ProtectionMay 4 2016

AIG Life overhauls distribution strategy

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AIG Life overhauls distribution strategy

AIG Life has created a new distribution structure aimed at growing its presence in both intermediary and partnership distribution.

Chief executive Adam Winslow said the company is investing in dedicated sales, marketing and propositions support in order to “double down” on the existing “bedrock” of the business in the adviser market.

To back these plans, AIG Life has appointed Mark Anders as partnerships director, while current sales team leader Vicky Churcher has been promoted to intermediary director.

Mr Anders was previously sales and marketing director at Friends Life and lead the sales team at AIG Life when it was part of Fortis/Ageas.

Mr Winslow said he wants to get the provider’s products on more adviser panels, including high-net worth and mortgage general insurance, with Ms Churcher being crucial to these growth plans.

“While the intermediated sector is where we do most of our business, conversely we haven’t had much of a foot hold in partnerships, so we’re developing a team to go after these deals,” he stated.

“Mark’s appointment will help us become competitive in this area, as we’re looking to win the tenders we go for.”

Mark Dennison, principal at LightBlue UK, said: “At a time when we see so much consolidation going on among both providers and IFA firms it’s positive to see insurers like AIG make a commitment to the intermediary sector.

“It’s good to hear of ‘exciting new propositions’ and we wait to see if they can shake up the protection advice sector as Fortis managed to do when it entered the market several years ago.”

In the last few months of 2015, AIG Life launched a whole of life insurance offering, followed by making “major improvements” to its critical illness with term assurance policy.

peter.walker@ft.com