How might commercial insurers avoid a race to the bottom on price in an increasingly commoditized middle market?
The answer may be the adoption of a new business model in which carriers go beyond offering standard insurance policies and related risk-management services to become the hub in a comprehensive network of business support solutions.
To gain firsthand insights into how middle-market insurers could differentiate themselves by bundling an array of non-traditional services, the Deloitte Center for Financial Services surveyed 800 buyers, spread evenly across five industries and four business size categories. We also queried 100 agents and brokers with a large chunk of their business generated by this segment.
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