Stand out from the crowd

With direct writers increasingly targeting the small to medium-sized enterprise market, David Gilchrist discusses how brokers can regain some lost ground by incorporating tailored schemes benefits into their offering

One thing that has stood out over the past decade is the growth of insurance arrangements for schemes and affinity groups. Some are startlingly brilliant and successful in catering for the specific needs of the trade grouping or affinity, while others are just another way of 'bringing home the bacon'. So how can schemes stand out in this busy market?

At present, it boils down to the development of the issues affecting businesses, particularly small businesses, which are a substantial slice of the