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Personal
Finance
April 2015
OBESITY WEIGHS US DOWN
How healthy lifestyles
benefit all of us
Adelaar Chris
van Zyl: People
are my priority
CLUB IZIKHULU & GRAND MASTERS TOURS
See what the winners got up to
SFA LEADERSHIP CONFERENCE
Take the new
SFA for a spin
the business
contents
APRIL 2015
In Sanlam Personal Finance is the monthly magazine
for SPF. Do you have news or any comments?
We welcome your input – send your emails to
insidesanlam@sanlam.co.za.
2
In short
4
The Italian Job and SFA
8
‘Buying’ becomes easy for BlueStars
9
Income protection
Ian says
Stay up to date with the latest news
Matrix structure in focus at the Leadership
Conference
Stay calm at the stumps
Brand-new web-based service makes expansion
simpler
A more comprehensive package for
business owners
10
Client care offices
12
How obesity weighs us down
14
Sanlam Sky Solutions’
marketing campaign
Our countrywide coverage nears a century
Make a healthy lifestyle work for you
Reaching out to the millions who use
public transport
FOR SANLAM
PERSONAL FINANCE
Senior Manager: SPF
Communication Esann de Kock
Sanlam Head Office,
2 Strand Road, Bellville,
South Africa
FOR NEW MEDIA PUBLISHING
Editor-in-Chief Trudie Myburgh
Content Producer Karin Burger
Editorial Letitia Watson
Marga Scheffler, Carole Greco,
Pieter Vermaak, Linda Uys
Design Christopher Evans,
Nita Nagar, Carlyle Meder Account Director Tinnette Fourie Group Head of Content
Adelle Horler
GM: Custom Andrew Nunneley Printer: Shumani Mills
Communications
Published for Sanlam by
New Media Publishing,
19 Bree Street, Cape Town Telephone: 021 417 1111
Worthy qualifiers enjoy a fabulous trip to the Lost City
Grand Masters Tour
Sanlam Broker Division’s top performers fly high
in Zambia
24
Adelaar
25
SAF news
No two days are the same for Chris van Zyl
Be informed before you make decisions about
your future
26
Distribution results
28
Club Izikhulu
29
Spotlight
33
Have your say
See who the front runners are
Agency Distribution’s incentive competition hots up
See who was spotted where and when
How do Wealthsmiths™ balance their budgets?
Back page
Meet Jacob Engelbrecht – the man who completed
the Sanlam Cape Mile with one arm
20
23
Savings plan to buy a phone encourages
use of app
Meet a region
The Western Cape – natural beauty full of
business opportunities
Sanlam Umbrella Fund
Retirement fund solution shows
remarkable growth
22 Sanlam
Guardian Trust
Guard your children’s future when
you’re no longer around
Image: supplied
18
Club Izikhulu
SanTech
Illustration: Frans Groenewald
16
15
Image: BMW Group and supplied
the people
With the Cricket World Cup still fresh
Perhaps the SPF team is being called
in our memories, I’m reminded that
in to bat under these circumstances.
businesses and organisations, just like
I appeal to you to stay calm at the
sports teams, are sometimes called to
stumps and to maintain your composure.
reflection and to calm consideration of
Understand your role in the success of
their options. At the same time, they have
the game, focus on the strategy set by
to carry on competing at the highest
the team and know that your task will
level against a full range of competitors,
require endurance. Let’s not be provoked,
traditional and new.
become annoyed or irritable and let’s all
These are important times that can
be willing to suppress our restlessness for
test our patience, but they are also
the sake of the team and the scoreboard.
opportunities to show our resolve and
If we can show patience under
demonstrate our ability to endure – and
pressure, support our team mates, see
to truly set us apart from our competitors.
every delivery as an opportunity
Perhaps you feel it too: Sanlam is a very
and enjoy what the game
successful South African organisation
teaches us, we’ll surely be
and a household name when it comes to
the envy of our competitors.
financial planning, insurance, retirement,
Thank you for your
investments and wealth management.
commitment to our
Moreover, our company’s successes
game plan!
have set the bar high and we now have
Unfortunately, this
to continue to deliver given the high
time around a win for
expectations of the business.
South Africa or Ireland
Strategically, we’re set to further
was not to be but a win
develop our business outside of South
for Sanlam will more
Africa via Sanlam Emerging Markets.
than make up for the
But we’re also a business with a strong
disappointment on
home base and a strong imperative to
the cricket field.
maintain our home ground success in the
midst of regulatory change and economic
uncertainty. This is the cornerstone of
our strategy.
I believe these times call for levelheadedness.
‘These
I’ve previously noted the incredible
are important
skill and expertise in the SPF business
specifically. It reflects my level of
times that can test our
confidence and conviction in our
patience, but they are also
ability to put our heads down, get
opportunities to show our
the basics right and take up the
opportunities as they arise.
resolve and demonstrate our
This approach and a dogged
ability to endure – and to
determination to bring our clients
truly set us apart from
with us will no doubt pay off.
our competitors.’
In Sanlam Personal Finance | April 2015
01
the people | In short
We partner with successful business people
Sanlam Business Market is helping businesses
thrive with a 12-month sponsorship of the
Entrepreneur Organisation’s (EO) Cape
Town branch.
EO Cape Town was formed by a group of
already successful business people in diverse
businesses and is part of an international
organisation with the same name.
The average age of the Cape Town members is
41 years and all the businesses have an annual
turnover in excess of R12 million.
As their strategic alliance partner, Sanlam will
Golfers get hands-on
in cancer fight
‘I learnt setting financial goals and monitoring
them is very important in life,’ said one attendee
of the personal finance course for BCom students
at the University of the Free State (UFS). The
course included presentations
by Sanlam.
Sanlam runs a financial literacy programme at most of SA’s
universities. ‘The relationship
with the Economics Department
at UFS goes back at least three
Bev van Nijkerk
years,’ says Bev van Nijkerk,
Segment Specialist: Young Professional Market.
‘They’ve found our lectures have been of great
assistance to the final-year students, and they’ve
incorporated it into their academic programme.’
Four lectures were presented last year – three
by outside presenters and one by a Sanlam presenter. The Sanlam presentation on general financial literacy dealt with the psychology of money,
beliefs about money, experiences with money and
empowering beliefs about money, and more.
Bev says it’s hard to communicate a huge
amount of knowledge in a 45-minute lecture.
‘We’re talking to the lecturers to try to streamline
the amount of information so the students can
absorb as much as possible.’
Sanlam will continue to be involved this year.
‘The one thing that surprised me was just how
thirsty the students are for more knowledge on
financial literacy and the fact that they do realise
just how important this is to them for their work-
Golfing legend Ernie Els once again supported
amateur golfers as they got hands-on in the fight
against cancer when they teed off last month in
the 2015 Sanlam Cancer Challenge (SCC). The
club competitions run until the end of July.
Now in its 23rd year as one of the biggest
fundraisers for the Cancer Association of
South Africa (Cansa), the SCC mobilises South
African golfers around the common cause of
raising funds for cancer research, treatment
and support.
Through a series of club and provincial
competitions, 100 golfers will qualify to attend
the national finals in October at the Gary Player
Country Club and the Lost City.
ing lives that lie ahead,’ Bev says.
02
Early detection is crucial
A record amount of more than R3,4 million was
raised last year in an event that has a place in the
Southern Africa Golf Hall of Fame and has Ernie
as its ‘Champion of Hope’. More than 35 000
golfers took part in the event.
This year there will be an even greater focus
on early detection as the most effective means
of treating cancer. Cansa statistics show one in
four South Africans will be affected by cancer –
but one in three cancer cases can be beaten by
early detection.
‘We’re getting the message out there that
early detection is one of the
best ways to fight cancer,’
says Gary van Loggerenberg,
Sponsorship Manager: Group
Brand. ‘As the golfers put on
their gloves before teeing off,
we want them to know this
Gary van
Loggerenberg year’s SCC is about getting
hands-on with this dread disease and raising our game in the fight against it.’
For more information visit sanlamcancerchallenge.co.za.
How it works
• Go to the simple risk assessment questionnaire on the SCC
Facebook page or at sanlamcancerchallenge.co.za.
• Fill in a two-minute online survey to establish your risk of cancer.
• You’ll then be given a graphical representation of your risk. Share it
on social media to encourage friends to get involved.
• A poster of all participating clubs will drive people online to enter
the competition.
Don’t miss the news
New products, business process updates and
industry news appear in the fortnightly Inside
Sanlam Distribution digital newsletter.
Sanlam Financial Advisers and Sanlam
Broker Distribution – make sure you don’t
miss it! This newsletter is a vital tool for
your success.
Sanlam Investments
launches TV ad
Johan van Zyl, Group Chief Executive, addressed a group of 19 business people at the ‘In the Boardroom’
event. From left are Tienie le Roux, Jannie Rossouw, Conan Cole, Daniel Nel, Johan van Zyl and
Richard Rayne
Sanlam Investments will launch its first
advertising campaign on Sunday 12 April with
a brand-new TV commercial. Telling the story
of the famous ‘Rumble in the Jungle’ – the
making of which took the team to Kinshasa
in the DRC to produce – the commercial will
be accompanied by communications in print
and digital.
Don’t miss it!
Our brand headlines Woordfees
Images: Jéan du Plessis and supplied
UFS students given
financial insight
have access to businesses
who are members of EO, says
Jannie Rossouw, Head: Sanlam
Business Market.
‘Our SME value proposition is
fully aligned with the financial
Jannie Rossouw needs of the EO businesses and
both parties can leverage off
various opportunities.’
EO members can benefit from coaching events
with Sanlam’s top management and will have
access to our financial specialists, Jannie says.
Sponsorships such as the
Stellenbosch University
Woordfees help Sanlam to
show lucrative non-traditional
markets that Sanlam is the
right brand for them, says
Elena Meyer, Senior Manager:
Elena Meyer
Sponsorships and Promotions.
Sanlam was one of the main sponsors of the
16th Woordfees, which took place in Stellenbosch
from 6 to 15 March. The Sanlam Music Festival,
which is part of the Woordfees, included contemporary music including jazz, blues and rock,
opera, cabaret and word music.
‘With the Woordfees, our intermediaries from
the different businesses can entrench existing
relationships while enjoying the event,’ Elena says.
‘Furthermore, the festival’s representative content
allows us to introduce our brand in a unique way
that will ultimately give non-traditional markets a
different view of the new refreshed brand.’
Elena says this audience includes Stellenbosch
University students as well as young professionals
who entered the market and previously had a different view of Sanlam. ‘The latter is what excites
us – knowing they perceive the brand as more
contemporary and a brand for them. They’re
our future clients who ensure Sanlam builds and
grows a sustainable client base for the future.’
Sanlam also announced its three-year sponsorship of the WOW Spelfees when the Woordfees
began with a long-table event in Ryneveld Street.
This project – Words Open Worlds – is an empowerment initiative of the Woordfees. It started
in 2003 and by last year the Woordfees Spelling
competition had already touched the lives of
more than 180 000 learners in just one year.
Francois Adriaan, Head: Group Corporate
Affairs, says Sanlam has a sincere desire to help
create a nation of Wealthsmiths™. ‘Through
our involvement we want to make a real and
positive difference.’
See pictures of the Stellenbosch University
Woordfees on page 32.
Sanlam branding at the Woordfees.
03
the business | SFA Leadership Conference
What’s the link between
The Italian Job and
Sanlam Financial Advisers?
Let’s find out …
The new SFA Mini Cooper
This carefully planned and executed heist
to steal gold bars from a safe in the movie
The Italian Job is a perfect example of how
excellent collaboration among a team of
specialists can bring success. Each team
member assembled to pull off the heist is a
specialist in his field – covering explosives,
technology, safe-cracking, logistics, transport
and communications, among other things.
The Italian Job is just a story created to entertain people and the characters are fictitious.
However, in real life, this team could be described
as operating in a matrix structure – the majority
perform specialist roles and a few are generalists.
Jaco Coetzee, General
Manager: Sanlam Financial
Advisers (SFA), drew a parallel
between The Italian Job and
SFA at the SFA Leadership
Conference held at the
Birchwood Hotel in Boksburg.
Jaco Coetzee
The conference was attended
by more than 250 management specialists
within SFA and representatives of Distribution
support services.
The theme was ‘Conquering by Design’ – and
to be able to do that, SFA needed to change
its design from having a traditional hierarchical
management structure to evolve into a matrix
organisation, Jaco says. ‘This change will enable
us to respond to market forces with greater
agility and impact.’
As The Italian Job shows, a matrix structure
04
has value that can make an organisation successful, Jaco says. ‘I’m not implying that SFA should
become a bunch of crooks to succeed! We can
also look at a typical movie set – the entire movie
crew is a giant matrix structure ... all specialists
interdependent on each other’s roles.’
Why change to a matrix structure?
The tides of change in the financial services
industry and markets in which we operate require
that SFA adapts and changes its approach, Jaco
says. ‘The reality is that we have to adapt to
change in order to be successful.
‘Our hierarchical structure of the past with
mostly generalist managers cannot work in
markets that become more and more specialised.
We need specialised people for the different
specialised fields we work in. A jack-of-all-tradesand-master-of-none approach won’t take us any
further. We have to be masters in everything
we do.’
That’s why SFA has evolved over the past
few years into a matrix organisation with fewer
generalists and many specialists. ‘The challenge
was not just to find the right people – it was, to
paraphrase Socrates, to focus all of our energy
on building a new way of doing business and
to make sure we didn’t end up fighting the old
system,’ Jaco says.
This gear change immediately paid off: in 2010
SFA had its best year yet, making target in 12 out
of 12 months. In 2013 the business did it again
with 12 out of 12.
Images: Paramount Pictures, BMW Group and supplied
St Mark’s Square, Venice, Italy. John Bridger,
a professional safe-cracker, meets with Charlie
Croker, a professional thief and his protégé,
to discuss their latest plan: to steal $35 million
worth of gold bullion from a group of Italian
gangsters who made off with the gold
weeks ago.
They arrive on a boat and rendezvous with
Napster, their computer expert, Rob, their
wheelman, and Left Ear, their explosives expert,
to establish contact with Steve, who’s their
inside man.
They get to a garage below the apartment
in which the gangsters have the safe with the
plates. Steve is in the apartment just above the
garage, where he plants C4 plastic explosives
on the ceiling underneath the safe, with Left Ear
doing the same just below Steve, blowing out
the floor and landing the safe in the boat.
The gangsters follow and chase Rob and
Napster through the Venice canals but Steve
calls for backup and they escape after disabling
the gangsters’ boats. However, they’re revealed
as a decoy to drag the gangsters out.
John and Charlie are with Left Ear in scuba
suits, with the safe actually in the water and the
‘fake’ safe on the boat. John manages to open
it, and they load the gold in the scuba vehicles
and leave the scene just as the police arrive in
the garage.
‘The danger is that the memory of the past
becomes stronger than the vision of the future.
There’s a false sense of comfort in doing things the same way.’
Professor Nick Binedell, Dean of the University of Pretoria’s Gordon Institute of Business Science
(Gibs) and Sasol Chairman of Strategic Management, at the SFA Leadership Conference
05
the business | SFA Leadership Conference
What does the SFA matrix
structure look like?
The keyword in a matrix structure
is ‘specialists’. SFA kept its existing
specialist roles, created new ones
and found and appointed additional
specialists.
Like the Mini in the original
The Italian Job movie in 1969 has
evolved to become the Mini Cooper
used in the new movie, SFA has
also evolved.
The modern SFA business unit
is supported by a recruitment and
What not to do
In a successful matrix, collab
oration is in and egos are out.
People have to be able to
manage across the organisation
rather than just up and down.
Certain behaviours must be
avoided:
arrogance – you’re right;
everyone else is wrong
interpersonal relationship
issues
resistance to change to a
collaborative way of working
‘mischievousness’ – believing
that rules are made to be
broken or that the ends
justify the means.
selection consultant, an office manager, a quality and risk consultant,
a worksite specialist, a Sanlam Trust
consultant, an EB BlueStar specialist, senior market advice support
specialists, a short-term insurance
consultant, a financial manager, and
so on. All specialists in their field.
What’s more, the majority of
leaders and specialists have no
formal line authority.
A matrix structure isn’t an instant
formula for success, Jaco says.
‘There are a number of factors that,
without careful management and
support from the total team, can
throw things out of balance. When
one of the team members in The
Italian Job gets greedy and makes
his own plans to extract more than
his fair share of the spoils, it all goes
pear-shaped.’
A matrix organisation gives
us the structure we need but
it operates effectively only
if everyone understands the
dynamics of the interdependencies,
he says. ‘Throughout The Italian Job
the team makes extensive use of
technology, creating models of the
building and safe where the gold
bars are kept – so unlike the old
days where great heists were pulled
off by cunning and daring. This
team conquered by design.
We need to do the same:
conquering by design.’
1
6
‘My dream for Sanlam cannot work if we’re not strong at
home. We must strive to be the number-one player from
the perspective of all stakeholders in each financial
services sector in South Africa.’
‘SFA’s structure together with
our business plan can be a key
differentiator that will enable us to
conquer,’ Jaco says. ‘However, the
magic ingredient that will give us
wings is collaboration.
‘We need to find ways to get
everyone collaborating uncon
ditionally. It needs to be almost a
natural reflex – no hidden agendas,
no turf protection, no hierarchies.
Each individual should act and
behave for the greater good of
the whole.’
Ian Kirk, Deputy Group Chief Executive
and acting Chief Executive: SPF
2
7
Deal with emotionally charged
communications face to face
and never through email.
06
8
Images: Janine Pretorius
Tips to make it work
Get all of this right and the
results follow very rapidly:
Decisions are made faster,
better and more effectively.
A significant competitive
advantage can be achieved.
Innovation flourishes.
Time to market is cut.
Resources are optimised.
Costs and duplication are
minimised.
Clients benefit from integra
tion too.
The result: profitable revenue
and growth that competitors will
struggle to replicate.
‘This is a people’s
business – people are
our business’ most
important asset. Make
people responsible and
accountable and create
the right environment for
them to work in.’
Johan van der Merwe, CEO:
Sanlam Investments
3
These tips can help make a matrix
structure work:
Don’t try to use hierarchy or
pull rank to resolve an issue.
For the matrix organisation
to succeed, command and
control leadership styles must
give way to collaboration and
cooperation.
Resist the urge to escalate
problems to senior manage
ment. Matrix teams depend on
trust and teamwork.
What is needed to conquer
by design?
4
9
10
5
11
12
1 Piet Craven, Ian Kirk and Jaco
Coetzee. 2 Estelle Brandt, Claudette
Moses and Aileen Sirkissoon.
3 Hennie de Villiers, Anton van
Niekerk and JP du Toit. 4 Nelene
Cronjé, Francois Botha and Marianne
Steyn. 5 Willem van Zyl, Chris van
der Merwe and Willem Barnard.
6 Kreesen Pillay, Don Malumbete,
Mark James and Gert Roux.
7 The top achievers for 2014 receive
their awards from Jaco Coetzee
(left). They are Theresa de Quintal
(Top Business Manager: group 1),
Piet Craven (Top Regional General
Manager) and Louis van der Vyver
(Top Business Manager: group 2).
8 Carel Thomas, Johan van der
Merwe, Dries Bekker and Bouwer
du Plessis. 9 Tasneem Mahomed
and Malcolm Berry. 10 Kritz Coetzee
and Lidien Ludik. 11 Otto Schulze
and Koos du Plessis. 12 Mpho
Mashashane and Janine Harvey.
07
the business | income protection for business owners
the business | BlueStar
You need to
protect your
income
Sanlam Business
Market has beefed
up its value
proposition for
business owners
with a more
comprehensive
income protection
offering.
‘Buying’ becomes
easy for BlueStars
Thinking of expanding your BlueStar business? It’s now an
easy process – thanks to a brand-new web-based platform.
08
could affect the whole family’s lifestyle because
they’d possibly have to cut somewhere else.
The team could also take strain. With the
owner unable to work, it will be up to the rest
‘Many business owners have
been there: being ill and having to choose between taking
time off to recover or going to
work to avoid loss of business
of the team to run the business but a lack of
competence or experience and the absence of
a well-communicated contingency plan could
place the business in jeopardy.
Protection is thus vital for any business owner
Business brokerage formed
and the subsequent loss of
income,’ says Deon Theunis,
Head: Distribution Support at
Sanlam Business Market.
– especially if the team is small and not as experienced as he or she is.
And proper protection is crucial. Business
owners may believe their medical aid will help
the detail of the business in order to determine
value and identify opportunities for growth,’
Dries says.
‘We realised that our models and learning
to strategically acquire other businesses for expansion purposes. By doing this we create added
wealth for the business owners while ensuring
successors are in place to look after clients.’
Deon Theunis
Illustration: Frans Groenewald
‘We’ve already had huge success with SFA’s succession planning project that was started in 2013.
A lot of value has been created where advisers
older than 55 have joined BlueStar businesses
that offered them a solution for succession.
‘As part of this project we created a practice
CV and business valuation model that digs into
The next step was to form a joint venture with
Aldes and establish a business brokerage for
financial services businesses. ‘We incorporated
our valuation model and created a web-based
platform where potential sellers can find potential buyers.’
This service is a first in the industry, Dries
says. ‘Sanlam is also the only business that allows its BlueStar advisers to take full ownership
of their clientele and sell their businesses when
they retire.
‘Now we can also help our BlueStar businesses
Solution for succession
finances. In fact, repaying the borrowed money
– but sick leave isn’t really one of them. Unlike
salaried workers, those who own their own
businesses often don’t have the protection that
would allow them to take time off work.
in this regard offer value outside of SFA as
well. Brokers can benefit from this service, for
instance, and are usually challenged with succession as they’re not backed by a single company.’
Images: supplied
between SFA and Aldes Business Brokers,
a company that specialises in facilitating
the purchase and sale of businesses within
South Africa.
‘This initiative is part of the
succession planning of ageing
advisers and brokers as well
as SFA’s strategy for BlueStars
to become profitable and
sustainable businesses that
Dries Bekker
can be sold when advisers
retire,’ says Dries Bekker,
Senior Regional General Manager: SFA BlueStar.
Images: thinkstock and supplied
SFA BlueStar has created a unique platform
for the purchase and sale of businesses rendering financial services. This will benefit not
only Sanlam’s BlueStar businesses but brokers
outside of Sanlam too.
It’s an integral – and unique – part of the
BlueStar design that BlueStar businesses own
their clients and can therefore sell their business.
BlueStar businesses can also sell shares in their
business to associates or other Sanlam advisers
who meet the requirements.
Now Sanlam Financial Advisers (SFA) has
taken it to the next level. Any financial services
practice outside of Sanlam can now also sell their
business to potential buyers via a web-based
platform if they want to retire – a unique new
service in the industry.
This is made possible by a joint venture
There are certainly perks to owning a business
Not only is there a loss of income, business
owners still have to draw a monthly income even
when not working. This, Deon says, could lead
to losses that cut even deeper than just getting
no income because they’ve taken time off. This
could result in a lack of cash flow – one of the
biggest dangers for a business.
cover them in such circumstances. However,
medical aid is not income protection and it
doesn’t cover expenses like out-of-hospital medication, rehabilitation costs and co-payments.
Eventually, the business owner may run the
risk of losing everything, especially if the debilitating condition is permanent.
Potential challenges
Solutions for income protection needs
The business owner may then have to dip into a
bond or apply for a personal loan to supplement
income, which could affect his or her personal
Deon says income protection should form the
basis of a financial plan for a business owner to
ensure he or she can solve these problems should
illness or injury make it impossible to work.
Sanlam has a comprehensive income
protection offering with flexible waiting periods,
designed to meet the needs of the business
owner. From the professional to the graduate
business owner and the one-man business, there
are solutions for all income protection needs.
To support the financial intermediary further,
Sanlam Business Market has introduced a
brand-new one-page brochure that highlights the need and solution the business
owner faces when income protection needs
are not covered.
A client-facing podcast has been developed to emphasise the need for income
protection for the business owner.
This information can be downloaded from
SanPort or from the 1-2-3 of Business website
at www.123ob.co.za.
For more information on the Sanlam
Business Market income protection offering
speak to your sales consultant, financial planning specialist, Sanlam broker consultant or
call the Sanlam Business Market Call Centre
on 0860 100 539.
09
Care at first
contact
the business | client care offices
One Sanlam, One Client
Louis Trichardt
Tzaneen
Mokobane
Sanlam’s client care offices
have grown, developed
and improved significantly
– we plan to have a total of
96 offices countrywide by
the end of the year.
91
Sanlam’s client care offices in SA have grown
tremendously over the past 13 years – both in terms
of numbers and the quality of service they provide.
The Group had only a few client care offices in
2002 but today boasts 91 offices with a total of 191
staff members. And with a structure that grows
at about 6% a year, another five client care offices
should be added by the end of the year.
Here’s where Sanlam’s South African clients can
receive a professional, comprehensive service today:
The growth and development of Sanlam’s client
care offices took off after Sanlam’s acquisition of
African Life in December 2005.
With this transaction Sanlam gained valuable
access to the emerging markets – both in and
outside South Africa. As the Group was already well
positioned in the middle and affluent market, this
was a significant step towards positioning it in a
market with great business potential but where the
company wasn’t that strong yet.
After the transaction Sanlam was left with two
service structures in South Africa – the Individual
Life and Segment Solutions (SILSS) structure that
services Sanlam’s middle to affluent market, and
the emerging markets structure that services the
entry-level market.
In 2011, the year in which African Life became
Sanlam Sky Solutions, the company decided to
move towards more effective collaboration and
ubuntu – a Nguni word that means ‘human kindness’
– to provide Sanlam’s clients with a one-stop client
care office in their area where they could receive a
professional, comprehensive service.
Project Helix was born – a comprehensive effort
to integrate the 19 Sanlam Sky Solutions and 51
SILSS offices across the country.
10
Springs
Potchefstroom
Sasolburg
Klerksdorp
191
Upington
Nelspruit
Emalahleni
Johannesburg
STAFF
Client care instead of client service
Kroonstad
Newcastle
Welkom
R529 MILLION
Bethlehem
Phuthadijhaba
Kimberley
NEW SILSS BUSINESS*
Ladysmith
Richard’s Bay
Bloemfontein
R38 MILLION
Pietermaritzburg
Durban
NEW SKY SOLUTIONS BUSINESS*
6%
Vredenburg
Port Shepstone
PROJECTED
ANNUAL
GROWTH
Mthatha
Queenstown
Beaufort
West
East London
Worcester
Grahamstown
Cape Town
George
Mossel Bay
‘We’re done with service,’ Andries says. ‘With our new refreshed
brand we are Wealthsmiths™ and we care. We’ve mastered the art
of making contact with our clients. Now we need to focus on caring
for them.’
How? These four factors are crucial:
1. Ensure the client care offices are accessible in terms of look and
feel as well as service.
2. Provide the best possible service to our clients within the
context of Treating Customers Fairly.
3. Remove all possible obstacles between Sanlam and the client
so the client feels safe in doing business with Sanlam in a very
professional environment.
4. Promote Sanlam’s brand and new colours as actively as possible
in a very ruthless and competitive retail market.
Staff are central to success
+800 000
CLIENTS GIVEN
DIRECT SERVICE*
* 2014 figures
Port Elizabeth
The client care offices’ staff members know that caring for Sanlam’s
clients is vital, Andries says.
‘Our employees are our most important asset and as the integration of our offices started, a promise was made that none of our
staff members would lose their job.’
And indeed, in the context of the integration programme not one
job was lost. Instead, staff members’ positions were enriched, more
opportunities were created and people have become multi-skilled.
‘In support of our business name change we’ve adopted an iCare
cultural behavioural drive – a platform on which our staff can hone
their skills to focus on enriching our relationship with our clients.
This drive is based on the six principles of Sanlam’s Employee Value
Proposition,’ Andries says.
‘We’re working hard towards becoming a long-term option for
our clients instead of a caterer for short-term goals.’
Regional Managers: Client Care
Project Hlanganisa
When Project Helix was concluded in 2012,
Sanlam’s client care offices were inte
grated and had no more than one address
per town. Santam, its short-term insurer,
still needed to be integrated and collabo
ration had to be improved to provide a
seamless service process across market
segments and systems to Sanlam’s clients.
This was the start of Project Hlanganisa,
which means ‘to bring together’.
was just around the corner.
However, the services of Sanlam Sky
Solutions and SILSS within these offices
According to a commercial agreement
Sanlam Sky Solutions’ services are out
sourced to SILSS.
Images: Jéan du Plessis
Project Helix promotes
ubuntu
OFFICES
Rustenburg
Mahikeng
‘The key of the Sanlam client care offices’
business is to ensure that our clients want to
make contact with us,’ says Andries Fourie, Senior
Manager: SILSS Client Care Centre.
‘We want to meet all of our clients’ after-sales
service needs and make sure we conclude as
Andries Fourie
much business as possible while in contact with
the client.’
To support this, the ‘One Sanlam, One Client’ programme was
developed through which one client care representative takes care of
all the business needs of a walk-in client.
‘Our business environment is very dynamic,’ Andries explains.
‘Many of our clients have different investments across various
market segments. Our aim is to empower our client care
representatives to provide the best possible one-stop service
across the different market segments during one client visit.’
Nkululeko
Molosi
Port Elizabeth
Deolene
Woodman
East London
Francis
Sharples
Gauteng South
Antoinette
Strauss
Bloemfontein
Hantie
van Niekerk
Gauteng North
Riëtte
Niehaus
Western Cape
Carin
van Wyk
Gauteng
Far North
Ramona
Sharma
KwaZulu-Natal
South
Searle
Titus
KwaZulu-Natal
North
11
the business | obesity
Obesity
down
Obesity:
abnormal or
excessive fat
accumulation that
may impair health.
World Health
Organisation
It’s lunchtime and office workers can’t wait to
head to the nearest mall to buy chicken wings
drenched in oil and a big bag of chips – and don’t
forget the fizzy drinks.
When it comes to the biggest contributors
to death, what’s the dominant factor? Being
overweight.
Sanlam has conducted a study – an internal
Matrix Experience Analysis – to find the biggest
contributors to deaths on Sanlam life insurance
policies between 2006 and 2010.
The clock is ticking faster
BMI: A measure of
whether someone is
over or underweight,
calculated by
dividing their weight
in kilograms by
the square of their
height in metres.
The study found that almost twice as many
overweight people died within a given period
than those with a normal weight, even from
unnatural causes.
The biggest contributors to natural deaths
were smoking and obesity. It was found that a
body mass index (BMI) of more than 28 is just as
bad for your health as cigarettes. A BMI above
30 is classified as obesity but the risk already
increases dramatically from 28 and higher.
In the non-smokers group, the death rate
among people with a BMI of more than 28 was
twice as high as among people with a BMI below
28 (115% of expected deaths versus 61%).
Intake versus output
Obesity weighs heavily on our
hearts – and pockets. It’s not
measured in kilograms only
but also in rands, and it’s
costing South Africa millions.
But you can make a healthy
lifestyle work for you.
‘Weight is a simple matter of balancing calorie
intake with output,’ Dr Coetzer says. ‘We eat too
much and are too inactive. Any excess intake
will be stored as muscle glycogen, together with
water, and fat, which increases body weight.’
There’s no magic cure and all popular diets
provide only short-lived results because they’re
unsustainable. ‘The only long-term solution is to
eat less and exercise more.’
Traditional foods include a lot of starches and
meat instead of fruit and vegetables. ‘Braais always have surplus meat. In addition, we’re taught
not to waste food, so people tend to overeat
when too much food is available,’ Dr Coetzer says.
‘Kids are taught to eat everything their mothers
dish up instead of stopping when they’re no
longer hungry. This introduces the habit of eating
irrespective of whether one is hungry or not.’
Lack of exercise is another problem. ‘We’ve
all become too lazy; we even park on the kerb
in front of the gym to avoid walking 30 metres
to the closest parking spot,’ Dr Coetzer says.
‘We all need at least 20 to 30 minutes of aerobic
exercise four times a week.’
The bigger the body, the more you pay
Sanlam, like all insurers, makes use of BMI to
determine the premium for death cover along
with factors such as gender, smoking habits,
health status, tertiary qualifications and income.
‘Where applicable, the
premium for a client with a BMI
of 30 or higher may be up to
25% higher than the premium
for a client with a BMI of below
30,’ says Petrie Marx, Product
Actuary at SPF.
Petrie Marx
‘Note that this premium
adjustment is not a medical or underwriting
decision and therefore applies irrespective of
the state of health of the life insured at that
point in time, as BMI is also a leading indicator
of potential future health problems.’
For male clients, adjustments may be made for
muscular build and credit may be given mainly
on the basis of a good waist circumference.
In addition to the premium rate adjustment,
BMI is taken into account in the medical underwriting decision for the life insured. However, this
is normally done for significantly higher BMIs.
‘We usually charge a premium
loading for BMIs of higher than
35 if this is accompanied by
other health problems,’ says Dr
Pieter Coetzer, Sanlam’s Chief
Medical Adviser. ‘As a single factor, only people with BMIs from
Dr Pieter
37 and more will pay loadings.’
12
Almost three quarters of South Africans are
overweight, which makes us the third-most
obese country after the US and Mexico, surveys
by GlaxoSmithKline and medical journal
The Lancet have shown.
‘This is probably due to a number of factors,’
Dr Coetzer says. ‘South African tradition and
hospitality are synonymous with excess food.
We usually mix socially only when there’s food.
And don’t forget that alcohol is also an important
source of calories.’
Coetzer
And then you die
Images: gettyimages.com and supplied
weighs us
South Africans love to eat
‘Remember, there’s no medical
condition that causes a person
to be overweight – it’s all within
one’s own control.’
Dr Pieter Coetzer
According to him the biggest toll obesity takes
on a person’s body is not the risk of dying
younger – it’s actually the fact that you live with
the effects of the condition. ‘Most overweight
people have an inferior quality of life and suffer
from many diseases, immobility and disability for
years before they succumb to complications.’
The diseases are mostly the effects of the socalled metabolic syndrome, which occurs when
a person is overweight with high blood pressure
and abnormal blood cholesterol levels. This leads
to insulin resistance that eventually leads to diabetes, cardiovascular disease and kidney disease.
Can we stop obesity?
‘Experience has proven that people don’t
have the willpower to manage their weight.
Therefore we need to incentivise healthy
lifestyles and impose penalties on overweight,’ Dr Coetzer suggests.
‘Subsidise sport participation like endurance events, gym membership, and so on.
And make overweight people pay according
to their weight for their medical aid cover,
medical treatment, medicines, and flight
and train tickets.
‘Remember, there’s no medical condition
that causes a person to be overweight – it’s
all within one’s own control,’ he says.
Save money in the gym
Sanlam Reality is empowering its members
to achieve an active and healthy lifestyle by
offering wellness benefits.
‘We offer members 20% to 80% discount
on their monthly Planet Fitness gym fees,’
says Francois Uys, Marketing Manager:
Sanlam Reality. ‘The more you gym, the
bigger your discount, up to a maximum
of R450 a month.’
Becoming fit and
healthy is now more affordable than ever. The
Sanlam Reality magazine
also supports this with
articles on healthy living.
Francois Uys
13
the business | Sky Solutions marketing campaign
Savings
plan puts
SanTech
at hand
Marketing
out of the
box and
onto a taxi
Taxis, Rank TVs, print, outdoor and radio. Sanlam Sky
Solutions is pulling out all the stops with its integrated
marketing campaign for 2015, with the focus on a funeral plan.
Because the majority of the market uses public
transport, Tendani and his team felt it would
be great to be visible in this space. ‘The Inside
Taxi TV and Rank TV screens are South Africa’s
largest transit “out of home” television network,’
he says. ‘These state-of-the-art high-definition
screens make an impact and reach over
7,3 million travellers a month nationally.’
Sanlam’s marketing campaign will run from
14
On the airwaves
A radio campaign will run from 13 April until
the end of May, and then again in September
and October. The radio stations that have
been selected are Ukhozi FM, Lesedi FM,
Motsweding FM and Metro FM.
In print
For the print marketing campaign, Tendani
and his team have chosen Soccer Laduma. It’s
the country’s second biggest-selling newspaper
with a weekly readership of 3 221 000.
On the road
The sixth Sanlam roadshow will be taking
place in seven venues around South Africa
during August and September. ‘The roadshow
gives us the platform to take the Sanlam
brand to the people,’ Tendani says. ‘We have
a jam-packed programme that will leave the
communities excited.
‘What’s unique about the Sanlam roadshow
is that we meet with our clients face to face
and share the whole day with them. That is
networking in its purest form.’
The roadshow areas are: Province
Gauteng
Eastern Cape
Western Cape
Western Cape
Limpopo
KwaZulu-Natal
KwaZulu-Natal
Town/township
Soweto
Queenstown
Worcester
George
Northam
Stanger
Manguzi
Images: supplied
TV outside your home
13 April until the end of May for millions of
commuters to see on a daily basis.
Images: supplied
Sanlam Sky Solutions will be embarking on
an integrated marketing campaign for 2015
specifically targeted at the entry-level market.
The Sanlam brand campaign was kick-started
with the Sanlam brand positioning TV advert in
February. It then takes a break to allow the My
Choice Funeral campaign to kick into gear in April.
‘We want to showcase that we’re the leader in
the funeral plan space and that,
as Wealthsmiths™, we do it very
well,’ says Tendani Matshisevhe,
Marketing Manager: Sanlam
Sky Solutions. ‘A key focus for
our business is paying claims
quickly to ensure this difficult
Tendani
process is made a little easier
Matshisevhe
for our clients.’
The campaign focuses on the My Choice
Funeral plan and includes ‘out of home’
advertising as well as radio and print advertising.
‘The idea behind this integrated marketing
campaign is to create Sanlam brand presence
for the whole year and assist our distribution
channels to meet their targets,’ Tendani says.
‘We want to make sure Sanlam is top of mind
throughout the year.’
the business | mobile technology
These days no one can operate without a
mobile device. The SanTech app for advisers
of Agency Distribution can streamline their
client service – and a savings plan will now
make it possible for them to sign up on the
app and increase uptake.
More and more advisers of Agency
Distribution at Sanlam Sky Solutions
are using the SanTech mobile app,
which helps them streamline their
client service process – and do
business better, smarter and faster.
Thanks to SanTech, advisers can
up their productivity and the sales
cycle, save travel costs and improve
communication.
Since the roll-out of SanTech in
July 2014, the number of advisers
How will it work?
adopting the app has increased
gradually. ‘Twenty per cent of the
almost 3 500 advisers who’ve
been provisioned
with the app are
already using it,’
says Nthabi Khaile,
Distribution
Support Manager:
Agency
Nthabi Khaile
Distribution.
‘SanTech was designed with the
adviser in mind. It’s our duty as the
business to make sure it becomes
the tool that truly enables advisers
to do their job better.’
They’ve been working hard with
the developers and other support
functions to add functionalities onto
SanTech such as QLink reservation,
affordability and newsfeeds.
‘Agency Distribution has negotiated discounted prices with a
supplier on behalf of advisers.
The advisers will be responsible for the payment and the
company will help with the
distribution thereof.’
24-month warranty and free servicing support from the supplier for
anything relating to the device itself
and unrelated to the SanTech app.
‘In addition, we’ve found an
alternative to the current World Call
Card functionality,’ Nthabi says. ‘We
understand this functionality wasn’t
fully utilised, which means advisers
were not deriving value from it.’
Agency Distribution, with the
help of the contracted supplier,
has also managed to customise
telephone and data solutions for
all advisers who would like to have
additional airtime and data.
This is open to all advisers and
not only those who are using
SanTech. ‘Advisers who use
SanTech will benefit even more as
they’ll also be able to call clients
and use data for navigating the
app,’ Nthabi says.
‘The main aim with the alternative solution is to professionalise
advisers, increase productivity and
improve efficiencies, while making
sure their clients are on speed dial.’
SanTech will still operate on a bring
your own device (BYOD) basis – but
with a little help. ‘As a business we’ll
assist advisers with a “savings plan”
that enables them to buy the device
of their choice from our supplier’s
list of devices,’ Nthabi says.
Once purchased, ownership of
the device and its insurance lie with
the adviser.
The devices come with a
‘SanTech was designed with the adviser
in mind. It’s our duty as the business to make sure it becomes
the tool that truly enables
advisers to do their
job better.’
15
Lost (in the) City
the people | Club Izikhulu
1
2
3
Images: supplied
The worthy Club Izikhulu
qualifiers from Agency
Distribution enjoyed a
fabulous trip to the Lost City.
Quad biking, massages, golf, archery, Segway
tours, waterskiing, tube riding, jet-skiing and
clay pigeon shooting were just a few of the
activities that awaited the top performers in
their categories as part of Club Izikhulu.
This competition recognises the top
achievers within Agency Distribution at
Sanlam Sky Solutions.
‘I survived Club Izikhulu! It was a really good
experience,’ says Brad Boonzaier, Branch
Manager in Port Elizabeth. ‘It was especially
wonderful to spend time with Agency
Distribution’s top performers and leaders
in an informal environment.’
Nonhlanhla Mazibuko, Adviser from Stanger,
says she got to know and understand Sanlam
better. ‘I met colleagues from different provinces.
The interaction with others showed me that we all
face the same challenges, no matter where we are.’
Anne Livingstone, Chief Executive: Sanlam Sky
Solutions, and Gavin Downard, Head: Agency
Distribution, hosted the qualifiers at The Palace
of the Lost City from 5 to 8 March.
The gala event was attended by Sanlam
VIPs such as Kobus Vlok, Chief Executive:
SPF Distribution; Paul Gerber, Chief
Information Officer at Sanlam
Sky Solutions; and Hayley
Kuhn, Head: Marketing and
Business Development
at Sanlam Sky Solutions.
7
4
5
6
4 From left are Lindokuhle Mkhatshwa, Cebisa Nkewana, Shepherd Ndendela, Xolani Konza and Mzwanele
Makabane. 5 Paul Gerber; Gavin Downard; Sanet Jacobs, Head: Premium Admin; Hayley Kuhn; Kobus Vlok;
Anne Livingstone; and Roy van de Vyver, RGM: Free State Region. 6 At the back are Shepherd Ndendela,
Maxwell Arosi and Phumzile Tshawe. In the middle are Sivuyile Aron, Siphiwo Fikeni, Mzwanele Makabane,
Raymond Mziba, Sibongile Windasi and Sandile Ngcongcobela. Seated are Pilile Ntongana and Nolitha
Nayager. 7 Staff get pampered. 8 Pilile Ntongana is ready to jet ski. 9 Dancers entertain the crowds and
staff show their moves at the shebeen evening. 10 Idols contestant and entertainer Bongi Mthombeni.
8
9
10
1 All the qualifiers at the Palace. 2 Here are Agency Distribution’s national award winners. At the back (from
left) are Nomveliso Njungwini, Field Administrator: Mount Frere; Nolitha Nayager, Branch Manager: Mthatha;
Xolani Konza, Adviser: Cape Town; Fezeka Mtshengu, Regional Secretary: KZN2; Anne Livingstone; Nalini
Dwarikaparsad, Regional Trainer: KZN2; Lusapho Nodada, Field Manager: Mount Frere; and Rozanne Moses,
Rookie Rep: Vredenburg. In front are Gavin Downard; Tylden Ngesimane, Sales Manager: Mthatha; Khanyisani
Makhanya, RGM: KZN2; Sandile Ngcongcobela, Field Administrator: Mthatha; and Bongani Bingwa, the MC.
3 Praise poet and storyteller Jessica Mbangeni.
16
17
the people | Grand Masters Tour
the business | Agency Distribution broadcast
All the staff
members
and their
companions
who went on
the Grand
Masters Tour in
Livingstone.
1
18
It was a trip that will be hard
to beat.
This is how Glen Trollope,
Regional General Manger: Sanlam
Broker Division (SBD) at Sanlam
Sky Solutions, describes the SBD
Grand Masters Tour to Zambia to
experience Victoria Falls and David
Livingstone Safari Lodge and Spa.
‘The moment
we entered the
huge carved
doors of the hotel,
our adventure
began,’ he says.
The trip
Glen Trollope
started with
a sundowner cruise aboard the
Lady Livingstone, from which the
group viewed hippo, crocodiles,
buffalo and an assortment of
birds and antelope.
‘We seemed to go from one
excursion to another, experiencing
the best Zambia has to offer
while still being able to recharge
our batteries in the picturesque
swimming pool overlooking the
Zambezi and Long Island in front
of the hotel.’
On the Friday the group went
on a guided tour of the falls, with
a flurry of activity the next day.
Everyone headed off for a variety
of their chosen activities – from
breakfast cruises on the river,
swimming in natural pools on the
edge of the waterfalls, microlight
and helicopter flights over the falls,
to quad bike tours.
On Saturday evening the group
was treated to a fine-dining
dinner aboard a steam train. The
train stopped on the Livingstone
Bridge for a spectacular view
of the falls before returning to
Livingstone Hotel.
‘If this trip was anything to go
by, I would suggest all sales staff
start making their mark early to
ensure they qualify for future
Grand Masters Tours,’ Glen says.
1 Visitors to Victoria Falls can’t get enough of this beautiful site. 2 Emmerencia
and Chad Nicholson. 3 Bunny and Emmanuel Rramutle, RGM: Central Region.
4 Neil and Belinda Rudy.
2
3
4
Images: supplied
The top performers
in Sanlam Broker
Division and SAIs
went on a spectacular
Grand Masters Tour in
Livingstone, Zambia.
Staying up to date with what’s happening at Agency
Distribution is easy for its advisers thanks to the
channel’s special TV broadcasts.
Images: supplied
Living the Grand life
Lights,
camera
action
Agency Distribution at Sanlam Sky Solutions
aired its fourth TV broadcast for staff on 26 and
27 February.
‘In an effort to improve staff
engagement and to make sure
everyone understands what is
happening in the business and
their role, we had to come up
with unique ways of communicating with our staff in the field,’
Gavin Downard
says Gavin Downard, Head:
Agency Distribution. ‘Due to the sheer number of
advisers and vast geographic spread of the channel, this solution really works for us.’
The broadcasts are flighted on a closed DStv
channel to which branches have access to during the broadcast time. ‘It’s run like a talk show,
where I discuss important topics relevant to staff
with guest speakers who are experts in their line
of work,’ Gavin says. ‘The broadcast is planned
specifically for Agency Distribution staff and I do
believe this improved interaction has contributed
to the success of the channel.’
In addition to the broadcasts, Gavin and
Anne Livingstone, Chief Executive: Sanlam Sky
Solutions, do management roadshows at the
beginning of each year where they share and
discuss focus areas for the business unit with
Agency Distribution management teams.
‘These platforms allow us to set the scene for
the year ahead and ensure staff are always kept
up to date with what is happening in the channel.
Technology has really allowed us to open the
door to better communication with staff around
the country,’ Gavin says.
This approach to staff engagement supports
Sanlam’s Employee Value Proposition, specifically
the connectivity and leadership pillars.
The broadcasts have covered topics such as
new product offerings, the plans and focus areas
for the year ahead, training and development,
marketing initiatives, the brand refresh and
positioning, internal relations, finance matters,
human resource initiatives, as well as health
issues and well-being.
So what is the way forward? ‘We learn valuable
lessons after each broadcast and we get better
every time,’ Gavin says. ‘The aim is to make sure
the content and the way it’s communicated
and packaged translate in a way that makes
sense to our advisers. We’d like to do one each
quarter but that is not set in stone. We would
really like this form of communication to be
exciting, informative and something everyone
in the channel looks forward to. We’re exploring
ways to do just that.’
Sovash Hefele, Head: Human
Resources, says the branch TV
broadcasts have been a great
success. ‘Staff have confirmed
they feel more informed
and empowered, which is a
key building block for any
Sovash Hefele
‘The broadcasts are a great way
of keeping advisers updated
with what’s going on in the company and new products that are
about to be launched. We also
welcome the SMS number to
which we can send questions.’
Abegail Engelbrecht from Vredenburg,
Western Cape
‘It’s very informative and helps us
with product knowledge. We’ve
received more information about
the usage and accuracy of the
new device that helps us to view
clients’ info. We’ve learnt who is
in the management structure of
the company.’
Makhanya Phiwayinkosi and
Sithole Sithembiso from Manguzi,
KwaZulu-Natal
‘It’s valuable for everyone to hear
from our leaders. Only a few reps
get to see them face to face, so
TV broadcasts are a good alternative. It would also be good to
have a motivational speaker who
encourages a culture of hard
work, discipline and success.’
Brad Boonzaier from Port Elizabeth,
Eastern Cape
successful sales force.’
19
the people | get to know a region
Western Cape
Hardworking
beauty
The Western Cape isn’t just Table Mountain, beautiful beaches,
wine farms and the Stormers rugby team. It’s also an economic
powerhouse with major financial, business services and real
estate sectors. Manufacturing and agriculture play a vital role –
all of which present lucrative opportunities for Sanlam.
This business unit is increasing Sanlam’s footprint by
opening offices where the
Group has none.
‘Our presence has been minimal in the entry-level market
space and we’ve been losing
Sizwe Zilwa
in terms of market share,’ says
Sizwe Zilwa, Regional General Manager: Agency
Distribution Western Cape. ‘We’re playing catchup now as our competitors have been playing in
this space for some time.’
The most important areas in which Agency
Distribution does business are the Department of
Education, health and social services, the South
African Police Service, local municipalities and
the private sector.
Sizwe says business sourced from government
employees is the same almost everywhere. ‘The
challenge is that people living in cities are more
financially committed than their counterparts
elsewhere. This leads to most of the business
being done on variable debit order rather than
The private sector and municipalities generally
use debit orders. It’s risky business because
the clients are not disciplined in their financial
management.
According to Sizwe, the private sector is usually unwilling to accept stop order deductions,
citing more admin work. ‘Most people in our
focus market don’t earn high incomes.’
The strategic importance of this area for
Sanlam is its high growth potential for Agency
Distribution and market penetration in the nontraditional markets.
To enhance brand presence, the unit does
marketing projects through financial wellness
campaigns, working with the likes of the
Congress of South African Trade Unions
(Cosatu), the Public Servants Association of
South Africa (PSA) and the Federations of
Unions of South Africa (Fedusa).
The biggest challenges are getting qualified
and suitable managers, and experienced advisers
who meet the fit and proper requirements.
‘Our future plans are to increase our footprint
the safer deduction mode of stop order.’
and brand awareness,’ Sizwe says.
Sanlam Sky Solutions
Agency Distribution
Sanlam
Sky Solutions
Broker Division
Sanlam
Broker
Distribution
Sanlam
Financial
Advisers (SFA)
The aim of Broker Division is
to distribute the Sanlam Sky
Solutions range of products
through independent brokers
and Sanlam-affiliated inter
mediaries (SAIs).
Glen Trollope, Regional General
Glen Trollope
Manager: Sanlam Sky Solutions
Western Cape, says their main focus is funeral
products aimed at the entry-level and lower-growth
markets. ‘We specifically aim at the government
employee market, where we can collect premiums
via the Persal system. Our primary markets are
teachers and nurses but we don’t limit ourselves.’
Glen says the market in the Western Cape
differs dramatically from the rest of the country
because the demographics are different. ‘This
poses challenges for us at Sanlam Sky Solutions,
where we have a rather limited product offering
for the entry-level market.’
His area of responsibility extends from the southern border of KwaZulu-Natal down the East Coast
and up the West Coast to the Namibian border.
The regional office in Cape Town is responsible for
distribution throughout the Western Cape.
‘As with all Broker Division offices countrywide,
we need to ensure the brokers and SAIs who
operate in the entry-level market throughout the
Western Cape are catered for in terms of service
and sales back-up for the Sanlam Sky Solutions
range of products and services,’ Glen says.
To enhance the brand presence in the area,
this business unit is working closely with its
colleagues in the Facilities department to grow
the brand within target markets by means of
Financial Awareness Days and Wellness Days
that are attended by SAIs.
Glen and his team face unique challenges.
Besides the demographics, legislation creates
pressure that pushes brokers in this end of the
market out of the industry.
‘With a diminishing manpower count, it’s
extremely difficult to attain targets,’ Glen says.
‘Having said that, the SAI complement is growing
well and we should soon be on the road to the
production levels of the past.’
It’s all about trust and building relationships, says Rinus de Villiers,
Regional General Manager: SBD
Cape. ‘Our job is to sell and
promote Sanlam to brokers –
independent and corporate.’
This province stretches from
Rinus de Villiers
the Namibian border to East
London. It includes servicing brokers along a
huge chunk of the South African coast.
‘We deliver an outstanding service to our brokers so they experience ease of doing business
with Sanlam. It’s our job to ensure Sanlam is the
preferred provider; therefore we provide solution
sets for these brokers, which they present to
their clients,’ Rinus says.
‘We have to create a strong presence in our
brokers’ offices. We must be a true partner to
them, which means we need to understand the
brokers’ business very well and help them make
a good living. It’s our job to ensure our brokers
have enough reasons and opportunities to look
after their clients’ finances regularly over their
lifetime and offer Sanlam solutions.
‘Our biggest challenge is that of managing the
broker capacity optimally. We have to make sure
our brokers in this area remain in business and
thrive. Many are concerned about the legislative
pressures and some might even think they’re not
up to it. We must try to help them with ways to
mitigate or overcome these challenges.’
Another challenge in the industry is the age
profile of brokers. ‘Our brokers’ average age is
just over 50. We want to keep them in business
for as long as we can and help them find suitable
replacements.’
Agriculture, with a focus on the
wine industry, a strong highergrowth market, SMEs, universities and Parliament are some
of the most important areas in
which SFA does business in the
Kobus Swart Western Cape.
‘In 2014 we handled about
70% of the retiring MPs’ business,’ says Kobus
Swart, Senior Regional General Manager: SFA
Western Cape.
The 412 financial advisers are divided into
seven regions, including the Northern Cape,
where towns like Upington and Kimberley are
largely agriculture and mining-based.
Most of Sanlam’s BlueStar businesses are
in the Western Cape, with a huge variety of
participating advisers and associates.
‘The Western Cape doesn’t really differ
from other regions besides the fact that
we’re the biggest of them all. We have a
leaders component of almost 40 specialists,’
Kobus says.
‘If you compare volumes, we handle the
highest volume in the country. We focus on
recurring premiums, risk business and singlepremium business.’
When it comes to branding, Kobus and his
team’s motto is: ‘Wherever we go, you’ll see our
branding.’ They use a huge variety of marketing
actions to position the brand. ‘It’s also important
to give our clients access and exposure to the
Sanlam buildings.’
The region’s biggest challenges are to keep
chasing volumes and to diversify its footprint
among different cultures.
‘The Western Cape differs
dramatically from the rest
of the country because the
demographics are different. This
poses challenges for us – we have
a rather limited product offering
for the entry-level market.’
Western Cape
fast facts
It’s the fourth-largest of the
nine provinces in terms of
both area and population
Vredendal
(roughly the size of England).
Population: 5,8 million
(10,6% of SA’s population)
Area: 129 449km2
Languages: Afrikaans (49,7%),
Vredenburg
isiXhosa (24,7%) and
English (20,2%)
One of the world’s seven floral
kingdoms is almost exclusively
endemic to the province,
namely the Cape Floral Kingdom.
Cape Paarl
Town
* Extra source:
southafrica.info
This is the fourth in a series of articles in which In Sanlam Personal
Finance introduces the various regions where our company has
a footprint. This month we look at the Western Cape.
Beaufort West
Western Cape
Swellendam
George Knysna
Mossel
Bay
Bredasdorp
20
21
the business | Sanlam Guardian Trust
Protect your
child’s
future
Umbrella
fund grows
at rapid rate
Cost savings and lower risk are attracting
more and more large companies to this
kind of retirement find solution.
Parents want to give their children
the best possible future. But how
do you know they will reap the
rewards of your hard work when
you’re no longer around? A trust
for minors could be the solution.
22
solidation in the market. We’re also
pleased that many larger employers
are seeing the value of joining an
umbrella fund rather than maintaining their own stand-alone funds.’
Two of the of large employers
that recently joined the Sanlam
Umbrella Fund are Nissan SA, which
has an annual premium income of
R32 865 959 and brings assets of
more than R630 million to the SUF;
and MAN Truck & Bus Africa, which
has an annual premium income of
R58 500 000 and brings assets of
more than R270 million to the SUF.
According to Mike the main reasons larger companies are increasingly turning to umbrella funds as a
retirement fund solution are to save
costs and mitigate their risk.
‘A stand-alone fund carries costs
such as audit, trustee and actuarial
expenses, whereas these costs
are shared by all the participating
employers in an umbrella fund.
Another benefit is that the umbrella
fund takes over corporate governance duties, which mitigates the
risk of the participating employer.
This gives employers space to focus
only on their core business.’
Contributing to the SUF’s success
is the strong foundation that was
laid seven years ago when it was
launched. ‘The SUF has a simplified approach that brought a new
dimension to the market. The fund
structure and mandate are easy to
understand. We didn’t overcomplicate things,’ Mike says. Saturated
with complex fund structures, the
market welcomed this streamlined
approach.
The SUF also positioned itself
with a solid corporate governance
structure, which is still one of its
crucial strengths. This too was
new in the industry and much
needed in an increasingly regulated
environment.
Mike further attributes the fund’s
success to the hard work of all
the staff members in the Sanlam
Umbrella Solutions business who
coordinate the entire offering.
‘They’re the dedicated team
behind the fund’s growth, but we’re
also very much dependent on the
teamwork by a number of Sanlam
businesses. Our success is in fact
a Sanlam Group effort,’ he says.
Membership growth
R20m
R18m
R16m
R14m
R12m
R10m
R8m
R6m
R4m
R2m
0
160 000
140 000
120 000
80 000
60 000
40 000
20 000
Assets under management
14
Ja
n
13
Ja
n
11
12
Ja
n
Ja
n
10
Ja
n
09
Ja
n
08
Ja
n
Ja
n
07
0
D
ec
Ju 07
n
D 08
ec
Ju 08
n
D 09
ec
0
Ju 9
n
D 10
ec
1
Ju 0
n
D 11
ec
Ju 11
n
D 12
ec
Ju 12
n
D 13
ec
Ju 13
n
D 14
ec
14
school fees
extramural activities
uniforms, stationery
and textbooks
medical expenses
clothing
ad hoc expenses.
management have reached the
R17 billion mark.
Mike expects the high level of
growth from the past to continue in
the year ahead. ‘Apart from growing
organically, the expansion is supported by a higher rate of fund con-
Assets under management
A testamentary trust or guardian
trust can contribute towards the
following expenses:
Beneficiary funds are a safe option for
pension death benefits
Former Fidentia boss J Arthur Brown’s failed
appeal in the Constitutional Court against his
15-year prison sentence for fraud and theft of
pension monies reminds us why beneficiary
funds are a safer alternative to umbrella trust
funds where pension funds are paying out
death benefits.
Beneficiary funds were introduced in
South Africa in 2008 after Brown’s Fidentia
Group embezzled millions of rands belongJ Arthur Brown
ing to beneficiaries of the Living Hands
Umbrella Trust.
The trust was responsible for paying money from the Mineworkers
Provident Fund to the widows and orphans of workers killed in
mining accidents.
After Fidentia’s misappropriation of the trust’s funds, the Financial
Services Board changed the way death benefits from pension funds
are handled. Until the law changed, when a member of a pension fund
died the fund could pay out the death benefits to a trust regulated by
the Master of the High Court.
Now, with a few exceptions, trustees have to pay out to a beneficiary
fund instead. These funds are comprehensively regulated so the
beneficiary, usually a minor child, can have greater protection.
‘Trustees of pension, provident, preservation or group retirement
annuity funds need to look at what the most appropriate option is
when death benefits have to be paid to a minor child or someone
who’s unable to manage monies,’ Clive says.
‘They need to consider which beneficiary fund can tackle this task
in the best interest of the beneficiary.’
‘The Sanlam
Umbrella Fund is
growing at a phenomenal rate and
I definitely expect
it to continue.’
Mike O’Donovan,
CEO of Sanlam
Umbrella
Solutions, has reason to be proud of
the Sanlam Umbrella Fund (SUF).
Since its launch in 2008 the SUF
has grown into a significant player
and one of the five largest umbrella
funds in the South African industry.
Its contribution to the Sanlam
Group also grew substantially.
‘The fund is now the largest
investor in Sanlam Employee
Benefits Investments as well as the
major contributor to the Sanlam
Group’s Risk Business,’ Mike says.
As a retirement fund in which
employers and their employees
from different industries invest, it
now has about 150 000 members
and more than 4 000 participating
employers. Its total assets under
Illustration: Frans Groenevald
and other assets you wish to protect so they benefit your children
on your death, you should set up a
trust in your will. It’s called a testamentary trust.’
Clive says if all you have is a life
insurance policy, you can still have
its proceeds protected by making
the policy beneficiary a guardian
trust. This is an umbrella trust, already set up and managed by an independent corporate trustee, which
will receive the proceeds, allocate
them to a separate account and
use them to benefit your children,
according to your wishes.
Mike
O’Donovan
You’ve insured your life and made
plans to take care of your children’s
education. And then the inevitable
happens.
Often parents nominate minor
children as beneficiaries of assets
such as insurance policy payouts,
property and other investment
proceeds. Such proceeds are sometimes paid out to legal guardians to
manage on behalf of the child.
Unfortunately, while the guardian
might have the child’s best interest
at heart, sometimes he or she might
not have the financial know-how to
manage the funds wisely. A guardian might even spend the money on
something else.
Clive Hill, Legal
Adviser: Sanlam
Trust, says that’s
why parents
should consider
setting up trusts
for minors.
Clive Hill
‘People often
think trusts are for rich people and
many wrongly believe a trust is
a product similar to an insurance
policy. A trust ensures the money
you leave for your children is used
as intended – to pay for their upbringing.
‘If you have a house, investments
the business | Sanlam Umbrella Solutions
Membership growth as at December 2014
23
the people | SanFin & SAF
the people | Adelaar
No two days are the
same. That’s how the
most recent Adelaar
recipient, Chris van
Zyl, experiences his
career at Sanlam. He
shares what makes
him look forward to
a day at the office.
After school, the wanderlust hit him
and he criss-crossed South Africa
before unintentionally ending up
as a Sanlam adviser. He remembers
he was offered an opportunity to
join Sanlam at the age of 22 but
declined it, as this would have
interfered with his plans, which at
the time revolved around rugby
and his social life.
A law degree at 30 set him off
on a career as public prosecutor in
KwaZulu-Natal before he packed
his bags five years later and moved
back to the Cape with no clear
plan in mind.
A friend, Kobus Burger, who
was a branch manager at Sanlam,
again approached him to join the
24
It was a first for brokers when
Sanlam Broker Distribution’s (SBD)
SanFin pioneer group was asked
to test the SanFin system. SanFin
is a webbased client management
and financial planning tool for
intermediaries replacing S.net
Spotlight.
The group session in Sandton
ran for four days in October with
five brokers and two personal
assistants, who were selected
In it
for the
people
company. He agreed, on two conditions – he would do exactly as he
was told by the experts and any
money woes would be taken care
of by Kobus. Luckily, Kobus never
had to make good on his promise,
Chris says, as he reached the list of
top newcomers barely a year after
venturing into the new career.
Wide open space
While clearly relishing the time
spent at work, it is to the wide
open spaces that Chris returns
when he needs to recharge. ‘I love
camping with my wife, Janene,
and son, Zander.’ The latter, Chris
beams, is now 11 years old and was
born when Dad was a youthful 46.
Chris cherishes the achievement
of attaining the Adelaar status
and is immensely thankful for this
career highlight, but adds that he is
far from giving up enjoying his work
and the people part of it.
Advice to young
advisers
‘This is an endurance race – think
carefully about what your goal
and responsibilities are. My recipe
would be: plan your work and
work with that plan,’ Chris says.
because they use S.net.
Jacques Bruwer, one of the
SBD pioneer brokers, was also
part of the S.net pilot when it was
originally run.
The brokers were shown various
aspects of the program, from client
relationship management (CRM)
information to involved financial
plans. SanFin was well received
and the brokers are now using it
in their daytoday work.
At the back (from left)
are Jacques Bruwer,
Jaco Roets, Lee Hancox,
Jacques van den Heever,
Thongwane Namane,
Adrian Venter and
Jacques Coetzer. In
front are Marna Fourie,
Janine Michel, Stephan
Theron, Nira Naidu,
Louise Theron, Sulaiman
Adam and Ettienne
Koopman. Not pictured:
Lialuma Phafuli.
SAF positive about RDR input
Advisers should not make rash decisions about their future – be fully informed before you take
drastic action, writes Wimpie Jonker, National Chairman of the Sanlam Advisers Forum (SAF).
Wanderlust
Below: Zander
supports his
dad, a keen
mountain biker.
Images: Jéan du Plessis
He never knows what awaits him
at work and which hat he’ll don
next, says Chris van Zyl, Principal
of FinEtix Wealth BlueStar in the
Western Cape. On a daily basis, he
may be required to switch between
playing the role of doctor, bookkeeper or advocate.
In order to ensure a tailor-made
service for each client, he has
to place himself in every client’s
shoes. That’s the charm of the job
and Chris thrives on the diversity
it offers and excitement it creates.
‘People are my passion and I love
every opportunity to interact with
them.’ It stems from childhood, he
believes. He grew up in the remote
Loeriesfontein in the Northern Cape
and the small-town environment
nurtured a compassion for people
and taught him that people are
dependent on each other.
Brokers say yes
to SanFin
Chris van Zyl
with his wife,
Janene, and
11-year-old
son, Zander.
The biennial
election of SAF’s
national structure
took place during
the first quarter
of 2015 and the
new national
Wimpie Jonker
committee
will commence its duties at the
beginning of May.
To those of you who have
bowed out, a sincere word of
thanks for your sacrifices and
diligence in serving the interests
of our members. We trust the new
committee members will strive to
serve SAF with even greater zeal
and enthusiasm.
At the beginning of May the new
national committee will also have
the opportunity to meet with the
senior management of Sanlam
Financial Advisers (SFA) to
discuss matters of concern to
advisers. One matter that will
definitely receive attention is
the new analysis and activity
program, SanFin.
To date, SAF has received mixed
feedback on SanFin and will share
it with SFA management. Members
are requested to send their feed
Input on RDR
back on the use of SanFin to
SAF’s national office. Email it to
Madalaine Swanepoel at safnk@
sanlam4u.co.za.
SAF’s management committee
was involved in the workshop and
we were able to share with Sanlam
our concern about the impact
In the previous SAF column
mention was made of the docu
ment issued by the Financial
Services Board (FSB) regarding
the distribution of financial
products and intermediary
services (RDR).
At the end of February SAF
had the opportunity to give
input for Sanlam’s response
to the proposed changes that
will affect advisers and the
company in general.
of the proposed changes on
intermediaries. SAF believes the
input to be given to the FSB will
be received positively.
In the case of previous changes
affecting the financial services
industry, SAF urged members not
to make rash decisions about their
practices and future.
Rather wait and make sure
you’re fully informed before
making a decision.
There have been many changes
in the past, yet advisers have
always managed to adapt and
continue with their work.
We believe it will be the same
this time.
25
the people | Distribution Conventions
Left and far left: Scenes from
Stockholm, Sweden, where
the SFA Elite and National
Conventions are heading.
Right: A legong dancer from
Bali, the destination for Sanlam
Broker Distribution’s achievers.
The Distribution Conventions are in full
swing – magnificent destinations await
this year’s qualifiers: Stockholm for the
SFA Elite and National Conventions and
Bali for Sanlam Broker Distribution’s
achievers. Here are the rankings after
the March cut-off date.
EAGLES
MARCH QUALIFIERS
Adviser
Marita Steenkamp Morris Ngobo
Soobramoney Francis Johan Bornman Madeleine Krause Willie Viljoen Madri Jacobs Annemi Marais Jan Swiegers Gerhard Thysse Amanda Greeff Jolandie Schoeman 26
Unit
Eagle
OverbergSilver
Highveld
Silver
Infinite Financial Solutions
Silver
North West
Bronze
Global BlueStar
Bronze
Limpopo SFA
Iron
Global BlueStar
Iron
Global BlueStar
Iron
E² Solutions
Iron
FA East Rand
Iron
F&I Services
Iron
Constantiakloof FA
Iron
INDIVIDUAL ADVISERS LEAGUE
AdviserUnit
1. Jannie Davel E² Solutions
2. Vimlesh Rajbansi Professional Fin Services
3. Dorothy Davies Limpopo SFA
4. Gilmore Mandingwa Constantiakloof FA
5. Roshan Maharaj Professional Fin Services
6. Rian Janse van Rensburg Platinum
7. Marius van Onselen E² Solutions
8. Morné Barnard South-Eastern Cape
9. Elsabe Smith Platinum
10.Snyman Cronjé Platinum
11. Roelie Verdoes Southern Cape Region
12. Magda Steenkamp Vaal
BLUESTAR BUSINESS LEAGUE
BlueStar business
Authorised principal
1. Blignaut BlueStar André Blignaut
2. Immo Vero BlueStar Stef Henning
3. FinPrufe Wealth BlueStar Theunis Steyn
4. 3Sixty BlueStar Martin Steyn
5. Flexfin BlueStar Chris Groenewald
6. Herbst & Associates BlueStar Martin Herbst
7. Point Blue BlueStar Monti Coetzer
8. Millionsure BlueStar Johan Smith
9. BSD BlueStar
Bharat Desai
10.Dimension BlueStar Werner Bessinger
11. Status Wealth BlueStar Hennie Jonker
12. Sleewijk BlueStar Helgard Truter
• Abacon BlueStar Fred du Plessis
13. Threeway BlueStar Theuns Saayman
14.Duxfin BlueStar
Jeán le Roux
15. Evagor BlueStar Hein Coetzer
16.Timios BlueStar Corrie Pieterse
17. KallisNel BlueStar Marius Nel
18.Elorus BlueStar Hennie Pretorius
19.Trapezium BlueStar Neels Myburgh
20.Fraser & Associates BlueStar Wally Fraser
21. Good Forsure BlueStar Barry Saayman
22.Imperium BlueStar Jurie Engelbrecht
23.Socrates BlueStar Martin Ferreira
24.Finstop BlueStar Gys Rossouw
25.Innov8 BlueStar Michael Atti
26.Sasolburg BlueStar Cecilia Rossouw
27.Marlin BlueStar Hannes Scheepers
28.Nassaux BlueStar Horace Terry
29.Prisma BlueStar Hugo Lambrechts
30.Vikor BlueStar John Foonk
* Individual retention not on norm.
MANAGERS’ LEAGUE
FINANCIAL PLANNING SPECIALISTS AND WORKSITE SPECIALISTS
Group 1
1. Mannie Kambourakis Professional Fin Services
Group 2
1. Coen Engelbrecht Northland BlueStar Consultants
SALES CONSULTANTS
Group 1
* Vandhana Pillay Professional Fin Services
Group 2
1. Riekie Beukes Constantiakloof FA
Group 3
1. Santie Jansen van Vuren Vaal
BLUESTAR CONSULTANTS
1. Nelene Cronjé Wealth Solutions, WC
DEVELOPMENT SPECIALIST, DEVELOPMENT MANAGER
AND BUSINESS DEVELOPMENT MANAGER
1. Johannes Najoe
Free State
Images: gettyimages.com
The
race
is on!
OVERALL ADVISER RANKING FOR ELITE CONVENTION
AdviserUnit
1. André Blignaut E² Solutions
2. Jannie Davel E² Solutions
3. Martin Herbst E² Solutions
4. Johan Smith Global BlueStar
5. Chris Groenewald Wealth Solutions
6. Monti Coetzer E² Solutions
7. Werner Bessinger E² Solutions
8. Stef Henning E² Solutions
9. Vimlesh Rajbansi Professional Fin Services
10. Dorothy Davies Limpopo SFA
11. Theunis Steyn Global BlueStar
12. Cecilia Rossouw Vaal
13. Neels Myburgh
FA East Rand
* Fred du Plessis E² Solutions
14. Jeán le Roux Global BlueStar
15. Michael Atti Johannesburg South
VESTING SPECIALIST
1. Wessel van der Westhuizen Constantiakloof FA
BUSINESS, AREA AND UNIT MANAGERS
Group 1
* Carel Thomas Free State
Group 2
* Vusi Mdlalose Titans Financial Solutions
SANLAM BROKER DISTRIBUTION
BROKER CONSULTANTS
Top consultants (volume)
1. Colette van Tonder 2. Pieter Mans 3. Maryke Engelbrecht SBD Sandton
SBD West Vaal
SBD Invictus Pretoria
Volume DIF (Group 1)
1. Colette van Tonder 2. Pieter Mans 3. Helena Belling 4. Francois Olivier
5. Carin Jacobsohn SBD Sandton
SBD West Vaal
SBD East Rand
SBD Port Elizabeth
SBD Jacaranda
1. Maryke Engelbrecht 2. Barries Barnard 3 Audrey Nortjé * Aubrey Sithebe SBD Invictus Pretoria
SBD Mopani
SBD Tygerberg
SBD Batsumi
1. Anelma Botha 2. André Hugo SBD Tygerberg
SBD Cape Focus
DIF against target (Group 1)
* Dirko Lourens 1. Colette van Tonder 2. Wihan van Huyssteen 3. Helena Belling 4. Francois Olivier SBD Mopani
SBD Sandton
SBD Tygerberg
SBD East Rand
SBD Port Elizabeth
1. Maryke Engelbrecht * Sheren Booysen 2. Barries Barnard 3. Audrey Nortjé SBD Invictus Pretoria
SBD Dunkeld
SBD Mopani
SBD Tygerberg
1. Oscar Seweya 2. Latisha Vadivalu SBD Sandton
SBD North Durban
REGIONAL MANAGERS
Weighted points
1. Giellie Uys 2. Tertius Labuschange
SBD Tygerberg
SBD Invictus Pretoria
REGIONAL GENERAL MANAGER
DIF against target
1. Jacques van den Heever SBD Gauteng
DIF = distribution income fee
* Does not comply with the minimum norms for 2015.
* The full results are available on MIS Analyzer.
27
spotlight
the people | Agency Distribution
Club Izikhulu
is going strong
The Club
Izikhulu
winners’
destination is
Thailand.
Who are the bright sparks at Agency
Distribution? Here are the early front runners
in the channel’s incentive competition.
Branch
Cape Town
Mthatha
Mthatha
East London
Mthatha
East London
Manguzi
Mthatha
Stanger
Port Shepstone
Witbank
Stanger
Mount Frere
Durban
Lusikisiki
Cape Town
Polokwane
Kokstad
Port Shepstone
Mthatha
Springs
Port Shepstone
Port Elizabeth
Mthatha
Port Shepstone
Mthatha
King William’s Town
Port Shepstone
Port Elizabeth
Mthatha
Pongola
Springs
Mthatha
Pietermaritzburg
Port Elizabeth
Stanger
Port Shepstone
Mthatha
Port Shepstone
Port Elizabeth
Port Shepstone
Durban
East London
Bloemfontein
Port Shepstone
Mthatha
Springs
Kokstad
Kokstad
Mmabatho
The South African Council for Businesswomen
(SACBW) held its provincial conference at
Forever Resorts in Centurion. Guest speaker
Mari Claassen of Sanlam spoke about financial
freedom for women.
The Chief Executive Challenge
qualifiers will extend their
Thailand trip and go to Singapore.
From left are Mari Claassen, Financial Planning
Specialist: E2 Solutions; Judy van Freden,
Principal: Future Planning BlueStar; and Cerita
Nagy, National President: SACBW.
25 years at Sanlam
1 Ina van der Westhuizen,
1
SALES MANAGERS
Name
1. Tylden Ngesiamane
2. Ngibongeleni Mnculwane
3. Benson Mzotsho
4. Perumal Moonsamy
5. Juanita Johannes
6. Phumzile Tshawe
7. Martinus van Rooyen
8. Phindile Wayile
9. Clayton Mdingi
10. Pumza Mbala
11. Ncedisa Mdliva
12. Nomhle Mgidlana
13. Mziwenceba Tshwapa
14. Nosipho Xoseka
Branch
Mthatha
Stanger
Port Shepstone
Port Shepstone
Port Elizabeth
Mthatha
Bloemfontein
Mthatha
Port Shepstone
Kokstad
Port Elizabeth
Port Elizabeth
Kokstad
Durban
FIELD MANAGERS
Name
1. Lusapho Lucky Nodada
2. Lehlohonolo Molotsi
Branch
Mount Frere
Kuruman
BRANCH MANAGERS
Name
1. Nolitha Nayager
2. Mpilonhle Dlamini
3. Tony Govender
4. Bradford Boonzaier
5. Vusumuzi Ndlovu
6. Mervyn Peters
Branch
Mthatha
Stanger
Port Shepstone
Port Elizabeth
Kokstad
East London
REGIONAL GENERAL MANAGER
Name
1. Hillary Hack
Branch
Coastal Region
* The Chief Executive Challenge qualifiers are available on SkyView.
28
1
2
Training Manager: New
Business (middle),
congratulates Maggie
Visagie, Quality Assessor,
on reaching her 25-year
milestone with Sanlam.
Maggie’s husband,
Manie, also attended the
ceremony in Cape Town.
2 Nazir Amod, Technology
Consultant: DOTSS in
Pietermaritzburg, receives
his 25-year service award
from Theresa Stacey,
Manager: DOTSS Gauteng &
KwaZulu-Natal.
Goodbye, Kgakgamatso!
Kgakgamatso Morobane, Sales Support Assistant: Distribution
Operations Limpopo, left Sanlam’s service after 21 years due to
early retirement.
Rynhardt Oosthuizen, Operations Manager: Distribution Operations
Gauteng North and Limpopo, and Kgakgamatso.
2
Flying high after 40 years
Images: thinkstock.com
TOP ADVISERS
Name
1. Xolani Konza
2. Zukile Mziba
3. Mzwanele Makabane
4. Mirriam Keka
5. Yandisa Mtati
6. Zameka Mdoko
7. Khethi Mthembu
8. Vuyiswa Somaguda
9. Nonhlanhla Mazibuko
10. Portia Sikhosana
11. Alpheus Xaba
12. Mthokozisi Majozi
13. Patience Yalezo-Magobidladla
14. Bongiwe Makhoba
15. Nonesi Mvane
16. Cebisa Nkewana
17. William Khoza
18. Nkosiyabo Mjali
19. Nwabisa Roto
20. Sibulele Ngoni
21. Patricia Kekana
22. Cetyiswa Mayekiso
23. Nomakhosazana Blouw
24. Tholeka Lugomo
25. Constance Dindi
26. Sibongile Windasi
27. Lusanda Mnyanda
28. Zonke Ndlovu
29. Pamela Buwa
30. Shepherd Ndendela
31. Daluxolo Mathenjwa
32. Dineo Mdalana
33. Mzuyanda Mazitshana
34. Flavia Mncwabe
35. Babalwa Mani
36. Zandile Mbatha
37. Nozuko Mlomo
38. Pumza Galoshe
39. Philisiwe Khawula
40. Vuyisile Pita
41. Patricia Momoti
42. Nompumelelo Mabizela
43. Bennet Ameyah
44. Martin Hartzenberg
45. Nomnikelo Mkhize
46. Pilile Ntongana
47. Zandile Ngedle
48. Fezeka Magocoba
49. Coceka Gule
50. Lesego Mjemla
Financial freedom for women
Anne-Marie Vorster, Senior Financial Adviser at Prosperitas in the
Western Cape, received her 40-year service award at a special function
at Neethlingshof outside Stellenbosch. She arrived in a helicopter piloted
by her son-in-law, Johannes Spamer.
1 From left are Western Cape Police Commissioner Arno Lamoer;
Anne-Marie Vorster; Kobus Swart, Senior RGM: SFA Western Cape;
and Wilhelm Jonck, Business Manager: Prosperitas. 2 Anne-Marie and
her husband, Johan (Vossie).
29
the people | spotlight
1
1
Tops in Potch
2
3
4
Sanlam sponsored trophies for the top students in management programmes at the
Northwest University Potchefstroom Business School.
From left are Cebisa Mahlukwana, Regional Worksite Specialist: SFA Northlands;
top achievers Annalie Deacon and Nerona Naidoo of the business school; Leon
Kruger, Financial Planning Specialist: SFA Northwest; and Morné van den Bergh
of the business school.
Thumbs up from
teachers
2
Summer Series at Royal Cape Yacht Club
Glacier and AIB are sponsoring the Royal Cape Yacht Club’s
Summer Series in 2015. As a full subsidiary of Sanlam Limited,
Glacier shares a history with the club dating back to the early
twentieth century. The Glacier by Sanlam Summer Series
started on 31 January with the first of four yacht races.
1 Branding at the Royal Cape Yacht Club in Cape Town. 2 From
left are Naseema Amien, Manager: Investment Administration at
Glacier; André Krause, National Distribution Manager at Glacier;
and Tiffany McSwan of Rocket Signs.
Sanlam has been appointed
as the preferred product
provider to members of the
SA Teachers’ Union (SAOU).
The agreement was signed
at Head Office.
At the back are Kobus Swart,
Senior RGM: SFA Western
Cape (left), and Eddie Fourie,
Deputy Director: SAOU. In
front are Chris Klopper, Chief
Executive: SAOU (left), and
Hennie de Villiers, Chief
Executive: SILSS.
5
Southern Cape
service champs
Cancer lock-up
Rean van Wyk gets into a
police vehicle to serve his
‘jail time’.
30
The East Coast region’s Southern
Cape unit handed out its 2014
service awards at the Wilderness
Hotel on the Garden Route. Roelie
Verdoes is Southern Cape’s Senior
Champion for 2014.
1 Anne-Marie van Zyl, Short-term
Champion. 2 Jacques Strydom,
PPM Champion. 3 Jos de Villiers,
Grower of the Year. 4 André van
Images: Jéan du Plessis and supplied
SFA Highveld in Middelburg,
Mpumalanga, raised money
for Cansa with two projects.
Business Manager Rean
van Wyk was ‘arrested’ by
police and locked in a cage
in the mall – until his ‘bail’
was paid to Cansa, and a
walk was held from 18:00 on
a Saturday night until 06:00
the next Sunday to create
awareness.
Vuuren, Investors Champion.
5 VIP BlueStar is Southern Cape’s
BlueStar of the Year. From left are
Nico Minnaar, Lappies Labuschagne,
William Rhodes, Christopher van
Zyl, Anne-Marie van Zyl and André
van Niekerk. 6 André van Niekerk,
Junior Champion; his wife, Mandie;
and Clive Preston, BDM: Glacier
Distribution and Sales South,
Port Elizabeth.
6
31
the people | spotlight
the people | have your say
Woordfees and Sanlam
make music
Make
your
money
work
Sanlam was one of the main sponsors of the
16th Stellenbosch University Woordfees. The
Sanlam Music Festival, which is part of the
Woordfees, included contemporary music,
cabaret and word music.
1 Theuns Jordaan was a big hit at Neethlingshof
1
Wine Estate, where he sang most of his hits.
2 From left are Ron and Bev van Nijkerk, Helen
and Rob Barge, Jean-Armand du Toit and Eben
Smit at a concert featuring Karen Zoid, Zanne
Stapelberg and Zolani Mahola at Spier Wine
Farm. 3 Eric Heunis and Helet Borchardt attended
Mr Cat and aKing’s show at Neethlingshof.
4 Emgee and Candice Adams-King. 5 André
Kearns and Maline Malan at the long-table event
in Ryneveld Street. 6 Theuns Jordaan drew a big
crowd at Neethlingshof. 7 Jacques Marnewicke
and his wife, Elmarié.
Thobekile Mkhize
Events and Marketing
Assistant: Sanlam Sky
Solutions
My approach this year: try to
save small amounts where
I can. I’m going to make an effort to bring
lunch from home so I don’t spend so much at
the canteen. I’ll shop around for better prices
and look out for sales, use my bonus to pay
off some debt, spend less money on things
I don’t need and really focus on using less
data on my phone. Every little bit adds up.
How are you going to
balance your budget this
year? Colleagues give their
top saving tips.
Marché Cilliers
Partner Manager:
Sanlam Reality
2
As I have two children,
budgeting for unforeseen
circumstances is tough.
This year I opened a separate bank account
called ‘emergency fund’ and transfer a fixed
amount into that every month. The rest of
my budget I spend according to my monthly
Excel spreadsheet.
5
4
6
32
7
Images: Jéan du Plessis, thinkstock and supplied
3
Reuben Petersen
Client Service
Consultant at
Glacier International
These are incredibly
challenging financial times.
I’m on a ‘spending diet’ and I have to be very
innovative and creative with my budget and
make it as elastic as possible.
For me, the most important thing is to
prioritise what is essential and forego ‘luxury’
and seek generic alternatives.
I now think carefully before I spend even on
normal day‑to‑day goods. I’m more acutely
aware of the value of shopping around and
finding the best prices.
Candice Brown
Compliance Officer: SL
Actuarial, Compliance
This year I’m going to
balance my budget with
courage. No more head in
the sand – I’ll check ATM and till slips and
not stuff receipts into the zippered section
of my wallet. I’d rather look boldly at my
spending and reconcile it with my income.
Eventually I’ll be able to look my budget in
the eye and say, ‘I’m the boss of you.’
Laverne Steyn
Personal Assistant:
Client Servicing at
Sanlam Sky Solutions
With all the difficulties we
face daily, to budget is a
have‑to‑do. The first – and most crucial – step
to managing my budget is knowing exactly
what my expenses are. I also make sure to
keep my budget up to date.
I keep tabs on every cent I spend. By doing
so I manage my spending and keep track of
my balance. Impulse buying is (usually) never
a good idea.
No matter how young you are, it’s never
too early to start saving for the future.
Jacques
van der Heyden
Manager: Client Services and Operations
at Glacier International
It always starts with a goal,
which could be an overseas holiday, a
new house, a wedding, a car or children’s
education.
So I would start with: a) Get organised
and make time to set up a budget – list all
expenses such as household, entertainment,
motor vehicles, insurance; list savings and
pensions and retirement contributions; list
any other income and expenses as well as
the frequency of it. b) Set up a budget – be
meticulous in sticking to one that works for
you; compare your expenses and income to
your budget monthly; tweak it as your needs
and situation change.
It will be quite revealing but it will be
extremely beneficial.
Next question: What kind of risk cover
do you have and why is it important
to you? Let us know – send your
answers to insidesanlam@sanlam.
co.za.
As a business analyst I work
close to the business, its users
and our clients. I’m
part of
the cutting edge of the
business as it grows and
changes shape as technology
progresses.
I completed the
500m at the Sanlam
Cape Mile. I just wanted
My favourite quote
is: ‘I am not afraid of
failure but rather of
failing to try and try
again.’
to finish and at the same
time not be last.
I lost my arm when I was 18
years old. I was involved in a headon collision with a truck while riding
a motorcycle in 1996. This happened
in Transkei and I only received proper
medical attention 13 hours later in
Durban. Through a miracle I stayed alive
but my arm was amputated.
After the accident I spent a year in hospital.
Doctors said I would never walk again
– but they were proven wrong.
On my bucket list
– I’d like to take a drive in
a proper supercar or even
a hypercar, preferably on a
racetrack.
I spend my weekends
working for my second
boss, as most married
men do. I
prefer to do
everything around
the house myself.
My biggest inspiration in life is when
someone tells me I cannot do something.
as you might think. I’ve
never
found anything to be a
huge challenge, really.
I don’t take life too
I like to play
pranks on people, as
seriously;
those unfortunate enough to
work with me can attest.
My family and I stay on a
smallholding just outside
Klapmuts, about 26km
from Head Office.
t
h
c
e
r
b
l
e
g
n
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b
o
Jac
Meet …
entre
C
e
r
a
C
t
n
e
i
SS Cl
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I
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:
t
s
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l
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Business A
Image: Jéan du Plessis
Having one arm is not as bad

theuns jordaan download

Transcription

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