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Flexibility factor

In an article entitled, Move to phone support to cut distribution costs, it was suggested that Axa Wint-erthur is considering downscaling face-to-face support for advisers in favour of increased telephone support.

Axa Winterthur has built its business around a consultative approach to dist-ribution, supporting advi-sers with our team of prof-essional business develop-ment managers and a wide range of face-to-face-based supp-ort services, in partic-ular, Professional Edge.

Mutually beneficial relationships with our IFAs are key to the success of our long-term business. This philosophy is core to the company’s DNA, which will be developed further as the RDR progresses, aligned to the specific needs of our advisers. As separate operations, we provide phone-based support to some advisers through our financial institutions and Axa Business Line services.

Overall, it is this breadth and flexibility which gives Axa Winterthur both the capability and the capacity to make sure that it is well placed to respond in one of the most competitive markets in the world.

David Thompson,

Managing director

sales and marketing

Axa Winterthur Wealth Management

Response to research showing that 82 per cent of advisers are putting price before anything else when recommending an individual protection provider

“Price is always an initial factor in protection and always should be. Death is death. There are no degrees of death but other protection products require research and while price is a consideration, cheapest is not always best. It is the features of a product and the benefits to the client that should be considered in conjunction with affordability.”

Richard Wilson

“There is a conventional received wisdom that price is the determinant in prot-ection recommendations – especially for term insur-ance. (Death is death so all products are the same). However, this is simplistic. Health protection products vary widely and overall suitability should be the underlying reason for the recommendation.”

Les Clark

“You have to take into account the accuracy of the quote on a comparison site.

It is essential that more detailed research is carried out to recommend the most appropriate company which invariably is never what appears to be the “cheapest”.

Allan Harris

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