What have insurers ever done for brokers?

Broker support is something that can be taken for granted. But, despite the tough times, many insurers remain as committed as ever to a whole raft of initiatives.

Whether training, marketing or technology, there are numerous ways in which insurers are prepared to provide assistance for their favoured intermediary partners.

Most brokers say that less is being spent on supporting them than in the past. However, although they maybe quick to criticise insurers, behind the scenes, there is still plenty of good work being done.

"They took my staff away and trained them"
"The St Paul is an American company and takes training seriously, particularly its sales staff. We now have a large account with them and they recently called us say they were sending a number of their reps on an external course and would some of our guys like to attend?

"We sent two from here and they said it was brilliant. The St Paul has also trained some our clerical staff and sharpened up their skills on packages like Microsoft Office and Excel. I'm impressed by the help they've given us."

Ian Richens, FM Green, Witney, Oxfordshire

"They invested in our IT"
"AXA took over Independent's Insurance Business Risk system. Feedback from brokers helped them realise this would be worth investing in. Following this, we found AXA provide an enormous amount of help with our Acturis commercial lines system - this is integrated with business risk. The staff dedicated a lot of time and effort to make sure our systems worked and that our staff understood how to operate them. It has led to many benefits, as there is now straight through processing, full back office integration and no re-keying."

Paul Meehan, Smart & Cook, Harrogate

"They checked out a flood risk for themselves"
"I run a household scheme with Equity Red Star. We have many local policyholders and are based in an area designated as a high flood risk by the Environment Agency. Equity Red Star staff came up from London to visit and check out the area for themselves. They made a detailed examination and found that only a few homes were unlikely to be flooded. They also found that defensive action was being taken to further lessen the risk, something other insurers had not bothered to find out."

Richard Guthrie, Donald Rigg Insurance Brokers, Todmorden, Lancashire

"They make conferences happen"
I've attended some great Biba conferences and it's the insurers who pay for most of the brokers to go and for the events to take place in the first place. I also attended this year's CII conference and really enjoyed it. Again, it was sponsorship from insurers that allowed it to happen.

"One other thing - Royal & SunAlliance (R&SA) has raised its commission for members of its Energy club. The company is going through a hard time, but I've found R&SA is a great insurer to work with."

Paul Dickson, Dickson Insurance Brokers, Watford

"They were prepared to listen to an unusual idea"
"My firm runs a scheme that insures re-enactments. These are events that allow participants to relive famous events in history and are run by various societies. They attract all ages and whole families get involved. But, when you're recreating battle scenes, accidents can happen. The underwriter was prepared to work with us on this scheme and has made it an enormous success for us."

David Newton, Bervale Mead Insurance Brokers, Leighton Buzzard, Buckinghamshire

"They backed us at an exhibition"
"Groupama supported us by providing my firm with a stand at the British Security Industry Association event, which takes place at the NEC in Birmingham. We run a security scheme and this was a great way for us to make contacts and generate new business.

"Groupama also helps keep our staff up to speed with training. Recently one of their senior surveyors came to our offices and was first rate at a series of lectures."

Richard Sheikh, Camberford Law Insurance Brokers, Croydon

"They made our mailshot matter"
"I'd single out Zurich for the support they gave us with our rented property scheme, as the company has been consistently helpful. Since the scheme was set up around four years ago, they've helped us with mail shots and other marketing and they've always been nice people to deal with. There have also been no complaints about claims service either."

Peter Phillipou, Vanguard Insurance Brokers, Bridgend

"They're our presentation partners"
"Limit Underwriting, which is part of QBE, has been excellent. There is nothing flashy or gimmicky, but it has given us the power to run a professional indemnity scheme with delegated authority, but still backs us in every way. Their work has been as a true partnership, providing expertise in areas that we don't have. They make sure they send a senior member of staff with us if we need to make a presentation and will also assist with research for us to help win business."

Ian Jones, Tolson Messenger, London

"They want to make the level playing field a reality"
Zurich is now saying it will pay the same commission for clients who contact it direct as those who use brokers. I welcome this enormously and remain concerned that NU Direct is still a lot cheaper than its broker channel. It's good to see that Zurich is widely advertising in the trade press and showing it genuinely wants a level playing field."

Ian Mantel, Manor Insurance Brokers, Hastings

"They've helped me grow commercial business"
"I was predominantly personal lines, but am now moving more into commercial. I've found that Royal & SunAlliance's Enterprise has made it easy for me. The staff who answer the phone are helpful and the quote is usually there, or thereabouts,"

Topaz Insurance Brokers, Hornsey, north London