View more on these topics

Joint approach backed for effective marketing

IFAs and product providers agree that a unified approach is needed if financial products are to be marketed effectively to consumers.

At a Money Marketing round table meeting last week in conjunction with marketing agency Teamspirit, leading life companies backed IFA calls for a joint approach to sending out product information.

Intermediaries were particularly concerned over the time taken in completing separate fact-finds that required different client information because they were produced by different product providers.

Former Momentum head of marketing Sharon Mason called for product providers to focus on their brand when providing information to consumers but giving the specialist knowledge to intermediaries so they could decide which clients should be sold products.

Marketing experts from Prudential, Legal & General and Norwich Union acknowledged that more work could be done on providing IFAs with specialist knowledge.

But they highlighted the problem of a unified approach in that each provider wanted to have their own brand in the marketplace.

Guests at the round table discussion included Sesame marketing director Stuart Gisham, Punter Southall IFA director Geoff Tresman, Prudential director of distribution marketing Andy Lucas and Legal & General intermediary marketing director Karen Blatchford.

Equal Partners IFA Vivienne Starkey says: “What I really hate is when you have to spend hours with this material answering different questions for different providers.

Mason says: “It is the intermediaries that require the technical briefings and the specialist knowledge. You need to focus on branding when it comes to client. They need to differentiate. You need to get together and think about coming up with a joint approach.”

Norwich Union director of propositions Angela MacDonald says: “Increasingly, we are getting intermediaries coming to us and telling us what we can do to help them. They are asking for technical information. This is the way that we should be working together.”


Pink Home Loans launches branded lending with First National

Pink Home Loans is launching a branded lending agreement with First National, a GE Company.The tailor-made portfolio is available now.The agreement between the two will provide bespoke products for borrowers with a history of adverse credit. Benefits include:Lower initial charge rate with no change to ERCs.Discount and fixed rate options.A new “near prime” range.Rates start […]

Opening balance from Framlington

Framlington has opened its institutional managed balanced fund to retail investors 12 years after the fund was introduced.The fund was originally an exempt unit trust used by Framlington’s own defined benefit pension scheme. Framlington believes the fund fills a gap in its retail range, so decided to create a retail share class rather than establish […]

The fifteen-year itch

By Neil Jones Technical support manager with Canada Life’s ican Technical Services Team. Canada Life offers a range of wealth management solutions, including retirement income planning, estate planning and investment solutions from a choice of jurisdictions, including the UK, Isle of Man and Republic of Ireland. The treatment of non-UK domiciles that are resident in […]


News and expert analysis straight to your inbox

Sign up


    Leave a comment


    Why register with Money Marketing ?

    Providing trusted insight for professional advisers.  Since 1985 Money Marketing has helped promote and analyse the financial adviser community in the UK and continues to be the trusted industry brand for independent insight and advice.

    News & analysis delivered directly to your inbox
    Register today to receive our range of news alerts including daily and weekly briefings

    Money Marketing Events
    Be the first to hear about our industry leading conferences, awards, roundtables and more.

    Research and insight
    Take part in and see the results of Money Marketing's flagship investigations into industry trends.

    Have your say
    Only registered users can post comments. As the voice of the adviser community, our content generates robust debate. Sign up today and make your voice heard.

    Register now

    Having problems?

    Contact us on +44 (0)20 7292 3712

    Lines are open Monday to Friday 9:00am -5.00pm