In the prevailing bleak economic conditions, how can general insurers and brokers maintain profitable and efficient channels to market?

Hear how leading firms are addressing this challenge, by attending this timely industry event.

Key issues addressed will include:

• What are the latest distribution trends,  including MGAs and tied and multi-tied
• Broker consolidation:  are the drivers still valid; how do you assess value?
• What is the impact of platform developments in the SME market
• How  technology is driving changes in wholesale models:
• Successful strategies for channel management, customer retention and cost reduction
• How will the aggregators evolve: will the brands fight back?
• Practical implications of regulatory developments and priorities

8.45    Registration opens

9.30    Chairperson’s Welcome & Opening Remarks

Ian Clark
Partner
Deloitte

9.40    Reviewing the Distribution Landscape: Emerging Trends and Challenges

Jonathan Davey
Director
Key Choice Insurance

10.20    Regulatory Developments: Implications for General Insurers and Intermediaries

Speaker to be confirmed

11.00    Refreshments

11.20    Exploring the Changing Role of the Wholesaler

Mark Armitage
Managing Director
PowerPlace
   
12.00    Assessing the Prospects for Further Consolidation in the Broker Market

Garth Hackshall
Partner   
Deloitte
 
12.40    Lunch

1.40    How New Technology Platforms Are Affecting the SME Market
   
Kevin Gaut
Chief Technology Officer
SSP

2.20    How to Make a Commercial Lines Broker Special
   
Martin Oliver
Chief Executive
Barbon Insurance Group

3.00    Refreshments

3.20    Aggregators: What Next?

Ian Hughes
Managing Director
Consumer Intelligence

4.00    Trends in a Recession: Challenges and Responses

Andy Kirby
Senior Manager
Deloitte

4.40    Chairperson’s Final Remarks

4.45    Close of Conference

This workshop will explore, illustrate and practise effective techniques for managing distributor relationships, mitigating regulatory risk and improving business as a result.

If you have responsibility for developing, managing or monitoring distribution arrangements, attending this workshop will help you:

• Understand and satisfy FSA expectations this area
• Identify and implement successful insurance distribution relationships
• Develop effective performance and governance controls
• Learn from examples of good practice in the managing of distributors
• Employ successful relationship management methodologies and skill sets
• Raise levels of customer service and retention as a result of better relationships with distributors
• Take opportunities to optimise insurance distribution relationships in a period of economic recession

9.30      Registration opens
10.00    Sessions commence
4.00      Close of workshop

Meeting Your Legal and Regulatory Responsibilities

• Identifying the regulatory risks in distribution relationships
• How the FSA handbook (especially SYSC) applies to distributor relationships
• Contracts:
  - tailoring to business need
  - key areas to be covered
• How to define regulatory responsibility in a distributor arrangement

Setting the Relationship Up Correctly

• Different types of distributor relationship.
• Selecting the right distributor: due-diligence and ongoing auditing
• Defining product performance with your distributor: setting realistic benchmarks
• Putting in place an appropriate control framework for your specific distributor relationship(s)

Managing Relationships Day to Day

• Managing regulatory and reputational risk
• Visibility of and involvement in the distributor’s TCF arrangements
• Managing the relationship from a financial and work flow perspective
• Managing the relationship with regard to personnel, knowledge and communication

Optimising the Relationship

• Focussing on improving core processes rather than aiming simply to save cost
• Sharing timely and meaningful MI - in both directions
• Different approaches to relationship management
• Dealing with change in relationships with distributors

Final Q&A

Led by:

Paul Henshaw
Director
2gether Consulting