Wide of the mark

The individual income protection (IP) market has suffered yet another year of abysmal sales, according to Swiss Re's Term and Health Watch Report 2007. The report showed that the product suffered further failure for the fourth year running, with individual IP sales totalling 130,365 – a fall of 11.5% compared with 2005 when 147,285 policies were sold. Adding insult to injury, sales of the product – deemed to be essential by the movers and shakers of the industry – have, according to the report, fallen faster than those of critical illness (CI) cover. Roger Edwards, product director at...