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Channel Conflicts Pose Conundrum for Would-Be Direct Sellers Of Small-Business Coverage

Insurers intrigued by the potential of selling small-business coverage direct to consumers, but hesitant to proceed due to concerns over channel conflict with their existing agency force, might yet be able to leverage the best of both worlds.

By Sam J. Friedman | Updated on August 13, 2013

Insurers intrigued by the idea of selling small-business coverage direct to consumers, but hesitant to take the plunge due to concerns over potential channel conflict with their existing agency force, might yet be able to leverage the best of both worlds. 

That’s one of the takeaways from a recent report — “Voice of the Small-Business Insurance Consumer: Are Buyers Ready to Take the Direct Sales Route?” — published by the Deloitte Center for Financial Services, and based on a survey of 751 consumers from a variety of industries and different-size companies. The study found strong interest in buying commercial insurance direct among 15-to-20 percent of respondents, and at least some interest among about 30 percent more.

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