1. RETAIL LONGEVITY/DECUMULATION – RETIREMENT PRODUCTS AND STRATEGIES Mark J. Warshawsky, Ph.D., ReLIAS LLC 59 th Annual Canadian Reinsurance Conference, Toronto, Ontario 1

2. AGENDA Market Needs of Retired Households Retail Products Income and Asset Strategies Empirical Analysis 2

3. MARKET (Canada, Macro) 3

4. MARKET (US, Micro) 4

5. NEEDS OF RETIRED HOUSEHOLDS Putting aside those well covered by social and/or employer pensions and those with very high net worths…. Retired households need a plan that accounts for Uncertainty about longevity Risky asset returns (including real estate) and interest rates Uncertain inflation, general and specific Uncertain uninsured expenses, especially long-term care Need or desire for inter vivos transfers Dynamic and likely declining cognitive abilities Bequests Current and possibly different future tax policy Different and personal attitudes toward risk, future spending, liquidity, and legacies. Different and personal expectations of health and future employment, and demographic and asset holdings. 5

6. RETAIL RETIREMENT PRODUCTS SPIAs Deals well with risks of longevity, declining cognitive abilities, and downside asset returns – produces high income for life Deals poorly with timing risk, inflation, liquidity, and bequests Inflation-indexed SPIAs Covers inflation risk well Higher load; thin market DIAs Only part of a strategy Higher load; relatively thin market Variable annuity with GMWB (or similar wrappers) Solves liquidity and timing risk problems well, bequests not so well Complex, somewhat constrained, and seems quite expensive Personal Endowment Solves liquidity and bequest problems well No guarantees; produces relatively low income; governance? 6

7. INCOME AND ASSET STRATEGIES The “Bengen Rule” 4% inflation-adjusted distribution from a mixed asset portfolio Financial advisors’ workhorse; also investment companies’ Recent concerns that it is too aggressive and risky, given low interest rates, high stock market, and increased lifespans 3% distribution or even less may be more appropriate Fixed or increasing percentage distribution Laddered purchases of SPIAs Dollar cost averaging – deals well with timing and inflation risks Can provide for liquidity and bequest needs, in combination with other strategies; also somewhat flexible 7

8. EMPIRICAL ANALYSIS – HISTORICAL SIMULATIONS (1919 – 2013) Simple Comparison For All Cohorts of Annual Real Income Flows (to age 110) between Bengen Rule and J&50%S Life Annuity Retirement Age Number of Cohorts Bengen Rule Has Higher Average Income Number with Higher Weighted Average Income Total Number of Complete Cohorts Mean Average Value of Difference Mean Weighted Average Value of Difference 55302640$720-$38 6225947-$55-$1,007 6523250-$480-$1,549 6720052-$794-$1,979 708055-$1,302-$2,708

9. EMPIRICAL ANALYIS – HISTORICAL SIMULATIONS 9 Means of Inflation-Adjusted Annual Income Produced by A Combination Strategy from a $100,000 Retirement Account, Historical Simulations of Cohorts Retiring at Age 70 from 1919 through 1983, in the First, Tenth, Twentieth and Thirtieth Years After Retirement

10. Mark.Warshawsky@reliasllc.com 10