Marginal profits

Brokers are finding that profit margins on some small commercial lines are so low that they are having to turn such clients away. But, as Ewan Campbell discovers, there are ways for brokers to add value

It has become increasingly hard for brokers to satisfy small commercial clients and make a profit at the same time. There are two main reasons for this: low commission, and risk aversion on the part of insurers. Unfortunately, this means that sometimes prospective clients have to be told to try elsewhere.

"In the past we always tried to help, whatever the nature of the enquiry," says John Girling, associate director of regional broker Colin Ryan. "But there are some risks we know we won't be able