Reportage - market share: Survival tactics

The birth of the direct line in 1985 left many predicting the death of the personal lines broker - but 25 years is a long time and, in true entrepreneurial spirit, brokers have defied the sceptics by adapting to survive. The struggle has produced many casualties, however, and, in this unforgiving sector, intermediaries have to work doubly hard to prove their worth. Insurance Age has garnered expert opinions from across the industry to discover what brokers can do to increase both volume and profitability in this sector.

The loss adjuster
John Sims, chief executive of Lorega
Working with loss adjusters can help brokers punch above their weight - they can provide exemplary service and also act as an income generator as brokerages won't have to employ as many internal claims handlers.

The local paper can be a marvellous source of information. They are often open to an article being submitted if it covers a local issue and this can raise the broker's profile.

A majority of decisions on personal lines are made by the