In Person: David Martin, head of retail management, Zurich UK

Zurich's David Martin explains why he made the move from Allianz to Zurich and how brokers helped him take the leap.

In fact, it emerges that brokers were instrumental in Martin making the jump from Allianz to Zurich.

“I spoke to a number of insurance brokers about the reputation of Zurich and their technical excellence was up there with the very best,” he recounts.

“That convinced me that Zurich was the right home for me.”

With his keen interest in gauging the mood of the broking market, it seems the hiring of Martin has refreshed Zurich’s approach to its broker partnerships.

“Having now completed four and a half months, I’m in a position where we’re getting all the broker support that we would want,” Martin observes.

“I’ve personally spoken to many brokers about how we should start to change or how we should start to evolve our business in the future.”

Over many years, people have predicted the downfall of insurance brokers. Look at the way insurance brokers have continued to adapt to the changing needs of end customers

Changes are already anticipated in Zurich’s regional network, with Martin revealing that the insurer is expanding its capability and resources in this area.

He explains: “We’re looking at how we can serve the market in a much stronger, more efficient and more immediate way.”

In Martin’s view, these ongoing changes to distribution channels and networks pose no threat to the role of the broker.

“Over many years, people have predicted the downfall of insurance brokers. Look at the way insurance brokers have continued to adapt to the changing needs of end customers,” he says.

“There’s no doubt that customers, particularly in SME, need advice and need support. It’s important that brokers are recognised as being even more vital.”

Many have predicted that the honing of advisory capabilities is how brokers will secure their continued place in the changing insurance landscape.

Martin expands on his argument: “What you’re starting to see is a world which is getting more complex, not more simple. That’s the real opportunity for insurance brokers to continue to develop their business models.”

For Martin, his new role at Zurich provides the perfect opportunity to guide brokers through today’s “difficult market”, referencing shrinking capacity in several markets.

“I think now’s the time you recognise what Zurich are,” Martin explains. “It’s in the hour of need, when capacity is shrinking, when brokers are looking for that support and help, they know they can come to Zurich to get it.”

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