Interview with Michael Schillinger, Head of Marketing and Sales, and Nico Locker, Head of Broker Sales at the INTER Insurance Group
Mr. Schillinger, a lot has changed in the interaction with brokers. What are your thoughts on that?
Michael Schillinger: A professionalization has taken place. The real estate agent’s demands on himself are steadily increasing. In addition, the demands of the companies and those of the customers are increasing. Brokers today always have to choose a different advisory approach depending on the customer.
To what extent are insurers’ demands on brokers increasing?
MS: When we digitize, the brokers have to go along with this digitization process. Inevitably. We want to use new processes to make products cheaper and better, that can’t stop with us.
And that’s why good broker support no longer means introducing a new product. Today we rather ask: How can we support you with your digital presence? What are your processes like? So we try to support brokers throughout the entire “ecosystem”.
Conversely, do brokers have different, higher, demands on insurers?
Nico Locker: We can divide brokers into personas, as is known in traditional marketing. There are brokers who are still trapped in the old world but are still successful. The young brokers are different, however.
So there is the local broker, the broker on the Internet, the broker for the target group A, B, C, the broker who serves as a multiplier. And these brokers have certain demands on us insurers. We see the broker as a customer and therefore develop management for the customer experience.
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