PIA to permit stakeholder direct mail

The PIA is to allow product providers to direct mail stakeholder pension clients that have been introduced by intermediaries, writes Robert Stock. The low margins of stakeholder and the integrated use of direct mailing by product providers in the stakeholder marketing process could combine to produce disintermediation between IFAs and their clients. PIA guidelines on Indirect Benefit covering the provision by product providers of 'tree-walking' services and direct offer literature on behalf of IFAs were released last week. These services provided by life offices are considered the onl...