BUSINESS MODEL

ASSOCIAÇÃO DE TA
28 APRIL 2023

Version: 1

Date: 28-04-2023

Functional area: PL_ Personal Lines/Retail

Lorivaldo Oliveira
Personal Lines Manager

Motor & Mass Market Business Unit

Liudmila Esteves

Director Motor & Mass Market Business

Unit
 FICHA TÉCNICA
Scope of work with ATB

Date Version Context Author

NEWACO Group is a well established
Motor & Mass
brand in Angola with a wide network of
Market Business Unit
supermarkets, and general trading
________________
materials such as agriculture equipment
LE
and motorcycle shops nationwide.
12-12-2022 1.0
Sanlam being a recognisable brand,
inspiring security, and solidity, proposes
the implementation of sales points
within Newaco’s premises for the sale of
Motor insurance, to be sold alongside
the motorcycles.
1. INTRODUCTION
This document aims to design the blueprint for the partnership with Newaco, so as to “unify” the 2
brands and potentialize sales for both entities.

2. CONCEPT
The aim is to introduce Sanlam sales platform within Newacos’s premises which will facilitate direct
access to Salam’s sales platform. Newaco’s clients will have a “one-stop-shop” where they can purchase
their motorcycle and drive away fully insured.
Starting with a pilot period of 2 months, we propose to offer Newaco Group access to insurance policies
with every sale at no cost to Newaco, terminating this period, access to our product sales platform will
be continued and a management fee paid to Newaco based on production/sales.
The pilot stage should be within shops in Luanda, should the project have grounds for expansion, we
shall look to expand into other provinces which represent strategic points for Newaco..

3. PRODUCTS
The intension is to focus on the sale of our most sought-after mass-market product, Motor vehicle
Insurance being the focus.

Regards to motor insurance, the sales will focus on:

- Vehicle category:
 Motorcycles, Mopeds, Bicycles and Bicycles;

- Vehicle utility:
 Passenger;
 Transport of goods;
 Mix;
 Tractors;

- Type of coverage:
 Third Party Insurance, in accordance with the limits (Decreto 58/02) ;
 Own Damage;
 Others.
3. PILOT STAGE
Province: Luanda
Period: 2 months
Number of Locations: TBA

 Luanda City;

Note: precise locations can be adjusted, upon discussion/agreement with NEWACO.

Type of POS_Point of Sales:

 Type 1: KIT Access to Newaco Commercial/Sales Team.

Operating times:

Sales will be generated during regular operating hours of Newaco’s shops.

3. BUSINESS MODEL
 Distributor model : Newaco becomes a distributor of Sanlam and receives a
management fee on contract. In this model we will have to achieve a “tripartite”
contract, where a Sanlam exclusive agent is allocated as a production agent for
Newaco.
A commission will be paid to the Agent and a management fee paid to Newaco.
We propose:
 Agent 3.5%
 Newaco 10%

Distributor Model
 No fixed cost of renting, it becomes variable with commissions
and/or management fees;
Some commercial actions will be easily feasible (ex : prospection
Advantages


of Newaco’s clients);
 Possibility to have an important number of points of sales
quickly;
 Exclusivity can be obtained easily.
Disadvantages

 Less profit if sales are high;

 Efforts must be made to “feed” the partnership.

This document must be considered an organic document, needing to be updated whenever necessary,
with the aim of efficiently outlining the context of the project and improving the experience of the
partnership, internal and external customers.