ebroking 2012: E-trading cannot replace broker service
Brokers must use e-trading as an extra tool, and not view it as a replacement for parts of their service, according to a panel discussion at the 2012 Insurance Age eBroking event.
Ben Thornton, director, strategy and operations, NIG, stated: “There is a fear that the broker-insurer relationship could suffer. Differentiation is key and that comes through keeping relationships going.”
Christan Freer, senior insurer relationship manager and head of product placement, Brightside Group, added: “You have to be pragmatic; face-to-face is vital for up-selling and cross-selling.
"We have not got a strong brand name so we have to make sure we have good face-to-face relationships.”
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