Global General Insurance Company – Channel Performance
Improvement

Aim
  • This general lines insurer was seeing loss-making business across each of its main sales channels, and was unable to accurately diagnose the problem before developing performance improvement plans

Scope
  • Developed a channel and customer profitability model for its direct, affinity partner and broker channels
  • Developed turnaround strategies and week by week plans for each channel

Outcome
  • We were able to ascertain that 85% of individual channel partners were failing to deliver a RoE of at least 15%
  • By analysing the specific causes of this in the largest channel partners, we were able to construct detailed plans, executed by the management team but facilitated by us, that turned the RoE from negative to positive