Searchlight - Letter of the month

I have just returned from one of your roadshows and was amazed at how out of touch Eric Galbraith and Norwich Union are. My firm is one of many providing a good service to our clients and making a decent income from selling private motor and home insurance.

We cater for driver profiles, encompassing a wide spectrum, and I agree with some of the comments made by delegates at the event that brokers can often beat the direct price and, in addition, advocate for the client in the event of a claim. It is a myth that direct insurers offer the best price and is one perpetuated by the brainwashing of relentless advertising campaigns.

I was not surprised that Norwich Union urged brokers to abandon personal lines because, since it closed Hill House Hammond, its intention to drive all personal business direct has become abundantly clear. However, I was surprised that Eric Galbraith agreed with this, saying we should move into areas in which we can add value. He should know that brokers already add value in home and motor and part of our client base is loyal precisely because we have looked after them when a claim has arisen.

Name and address supplied.