Go on, indulge yourself

Selling insurance is never easy. Selling private medical insurance when times are tough is even more demanding. Recession intensifies people’s suspicions about the value of an intangible, only-useful-if-something-goes-wrong product. Something like PMI may be seen as a luxury item so when the chips are down, some chief executives and finance directors might understandably conclude that the cost of its premiums cannot be justified, or that in the face of having to make spending cuts, dropping it is the least painful option. The routes to the conclusion are many, but the outcome is the same: m...