At AXA Commercial we've listened to our brokers and changed the way we work to fit around you. Our goal is to give you the tools you need so you can work more efficiently, offer more choice and be more competitive. We're doing that by looking at every part of our business, from our channels to our products and processes, and asking how we could be doing more to help you. We've focused on three key areas and made some big changes that will make a real difference to your business:SimpleMaking technology work harder for both of us????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????ComplexBuilding closer working relationships???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? market sectorsSchemesDelivering ease and transparency????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????and reducing queries???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? to management information???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? automated reconciliation????????????????????????????????????????????????????????????????????????????????????????????????????????And we're just getting started????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????edge in the marketplace. We've nalready made lots of changes and more are in the pipeline.For more detailed information on what our policies cover, please refer to broker connect http://connect.axa.co.uk/commercial???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? ???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? ????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????

leaderISSN 2043-9202Insurance People is published monthly byButtermere Wedge Publishing Limited.While every attempt has been made to ensurethat the information contained within thispublication is accurate, the publisher accepts noliability for information published in error, or forviews expressed. All rights for Insurance Peoplemagazine are reserved. Reproduction in wholeor in part without prior permission from thepublisher is strictly prohibited.121611Margaret Cole leavesthe FSADerek Findlayson onsolving brokerchallengesMartyn Holman calls fordue diligence at thefront-end14Glen Marr lifts the lid onghost brokersNot for the first time in recent months, the "Cut the marketingbudget!" theme raises its head.But no weighing of the pros and cons on this occasion. Bothfactions voice their opinions with their own blend of vestedinterest. The pro-marketing lobby declare that far from cutting themarketing spend, expansion of this activity is the route to salvationin recessionary times. Meanwhile the anti-marketing devoteesargue that there's little bottom-line relief to be gained in raising thecorporate profile when you are already cowering below deck.Just an observation this time round. The sudden surge ofmarketing activity from the cruise liner sector is an example of howto counter a major PR disaster. The media is chock-full of it. Our industry, thankfully, rarely suffers from such titanic events - ourPR disasters are of the more day-to-day, attritional kind. The cruise industry appears to have rallied itself under one flag.The insurance industry is more diverse, so that recession isaffecting some players more than others.Which explains why some insurance players appear to be copingwith the challenge of the current financial storm on the sun deck,and will be ready to grab the sun loungers ahead of those whoemerge later from below deck. There is one certainty - every storm eventually blows over."Recession?SlashtheMarketingbudget!"Editor andPublisher Andrew NewmanConsultantEditor Brian SusmanCommercialDirector Jeni HallProductionDirector Adrian SusmanMarch 2012insurancepeoplePO Box 537TonbridgeKentTN12 9WGt01562 862990m07981 993974eadrian@insurancepeople.uk.comEditorialAndrew Newmanandrewnewman@talk21.com01892 730539Design & Production Adrian Susmanadrian@insurancepeople.uk.com07981 993974Commercial DirectorJeni Halljeni@insurancepeople.uk.com07969 510172www.insurancepeople.uk.comPrinters Pensord Magazines & PeriodicalsTram Road, Pontllanfraith,Blackwood NP12 2YAinsurancepeoplewww.insurancepeople.uk.comin association withAlso find us on:Late news4Market talk12InterviewDerek Findlayson, Keychoice14Ghost brokingGlen Marr, First Central16Application fraudMartyn Holman18News26On the moveWho's going where?28On the RoadTrapped in the venue - again!!MARCH 2012 insurancepeople1Inthisissue