility for risk management The Board of Directors provides oversight and carries out its using the Three Lines of Defence model, with the First Line risk management mandate primarily through the following reflecting the business units having primary responsibility for committees: risk management, supported by Second Line risk management • The Executive Committee is responsible for the oversight of functions and a Third Line Internal Audit function providing enterprise risk management by: i) ensuring that appropriate assurance and validation of the design and effectiveness of the procedures are in place to identify and manage risks and ERM Framework. establish risk tolerances, ii) ensuring that appropriate policies, procedures and controls are implemented to manage risks, First Line of Defence and iii) reviewing the risk management process on a regular The leaders of the various business units and support functions basis to ensure that it is functioning effectively. have primary ownership and accountability for the ongoing • The Investment Committee oversees management of the risk management associated with their respective activities. Company’s financial risks, being market risk, credit risk, and Responsibilities of business unit and support function leaders liquidity and funding risk by: i) ensuring that appropriate include: i) establishing and maintaining procedures for the procedures are in place to identify and manage financial identification, assessment, documentation and escalation of risks in accordance with tolerances, ii) monitoring the risks, ii) implementing control activities to mitigate risks, iii) implementation and maintenance of appropriate policies, identifying opportunities for risk reduction or transfer, and iv) procedures and controls to manage financial risks, and iii) aligning business and operational strategies with the risk culture reviewing the financial risk management process on a regular and risk appetite of the organization as established by the Risk basis to ensure that it is functioning effectively. Management Committee.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 65 Second Line of Defence RISK MANAGEMENT PROCESS The Enterprise Risk Management (ERM) Department provides The Company’s risk management process is designed to foster: oversight, analysis and reporting to the Risk Management • Ongoing assessment of risks and tolerance in a changing Committee on the level of risks relative to the established risk operating environment. appetite for all activities of the Company. Other responsibilities include: i) developing and maintaining the enterprise risk • Appropriate identification and understanding of existing and management program and framework, ii) managing the emerging risks and risk response. enterprise risk management process, and iii) providing guidance • Timely monitoring and escalation of risks based upon and training to business unit and support function leaders. changing circumstances.

The Company has a number of committees of senior business Significant risks that may adversely affect the Company’s ability leaders which provide oversight of specific business risks, to achieve its strategic and business objectives are identified including the Financial Risk Management and Information through the Company’s ongoing risk management process. Services Risk Oversight committees. These committees perform We use a consistent methodology across our organizations critical reviews of risk assessments, risk management practices and business units for identification and assessment of risks. and risk response plans developed by business units and support Risks are assessed by evaluating the impact and likelihood of functions. the potential risk event after consideration of controls and any Other oversight accountabilities reside with the Company’s risk transfer activities. The results of these assessments are corporate and sales compliance groups which are responsible considered relative to risk appetite and tolerances and may for ensuring compliance with policies, laws and regulations. result in action plans to adjust the risk profile. Risk assessments are monitored and reviewed on an ongoing Third Line of Defence basis by business units and by oversight areas including the The Internal Audit Department is the third line of defence and ERM Department. The ERM Department promotes and provides independent assurance to senior management and coordinates communication and consultation to support the Board of Directors on the effectiveness of risk management effective risk management and escalation. The ERM Department policies, processes and practices. regularly reports on the results of risk assessments and on the assessment process to the Risk Management Committee and to RISK APPETITE AND RISK PRINCIPLES the Executive Committee of the Board. The Risk Management Committee establishes the Company’s appetite for different types of risk through the Risk Appetite RISK MANAGEMENT CULTURE Framework. Under the Risk Appetite Framework, one of four Risk management is intended to be everyone’s responsibility appetite levels is established for each risk type and business within the organization. The ERM Department engages activity of the Company. These appetite levels range from all business units in workshops to foster awareness and those where the Company has no appetite for risk and seeks incorporation of our risk framework into our business activities. to minimize any losses, to those where the Company readily accepts exposure while seeking to ensure that risks are well We have an established business planning process which understood and managed. These appetite levels guide our reinforces our risk management culture. Our compensation business units as they engage in business activities, and inform programs are typically objectives-based, and do not encourage them in establishing policies, limits, controls and risk transfer or reward excessive or inappropriate risk taking, and often are activities. aligned specifically with risk management objectives.

A Risk Appetite Statement and Risk Principles provide further Our risk management program emphasizes integrity, ethical guidance to business leaders and employees as they conduct risk practices, responsible management and measured risk-taking management activities. The Risk Appetite Statement’s emphasis with a long-term view. Our standards of integrity and ethics are is to maintain the Company’s reputation and brand, ensure reflected within our Code of Conduct which applies to directors, financial flexibility, and focus on mitigating operational risk. officers and employees.

66 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS KEY RISKS OF THE BUSINESS The Company also maintains sufficient liquidity to fund and The Company identifies risks to which its businesses and temporarily hold mortgages pending sale or securitization operations could be exposed considering factors both internal to long-term funding sources and to manage any derivative and external to the organization. These risks are broadly collateral requirements related to the mortgage banking grouped into six categories. operation. Through its mortgage banking operations, residential mortgages are sold to third parties including certain mutual 1) FINANCIAL RISK funds, institutional investors through private placements, Canadian bank-sponsored securitization trusts, and by issuance LIQUIDITY AND FUNDING RISK and sale of National Housing Act Mortgage-Backed Securities Liquidity and funding risk is the risk of the inability to generate (NHA MBS) securities including sales to Canada Housing Trust or obtain sufficient cash in a timely and cost-effective manner under the CMB Program. The Company maintains committed to meet contractual or anticipated commitments as they come capacity within certain Canadian bank-sponsored securitization due or arise. trusts. Capacity for sales under the CMB Program consists of participation in new CMB issues and reinvestment of principal The Company’s liquidity management practices include: repayments held in the Principal Reinvestment Accounts. The • Maintaining liquid assets and lines of credit to satisfy near Company’s continued ability to fund residential mortgages term liquidity needs. through Canadian bank-sponsored securitization trusts and • Ensuring effective controls over liquidity management NHA MBS is dependent on securitization market conditions and processes. government regulations that are subject to change. A condition • Performing regular cash forecasts and stress testing. of the NHA MBS and CMB Program is that securitized loans be insured by an insurer that is approved by CMHC. The availability • Regular assessment of capital market conditions and the of mortgage insurance is dependent upon market conditions Company’s ability to access bank and capital market funding. and is subject to change. • Ongoing efforts to diversify and expand long-term mortgage funding sources. As part of ongoing liquidity management during 2017 and 2016, • Oversight of liquidity management by the Financial Risk the Company: Management Committee, a committee of finance business • Continued to expand our funding channels by issuing NHA leaders, and by the Investment Committee of the Board of MBS to multiple purchasers. Directors. • Continued to assess and identify additional funding sources A key funding requirement for the Company is the funding of for the Company’s mortgage banking operations, including commissions paid on the sale of mutual funds. Commissions the launch of a new residential mortgage product suite on the sale of mutual funds continue to be paid from operating through our partners at National Bank in the fourth quarter of cash flows. 2017, which complements our current mortgage offerings.

TABLE 24: CONTRACTUAL OBLIGATIONS

LESS THAN 1-5 AFTER AS AT DECEMBER 31, 2017 ($ millions) DEMAND 1 YEAR YEARS 5 YEARS TOTAL

Derivative financial instruments $ – $ 7.0 $ 21.4 $ – $ 28.4 Deposits and certificates 489.9 6.5 6.9 1.7 505.0 Obligations to securitization entities – 1,193.0 6,357.3 45.7 7,596.0 Long-term debt – 150.0 375.0 1,650.0 2,175.0 Operating leases(1) – 28.4 70.7 35.1 134.2 Pension funding(2) – 47.3 – – 47.3 Total contractual obligations $ 489.9 $ 1,432.2 $ 6,831.3 $ 1,732.5 $ 10,485.9

(1) Includes future minimum lease payments related to office space and equipment used in the normal course of business. Lease payments are charged to earnings in the period of use. (2) The next required actuarial valuation will be completed based on a measurement date of December 31, 2017. Pension funding requirements beyond 2018 are subject to significant variability and will be determined based on future actuarial valuations. Pension contribution decisions are subject to change, as contributions are affected by many factors including market performance, regulatory requirements, changes in assumptions and management’s ability to change funding policy.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 67 Long-Term Debt Maturity Schedule ($ millions)







    

                               

Year

• Filed a short form base shelf prospectus to give the Company discretion. As at December 31, 2017 and December 31, 2016, the flexibility to access debt and equity markets. the Company was not utilizing its committed lines of credit or • Increased the Company’s committed lines of credit by $300 its uncommitted lines of credit. million during the fourth quarter of 2016. The actuarial valuation for funding purposes related to the • In January 2017, the Company issued $400 million of 10 Company’s registered defined benefit pension plan, based on year 3.44% debentures and $200 million of 30 year 4.56% a measurement date of December 31, 2016, was completed debentures. The net proceeds will be used by IGM Financial in September 2017. Based on the actuarial valuation, the to finance a substantial portion of its previously announced registered pension plan had a solvency deficit of $82.7 million acquisition of a 13.9% equity interest in China AMC and for compared to $23.4 million in the previous actuarial valuation, general corporate purposes. which was based on a measurement date of December 31, • In December 2017, the Company issued $250 million of 30 2013. The increase in the solvency deficit resulted primarily year 4.115% debentures. The net proceeds will be used by from lower interest rates, and is required to be funded over five IGM Financial to repay upcoming long-term debt maturities years. The Company has made contributions of $37.8 million and for general corporate purposes. in 2017 (2016 - $19.7 million). The Company expects to make The Company’s contractual obligations are reflected in Table 24. contributions of approximately $47.3 million in 2018. Pension contribution decisions are subject to change, as contributions The maturity schedule for long-term debt of $2,175 million is are affected by many factors including market performance, reflected in the accompanying chart (Long-Term Debt Maturity regulatory requirements, changes in assumptions and Schedule). Debt repayment of $150 million is due March 7, 2018 management’s ability to change funding policy. and $375 million is due in 2019. Management believes cash flows from operations, available In addition to IGM Financial’s current balance of cash and cash cash balances and other sources of liquidity described above are equivalents, liquidity is available through the Company’s lines sufficient to meet the Company’s liquidity needs. The Company of credit. The Company’s lines of credit with various Schedule continues to have the ability to meet its operational cash I Canadian chartered banks totalled $825 million at December flow requirements, its contractual obligations, and its declared 31, 2017, unchanged from December 31, 2016. The lines of dividends. The current practice of the Company is to declare credit as at December 31, 2017 consisted of committed lines and pay dividends to common shareholders on a quarterly basis of $650 million (December 31, 2016 – $650 million) and at the discretion of the Board of Directors. The declaration of uncommitted lines of $175 million (December 31, 2016 - $175 dividends by the Board of Directors is dependent on a variety million). The Company has accessed its uncommitted lines of factors, including earnings which are significantly influenced of credit in the past; however, any advances made by a bank by the impact that debt and equity market performance has on under the uncommitted lines of credit are at the bank’s sole the Company’s fee income and commission and certain other

68 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS expenses. The Company’s liquidity position and its management • Use of client-insured mortgage default insurance and of liquidity and funding risk have not changed materially since mortgage portfolio default insurance held by the Company; December 31, 2016. and • Its practice of originating its mortgages exclusively through its CREDIT RISK own network of Mortgage Planning Specialists and Investors Credit risk is the potential for financial loss to the Company if a Group Consultants as part of a client’s comprehensive counterparty to a transaction fails to meet its obligations. financial plan.

The Company’s cash and cash equivalents, securities holdings, In certain instances, credit risk is also limited by the terms and mortgage portfolios, and derivatives are subject to credit risk. nature of securitization transactions as described below: The Company monitors its credit risk management practices on • Under the NHA MBS program totalling $4.5 billion (2016 an ongoing basis to evaluate their effectiveness. - $4.9 billion), the Company is obligated to make timely payment of principal and coupons irrespective of whether Cash and Cash Equivalents such payments were received from the mortgage borrower. At December 31, 2017, cash and cash equivalents of $966.8 However, as required by the NHA MBS program, 100% of the million (2016 - $611.0 million) consisted of cash balances of loans are insured by an approved insurer. $88.3 million (2016 - $84.5 million) on deposit with Canadian • Credit risk for mortgages securitized by transfer to bank- chartered banks and cash equivalents of $878.5 million (2016 - sponsored securitization trusts totalling $3.1 billion (2016 $526.5 million). Cash equivalents are comprised of Government – $2.7 billion) is limited to amounts held in cash reserve of Canada treasury bills totalling $239.5 million (2016 - $44.1 accounts and future net interest income, the fair values of million), provincial government treasury bills and promissory which were $69.7 million (2016 - $54.7 million) and $42.4 notes of $252.6 million (2016 - $197.1 million), bankers’ million (2016 - $45.0 million), respectively, at December 31, acceptances and other short-term notes issued by Canadian 2017. Cash reserve accounts are reflected on the balance chartered banks of $351.4 million (2016 - $246.8 million), and sheet, whereas rights to future net interest income are not highly rated corporate commercial paper of $35.0 million (2016 reflected on the balance sheet and will be recorded over - $38.5 million). the life of the mortgages. This risk is further mitigated by The Company manages credit risk related to cash and cash insurance with 16.4% of mortgages held in ABCP Trusts equivalents by adhering to its Investment Policy that outlines insured at December 31, 2017 (2016 – 29.1%). credit risk parameters and concentration limits. The Company At December 31, 2017, residential mortgages recorded on regularly reviews the credit ratings of its counterparties. The balance sheet were 65.5% insured (2016 – 73.9%). As at maximum exposure to credit risk on these financial instruments December 31, 2017, impaired mortgages on these portfolios is their carrying value. were $2.8 million, compared to $2.6 million at December 31, 2016. Uninsured non-performing mortgages over 90 days The Company’s exposure to and management of credit risk on these portfolios were $0.8 million at December 31, 2017, related to cash and cash equivalents and fixed income securities compared to $0.9 million at December 31, 2016. have not changed materially since December 31, 2016. The Company also retains certain elements of credit risk on Mortgage Portfolio mortgage loans sold to the Investors Mortgage and Short As at December 31, 2017, residential mortgages, recorded on Term Income Fund and to the Investors Canadian Corporate the Company’s balance sheet, of $7.8 billion (2016 - $8.0 billion) Bond Fund through an agreement to repurchase mortgages consisted of $7.5 billion sold to securitization programs (2016 in certain circumstances benefiting the funds. These loans are - $7.6 billion), $286.7 million held pending sale or securitization not recorded on the Company’s balance sheet as the Company (2016 - $339.5 million) and $26.0 million related to the has transferred substantially all of the risks and rewards of Company’s intermediary operations (2016 - $29.2 million). ownership associated with these loans.

The Company manages credit risk related to residential The Company regularly reviews the credit quality of the mortgages through: mortgages and the adequacy of the collective allowance for credit losses. • Adhering to its lending policy and underwriting standards; • Its loan servicing capabilities;

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 69 The Company’s collective allowance for credit losses was Interest Rate Risk $0.8 million at December 31, 2017, compared to $0.7 million The Company is exposed to interest rate risk on its mortgage at December 31, 2016, and is considered adequate by portfolio and on certain of the derivative financial instruments management to absorb all credit-related losses in the mortgage used in the Company’s mortgage banking operations. portfolios based on: i) historical credit performance experience The Company manages interest rate risk associated with its and recent trends, ii) current portfolio credit metrics and other mortgage banking operations by entering into interest rate relevant characteristics, and iii) regular stress testing of losses swaps with Canadian Schedule I chartered banks as follows: under adverse real estate market conditions. • The Company has in certain instances funded floating rate The Company’s exposure to and management of credit risk mortgages with fixed rate Canada Mortgage Bonds as part related to mortgage portfolios have not changed materially of the securitization transactions under the CMB Program. since December 31, 2016. As previously discussed, as part of the CMB Program, the Company is party to a swap whereby it is entitled to receive Derivatives investment returns on reinvested mortgage principal and is The Company is exposed to credit risk through derivative obligated to pay Canada Mortgage Bond coupons. This swap contracts it utilizes to hedge interest rate risk, to facilitate had a positive fair value of $4.1 million (December 31, 2016 – securitization transactions and to hedge market risk related negative $23.1 million) and an outstanding notional amount to certain stock-based compensation arrangements. These of $1.2 billion at December 31, 2017 (December 31, 2016 derivatives are discussed more fully under the Market Risk - $1.0 billion). The Company enters into interest rate swaps section of this MD&A. with Canadian Schedule I chartered banks to hedge the risk To the extent that the fair value of the derivatives is in a that the interest rates earned on floating rate mortgages gain position, the Company is exposed to credit risk that and reinvestment returns decline. The negative fair value of its counterparties fail to fulfil their obligations under these these swaps totalled $4.5 million (December 31, 2016 - $30.0 arrangements. million), on an outstanding notional amount of $1.9 billion at December 31, 2017 (December 31, 2016 - $2.1 billion). The Company’s derivative activities are managed in accordance The net fair value of these swaps of negative $0.4 million at with its Investment Policy which includes counterparty limits December 31, 2017 (December 31, 2016 - $6.9 million) are and other parameters to manage counterparty risk. The recorded on balance sheet and have an outstanding notional aggregate credit risk exposure related to derivatives that amount of $3.1 billion (December 31, 2016 - $3.1 billion). are in a gain position of $33.8 million (2016 - $41.4 million) • The Company is exposed to the impact that changes in does not give effect to any netting agreements or collateral interest rates may have on the value of mortgages committed arrangements. The exposure to credit risk, considering netting to or held pending sale or securitization to long-term agreements and collateral arrangements and including rights funding sources. The Company enters into interest rate to future net interest income, was $1.2 million at December 31, swaps to hedge the interest rate risk related to funding 2017 (2016 - $3.0 million). Counterparties are all Canadian costs for mortgages held by the Company pending sale Schedule I chartered banks and, as a result, management or securitization. The fair value of these swaps totalled has determined that the Company’s overall credit risk related $0.9 million (December 31, 2016 - negative $0.4 million) to derivatives was not significant at December 31, 2017. on an outstanding notional amount of $137.0 million at Management of credit risk related to derivatives has not December 31, 2017 (December 31, 2016 - $123.0 million). changed materially since December 31, 2016. As at December 31, 2017, the impact to annual net earnings Additional information related to the Company’s securitization of a 100 basis point increase in interest rates would have been activities and utilization of derivative contracts can be found in a decrease of approximately $0.9 million (December 31, 2016 Notes 2, 6 and 21 to the Consolidated Financial Statements. - an increase of $0.2 million). The Company’s exposure to and management of interest rate risk have not changed materially MARKET RISK since December 31, 2016. Market risk is the potential for loss to the Company from changes in the values of its financial instruments due to changes in foreign exchange rates, interest rates or equity prices.

70 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS TABLE 25: IGM FINANCIAL ASSETS UNDER MANAGEMENT – ASSET AND CURRENCY MIX

AS AT DECEMBER 31, 2017 INVESTMENT FUNDS TOTAL

Cash 1.1 % 1.5 % Short-term fixed income and mortgages 6.0 5.9 Other fixed income 23.3 22.9 Domestic equity 28.0 27.9 Foreign equity 38.6 38.6 Real Property 3.0 3.2 100.0 % 100.0 % CAD 61.2 % 61.1 % USD 24.3 24.0 Other 14.5 14.9 100.0 % 100.0 %

Equity Price Risk Changing financial market conditions may also lead to a change The Company is exposed to equity price risk on its equity in the composition of the Company’s assets under management securities which are classified as either available for sale between equity and fixed income instruments, which could or fair value through profit or loss. The fair value of the result in lower revenues depending upon the management fee equity securities was $379.7 million at December 31, 2017 rates associated with different asset classes and mandates. (December 31, 2016 - $225.2 million), as shown in Table 18. The Company’s exposure to the value of assets under The Company sponsors a number of deferred compensation management aligns it with the experience of its clients. arrangements for employees where payments to participants Assets under management are broadly diversified by asset are deferred and linked to the performance of the common class, geographic region, industry sector, investment team shares of IGM Financial Inc. The Company hedges its exposure and style. The Company regularly reviews the sensitivity of its to this risk through the use of forward agreements and total assets under management, revenues, earnings and cash flow return swaps. to changes in financial markets. The Company believes that over the long term, exposure to investment returns on its client Foreign Exchange Risk portfolios is beneficial to the Company’s results and consistent The Company is exposed to foreign exchange risk on its with stakeholder expectations, and generally it does not investments in Personal Capital and China AMC. engage in risk transfer activities such as hedging in relation to these exposures. RISKS RELATED TO ASSETS UNDER MANAGEMENT At December 31, 2017, IGM Financial’s total assets under 2) OPERATIONAL RISK management were $156.5 billion compared to $142.7 billion at Operational risks relating to people and processes are mitigated December 31, 2016. through policies and process controls. Oversight of risks and ongoing evaluation of the effectiveness of controls is provided by The Company’s primary sources of revenues are management, the Company’s compliance department, ERM Department and administration and other fees which are applied as an annual Internal Audit Department. percentage of the level of assets under management. As a result, the level of the Company’s revenues and earnings are indirectly The Company has an insurance review process where it exposed to a number of financial risks that affect the value of assesses and determines the nature and extent of insurance assets under management on an ongoing basis. These include that is appropriate to provide adequate protection against market risks, such as changes in equity prices, interest rates and unexpected losses, and where it is required by law, regulators or foreign exchange rates, as well as credit risk on debt securities, contractual agreements. loans and credit exposures from other counterparties within our client portfolios.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 71 OPERATIONAL RISK MODEL RISK Operational risk is the risk of loss resulting from inadequate The Company uses a variety of models to assist in: the or failed internal processes or systems, human interaction or valuation of financial instruments, operational scenario external events, but excludes business risk. testing, management of cash flows, capital management, and assessment of potential acquisitions. These models incorporate Operational risk affects all business activities, including the internal assumptions, observable market inputs and available processes in place to manage other risks. As a result, operational market prices. Effective controls exist over the development, risk can be difficult to measure, given that it forms part of implementation and application of these models. However, other risks of the Company and may not always be separately changes in the internal assumptions or other factors affecting identified. Our Company is exposed to a broad range of the models could have an adverse effect on the Company’s operational risks, including information technology security consolidated financial position. and system failures, errors relating to transaction processing, financial models and valuations, fraud and misappropriation of LEGAL AND REGULATORY COMPLIANCE assets, and inadequate application of internal control processes. Legal and Regulatory Compliance Risk is the risk of not The impact can result in significant financial loss, reputational complying with laws, contractual agreements or regulatory harm or regulatory actions. requirements. This includes distribution compliance, investment The Company’s risk management framework emphasizes management compliance, accounting and internal controls, and operational risk management and internal control. The Company reporting and communications. has a very low appetite for risk in this area. IGM Financial is subject to complex and changing legal, taxation The business unit leaders are responsible for management of the and regulatory requirements, including the requirements of day to day operational risks of their respective business units. agencies of the federal, provincial and territorial governments Specific programs, policies, training, standards and governance in Canada which regulate the Company and its activities. processes have been developed to support the management of The Company and its subsidiaries are also subject to the operational risk. requirements of self-regulatory organizations to which they belong. These and other regulatory bodies regularly adopt new The Company has a business continuity management program laws, rules, regulations and policies that apply to the Company to support the sustainment, management and recovery of critical and its subsidiaries. These requirements include those that apply operations and processes in the event of a business disruption. to IGM Financial as a publicly traded company and those that apply to the Company’s subsidiaries based on the nature of their TECHNOLOGY AND CYBER RISK activities. They include regulations related to securities markets, Technology and cyber risk driven by systems are managed the provision of financial products and services, including fund through controls over technology development and change management, distribution, insurance and mortgages, and other management. Information security is a significant risk to our activities carried on by the Company in the markets in which industry and our Company’s operations. The Company uses it operates. Regulatory standards affecting the Company and systems and technology to support its business operations and the financial services industry are significant and are being the client and financial advisor experience. As a result, we are continually changed. The Company and its subsidiaries are exposed to risks relating to technology and cyber security such subject to reviews as part of the normal ongoing process of as data breaches, identity theft and hacking, including the risk oversight by the various regulators. of denial of service or malicious software attacks. Such attacks could compromise confidential information of the Company Failure to comply with laws, rules or regulations could lead to and that of clients or other stakeholders, and could result regulatory sanctions and civil liability, and may have an adverse in negative consequences including lost revenue, litigation, reputational or financial effect on the Company. The Company regulatory scrutiny or reputational damage. To remain resilient manages legal and regulatory compliance risk through its efforts to such threats, the Company has established enterprise-wide to promote a strong culture of compliance. The monitoring cyber security programs, benchmarked capabilities to sound of regulatory developments and their impact on the Company industry practices, and has implemented threat and vulnerability is overseen by the Regulatory Initiatives Committee chaired assessment and response capabilities. by the Senior Vice-President, Client and Regulatory Affairs. It also continues to develop and maintain compliance policies,

72 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS processes and oversight, including specific communications The Company has a business planning process that supports on compliance and legal matters, training, testing, monitoring development of an annual business plan, approved by the Board and reporting. The Audit Committee of the Company receives of Directors, which incorporates objectives and targets for the regular reporting on compliance initiatives and issues. Company. Components of management compensation are associated with the achievement of earnings targets and other IGM Financial promotes a strong culture of ethics and integrity objectives associated with the plan. Strategic plans and direction through its Code of Conduct approved by the Board of Directors, are part of this planning process and are integrated into the which outlines standards of conduct that apply to all IGM Company’s risk management program. Financial directors, officers and employees. The Code of Conduct incorporates many policies relating to the conduct of directors, ACQUISITION RISK officers and employees, and covers a variety of relevant topics, The Company is also exposed to risks related to its acquisitions. such as anti-money laundering and privacy. Individuals subject The Company undertakes thorough due diligence prior to to the Code of Conduct attest annually that they understand the completing an acquisition, but there is no assurance that the requirements and have complied with its provisions. Company will achieve the expected strategic objectives or cost Business units are responsible for management of legal and and revenue synergies subsequent to an acquisition. Subsequent regulatory compliance risk, and implementing appropriate changes in the economic environment and other unanticipated policies, procedures and controls. The Company has a number factors may affect the Company’s ability to achieve expected of different compliance departments responsible for providing earnings growth or expense reductions. The success of an oversight of investment management and distribution-related acquisition is dependent on retaining assets under management, compliance activities. The Internal Audit Department also clients, and key employees of an acquired company. provides oversight and investigations concerning regulatory compliance matters. 4) REGULATORY DEVELOPMENTS Regulatory development risk is the potential for changes to CONTINGENCIES regulatory, legal, or tax requirements that may have an adverse The Company is subject to legal actions arising in the normal impact upon the Company’s business activities or financial results. course of its business. Although it is difficult to predict the The Company is exposed to the risk of changes in laws, taxation outcome of any such legal actions, based on current knowledge and regulation that could have an adverse impact on the and consultation with legal counsel, management does not Company. Particular regulatory initiatives may have the effect expect the outcome of any of these matters, individually or in of making the products of the Company’s subsidiaries appear to aggregate, to have a material adverse effect on the Company’s be less competitive than the products of other financial service consolidated financial position. providers, to third party distribution channels and to clients. Regulatory differences that may impact the competitiveness 3) GOVERNANCE, OVERSIGHT AND STRATEGIC RISK of the Company’s products include regulatory costs, tax Governance, oversight and strategic risk is the risk of potential treatment, disclosure requirements, transaction processes or adverse impacts resulting from inadequate or inappropriate other differences that may be as a result of differing regulation governance, oversight, management of incentives and conflicts, or application of regulation. Regulatory developments may and strategic planning. also impact product structures, pricing, and dealer and advisor IGM Financial believes in the importance of good corporate compensation. While the Company and its subsidiaries actively governance and the central role played by directors in monitor such initiatives, and where feasible comment upon or the governance process. We believe that sound corporate discuss them with regulators, the ability of the Company and its governance is essential to the well being of the Company and its subsidiaries to mitigate the imposition of differential regulatory shareholders. treatment of financial products or services is limited.

Oversight of IGM Financial is performed by the Board of BEST INTEREST STANDARD, TARGETED Directors directly and through its seven committees. The REFORMS AND MUTUAL FUND EMBEDDED Company’s President and Chief Executive Officer has overall COMMISSIONS responsibility for management of the Company. The Company’s In May 2017, the Canadian Securities Administrators (the CSA) activities are carried out principally by three operating published Staff Notice 33-319 (the Staff Notice) Status Report companies - Investors Group Inc., Mackenzie Financial on CSA Consultation Paper 33-404 Proposals to Enhance Corporation and Investment Planning Counsel Inc. - each of the Obligations of Advisers, Dealers and Representatives which are managed by a President and Chief Executive Officer.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 73 Toward Their Clients (the BIS Consultation Paper), which framework for the pan-Canadian securities regulation under provided an update on the CSA’s proposal for a set of targeted the proposed Capital Markets Regulatory Authority (CMRA) reforms relating to the client-registrant relationship and a was unconstitutional. regulatory best interest standard. The Company’s subsidiaries submitted comment letters on the BIS Consultation Paper The decision has been appealed to the Supreme Court of and also participated in a series of roundtables hosted by Canada which is expected to hear arguments in March, 2018. certain jurisdictions to further explore the proposals in the BIS The Company is continuing to monitor this initiative and any Consultation Paper. impact it may have on its activities and those of its subsidiaries, particularly in the area of the regulation of mutual funds. The Staff Notice specifies that only the Ontario Securities Commission and the Financial and Consumer Services 5) BUSINESS RISK Commission of New Brunswick will continue to pursue further work to articulate a regulatory best interest standard. The Staff GENERAL BUSINESS CONDITIONS Notice further indicates that over the 2017-2018 fiscal year, the General Business Conditions Risk refers to the potential CSA will prioritize the work on many of the targeted reforms. for an unfavourable impact on IGM Financial resulting This work will culminate in rule proposals that will be published from competitive or other external factors relating to for comment, providing the Company’s subsidiaries further the marketplace. opportunity for meaningful input. Global economic conditions, changes in equity markets, In January 2017, the CSA published CSA Staff Notice 81-408 demographics and other factors including political and Consultation on the Option of Discontinuing Embedded government instability, can affect investor confidence, income Commissions (the Fees Consultation Paper) which sought levels and savings decisions. This could result in reduced sales of input on the option of discontinuing embedded commissions IGM Financial’s products and services and/or result in investors and the potential impacts of such a change on Canadian redeeming their investments. These factors may also affect the investors and market participants. The Company’s subsidiaries level of financial markets and the value of the Company’s assets submitted comment letters on the Fees Consultation Paper. under management, as described more fully under the Risks The Company’s subsidiaries also participated in the roundtables Related to Assets Under Management section of this MD&A. hosted by some members of the CSA in the fall to facilitate The Company, across its operating subsidiaries, is focused on further stakeholder input on the Fees Consultation Paper. communicating with clients and emphasizing the importance of The Company will continue its active dialogue and engagement financial planning across economic cycles. The Company and the with regulators on these subjects. industry continue to take steps to educate Canadian investors on the merits of financial planning, diversification and long-term COOPERATIVE CAPITAL MARKETS REGULATORY SYSTEM investing. In periods of volatility Consultants and independent Since 2013, the Government of Canada and participating financial advisors play a key role in assisting investors in provincial jurisdictions have been working to establish a maintaining perspective and focus on their long-term objectives. common securities regulator for Canada’s capital markets. Redemption rates for long-term funds are summarized in Table Of note, there has been opposition from Quebec, Alberta 26 and are discussed in the Investors Group and Mackenzie and Manitoba. In response to a reference from the Quebec Segment Operating Results sections of this MD&A. government, in May 2017 the Quebec Court of Appeal ruled in favour of the Quebec government and held that the governance

TABLE 26: TWELVE MONTH TRAILING REDEMPTION RATE FOR LONG-TERM FUNDS

2017 2016 DEC. 31 DEC. 31

IGM Financial Inc. Investors Group 8.4 % 8.8 % Mackenzie 14.8 % 15.0 % Counsel 16.7 % 15.7 %

74 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS PRODUCT / SERVICE OFFERING loss of client accounts which could have an adverse effect on There is potential for unfavourable impacts on IGM Financial Investors Group’s results of operations and business prospects. resulting from inadequate product or service performance, Investors Group is focused on strengthening its distribution quality or breadth. network of Consultants and on responding to the complex financial needs of its clients by delivering a diverse range of IGM Financial and its subsidiaries operate in a highly competitive products and services in the context of personalized financial environment, competing with other financial service providers, advice, as discussed in the Investors Group Review of the investment managers and product and service types. Client Business section of this MD&A. development and retention can be influenced by a number of factors, including products and services offered by competitors, Mackenzie – Mackenzie derives the majority of its mutual fund relative service levels, relative pricing, product attributes, sales through third party financial advisors. Financial advisors reputation and actions taken by competitors. This competition generally offer their clients investment products in addition to, could have an adverse impact upon the Company’s financial and in competition with Mackenzie. Mackenzie also derives position and operating results. Please refer to The Competitive sales of its investment products and services from its strategic Landscape section of this MD&A for a further discussion. alliance and institutional clients. Due to the nature of the distribution relationship in these relationships and the relative The Company provides Consultants, independent financial size of these accounts, gross sale and redemption activity can be advisors, as well as retail and institutional clients with a high more pronounced in these accounts than in a retail relationship. level of service and support and a broad range of investment Mackenzie’s ability to market its investment products is highly products, with a focus on building enduring relationships. dependent on continued access to these distribution networks. The Company’s subsidiaries also continually review their The inability to have such access could have a material adverse respective product and service offering, and pricing, to ensure effect on Mackenzie’s operating results and business prospects. competitiveness in the marketplace. Mackenzie is well positioned to manage this risk and to The Company strives to deliver strong investment performance continue to build and enhance its distribution relationships. on its products relative to benchmarks and peers. Poor Mackenzie’s diverse portfolio of financial products and its long- investment performance relative to benchmarks or peers term investment performance record, marketing, educational could reduce the level of assets under management and sales and service support has made Mackenzie one of Canada’s and asset retention, as well as adversely impact our brands. leading investment management companies. These factors Meaningful and/or sustained underperformance could affect are discussed further in the Mackenzie Review of the Business the Company’s results. The Company’s objective is to cultivate section of this MD&A. investment processes and disciplines that provide it with a competitive advantage, and does so by diversifying its assets PEOPLE RISK under management and product shelf by investment team, People risk refers to the potential inability to attract or retain brand, asset class, mandate, style and geographic region. key employees or Consultants, develop to an appropriate level of proficiency, or manage personnel succession or transition. BUSINESS / CLIENT RELATIONSHIPS Management, investment and distribution personnel play an Business/Client relationships risk refers to the risk potential for important role in developing, implementing, managing and unfavourable impacts on IGM Financial resulting from changes distributing products and services offered by IGM Financial. to other key relationships. These relationships primarily include The loss of these individuals or an inability to attract, retain Investors Group clients and consultants, Mackenzie retail and motivate sufficient numbers of qualified personnel could distribution, strategic and significant business partners, clients of affect IGM Financial’s business and financial performance. Mackenzie funds, and sub-advisors and other product suppliers. 6) ENVIRONMENTAL RISK Investors Group Consultant network – Investors Group derives all of Environmental risk is the risk of loss resulting from its mutual fund sales through its Consultant network. Investors environmental issues involving our business activities and Group Consultants have regular direct contact with clients our operations. which can lead to a strong and personal client relationship based on the client’s confidence in that individual Consultant. Environmental risk covers a broad spectrum of issues, such as The market for financial advisors is extremely competitive. The climate change, biodiversity and ecosystem health, pollution, loss of a significant number of key Consultants could lead to the waste and the unsustainable use of water and other resources. Key environmental risks to IGM Financial include:

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 75 • Direct risks associated with the ownership and operation of environmental risks pertaining to their operations. IGM our businesses, which includes management and operation of Financial’s Executive Management Corporate Responsibility company-owned or managed assets and business operations; Committee oversees its commitment to environmental • Indirect risks as a result of the products and services we offer responsibility and risk management. and our procurement practices; Investors Group and Mackenzie are signatories to the Principles • Identification and management of emerging environmental for Responsible Investment (PRI). Under the PRI, investors regulatory issues; and formally commit to incorporate environmental, social and • Failure to understand and appropriately leverage environment governance (ESG) issues into their investment processes. In related trends to meet client demands for products and services. addition, Investors Group, Mackenzie and Investment Planning Counsel have implemented investing policies which provide IGM Financial has a long-standing commitment to responsible information on how these ESG issues are implemented at management, as articulated in the Company’s Corporate each company. Responsibility Statement approved by the Board of Directors and also within the Company’s Environmental Policy which IGM Financial reports on its environmental management commit us to responsibly manage our environmental footprint. and performance in its Corporate Responsibility Report. In addition, the Company participates in the Carbon Disclosure Failure to adequately manage environmental risks could Project (CDP) survey, which promotes corporate disclosures on adversely impact our results or our reputation. greenhouse gas emissions and climate change management. IGM Financial manages environmental risks across the Company, with business unit management having responsibility for identifying, assessing, controlling and monitoring

OUTLOOK

THE FINANCIAL SERVICES ENVIRONMENT Approximately 41% of Canadian discretionary financial assets or Canadians held $4.1 trillion in discretionary financial assets $1.7 trillion resided in investment funds at December 31, 2016, with financial institutions at December 31, 2016 based on making it the largest financial asset class held by Canadians. the most recent report from Investor Economics. The nature Other asset types include deposit products and direct securities of holdings was diverse, ranging from demand deposits held such as stocks and bonds. Approximately 78% of investment for short-term cash management purposes to longer-term funds are comprised of mutual fund products, with other investments held for retirement purposes. Approximately 66% product categories including segregated funds, hedge funds, ($2.7 trillion) of these financial assets are held within the context pooled funds, closed end funds and exchange traded funds. of a relationship with a financial advisor, and this is the primary With $150 billion in investment fund assets under management, channel serving the longer-term savings needs of Canadians. Of the Company is among the country’s largest investment fund the $1.4 trillion held outside of a financial advisory relationship, managers. Management believes that investment funds are likely approximately 60% consisted of bank deposits. to remain the preferred savings vehicle of Canadians. Investment funds provide investors with the benefits of diversification, Financial advisors represent the primary distribution channel for professional management, flexibility and convenience, and are the Company’s products and services, and the core emphasis available in a broad range of mandates and structures to meet of the Company’s business model is to support these financial most investor requirements and preferences. advisors as they work with clients to plan for and achieve their financial goals. Multiple sources of emerging research show Competition and technology have fostered a trend towards significantly better financial outcomes for Canadians who financial service providers offering a comprehensive range use financial advisors compared to those who do not. The of proprietary products and services. Traditional distinctions Company actively promotes the value of financial advice and between bank branches, full service brokerages, financial the importance of a relationship with an advisor to develop and planning firms and insurance agent sales forces have become remain focused on long-term financial plans and goals. obscured as many of these financial service providers strive to offer comprehensive financial advice implemented through

76 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS access to a broad product shelf. Accordingly, the Canadian Company monitors developments on an ongoing basis, and financial services industry is characterized by a number of large, engages in policy discussions and develops product and service diversified, vertically-integrated participants, similar to IGM responses as appropriate. Financial, who offer both financial planning and investment IGM Financial continues to focus on its commitment to provide management services. quality investment advice and financial products, service Canadian banks distribute financial products and services innovations, effective management of the Company and long- through their traditional bank branches, as well as through their term value for its clients and shareholders. Management believes full service and discount brokerage subsidiaries. Bank branches that the Company is well-positioned to meet competitive continue to place increased emphasis on both financial planning challenges and capitalize on future opportunities. and mutual funds. In addition, each of the “big six” banks has The Company enjoys several competitive strengths, including: one or more mutual fund management subsidiaries. Collectively, mutual fund assets of the “big six” bank-owned mutual fund • Broad and diversified distribution with an emphasis on those managers and affiliated firms represented 43% of total industry channels emphasizing comprehensive financial planning long-term mutual fund assets at December 31, 2017. through a relationship with a financial advisor.

The Canadian mutual fund industry continues to be very • Broad product capabilities, leading brands and quality sub- concentrated, with the ten largest firms and their subsidiaries advisory relationships. representing 69% of industry long-term mutual fund assets • Enduring client relationships and the long-standing heritages and 69% of total mutual fund assets under management at and cultures of its subsidiaries. December 31, 2017. Management anticipates continuing • Benefits of being part of the Power Financial group of companies. consolidation in this segment of the industry as smaller participants are acquired by larger organizations. BROAD AND DIVERSIFIED DISTRIBUTION IGM Financial’s distribution strength is a competitive advantage. Management believes that the financial services industry will In addition to owning two of Canada’s largest financial planning continue to be influenced by the following trends: organizations, Investors Group and Investment Planning • Shifting demographics as the number of Canadians in their Counsel, IGM Financial has, through Mackenzie, access to prime savings and retirement years continue to increase. distribution through over 30,000 independent financial advisors. Mackenzie also, in its growing strategic alliance business, • Changes in investor attitudes based on economic conditions. partners with Canadian and U.S. manufacturing and distribution • Continued importance of the role of the financial advisor. complexes to provide investment management to a number of • Public policy related to retirement savings. retail investment fund mandates. • Changes in the regulatory environment. • An evolving competitive landscape. BROAD PRODUCT CAPABILITIES • Advancing and changing technology. IGM Financial’s subsidiaries continue to develop and launch innovative products and strategic investment planning tools to assist advisors in building optimized portfolios for clients. THE COMPETITIVE LANDSCAPE IGM Financial and its subsidiaries operate in a highly competitive ENDURING RELATIONSHIPS environment. Investors Group and Investment Planning Counsel IGM Financial enjoys significant advantages as a result of compete directly with other retail financial service providers, the enduring relationships that advisors enjoy with clients. In including other financial planning firms, as well as full service addition, the Company’s subsidiaries have strong heritages and brokerages, banks and insurance companies. Investors Group, cultures which are challenging for competitors to replicate. Mackenzie and Investment Planning Counsel compete directly with other investment managers for assets under management, BENEFITS OF BEING PART OF THE POWER FINANCIAL and their products compete with stocks, bonds and other asset GROUP OF COMPANIES classes for a share of the investment assets of Canadians. As part of the Power Financial group of companies, IGM Competition from other financial service providers, alternative Financial benefits through expense savings from shared service product types or delivery channels, and changes in regulations arrangements, as well as through access to distribution, or public preferences could impact the characteristics of product products and capital. and service offerings of the Company, including pricing, product structures, dealer and advisor compensation and disclosure. The

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 77 CRITICAL ACCOUNTING ESTIMATES AND POLICIES

SUMMARY OF CRITICAL ACCOUNTING • Goodwill and intangible assets – Goodwill, indefinite life ESTIMATES intangible assets, and definite life intangible assets are The preparation of financial statements in conformity with IFRS reflected in Note 10 of the Consolidated Financial Statements. requires management to exercise judgment in the process of The Company tests the fair value of goodwill and indefinite applying accounting policies and requires management to make life intangible assets for impairment at least once a year and estimates and assumptions that affect amounts reported in the more frequently if an event or circumstance indicates the Consolidated Financial Statements and accompanying notes. asset may be impaired. An impairment loss is recognized In applying these policies, management makes subjective and if the amount of the asset’s carrying amount exceeds its complex judgments that frequently require estimates about recoverable amount. The recoverable amount is the higher of matters that are inherently uncertain. Many of these policies are an asset’s fair value less costs of disposal and its value in use. common in the financial services industry; others are specific For the purposes of assessing impairment, assets are grouped to IGM Financial’s businesses and operations. IGM Financial’s at the lowest levels for which there are separately identifiable significant accounting policies are described in detail in Note 2 cash inflows (cash generating units). Finite life intangible of the Consolidated Financial Statements. assets are tested for impairment whenever events or changes in circumstances indicate that the carrying amounts may not Critical accounting estimates relate to the fair value of financial be recoverable. instruments, goodwill and intangibles, income taxes, deferred These tests involve the use of estimates and assumptions selling commissions, provisions and employee benefits. appropriate in the circumstances. In assessing the recoverable The major critical accounting estimates are summarized below: amounts, valuation approaches are used that include discounted cash flow analysis and application of capitalization • Fair value of financial instruments – The Company’s financial multiples to financial and operating metrics based upon instruments are carried at fair value, except for loans, deposits precedent acquisition transactions and trading comparables. and certificates, obligations to securitization entities, and Assumptions and estimates employed include future changes long-term debt which are all carried at amortized cost. in assets under management resulting from net sales and The fair value of publicly traded financial instruments is investment returns, pricing and profit margin changes, determined using published market prices. The fair value discount rates, and capitalization multiples. of financial instruments where published market prices are The Company completed its annual impairment tests of not available, including derivatives related to the Company’s goodwill and indefinite life intangible assets based on securitized loans, are determined using various valuation March 31, 2017 financial information and determined there models which maximize the use of observable market inputs was no impairment in the value of those assets. where available. Valuation methodologies and assumptions used in valuation models are reviewed on an ongoing basis. • Income taxes – The provision for income taxes is determined Changes in these assumptions or valuation methodologies on the basis of the anticipated tax treatment of transactions could result in significant changes in net earnings. recorded in the Consolidated Statements of Earnings. The determination of the provision for income taxes requires Investments in proprietary mutual funds and corporate interpretation of tax legislation in a number of jurisdictions. investments classified as available for sale result in unrealized Tax planning may allow the Company to record lower gains and losses on securities which are recorded in Other income taxes in the current year and income taxes recorded comprehensive income until realized or until there is objective in prior years may be adjusted in the current year to reflect evidence of impairment, at which time they are reclassified management’s best estimates of the overall adequacy to the Consolidated Statements of Earnings. Management of its provisions. Any related tax benefits or changes in regularly reviews securities classified as available for sale to management’s best estimates are reflected in the provision assess whether there is objective evidence of impairment. for income taxes. The recognition of deferred tax assets The Company considers such factors as the nature of the depends on management’s assumption that future earnings investment and the length of time and the extent to which will be sufficient to realize the future benefit. The amount the fair value has been below cost. A significant change of the deferred tax asset or liability recorded is based on in this assessment may result in unrealized losses being management’s best estimate of the timing of the realization recognized in net earnings. During 2017, the Company of the assets or liabilities. If our interpretation of tax legislation assessed the measurement of the available for sale securities differs from that of the tax authorities or if timing of reversals and determined there was no impairment in the value of is not as anticipated, the provision for income taxes could these securities.

78 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS increase or decrease in future periods. Additional information from the actuarial assumptions will result in actuarial gains or related to income taxes is included in the Summary of losses as well as changes in benefits expense. The Company Consolidated Operating Results in this MD&A and in Note 14 records actuarial gains and losses on all of its defined benefit to the Consolidated Financial Statements. plans in Other comprehensive income. • Deferred selling commissions – Commissions paid on the sale of During 2017, the performance of the defined benefit pension certain mutual fund products are deferred and amortized over plan assets was positively impacted by market conditions. a maximum period of seven years. The Company regularly Corporate bond yields decreased in 2017 thereby impacting reviews the carrying value of deferred selling commissions the discount rate used to measure the Company’s accrued with respect to any events or circumstances that indicate benefit liability. The discount rate utilized to value the defined impairment. Among the tests performed by the Company to benefit pension plan accrued benefit liability at December 31, assess recoverability is the comparison of the future economic 2017 was 3.60% compared to 4.05% at December 31, 2016. benefits derived from the deferred selling commission asset Pension plan assets increased to $417.7 million at December in relation to its carrying value. At December 31, 2017, 31, 2017 from $372.1 million at December 31, 2016. The there were no indications of impairment to deferred selling increase in plan assets was due to market performance of commissions. $27.1 million comprised of interest income of $15.5 million • Provisions – A provision is recognized when there is a present calculated based on the discount rate, which was recorded obligation as a result of a past transaction or event, it is as a reduction to the pension expense, and actuarial gains of “probable” that an outflow of resources will be required to $11.6 million, which were recorded in Other comprehensive settle the obligation and a reliable estimate can be made income. The assets in the Company’s registered defined of the obligation. In determining the best estimate for a benefit pension plan also increased due to the Company provision, a single estimate, a weighted average of all possible contributing $37.8 million (2016 - $19.7 million) to the outcomes, or the midpoint where there is a range of equally pension plan. The decrease in the discount rate utilized to possible outcomes are all considered. A significant change in value the defined benefit pension plan obligation resulted assessment of the likelihood or the best estimate may result in actuarial losses of $38.6 million which were recorded in in additional adjustments to net earnings. Other comprehensive income. Demographic assumptions • Employee benefits – The Company maintains a number and experience adjustments were revised which resulted in of employee benefit plans. These plans include a funded net actuarial gains of $1.4 million. The total defined benefit registered defined benefit pension plan for all eligible pension plan obligation was $493.6 million at December 31, employees, unfunded supplementary executive retirement 2017 compared to $481.2 million at December 31, 2016. As plans for certain executive officers (SERPs) and an unfunded a result of these changes, the defined benefit pension plan post-employment health care and life insurance plan for had an accrued benefit liability of $75.9 million at December eligible retirees. The funded registered defined benefit 31, 2017 compared to $109.1 million at the end of 2016. The pension plan provides pensions based on length of service unfunded SERPs and other post-retirement benefits plans had and final average earnings. The measurement date for the an accrued benefit liability of $63.1 million and $45.4 million, Company’s defined benefit pension plan assets and for the respectively, at December 31, 2017 compared to $62.5 million accrued benefit obligations on all defined benefit plans is and $44.8 million in 2016. December 31. A decrease of 0.25% in the discount rate utilized in 2018 Due to the long-term nature of these plans, the calculation of would result in a change of $21.9 million in the accrued the accrued benefit liability depends on various assumptions pension obligation, $20.1 million in other comprehensive including discount rates, rates of return on assets, the level income, and $1.8 million in pension expense. Additional and types of benefits provided, healthcare cost trend rates, information regarding the Company’s accounting and projected salary increases, retirement age, and mortality sensitivities related to pensions and other post-retirement and termination rates. The discount rate assumption benefits is included in Notes 2 and 13 of the Consolidated is determined using a yield curve of AA corporate debt Financial Statements. securities. All other assumptions are determined by management and reviewed by independent actuaries who calculate the pension and other future benefits expenses and accrued benefit obligations. Actual experience that differs

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 79 CHANGES IN ACCOUNTING POLICIES • Loans of $263.5 million currently classified as held for There were no changes to the Company’s accounting policies trading will be reclassified to amortized cost resulting in the from those reported at December 31, 2016. capitalization and amortization of issue costs and the reversal of mortgage premiums and discounts currently recognized under IAS 39. FUTURE ACCOUNTING CHANGES • Proprietary investment funds of $19.9 million currently The Company continuously monitors the potential changes classified as available for sale will be reclassified to fair value proposed by the International Accounting Standards Board through profit and loss. (IASB) and analyzes the effect that changes in the standards • The company will elect to classify Corporate investments of may have on the Company’s operations. $262.8 million at Fair value through other comprehensive income. Under this election, unrealized gains and losses on IFRS 9 FINANCIAL INSTRUMENTS these investments will never be recycled through profit or loss. The IASB issued IFRS 9 which replaces IAS 39, Financial Instruments: Recognition and Measurement, the current standard The cumulative impact of the above changes will result in an for accounting for financial instruments. The standard was increase to opening retained earnings of approximately $36.3 completed in three separate phases: million after-tax ($49.7 million pre-tax) as at January 1, 2018.

• Classification and measurement: This phase requires that The Company will adopt the hedge accounting requirements financial assets be classified at either amortized cost or of IFRS 9 beginning January 1, 2018. fair value on the basis of the entity’s business model for The Company has also elected to apply the temporary managing the financial assets and the contractual cash flow exemption included within IFRS 17 - Insurance Contracts which characteristics of the financial assets. provides relief from the requirements to apply IFRS 9 accounting • Impairment methodology: This phase replaces the current to the Company’s investment in Lifeco. Insurance companies in incurred loss model for impairment of financial assets with Canada have generally elected to defer adoption of IFRS 9. As a an expected credit loss model. result, this temporary exemption means that the Company will • Hedge accounting: This phase replaces the current rule- not be required to restate Lifeco’s results to be in accordance based hedge accounting requirements in IAS 39 with with IFRS 9. guidance that more closely aligns the accounting with an The application of the expected credit loss model will not have entity’s risk management activities. a material impact to the Company’s loan loss provision. The transition to IFRS 9 is managed by a committee comprised of senior levels of management. Periodic reporting on the IFRS 15 REVENUE FROM CONTRACTS WITH CUSTOMERS progress against plan is provided to the committee and other The IASB issued IFRS 15 which outlines a single comprehensive affected stakeholders within the Company. To date, the model for entities to use in accounting for revenue arising Company’s efforts have been focused on updating accounting from contracts with customers. The model requires an entity policies to address key aspects of the Standard including to recognize revenue as the goods or services are transferred classification and measurement of financial instruments, to the customer in an amount that reflects the expected reviewing the impact to its impairment models and assessing consideration. This standard is effective for annual reporting the use of hedge accounting under IFRS 9. periods beginning on or after January 1, 2018. Entities have the choice of full retrospective application or prospective application IFRS 9 is effective for annual periods beginning on or after with additional disclosures. January 1, 2018, and is to be applied retrospectively; however restatement of comparative periods is not required. The IFRS 15 outlines various criteria for the eligibility of capitalizing Company will recognize any measurement difference between contract costs. Determining whether the customer is the fund or the previous carrying amount and the new carrying amount on the end investor can impact whether costs should be capitalized January 1, 2018, through an adjustment to opening retained as a cost of obtaining a contract with a customer or whether earnings. they should be assessed as a cost of fulfilling a contract with a customer. Significant judgment is required in determining The application of IFRS 9 as at January 1, 2018 will result in the whether fulfillment costs should be expensed or capitalized. IFRS following changes to the current classification of assets under 15 could therefore result in changes to the timing of recognition IAS 39. of certain commission related expenses.

80 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS Due to recent developments in the interpretation of the its obligation to make lease payments for all leases. A lessee guidance on fulfillment costs, the Company continues to recognizes the related expense as depreciation on the right-of- assess the impact to certain commission payments and related use asset and interest on the lease liability. Short-term (less than expenses. 12 months) and low-value asset leases are exempt from these requirements. The standard is effective for annual reporting The adoption of IFRS 15 is not expected to have a significant periods beginning on or after January 1, 2019. The impact of this impact to the ongoing recognition of the Company’s revenues. standard is currently being assessed.

IFRS 16 LEASES OTHER The IASB issued IFRS 16 which requires a lessee to recognize a The IASB is currently undertaking a number of projects which right-of-use asset representing its right to use the underlying will result in changes to existing IFRS standards that may affect leased asset and a corresponding lease liability representing the Company. Updates will be provided as the projects develop.

DISCLOSURE CONTROLS AND PROCEDURES

The Company’s disclosure controls and procedures are designed The Company’s management, under the supervision of the to provide reasonable assurance that (a) material information President and Chief Executive Officer and the Chief Financial relating to the Company is made known to the President and Officer, has evaluated the effectiveness of the Company’s Chief Executive Officer and the Chief Financial Officer by others, disclosure controls and procedures. Based on their evaluations particularly during the period in which the annual filings are as of December 31, 2017, the President and Chief Executive being prepared, and (b) information required to be disclosed by Officer and the Chief Financial Officer have concluded that the the Company in its annual filings, interim filings or other reports Company’s disclosure controls and procedures are effective. filed or submitted by it under securities legislation is recorded, processed, summarized and reported within the time periods specified in securities legislation.

INTERNAL CONTROL OVER FINANCIAL REPORTING

The Company’s internal control over financial reporting is Control - Integrated Framework (COSO 2013 Framework) designed to provide reasonable assurance regarding the published by The Committee of Sponsoring Organizations of the reliability of financial reporting and the preparation of financial Treadway Commission. The Company transitioned to the COSO statements for external purposes in accordance with IFRS. The 2013 Framework during 2014. Based on their evaluations Company’s management is responsible for establishing and as of December 31, 2017, the President and Chief Executive maintaining adequate internal control over financial reporting. Officer and the Chief Financial Officer have concluded that the Company’s internal control over financial reporting is effective All internal control systems have inherent limitations and may in providing reasonable assurance regarding the reliability of become inadequate because of changes in conditions. Therefore, financial reporting and the preparation of financial statements even those systems determined to be effective can provide for external purposes in accordance with IFRS. only reasonable assurance with respect to financial statement preparation and presentation. During the fourth quarter of 2017, there have been no changes in the Company’s internal control over financial reporting that The Company’s management, under the supervision of the have materially affected, or are reasonably likely to materially President and Chief Executive Officer and the Chief Financial affect, the Company’s internal control over financial reporting. Officer, has evaluated the effectiveness of the Company’s internal control over financial reporting based on the Internal

IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS 81 OTHER INFORMATION

TRANSACTIONS WITH RELATED PARTIES After obtaining advanced tax rulings in October 2017, the IGM Financial enters into transactions with Great-West Life Company agreed to tax loss consolidation transactions with Assurance Company (Great-West), London Life Insurance the Power Corporation of Canada group whereby shares of a Company (London Life) and The Canada Life Assurance subsidiary that has generated tax losses may be acquired in each Company (Canada Life), which are all subsidiaries of its affiliate, year up to and including 2020. The acquisitions are expected Lifeco. These transactions are in the normal course of operations to close in the fourth quarter of each year. The Company will and have been recorded at fair value as described below: recognize the benefit of the tax losses realized throughout the year. On December 29, 2017, the Company acquired shares • During 2017 and 2016, the Company provided to and of such a loss company and recorded the benefit of the tax received from Great-West certain administrative services losses acquired. enabling each organization to take advantage of economies of scale and areas of expertise. For further information on transactions involving related parties, see Notes 8 and 25 to the Company’s Consolidated • The Company distributes insurance products under a Financial Statements. distribution agreement with Great-West and Canada Life and received $77.1 million in distribution fees (2016 - $101.8 OUTSTANDING SHARE DATA million). The Company received $17.8 million (2016 - $16.9 Outstanding common shares of IGM Financial as at December million) and paid $24.2 million (2016 - $21.7 million) to 31, 2017 totalled 240,666,131. Outstanding stock options as Great-West and related subsidiary companies for the at December 31, 2017 totalled 8,912,748, of which 4,063,668 provision of sub-advisory services for certain investment were exercisable. As at February 6, 2018, outstanding common funds. The Company paid $76.0 million (2016 – $70.5 million) shares totalled $240,801,427 and outstanding stock options to London Life related to the distribution of certain mutual totalled $8,777,452 of which $3,928,372 were exercisable. funds of the Company. Perpetual preferred shares of $150 million were outstanding as • In order to manage its overall liquidity position, the at December 31, 2017, unchanged at February 6, 2018. Company’s mortgage banking operation is active in the securitization market and also sells residential mortgage loans to third parties, on a fully serviced basis. During 2017, the SEDAR Company sold residential mortgage loans to Great-West and Additional information relating to IGM Financial, including London Life for $136.5 million compared to $183.7 million the Company’s most recent financial statements and Annual in 2016. Information Form, is available at www.sedar.com.

82 IGM FINANCIAL INC. ANNUAL REPORT 2017 | MANAGEMENT’S DISCUSSION AND ANALYSIS CONSOLIDATED FINANCIAL STATEMENTS

Management’s Responsibility for Financial Reporting 84 Independent Auditor’s Report 85 Consolidated Statements of Earnings 86 Consolidated Statements of Comprehensive Income 87 Consolidated Balance Sheets 88 Consolidated Statements of Changes in Shareholders’ Equity 89 Consolidated Statements of Cash Flows 90

Notes to Consolidated Financial Statements 91 Note 1 Corporate information 91 Note 2 Summary of significant accounting policies 91 Note 3 Non-commission expense 97 Note 4 Securities 97 Note 5 Loans 98 Note 6 Securitizations 99 Note 7 Other assets 100 Note 8 Investment in associates 100 Note 9 Deferred selling commissions 101 Note 10 Goodwill and intangible assets 102 Note 11 Deposits and certificates 103 Note 12 Other liabilities 103 Note 13 Employee benefits 104 Note 14 Income taxes 107 Note 15 Long-term debt 108 Note 16 Share capital 109 Note 17 Capital management 109 Note 18 Share-based payments 110 Note 19 Accumulated other comprehensive income (loss) 112 Note 20 Risk management 112 Note 21 Derivative financial instruments 116 Note 22 Fair value of financial instruments 117 Note 23 Earnings per common share 119 Note 24 Contingent liabilities, Commitments and Guarantees 120 Note 25 Related party transactions 120 Note 26 Segmented information 121

IGM FINANCIAL INC. ANNUAL REPORT 2017 83 MANAGEMENT’S RESPONSIBILITY FOR FINANCIAL REPORTING

The Consolidated Financial Statements of IGM Financial Inc. have been prepared by Management, which is responsible for the integrity, objectivity and reliability of the information presented, including selecting appropriate accounting principles and making judgments and estimates. These Consolidated Financial Statements have been prepared in accordance with International Financial Reporting Standards. Financial information presented elsewhere in this Annual Report is consistent with that in the Consolidated Financial Statements for comparable periods.

Systems of internal control and supporting procedures are maintained to provide reasonable assurance of the reliability of financial information and the safeguarding of all assets controlled by the Company. These controls and supporting procedures include quality standards in hiring and training employees, the establishment of organizational structures providing a well-defined division of responsibilities and accountability for performance, and the communication of policies and guidelines through the organization. Internal controls are reviewed and evaluated extensively by the internal auditor and are subject to scrutiny by the external auditors.

Ultimate responsibility for the Consolidated Financial Statements rests with the Board of Directors. The Board is assisted in discharging this responsibility by an Audit Committee, consisting entirely of independent directors. This Committee reviews the Consolidated Financial Statements and recommends them for approval by the Board. In addition, the Audit Committee reviews the recommendations of the internal auditor and the external auditors for improvements in internal control and the action of Management to implement such recommendations. In carrying out its duties and responsibilities, the Committee meets regularly with Management and with both the internal auditor and the external auditors to review the scope and timing of their respective audits, to review their findings and to satisfy itself that their responsibilities have been properly discharged.

Deloitte LLP, independent auditors appointed by the shareholders, have examined the Consolidated Financial Statements of the Company in accordance with Canadian generally accepted auditing standards, and have expressed their opinion upon the completion of their examination in their Report to the Shareholders. The external auditors have full and free access to the Audit Committee to discuss their audit and related findings.

Jeffrey R. Carney Luke Gould President and Chief Executive Officer Executive Vice-President and Chief Financial Officer

84 IGM FINANCIAL INC. ANNUAL REPORT 2017 | CONSOLIDATED FINANCIAL STATEMENTS INDEPENDENT AUDITOR’S REPORT

To the Shareholders of IGM Financial Inc.

We have audited the accompanying consolidated financial statements of IGM Financial Inc. which comprise the consolidated balance sheets as at December 31, 2017 and December 31, 2016, and the consolidated statements of earnings, consolidated statements of comprehensive income, consolidated statements of changes in shareholders’ equity and consolidated statements of cash flows for the years ended December 31, 2017, and December 31, 2016, and a summary of significant accounting policies and other explanatory information.

MANAGEMENT'S RESPONSIBILITY FOR THE CONSOLIDATED FINANCIAL STATEMENTS Management is responsible for the preparation and fair presentation of these consolidated financial statements in accordance with International Financial Reporting Standards, and for such internal control as management determines is necessary to enable the preparation of consolidated financial statements that are free from material misstatement, whether due to fraud or error.

AUDITOR'S RESPONSIBILITY Our responsibility is to express an opinion on these consolidated financial statements based on our audits. We conducted our audits in accordance with Canadian generally accepted auditing standards. Those standards require that we comply with ethical requirements and plan and perform the audit to obtain reasonable assurance about whether the consolidated financial statements are free from material misstatement.

An audit involves performing procedures to obtain audit evidence about the amounts and disclosures in the consolidated financial statements. The procedures selected depend on the auditor's judgment, including the assessment of the risks of material misstatement of the consolidated financial statements, whether due to fraud or error. In making those risk assessments, the auditor considers internal control relevant to the entity's preparation and fair presentation of the consolidated financial statements in order to design audit procedures that are appropriate in the circumstances, but not for the purpose of expressing an opinion on the effectiveness of the entity's internal control. An audit also includes evaluating the appropriateness of accounting policies used and the reasonableness of accounting estimates made by management, as well as evaluating the overall presentation of the consolidated financial statements.

We believe that the audit evidence we have obtained in our audits is sufficient and appropriate to provide a basis for our audit opinion.

OPINION In our opinion, the consolidated financial statements present fairly, in all material respects, the financial position of IGM Financial Inc. as at December 31, 2017 and December 31, 2016, and its financial performance and its cash flows for the years then ended in accordance with International Financial Reporting Standards.

Chartered Professional Accountants February 9, 2018 Winnipeg, Manitoba

IGM FINANCIAL INC. ANNUAL REPORT 2017 | CONSOLIDATED FINANCIAL STATEMENTS 85 CONSOLIDATED STATEMENTS OF EARNINGS

FOR THE YEARS ENDED DECEMBER 31 (in thousands of Canadian dollars, except shares and per share amounts) 2017 2016

Revenues Management fees $ 2,180,964 $ 2,025,181 Administration fees 439,700 421,618 Distribution fees 385,069 410,135 Net investment income and other 52,603 83,623 Proportionate share of associates’ earnings (Note 8) 95,674 104,226 3,154,010 3,044,783 Expenses Commission 1,142,567 1,090,048 Non-commission (Note 3) 1,112,634 915,602 Interest (Note 15) 114,157 92,196 2,369,358 2,097,846 Earnings before income taxes 784,652 946,937 Income taxes (Note 14) 173,887 167,633 Net earnings 610,765 779,304 Perpetual preferred share dividends 8,850 8,850 Net earnings available to common shareholders $ 601,915 $ 770,454

Earnings per share (in dollars) (Note 23) – Basic $ 2.50 $ 3.19 – Diluted $ 2.50 $ 3.19

(See accompanying notes to consolidated financial statements.)

86 IGM FINANCIAL INC. ANNUAL REPORT 2017 | CONSOLIDATED FINANCIAL STATEMENTS CONSOLIDATED STATEMENTS OF COMPREHENSIVE INCOME

FOR THE YEARS ENDED DECEMBER 31 (in thousands of Canadian dollars) 2017 2016

Net earnings $ 610,765 $ 779,304

Other comprehensive income (loss), net of tax Items that will not be reclassified to Net earnings Employee benefits Net actuarial gains (losses), net of tax of $7,992 and $(356) (21,616) 961 Investment in associates – employee benefits and other Other comprehensive income (loss), net of tax of nil 14,235 (16,247)

Items that may be reclassified subsequently to Net earnings Available for sale securities Net unrealized gains (losses), net of tax of $(4,401) and $(1,297) 31,119 6,899 Reclassification of realized (gains) losses to net earnings, net of tax of $249 and $343 (685) (940) 30,434 5,959 Investment in associates and other Other comprehensive income (loss), net of tax of $(2,459) and $(326) (11,741) (41,121) 11,312 (50,448) Total comprehensive income $ 622,077 $ 728,856

(See accompanying notes to consolidated financial statements.)

IGM FINANCIAL INC. ANNUAL REPORT 2017 | CONSOLIDATED FINANCIAL STATEMENTS 87 CONSOLIDATED BALANCE SHEETS

DECEMBER 31 DECEMBER 31 (in thousands of Canadian dollars) 2017 2016

Assets Cash and cash equivalents $ 966,843 $ 611,032 Securities (Note 4) 379,696 225,184 Client funds on deposit 489,626 455,474 Accounts and other receivables 305,062 287,071 Income taxes recoverable 33,928 13,627 Loans (Note 5) 7,849,873 7,983,269 Derivative financial instruments (Note 21) 35,692 42,821 Other assets (Note 7) 64,558 240,509 Investment in associates (Note 8) 1,551,013 888,851 Capital assets 150,468 161,337 Deferred selling commissions (Note 9) 767,315 726,608 Deferred income taxes (Note 14) 60,661 61,454 Intangible assets (Note 10) 1,184,451 1,267,789 Goodwill (Note 10) 2,660,267 2,660,267 $ 16,499,453 $ 15,625,293

Liabilities Accounts payable and accrued liabilities $ 406,821 $ 431,049 Income taxes payable 8,018 3,393 Derivative financial instruments (Note 21) 28,444 38,163 Deposits and certificates (Note 11) 504,996 471,202 Other liabilities (Note 12) 491,280 447,943 Obligations to securitization entities (Note 6) 7,596,028 7,721,024 Deferred income taxes (Note 14) 463,862 440,759 Long-term debt (Note 15) 2,175,000 1,325,000 11,674,449 10,878,533 Shareholders’ Equity Share capital Perpetual preferred shares 150,000 150,000 Common shares 1,602,726 1,597,208 Contributed surplus 42,633 39,552 Retained earnings 3,100,775 3,042,442 Accumulated other comprehensive income (loss) (71,130) (82,442) 4,825,004 4,746,760 $ 16,499,453 $ 15,625,293

(See accompanying notes to consolidated financial statements.)

These financial statements were approved and authorized for issuance by the Board of Directors on February 9, 2018.

Jeffrey R. Carney John McCallum Director Director

88 IGM FINANCIAL INC. ANNUAL REPORT 2017 | CONSOLIDATED FINANCIAL STATEMENTS CONSOLIDATED STATEMENTS OF CHANGES IN SHAREHOLDERS’ EQUITY

SHARE CAPITAL

ACCUMULATED PERPETUAL OTHER PREFERRED COMMON COMPREHENSIVE TOTAL SHARES SHARES CONTRIBUTED RETAINED INCOME (LOSS) SHAREHOLDERS’ (in thousands of Canadian dollars) (Note 16) (Note 16) SURPLUS EARNINGS (Note 19) EQUITY

2017 Balance, beginning of year $ 150,000 $ 1,597,208 $ 39,552 $ 3,042,442 $ (82,442) $ 4,746,760

Net earnings – – – 610,765 – 610,765 Other comprehensive income (loss), net of tax – – – – 11,312 11,312 Total comprehensive income – – – 610,765 11,312 622,077

Common shares Issued under stock option plan – 5,518 – – – 5,518 Stock options Current period expense – – 3,529 – – 3,529 Exercised – – (448) – – (448) Perpetual preferred share dividends – – – (8,850) – (8,850) Common share dividends – – – (541,367) – (541,367) Common share cancellation excess and other (Note 16) – – – (2,215) – (2,215) Balance, end of year $ 150,000 $ 1,602,726 $ 42,633 $ 3,100,775 $ (71,130) $ 4,825,004

2016 Balance, beginning of year $ 150,000 $ 1,623,948 $ 35,569 $ 2,949,182 $ (31,994) $ 4,726,705

Net earnings – – – 779,304 – 779,304 Other comprehensive income (loss), net of tax – – – – (50,448) (50,448) Total comprehensive income – – – 779,304 (50,448) 728,856

Common shares Issued under stock option plan – 2,099 – – – 2,099 Purchased for cancellation – (28,839) – – – (28,839) Stock options Current period expense – – 4,097 – – 4,097 Exercised – – (114) – – (114) Perpetual preferred share dividends – – – (8,850) – (8,850) Common share dividends – – – (541,987) – (541,987) Common share cancellation excess and other (Note 16) – – – (135,207) – (135,207) Balance, end of year $ 150,000 $ 1,597,208 $ 39,552 $ 3,042,442 $ (82,442) $ 4,746,760

(See accompanying notes to consolidated financial statements.)

IGM FINANCIAL INC. ANNUAL REPORT 2017 | CONSOLIDATED FINANCIAL STATEMENTS 89 CONSOLIDATED STATEMENTS OF CASH FLOWS

FOR THE YEARS ENDED DECEMBER 31 (in thousands of Canadian dollars) 2017 2016

Operating activities Earnings before income taxes $ 784,652 $ 946,937 Income taxes paid (165,243) (213,004) Adjustments to determine net cash from operating activities Deferred selling commission amortization 230,874 235,787 Amortization of capital and intangible assets 55,767 43,006 Changes in operating assets and liabilities and other 23,104 (41,209) Cash from operating activities before payment of commissions 929,154 971,517 Deferred selling commissions paid (271,581) (234,868) 657,573 736,649

Financing activities Net decrease in deposits and certificates (2,758) (491) Net (decrease) increase in obligations to securitization entities (131,643) 631,134 Issue of debentures 850,000 – Issue of common shares 5,071 3,376 Common shares purchased for cancellation – (155,673) Perpetual preferred share dividends paid (8,850) (8,850) Common share dividends paid (541,282) (544,450) 170,538 (74,954)

Investing activities Purchase of securities (181,568) (231,322) Proceeds from the sale of securities 62,196 80,338 Net decrease (increase) in loans 136,592 (582,889) Net additions to capital assets (16,549) (42,306) Net cash used in additions to intangible assets and acquisitions (33,627) (64,501) Investment in China Asset Management Co., Ltd. (439,344) (192,988) (472,300) (1,033,668)

Increase (decrease) in cash and cash equivalents 355,811 (371,973) Cash and cash equivalents, beginning of year 611,032 983,005 Cash and cash equivalents, end of year $ 966,843 $ 611,032

Cash $ 88,354 $ 84,570 Cash equivalents 878,489 526,462 $ 966,843 $ 611,032

Supplemental disclosure of cash flow information related to operating activities Interest and dividends received $ 281,159 $ 256,522 Interest paid $ 235,319 $ 209,998

(See accompanying notes to consolidated financial statements.)

90 IGM FINANCIAL INC. ANNUAL REPORT 2017 | CONSOLIDATED FINANCIAL STATEMENTS NOTES TO CONSOLIDATED FINANCIAL STATEMENTS December 31, 2017 and 2016 (In thousands of Canadian dollars, except shares and per share amounts)

NOTE 1 CORPORATE INFORMATION

IGM Financial Inc. (the Company) is a publicly listed company (TSX: IGM), incorporated and domiciled in Canada. The registered address of the Company is 447 Portage Avenue, Winnipeg, Manitoba, Canada. The Company is controlled by Power Financial Corporation.

IGM Financial Inc. is a financial services company which serves the financial needs of Canadians through its principal subsidiaries, each operating distinctly within the advice segment of the financial services market. The Company’s wholly-owned principal subsidiaries are Investors Group Inc. and Mackenzie Financial Corporation.

NOTE 2 SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES

The Consolidated Financial Statements of the Company have been prepared in accordance with International Financial Reporting Standards (IFRS). The policies set out below were consistently applied to all the periods presented unless otherwise noted.

USE OF JUDGMENT, ESTIMATES AND ASSUMPTIONS The preparation of financial statements in conformity with IFRS requires management to exercise judgment in the process of applying accounting policies and requires management to make estimates and assumptions that affect the amounts reported in the Consolidated Financial Statements. The key areas where judgment has been applied include: the determination of which financial assets should be derecognized; the assessment of the appropriate classification of financial instruments, including those classified as fair value through profit or loss; and the assessment that significant influence exists for its investment in associates. Key components of the financial statements requiring management to make estimates include: the fair value of financial instruments, goodwill, intangible assets, income taxes, deferred selling commissions, provisions and employee benefits. Actual results may differ from such estimates. Further detail of judgments and estimates are found in the remainder of Note 2 and in Notes 6, 8, 10, 12, 13, 14 and 22.

BASIS OF CONSOLIDATION The Consolidated Financial Statements include the accounts of the Company and all subsidiaries on a consolidated basis after elimination of intercompany transactions and balances. Subsidiaries are entities the Company controls when it is exposed, or has rights, to variable returns from its involvement and has the ability to affect those returns through its power to direct the relevant activities of the entity.

The Company’s investments in Great-West Lifeco Inc. (Lifeco) and China Asset Management Co., Ltd. (China AMC) are accounted for using the equity method. The investments were initially recorded at cost and the carrying amounts are increased or decreased to recognize the Company’s share of the investments’ comprehensive income and the dividends received since the date of acquisition.

REVENUE RECOGNITION Management fees are based on the net asset value of investment fund or other assets under management and are recognized on an accrual basis as the service is performed. Administration fees are also recognized on an accrual basis as the service is performed. Distribution fees derived from investment fund and securities transactions are recognized on a trade date basis. Distribution fees derived from insurance and other financial services transactions are recognized on an accrual basis.

FINANCIAL INSTRUMENTS All financial assets are classified in one of the following categories: available for sale, fair value through profit or loss, or loans and receivables. The classification depends on the purpose for which the financial assets were acquired. Management determines the classification of its financial assets upon initial recognition. Financial assets at fair value through profit or loss are financial assets classified as held for trading or upon initial recognition are designated by the Company as fair value through profit or loss. Financial assets are classified as held for trading if acquired with the intent to sell in the short-term. Derivatives are also categorized as held for trading unless they are designated as hedging instruments. Loans and receivables are non-derivative financial assets with fixed or determinable payments that are not quoted in an active market. Available for sale financial assets are non-derivative financial instruments that are either designated in this category or not classified in any of the other categories.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS 91 NOTE 2 SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES (continued)

FINANCIAL INSTRUMENTS (continued) All financial assets are recorded at fair value in the Consolidated Balance Sheets, except loans and receivables which are recorded at amortized cost using the effective interest method. Financial liabilities are classified either as financial liabilities measured at amortized cost using the effective interest method or as fair value through profit or loss, which are recorded at fair value.

Unrealized gains and losses on financial assets classified as available for sale as well as other comprehensive income amounts, including unrealized foreign currency translation gains and losses related to the Company’s investment in its associates, are recorded in the Consolidated Statements of Comprehensive Income on a net of tax basis. Accumulated other comprehensive income forms part of Shareholders’ equity.

CASH AND CASH EQUIVALENTS Cash and cash equivalents comprise cash and temporary investments consisting of highly liquid investments with short-term maturities. Interest income is recorded on an accrual basis in Net investment income and other in the Consolidated Statements of Earnings.

SECURITIES Securities, which are recorded on a trade date basis, are classified as either available for sale or fair value through profit or loss.

Available for sale securities comprise equity securities held for long-term investment, investments in proprietary investment funds and fixed income securities. Realized gains and losses on disposal of available for sale securities, dividends declared, interest income, as well as the amortization of discounts or premiums using the effective interest method, are recorded in Net investment income and other in the Consolidated Statements of Earnings. Unrealized gains and losses on available for sale securities are recorded in Other comprehensive income until they are realized or until management determines that there is objective evidence of impairment in value, at which time they are reclassified to the Consolidated Statements of Earnings.

Fair value through profit or loss securities are held for trading and are comprised of fixed income and equity securities and investments in proprietary investment funds. Unrealized and realized gains and losses, dividends declared, and interest income on these securities are recorded in Net investment income and other in the Consolidated Statements of Earnings.

LOANS Loans are classified as either held for trading or loans and receivables, based on the Company’s intent to sell the loans in the near term.

Loans classified as held for trading are recorded at fair value, with changes in fair value recorded in Net investment income and other in the Consolidated Statements of Earnings. Loans classified as loans and receivables are recorded at amortized cost less an allowance for credit losses. Interest income is accounted for on the accrual basis using the effective interest method for all loans and is recorded in Net investment income and other in the Consolidated Statements of Earnings.

A loan is classified as impaired when, in the opinion of management, there no longer is reasonable assurance of the timely collection of the full amount of principal and interest. A loan is also classified as impaired when interest or principal is contractually past due 90 days, except in circumstances where management has determined that the collectability of principal and interest is not in doubt.

The Company maintains an allowance for credit losses which is considered adequate by management to absorb all credit related losses in its portfolio. Specific allowances are established as a result of reviews of individual loans. There is a second category of allowance, the collective allowance, which is allocated against sectors rather than specifically against individual loans. This allowance is established where a prudent assessment by management suggests that losses have occurred but where such losses cannot yet be identified on an individual loan basis.

DERECOGNITION The Company enters into transactions where it transfers financial assets recognized on its balance sheet. The determination of whether the financial assets are derecognized is based on the extent to which the risks and rewards of ownership are transferred. The gains or losses and the servicing fee revenue for financial assets that are derecognized are reported in Net investment income and other in the Consolidated Statements of Earnings. The transactions for financial assets that are not derecognized are accounted for as secured financing transactions.

92 IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS NOTE 2 SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES (continued)

DEFERRED SELLING COMMISSIONS Commissions paid on the sale of certain investment funds are deferred and amortized over their estimated useful lives, not exceeding a period of seven years. Commissions paid on the sale of deposits are deferred and amortized over their estimated useful lives, not exceeding a period of five years. When a client redeems units or shares in investment funds that are subject to a deferred sales charge, a redemption fee is paid by the client and is recorded as revenue by the Company. Any unamortized deferred selling commission asset recognized on the initial sale of these investment fund units or shares is recorded as a disposal. The Company regularly reviews the carrying value of deferred selling commissions with respect to any events or circumstances that indicate impairment. Among the tests performed by the Company to assess recoverability is the comparison of the future economic benefits derived from the deferred selling commission asset in relation to its carrying value.

CAPITAL ASSETS Capital assets are recorded at cost of $368.3 million at December 31, 2017 (2016 – $383.0 million), less accumulated amortization of $217.8 million (2016 – $221.7 million). Buildings, furnishings and equipment are amortized on a straight-line basis over their estimated useful lives, which range from 3 to 17 years for equipment and furnishings and 10 to 50 years for the building and its components. Capital assets are tested for impairment whenever events or changes in circumstances indicate that the carrying amount may not be recoverable.

GOODWILL AND INTANGIBLE ASSETS The Company tests the carrying value of goodwill and indefinite life intangible assets for impairment at least once a year and more frequently if an event or circumstance indicates the asset may be impaired. An impairment loss is recognized if the amount of the asset’s carrying amount exceeds its recoverable amount. The recoverable amount is the higher of an asset’s fair value less costs of disposal or its value in use. For the purposes of assessing impairment, assets are grouped at the lowest levels for which there are separately identifiable cash inflows (cash generating units).

Investment fund management contracts have been assessed to have an indefinite useful life as the contractual right to manage the assets has no fixed term.

Trade names have been assessed to have an indefinite useful life as they contribute to the revenues of the Company’s integrated asset management business as a whole and the Company intends to utilize them for the foreseeable future.

Intangible assets with finite lives are amortized on a straight-line basis over their estimated useful lives. Software assets are amortized over a period not exceeding 7 years and distribution and other management contracts are amortized over a period not exceeding 20 years. Finite life intangible assets are tested for impairment whenever events or changes in circumstances indicate that the carrying amounts may not be recoverable.

EMPLOYEE BENEFITS The Company maintains a number of employee benefit plans including defined benefit plans and defined contribution pension plans for eligible employees. These plans are related parties in accordance with IFRS. The Company’s defined benefit plans include a funded defined benefit pension plan for eligible employees, unfunded supplementary executive retirement plans (SERP) for certain executive officers, and an unfunded post-employment health care, dental and life insurance plan for eligible retirees.

The defined benefit pension plan provides pensions based on length of service and final average earnings.

The cost of the defined benefit plans is actuarially determined using the projected unit credit method prorated on service based upon management’s assumptions about discount rates, compensation increases, retirement ages of employees, mortality and expected health care costs. Any changes in these assumptions will impact the carrying amount of pension obligations. The Company’s accrued benefit liability in respect of defined benefit plans is calculated separately for each plan by discounting the amount of the benefit that employees have earned in return for their service in current and prior periods and deducting the fair value of any plan assets. The Company determines the net interest component of the pension expense for the period by applying the discount rate used to measure the accrued benefit liability at the beginning of the annual period to the net accrued benefit liability. The discount rate used to value liabilities is determined using a yield curve of AA corporate debt securities.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS 93 NOTE 2 SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES (continued)

EMPLOYEE BENEFITS (continued) If the plan benefits are changed, or a plan is curtailed, any past service costs or curtailment gains or losses are recognized immediately in net earnings.

Current service costs, past service costs and curtailment gains or losses are included in Non-commission expenses.

Remeasurements arising from defined benefit plans represent actuarial gains and losses and the actual return on plan assets, less interest calculated at the discount rate. Remeasurements are recognized immediately through Other comprehensive income (OCI) and are not reclassified to net earnings.

The accrued benefit liability represents the deficit related to defined benefit plans and is included in Other liabilities.

Payments to the defined contribution pension plans are expensed as incurred.

SHARE-BASED PAYMENTS The Company uses the fair value based method to account for stock options granted to employees. The fair value of stock options is determined on each grant date. Compensation expense is recognized over the period that the stock options vest, with a corresponding increase in Contributed surplus. When stock options are exercised, the proceeds together with the amount recorded in Contributed surplus are added to Share capital.

The Company recognizes a liability for cash settled awards including those granted under the Performance Share Unit plan and the Deferred Share Unit plan. Compensation expense is recognized over the vesting period, net of related hedges. The liability is remeasured at fair value at each reporting period.

PROVISIONS A provision is recognized if, as a result of a past event, the Company has a present obligation where a reliable estimate can be made, and it is probable that an outflow of resources will be required to settle the obligation.

INCOME TAXES The Company uses the liability method in accounting for income taxes whereby deferred income tax assets and liabilities reflect the expected future tax consequences of temporary differences between the carrying amounts of assets and liabilities and their tax bases and tax loss carryforwards. Deferred income tax assets and liabilities are measured based on the enacted or substantively enacted tax rates which are anticipated to be in effect when the temporary differences are expected to reverse.

EARNINGS PER SHARE Basic earnings per share is determined by dividing Net earnings available to common shareholders by the weighted average number of common shares outstanding for the year. Diluted earnings per share is determined using the same method as basic earnings per share except that the average number of common shares outstanding includes the potential dilutive effect of outstanding stock options granted by the Company as determined by the treasury stock method.

DERIVATIVE FINANCIAL INSTRUMENTS Derivative financial instruments are utilized by the Company in the management of equity price and interest rate risks. The Company does not utilize derivative financial instruments for speculative purposes.

The Company formally documents all hedging relationships, as well as its risk management objective and strategy for undertaking various hedge transactions. This process includes linking all derivatives to specific assets and liabilities on the Consolidated Balance Sheets or to anticipated future transactions. The Company also formally assesses, both at the hedge’s inception and on an ongoing basis, whether the derivatives that are used in hedging transactions are highly effective in offsetting changes in fair values or cash flows of hedged items. Derivative financial instruments are recorded at fair value in the Consolidated Balance Sheets.

94 IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS NOTE 2 SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES (continued)

DERIVATIVE FINANCIAL INSTRUMENTS (continued) Derivative financial instruments specifically designated as a hedge and meeting the criteria for hedge effectiveness offset the changes in fair values or cash flows of hedged items. A hedge is designated either as a cash flow hedge or a fair value hedge. A cash flow hedge requires the change in fair value of the derivative, to the extent effective, to be recorded in Other comprehensive income, which is reclassified to the Consolidated Statements of Earnings when the hedged item affects earnings. The change in fair value of the ineffective portion of the derivative in a cash flow hedge is recorded in the Consolidated Statements of Earnings. A fair value hedge requires the change in fair value of the hedging derivative and the change in fair value of the hedged item relating to the hedged risk to both be recorded in the Consolidated Statements of Earnings.

The Company enters into interest rate swaps as part of its mortgage banking and intermediary operations. These swap agreements require the periodic exchange of net interest payments without the exchange of the notional principal amount on which the payments are based. These instruments are not designated as hedging instruments. Changes in fair value are recorded in Net investment income and other in the Consolidated Statements of Earnings.

The Company also enters into total return swaps and forward agreements to manage its exposure to fluctuations in the total return of its common shares related to deferred compensation arrangements. Total return swap and forward agreements require the exchange of net contractual payments periodically or at maturity without the exchange of the notional principal amounts on which the payments are based. Certain of these derivatives are not designated as hedging instruments and changes in fair value are recorded in Non- commission expense in the Consolidated Statements of Earnings.

Derivatives continue to be utilized on a basis consistent with the risk management policies of the Company and are monitored by the Company for effectiveness as economic hedges even if specific hedge accounting requirements are not met.

OFFSETTING OF FINANCIAL ASSETS AND LIABILITIES Financial assets and liabilities are offset and the net amount is presented on the Consolidated Balance Sheets when the Company has a legally enforceable right to set off the recognized amounts and intends to settle on a net basis or to realize the assets and settle the liabilities simultaneously.

FUTURE ACCOUNTING CHANGES The Company continuously monitors the potential changes proposed by the International Accounting Standards Board (IASB) and analyzes the effect that changes in the standards may have on the Company’s operations.

IFRS 9 Financial Instruments The IASB issued IFRS 9 which replaces IAS 39, Financial Instruments: Recognition and Measurement, the current standard for accounting for financial instruments. The standard was completed in three separate phases:

• Classification and measurement: This phase requires that financial assets be classified at either amortized cost or fair value on the basis of the entity’s business model for managing the financial assets and the contractual cash flow characteristics of the financial assets. • Impairment methodology: This phase replaces the current incurred loss model for impairment of financial assets with an expected credit loss model. • Hedge accounting: This phase replaces the current rule-based hedge accounting requirements in IAS 39 with guidance that more closely aligns the accounting with an entity’s risk management activities.

The transition to IFRS 9 is managed by a committee comprised of senior levels of management. Periodic reporting on the progress against plan is provided to this committee and other affected stakeholders within the Company. To date, the Company’s efforts have been focused on updating accounting policies to address key aspects of the Standard including classification and measurement of financial instruments, reviewing the impact to its impairment models and assessing the use of hedge accounting under IFRS 9.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS 95 NOTE 2 SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES (continued)

IFRS 9 Financial Instruments (continued) IFRS 9 is effective for annual periods beginning on or after January 1, 2018, and is to be applied retrospectively; however restatement of comparative periods is not required. The Company will recognize any measurement difference between the previous carrying amount and the new carrying amount on January 1, 2018, through an adjustment to opening retained earnings.

The application of IFRS 9 as at January 1, 2018 will result in the following changes to the current classification of assets under IAS 39.

• Loans of $263.5 million currently classified as held for trading will be reclassified to amortized cost resulting in the capitalization and amortization of issue costs and the reversal of mortgage premiums and discounts currently recognized under IAS 39. • Proprietary investment funds of $19.9 million currently classified as available for sale will be reclassified to fair value through profit and loss. • The Company will elect to classify Corporate investments of $262.8 million at Fair value through other comprehensive income. Under this election, unrealized gains and losses on these investments will never be recycled through profit or loss.

The cumulative impact of the above changes will result in an increase to opening retained earnings of approximately $36.3 million as at January 1, 2018.

The Company will adopt the hedge accounting requirements of IFRS 9 beginning January 1, 2018.

The Company has also elected to apply the temporary exemption included within IFRS 17 – Insurance Contracts which provides relief from the requirements to apply IFRS 9 accounting to the Company’s investment in Lifeco. Insurance companies in Canada have generally elected to defer adoption of IFRS 9. As a result, this temporary exemption means that the Company will not be required to restate Lifeco’s results to be in accordance with IFRS 9.

The application of the expected credit loss model will not have a material impact to the Company’s loan loss provision.

IFRS 15 Revenue from Contracts with Customers The IASB issued IFRS 15 which outlines a single comprehensive model for entities to use in accounting for revenue arising from contracts with customers. The model requires an entity to recognize revenue as the goods or services are transferred to the customer in an amount that reflects the expected consideration. This standard is effective for annual reporting periods beginning on or after January 1, 2018. Entities have the choice of full retrospective application or prospective application with additional disclosures.

IFRS 15 outlines various criteria for the eligibility of capitalizing contract costs. Determining whether the customer is the fund or the end investor can impact whether costs should be capitalized as a cost of obtaining a contract with a customer or whether they should be assessed as a cost of fulfilling a contract with a customer. Significant judgment is required in determining whether fulfillment costs should be expensed or capitalized. IFRS 15 could therefore result in changes to the timing of recognition of certain commission related expenses.

Due to recent developments in the interpretation of the guidance on fulfillment costs, the Company continues to assess the impact to certain commission payments and related expenses.

The adoption of IFRS 15 is not expected to have a significant impact to the ongoing recognition of the Company’s revenues.

IFRS 16 Leases The IASB issued IFRS 16 which requires a lessee to recognize a right-of-use asset representing its right to use the underlying leased asset and a corresponding lease liability representing its obligation to make lease payments for all leases. A lessee recognizes the related expense as depreciation on the right-of-use asset and interest on the lease liability. Short-term (less than 12 months) and low- value asset leases are exempt from these requirements. The standard is effective for annual reporting periods beginning on or after January 1, 2019. The impact of this standard is currently being assessed.

96 IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS NOTE 3 NON-COMMISSION EXPENSE

2017 2016

Salaries and employee benefits $ 414,808 $ 440,199 Restructuring and other 190,550 – Occupancy 56,140 55,440 Amortization of capital and intangible assets 55,767 43,006 Other 395,369 376,957 $ 1,112,634 $ 915,602

In 2017, the Company implemented a number of initiatives to assist in the Company’s operational effectiveness resulting in Restructuring and other charges of $190.6 million.

NOTE 4 SECURITIES

2017 2016

FAIR FAIR COST VALUE COST VALUE

Available for sale: Corporate investments $ 215,050 $ 262,825 $ 141,641 $ 151,949 Proprietary investment funds 19,601 19,931 6,097 6,431 234,651 282,756 147,738 158,380 Fair value through profit or loss: Equity securities 17,115 17,062 15,523 17,695 Proprietary investment funds 79,575 79,878 49,407 49,109 96,690 96,940 64,930 66,804 $ 331,341 $ 379,696 $ 212,668 $ 225,184

AVAILABLE FOR SALE Corporate Investments Corporate investments is primarily comprised of the Company’s investments in Personal Capital Corporation (Personal Capital), Wealthsimple Financial Corporation (Wealthsimple) and Portag3 Ventures LP (Portag3).

Personal Capital is a digital wealth advisor that is incorporated in and operates in the U.S. Wealthsimple is an online investment manager that provides financial investment guidance. Portag3 is an early-stage investment fund dedicated to backing innovating financial services companies. Wealthsimple and Portag3 are both controlled by the Company’s parent, Power Financial Corporation.

In 2017, the Company invested $73.4 million in Corporate investments, with investments of $25.0 million related to Personal Capital and $42.6 million related to Wealthsimple. Subsequent to December 31, 2017, the Company increased its investment in Wealthsimple by a total of $45.0 million including the conversion of a $15.0 million loan to equity (Note 7). In 2016, the Company invested $135.9 million, with investments of $97.3 million related to Personal Capital, $20.0 million related to Wealthsimple and $15.0 million related to Portag3.

Proprietary Investment Funds The Company manages and provides services and earns management and administration fees, in respect of investment funds that are not recognized in the Consolidated Balance Sheets. As at December 31, 2017, there were $149.8 billion in investment fund assets under management (2016 – $137.0 billion). The Company’s investments in proprietary investment funds are classified on the Company’s Consolidated Balance Sheets as available for sale securities. These investments are generally made in the process of launching a new fund and are sold as third party investors subscribe. This balance represents the Company’s maximum exposure to loss associated with these investments.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS 97 NOTE 4 SECURITIES (continued)

FAIR VALUE THROUGH PROFIT OR LOSS Proprietary Investment Funds Certain investment funds are consolidated where the Company has made the assessment that it controls the investment fund. As at December 31, 2017, the underlying investments related to these consolidated investment funds primarily consisted of cash and short- term investments of $14.2 million (2016 – $18.1 million), equity securities of $48.6 million (2016 – $31.3 million) and fixed income securities of $17.3 million (2016 – nil). The underlying securities of these funds are classified as held for trading and recognized at fair value.

NOTE 5 LOANS

CONTRACTUAL MATURITY

1 YEAR 1 – 5 OVER 2017 2016 OR LESS YEARS 5 YEARS TOTAL TOTAL

Loans and receivables Residential mortgages $ 1,167,626 $ 6,393,971 $ 2,400 $ 7,563,997 $ 7,644,525 Less: Collective allowance 806 722 7,563,191 7,643,803 Held for trading 286,682 339,466 $ 7,849,873 $ 7,983,269

The change in the collective allowance for credit losses is as follows: Balance, beginning of year $ 722 $ 705 Write-offs, net of recoveries (612) (502) Provision for credit losses 696 519 Balance, end of year $ 806 $ 722

Total impaired loans as at December 31, 2017 were $2,842 (2016 – $2,607).

Total interest income on loans classified as loans and receivables was $201.8 million (2016 – $194.2 million). Total interest expense on obligations to securitization entities, related to securitized loans, was $138.0 million (2016 – $128.7 million). Gains realized on the sale of residential mortgages totalled $7.5 million (2016 – $16.1 million). Fair value adjustments related to mortgage banking operations totalled negative $31.3 million (2016 – negative $2.3 million). These amounts were included in Net investment income and other. Net investment income and other also includes other mortgage banking related items including interest income on mortgages held for trading, portfolio insurance, issue costs, and other items.

98 IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS NOTE 6 SECURITIZATIONS

The Company securitizes residential mortgages through the Canada Mortgage and Housing Corporation (CMHC) sponsored National Housing Act Mortgage-Backed Securities (NHA MBS) Program and Canada Mortgage Bond (CMB) Program and through Canadian bank-sponsored asset-backed commercial paper (ABCP) programs. These transactions do not meet the requirements for derecognition as the Company retains prepayment risk and certain elements of credit risk. Accordingly, the Company has retained these mortgages on its balance sheets and has recorded offsetting liabilities for the net proceeds received as Obligations to securitization entities which are recorded at amortized cost.

The Company earns interest on the mortgages and pays interest on the obligations to securitization entities. As part of the CMB transactions, the Company enters into a swap transaction whereby the Company pays coupons on CMBs and receives investment returns on the NHA MBS and the reinvestment of repaid mortgage principal. A component of this swap, related to the obligation to pay CMB coupons and receive investment returns on repaid mortgage principal, is recorded as a derivative and had a positive fair value of $4.1 million at December 31, 2017 (2016 – negative $23.1 million).

Under the NHA MBS and CMB Program, the Company has an obligation to make timely payments to security holders regardless of whether amounts are received from mortgagors. All mortgages securitized under the NHA MBS and CMB Program are insured by CMHC or another approved insurer under the program. As part of the ABCP transactions, the Company has provided cash reserves for credit enhancement which are recorded at cost. Credit risk is limited to these cash reserves and future net interest income as the ABCP Trusts have no recourse to the Company’s other assets for failure to make payments when due. Credit risk is further limited to the extent these mortgages are insured.

OBLIGATIONS TO SECURITIZED SECURITIZATION 2017 MORTGAGES ENTITIES NET

Carrying value NHA MBS and CMB Program $ 4,461,926 $ 4,470,908 $ (8,982) Bank sponsored ABCP 3,076,083 3,125,120 (49,037) Total $ 7,538,009 $ 7,596,028 $ (58,019) Fair value $ 7,649,591 $ 7,657,761 $ (8,170)

2016

Carrying value NHA MBS and CMB Program $ 4,942,474 $ 4,987,298 $ (44,824) Bank sponsored ABCP 2,672,817 2,733,726 (60,909) Total $ 7,615,291 $ 7,721,024 $ (105,733) Fair value $ 7,838,295 $ 7,873,118 $ (34,823)

The carrying value of Obligations to securitization entities, which is recorded net of issue costs, includes principal payments received on securitized mortgages that are not due to be settled until after the reporting period. Issue costs are amortized over the life of the obligation on an effective interest rate basis.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS 99 NOTE 7 OTHER ASSETS

2017 2016

China Asset Management Co., Ltd. $ – $ 193,463 Deferred and prepaid expenses 47,962 43,428 Other 16,596 3,618 $ 64,558 $ 240,509

As at December 31, 2017, Other assets included a loan of $15.0 million that was provided to Wealthsimple during the quarter. Subsequent to December 31, 2017, the Company converted the $15.0 million loan to equity (Note 4).

As at December 31, 2016, Other assets included a deposit of $193.5 million (RMB¥1.0 billion) related to the Company’s investment in China AMC, which closed August 31, 2017 (Note 8).

Total other assets of $19.8 million as at December 31, 2017 (2016 – $19.8 million) are expected to be realized within one year.

NOTE 8 INVESTMENT IN ASSOCIATES

2017 2016 LIFECO CHINA AMC TOTAL TOTAL

Balance, beginning of year $ 888,851 $ – $ 888,851 $ 904,257 Additional investment – 638,349 638,349 – Proportionate share of earnings(1) 105,730 9,042 114,772 104,226 Proportionate share of associate’s one-time charges(1) (14,000) – (14,000) – Proportionate share of associate’s provision(1) (5,098) – (5,098) – Dividends received (58,334) (10,770) (69,104) (54,996) Proportionate share of other comprehensive income (loss) and other adjustments (14,016) 11,259 (2,757) (64,636) Balance, end of year $ 903,133 $ 647,880 $ 1,551,013 $ 888,851

(1) Recorded in Proportionate share of associates’ earnings in the Consolidated Statements of Earnings.

GREAT-WEST LIFECO INC. (LIFECO) Lifeco is a publicly listed company that is incorporated and domiciled in Canada and is controlled by Power Financial Corporation. Lifeco is a financial services holding company with interests in the life insurance, health insurance, retirement savings, investment management and reinsurance businesses, primarily in Canada, the United States, Europe and Asia.

At December 31, 2017, the Company held 39,737,388 (2016 – 39,737,388) shares of Lifeco, which represented an equity interest of 4.0% (2016 – 4.0%). The Company uses the equity method to account for its investment in Lifeco as it exercises significant influence. Significant influence arises from several factors, including but not limited to, the following: common control of Lifeco by Power Financial Corporation, directors common to the boards of the Company and Lifeco, certain shared strategic alliances, significant intercompany transactions and service agreements that influence the financial and operating policies of both companies. The Company’s proportionate share of Lifeco’s earnings is recorded in the Consolidated Statements of Earnings.

During 2017, Lifeco established a restructuring provision, and recorded charges related to the impact of the United States tax reform and pending sale of an equity investment. The Company’s after-tax proportionate share of the restructuring provision and the one- time charges are $5.1 million and $14.0 million, respectively.

The fair value of the Company’s investment in Lifeco totalled $1,393.2 million at December 31, 2017 (December 31, 2016 – $1,397.6 million).

Lifeco directly owned 9,200,000 shares of the Company at December 31, 2017.

Lifeco’s financial information as at December 31, 2017 can be obtained in its publicly available information.

100 IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS NOTE 8 INVESTMENT IN ASSOCIATES (continued)

CHINA ASSET MANAGEMENT CO., LTD. (CHINA AMC) On August 31, 2017, the Company finalized its investment in China AMC which resulted in a 13.9% ownership interest at a total cost of $638.3 million. The $638.3 million is comprised of a cash payment made during 2017 of $439.3 million, conversion of a deposit made in the fourth quarter of 2016 and transaction costs.

China AMC is an asset management company established in Beijing, China and is controlled by CITIC Securities Company Limited.

As at December 31, 2017, the Company held a 13.9% ownership interest in China AMC. The Company uses the equity method to account for its investment in China AMC as it exercises significant influence. Significant influence arises from board representation, participating in the policy making process, shared strategic initiatives including joint product launches and collaboration between management and investment teams.

The following table sets forth certain summary financial information from China AMC:

AS AT DECEMBER 31, 2017 ($ millions) CANADIAN CHINESE DOLLARS RENMINBI

Total assets 1,827 9,464 Total liabilities 405 2,097

FOR THE YEAR ENDED DECEMBER 31, 2017(1)

Revenue 752 3,913 Net earnings available to common shareholders 263 1,367 Total comprehensive income 207 1,077

(1) Full year earnings presented; however the Company’s proportionate share of China AMC earnings was effective August 31, 2017.

NOTE 9 DEFERRED SELLING COMMISSIONS

2017 2016 Cost $ 1,429,042 $ 1,374,250 Less: accumulated amortization (661,727) (647,642) $ 767,315 $ 726,608 Changes in deferred selling commissions: Balance, beginning of year $ 726,608 $ 727,527 Changes due to: Sales of investment funds 271,578 234,868 Amortization (230,871) (235,787) 40,707 (919) Balance, end of year $ 767,315 $ 726,608

Amortization of deferred selling commissions includes $24.2 million (2016 – $31.2 million) of disposals related to redemption activity and is recorded in Commission expense in the Consolidated Statements of Earnings.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS 101 NOTE 10 GOODWILL AND INTANGIBLE ASSETS

The components of goodwill and intangible assets are as follows:

FINITE LIFE INDEFINITE LIFE

DISTRIBUTION AND OTHER MUTUAL FUND TOTAL MANAGEMENT MANAGEMENT TRADE INTANGIBLE SOFTWARE CONTRACTS CONTRACTS NAMES ASSETS GOODWILL

2017

Cost $ 206,928 $ 112,916 $ 740,559 $ 285,177 $ 1,345,580 $ 2,660,267 Less: accumulated amortization (87,909) (73,220) – – (161,129) – $ 119,019 $ 39,696 $ 740,559 $ 285,177 $ 1,184,451 $ 2,660,267 Changes in goodwill and intangible assets: Balance, beginning of year $ 199,239 $ 42,814 $ 740,559 $ 285,177 $ 1,267,789 $ 2,660,267 Additions 31,599 2,618 – – 34,217 – Disposals (3,195) (594) – – (3,789) – Writedowns (92,352) – – – (92,352) – Amortization (16,272) (5,142) – – (21,414) – Balance, end of year $ 119,019 $ 39,696 $ 740,559 $ 285,177 $ 1,184,451 $ 2,660,267

2016

Cost $ 289,032 $ 111,465 $ 740,559 $ 285,177 $ 1,426,233 $ 2,660,267 Less: accumulated amortization (89,793) (68,651) – – (158,444) – $ 199,239 $ 42,814 $ 740,559 $ 285,177 $ 1,267,789 $ 2,660,267 Changes in goodwill and intangible assets: Balance, beginning of year $ 144,353 $ 49,631 $ 740,559 $ 285,177 $ 1,219,720 $ 2,660,267 Additions 63,506 862 – – 64,368 – Disposals (90) (1,675) – – (1,765) – Amortization (8,530) (6,004) – – (14,534) – Balance, end of year $ 199,239 $ 42,814 $ 740,559 $ 285,177 $ 1,267,789 $ 2,660,267

In 2017, the Company discontinued development of a new investment fund accounting system. As a result of this, and other associated technology decisions, the Company recorded a writedown of $92.4 million of capitalized software development costs which was recorded in Non-commission expense in the Consolidated Statements of Earnings.

The goodwill and indefinite life intangible assets consisting of investment fund management contracts and trade names are allocated to each cash generating unit (CGU) as summarized in the following table:

2017 2016

INDEFINITE INDEFINITE LIFE LIFE INTANGIBLE INTANGIBLE GOODWILL ASSETS GOODWILL ASSETS

Investors Group $ 1,347,781 $ – $ 1,347,781 $ – Mackenzie 1,168,580 1,002,681 1,168,580 1,002,681 Other 143,906 23,055 143,906 23,055 Total $ 2,660,267 $ 1,025,736 $ 2,660,267 $ 1,025,736

102 IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS NOTE 10 GOODWILL AND INTANGIBLE ASSETS (continued)

The Company tests whether goodwill and indefinite life intangible assets are impaired by assessing the carrying amounts with the recoverable amounts. The recoverable amount of the Company’s CGUs is based on the best available evidence of fair value less costs of disposal. Fair value is initially assessed with reference to valuation multiples of comparable publicly-traded financial institutions and precedent business acquisition transactions. These valuation multiples may include price-to-earnings or other conventionally used measures for investment managers or other financial service providers (multiples of value to assets under management, revenues, or other measures of profitability). This assessment may give regard to a variety of relevant considerations, including expected growth, risk and capital market conditions, among other factors. The valuation multiples used in assessing fair value represent Level 2 fair value inputs.

The fair value less costs of disposal of the Company’s CGUs was compared with the carrying amount and it was determined there was no impairment. Changes in assumptions and estimates used in determining the recoverable amounts of CGUs can result in significant adjustments to the valuation of the CGUs.

NOTE 11 DEPOSITS AND CERTIFICATES

Deposits and certificates are classified as other financial liabilities measured at amortized cost.

Included in the assets of the Consolidated Balance Sheets are cash and cash equivalents, client funds on deposit and loans amounting to $505.0 million (2016 – $471.2 million) related to deposits and certificates.

TERM TO MATURITY

1 YEAR 1–5 OVER 2017 2016 DEMAND OR LESS YEARS 5 YEARS TOTAL TOTAL

Deposits $ 489,919 $ 5,895 $ 6,101 $ 573 $ 502,488 $ 468,388 Certificates – 584 811 1,113 2,508 2,814 $ 489,919 $ 6,479 $ 6,912 $ 1,686 $ 504,996 $ 471,202

NOTE 12 OTHER LIABILITIES

2017 2016

Dividends payable $ 137,587 $ 137,503 Interest payable 38,795 27,406 Accrued benefit liabilities (Note 13) 184,462 216,387 Provisions 92,918 32,052 Other 37,518 34,595 $ 491,280 $ 447,943

The Company establishes restructuring provisions related to business acquisitions, divestitures and other items, as well as other provisions in the normal course of its operations. Changes in provisions during 2017 consisted of additional estimates of $95.2 million, provision reversals of $1.6 million and payments of $32.7 million.

Total other liabilities of $279.1 million as at December 31, 2017 (2016 – $207.6 million) are expected to be settled within one year.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS 103 NOTE 13 EMPLOYEE BENEFITS

DEFINED BENEFIT PLANS The Company maintains a number of employee pension and post-employment benefit plans. These plans include a funded registered defined benefit pension plan for all eligible employees, unfunded supplementary executive retirement plans (SERPs) for certain executive officers, and an unfunded post-employment health care, dental and life insurance plan for eligible retirees.

Effective July 1, 2012, the defined benefit pension plan was closed to new members. For all eligible employees hired after July 1, 2012, the Company has a registered defined contribution pension plan.

The defined benefit pension plan is a separate trust that is legally separated from the Company. The defined benefit pension plan is registered under the Pension Benefits Act of Manitoba (Act) and the Income Tax Act (ITA). As required by the Act, the defined benefit pension plan is governed by a pension committee which includes current and retired employees. The Pension Committee has certain responsibilities as described in the Act but may delegate certain activities to the Company. The ITA governs the employer’s ability to make contributions and also has parameters that the plan must meet with respect to investments in foreign property.

The defined benefit pension plan provides lifetime pension benefits to all eligible employees based on length of service and final average earnings subject to limits established by the ITA. Death benefits are available on the death of an active member or a retired member.

Employees who are not senior officers are required to make annual contributions based on a percentage of salaries which are subject to a maximum amount.

The actuarial valuation for funding purposes related to the Company’s registered defined benefit pension plan, based on a measurement date of December 31, 2016, was completed in September 2017. Based on the actuarial valuation, the registered pension plan had a solvency deficit of $82.7 million compared to $23.4 million in the previous actuarial valuation, which was based on a measurement date of December 31, 2013. The increase in solvency deficit resulted primarily from lower interest rates, and is required to be funded over five years. During 2017, the Company made contributions of $37.8 million (2016 – $19.7 million). The Company expects to make contributions of approximately $47.3 million in 2018. Pension contribution decisions are subject to change, as contributions are affected by many factors including market performance, regulatory requirements, changes in assumptions and management’s ability to change funding policy. The next required actuarial valuation will be based on a measurement date of December 31, 2017.

The SERPs are non-registered, non-contributory defined benefit plans which provide supplementary benefits to certain retired executives.

The other post-employment benefit plan is a non-contributory plan and provides eligible employees a reimbursement of medical costs or a fixed amount per year to cover medical costs during retirement.

The SERPs and other post-employment benefit plans are managed by the Company with oversight from the Board of Directors.

The defined benefit plans expose the Company to actuarial risks such as mortality risk which represents life expectancy and impacts the calculation of the obligations; interest rate risk which impacts the discount rate used to calculate the obligations and the actual return on plan assets; salary risk as estimated salary increases are used in the calculation of the obligations; and investment risk as the nature of the investments impact the actual return on the plan assets. The risks are managed by regular monitoring of the plans, applicable regulations and other factors that could impact the Company’s expenses and cash flows.

104 IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS NOTE 13 EMPLOYEE BENEFITS (continued)

DEFINED BENEFIT PLANS (continued) Plan assets, benefit obligations and funded status:

2017 2016

DEFINED OTHER POST– DEFINED OTHER POST– BENEFIT EMPLOYMENT BENEFIT EMPLOYMENT PENSION PLAN SERPS BENEFITS PENSION PLAN SERPS BENEFITS

Fair value of plan assets Balance, beginning of year $ 372,087 $ – $ – $ 336,278 $ – $ – Employee contributions 3,005 – – 3,179 – – Employer contributions 37,782 – – 19,674 – – Benefits paid (22,318) – – (18,013) – – Interest income 15,527 – – 14,443 – – Remeasurements: – Return on plan assets 11,604 – – 16,526 – – Balance, end of year 417,687 – – 372,087 – – Accrued benefit obligation Balance, beginning of year 481,201 62,461 44,812 439,167 56,481 48,812 Benefits paid (22,313) (2,751) (2,707) (18,013) (2,958) (2,192) Current service cost 23,264 1,453 921 21,173 1,102 1,082 Past service cost – (2,972) (703) – 2,860 – Plan amendment (50,381) – – – – – Curtailment loss 2,514 – – – – – Employee contributions 3,005 – – 3,179 – – Interest expense 19,186 2,335 1,612 18,405 2,240 1,843 Remeasurements: Actuarial losses (gains) – Demographic assumption – – – – – (4,856) – Experience adjustments (1,439) 271 223 (169) 1,854 (822) – Financial assumptions 38,573 2,337 1,247 17,459 882 945 Balance, end of year 493,610 63,134 45,405 481,201 62,461 44,812 Accrued benefit liability $ 75,923 $ 63,134 $ 45,405 $ 109,114 $ 62,461 $ 44,812

The Company, at its discretion, may from time to time increase certain benefits paid to retired members of the plan. Under its previous policy, the Company had granted benefit increases in most years and the obligation included an estimate for future increases. The Company does not expect to grant benefit increases in the foreseeable future. As a result of this change, in 2017, the Company revalued its pension obligation and has recognized a reduction to its obligation of $50.4 million as a decrease to non-commission expense.

Significant actuarial assumptions used to calculate the defined benefit obligation:

2017 2016

DEFINED OTHER POST– DEFINED OTHER POST– BENEFIT EMPLOYMENT BENEFIT EMPLOYMENT PENSION PLAN SERPS BENEFITS PENSION PLAN SERPS BENEFITS

Discount rate 3.60% 3.30% 3.45% 4.05% 3.60%-3.90% 3.70% Rate of compensation increase 3.90% 3.75% N/A 3.90% 3.75% N/A Health care cost trend rate (1) N/A N/A 5.77% N/A N/A 5.83% Mortality rates at age 65 for current pensioners 23.5 years 23.5 years 23.5 years 23.5 years 23.5 years 23.5 years

(1) Trending to 4.50% in 2034 and remaining at that rate thereafter.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS 105 NOTE 13 EMPLOYEE BENEFITS (continued)

DEFINED BENEFIT PLANS (continued) The weighted average duration of the pension plans’ defined benefit obligation at the end of the reporting period is 17.6 years (2016 – 18.4 years).

Benefit expense:

2017 2016

DEFINED OTHER POST- DEFINED OTHER POST- BENEFIT EMPLOYMENT BENEFIT EMPLOYMENT PENSION PLAN SERPS BENEFITS PENSION PLAN SERPS BENEFITS

Current service cost $ 23,269 $ 1,453 $ 921 $ 21,173 $ 1,102 $ 1,082 Past service cost – (2,972) (703) – 2,860 – Plan amendment (50,381) – – – – – Curtailment loss 2,514 – – – – – Net interest cost 3,659 2,335 1,612 3,962 2,240 1,843 $ (20,939) $ 816 $ 1,830 $ 25,135 $ 6,202 $ 2,925

Sensitivity analysis:

The calculation of the accrued benefit liability and the related benefit expense are sensitive to the significant actuarial assumptions. The following table presents the sensitivity analysis:

2017 2016

INCREASE INCREASE INCREASE INCREASE (DECREASE) (DECREASE) (DECREASE) (DECREASE) IN LIABILITY IN EXPENSE IN LIABILITY IN EXPENSE

Defined benefit pension plan Discount rate (+ / – 0.25%) Increase $ (20,503) $ (1,771) $ (19,883) $ (1,667) Decrease 21,883 1,809 21,246 1,709 Rate of compensation increase (+ / – 0.25%) Increase 6,538 893 8,106 850 Decrease (6,440) (880) (8,017) (835) Mortality Increase 1 year 9,847 888 10,762 775 SERPs Discount rate (+ / – 0.25%) Increase (1,767) 36 (1,822) 32 Decrease 1,850 (40) 1,909 (36) Rate of compensation increase (+ / – 0.25%) Increase 77 27 119 23 Decrease (76) (26) (117) (23) Mortality Increase 1 year 1,467 63 1,419 57 Other post-employment benefits Discount rate (+ / – 0.25%) Increase (1,150) 33 (1,183) 25 Decrease 1,201 (34) 1,238 (26) Health care cost trend rates (+ / – 1.00%) Increase 2,016 76 2,060 76 Decrease (1,734) (64) (1,770) (64) Mortality Increase 1 year 1,459 65 1,383 71

106 IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS NOTE 13 EMPLOYEE BENEFITS (continued)

DEFINED BENEFIT PLANS (continued) The sensitivity analyses are based on a change in an assumption while holding all other assumptions constant. In practice, this is unlikely to occur as changes in certain assumptions may be correlated.

Asset allocation of defined benefit pension plan by asset category:

2017 2016

Equity securities 66.6 % 67.5 % Fixed income securities 29.1 31.7 Cash and cash equivalents 4.3 0.8 100.0 % 100.0 %

The defined benefit pension plan adheres to its Statement of Investment Policies and Procedures which includes investment objectives, asset allocation guidelines and investment limits by asset class. The defined benefit pension plan assets are invested in proprietary investment funds with the exception of cash on deposit with Schedule I Canadian chartered banks.

DEFINED CONTRIBUTION PENSION PLANS The Company maintains a number of defined contribution pension plans for eligible employees. The total expense recorded in Non- commission expense was $4.4 million (2016 – $3.4 million).

GROUP RETIREMENT SAVINGS PLAN (RSP) The Company maintains a group RSP for eligible employees. The Company’s contributions are recorded in Non-commission expense as paid and totalled $6.4 million (2016 – $6.2 million).

NOTE 14 INCOME TAXES

Income tax expense:

2017 2016

Income taxes recognized in net earnings Current taxes Tax on current year’s earnings $ 152,502 $ 193,151 Adjustments in respect of prior years (3,892) (37,682) 148,610 155,469 Deferred taxes 25,277 12,164 $ 173,887 $ 167,633

Effective income tax rate:

2017 2016

Income taxes at Canadian federal and provincial statutory rates 26.84 % 26.84 % Effect of: Proportionate share of associates’ earnings (Note 8) (3.81) (2.96) Proportionate share of associate’s one-time charges (Note 8) 0.48 – Proportionate share of associate’s provision (Note 8) 0.17 – Tax loss consolidation (Note 25) (1.55) (2.56) Reduction in income tax estimates related to certain tax filings – (3.59) Other items 0.03 (0.03) Effective income tax rate 22.16 % 17.70 %

IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS 107 NOTE 14 INCOME TAXES (continued)

DEFERRED INCOME TAXES Sources of deferred income taxes:

2017 2016

Deferred income tax assets Accrued benefit liabilities $ 49,771 $ 58,395 Loss carryforwards 15,002 3,693 Other 43,170 46,331 107,943 108,419 Deferred income tax liabilities Deferred selling commissions 203,976 193,214 Intangible assets 264,487 263,783 Other 42,681 30,727 511,144 487,724 $ 403,201 $ 379,305

Deferred income tax assets and liabilities are presented on the Consolidated Balance Sheets as follows:

2017 2016

Deferred income tax assets $ 60,661 $ 61,454 Deferred income tax liabilities 463,862 440,759 $ 403,201 $ 379,305

NOTE 15 LONG-TERM DEBT

MATURITY RATE SERIES 2017 2016

March 7, 2018 6.58% 2003 $ 150,000 $ 150,000 April 8, 2019 7.35% 2009 375,000 375,000 January 26, 2027 3.44% 2017 400,000 – December 13, 2027 6.65% 1997 125,000 125,000 May 9, 2031 7.45% 2001 150,000 150,000 December 31, 2032 7.00% 2002 175,000 175,000 March 7, 2033 7.11% 2003 150,000 150,000 December 10, 2040 6.00% 2010 200,000 200,000 January 25, 2047 4.56% 2017 200,000 – December 9, 2047 4.115% 2017 250,000 – $ 2,175,000 $ 1,325,000

Long-term debt consists of unsecured debentures which are redeemable by the Company, in whole or in part, at any time, at the greater of par and a formula price based upon yields at the time of redemption.

Long-term debt is classified as other financial liabilities and is recorded at amortized cost.

Interest expense relating to long-term debt was $114.2 million (2016 – $92.2 million).

On January 26, 2017, the Company issued $400 million of 10 year, 3.44% debentures and $200 million of 30 year, 4.56% debentures. On December 7, 2017, the Company issued $250 million of 30 year, 4.115% debentures. These offerings were made pursuant to prospectus supplements to the Company’s short form base shelf prospectus dated November 29, 2016.

108 IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS NOTE 16 SHARE CAPITAL

AUTHORIZED Unlimited number of: First preferred shares, issuable in series Second preferred shares, issuable in series Class 1 non-voting shares Common shares, no par value

ISSUED AND OUTSTANDING 2017 2016

STATED STATED SHARES VALUE SHARES VALUE

Perpetual preferred shares – classified as equity: First preferred shares, Series B 6,000,000 $ 150,000 6,000,000 $ 150,000 Common shares: Balance, beginning of year 240,515,968 $ 1,597,208 244,788,138 $ 1,623,948 Issued under Stock Option Plan (Note 18) 150,163 5,518 74,430 2,099 Purchased for cancellation – – (4,346,600) (28,839) Balance, end of year 240,666,131 $ 1,602,726 240,515,968 $ 1,597,208

NORMAL COURSE ISSUER BID There were no shares purchased in 2017 (2016 – 4,346,600 shares purchased at a cost of $155.7 million). The premium paid to purchase the shares in excess of the stated value was charged to Retained earnings.

The Company commenced a normal course issuer bid on March 20, 2017 which is effective until March 19, 2018. Pursuant to this bid, the Company may purchase up to 12.0 million or 5% of its common shares outstanding as at February 28, 2017. On March 20, 2016, the Company commenced a normal course issuer bid, effective until March 19, 2017, which authorized it to purchase up to 12.1 million or 5% of its common shares outstanding as at March 10, 2016.

In connection with its normal course issuer bid, the Company has established an automatic securities purchase plan for its common shares. The automatic securities purchase plan provides standard instructions regarding how the Company’s common shares are to be purchased under its normal course issuer bid during certain pre-determined trading blackout periods. Outside of these pre- determined trading blackout periods, purchases under the Company’s normal course issuer bid will be completed based upon management’s discretion.

NOTE 17 CAPITAL MANAGEMENT

The Company’s capital management objective is to maximize shareholder returns while ensuring that the Company is capitalized in a manner which appropriately supports regulatory capital requirements, working capital needs and business expansion. The Company’s capital management practices are focused on preserving the quality of its financial position by maintaining a solid capital base and a strong balance sheet. Capital of the Company consists of long-term debt, perpetual preferred shares and common shareholders’ equity. The Company regularly assesses its capital management practices in response to changing economic conditions.

The Company’s capital is primarily utilized in its ongoing business operations to support working capital requirements, long-term investments made by the Company, business expansion and other strategic objectives. Subsidiaries subject to regulatory capital requirements include investment dealers, mutual fund dealers, exempt market dealers, portfolio managers, investment fund managers and a trust company. These subsidiaries are required to maintain minimum levels of capital based on either working capital, liquidity or shareholders’ equity. The Company’s subsidiaries have complied with all regulatory capital requirements.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS 109 NOTE 17 CAPITAL MANAGEMENT (continued)

The total outstanding long-term debt was $2,175.0 million at December 31, 2017, compared to $1,325.0 million at December 31, 2016. Long-term debt is comprised of debentures which are senior unsecured debt obligations of the Company subject to standard covenants, including negative pledges, but which do not include any specified financial or operational covenants.

On January 26, 2017, the Company issued $600 million of debentures. The net proceeds were used by IGM Financial to finance a substantial portion of the announced acquisitions of its equity interest in China AMC (Note 8) and for general corporate purposes. On December 7, 2017, the Company issued $250 million of debentures. The net proceeds will be used by IGM Financial to repay upcoming long-term debt maturities and for general corporate purposes.

Perpetual preferred shares of $150 million at December 31, 2017 remain unchanged from December 31, 2016.

The Company commenced a normal course issuer bid on March 20, 2017, which is effective until March 19, 2018, to purchase up to 5% of its common shares in order to mitigate the dilutive effect of stock options issued under the Company’s stock option plan and for other capital management purposes. There were no common shares purchased by the Company in 2017 (Note 16). Other activities in 2017 included the declaration of perpetual preferred share dividends of $8.9 million or $1.475 per share and common share dividends of $541.4 million or $2.25 per share. Changes in common share capital are reflected in the Consolidated Statements of Changes in Shareholders’ Equity.

NOTE 18 SHARE-BASED PAYMENTS

STOCK OPTION PLAN Under the terms of the Company’s Stock Option Plan (Plan), options to purchase common shares are periodically granted to employees at prices not less than the weighted average trading price per common share on the Toronto Stock Exchange for the five trading days preceding the date of the grant. The options are subject to time vesting conditions set out at the grant date. Options vest over a period of up to 7.5 years from the grant date and are exercisable no later than 10 years after the grant date. At December 31, 2017, 20,806,098 (2016 – 20,956,261) common shares were reserved for issuance under the Plan.

During 2017, the Company granted 1,418,930 options to employees (2016 – 2,226,665). The weighted-average fair value of options granted during the year ended December 31, 2017 has been estimated at $2.52 per option (2016 – $1.68) using the Black-Scholes option pricing model. The weighted-average closing share price at the grant dates was $41.67. The assumptions used in these valuation models include:

2017 2016

Exercise price $ 41.70 $ 35.50 Risk-free interest rate 1.53% 0.95% Expected option life 6 years 6 years Expected volatility 17.00% 18.00% Expected dividend yield 5.40% 6.34%

Expected volatility has been estimated based on the historic volatility of the Company’s share price over six years which is reflective of the expected option life. Stock options were exercised regularly throughout 2017 and the average share price in 2017 was $41.55.

The Company recorded compensation expense related to its stock option program of $3.5 million (2016 – $4.1 million).

110 IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS NOTE 18 SHARE-BASED PAYMENTS (continued)

STOCK OPTION PLAN (continued) 2017 2016

WEIGHTED- WEIGHTED- NUMBER OF AVERAGE NUMBER OF AVERAGE OPTIONS EXERCISE PRICE OPTIONS EXERCISE PRICE

Balance, beginning of year 8,484,030 $ 43.16 7,441,165 $ 44.80 Granted 1,418,930 41.70 2,226,665 35.50 Exercised (150,163) 33.77 (74,430) 26.67 Forfeited (840,049) 48.42 (1,109,370) 39.86 Balance, end of year 8,912,748 $ 42.59 8,484,030 $ 43.16 Exercisable, end of year 4,063,668 $ 44.09 3,858,518 $ 44.73

EXPIRY EXERCISE OPTIONS OPTIONS OPTIONS OUTSTANDING AT DECEMBER 31, 2017 DATE PRICE $ OUTSTANDING EXERCISABLE

2018 43.19 – 44.60 168,320 168,320 2019 26.67 – 44.00 264,090 264,090 2020 40.45 – 42.82 715,021 715,021 2021 42.49 – 46.72 512,372 488,921 2022 45.56 – 47.23 817,576 700,142 2023 44.73 – 47.26 1,079,942 701,177 2024 53.81 847,191 441,970 2025 43.28 – 43.97 1,126,129 343,481 2026 34.88 – 38.17 2,010,432 240,546 2027 39.71 – 41.74 1,371,675 – 8,912,748 4,063,668

PERFORMANCE SHARE UNIT PLAN The Company has a Performance Share Unit (PSU) plan for eligible employees to assist in retaining and further aligning the interests of senior management with those of the shareholders. Under the terms of the plan, PSUs are awarded annually and are subject to time and performance vesting conditions. The value of each PSU is based on the share price of the Company’s common shares. The PSUs are cash settled and vest over a three year period. Certain employees can elect at the time of grant to receive a portion of their PSUs in the form of deferred share units which vest over a three year period. Deferred share units are redeemable when a participant is no longer an employee of the Company or any of its affiliates by a lump sum payment based on the value of the deferred share unit at that time. Additional PSUs and deferred share units are issued in respect of dividends payable on common shares based on a value of the PSU or deferred share unit at the dividend payment date. The Company recorded compensation expense, excluding the impact of hedging, of $14.0 million in 2017 (2016 – $10.9 million) and a liability of $23.3 million at December 31, 2017 (2016 – $16.4 million).

SHARE PURCHASE PLANS Under the Company’s share purchase plans, eligible employees and Investors Group consultants can elect each year to have a percentage of their annual earnings withheld, subject to a maximum, to purchase the Company’s common shares. The Company matches 50% of the contribution amounts. All contributions are used by the plan trustee to purchase common shares in the open market. Shares purchased with Company contributions vest after a maximum period of three years following the date of purchase. The Company’s contributions are recorded in Non-commission expense as paid and totalled $12.9 million (2016 – $12.4 million).

IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS 111 NOTE 18 SHARE-BASED PAYMENTS (continued)

DEFERRED SHARE UNIT PLAN The Company has a Deferred Share Unit (DSU) plan for the directors of the Company to promote a greater alignment of interest between directors and shareholders of the Company. Under the terms of the plan, directors are required to receive 50% of their annual board retainer in the form of DSUs and may elect to receive the balance of their annual board retainer in cash or DSUs. Directors may elect to receive certain fees in a combination of DSUs and cash. The number of DSUs granted is determined by dividing the amount of remuneration payable by the average closing price on the Toronto Stock Exchange of the common shares of the Company on the last five days of the fiscal quarter (value of DSU). A director who has elected to receive DSUs will receive additional DSUs in respect of dividends payable on common shares, based on the value of a DSU at the dividend payment date. DSUs are redeemable when a participant is no longer a director, officer or employee of the Company or any of its affiliates by cash payments, based on the value of the deferred share units at that time. At December 31, 2017, the fair value of the DSUs outstanding was $16.1 million (2016 – $12.9 million). Any difference between the change in fair value of the DSUs and the change in fair value of the total return swap, which is an economic hedge for the DSU plan, is recognized in Non-commission expense in the period in which the change occurs.

NOTE 19 ACCUMULATED OTHER COMPREHENSIVE INCOME (LOSS)

AVAILABLE INVESTMENT EMPLOYEE FOR SALE IN ASSOCIATES 2017 BENEFITS SECURITIES AND OTHER TOTAL

Balance, beginning of year $ (110,913) $ 8,617 $ 19,854 $ (82,442) Other comprehensive income (loss) (21,616) 30,434 2,494 11,312 Balance, end of year $ (132,529) $ 39,051 $ 22,348 $ (71,130)

2016

Balance, beginning of year $ (111,874) $ 2,658 $ 77,222 $ (31,994) Other comprehensive income (loss) 961 5,959 (57,368) (50,448) Balance, end of year $ (110,913) $ 8,617 $ 19,854 $ (82,442)

Amounts are recorded net of tax.

NOTE 20 RISK MANAGEMENT

The Company actively manages its liquidity, credit and market risks.

LIQUIDITY AND FUNDING RISK RELATED TO FINANCIAL INSTRUMENTS Liquidity and funding risk is the risk of the inability to generate or obtain sufficient cash in a timely and cost-effective manner to meet contractual or anticipated commitments as they come due or arise.

The Company’s liquidity management practices include:

• Maintaining liquid assets and lines of credit to satisfy near term liquidity needs. • Ensuring effective controls over liquidity management processes. • Performing regular cash forecasts and stress testing. • Regular assessment of capital market conditions and the Company’s ability to access bank and capital market funding. • Ongoing efforts to diversify and expand long-term mortgage funding sources. • Oversight of liquidity by management and by Committees of the Board of Directors.

112 IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS NOTE 20 RISK MANAGEMENT (continued)

LIQUIDITY AND FUNDING RISK RELATED TO FINANCIAL INSTRUMENTS (continued) A key funding requirement for the Company is the funding of commissions paid on the sale of investment funds. Commissions on the sale of investment funds continue to be paid from operating cash flows.

The Company also maintains sufficient liquidity to fund and temporarily hold mortgages pending sale or securitization to long- term funding sources and to manage any derivative collateral requirements related to the mortgage banking operation. Through its mortgage banking operations, residential mortgages are sold to third parties including certain mutual funds, institutional investors through private placements, Canadian bank-sponsored securitization trusts, and by issuance and sale of National Housing Act Mortgage Backed Securities (NHA MBS) securities including sales to Canada Housing Trust under the Canada Mortgage Bond Program (CMB Program).

Certain subsidiaries of the Company are approved issuers of NHA MBS and are approved sellers into the CMB Program. Capacity for sales under the CMB Program consists of participation in new CMB issues and reinvestment of principal repayments held in the Principal Reinvestment Accounts.

The Company maintains committed capacity within certain Canadian bank-sponsored securitization trusts.

The Company’s contractual maturities of certain financial liabilities were as follows:

LESS THAN AS AT DECEMBER 31, 2017 ($ millions) DEMAND 1 YEAR 1 – 5 YEARS AFTER 5 YEARS TOTAL

Derivative financial instruments $ – $ 7.0 $ 21.4 $ – $ 28.4 Deposits and certificates 489.9 6.5 6.9 1.7 505.0 Obligations to securitization entities – 1,193.0 6,357.3 45.7 7,596.0 Long-term debt – 150.0 375.0 1,650.0 2,175.0 Pension funding(1) – 47.3 – – 47.3 Total contractual maturities $ 489.9 $ 1,403.8 $ 6,760.6 $ 1,697.4 $ 10,351.7

(1) The next required actuarial valuation will be completed based on a measurement date of December 31, 2017. Pension funding requirements beyond 2018 are subject to significant variability and will be determined based on future actuarial valuations. Pension contribution decisions are subject to change, as contributions are affected by many factors including market performance, regulatory requirements, changes in assumptions and management’s ability to change funding policy.

In addition to the Company’s current balance of cash and cash equivalents, liquidity is available through the Company’s lines of credit. The Company’s lines of credit with various Schedule I Canadian chartered banks totalled $825 million as at December 31, 2017, unchanged from December 31, 2016. The lines of credit as at December 31, 2017 consisted of committed lines of $650 million (2016 – $650 million) and uncommitted lines of $175 million (2016 – $175 million). The Company has accessed its uncommitted lines of credit in the past; however, any advances made by a bank under the uncommitted lines of credit are at the bank’s sole discretion. As at December 31, 2017 and December 31, 2016, the Company was not utilizing its committed lines of credit or its uncommitted lines of credit.

The Company’s liquidity position and its management of liquidity and funding risk have not changed materially since December 31, 2016.

CREDIT RISK RELATED TO FINANCIAL INSTRUMENTS Credit risk is the potential for financial loss to the Company if a counterparty to a transaction fails to meet its obligations. The Company’s cash and cash equivalents, securities holdings, mortgage portfolios, and derivatives are subject to credit risk. The Company monitors its credit risk management practices on an ongoing basis to evaluate their effectiveness.

At December 31, 2017, cash and cash equivalents of $966.8 million (2016 – $611.0 million) consisted of cash balances of $88.3 million (2016 – $84.5 million) on deposit with Canadian chartered banks and cash equivalents of $878.5 million (2016 – $526.5 million). Cash equivalents are comprised of Government of Canada treasury bills totalling $239.5 million (2016 – $44.1 million), provincial government treasury bills and promissory notes of $252.6 million (2016 – $197.1 million), bankers’ acceptances and other short-term notes issued by Canadian chartered banks of $351.4 million (2016 – $246.8 million), and highly rated corporate commercial paper of $35.0 million (2016 – $38.5 million). The Company manages credit risk related to cash and cash equivalents by adhering to its Investment Policy that outlines credit risk parameters and concentration limits. The Company regularly reviews the credit ratings of its counterparties. The maximum exposure to credit risk on these financial instruments is their carrying value.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS 113 NOTE 20 RISK MANAGEMENT (continued)

CREDIT RISK RELATED TO FINANCIAL INSTRUMENTS (continued) As at December 31, 2017, residential mortgages, recorded on the Company’s balance sheet, of $7.8 billion (2016 – $8.0 billion) consisted of $7.5 billion sold to securitization programs (2016 – $7.6 billion), $286.7 million held pending sale or securitization (2016 – $339.5 million) and $26.0 million related to the Company’s intermediary operations (2016 – $29.2 million).

The Company manages credit risk related to residential mortgages through:

• Adhering to its lending policy and underwriting standards; • Its loan servicing capabilities; • Use of client-insured mortgage default insurance and mortgage portfolio default insurance held by the Company; and • Its practice of originating its mortgages exclusively through its own network of Mortgage Planning Specialists and Investors Group Consultants as part of a client’s comprehensive financial plan.

In certain instances, credit risk is also limited by the terms and nature of securitization transactions as described below:

• Under the NHA MBS program totalling $4.5 billion (2016 – $4.9 billion), the Company is obligated to make timely payment of principal and coupons irrespective of whether such payments were received from the mortgage borrower. However, as required by the NHA MBS program, 100% of the loans are insured by an approved insurer. • Credit risk for mortgages securitized by transfer to bank-sponsored securitization trusts totalling $3.1 billion (2016 – $2.7 billion) is limited to amounts held in cash reserve accounts and future net interest income, the fair values of which were $69.7 million (2016 – $54.7 million) and $42.4 million (2016 – $45.0 million), respectively, at December 31, 2017. Cash reserve accounts are reflected on the balance sheet, whereas rights to future net interest income are not reflected on the balance sheet and will be recorded over the life of the mortgages. This risk is further mitigated by insurance with 16.4% of mortgages held in ABCP Trusts insured at December 31, 2017 (2016 – 29.1%).

At December 31, 2017, residential mortgages recorded on balance sheet were 65.5% insured (2016 – 73.9%). As at December 31, 2017, impaired mortgages on these portfolios were $2.8 million, compared to $2.6 million at December 31, 2016. Uninsured non- performing mortgages over 90 days on these portfolios were $0.8 million at December 31, 2017, compared to $0.9 million at December 31, 2016.

The Company also retains certain elements of credit risk on mortgage loans sold to the Investors Mortgage and Short Term Income Fund and to the Investors Canadian Corporate Bond Fund through an agreement to repurchase mortgages in certain circumstances benefiting the funds. These loans are not recorded on the Company’s balance sheet as the Company has transferred substantially all of the risks and rewards of ownership associated with these loans.

The Company regularly reviews the credit quality of the mortgages and the adequacy of the collective allowance for credit losses.

The Company’s collective allowance for credit losses was $0.8 million at December 31, 2017, compared to $0.7 million at December 31, 2016, and is considered adequate by management to absorb all credit-related losses in the mortgage portfolios based on: i) historical credit performance experience and recent trends, ii) current portfolio credit metrics and other relevant characteristics, and iii) regular stress testing of losses under adverse real estate market conditions.

The Company’s exposure to and management of credit risk related to cash and cash equivalents, fixed income securities and mortgage portfolios have not changed materially since December 31, 2016.

The Company is exposed to credit risk through derivative contracts it utilizes to hedge interest rate risk, to facilitate securitization transactions and to hedge market risk related to certain stock-based compensation arrangements. These derivatives are discussed more fully under the Market Risk section.

To the extent that the fair value of the derivatives is in a gain position, the Company is exposed to credit risk that its counterparties fail to fulfil their obligations under these arrangements.

114 IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS NOTE 20 RISK MANAGEMENT (continued)

CREDIT RISK RELATED TO FINANCIAL INSTRUMENTS (continued) The Company’s derivative activities are managed in accordance with its Investment Policy which includes counterparty limits and other parameters to manage counterparty risk. The aggregate credit risk exposure related to derivatives that are in a gain position of $33.8 million (2016 – $41.4 million) does not give effect to any netting agreements or collateral arrangements. The exposure to credit risk, considering netting agreements and collateral arrangements and including rights to future net interest income, was $1.2 million at December 31, 2017 (2016 – $3.0 million). Counterparties are all Canadian Schedule I chartered banks and, as a result, management has determined that the Company’s overall credit risk related to derivatives was not significant at December 31, 2017. Management of credit risk related to derivatives has not changed materially since December 31, 2016.

MARKET RISK RELATED TO FINANCIAL INSTRUMENTS Market risk is the potential for loss to the Company from changes in the values of its financial instruments due to changes in foreign exchange rates, interest rates or equity prices.

Interest Rate Risk The Company is exposed to interest rate risk on its loan portfolio and on certain of the derivative financial instruments used in the Company’s mortgage banking operations.

The Company manages interest rate risk associated with its mortgage banking operations by entering into interest rate swaps with Canadian Schedule I chartered banks as follows:

• The Company has in certain instances funded floating rate mortgages with fixed rate Canada Mortgage Bonds as part of the securitization transactions under the CMB Program. As previously discussed, as part of the CMB Program, the Company is party to a swap whereby it is entitled to receive investment returns on reinvested mortgage principal and is obligated to pay Canada Mortgage Bond coupons. This swap had a positive fair value of $4.1 million (2016 – negative $23.1 million) and an outstanding notional amount of $1.2 billion at December 31, 2017 (2016 – $1.0 billion). The Company enters into interest rate swaps with Canadian Schedule I chartered banks to hedge the risk that the interest rates earned on floating rate mortgages and reinvestment returns decline. The negative fair value of these swaps totalled $4.5 million (2016 – $30.0 million), on an outstanding notional amount of $1.9 billion at December 31, 2017 (2016 – $2.1 billion). The net fair value of these swaps of negative $0.4 million at December 31, 2017 (2016 – $6.9 million) are recorded on balance sheet and have an outstanding notional amount of $3.1 billion (2016 – $3.1 billion). • The Company is exposed to the impact that changes in interest rates may have on the value of mortgages committed to or held pending sale or securitization to long-term funding sources. The Company enters into interest rate swaps to hedge the interest rate risk related to funding costs for mortgages held by the Company pending sale or securitization. The fair value of these swaps totalled $0.9 million (2016 – negative $0.4 million) on an outstanding notional amount of $137.0 million at December 31, 2017 (2016 – $123.0 million).

As at December 31, 2017, the impact to annual net earnings of a 100 basis point increase in interest rates would have been a decrease of approximately $0.9 million (2016 – increase of $0.2 million). The Company’s exposure to and management of interest rate risk have not changed materially since December 31, 2016.

Equity Price Risk The Company is exposed to equity price risk on its equity securities (Note 4) which are classified as either available for sale or fair value through profit or loss.

The Company sponsors a number of deferred compensation arrangements for employees where payments to participants are deferred and linked to the performance of the common shares of IGM Financial Inc. The Company hedges its exposure to this risk through the use of forward agreements and total return swaps.

Foreign Exchange Risk The Company is exposed to foreign exchange risk on its investments in Personal Capital and China AMC.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS 115 NOTE 20 RISK MANAGEMENT (continued)

RISKS RELATED TO ASSETS UNDER MANAGEMENT Risks related to the performance of the equity markets, changes in interest rates and changes in foreign currencies relative to the Canadian dollar can have a significant impact on the level and mix of assets under management. These changes in assets under management directly impact earnings.

NOTE 21 DERIVATIVE FINANCIAL INSTRUMENTS

The Company enters into derivative contracts which are either exchange-traded or negotiated in the over-the-counter market on a diversified basis with Schedule I chartered banks or Canadian bank-sponsored securitization trusts that are counterparties to the Company’s securitization transactions. In all cases, the derivative contracts are used for non-trading purposes. Interest rate swaps are contractual agreements between two parties to exchange the related interest payments based on a specified notional amount and reference rate for a specified period. Total return swaps are contractual agreements to exchange payments based on a specified notional amount and the underlying security for a specific period. Options are contractual agreements which convey the right, but not the obligation, to buy or sell specific financial instruments at a fixed price at a future date. Forward contracts are contractual agreements to buy or sell a financial instrument on a future date at a specified price.

Certain of the Company’s derivative financial instruments are subject to master netting arrangements and are presented on a gross basis. The amount subject to credit risk is limited to the current fair value of the instruments which are in a gain position and recorded as assets on the Consolidated Balance Sheets. The total estimated fair value represents the total amount that the Company would receive or pay to terminate all agreements at each year end. However, this would not result in a gain or loss to the Company as the derivative instruments which correlate to certain assets and liabilities provide offsetting gains or losses.

The following table summarizes the Company’s derivative financial instruments:

NOTIONAL AMOUNT FAIR VALUE

1 YEAR 1–5 OVER CREDIT 2017 OR LESS YEARS 5 YEARS TOTAL RISK ASSET LIABILITY

Swaps $ 1,261,555 $ 1,956,242 $ 19,918 $ 3,237,715 $ 28,476 $ 28,476 $ 28,444 Forward contracts 8,400 23,080 – 31,480 7,216 7,216 – $ 1,269,955 $ 1,979,322 $ 19,918 $ 3,269,195 $ 35,692 $ 35,692 $ 28,444

2016

Swaps $ 1,476,604 $ 1,787,241 $ 16,315 $ 3,280,160 $ 40,970 $ 40,970 $ 32,277 Options purchased 467,200 – – 467,200 67 67 – Forward contracts 326,499 20,046 – 346,545 1,784 1,784 5,886 $ 2,270,303 $ 1,807,287 $ 16,315 $ 4,093,905 $ 42,821 $ 42,821 $ 38,163

The credit risk related to the Company’s derivative financial instruments after giving effect to any netting agreements was $7.4 million (2016 – $4.7 million).

The credit risk related to the Company’s derivative financial instruments after giving effect to netting agreements and including rights to future net interest income, was $1.2 million (2016 – $3.0 million). Rights to future net interest income are related to the Company’s securitization activities and are not reflected on the Consolidated Balance Sheets.

116 IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS NOTE 22 FAIR VALUE OF FINANCIAL INSTRUMENTS

Fair values are management’s estimates and are calculated using market conditions at a specific point in time and may not reflect future fair values. The calculations are subjective in nature, involve uncertainties and are matters of significant judgment.

All financial instruments measured at fair value and those for which fair value is disclosed are classified into one of three levels that distinguish fair value measurements by the significance of the inputs used for valuation.

Fair value is determined based on the price that would be received for an asset or paid to transfer a liability in the most advantageous market, utilizing a hierarchy of three different valuation techniques, based on the lowest level input that is significant to the fair value measurement in its entirety.

Level 1 – Unadjusted quoted prices in active markets for identical assets or liabilities;

Level 2 – Observable inputs other than Level 1 quoted prices for similar assets or liabilities in active markets; quoted prices for identical or similar assets or liabilities in markets that are not active; or inputs other than quoted prices that are observable or corroborated by observable market data; and

Level 3 – Unobservable inputs that are supported by little or no market activity. Valuation techniques are primarily model-based.

Markets are considered inactive when transactions are not occurring with sufficient regularity. Inactive markets may be characterized by a significant decline in the volume and level of observed trading activity or through large or erratic bid/offer spreads. In those instances where traded markets are not considered sufficiently active, fair value is measured using valuation models which may utilize predominantly observable market inputs (Level 2) or may utilize predominantly non-observable market inputs (Level 3). Management considers all reasonably available information including indicative broker quotations, any available pricing for similar instruments, recent arm’s length market transactions, any relevant observable market inputs, and internal model-based estimates. Management exercises judgment in determining the most appropriate inputs and the weighting ascribed to each input as well as in the selection of valuation methodologies.

Fair value is determined using the following methods and assumptions:

Securities and other financial assets and financial liabilities are valued using quoted prices from active markets, when available. When a quoted market price is not readily available, valuation techniques are used that require assumptions related to discount rates and the timing and amount of future cash flows. Wherever possible, observable market inputs are used in the valuation techniques.

Loans classified as Level 2 are valued using market interest rates for loans with similar credit risk and maturity.

Loans classified as Level 3 are valued by discounting the expected future cash flows at prevailing market yields.

Obligations to securitization entities are valued by discounting the expected future cash flows at prevailing market yields for securities issued by these securitization entities having similar terms and characteristics.

Deposits and certificates are valued by discounting the contractual cash flows using market interest rates currently offered for deposits with similar terms and credit risks.

Long-term debt is valued using quoted prices for each debenture available in the market.

Derivative financial instruments are valued based on quoted market prices, where available, prevailing market rates for instruments with similar characteristics and maturities, or discounted cash flow analysis.

Level 1 financial instruments include exchange-traded equity securities and open-end investment fund units and other financial liabilities in instances where there are quoted prices available from active markets.

Level 2 assets and liabilities include fixed income securities, loans, derivative financial instruments, deposits and certificates and long- term debt. The fair value of fixed income securities is determined using quoted market prices or independent dealer price quotes. The fair value of derivative financial instruments and deposits and certificates are determined using valuation models, discounted cash flow methodologies, or similar techniques using primarily observable market inputs. The fair value of long-term debt is determined using indicative broker quotes.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS 117 NOTE 22 FAIR VALUE OF FINANCIAL INSTRUMENTS (continued)

Level 3 assets and liabilities include securities with little or no trading activity valued using broker-dealer quotes, loans, other financial assets, obligations to securitization entities and derivative financial instruments. Derivative financial instruments consist of principal reinvestment account swaps which represent the component of a swap entered into under the CMB Program whereby the Company pays coupons on Canada Mortgage Bonds and receives investment returns on the reinvestment of repaid mortgage principal. Fair value is determined by discounting the projected cashflows of the swaps. The notional amount, which is an input used to determine the fair value of the swap, is determined using an average unobservable prepayment rate of 15% which is based on historical prepayment patterns. An increase (decrease) in the assumed mortgage prepayment rate increases (decreases) the notional amount of the swap.

The following table presents the carrying amounts and fair values of financial assets and financial liabilities, including their levels in the fair value hierarchy. The table distinguishes between those financial instruments recorded at fair value and those recorded at amortized cost. The table also excludes fair value information for financial assets and financial liabilities not measured at fair value if the carrying amount is a reasonable approximation of fair value. These items include cash and cash equivalents, accounts and other receivables, certain other financial assets, accounts payable and accrued liabilities, and certain other financial liabilities.

FAIR VALUE

2017 CARRYING VALUE LEVEL 1 LEVEL 2 LEVEL 3 TOTAL

Financial assets recorded at fair value Securities – Available for sale $ 282,756 $ 19,931 $ – $ 262,825 $ 282,756 – Held for trading 96,940 95,390 889 661 96,940 Loans – Held for trading 286,682 – 286,682 – 286,682 Derivative financial instruments 35,692 – 22,879 12,813 35,692 Financial assets recorded at amortized cost Loans – Loans and receivables 7,563,191 – 25,917 7,649,591 7,675,508 Financial liabilities recorded at fair value Derivative financial instruments 28,444 – 19,726 8,718 28,444 Other financial liabilities 9,262 9,146 116 – 9,262 Financial liabilities recorded at amortized cost Deposits and certificates 504,996 – 505,486 – 505,486 Obligations to securitization entities 7,596,028 – – 7,657,761 7,657,761 Long-term debt 2,175,000 – 2,470,182 – 2,470,182

2016

Financial assets recorded at fair value Securities – Available for sale $ 158,380 $ 6,431 $ – $ 151,949 $ 158,380 – Held for trading 66,804 63,049 2,317 1,438 66,804 Loans – Held for trading 339,466 – 339,466 – 339,466 Derivative financial instruments 42,821 – 39,976 2,845 42,821 Financial assets recorded at amortized cost Loans – Loans and receivables 7,643,803 – 29,452 7,838,295 7,867,747 Financial liabilities recorded at fair value Derivative financial instruments 38,163 – 12,263 25,900 38,163 Other financial liabilities 9,781 9,770 11 – 9,781 Financial liabilities recorded at amortized cost Deposits and certificates 471,202 – 472,219 – 472,219 Obligations to securitization entities 7,721,024 – – 7,873,118 7,873,118 Long-term debt 1,325,000 – 1,610,942 – 1,610,942

118 IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS NOTE 22 FAIR VALUE OF FINANCIAL INSTRUMENTS (continued)

There were no significant transfers between Level 1 and Level 2 in 2017 and 2016.

The following table provides a summary of changes in Level 3 assets and liabilities measured at fair value on a recurring basis.

GAINS/(LOSSES) GAINS/ INCLUDED IN (LOSSES) OTHER PURCHASES BALANCE INCLUDED IN COMPREHENSIVE AND TRANSFERS BALANCE 2017 JANUARY 1 NET EARNINGS(1) INCOME(2) ISSUANCES SETTLEMENTS IN/OUT DECEMBER 31

Assets Securities – Available for sale $ 151,949 $ 2,611 $ 34,856 $ 73,409 $ – $ – $ 262,825 – Held for trading 1,438 27 – 96 – (900) 661 Liabilities Derivative financial instruments, net 23,055 13,189 – 1,810 15,771 – (4,095)

2016

Assets Securities – Available for sale $ 9,273 $ – $ 6,746 $ 135,930 $ – $ – $ 151,949 – Held for trading 1,288 (51) – 183 – 18 1,438 Liabilities Derivative financial instruments, net 47,414 11,218 – 4,112 17,253 – 23,055

(1) Included in Net investment income in the Consolidated Statements of Earnings. (2) Included in Available for sale securities – Net unrealized gains (losses) in the Consolidated Statements of Comprehensive Income.

NOTE 23 EARNINGS PER COMMON SHARE

2017 2016

Earnings Net earnings $ 610,765 $ 779,304 Perpetual preferred share dividends 8,850 8,850 Net earnings available to common shareholders $ 601,915 $ 770,454

Number of common shares (in thousands) Weighted average number of common shares outstanding 240,585 241,300 Add: Potential exercise of outstanding stock options(1) 336 102 Average number of common shares outstanding – Diluted basis 240,921 241,402

Earnings per common share (in dollars) Basic $ 2.50 $ 3.19 Diluted $ 2.50 $ 3.19

(1) Excludes 691 thousand shares in 2017 related to outstanding stock options that were anti-dilutive (2016 – 1,809 thousand).

IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS 119 NOTE 24 CONTINGENT LIABILITIES, COMMITMENTS AND GUARANTEES

CONTINGENT LIABILITIES The Company is subject to legal actions arising in the normal course of its business. Although it is difficult to predict the outcome of any such legal actions, based on current knowledge and consultation with legal counsel, management does not expect the outcome of any of these matters, individually or in aggregate, to have a material adverse effect on the Company’s consolidated financial position.

COMMITMENTS The Company is committed to the following annual future minimum lease payments under its operating leases: 2018 – $28.4 million; 2019 – $23.4 million; 2020 – $20.3 million; 2021 – $15.9 million; and 2022 and thereafter – $46.2 million.

GUARANTEES In the normal course of operations, the Company executes agreements that provide for indemnifications to third parties in transactions such as business dispositions, business acquisitions, loans and securitization transactions. The Company has also agreed to indemnify its directors and officers. The nature of these agreements precludes the possibility of making a reasonable estimate of the maximum potential amount the Company could be required to pay third parties as the agreements often do not specify a maximum amount and the amounts are dependent on the outcome of future contingent events, the nature and likelihood of which cannot be determined. Historically, the Company has not made any payments under such indemnification agreements. No provisions have been recognized related to these agreements.

NOTE 25 RELATED PARTY TRANSACTIONS

TRANSACTIONS AND BALANCES WITH RELATED ENTITIES The Company enters into transactions with The Great-West Life Assurance Company (Great-West), London Life Insurance Company (London Life) and The Canada Life Assurance Company (Canada Life), which are all subsidiaries of its affiliate, Lifeco, which is a subsidiary of Power Financial Corporation. These transactions are in the normal course of operations and have been recorded at fair value:

• During 2017 and 2016, the Company provided to and received from Great-West certain administrative services. The Company distributes insurance products under a distribution agreement with Great-West and Canada Life and received $77.1 million in distribution fees (2016 – $101.8 million). The Company received $17.8 million (2016 – $16.9 million) and paid $24.2 million (2016 – $21.7 million) to Great-West and related subsidiary companies for the provision of sub-advisory services for certain investment funds. The Company paid $76.0 million (2016 – $70.5 million) to London Life related to the distribution of certain investment funds of the Company. • During 2017, the Company sold residential mortgage loans to Great-West and London Life for $136.5 million (2016 – $183.7 million).

After obtaining advanced tax rulings in October 2017, the Company agreed to tax loss consolidation transactions with the Power Corporation of Canada group whereby shares of a subsidiary that has generated tax losses may be acquired in each year up to and including 2020. The acquisitions are expected to close in the fourth quarter of each year. The Company will recognize the benefit of the tax losses realized throughout the year. On December 29, 2017, the Company acquired shares of such a loss company and recorded the benefit of the tax losses acquired.

120 IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS NOTE 25 RELATED PARTY TRANSACTIONS (continued)

KEY MANAGEMENT COMPENSATION The total compensation and other benefits to directors and employees classified as key management, being individuals having authority and responsibility for planning, directing and controlling the activities of the Company, are as follows:

2017 2016

Compensation and employee benefits $ 4,098 $ 5,081 Post-employment benefits 2,628 7,326 Share-based payments 1,456 3,666 $ 8,182 $ 16,073

Share-based payments exclude the fair value remeasurement of the deferred share units associated with changes in the Company’s share price (Note 18).

NOTE 26 SEGMENTED INFORMATION

The Company’s reportable segments are:

• Investors Group • Mackenzie • Corporate and Other

These segments reflect the Company’s internal financial reporting and performance measurement. In 2017, the Company announced the combination of investment management functions of Investors Group and Mackenzie resulting in the formation of a single global investment management organization. As a result, the Company has changed the methodology used to charge its segments the costs associated with the single investment management function to better align it with internal reporting.

Investors Group earns fee-based revenues in the conduct of its core business activities which are primarily related to the distribution, management and administration of its investment funds. It also earns fee revenues from the provision of brokerage services and the distribution of insurance and banking products. In addition, Investors Group earns intermediary revenues primarily from mortgage banking and servicing activities and from the assets funded by deposit and certificate products.

Mackenzie earns fee-based revenues from services it provides as fund manager to its investment funds and as investment advisor to sub-advisory and institutional accounts.

Corporate and Other includes Investment Planning Counsel, equity income from its investment in Lifeco and China AMC (Note 8), net investment income on unallocated investments, other income, and also includes consolidation elimination entries.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS 121 NOTE 26 SEGMENTED INFORMATION (continued)

INVESTORS CORPORATE GROUP MACKENZIE AND OTHER TOTAL

2017 Revenues Management fees $ 1,415,026 $ 701,669 $ 64,269 $ 2,180,964 Administration fees 322,012 99,147 18,541 439,700 Distribution fees 190,447 7,714 186,908 385,069 Net investment income and other 41,678 1,217 9,708 52,603 Proportionate share of associates’ earnings – – 114,772 114,772 1,969,163 809,747 394,198 3,173,108 Expenses Commission 654,376 300,007 183,500 1,137,883 Non-commission 576,281 329,336 66,848 972,465 1,230,657 629,343 250,348 2,110,348 Earnings before undernoted $ 738,506 $ 180,404 $ 143,850 1,062,760 Interest expense (114,157) Restructuring and other charges (195,234) Pension plan 50,381 Proportionate share of associate’s one-time charges (14,000) Proportionate share of associate’s provision (5,098) Earnings before income taxes 784,652 Income taxes 173,887 Net earnings 610,765 Perpetual preferred share dividends 8,850 Net earnings available to common shareholders $ 601,915

Identifiable assets $ 9,445,095 $ 1,322,369 $ 3,071,722 $ 13,839,186 Goodwill 1,347,781 1,168,580 143,906 2,660,267 Total assets $ 10,792,876 $ 2,490,949 $ 3,215,628 $ 16,499,453

122 IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS NOTE 26 SEGMENTED INFORMATION (continued)

INVESTORS CORPORATE GROUP MACKENZIE AND OTHER TOTAL

2016 Revenues Management fees $ 1,295,975 $ 666,750 $ 62,456 $ 2,025,181 Administration fees 309,903 93,028 18,687 421,618 Distribution fees 227,105 9,253 173,777 410,135 Net investment income and other 71,668 4,042 7,913 83,623 Proportionate share of associates' earnings – – 104,226 104,226 1,904,651 773,073 367,059 3,044,783 Expenses Commission 624,883 291,346 173,819 1,090,048 Non-commission 543,561 310,282 61,759 915,602 1,168,444 601,628 235,578 2,005,650 Earnings before undernoted $ 736,207 $ 171,445 $ 131,481 1,039,133 Interest expense (92,196) Earnings before income taxes 946,937 Income taxes 167,633 Net earnings 779,304 Perpetual preferred share dividends 8,850 Net earnings available to common shareholders $ 770,454

Identifiable assets $ 9,548,190 $ 1,294,982 $ 2,121,854 $ 12,965,026 Goodwill 1,347,781 1,168,580 143,906 2,660,267 Total assets $ 10,895,971 $ 2,463,562 $ 2,265,760 $ 15,625,293

IGM FINANCIAL INC. ANNUAL REPORT 2017 | NOTES TO CONSOLIDATED FINANCIAL STATEMENTS 123 QUARTERLY REVIEW

CONSOLIDATED STATEMENTS OF EARNINGS

FOR THE YEARS ENDED DECEMBER 31 2017 2016

($ thousands, except per share amounts) Q4 Q3 Q2 Q1 Q4 Q3 Q2 Q1

Revenues Management $ 564,425 $ 541,836 $ 547,002 $ 527,701 $ 525,651 $ 518,308 $ 497,386 $ 483,836 Administration 110,372 109,126 111,238 108,964 109,009 107,931 104,328 100,350 Distribution 95,179 89,855 94,775 105,260 117,777 101,048 96,342 94,968 Net investment income and other (263) 7,644 25,465 19,757 22,223 23,114 22,409 15,877 Proportionate share of associates' earnings 23,022 24,875 19,758 28,019 26,493 26,049 23,876 27,808 792,735 773,336 798,238 789,701 801,153 776,450 744,341 722,839 Expenses Commission 292,816 275,996 284,448 289,307 288,203 273,202 267,128 261,515 Non–commission 407,866 238,792 219,075 246,901 231,115 224,880 231,740 227,867 Interest 29,718 28,949 28,703 26,787 23,205 23,165 22,913 22,913 730,400 543,737 532,226 562,995 542,523 521,247 521,781 512,295 Earnings before income taxes 62,335 229,599 266,012 226,706 258,630 255,203 222,560 210,544 Income taxes 9,490 54,026 62,997 47,374 23,419 55,389 47,457 41,368 Net earnings 52,845 175,573 203,015 179,332 235,211 199,814 175,103 169,176 Perpetual preferred share dividends 2,212 2,213 2,212 2,213 2,212 2,213 2,212 2,213 Net earnings available to common shareholders $ 50,633 $ 173,360 $ 200,803 $ 177,119 $ 232,999 $ 197,601 $ 172,891 $ 166,963 Reconciliation of Non–IFRS Financial Measures(1) Adjusted net earnings available to common shareholders – non-IFRS measure $ 191,481 $ 173,360 $ 185,904 $ 177,119 $ 198,999 $ 197,601 $ 172,891 $ 166,963 Restructuring and other, net of tax (126,848) – (16,781) – – – – – Pension plan, net of tax – – 36,778 – – – – – Proportionate share of associate's one-time charges (14,000) – – – – – – – Proportionate share of associate's provision – – (5,098) – – – – – Reduction in income tax estimates related to certain tax filings – – – – 34,000 – – – Net earnings available to common shareholders – IFRS $ 50,633 $ 173,360 $ 200,803 $ 177,119 $ 232,999 $ 197,601 $ 172,891 $ 166,963 Diluted earnings per share (¢) Net earnings 21 72 83 74 97 82 72 69 Adjusted net earnings (1) 79 72 77 74 83 82 72 69 Dividends per share (¢) 56.25 56.25 56.25 56.25 56.25 56.25 56.25 56.25

(1) Refer to page 24 of the MD&A for an explanation of the Company's use of non–IFRS financial measures.

124 IGM FINANCIAL INC. ANNUAL REPORT 2017 | QUARTERLY REVIEW QUARTERLY REVIEW

STATISTICAL INFORMATION

FOR THE YEARS ENDED DECEMBER 31 2017 2016

($ millions) Q4 Q3 Q2 Q1 Q4 Q3 Q2 Q1

Investment funds Investors Group (1) Mutual fund sales $ 2,314 $ 2,090 $ 2,357 $ 2,932 $ 2,089 $ 1,626 $ 1,778 $ 2,267 Mutual fund redemption rate (%) – total 9.2 9.2 9.4 9.6 9.6 9.7 9.6 9.5 – long-term funds 8.4 8.5 8.6 8.8 8.8 8.9 8.8 8.7 Net sales (redemptions) 332 287 435 890 261 (194) (168) 467 Assets under management 88,008 85,226 84,306 83,900 81,242 78,892 76,203 75,223

Mackenzie Mutual fund sales 2,234 1,840 2,305 2,861 1,953 1,651 1,494 1,841 Mutual fund redemption rate (%) – total 15.2 15.4 16.0 16.7 15.6 16.0 15.9 16.8 – long-term funds 14.8 15.0 15.5 16.2 15.0 15.4 15.4 16.4 Net sales (redemptions) 477 538 730 139 19 (45) (331) (198) Assets under management Mutual fund 55,728 53,752 53,622 52,937 51,314 50,252 48,210 47,627 ETF 1,296 906 622 234 113 71 45 – Investment fund (2) 56,656 54,325 53,962 53,102 51,427 50,323 48,255 47,627

Investment Planning Counsel (1) Mutual fund sales 277 165 202 245 233 205 226 291 Mutual fund redemption rate (%) – total 17.0 16.8 16.0 15.9 15.9 15.8 15.8 14.9 – long-term funds 16.7 16.6 15.7 15.7 15.7 15.5 15.6 14.7 Net sales (redemptions) 48 3 (11) 39 52 58 62 121 Assets under management 5,377 5,177 5,136 5,088 4,908 4,857 4,665 4,549

Total investment fund assets under management (3) 149,819 144,619 143,297 142,087 137,575 134,069 129,121 127,396

Total assets under management (3) 156,513 150,015 148,643 147,496 142,688 140,719 135,464 133,674 Corporate assets 16,499 15,850 16,103 16,166 15,625 15,177 15,113 14,792 Consultants – Investors Group 4,146 4,146 4,530 4,754 4,947 5,380 5,366 5,321

(1) Investors Group and Investment Planning Counsel total assets under management and net sales include separately managed accounts. (2) Excludes Mackenzie mutual fund investments in ETFs. (3) Adjusted for inter–segment assets.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | QUARTERLY REVIEW 125 TEN YEAR REVIEW

CONDENSED CONSOLIDATED STATEMENTS OF EARNINGS

FOR THE YEARS ENDED DECEMBER 31 CAGR(1) CAGR(1) IFRS 5 YEAR IFRS CGAAP 10 YEAR

($ thousands, except per share amounts) 2017 2016 2015 2014 2013 % 2012 2011 2010 2009 2008 %

RESTATED Fee income 3,005,733 2,856,934 2,833,355 2,762,578 2,513,186 4.4 2,424,574 2,571,076 2,467,813 2,227,028 2,502,516 1.1 Net investment income and other 148,277 187,849 194,590 164,706 176,836 (0.6) 152,582 161,376 140,874 62,945 165,563 (2.5) 3,154,010 3,044,783 3,027,945 2,927,284 2,690,022 4.1 2,577,156 2,732,452 2,608,687 2,289,973 2,668,079 0.9 Expenses 2,369,358 2,097,846 2,037,153 1,962,321 1,708,642 7.9 1,618,989 1,635,154 1,600,831 1,517,343 1,644,729 3.6 Income before undernoted 784,652 946,937 990,792 964,963 981,380 (3.9) 958,167 1,097,298 1,007,856 772,630 1,023,350 (4.4) Income taxes 173,887 167,633 210,250 202,862 210,626 (1.8) 190,504 250,497 268,805 216,595 292,551 (6.9) 610,765 779,304 780,542 762,101 770,754 (4.5) 767,663 846,801 739,051 556,035 730,799 (3.6) Discontinued operations – – – – – – 62,644 1,753 3,057 – Net earnings 610,765 779,304 780,542 762,101 770,754 (4.5) 767,663 909,445 740,804 559,092 730,799 (3.6) Perpetual preferred share dividends 8,850 8,850 8,850 8,850 8,850 8,850 8,850 10,105 – – Net earnings available to common shareholders 601,915 770,454 771,692 753,251 761,904 (4.5) 758,813 900,595 730,699 559,092 730,799 (3.7) Adjusted net earnings available to common shareholders (2) 727,864 736,454 796,001 826,100 763,510 (0.5) 746,404 832,991 758,943 618,861 766,142 (1.7)

Diluted earnings per share ($) Net earnings 2.50 3.19 3.11 2.98 3.02 (3.4) 2.97 3.48 2.78 2.12 2.76 (2.7) Adjusted net earnings (2) 3.02 3.05 3.21 3.27 3.02 0.7 2.92 3.22 2.89 2.34 2.89 (0.7) Dividends per share ($) 2.25 2.25 2.25 2.18 2.15 0.9 2.15 2.10 2.05 2.05 2.00 2.4 Return on average common equity (ROE) (%) Net earnings 12.9 17.1 16.9 16.2 17.3 17.6 21.3 17.6 13.3 17.3 Adjusted net earnings (2) 15.6 16.3 17.4 17.8 17.3 17.3 19.7 18.2 14.7 18.2 Average shares outstanding (thousands) – Basic 240,585 241,300 248,173 252,108 252,013 254,853 258,151 261,855 263,217 263,323 – Diluted 240,921 241,402 248,299 252,778 252,474 255,277 259,075 262,867 264,324 264,808

Share price (closing $) 44.15 38.20 35.34 46.31 56.09 1.2 41.60 44.23 43.46 42.41 35.45 (1.2)

(1) Compound annual growth rate. (2) Non-IFRS or Non-GAAP Financial Measures - Excludes other items as follows: 2017 - After-tax charges of $126.8 million and $16.8 million related to restructuring and other charges, an after-tax reduction of $36.8 million in expenses related to the Company's pension plan, after-tax charges of $14.0 million and $5.1 million related to the proportionate share in Lifeco's one-time charges and restructuring provision. 2016 - A favourable change in income tax provision estimates of $34.0 million related to certain tax filings 2015 - An after-tax charge of $24.3 million related to restructuring and other charges. 2014 - An after-tax charge of $59.2 million related to distributions to clients, as well as other costs and an after-tax charge of $13.6 million related to restructuring and other charges. 2013 - An after-tax charge of $10.6 million related to restructuring and other charges and an after-tax benefit of $9.0 million representing the Company's proportionate share of net changes in Great-West Lifeco Inc.'s (Lifeco) litigation provision. 2012 - A favourable change in income tax provision estimates of $24.4 million related to certain tax filings, an after-tax charge of $5.6 million representing the Company's proportionate share of net changes in Lifeco's litigation provisions, and a non-cash income tax charge of $6.4 million resulting from increases in Ontario corporate income tax rates and their effect on the deferred income tax liability related to indefinite life intangible assets arising from prior business acquisitions. 2011 - Net earnings from discontinued operations of $62.6 million and an after-tax benefit of $5.0 million representing the Company's proportionate share of net changes in Lifeco's litigation provisions. 2010 - Net earnings from discontinued operations of $1.8 million, a non-recurring after-tax charge of $21.8 million related to the transition to IFRS, and an after-tax charge of $8.2 million representing the Company's proportionate share of Lifeco's incremental litigation provision. 2009 - Net earnings from discontinued operations, a non-cash charge on available for sale equity securities, net of tax, a non-cash income tax benefit and the premium paid on the redemption of Series A preferred shares. 2008 - Proportionate share of Lifeco's after-tax impairment charge and proportionate share of Lifeco's after-tax gain on the sale of its healthcare business, Great- West Healthcare.

126 IGM FINANCIAL INC. ANNUAL REPORT 2017 | TEN YEAR REVIEW TEN YEAR REVIEW

STATISTICAL INFORMATION

FOR THE YEARS ENDED DECEMBER 31

CAGR(1) CAGR(1) 5 YEAR 10 YEAR ($ millions) 2017 2016 2015 2014 2013 % 2012 2011 2010 2009 2008 %

Investment funds Investors Group (2) Mutual fund sales 9,693 7,760 7,890 7,461 6,668 10.9 5,778 6,021 5,748 5,042 5,946 3.0 Mutual fund redemption rate (%) – total 9.2 9.6 9.4 9.5 10.2 11.0 9.8 9.4 9.0 9.4 – long-term funds 8.4 8.8 8.7 8.7 9.4 10.0 8.8 8.3 7.4 7.9 Net sales (redemptions) 1,944 366 754 651 159 N/M (724) 39 253 404 625 (1.0) Assets under management 88,008 81,242 74,897 73,459 68,255 7.7 60,595 57,735 61,785 57,655 47,491 3.9

Mackenzie Mutual fund sales 9,240 6,939 6,965 7,070 6,700 11.0 5,490 5,645 5,848 4,905 7,949 0.9 Mutual fund redemption rate (%) – total 15.2 15.6 16.6 15.1 16.7 18.7 16.9 18.1 17.5 22.4 – long-term funds 14.8 15.0 16.2 14.6 16.0 17.9 15.8 16.5 14.6 18.7 Net sales (redemptions) 1,884 (555) (1,258) (209) (487) N/M (1,974) (1,548) (1,519) (1,566) (1,553) N/M Assets under management Mutual fund 55,728 51,314 48,445 48,782 46,024 6.6 40,394 39,141 43,452 40,624 35,814 1.8 ETF 1,296 113 – – – – – – – – Investment fund (3) 56,656 51,427 48,445 48,782 46,024 7.0 40,394 39,141 43,452 40,624 35,814 2.0

Investment Planning Counsel (2) Mutual fund sales 889 955 741 682 485 17.3 401 543 499 343 244 9.3 Mutual fund redemption rate (%) – total 17.0 15.9 13.8 12.9 13.8 14.7 11.1 12.7 12.7 15.8 – long-term funds 16.7 15.7 13.6 12.6 13.2 14.3 10.9 12.0 11.6 14.8 Net sales (redemptions) 79 293 177 207 52 N/M (24) 225 204 106 (80) (5.5) Assets under management 5,377 4,908 4,452 3,850 3,406 12.8 2,950 2,811 2,688 2,140 1,740 9.0

Total investment fund assets under management (4) 149,819 137,575 127,791 126,039 117,649 7.6 103,915 99,685 107,925 100,419 85,025 3.2

Total assets under management (4) 156,513 142,688 134,398 141,919 131,777 5.3 120,694 118,713 129,484 120,545 101,742 2.4 Corporate assets (5) 16,499 15,625 14,831 14,417 12,880 6.6 11,962 11,144 12,237 8,662 8,263 N/M Consultants - Investors Group 4,146 4,947 5,320 5,145 4,673 (1.7) 4,518 4,608 4,686 4,633 4,479 (0.4)

(1) Compound annual growth rate. (2) Investors Group and Investment Planning Counsel total assets under management and net sales include separately managed accounts. (3) Excludes Mackenzie mutual fund investments in ETFs. (4) Adjusted for inter-segment assets. (5) 2010 to 2017 reflect corporate assets under IFRS. 2008 and 2009 reflect corporate assets under CGAAP.

IGM FINANCIAL INC. ANNUAL REPORT 2017 | TEN YEAR REVIEW 127 SHAREHOLDER INFORMATION

HEAD OFFICE STOCK EXCHANGE LISTING ANNUAL MEETING 447 Portage Avenue Toronto Stock Exchange The Annual Meeting of IGM Financial Inc. Winnipeg, Manitoba R3B 3H5 Shares of IGM Financial Inc. are listed will be held at The Omni King Edward Hotel, Telephone: 204 943 0361 on the Toronto Stock Exchange under 37 King Street East, Fax: 204 947 1659 the following listings: Toronto, Ontario, Canada Common Shares: IGM on Friday, May 4, 2018 at First Preferred Shares, Series B: IGM.PR.B 10:30 a.m., Eastern Time. AUDITOR Deloitte llp SHAREHOLDER INFORMATION WEBSITES TRANSFER AGENT AND REGISTRAR For additional financial information Visit our websites at Computershare Investor Services Inc. about the Company, please contact: www.igmfinancial.com Investor Relations www.investorsgroup.com Telephone: 800 564 6253 [email protected] www.mackenzieinvestments.com [email protected] www.ipcc.ca

600, 530-8th Avenue S.W. Calgary, Alberta T2P 3S8

1500 Robert-Bourassa Boulevard, 7th Floor For copies of the annual or quarterly Montreal, Quebec H3A 3S8 reports, please contact the Corporate Secretary’s office at 204 956 8328 or visit 100 University Avenue, 8th Floor our website at www.igmfinancial.com Toronto, Ontario M5J 2Y1

510 Burrard Street, 2nd Floor Vancouver, British Columbia V6C 3B9

™ Trademarks owned by IGM Financial Inc. and licensed to its subsidiary corporations, except as noted below. Trademarks that include Investors Group are owned by IGM Financial Inc. and licensed to subsidiary corporations of Investors Group Inc. Investment Planning Counsel’s trademark is owned by Investment Planning Counsel Inc. and used with permission. Mackenzie Investments’ trademark is owned by Mackenzie Financial Corporation and used with permission. † Banking products and services are distributed through Solutions Banking™. Solutions Banking products and services are provided by National Bank of Canada. Solutions Banking is a trademark of Power Financial Corporation. National Bank of Canada is a licensed user of these trademarks. Morningstar and the Morningstar Ratings are trademarks of Morningstar Inc. Quadrus Group of Funds is a trademark of Quadrus Investment Services Ltd. Certified Financial Planner® and CFP® are certification trademarks owned outside the U.S. by Financial Planning Standards Board Ltd. (“FPSB”) and the Financial Planning Standards Council is the licensing authority for these trademarks in Canada through agreement with FPSB.

“IGM Financial Inc. 2017 Annual Report” © Copyright IGM Financial Inc. 2018

A MEMBER OF THE POWER FINANCIAL CORPORATION GROUP OF COMPANIES

128 IGM FINANCIAL INC. ANNUAL REPORT 2017 | SHAREHOLDER INFORMATION

2018-02-21 3:27 PM TSX: IGM

CANADIANS INVESTED IN HELPING 2017

ICD.D KAREN FONSETH, Chief Executive DASCH Inc. Officer, Investors 2015 since client Group IGM FINANCIAL ANNUAL ANNUAL REPORT

IGM FINANCIAL INC. ANNUAL REPORT 2017 IGM Annual Report_2017_Cover Flat.indd 1