Pensions Expert Print and OnlineMedia Pack 2020

Pensions Expert About

Pensions Expert is the leading provider of essential content for pensions professionals, with a diverse portfolio of products to suit readers’ information needs. The monthly magazine provides in-depth analysis, case studies and special reports with pensions-expert.com providing all of the daily news from around the industry. We aim to:

• Provide relevant and insightful case studies with comment and analysis

• Offer practical guides to the latest regulatory changes and detail how they are being managed

• Present and interpret the latest investment and administrative data

Pensions ExpertInforming scheme decisions

Magazine Circulation 7,984*

* (2018 - 2019) ABC audited

Pensions ExpertAudience

Pensions Expert takes you to the key decision makers within the UK workplace pensions industry. By going out to plan sponsors of the country’s leading schemes we take you to the heart of thepensions debate. We reach:

0

LGPS

Top 300 schemes

Top 200 schemes

Top 100 schemes

Top 50 schemes

FTSE 100

20 40 60 80 100

Pensions Expert Audience

80% of FTSE 100 schemes

93% of the UK’s top 100 schemes

88% of the top 300 schemes

88 of the country’s 89 LGPS

Pensions Expert Audience

Which of the following subjects are you most interested in reading about in Pensions Expert?

Source: Pensions Expert Survey 2018

Pensions Expert Audience

Avg. defined pension contribution:

£137millionAvg. defined pension benefit:

£335million

DB

Law & regulation

Governance

Investment

Case law

DC/AE

Policy

ESG

Lifetime savings

60% 7%

7%

5%

5%

4%

4%

6%

4%

2

3

3 1

2

2

2

2

2

12%

15%

10%

14%

20%

13%

14%

17%

28%

25%

29%

33%

34%

48%

41%

38%

49%

32%

40%

51%

42%

38%

36%

36%

31%

20%

13%

Very interested Somewhat interested Somewhat uninterested Very uninterestedNeither interested or uninterested

What is the total value of pension funds that you have responsibility for?

Pensions Expert Advertising Options –Online

Pensions Expert has always been differentiated by the depth of its analysis, but the shift to a larger monthly book will allow even deeper analysis of the big issues affecting pension schemes to offer trustees even more useful insight to make better scheme decisions. A new premium design will match its sophisticated agenda- leading content, with a more visual style building on the existing infographic approach.

Pension Expert Editorial Synopsis

A digest of shorter news pieces rounding up the month’s can’t miss stories.

Deeper analysis of the most important news stories, and their broader implications for pension schemes.

Scheme news roundupNews analysis

Comment

• Editorial: An introduction from PE’s editor

• Lead comment: Regular thoughts from a major figure within the pensions industry

• Regulatory and policy comment: Views from regulatory experts, at the Financial Conduct Authority and the Pensions Regulator, for example, as well as comments from government ministers on latest policy updates

• Industry comment: Leading pensions industry figures including consultants and professional trustees discuss key themes around policy and practice

PE’s new monthly format will allow the editorial team to explore many of the bigger picture issues affecting the pensions industry and retirement.

Cover feature

Sponsored features bringing together scheme trustees and other industry experts to discuss key themes, with a newly introduced premium design and more narrative-led editorial style (see schedule).

Roundtables

Pensions Expert Advertising Options –Online

Pensions Expert is best known for its case studies, which delve into the detail of managing pension schemes to offer industry insight with the trustees reading PE. Case studies will be split into the following sections:

Scheme Management Case Studies

• Investment: How trustees are selecting investment providers, determining asset allocations, and managing decisions around active vs passive/factor investing.

• Administration: How trustees are dealing with the day-to-day management of schemes, including communications, online platforms, transfers etc.

• Regulation/governance: How schemes are managing the ever-changing regulation affecting pensions, keeping up to date with the latest legal precedent, and ensuring best practice for the governance of schemes.

• DC Spotlight: A specific look at the increasingly-important world of defined contribution pensions.

• Data Crunch: as per the current feature, insights from the best 3rd party data

• Mandatewire data: a look statistical insight gleaned from trustees via PE’s sister title, MandateWire

A look at interesting 3rd party and proprietary FT data sets to deliver insights to support trus-tee decision-making through visualisation and cutting edge data journalism:

A look at what’s going on with pensions schemes around the world, identifying further examples of best practice to inform UK trustees and policymakers.

The latest people moves from the pensions industry, as well as key pensions dates and the latest industry trustee events in conjunction with the Pensions and Lifetime Savings Association.

Data Spotlight Global spotlight

People/Noticeboard

Pensions Expert Briefings

Sole Sponsored Round Tables

Pensions Expert Sole Sponsored Round Tables are a powerful tool to position your brand as a thought leader on any given topic.

Similar to our Executive Round Tables, Pensions Expert will recruit leading industry figures to take part in a debate about a theme of your choosing (in consultation with Pensions Expert).

However, this will be an on-the-record discussion and will be used to create an in-depth feature in Pensions Expert, carrying your branding, and accompanied by a full page advertisement.

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Suggested topics:

Month Topic

February Defined benefit - bulk annuties/consolidationMarch Fixed income

DC Debate Q1April EquitiesMay Fiduciary managementJune DC Debate Q2

Emerging marketsJuly ESGAugust AlternativesSeptember DC Debate Q3

AdministrationOctober Defined benefit - actuarial/

funding/covenantNovember DC Debate Q4

Smart betaDecember LDI and DB investment

Pensions Expert Advertising Options - Online

Pensions Expert ‘Sponsored Features’ are in depth, technical articles focusing on core investment, governance and administrative themes related to UK pensions schemes and their members. They offer our advertising partners a prime opportunity to position their brand and ‘own’ the editorial themes directly related to the brands core themes.

Sponsored features run over a double page spread in the magazine with 1.5 pages of editorial and either a half page comment piece or advert from an advertising partner.

Sponsored Features Suggested topics:

Month Topic

February Defined benefit March AlternativesApril Emerging marketsMay AdministrationJune DCJuly LDI and DB investmentAugust Smart betaSeptember DCOctober Fixed incomeNovember Fiduciary management

ESGDecember Defined benefit

12Pensions Expert 12.02.2018

Feature Communications

Breaking thehabit: Can lifeeventsmakepeoplemoreengagedwithpensions?There is growing support for using life eventsto teach people about pensions, but humanscould be evenmore stubborn thanwe thought

for examplewhena child arrives.Other events, includingmarriage,were simplynot associatedwiththinking about future finances.“Tomake thenext step towards

successfully using life events forpension communication,moreresearch is required,” the paperconcludes.

Behavioural intervention‘useful but not a panacea’While the jury is still out on themerits of using life events forupping engagement,most seemto agree that there is room forimprovement.PPIheadof policy research

Daniela Silcock says pensionscommunication is still quitebasic.“If you look at reality, a lot of

communication is basedon letterwriting, and that’s difficult to doin away that reaches a lot ofpeople,” shenotes.While shehighlights the power

of social norms, andhow thesecanbeused tonudgepeople intocertain behaviours, she alsostresses the limits of nudgetheory.“It’s very trendy right now to

thinkwe can fix everythingwithbehavioural intervention,” shesays, but: “It’s important tounderstand that they are ausefultool but not a panacea, and canbedangerous. If younudgepeople

BySandraWolfWould yoube interested inreading about your pension if youhad just started anew job?Whatif youhad just gotmarried –ordivorced?Engagement is still amajor

stumbling block in pensionsaving, but in July last year, aconcept long known topsychologists entered thepensions sphere. ThePensionsPolicy Institute published areport that looked at the idea thatpeople could bemore receptiveto teaching during big lifechanges.These include starting

university or a first job, buying ahouse, or gettingmarried. Youngadults aremost likely toexperience suchmoments, thepaper said.More recently,mastertrust

Nest,MaastrichtUniversity andDutch thinktankNetsparconducted a survey on the topic.However, the report authorsfound the responses onwhetherlife eventsmakepeople thinkabout their finances aremixed.They stress that several hurdlesneed to be overcome touse suchevents for pensionscommunications.In fact, in some cases life events

could evenhave anegative effecton ‘teachability’ as the changeintroduces stress to people’s lives,

without support, the outcomecanbebad.”ThePPI’s policy inputwas

takenonboardby thePensionsandLifetimeSavingsAssociation,which in its ‘Hitting theTarget’consultation asked the industryto identify themost effective‘teachablemoments’.Still, its EU, engagement and

regulationpolicy lead JamesWalsh finds it is early days to saywith confidence that theteachablemoments theoryworks.He suggests people shouldbe

subject to a regular financialreview,which couldbe linked tochanges in their circumstances.

Marked down for commsThe teachablemoments idea canwork, saysChrisWagstaff, headof pensions and investmenteducation atColumbiaThreadneedle Investments, butstresses that timingneeds to bespot on.Humans are creatures ofhabit, henotes.“The evidence is that it’s very

difficult… to teachpeople later inlifewhat are quite deeplyingrainedbehaviours,” he says.The onlyway tomake them

rethink their usual behaviour is ifthey are given information atprecisely the rightmoment.Hesays this is best doneonline,throughdecision trees or similartools.

It’s very trendyright now tothink we canfix everythingwith behaviouralinterventionDaniela Silcock, PPI

12.02.2018Pensions Expert 13

As people getolder they aremore inclined totake decisionsbased on gut feelChrisWagstaffColumbia ThreadneedleInvestments

“It’s at that stage that theappropriate informationwillflash up on the screen. It needs tobe simple, accessible, timely,” saysWagstaff.Butwhile he believes

behavioural interventions canworkwell in the accumulationphase, this approach is lesspromising for decumulationdecisions.“As people get older they are

more inclined to take decisionsbased on gut feel,” he says. “Theytendnot to take advice verywell,and tend to shy away fromtechnologies.”

Sowhat should you do?With little evidence of the impactof using life events to impartpensions nudges, what can thoseworking for schemes do toimprove saving levels?NeilMcPherson,managing

director of professional trusteecompanyCapital Cranfield, saysfor reaching schememembers itis not just timing thatmatters;themediumalso has to be

adjusted to the needs andhabitsof different schemepopulations.But he echoes Silcock’s views

on using the power of socialnorms, citing peers as biginfluencers, particularly foryoung people.“They’re not going to do it in

isolation. They’remuchmorelikely to do it if they discuss it atthe company, talk about it at theworkplace,” saysMcPherson.Giles Payne, a client director

at Capital Cranfield, says one ofhis schemes is looking at videobenefit statements. Another haschosen to use regular bulletpoint information, the ideabeing that ifmembers are given“a number of bite-sized snippetson a regular basis it becomes lessworrying”.A third approach is the

creation of focus groups, whosemembers influence theworkforce and spread the news,and can give informationwhenasked about pensions. Thisapproach, used at factory sites, isthemost successful, finds Payne.

Create ‘a big red button’Karen Partridge, head of clientservices UK andAustralia atcommunications specialistsAHC, says she thinks people canbe influenced if spoken to at theright time.However, not all schemes or

even employers have sufficientdata to indicate that a lifechange is happening for amember.And evenwhere it is available

“it’s not always easy to defineappropriate intervention points,because it’s more about people’spoint of realisation”, saysPartridge.The key to reaching people is

making it easy to follow upwithaction.“You can get their attention,

but for them to take action youhave tomake it easy,” she says.For example, she adds,

members could be given asimple way to trigger a processwhereby they increase theirpension contributions with thenext pay rise.

Inassociationwith

Is the key toengagementlife events?Imagine you have just bought ahouse. It is an event thatmakes usall think about our finances.Howmuchwill ourmonthlymortgagerepayments be?Howmuchwillthat leave us for other expenses?With finances at the front of ourminds,would a letter about ourpensionmake us stop and actnow?Orwould themany extratasks involvedwithmoving houseleave uswith very little spare timeto think about a long-termgoalover a short-termpriority?Researchers have identified a

number of life events that couldcreate a range of reasons to thinkabout our finances and the future,and in turn lead to a‘teachable

moment’.To findoutmore,weworkedwithMaastrichtUniversityto carry out a series of in-depthinterviewswith industry expertsandpension savers, aswell as anonline questionnaire completed byNestmembers.Sowhat didwefind?Engaged

savers confirmed that certainlife events hadmade them thinkmore about the future and theirfinances, and in somecases hadprompted them to increase theirpension contributions or switchfunds. In particular, starting a newjob,becoming a parent andbuyinga housewere said to have had thestrongest effect.Thesewere encouraging

findings,but aswedugdeeperwe found reasons to doubt them.Whenwe conducted the sameresearchwith a groupof passivesavers, the findings revealed thatthey had also experienced thesame life events and in some

casesmore frequently than theengaged savers.Sowhydid certain life events

supposedly trigger engagementfromsome savers but not others?It could be that there is anothervariable at play.The two researchgroups differed by age andgender,so it could be that one of thesecharacteristics impacted theeffect of the life event.The effect of any life event can

be complex.They can increasemental and emotional load andencourage short-term focus onurgent needs rather than on long-termplanning andpensions.On a practical level, if life events

domakeusmore receptive,howcould pension providers usethese‘teachablemoments’toengage savers?Oneof themainchallengeswould be detecting thelife eventwith enough accuracyto effectively time the deliveryof tailored communications.UK

schemesoften donot knowmuchmore than a saver’s date of birth,address and income.And somelife events, likemarriage,divorceand childbirth, are harder toidentify or can only be detectedafter the event has taken place.In these circumstances,‘big data’could provide a solution.Butwould savers be appreciative ofa tailored communication duringtheir life event or concerned that‘big brother’ iswatching them?Do life events hold the key to

pension engagement?Weneed tolookmore closely at their impact,the reactions they trigger and theirrelation to pension and long-termplanning behaviours.While thisresearch suggests theremaywellbe a link, this newevidence is onemore piece of a larger puzzle.

Matthew Blakstad is head ofNest Insight research

Comment Pensions engagement

Matthew Blakstad

Pensions Expert Debates

There is littleevidence thatthe inertiawhich applies togetting membersinto pensionschemes issuspended whenfund valuesfluctuateLaurie Edmans,Trinity Mirror Pension Plan

conservative investmentstrategy.I have seen some excellent

work from trustees who havecreated ‘segmented defaults’,which meet the needs ofdifferent populations. Thesecan be targeted at those mostlikely to benefit from thespecific strategy segmented byage, pot size and even salary.

DicksonA key responsibility for trusteesis to regularly review defaultstrategies to make sure they areappropriate. Given equityvaluations and the geopoliticalclimate, this is making this taskever more important.I am not going to speculate on

when the next crash is coming,but I think DC plans that relyheavily on equities in theaccumulation stage shouldre-examine their approach. Any‘mistake’ inmanaginginvestment risks will be borneby the DCmember, andresearch by Nest has shown thatparticipants suggested theywould stop contributing afterexperiencing – and noticing –losses. This is not a newphenomenon – asMark Twainsaid: “I ammore concernedabout the return of mymoneythan the return onmymoney.”

generally outperform over 10years plus. Equity investmentin the accumulation phase isentirely appropriate.Indeed, in the early stages of

the member’s DC journey, therisk is not taking risk. Investingtoo heavily in capital protectionstrategies in the early stagesarguably poses more risk topension wealth than an equity-based approach.

MyersBear markets are inevitable,and we would all love to have acrystal ball to be able to knowwhen the next crash is coming.But trustees should not makeshort-term decisions; theinvestment strategy should beset with a long-term timehorizon.Therefore, to ensure our

members get an adequateretirement, a significantproportion of the default needsto be invested in equities. If youlook at long-term data, duringthe past century UK equitieshave produced an average realannual return that is about 4per cent higher than gilts orcash returns.As equities are volatile, the

key is to use them at the righttime, when a member is young,so they have time to benefitfrom a potential rebound in themarket cycle.

ByrneWe can be fairly certain thatthere will be another crash atsome point, so it is importantto protect members’ savingswhen it does eventually come.Equities are the main engine

of growth and play animportant part in DC defaults,but it is important to balancethat with diversifying assets.Some schemes will have

exposure to DGFs that canswitch between asset classes,and others may use volatilitymanagement techniquesoverlaid on the equity portfolio.Most schemes will use someform of glidepath to reduce theequity exposure for memberscloser to retirement, where acrash can do the most damage.

EdmansIf I knew when the next crashwas coming, I would be GeorgeSoros. Unless the relativereturns of the last 100-plusyears change for a prolongedperiod, it will only have been amistake to be in equities if,after a crash, many membersdiscontinue contributions as aresult – and in the process alsolose their employers’contributions, tax and nationalinsurance relief.This concern led to the

original investment approachat Nest, which I supported as atrustee. There is little evidenceyet, fromminor perturbationsin the market, that the inertiawhich applies to gettingmembers into pension schemesis suspended when fund valuesfluctuate. And to put moneyinto government bonds now –given current interest rates –would seem fairly unwise.

ReeveIf I knew the answer to this Iwould not be here, I would beon a beach. The problem is thatthe apathy of members means adefault has to meet the needs ofa diverse population; thosewith the time to ride out therise and fall of the market, andthose who want a more

18Pensions Expert 29.05.2017

The DC debate

Number of industries exposed

Human rights

Sustainable products

Healthy livingHealthy and safety

Product safety

Business ethics

Human capital

WateruseCommunity

relations

Data privacyand security

Effluents and wasteEnergy andemissions

Physicalclimateimpacts

Per

centofdefaultfundexposed

Source: ‘ESG risk in default funds: Analysis of the UK’s DC pension market’ – PLSA/Sustainalytics

An ESG risk map for a typical default fund

0 5 10 15 20 250

2

4

6

8

10

12

Virtual DC Debates 16Pensions Expert 29.05.2017

Simon ChinneryYes. The Pensions Regulatorexpects trustee boards to takeaccount of any risks that couldaffect long-term sustainabilityof their investments. If 90 percent of defined contributionassets are in a default, thentrustees have a fiduciary duty ofcare to ensure their membersare invested in companies thatare best equipped to createresilient and long-term growth.Employing ESG is about risk

mitigation, regulatorycompliance, strong governanceand sustainable returns. This isnot value destroying, as hashistorically been the chargeagainst ESG, but valueenhancing.The funds they choose within

a default should have definedESG criteria. More can andshould be done to provideclarity for trustees ondefinitions and terminologies,but active engagement withmembers and providers shouldalways be encouraged.

Neil McPhersonMany schemes haveincorporated ESG, and ESGprinciples are (or should be)hardwired into the investmentprocess of most leading fundmanagement firms. There iswidespread confusion betweenESG and ethical principles.They are not synonymous.The perception is that ethical

funds underperform and theCowan v Scargill case from1985 – interpreted as requiringtrustees to put performanceabove other considerations –has dampened appetite.But ESG, done well, offers

alpha opportunities for defaultfunds. ESG is a broad church,and definitions are key todetermining which sect to join.These should be clear tomembers through the statementof investment principles andscheme communications.

Laura MyersResponsible investing makes alot of sense for DC schemes, as

the investment strategies aredesigned to be long-term andthere is building evidence thatcompanies that are well-runand have strong ESG practiceshave a better chance ofsustaining long-term successand profitability.Historically, it has been a

commonly held belief that ESGstrategies did not necessarilydeliver a true financial benefit,but the tide is definitelyturning. We are seeingsignificantly more schemesinclude ESG credentials intheir manager selection processand ask managers to reportregularly on how they aretackling sustainability risks.Trustees should also ensure

they select managers withstrong stewardship practices –such as voting at annualmeetings.On the investment manager

side, much is being done toimprove the way ESG issues aretaken into account, both inmainstream funds and in new

The reason whymany trusteeshave notconsidered ESGis a false beliefthat it is anissue for assetmanagers ratherthan trusteesJohn Reeve, Cosan Consulting

Shouldmore default funds incorporate environmental, socialand governance criteria?

From left to right

Neil McPhersonManagingdirector,CapitalCranfieldJohn Reeve Director,CosanConsultingSimon ChinneryHeadofDCclient solutions,Legal&General InvestmentManagementAndy Dickson Investmentdirector,StandardLife InvestmentsLaurie Edmans Trusteechair,TrinityMirrorPensionPlanLauraMyersPartner andheadofDC investment,LCPAlistair ByrneHeadofEuropeanDC investment strategy,StateStreetGlobalAdvisors

TheDCdebateTheDCdebate – Part onePensions Expert’s Virtual DC Debates offer your brand the chance to give their considered opinion on a series of questions, posed by the Editor.

Sponsors are given six topical questions to answer, such as ‘How should default funds be adjusted to take into account possible market effects from Brexit going forward?’.

The answers provided by each sponsor are then published in Pensions Expert and on pensions-expert.com, presented in a conversational, ‘virtual debate’ style. These are promoted heavily via email and advertisements.

The Pensions Expert Virtual DC debates are published four times each year (February, May, September and November).

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Australia – that UK statepensions are not means-testedwhen others are.

In terms of coverage,extending auto-enrolment topeople who are ostensibly self-employed, but are reallyemployees, feels right, butcompelling the genuinely self-employed is doubtful.

ReeveWe need to recognise that welive in a political environmentwhere this will only happen if itcan be sold to the voters. In thecurrent environment it seemsunlikely that voters wouldwelcome an extension of auto-enrolment even with theexpectation of ‘more tomorrow’.With salary increases limited,people will not welcome afurther deduction from theirtake-home pay.

We need a period for auto-enrolment to settle down andfor the planned increases towork through. Once this hashappened, and if people can seethe benefits, then perhaps theywill be better able to acceptincreases. My fear is that whenpeople begin to retire and takebenefits, the inevitabledisappointment at what theyget will undermine auto-enrolment forever; I hope I amwrong.

ChinneryWe need to keep to the plan asthere will always be reasons tochop and change. Eight per centis not going to lead to asufficient replacement rate, butwe need to at least get auto-enrolment to that number first.

McPhersonNo. That lemon has beensqueezed dry. Anything furtherwould need a mandatory systemrun through the state.

MyersYes, the scope of auto-enrolment needs to bebroadened by phasing out thequalifying earnings lower limitand earnings trigger, soultimately all employees areauto-enrolled and all earningswill qualify for pensioncontributions.

Also, to ensure members get aretirement that is adequate,contribution rates need toincrease significantly.

Having said that, we should beproud of what auto-enrolmenthas achieved now the gradualroll-out is coming to an end, withall those businesses with pay-as-you-earn schemes that existedbefore April 2012 now havingpassed their staging date.

The Pensions Regulator madeclear recently that for new

businesses that start up fromOctober 1 2017, the employerduty will be instant, meaningthat finally, providing pensionsfor employees is part of‘business as usual’ and manymillions more will be saving forretirement.

ByrneYes, we need to think about howthe self-employed and thosewith multiple jobs that inaggregate exceed the earningsthreshold can be included. Bothof these groups will benefit fromhelp to save.

We should also considerwhether the earnings threshold– which has risen with changesin tax policy – is at the rightlevel. But the principle of notenrolling those on very lowearnings, whose contributionswould be minimal and who mayhave better current uses for themoney, remains a good one.

EdmansExtension of coverage or ofcontribution rates requireslooking at peoples’ livesholistically, not just through apensions lens.

Most analyses of contributionadequacy look only at resourceslabelled ‘pensions’ and, eventhen, fail to acknowledge – forexample, in comparisons with

My fear isthat whenpeople beginto retire andtake benefits,the inevitabledisappointmentat what they getwill undermineauto-enrolmentforever; I hope Iam wrongJohn Reeve, Cosan Consulting

Does auto-enrolment need to be extended?

The DC debate05.06.2017 Pensions Expert 13

Source: PPI aggregate model

Workplace DC by scheme members in 2016 and 2030

By 2030 there could be around 7.2m members of mastertrust schemes

Mastertrustschemes

4.8 million Mastertrustschemes7.2 million

Other auto-enrolmentDC schemes

4.8 million

Otherauto-enrolment

DC schemes5.4 million

Existing DCschemes

3.8 million

Existing DCschemes2.1 million

2016 2030

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