Think progress
Clinging onto a share of the market may seem difficult in the current economic environment but, as Paul Lang explains, brokers that remain motivated and are prepared for changes in distribution will be able to rise to the top
Direct Line opened its private motor book in the Spring of 1985 with an unknown name and a workforce no larger than a medium-sized brokerage. Its planned route to market seemed doubtful; it would forego any branch network or sales force, and operate with the marketing aid of a red phone on wheels and a row of desk-bound telephones. However, within weeks, the company had provided 9,000 quotations. The simplicity of the idea and its convenience clicked with the public, but for both the UK's first
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