United Kingdom (UK) Commercial Insurance Distribution 2022

PUBLISHED: August 17, 2022

PAGES: 34 Pages

DELIVERY TIME: 1-2 business days

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This report discusses the distribution landscape of UK commercial insurance. Each channel is discussed in turn, with a particular focus on the broker channel, which dominates the space. Analysis of responses to our 2022 UK Commercial Insurance Broker Survey brings insight into brokers' growth and digital transformation strategies going forward. The SME market is discussed, with due consideration given to smaller businesses and their relatively simple insurance needs. The report finishes with an outlook on the future of the distribution landscape, mentioning areas for brokers to develop, growth opportunities, and upcoming insurtechs in the space.

The UK commercial insurance distribution landscape is largely dominated by brokers, with a 78.6% share of commercial insurance distribution in 2021. Brokers facilitate the commercial insurance purchasing process by selecting products that best suit a business' needs and finding insurers that are willing to take on that risk. Brokers' services have become more valuable to clients in the past few years as the pandemic has highlighted the gaps in cover that exist in insurance policies and the need for comprehensive cover for businesses. Brokers' supremacy is not as profound among SMEs, although over 40% of all SMEs opted to purchase through a broker in 2021. Smaller businesses have less complex insurance needs (and less budget to pay fees) so are more inclined to turn to the direct and banking channels due to their quicker, simpler, and cheaper purchasing processes.

Scope

Brokers increased their share of the market in 2021, with 78.6% of premiums being written through the channel. Brokers also saw a 4.7% increase in gross written premiums handled in the year.
The SME space is more competitive, with many micro- and small-sized businesses utilizing the direct channel as well as PCWs.
Mergers and acquisitions are still an important tool to larger brokers looking to grow and consolidate their business going forward.
Cross-selling and upselling is the most popular strategy for all classes of broker in growing their business.

Reasons to Buy

Identify the most frequently used channel to purchase commercial insurance.
Adapt your distribution strategy to cater to the changing needs of clients and intermediaries.
Learn how the market leaders have strategized to achieve their success.
Understand the trends and themes set to transform the market in the future.

Product Code: GDFS0385IA

1. Executive Summary

1.1 Brokers remain the key distributor of commercial insurance
1.2 Key findings
1.3 Critical success factors

2. Commercial Insurance Distribution Overview

2.1 Brokers' commercial distribution supremacy continued in 2021

3. The Broker Channel

3.1 The broker landscape is dominated by global firms
3.2 Cross-selling and upselling is still a frequently used growth strategy
3.3 After a rush to implement new services in 2021, uptake has slowed in 2022
3.4 COVID-19 has strengthened broker-customer relationships

4. Other Commercial Distribution Channels

4.1 The direct channel is responsible for a significant share of business
4.2 Amazon's foray into commercial insurance could disrupt the sector due to its customer base
4.3 The banking channel has a negligible share of distribution

5. The Distribution Landscape Going Forward

5.1 Brokers are set to continue dominating in the coming years
5.2 Commercial insurance distribution going forward

6. Appendix

6.1 Abbreviations and acronyms
6.2 Definitions
6.3 Methodology
6.4 Secondary sources
6.5 Further reading
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Product Code: GDFS0385IA

List of Tables

Table 1: Growth strategies utilized by UK brokers, 2022
Table 2: Selected banks and their insurance provider partners

List of Figures

Figure 1: Brokers were still the leading commercial insurance distribution channel by some distance in 2021
Figure 2: Brokers accounted for GBP17.5 billion in GWP in commercial lines
Figure 3: Brokers have generally handled greater volumes of GWP in 2021
Figure 4: SME insurance is more broadly distributed across the different channels
Figure 5: Over 60% of all SMEs purchase their insurance online
Figure 6: Marsh's revenues grew to GBP1.46 billion as it cemented its position as market leader
Figure 7: Cross-selling and upselling is by far the most popular growth strategy among UK brokers
Figure 8: More super-regional brokers are looking to utilize growth strategies in 2022
Figure 9: The implementation of new services has slowed dramatically in 2022
Figure 10: Provincial brokers are the least likely to adopt new services in 2022
Figure 11: Super-regional brokers are slightly more proactive in launching new service features
Figure 12: National brokers are the most inclined to launch a suite of new features
Figure 13: Broker-customer relationships have strengthened because of COVID-19
Figure 14: We expect the commercial distribution landscape to remain similar over the forecast period
Figure 15: Cyber insurance cancellations remained a key issue in 2021
Figure 16: Over half of sole traders believe their company will not be a target of a cyberattack