Motivate and innovate

The growing need for the PMI market to lift static sales out of a rut was once again highlighted at Laing & Buisson's annual conference. Insurers are failing to motivate individuals to get cover and, although the group market has seen a modest increase, it is still not reaching its potential. John Dean of Gissings, summed the crisis up well when he spoke at the conference, describing the market as getting 'very boring'. He spoke of the 'desperate need' for new product ideas and the urgency for smaller insurers to increase their market share. The fact that BUPA and AXA PPP healthcare stil...