Cloudy skies ahead.

Small and medium-sized commercial lines brokers are facing competitive threats from many different directions. Radical re-thinking is required if they are to survive, says Ric Mathers.

A few years ago, direct writers were seen as harbingers of imminent
doom for the personal lines orientated high-street intermediaries.
However, most of those intermediaries have survived and many are
prospering. The threats to those same intermediaries come now, it is
suggested, from the emergence of new players, fresh brands and the
developing technologies of the Internet and interactive television.


Despite its lack of profitability, many insurers seem to be focussing
their efforts on the personal