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
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
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
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
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
compensate this decrease.
As a conclusion, the relation broker-insurer has degraded in the last two
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?
| Published on 10.04.2008
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!