Power hour: Advising on SME
With the increasing use of technology in selling SME cover, our panel of experts still see a vital place for brokers to add value in the process. Emmanuel Kenning reports
Is the creep of commoditisation impacting on the ability of brokers to give advice in the SME market?
▶ Paul: At the very small end, the micro SMEs, there are a lot of customers that are buying a piece of paper, as opposed to buying insurance, and I think they will always be led by price and ease of purchase. It’s how you manage the middle ground.
There are going to be people that will do their research online, that will begin their journey. Then it’s about moving that person through the right
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