{"id":5947,"date":"2025-06-17T00:00:00","date_gmt":"2025-06-16T22:00:00","guid":{"rendered":"http:\/\/becobra.be\/eiopa-publication-of-the-results-of-eiopas-mystery-shopping-exercise-on-the-sale-process-of-ibips-carried-across-8-eu-member-states\/"},"modified":"2026-04-27T14:22:50","modified_gmt":"2026-04-27T12:22:50","slug":"eiopa-publication-of-the-results-of-eiopas-mystery-shopping-exercise-on-the-sale-process-of-ibips-carried-across-8-eu-member-states","status":"publish","type":"post","link":"https:\/\/becobra.be\/fr\/eiopa-publication-of-the-results-of-eiopas-mystery-shopping-exercise-on-the-sale-process-of-ibips-carried-across-8-eu-member-states\/","title":{"rendered":"EIOPA &#8211; Publication of the results of EIOPA\u2019s Mystery Shopping Exercise on the sale process of IBIPs carried across 8 EU Member States"},"content":{"rendered":"\n<h2 class=\"wp-block-heading\">Auteur: Bipar<\/h2>\n\n\n\n<p>\u00ab\u00a0<strong>EXECUTIVE SUMMARY<\/strong> &#8211; Today, EIOPA published the results of its first coordinated <a href=\"https:\/\/www.eiopa.europa.eu\/publications\/uncovering-ibip-sales-process-results-eiopas-first-coordinated-mystery-shopping-exercise-insurance_en\" target=\"_blank\" rel=\"noopener\">Mystery Shopping Exercise on the sale process of Insurance-Based Investment Products (IBIPs)<\/a> carried across 8 EU Member States.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Trained shoppers made visits to insurers, banks, agents, brokers and post offices to assess distributors\u2019 information-gathering processes, their information disclosure practices as well as their ability to offer products that match consumers\u2019 needs and objectives.<\/li>\n\n\n\n<li>While the overall findings show that shoppers are generally asked about their demands and needs during the sales process and are provided with relevant product information and disclosures, EIOPA noted instances of poor consumer outcomes that warrant further analysis. In particular, EIOPA will take a closer look at whether the numerous requirements introduced over time in the distribution process have inadvertently led to less beneficial outcomes for consumers. EIOPA wants to explore whether a more outcome-oriented sales approach could yield better results for consumers \u2013 especially when combined with simple, transparent products that offer value for money.<\/li>\n<\/ul>\n\n\n\n<p><strong>Main findings concerning information gathering and disclosure<\/strong><\/p>\n\n\n\n<p>Overall, the findings indicate that while distributors often provide relevant information to shoppers, there are areas for improvement in terms of disclosure, transparency and consumer outcomes.<\/p>\n\n\n\n<p>The mystery shopping exercise revealed mixed results across distribution channels and markets.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Regarding information-gathering, most distributors (74%) sought information about shoppers\u2019 ability to hold onto products for the recommended holding period, including their investment horizon, job status and overall financial situation. Aspects related to their risk tolerance and sustainability preferences, however, show less positive results.<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>When informing shoppers about the products, more than two thirds of distributors provided information on the risks, expected returns and recommended holding periods. Complete information regarding the costs of these products was provided in less than half of all interactions. The analysis also showed that so-called \u2018key information documents\u2019 (KIDs), when provided, aided shoppers\u2019 understanding of a product\u2019s characteristics.<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Alignment of the discussed products with shoppers\u2019 demands and needs: following the mystery shopping exercise, EIOPA analysed whether the products offered were consistent with shoppers\u2019 profiles. The products offered by distributors generally matched the stated profile of the shoppers, with 84% of products consistent with at least one of the pre-identified needs and objectives.<\/li>\n<\/ul>\n\n\n\n<p>Nevertheless, the exercise revealed limited correlation between the thoroughness of the sales process and the alignment of the offered products with the shoppers\u2019 profiles. Longer and more detailed sessions did not translate into better outcomes for shoppers, indicating a possible need to simplify the sales process.\u00a0\u00bb<\/p>\n\n\n\n<p><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Auteur: Bipar \u00ab\u00a0EXECUTIVE SUMMARY &#8211; Today, EIOPA published the results of its first coordinated Mystery Shopping Exercise on the sale process of Insurance-Based Investment Products (IBIPs) carried across 8 EU Member States. Main findings concerning information gathering and disclosure Overall, the findings indicate that while distributors often provide relevant information to shoppers, there are areas [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":7364,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[56,57,54],"tags":[84,92],"rol":[81],"class_list":["post-5947","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-affaires-juridiques-et-conformite","category-assurance-vie","category-dossiers-europeens","tag-private","tag-slotje","rol-standaard-lid"],"acf":[],"_links":{"self":[{"href":"https:\/\/becobra.be\/fr\/wp-json\/wp\/v2\/posts\/5947","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/becobra.be\/fr\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/becobra.be\/fr\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/becobra.be\/fr\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/becobra.be\/fr\/wp-json\/wp\/v2\/comments?post=5947"}],"version-history":[{"count":9,"href":"https:\/\/becobra.be\/fr\/wp-json\/wp\/v2\/posts\/5947\/revisions"}],"predecessor-version":[{"id":7451,"href":"https:\/\/becobra.be\/fr\/wp-json\/wp\/v2\/posts\/5947\/revisions\/7451"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/becobra.be\/fr\/wp-json\/wp\/v2\/media\/7364"}],"wp:attachment":[{"href":"https:\/\/becobra.be\/fr\/wp-json\/wp\/v2\/media?parent=5947"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/becobra.be\/fr\/wp-json\/wp\/v2\/categories?post=5947"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/becobra.be\/fr\/wp-json\/wp\/v2\/tags?post=5947"},{"taxonomy":"rol","embeddable":true,"href":"https:\/\/becobra.be\/fr\/wp-json\/wp\/v2\/rol?post=5947"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}