Changing times

Alex Broad: On today's agenda is income protection (IP), looking at the opportunities for both the group and the individual markets. The first question I would like to put forward is: why is the IP market achieving only modest sales compared with critical illness (CI) cover and how can we help close that gap? Peter Hamilton: One of the issues that is often overlooked is the fact that the total payout on IP can often amount to more than the lump sum payout received on CI cover. Bob Cheesewright: I think we also have to make clear the different eventualities that would lead to each pay...