Gateway to success

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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