Command and conquer

The industry’s barbarians or, as they are known, consolidators have to change their ways to survive in the current climate, says Tony Cornell

The impact of the consolidators on general insurance distribution has dominated the 12 years I have been an independent consultant. Incurring the wrath of various giants of the broker market, I wrote an article in 2003 headed ‘Beware the barbarians at the gate’ warning insurers against encouraging broker consolidation, pointing out that a change in distribution would alter the balance of power, forcing margins to be eroded and how once a trickle of sales started, these would turn into a torrent