Gateway to success
The danger online and direct competitors pose in the SME sector cannot be ignored by brokers. Lynn Harris charts the factors intermediaries must consider in order to keep both their dominance of and opening doors to niches
Brokers and insurers have long recognised the importance of the small to medium-sized enterprise (SME) sector. Products and marketing strategies have been designed specifically with these organisations in mind, and valuable quantities of good-quality business have been secured as a result.
But the dominance of the intermediary sector in SME cannot be taken for granted. Direct writers and online players have a sharp nose for profitable markets and they are certainly sniffing around this area. The
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