Clear Sailing for Commercial P&C Distribution?

September 14, 2015
Industry Trends


With the rapid digitization of insurance datasets by insurers and brokers, we will soon be at an inflection point where a few players are able to create a “map of all insurable risks.” This opens up a new world, where insurers can more efficiently target profitable business that they have a high propensity to win. Insurers and brokers are already building sophisticated predictive algorithms — models that tell an underwriter which business to quote and a broker which insurer to consider for a given risk. The overall efficiency of distribution will increase dramatically when insurers and brokers are able to establish channels to transfer reliable signals based on the risk map and the models. The key hurdle is however, not data or analytics, but changing the ingrained behaviors of underwriters and brokers to adopt a new way of working. Oliver Wyman believes that this new transparency will shake up the hierarchy of the industry. Scale will be less important, and numerous players will seize opportunities to disrupt traditional arrangements and relationships. Winners will be early movers, who not only build the map and models quickly, but who are successful in changing behaviors.

Celent is a research and advisory firm dedicated to helping financial institutions formulate comprehensive business and technology strategies. Celent publishes reports identifying trends and best practices in financial services technology and conducts consulting engagements for financial institutions looking to use technology to enhance existing business processes or launch new business strategies. With a team of internationally based analysts, Celent is uniquely positioned to offer strategic advice and market insights on a global basis. Celent is a member of the Oliver Wyman Group, which is a wholly-owned operating unit of Marsh & McLennan Companies [NYSE: MMC].

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