How to find your niche and work with your insurer to build your scheme

14/11/2023 | Online Zoom Conferencing

Join this dynamic session that will provide an insight into how to find a niche sector, build a successful scheme, and work with an insurer to scale it up, and become a market player in your niche market.

Learning Objectives

At the end of this session, delegates will be able to:

  • Outline how to create a multi-product scheme built around customers’ needs.
  • Explain how to create a clear distribution strategy.
  • Describe how to work with insurers to create something unique.
  • Describe how to scale up an existing scheme.
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About the Presenters

Gary Head (Director of Schemes and Delegated Authorities, AXA Schemes)

AXA Commercial’s Director of Schemes & Delegated Authorities since January 2020. His team operates across the Motor, Property & Casualty and Specialty Lines areas of the market to support innovative partners in developing products which are “tailor made” to meet the needs of particular customer groups.

Prior to joining AXA, Gary was with Hiscox for 22 years where he was Chief Underwriting Officer and Board Member of their UK and US Commercial businesses from 2008 to 2016, and then Head of their Alternative Distribution business. He was instrumental at Hiscox in developing both the Regional intermediated book and the Binding Authority business. Prior to this, he was a broker in the London Market at various broking houses, including Windsor, Bain Hogg and Aon.

Joel Markham (Head of Sales & Marketing DA, AXA Schemes)

Joel joined AXA in 2020, as Head of Sales and Marketing for AXA’s Schemes and Delegated Authority business. This involves managing our operational teams, scheme relationships, and new deals implementation.

Joel has 20 years’ experience in the GI Personal and Commercial Lines market and has worked at Allianz, Zurich and Ageas.

Andrew Kealing (Distribution Director, Calibrant Insurance)

Andrew has over 25 years’ experience in the insurance sector, having held senior relationship and sales director roles spanning across the broker, affinity and corporate partner channels. An Associate of the Chartered Insurance Institute, Andrew’s career has included roles at RSA, Halifax General Insurance and Legal & General where he was responsible for the management of the MGA relationships. At Calibrant, Andrew is responsible for growth and distribution along with the oversight of its MGA and Insurer partnerships.

Zahid Naqvi (Managing Director & Founder, Custodian Insurance)

Zahid is the MD & founder of Custodian, established in 2013 as a specialist niche professional lines MGA. His business also offers ‘plug and play’ scheme solutions and provides professional indemnity to other schemes and MGAs. Prior to Custodian, Zahid spent many years managing capacity to MGAs and schemes for Hiscox and so has a broad perspective of the schemes space from both sides of the fence.