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Interview of the week

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Antonio SOUVANNASOUCK, Managing Partner, ASIGEST


I am certain of the fact that the intermediation degree will grow by at least 25%. I can base my statement upon the continuous growth of the leasing, especially the motor - related, being a known fact that the Top 10 includes many brokers owned by leasing companies and brokers that have as main clients leasing companies.

XPRIMM: What evolution are you waiting for the Romanian insurance intermediation market for this year?
Antonio SOUVANNASOUCK:
I am certain of the fact that the intermediation degree will grow by at least 25%. I can base my statement upon the continuous growth of the leasing, especially the motor - related, being a known fact that the Top 10 includes many brokers owned by leasing companies and brokers that have as main clients leasing companies.
Furthermore, I can see a sophistication of the clients that started to demand insurance policies that need consultancy on behalf of the brokers.

XPRIMM: Which is that most important problem of the insurance brokerage market so far? Can you come up with a solution for this problem?
A.S.:
The quality of the services offered by the insurance companies and I am referring especially to the companies from the Top 10. In order to protect the profit, these companies have started to offer low quality services. I am referring to the sales process as well as to the claims adjusting process.
This decrease of the quality of the services will transfer itseft to the broker - the interface between the insured and the insurer. The solution for this problem will come in time through the reorientation of the clients towards companies that understand that development has to keep up with the quality of the services.

XPRIMM: How did the relationship broker-insurer evolve in the latest years?
A.S.:
We can tell more and more about the differences of perspective between the two parties: the orientation towards sales of insurance companies and the necessity of diversification of the services on behalf of the brokers. The fight for market share between the important insurance groups: ALLIANZ, VIG, GROUPAMA, GENERALI leads to a strategy change: sacrificing the traditional relations between the insurers and brokers in favor of the quantitative growth. Because of the insurance services' quality decrease, the brokers have to diversify the services, so that they can compensate this decrease.
As a conclusion, the relation broker-insurer has degraded in the last two years.

XPRIMM: What growth of the volume of underwritings do you predict that you will register in 2008? What are the objectives of your company for 2008?
A.S.:
We have budgeted a growth of 40% of the volume of underwritings, which is a little more that the estimation of the growth of the insurance market, because we intend to be better then the average. For 2008, the main objective is finding solutions for supplementing the decrease of the quality of services provided by the insurance companies and the consolidation and expansion of the territorial network.

XPRIMM: Thank you!

| Published on 10.04.2008






















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