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NU pilots execution-only protection

Norwich Union is preparing to test the sale of protection products on an execution-only basis in a bid to boost sales.

The trial period is expected to run initially with the NU direct salesforce throughout August and September.

NU says it will consider selling through another white-labelled deal as its contract with Tesco Personal Finance on protection products came to an end in February.

Head of distribution David Barral says the outcome of the test will determine the company’s next move but he says that non-advised sales suit some types of consumers.

Barral says straightforward life policies can be sold without advice but consumers who buy direct are not likely to seek advice anyway.

He says: “The majority of the market is still served by IFAs but there is a big untapped market of consumers currently not buying protection. There is a bigger opportunity for advisers where a direct model is in place. This will be an attractive new market.”

NU says improved technology systems allow consumers to conduct more comprehensive independent research but advisers must step in to address more complex planning needs.

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