Perspectives

Voice of the small-business insurance consumer

Are buyers ready to take the direct sales route?

Explore the potential market for carriers looking to sell directly to consumers over the Internet, learn how to reach those prospects, and sell to and service them once a direct connection is made.

Direct sales of auto insurance to consumers has been a prime distribution platform for a number of years, keeping the heat on agents and brokers to demonstrate their added value if they want to retain or expand their market share. 

However, a day of reckoning for intermediaries on small-commercial business might similarly be looming sooner rather than later, as carriers begin to seriously explore the potential for reaching buyers directly via a one-stop, web or mobile-based transaction.

Are buyers ready to take the direct sales route?

View data from the Deloitte Center for Financial Services survey taken by more than 750 US-based small businesses, including: 

  • The likelihood of buying business insurance online directly from an insurer
  • Consumers’ expected discount
  • Operational and infrastructure considerations for the insurer​

Meet the authors

Sam Friedman

Sam Friedman

Research Leader | Insurance

Sam Friedman is the Insurance research leader at t...More

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