AXAAXA inin thethe U.S.U.S. ProfitableProfitable GrowthGrowth AheadAhead UBSUBS GlobalGlobal FinancialsFinancials ConferenceConference STAN TULIN VICE CHAIRMAN AND CHIEF FINANCIAL OFFICER AXA FINANCIAL MAY 10, 2005 Cautionary Statements Concerning Forward-looking Statements
Certain statements contained herein are forward-looking statements including, but not limited to, statements that are predications of or indicate future events, trends, plans or objectives. Undue reliance should not be placed on such statements because, by their nature, they are subject to known and unknown risks and uncertainties and can be affected by other factors that could cause actual results and AXA’s plans and objectives to differ materially from those expressed or implied in the forward looking statements (or from past results). These risks and uncertainties include, without limitation, the risk of future catastrophic events including possible future terrorist related incidents, economic and market developments, regulatory actions and developments, litigations and other proceedings. Please refer to AXA's Annual Report on Form 20-F for the year ended December 31, 2003 and AXA’s Document de Référence for the year ended December 31, 2004, for a description of certain important factors, risks and uncertainties that may affect AXA’s business. AXA undertakes no obligation to publicly update or revise any of these forward- looking statements, whether to reflect new information, future events or circumstances or otherwise.
UBS Global Financial Services – May 10, 2005 - Page 2 Baby Boomer retirement needs are driving U.S. life & annuity sales growth
Annualized Individual Life Variable Annuity Sales ($bn) Premiums 2001 vs. 2004 ($bn) 2001 vs. 2004
128 13 R 130 R AG 12 AG C C 120 +6% 12 +4%
110 107 11 11 100
10 90 2001 2004 2001 2004
Insurers are uniquely positioned to offer mortality based income guarantees to fund Boomer retirement income
Source: LIMRA and VARDS, 2004; Merrill Lynch Research, Asset Management 11/2003 UBS Global Financial Services – May 10, 2005 - Page 3 Career distribution remains an important channel to offer retirement planning advice to Baby Boomers and… Life Insurance Annualized New Variable Annuity Sales Premiums by Distribution Channel by Distribution Channel
r Caree 34% Other 10% Banks Career 13% 38% Direct Response / Brokers Other 20% 2%
Independents Independents 31% 52%
70% of AXA Financial’s 2004 47% of AXA Financial’s 2004 first year life sales from career total VA sales from career distribution distribution Source: LIMRA 2003, VARDS 2004; AXA Financial sales include 2H’04 MONY sales UBS Global Financial Services – May 10, 2005 - Page 4 …AXA Financial offers one of the industry’s most balanced Variable Annuity distribution platforms
AXA Financial’s Variable Annuity 100% Total Sales vs. Industry - 2004
66% 53% Wirehouses, Banks, Wholesale Wholesale Regionals, Financial Planners 50%
AXA Advisors 34% 47% and MONY Retail Retail Advisors 0% Industry AXA Financial
Source: VARDS 2004 UBS Global Financial Services – May 10, 2005 - Page 5 AXA Advisors has delivered organic growth and is focused on productivity improvements AXA Advisors FY Premiums $6.9 7.0 $6.4 6.5 $6.4 $5.9 6.0
5.5
5.0
Total FY Premiums in $ Bns Total FY Premiums 4.5 2002 - 2004 2001 2002 2003 2004
Avg Advisor production up 46% on 23% lower population
Proprietary sales increased from 72% to 77%
Strict production minimums and retiree buyout programs have reduced low performers
Source: VARDS; AXA Financial numbers exclude 2H’04 MONY sales UBS Global Financial Services – May 10, 2005 - Page 6 Independent planners represent an exciting wholesale distribution growth opportunity for AXA Financial
The independent planner channel represents 48% of the wholesale market, but only 21% of AXA Distributors 2004 annuity sales
Wholesale VA Market $82 $84 4-yr CAGR As a % of total 80 $70 $72 +14% 21%
60 +13% 48% 40
20 Premiums in $ Billions -8% 17% 0 -3% 14% 2001 2002 2003 2004 Wirehouse Regionals Ind Planner Bank AXA’s 2001-2004 CAGR in the planner channel was 39%, but there’s growth ahead…
Source: VARDS UBS Global Financial Services – May 10, 2005 - Page 7 AXA Financial’s organic initiatives in the wholesale channel target independent planners
AXA Distributors has aggressively invested in third-party wholesale distribution, with heavy emphasis on planners
¾ Increased wholesaler headcount to 77 from 48 in 2004
¾ Of which, 24 wholesalers added to planner channel
Top tier distribution agreements signed in 2005 ¾ Morgan Stanley ¾ Bank One
UBS Global Financial Services – May 10, 2005 - Page 8 Opportunistic acquisitions like MONY will continue to target distribution expansion
Added over 800 active MONY agents to sales force ¾ Top producer retention rate is over 90% Two Opportunities for MONY Advisors: #1 Increase Proprietary Sales #2 Sell higher margin* AXA products 57% (MONY ’04) 4.4%
77% (AXA Financial ’04) 21.2% Strong contribution from MONY partners wholesale life distribution: $17m Mony Partners New Life Premiums ’05 Q1
$3m
* NBC margin Q3 '04 Q4 '04 UBS Global Financial Services – May 10, 2005 - Page 9 Alliance targets distribution growth in 5 15% its successful Private Client business 4 12% s
r 3 9% -y 4 M 3% in R 2 6% +2 G s A ow C fl et n 1 3% AU total of %
Private Client Inflows, $ billion 0 0% 2001 2002 2003 2004 1Q'05
Alliance has 14 Private Client offices providing access to 40% of high net worth population in the U.S. Strategic Plan: Offices accessing 60% of high net worth individuals ¾ Financial Advisors increased 14% to 220 in 2004 ¾ 3 new offices to open in 2005: Atlanta, Denver and San Diego ¾ Expand PC model internationally Source: Claritas, HNW > $1million investable assets UBS Global Financial Services – May 10, 2005 - Page 10 Distribution initiatives complemented by innovative product development is key…
3Q’05: Introduce a new 401k product targeting micro/small market Launch a new combined AXA/MONY Term portfolio 4Q’05: Introduce two new variable universal life products – an accumulation and a protection variable product to better segment and compete in target markets 1Q’06: Update Athena Universal Life product to enhance profitability
UBS Global Financial Services – May 10, 2005 - Page 11 …critically supported by strong risk management practices
Risk management is integral to every facet of business activity ¾ Keep competitive products in the marketplace ¾ Maintain a strong balance sheet and ratings
AXA Financial comprehensively manages risk: ¾ Innovative guaranteed benefits hedging program ¾ Structured long-term solution to address AXXX reserving ¾ Product design management ¾ Counterparty risk in reinsurance
UBS Global Financial Services – May 10, 2005 - Page 12 AXA Financial’s growth strategy aligns management compensation with profitable growth… Incentive compensation of AXA Financial organization built around 5 key metrics that drive profitability Expense Mgmt 20% Net Sales 15%
New Business Value Underlying 15% Earnings 40% Adjusted Earnings 10% Shareholder targets drive management compensation
UBS Global Financial Services – May 10, 2005 - Page 13 …as well as AXA Advisors field management compensation
85% of field management compensation is based on profitability metrics Sales Goals 15% Expense Mgmt 25%
NBV of New Sales 60% Shareholder targets drive field management compensation UBS Global Financial Services – May 10, 2005 - Page 14 Compensation strategy contributed to strong 2004 profitability improvement
Improved NBC margins across all major products in 2004
2004 2003 YOY Change NBC NBC NBC % Change APE NBC Margin NBC Margin Change in PTS le b s a ie ri it Accumulator Retail 177 52 29.4% 43 20.3% +21% +9.1 a u V n n A Accumulator Wholesale 495 185 37.3% 175 28.4% +6% +8.9 EquiVest Retail 262 45 17.3% 36 17.0% +25% +0.3 Fixed Annuity 74 5 7.2% 4 4.5% +25% +2.7 Variable Life Retail 76 25 32.4% 18 24.2% +39% +8.2 Universal Life Retail 37 6 17.1% 3 13.8% +100% +3.3 Life Wholesale 21 4 20.1% 3 20.0% +33% +0.1 Other Lines of Business 523 31 5.9% 21 4.5% +48% +1.4 Subtotal Excluding MONY 1,666 353 21.2% 302 17.8% +17% +3.4 MONY (1/2 year) 273 12 4.4% Total 1,939 365 18.8%
UBS Global Financial Services – May 10, 2005 - Page 15 MONY integration on schedule
On target to achieve $175mm annual savings Incremental earnings contribution on track ¾ 2H’04 underlying earnings of $69mm ¾ $170 - 195mm underlying earnings for 2005 Consolidation of third-party life distribution channel completed in April 2005 Broker dealer and sales force consolidation to be completed early June Continue to consolidate office locations across the country to leverage space and resources
Based on FGAAP earnings UBS Global Financial Services – May 10, 2005 - Page 16 Solid execution by AXA Financial has produced strong results and…
AXA Financial’s Life & Savings AXA Financial’s Life & Savings New Business Contribution ($mm) ($mm) Underlying Earnings
R 366 GR AG CA C 13% 6% + +3 302 800
375 1000 643 650
300 553 181 750
225 144 500 150 250 75
0 0 2001 2002 2003 2004 2001 2002 2003 2004
FGAAP earnings and NBV calculated using each year’s average exchange rate UBS Global Financial Services – May 10, 2005 - Page 17 …poised AXA shareholders to seize the growth inherent in the U.S. market
Growth market focused ¾ Baby boomers Strong distribution ¾ Balanced and growing Proven execution ¾ Innovative product development ¾ Risk management ¾ Cost efficiency ¾ Merger integration
UBS Global Financial Services – May 10, 2005 - Page 18 Thank you!