Viewpoint: Changing tactics

Malcolm Smith

The introduction of variable commission on the sale of individual commercial policies is becoming ever more of a market talking point - and it may soon become an action point for more insurance providers.

Another insurer has already joined us in deploying the variable commission tactic - further evidence that brokers welcome the opportunity to vary the level of commission they earn on the sale of commercial policies.

Variable commission per se is nothing new. In markets such as property owners

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