A shared interest

While insurers urge brokers to add value, there is a wealth of help available from them to help brokers. However, take-up is far from universal, says Kim Kearney

Changes in the shape of insurance distribution mean that the principal threat to brokers is arising more directly from the champions of the high street - banks and major retailers. And who is driving these changes? The customer.

Buying behaviour dictates that financial services are provided in the way the customer wants, and what customers want is myriad choices. They want to buy cheaply, but they also want to make the transaction process easier - hence the role of the internet - and they want to