Direct response advertising in the financial services industry in South Africa has become one of the most important tactics companies utilise to build and maintain market share. Ensuring that these advertising campaigns yield optimal return on investment numbers is the responsibility of marketing departments and their partners in the marketing and sales processes, such as the creative and media agencies, the distribution force, as well as the client service area that supports the client value proposition. The marketing executive therefore is accountable for the planning, budgeting and execution of direct response campaigns, which need to deliver sufficient results to support the company’s overall business objectives. The challenge all marketers face is the lack of a proven structured and scientific methodology to facilitate this planning, budgeting and execution process. It has always been a general view in the marketing fraternity that it is extremely difficult if not impossible to combine creative output measures, which are subjective in nature, with cost, sales and profit measures, which are objective in nature. This study aims to create a structured approach to marketing strategising and planning, by creating a marketing metrics model that enables the marketing practitioner to budget according to output needed to achieve the overarching business objectives of sales, cost management and profit. This marketing metrics model therefore unpacks the business drivers in detail, but through a marketing effort lense, to link the various factors underlying successful marketing output, to the bigger business objectives. This is done by incorporating both objective (verifiable data, such as cost per sale) and subjective variables (qualitative factors, such as creative quality) into a single model, which enables the marketing practitioner to identify areas of underperformance, which can then be managed, tweaked or discontinued in order to optimise marketing return on investment. Although many marketing metrics models and variables exist, there is a gap in the combination of objective and subjective factors in a single model, such as the proposed model, which will give the marketer a single tool to plan, analyse and manage the output in relation to pre-determined performance benchmarks. / Business Management / DCOM (Business Management)

Operational risk has become an increasingly important topic within financial institutions of late, resulting in an increased spend by financial service organisations on operational risk management solutions. While this move is positive, evidence has shown that information technology implementations have tended to have low rates of success. Research highlighted that a series of defined critical success factors could reduce the risk of implementation failure. Investigations into the literature revealed that no critical success factors had been defined for the implementation of an operational risk management system. Through a literature study, a list of 29 critical success factors was identified. To confirm these factors, a questionnaire was developed. The questionnaire was distributed to an identified target audience within the South African financial services community. Reponses to the questionnaire revealed that 27 of the 29 critical success factors were deemed important and critical to the implementation of an operational risk management system. / Business Management / M. Com. (Business Management)

This research empirically investigates Locke's (1997) model of work motivation by means of quantitative research. The OCQ consisting of three tiered questionnaires was constructed based on Locke's model. OCQ-Tierl deals with core components of Locke's model. OCQ-Tier2 determines which factors caused the incidence of dissatisfaction in OCQ-Tierl. OCQ-Tier3 enables the identification of corrective actions. The OCQ was administered to financial services employees. The results were analysed and Locke's model was tested by means of structural equation modelling using the AMOS graphics programme. The results indicated that the model, suggesting causal links between components within OCQ-Tierl, could not be confirmed. A better fit was found at OCQ-Tier2 and OCQ-Tier3. In testing the causal links across the three tiers per component, the models did not fit the data for "personal actualisation" and "goal achievement". Moderate confirmation of the models was found in the case of "goal setting" and "goal behaviour" across the three tiers after some adaptations were made to the models on the basis of "modification indices", suggested by AMOS. A reasonably good fit was found for the models across the three tiers for "quality of work life". The level of correlation between factors was high because of this, and in some cases some of the factors were merged. Modification indices in the statistical output suggested that improvement was possible if covariance between error terms in the model was allowed. This suggested possible systematic sources of covariance between items not accounted for by the factors in the models. As confirmed by the Cronbach Alpha coefficients within tiers and across tiers, the general level of internal consistency was very high. Possibly response set and response style were the cause of this. This made the testing of models difficult in the present study. So too was it difficult to draw a conclusion about the internal consistency reliability of the measurement of each component across the three tiers, because the high Cronbach coefficients may to some extent be due to the indiscriminate high correlations between items / D.Litt. et Phil. (Industrial Psychology)

Despite the widespread adoption of Internet banking, no guidelines exist on what functionality the techno-savvy Generation-Y customer segment (20–37 years) expects from Internet banking websites. This research investigated the functionality that South African Generation-Y customers require from this transacting platform. A user-centred design philosophy with a mixed method research design was used. The technological characteristics of Generation-Y, abstracted from the literature, were aligned with functionality trends of future Internet banking websites to formulate an initial list of Internet banking functionality guidelines. These were evaluated using a survey and interviews, and were also used in a heuristic evaluation of the Internet banking platforms of five South African banks. The findings were integrated to synthesise functionality guidelines. A visual representation of these guidelines was constructed as wireframes for evaluation by Generation-Y users. This study makes a contribution by providing a validated list of Internet banking functionality guidelines for Generation-Y banking customers. / College of Engineering, Science & Technology / M. Tech. (Information Technology)

Financial services institutions maintain large amounts of data that include both intellectual property and personally identifiable information for employees and customers. Due to the potential damage to individuals, government regulators hold institutions accountable for ensuring that personal data are protected and require reporting of data security breaches. No company wants a data breach, but finding a security incident or breach early in the attack cycle may decrease the damage or data loss a company experiences. In multiple high profile data breaches reported in major news stories over the past few years, there is a pattern of the adversary being inside the company’s network for months, and often law enforcement is the first to inform the company of the breach. The problem that was investigated in this case study was whether new information technology (IT) utilized by Fortune 500 financial services companies led to the changes in data security incidents and breaches. The goal of this dissertation is to gain a deeper understanding on how IT can increase awareness of a security incident or breach, and can also decrease security incidents and breaches. This dissertation also explores how threat information sharing increases awareness and decreases information security incidents and breaches. The objective of the study was to understand how changes in IT can influence an increase or decrease in data security breaches. This investigation was a case study of nine Fortune 500 financial services companies to understand what types of IT increase or decrease detection of security incidents and breaches. An increase in detecting and stopping a security incident or breach may have positive effects on the security of an enterprise. The longer a hacker has access to IT systems, the more entrenched they become and the more time the hacker has to locate data with high value. Time is of the essence to detect a compromise and react. The results of the case study showed that Fortune 500 companies utilized new IT that allowed them to improve their visibility of security incidents and breaches from months and years to hours and days.

Thesis (MPhil)--University of Stellenbosch, 2003. / ENGLISH ABSTRACT: The historical development of the role of directors in public listed companies contains inherent tensions by reference to the fiduciary responsibility of directors and the method in which directors are remunerated. The nature of incentive based remuneration is such that it will compel directors, in certain circumstances, to weigh their interests against those towards whom they owe a duty of care and a moral responsibility to act with prudence and temperance. The modem day corporate environment is complex and calls for directors with strong ethical views. This assignment endeavours to identify some of the complexities that contribute towards directors finding it difficult to stay on the ethical "straight and narrow" and attempts to weigh the effect of those factors against the effect of incentive remuneration, both as detractors from ethical behaviour. Both the shareholder supremacy business model and the stakeholder approach are analysed to identify those factors present in each that may add to the ethical complexity that directors have to deal with. The advent of the stakeholder approach in particular, adds an enormous amount of complexity. The case studies deal with two South African financial services companies that have both ceased trading as a consequence of unethical behaviour. The incentive remuneration models of both companies have been found to have played a major contributing role in the decision making processes in the companies, and have contributed to the demise of these organisations. Lessons are taken from the case studies and applied against the backdrop of the various principles of ethical behaviour namely rights, utility, justice and the ethics of responsibility. The finding of this study is that there is a role for incentive remuneration of directors, provided that the ethical pitfalls that this causes are recognised and steps taken to address them. Some of these steps are identified. / AFRIKAANSE OPSOMMING: Die historiese ontwikkeling van die direkteursrol, en spesifiek van openbare genoteerde maatskappye bevat inherente teenstrydighede met verwysmg na direkteursvergoeding en die vertrouensverpligtinge wat op direkteure rus. Die aard van direkteursvergoeding met 'n aansporingskomponent is so dat dit 'n direkteur van tyd tot tyd in 'n posisie plaas waar hy tussen sy eie belange en die van die ander belanghebbendes in 'n maatskappy, aan wie hy dit verskuldig is om met verdrag en versigtig op te tree, moet kies. Die hedendaagse maatskappyomgewing is kompleks van aard, en vereis direkteure met sterk etiese oortuigings. Hierdie werkstuk poog om sommige van die komplekse faktore wat afbreuk doen aan 'n direkteur se vermoe om ten alle tye streng eties op te tree, te identifiseer en op te weeg teen die effek wat direkteursvergoeding speel - beide as items wat afbreuk doen aan etiese optrede. Hier word ondersoek ingestel na beide die sogenaamde "aandeelhouersmodel" asook die" belanghebbende" model waarvolgens besigheid bedryf word. Die ontsluimering van die belanghebbende model veroorsaak spesifiek 'n aansienlike hoeveelheid etiese kompleksiteit. Die gevallestudies behandel twee Suid Afrikaanse fmansiele instellings wat hul bedrywighede gestaak het as gevolg van onetiese optrede deur direkteure. Die aansporingskomponent van die vergoedingsrnodelle in daardie maatskappye blyk 'n groot bydraende faktor te wees in die onetiese besluitneming wat plaasgevind het, en wat uiteindelik tot die ondergang van die ondernemings gelei het. Laastens, word die lesse wat geleer is uit die gevallestudies, toegepas in gewysigde format, en getoets aan die hand van die verskillende beginsels wat etiese besluitneming onderhou, naamlik die beginsels van regte, regverdigheid, utiliteit en die beginsel van etiese verantwoordelikheid. Daar word tot die slotsom gekom dat daar wel ruimte vir aansporingskemas vir direkteure is, maar dat dit slegs eties regverdigbaar sal wees mits ag geslaan word op die lesse wat uit die gevallestudie voortspruit, tesame met die impementering van sekere korrektiewe maatstawwe.

Thesis (MA (Political Science. International Studies))--University of Stellenbosch, 2006. / This study examines, broadly put, why the banking sector in China has not performed as well as other sectors of the economy when compared to international competitors, given that the economy as a whole has been performing so exceptionally at the time of writing and has been for the past two decades. The investigation examines reforms over the past twenty-six years to provide background to the issue as well as taking a view on the Chinese accession to the World Trade Organisation in 2001, providing analysis as to the effects of this accession as well as viewing the undertakings China has made, in general and specific to the banking sector, in terms of World Trade Organisation membership. The methodology employed is descriptive and explanatory in nature and information is sourced from existing academic writing as well as from banking industry publications and research. The source of information for the study is mainly of a qualitative nature, including historical and historical comparative information. Furthermore, the research forms applied research in that it seeks to bring together previous basic and exploratory research in order to identify specific problems and present potential solutions. Findings in the research include the burdensome effects of state-owned enterprises on the banking sector’s largest constituents, problematic aspects of endemic non-performing loans and a culture of lapsing debt in China as well as problems regarding political interference in the banking sector by the state and local authorities. Further problems identified include reporting and supervisory concerns, taxation treatment problems and a lack of risk-based commercial lending criteria in big Chinese banks. Analysis is provided into the effect of current and past restrictions in the sector, the development and reform model China is using to globalise its banks and the 2005 investment surge into China’s bank. Recommendations are made regarding the foreign ownership of the Chinese banking sector, state recognition of bad-debts as state loans, debt-management through asset management companies and reform of the state-owned enterprises and the problems inherent to this initiative. Finally, recommendations as to the role of the regulator and the challenge of political will are highlighted.

Thesis (MComm)--Stellenbosch University, 2004. / ENGLISH ABSTRACT: The high degree of extant commoditisation of organizations and their value propositions in the financial services industry has necessitated organizations in the industry to seek differentiation from the competition. Innovation has generally been accepted as a way for organizations to create differentiation by adding value to the organization. Until recently the focus of innovation activities has been limited to the product or the service of the organization. Recent emphasis has however shifted the innovation mandate to more holistically consider the total experience the customer has when interacting with the organization. This study concerns itself with the organizational activities required to innovate the customer experience. The main argumentation adopted by the thesis suggests that organizations need to constantly leverage their connectivity, forward and backward in value systems, across organizational boundaries to enhance the customer experience innovatively. Leveraging the organization's connectivity creates advantages for both radical and incremental innovation management to thereby improve and sustain the organization's profitability. The study commences by critically analysing the total customer expenence and then describing how the customer experience can create differentiation for the organization. The second part of the study scrutinises innovation literature to gain an understanding of how and where organizations can benefit in the management of innovation. The third part of the study reveals multi-channel management as a method that can be utilised to deliver the customer experience innovatively and benefit the organization in the continuous innovation of the customer experience. The study culminates in a preliminary model that conceptualises the leveraging of connectivity in the innovation process necessary within the organization for the innovation of a differentiated customer experience. Limitations of the study are described, and recommendations are made for both further research and the application of the study to the business environment. / AFRIKAANSE OPSOMMING: Ondernemings in die finansiële dienste industrie ondervind huidiglik dat hul waardeproposisies relatief maklik in kommoditeite verander. Dit noodsaak ondernemings in hierdie industrie tot toenemende innoverende differensiasie om daardeur 'n voorsprong op konkurrente in die mark te verkry. Innovasie word algemeen aanvaar as die manier waarop organisasies waarde kan toevoeg om sodoende differensiasie te bewerkstellig. Tot onlangs was die fokus van innovasie-aktiwiteite beperk tot die produk of diens van 'n onderneming. Die moderne tendens is dat die klem in die innovasiemandaat verskuif om die totale ervaring in die interaksieproses tussen onderneming en kliënt holisties te benader. Hierdie studie konsentreer op die organisatoriese aktiwiteite wat benodig word in die innoveering van die kliënt se ervaring. Die hoof argument wat deur die tesis aanvaar word, beklemtoon dat ondernemings deurlopend hul konnektiwiteit voor- en terugwaarts in die waardesisteem, moet hefboom oor organisatoriese grense heen, om daardeur die innovasieproses van die kliënte-ervaring te bevorder. Om die onderneming se konnektiwiteit op hierdie wyse te hefboom, skep voordele vir beide radikale en inkrementele innovasie bestuur waardeur die onderneming se winsgewendheid volgehou en verbeter kan word. In die aanvang van die studie word gepoog om die totale verbruikerservaring krities te analiseer; daarna word uiteengesit hoe die kliënte-ervaring vir die onderneming differensiasie kan skep. Die tweede deel van die studie ondersoek literatuur wat betrekking het op innovasie om daardeur te verstaan hoe en waar ondernemings voordeel kan trek uit die bestuur van innovasie. Die derde deel van die studie stel multikanaal-bestuur voor as 'n metode om die beoogde kliënte-ervaring te weeg te bring, maar ook as 'n manier om die onderneming te bevoordeel in die deurlopende innovasie van die verbuiker se ervaring. Die studie resulteer in 'n voorlopige model wat die hefboom van konnektiwiteit in die innovasie proses vir 'n gedifferensieerde kliënte-ervaring konseptualiseer. Ten slotte word die beperkings van die studie omskryf en aanbevelings word gemaak vir beide navorsingsdoeleindes, en die toepassing van die studie tot die praktiese sakeomgewing.

Thesis (MDF (Development Finance))--University of Stellenbosch, 2010. / Financial Services Associations (FSAs) have been established in Sierra Leone as a new form of shareholder-owned village bank since 2007, as part of an ongoing IFAD programme to assist the development of rural finance. This research report is a case study examining the viability of the FSA concept in the Sierra Leonean context, particularly with reference to previous research findings in other countries in Africa, and it includes a field survey within the communities and amongst the staff and board members of the FSAs. The findings of the study reveal a wide acceptance amongst the village communities of both the structure of the institutions and the products and services that they are capable of offering. There was no evidence of the abuse of their positions by the members of the boards with regard to their own loans and repayments, as had been reported in other studies. However, there is a pressing need for further staff training and sensitisation of the communities regarding their rights as shareholders. There is also a need for further injections of capital, and the study recommends the introduction of a wide range of additional products and services and the establishment of links with other financial institutions, such as community banks and commercial banks. It was found that there are considerable demands on IFAD’s management unit that is responsible for the FSAs. These demands are growing as the number of FSAs increases, and it is recommended that this unit be strengthened before continuing its expansion programme, to enable it to consolidate its strengths before its activities are dispersed too widely.

Thesis (MDF (Business Management))--University of Stellenbosch, 2009. / AFRIKAANSE OPSOMMING: Die langtermynversekeringsindustrie het voorheen slegs finansiële produkte en dienste ontwerp, wat gefokus was op die middel tot hoër inkomstegroepe. Die armes was dus uitgesluit, primêr as gevolg van die laer inkomstegroepe wat nie lewensversekeringsprodukte kon bekostig nie. Inteendeel, arm huishoudings is, en was, meer kwesbaar vanweë die feit dat hulle geredelik blootgestel word aan meer diverse risiko’s – mensgemaakte, sowel as natuurlike risiko’s - terwyl hulle juis diegene is wat minder middele het om dit bestuur. Hierdie toedrag van sake het egter drasties verander gedurende die afgelope paar jaar. Die onderskeie partye, insluitend verteenwoordigers van die langtermynversekeringsindustrie, het konsensus bereik ten opsigte van die ontwikkeling van die Finansiële Sektor Handves wat in ooreenstemming is met die nasionale swart ekonomiese bemagtigingstrategie. Die oogmerk van die Finansiële Sektor Handves was nie net om mense in die laer inkomstegroepe te bemagtig nie. Dit het ook ten doel om finansiële insluiting te verseker, en mettertyd, die aktiewe deelname van die armes in die hoofstroom van die Suid-Afrikaanse ekonomie. ’n Stel toegangstandaarde was gevolglik ontwikkel en geïmplementeer, wat die langtermynversekerings-produkaanbiedinge aan LSM 1-5 reguleer (met ander woorde vir die doeleindes van hierdie verslag, huishoudings wat minder as R3 000 per maand verdien). Die doel van die standaarde wat ontleed word in hierdie verslag, is om te verseker dat die langtermynversekeringsindustrie geskikte produkte ontwerp wat die minimum standaarde soos beskryf in die Finansiële Sektor Handves, nakom. In beginsel word die toepaslikheid en geskiktheid van die toegangstandaarde in hierdie verslag geëvalueer, met die oogmerk om te bepaal wat die standaarde inhou vir beide die verbruiker asook die lewensversekeraar van ’n verslaggewingsperspektief. Die eerste deel van die toegangstandaarde wat goedgekeur is deur die Finansiële Sektor Handves in 2007, het slegs begrafnisdekking ingesluit, terwyl die tweede deel gefokus het op nie-begafnisprodukte en sedert 2008 geïmplementeer is. Laasgenoemde het die volgende dekking ingesluit: lewensversekering, dekking vir fisiese ongeskiktheid, kredietlewensversekering en gewone lewensversekering. Die toegangstandaarde wat van toepassing is op verbandlenings is egter nog nie gefinaliseer nie en is gevolglik nie ingesluit in hierdie verslag nie. ’n Fundamentele vraag ten opsigte van die daarstelling van toegangsprodukte vir die laer inkomstegroepe, is wat die rol is van die publiek vergeleke met die privaatsektor en dié van die regering. Terwyl die regering optree as die wetgewer, moet dit ook daarteen waak om nie te veel van ’n rigiede proses vir die privaatsektor daar te stel nie. Die wetgewer moet die relevante reëls en regulasies stipuleer en sekerheid verskaf ten opsigte van die inhoud daarvan. Terselfdetyd moet die wetgewer ook die privaatsektor asook `n klimaat van innovasie ondersteun, sowel as die daarstelling van ’n stabiele regulerende atmosfeer. Behalwe die ontwikkeling van geskikte, bekostigbare en minder komplekse produkte, berus die verantwoordelikheid op die privaatsektor om vertroue te skep in die langtermynversekerings-industrie asook om die noodsaaklikheid van risiko-dekking te propageer. Versekeraars het verder nodig om die laer inkomstegroepe as ’n winsgewende segment te beskou, terwyl die armes versekering as ’n noodsaaklike vereiste moet beskou. Hoe meer vertroue geskep word deur die versekeringsindustrie, hoe minder sal mense in die laer inkomstegroepe hul geld belê in die informele sektor wat gekenmerk word deur die afwesigheid van regulering, minder sekuriteit en hoër risikos. Dit is verder noodsaaklik vir die sukses van die verskaffing van toegang tot finansiële produkte, om in gedagte te hou watter impak dit op die verbuiker sal hê. Met betrekking tot die produkte wat ontwikkel en bemark word deur die lewensversekeringsindustrie: spreek dit werklik die behoeftes van die laer inkomstegroepe aan en dra dit positief by tot transformasie? Die privaatsektor is as gevolg daarvan grotendeels afhanklik van marknavorsing en analises oor verbuikerstendense gemeet oor tyd. Die impak wat finansiële produkaanbiedinge het op die laer inkomstegroepe, kan gevolglik nie onafhanklik beskou word nie want die behoeftes, verwagtinge en profiel van die onderste deel van die piramide sal met verloop van tyd verander. Mededinging dra as sulks ook positief by tot die daarstelling van toegang tot finansiële produkte en dienste. Dit dwing die privaatsektor (die lewensversekeringsmaatskappye) om vorendag te kom met innoverende wyses om effektiewe toegangsprodukte en dienste te kan lewer aan die armes. Die bring mee dat die verbruiker waarde vir geld kry wanneer finansiële produkte en dienste aangekoop word van lewensversekeraars. Met verwysing na die toepaslikheid van die langtermynversekeringsindustrie se toegangstandaarde en of dit die behoeftes van die armes bevredig: die lewensversekeringsindustrie het inderdaad baie bereik gedurende die afgelope paar jaar, deurdat konstruktiewe geleenthede geskep is vir die laer inkomstemark. Gegewe die minimum-vereistes soos uiteengesit in die Finansiële Sektor Handves, kan die armes nou ook langtermynversekeringsprodukte bekom wat uitdagings soos fisiese beskikbaarheid, toegang tot transaksies, bekostigbaarheid, diskriminasie en kompleksitiet aanspreek. Dit is daarom noodsaaklik vir die doeleindes van effektiewe finansiële insluiting, om vir verbruikersopleiding ook voorsiening te kan maak. Finansiële geletterdheid sal in beginsel die laer inkomstegroepe in staat stel om hulself te kan bemagtig en terselfdertyd die teikengroep in staat stel om meer ingeligte besluite te kan neem ten opsigte van hul finansies. Laasgenoemde kan egter nie in isolasie geskied nie. Finansiële geletterheid en dus verbruikersopleiding, is minstens net so belangrik. Dit is juis daarom dat, bo en behalwe die regering wat die rol as wetgewer vertolk deur die toepassing van die reg, al die betrokke partye veronderstel is om ’n gemeenskaplike oogmerk te hê. Met ander woorde, dit verwys direk na transformasie en die doelwit om mense in die laer inkomstegroepe te bemagtig – nie net om finansiële insluiting te bewerkstelling nie, maar van meer belang, om te verseker dat die armes oor die vermoë beskik om meer ingeligte besluite te kan neem oor hul finansies. Hierdie aspek sal veral bydra tot effektiewe toegang tot finansële dienste in die ware sin van die woord - as die armes ’toegelaat’ word om meer aktief deel te kan vorm van die hoofstroom van die land se ekonomie. / ENGLISH ABSTRACT: Previously, the long-term insurance industry only developed financial products and services that were mainly targeted at the middle to high income groups. The poor have thus been excluded, primarily due to them not being able to afford financial products and services offered by life insurers. However, poor households are, and have been, more vulnerable because they are often exposed to more diverse risks, both ‘man- made’ and natural, whilst having fewer instruments to manage them. This state of affairs has drastically changed during the past couple of years. The respective stakeholders, including representatives from the long-term insurance industry, reached consensus with regards to the development of the Financial Sector Charter which is aligned to the national black economic empowerment strategy. The objective of the Financial Sector Charter is not only to empower people in the lower income groups. It also aims to ensure financial inclusion and, eventually, the active participation of the poor in the mainstream of the South African economy. A set of access standards that governs life insurance products and services offered to LSM 1-5 (i.e. for the purposes of this report, households earning less than R3 000 per month), were developed and implemented accordingly. The objective of the access standards, analysed in this report, is to ensure that the long term insurance industry develops appropriate products that meet the minimum standards defined in the Charter. In principle, this report evaluates the feasibility of the access standards with the aim of ascertaining what the standards imply for both the consumer as well as the life insurer from a reporting perspective. The first set of access standards, approved by the Financial Sector Charter in 2007, included funeral products only, whereas the second phase, which focused on nonfuneral products, came into effect in 2008. The latter is applicable to the following financial products: life cover, physical impairment cover and credit life cover. The access products standards relevant to mortgage protection are not yet finalised and have therefore been excluded from this report. A fundamental question in terms of providing access to the low income groups is the role of the public versus private sector delivery as well as that of government. Whilst government acts as the lawmaker, it also needs to be sensitive towards not creating too much ‘red tape’ for the private sector to comply with. The regulator should therefore stipulate and clarify the relevant rules and regulations, but at the same time support the private sector and encourage a climate of innovation as well as creating a stable regulatory environment. Apart from developing appropriate, affordable and less complex insurance products, the private sector’s responsibility is to create trust in the insurance industry as well as to promote the need for risk insurance. Insurers thus need to see low income earners as a profitable segment, whereas poor people need to see insurance as a necessity. The more trust is created by the insurance sector, fewer people in the low income groups will invest their money in the informal sector which entails no regulation, less security and higher risks. It is furthermore pivotal for the success of access to financial services to take into account how this will impact on the consumer. With respect to the products developed and marketed by the life insurance industry: does it really meet the needs of the poor and does it contribute positively to transformation? The private sector is therefore heavily dependent on research and analyses of consumer trends measured over time. As a result, the impact that financial product offerings have on the low income earners cannot be dealt with on its own, because as time passes so will the needs, expectations and profile of the bottom of the pyramid change. On its own, competition tends to also contribute positively towards access to financial services. It forces the private sector (i.e. life insurance companies) to come up with innovative ways of providing effective access, products and services to the poor. This ensures that the end user gets value for money, when procuring financial products and /or services from life insurers. In respect of the viability of the long-term insurance industry’s access standards and whether or not it speaks to the needs of the poor: the life industry has indeed achieved a lot over the past couple of years, by creating constructive opportunities for the lower end of the market. Given the minimum requirements as per the Financial Sector Charter, poor people can now also obtain long-term insurance products that address challenges with regards to physical accessibility, transactional access, affordability, non-discrimination and the level of complexity. However, more important for the low income group to participate effectively in the mainstream of the South African economy, is the fact that the need for financial literacy is even bigger. It is one thing to have the right of entry (i.e. access) to the financial services sector in terms of life insurance product offerings, but it is different if that same target audience does not have the ‘know-how’ to use and implement the products developed. It is hence an imperative for the purposes of effective financial inclusion to also make provision for consumer education. In principle, financial literacy will enable the lower income groups to become more empowered and at the same time, ensure that the target audience is equipped to make more informed decisions about the finances. Given the latter, it can however not happen in isolation. Financial literacy and thus consumer education, is equally important - if not more. It is therefore critical that, apart from government fulfilling its role as regulator by upholding the rule of law, all the stakeholders should have a universal goal. In other words, this directly addresses transformation and the objective of empowering people in the lower income groups – i.e. not only to ensure financial inclusion, but more importantly to enable poor people to make more informed decisions about their finances. And only this will contribute to effective transformation in the true sense of the word - if poor people are ‘allowed’ to become more actively involved in the mainstream of the South African economy.