Fixed index annuities put the pedal to the metal in 2013. The major annuity researchers show sales premium for the products ringing in very close to $40 billion, a new record.
In fact, this was the fifth consecutive record-setting year for fixed indexed annuity (FIA) sales, according to Sheryl J. Moore, president and chief executive officer of Wink Inc. Wink has put 2013 fixed indexed annuity (FIA) sales at $38.7 billion, up 13.4 percent from 2012.
LIMRA Secure Retirement Institute (LIMRA SRI) estimated a somewhat higher total of $39.3 billion — up 16 percent in from the prior year.
And Beacon Research came in a bit higher still, at $39.6 billion, for an increase of about 15.7 percent from the $34.2 billion that Beacon reported for 2012 sales.
Why did FIAs gallop?
By whichever number measured, the double-digit growth occurred in the same year when another type of annuity, the variable annuity, saw sales drop by 1.5 percent. The contrast in growth outcome makes the FIA upward trajectory all the more fascinating. Why did FIAs gallop ahead?
For the sake of perspective, variable annuity sales still far overshadowed those of FIAs. Morningstar reported that variables sold $142.8 billion in 2013, for instance, a few billion down from the $145 billion sold in 2012. Still, FIAs represented 50 percent of all fixed annuity sales in fourth quarter 2013, according to Beacon, and they have hovered around this percentage all year. This makes FIAs a very significant part of the fixed annuity marketplace.
So how did they reach a new record in sales? It didn’t happen in a vacuum. Data and commentary from all three research firms indicates that several factors contributed.
One trend was the overall climate for fixed sales. Beacon president Jeremy Alexander pointed out that the entire fixed annuity industry — not just the indexed sector — “had its best year since 2009.”
For the year, fixed annuity sales totaled $78.1 billion industrywide, up 16.6 percent from $67 billion in 2012, Beacon reported. In the LIMRA SRI data, the sales were up 17 percent from 2012 on total fixed annuity premium of $84.8 billion.
A chief driver for that growth was the rising interest rate environment. In 2013, average credited rates for fixed annuity products increased by 40 basis points, Alexander said.
In early December, the Fisher Annuity Index reported the average rate for all fixed annuities in its database at 2.87 percent, and the high norm was 4.75 percent. Twelve months previous, the average rate was 2.48 percent.
Joe Montminy, assistant vice president at LIMRA SRI Annuity Research, pointed out that the improved rate environment made the fixed annuity offerings more attractive — a point well taken, given that competing products like bank savings accounts and shorter-term bank certificates of deposit were paying under 1 percent.
It may be that the rising-tide-lifts-all-boats phenomenon was at work, helping along the FIA sales as well as sales of other fixed annuity products. “For the first time, there were year-over-year increases in sales of all types of fixed annuities,” Alexander said.
Banks and wirehouses
So was the if-you-can’t-beat-em-join-em mentality, at least in the banks and maybe the wirehouses.
Wink’s numbers show that banks and wirehouses have increased their FIA sales. For example, in fourth quarter 2013, bank sales of the products represented 11.5 percent of all sales for the three-month period, the firm said. That’s up from just 6.5 percent in fourth quarter 2012.
FIA-snipers might say a 11.5 percent share in one quarter is too small to count as significant. But the growth occurred in a quarter when overall FIA sales rose by 35 percent, to $11.5 billion, from the same year-earlier quarter, according to Wink. This means that, in 2013, the banks took a bigger share of a bigger pie. When that happens in any business, most observers consider the gains to be worthy of competitive analysis — and response.