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Wholesale insurance distribution: Eight levers to unlock productivity

Insurance carriers will continue to struggle with profitable growth unless they reshape their distribution model by changing how they work with, and what they expect of, wholesalers.

The wholesale insurance distribution model is due for an upgrade. Many insurers, wholesalers, and financial advisers operate in silos where targets and incentives don’t align, and technology and automation are not fully integrated into the distribution model. As a result, profitability is declining.

So how can insurers reverse this shortfall? By implementing eight levers used by leading distribution organizations, insurance carriers can improve the management and operation of their wholesalers, resulting in increased sales and lower costs.

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About the author(s)

Jonathan Godsall and David Schiff are partners in McKinsey’s New York office, where Ralph Haro is a consultant. Claudia Max is an associate partner in the Munich office, and Brad Mendelson is a senior partner in Hong Kong.

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