Lenders 'are cutting out advisers'

Halifax, Woolwich, Nationwide and Abbey have come under fire for widening the gap between direct to consumer and intermediary products.

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Advisers have questioned why lenders have been offering more competitive products at similar rates direct to consumers and questioned whether this was a bid to cut advisers out of the loop.

But lenders said the move had been about controlling levels of business coming in and was not intended to upset advisers.

Andy Sewell, managing director of Southend-based IFA The OFM Group, said widening the gap between products available direct or through intermediaries was "not acceptable or understandable".

He said: "The intermediary sector has tried to be understanding with lenders in the current market and we have put up with a lot in the last six months.

"This is more than just a cost-cutting exercise as the difference between rates in the direct and adviser channel is sometimes more than a procuration fee. A lender would therefore still be better off paying an intermediary for the introduction of business."

Trevor Hurley, director of Edinburgh-based Hurley Financial Services, said he had a client who had originally gone to him to find a mortgage and had recommended Abbey.

However, the client had later found a better rate direct on the lender's website.

Mr Hurley said: "This is out of order with the Abbey selling cheaper rates direct. I spoke to my Abbey representative and he agreed but there is nothing he can do about it."

David Stewart, media relations manager for Abbey, said the rate was a one-off special deal that was available online on a short-term basis and Abbey currently had no like for like mortgages that were priced at a better rate than those available through advisers.

Another adviser, who wished to remain anonymous, said: "Nationwide, Halifax and the Woolwich are apparently keen to work with intermediaries, but if this was the case then why are all three lenders offering similar products to new customers directly, effectively cutting out advisers?"

Matthew Wyles, non-executive director of non-retail business for Nationwide, said lenders had been left with "little choice" and he was sorry if the move had caused ill-feeling among advisers.

He said: "Lenders have had to ration the channels in which they deal through. Our direct to consumer channels and branch networks run at fixed costs and we have to make sure that we are running as efficiently as possible.

"If we are not careful the balance between our direct and intermediary business will become unbalanced and we could not operate.

Andrew McDougall, retail PR for Woolwich, said: "Some changes have been rather forced on us because of the current market conditions and pricing has not been about trying to create a differential for advisers but to try and manage the flow of business that we are getting."

Heather Scott, head of PR for HBoS Mortgages, said: "Pricing will always be a sensitive issue, we appreciate that. However it is also important to understand we price in line with our market and there are still good deals available for advisers.

"We constantly keep an eye on the market and price in line with it, we are not out of step."

To have your say on this topic, read the latest Home on the Range blog.

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