Liberty Focuses On Acquisition Channels.

National Underwriter Property & Casualty-Risk & Benefits Management, August, 1999 by HOWARD, LISA S.

Property-casualty insurers, which have spent the past century focused on nurturing and protecting traditional distribution channels, are now forced to diversify into emerging ones or face an inevitable shrinking market, a leading insurance executive warned. Nearly every insurer, including those using captive and independent agents, faces the growing challenge of being in an industry that no longer calls the shots, said Edmund F.

Kelly, president and chief executive officer of Liberty Mutual Insurance Cos. in Boston. "The very notion of distribution channels based on a traditional manufacturing model is becoming outdated," he said. "It is a relic of a time when we, the product manufacturers, controlled the terms of engagement because we controlled the...

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