Carrying it off
Direct writers revolutionised the personal lines market when they broke onto the scene 20 years ago and, by and large, the broking community was caught napping. Edward Murray weighs up how well brokers will survive the pressure that direct writers are now placing on them in commercial lines
At the bottom end of the commercial market, direct writers are looking to replicate their success in the personal lines market as certain lines of business become increasingly commoditised. As this happens, more business can be underwritten electronically, cutting costs and perhaps making life increasingly difficult for the brokers selling this type of business.
The knowledge that brokers have gained from watching the growth of direct writers in the market should not be underestimated. There is
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