Higinio Iglesias talk about Marline in the “In-depth analysis of mediation” of InsuranceNews.
Currently, the supply of multi-pricing for brokers in the Spanish market is in a state of rearrangement and transition. An evolution is being experienced from an offer very market concentrated in a dominant operator to a more plural and diverse offer. Diversity in the offer of multi-tariffs is essential for guarantee necessary competition in the market. It is good for brokers, for insurers and also for the technology companies themselves.
At ebroker we have made a large investment in the last two years, because we want our Merlín multi-tariff to be a relevant player in a plural offer.
The multi-raters provide efficiency as prospecting tools which support professional work of the corridor. In the commercial sphere, a broker must not waste the time exploring product coverage and calculating prices on portals insurers website, this is one outdated and inefficient practice, are tasks that They do not add value to the customer and can be carried out through the automatisms that offer the multitarifiers.
The runner must dedicate the tiempo and professional competence to apply your knowledge to the information obtained from the result of the prospecting which is done through a multitator, analyzing it e interpreting it according to your professional judgment to carry out the mission de recommend the insurance most appropriate to the client's interests. This does add value and it will make you differentiate de other systems marketing offered al table de direct way or Traves de Internet through other distribution channels.
A new generation multi-tariff must focus on offering the runner a market prospecting instrument. It is not a tool focused on online sales. In ebroker we have conceived Marline as a tool that not only analyzes and compares pricesAlso analyzes very exhaustively guarantees and coverage limits of the different types of insurance in a way reliable. The product analysis that we offer are not made by computer scientists, They are made by experienced professionals in the insurance and mediation activity.
We are currently incorporating AI-based analysis processes (Artificial Intelligence) to carry out prospecting that, in addition to providing capabilities, also offer through our ERP ebroker un essential support al runner and his organization for increasingly better and more efficient professional advice.
According to a recent survey by Prima Seguros, only 47,3% of drivers know exactly the details of their Auto policy. And because of that, I disagree with those who think that in some insurance policies like those of Home o cars (intensive use in multi-tariffs) there is no space for add value in his mediation. This is one interested opinion. The runner can value his role advisor in contracting these insurances but it is necessary provide a Insights . comprehensive through a fast and reliable prospecting through automated processes that contribute marketing efficiency. We work so that Merlín offers this capacity to runners every day.
The information that Marline collects consequence of prospecting process, both at the level of Prices and guarantee and limits of coverage, we structure it following good practice from the vision a corridor to give it to him and the same decides what it provides informatively to the client and what information it retains and transforms into advice as part of its objective analysis.
When we provide analytical information to the runner, we try to 'put ourselves in their shoes' so that its treatment and use is in accordance with their professional practice and the process is efficient.
There has been a lot of talk lately about the possibility that brokers develop their own multi-pricing tools, and on this matter I have a very clear opinion. An opinion based on experience of a decision taken in this regard 24 years by a group of runners and everything lived from that moment to the present.
For years there has been a dynamic in the business world oriented to consider that the best way to equip yourself with technological capabilities, which due to the activity they require, is through specialized providers in its different areas. There is no need to give many examples of how the technology industry has developed in recent years around concepts such as cloud, SaaS (Software as a Service), cybersecurity, etc.
Except very specific needs or circumstances or singular, companies today implement, either due to a new need or due to migration of own developments, solutions standard software based on market products who serve sectoral needs, solutions developed, maintained and innovated by specialist companies, as happens in the insurance industry.
On this matter, more than answers, I would like to leave on the table some questions for reflection:
When we talk about a own mutarifier,what do we mean?, to software developed by the brokerage's IT team?, or to the commissioning of an independent IT company for a proprietary product?; and the resources for mantener that software and innovate it?, and the cost of the infrastructure necessary for its use and High availability?, and the sustainability of the project? And the measures of fullfilment of security requirements against cyber risks…All this, how is it going?
What is the objective or motivation that justifies a decision of this type, which also goes directly against the current trend of business practice? Price, functionalities, services, quality, lack of offer in the market?
Nowadays I can't find any reason to justify that decision.. I consider it a strategic mistake with high risk de investment loss, time, and with a high probability of finally having to resort to a market solution. Time will tell if I'm right or not.
En ebroker we work to include in Marline el maximum number of insurers and products possible, always giving priority at insurers and with a decided commitment to the broker channel, and within these those with greater presence at their daily activity. Regarding products, we give preference to those products de more frequency of use and also those that we consider to be emerging respect to the new opportunities and dynamics of the market for runners.
Currently Merlín operates with 29 insurance companies and 65 products:
17 in insurance companies Cars 1st category, , 12 en Cars 3st category, 12 en Home, 5 en Communities (2 projected), 8 en Life risk (2 projected), 4 en Deaths, 7 en others.
we keep a frequent and fluid dialogue with the main insurers of the market and we are always in disposition and open to tackling projects to incorporate new products. We also have good disposition to establish Agreements of cooperation with new insurers.
Merlin is a multi-rater who There is no cost for ebroker users. It's a tool independent, integrated with ebroker and at no additional cost. The runners also they can have Merlin although are not ebroker users. In those cases the coste of the license is personalised to the specific characteristics of each broker and its business context.
En ebroker we have made a great investment in the last two years because we want our multi-tariff Merlin to be a relevant player in that plural offer, a plural offer essential for to guarantee the needed market competition en benefit of brokers and insurers.
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