Provider incentives 'unhelpful' long term - Aegon

The company's head of sales and distribution says all the major players are pushing for market share at a time when supply is exceeding demand and distributor numbers are falling.   In such an aggressive market, a careful balance is needed between making it easy for distributors to deal with providers, and making it too easy, says Beynon. "Providing process short cuts and distributor-focused incentives will only serve a certain section of the protection market and is unlikely to support the long term objectives of a robust distribution model," he says. Providers are working to...